Resources mentioned in this episode:

👉 Register For Dec 1st Webinar

👉 Start The Profitable Practice Free Course Here

👉 Learn About The Profitable Nutritionist Program

👉 Apply for The Mastermind

Episode Summary:

Today I'm going to take you through an exercise I teach to my students in The Profitable Nutritionist program that completely changes the confidence they have in marketing and selling their services.

It's part of a 3 step process:

Step 1 - Sell yourself on your offer
Step 2 - Sell yourself on what you are ACTUALLY selling, which ISN'T your time. You're selling their results.
Step 3 - Bring those both together with an exercise to quantify those results so you can sell yourself even harder on your offer

When you do the exercise I share in this episode, you'll be completely reinvigorated to sell your offer.

In fact, my students often make A LOT of money immediately after doing this. Just saying.

Transcript:

Note: The transcription below was provided for your convenience. Please excuse any typos or mistakes the automated service made in translation.

0:00
Hello, my friend, welcome back to the profitable nutritionist podcast. So here is the deal for today. My dog is curled up at my feet, she's chewing on a bone, it's kind of loud. Normally, I wouldn't record a podcast with my dog next to my feet, but I just got home from an out of town trip, I've been gone for a week, I just got back, my house is quiet, everyone's at school, my husband's at work. My dog couldn't wait to see me. She missed me so much. And I missed her little snout too. And now she just wants to be by me, and I'm just gonna let her So Sharon,

0:35
that's my Podcast Producer. If there is a little strange noise in the background, it's just a very happy dog that is chewing on her bone. And we're just gonna go with it for today. All right, what are you selling? This is the question, I am going to take you through an exercise today that I teach to my students in the profitable nutritionist program. And I love this exercise because it completely changes the confidence that they have in marketing and selling their services to clients. So you are going to love this absolutely love what you're about to learn today. If you struggle at all with marketing, or selling or feeling really really solid and confident in your pricing and in your offer. If you're a little wobbly instead of solid, you're going to love this episode. But first, a little PSA, we do this exercise, the one I'm going to teach you today along with 29 others in a special live event inside the program that we run just twice each year. It's called the 3k in 30 days challenge. And in the challenge, students make their revenue goal for the month, at least $3,000. But often much higher. Many people's is higher than that. And they commit to doing each of the exercises just like the one I'm going to show you today for 30 days straight. Now these are 10 minute exercises, as you're about to find out five to 10 minute exercises, and they commit to doing each one, there's one each day for 30 days straight to reach their income goal. Now, the months that we run the challenge are everyone's favorite month. I'm not just saying that. I know that because people tell me, these are my favorite months. I have heard this many, many, many times I have it on good authority. This is everyone's favorite month, we even have students that have recreated similar challenges for their clients, because they got such huge results from such a small amount of time and effort by going through these diligent little exercises. And here's the deal, we are starting the 3k in 30 Days Challenge live for students inside the program on January 1. So if you want more of these sales psychology tools, like the exercise, I'm gonna teach you today so that you can apply it in your business right away, maybe even teach it to your clients,

2:31
you need to join the program between December 1 and December 8, when enrollment is open for the final time this year. That means it is the final time to get in and be part of the live 3k in 30 days challenge for the month of January. Okay, after enrollment closes on December 8, I just want you to know we're gonna be focusing all of our attention and resources on the students inside and their goals for the rest of December and into January, are you getting this, we're gonna be all hands on deck inside the program. So it's the best time of the year to invest in your business and join the profitable nutritionist if you've been thinking about doing so, so that you can participate live in the challenge may even be some prizes, I'm just saying the ultimate prize of course, being that you hit the ground running for 2023 and have the most profitable, hugest mind blowing year that you've ever had in your business. So go to build a profitable practice.com/join for all of the details on the program. And that's also the link to put in your calendar for December 1 As a reminder, if you're joining. Now, if you're listening to this episode in the future, after the doors have closed for this round, you can still go to that page and the dates of the next enrollment period will be listed. So you can put that date on your calendar. Again, that's build a profitable practice.com/join. By the way, it's kind of meta, can you feel that I'm very sold on this offer? Can you tell that I truly am sold and I'm going to sell you really hard on the profitable nutritionist program being the best solution for you to get the result of growing a highly, highly massively profitable and impactful and freedom fueled business for yourself. Can you feel that? Can you feel my conviction there? It's because I've done this exercise many, many, many times that I'm gonna teach you today.

4:12
So let's talk more about how you are going to be selling more and how you're going to be helping more people without constantly second guessing your pricing or the terms and the components of your offer. Because you need to be 1,000% sold yourself so that you can really go sell it to other people. I want you to ask right now do a little audit, do a little moment of contemplation. How are you not sold on your offer? Where's the little sticking point for you right now when you think about what you're selling? First of all, if I say are you sold on your offer, and you instantly had a thought of five different offers that popped into your mind, you're like which offer I don't even know what one to start with. That's our first problem. So think of your one offer. I want you to get one offer, sell one thing and then really sell yourself on it. So

5:00
How are you not sold right now? Get to the root of it. What is the reason that you're not sold? What is the component you're not sold on? What is the aspect that's a little confusing or fuzzy to you? Or nebulous? Or maybe that you have doubts about your ability to perform with or their ability to perform whatever it may be? What is it? How are you not sold on your offer? I want you to uncover how you are doubting your offer, either for yourself or for your clients. How is that? How are you shrinking them, or shrinking you, when you think about selling, because you need to know what your brain is thinking here, if you're struggling with selling or marketing in any way, it's because you are not sold yourself. And then as a person of integrity, it's hard for you to sell someone else and something you're not 1,000% sold on, you see, it's actually a good thing, if you struggling with selling, because you're not sold, that actually means that you're having integrity with yourself, and you're not wanting to sell someone else. But when you are totally sold, then it's within your personal integrity to sell them very hard. And that's what I want for you. Because I know if you're listening to this podcast, you help people with some result that changes their life, maybe changes their entire family's life, maybe changes entire generations to come. In fact, that's probably true. And if you are 1,000% sold on that, then you have to go sell it to everyone else. It's your job, it's your duty, it has to happen. It's imperative The world needs you. So step one is sell yourself on your offer. And why it is the most incredible choice your future client could make to buy that offer from you to hire you to get the results, whatever it is, why is that the most incredible choice for your future client? If you don't believe that's true, and neither will they, because you won't sell it to them. It's not really a woowoo Law of Attraction thing here, although I'm sure that that's energetically a component of it. I'm saying if you're not sold, you're literally not going to sell it to them, you're not going to say the words I can help you even when you have the opportunity to do so if you're not sold yourself. So you have to believe it. Easier said than done you thinking? Well, not really, there's a trick to this, and I'm going to tell you all about it. This trip really helps. But first step two is knowing what are you actually selling? We have to get to the root of this as well. What are you selling? Are you selling your time? Are you selling hourly appointments? Are you selling your program? Are you selling someone else's program? Are you selling the results that they're going to get and the time that they're going to save Ding, ding ding that last one, that's the one.

7:33
Most people especially the ones that work with clients, one on one, or in small groups think that they're selling their time and their expertise. And that's problematic, because not only is the time finite, it's also lazy marketing, in my opinion. So when people don't invest with them, they don't buy from them. They take it personally, they feel like oh, they didn't think that I was an expert enough. They didn't think I was doing it right. It feels like they were not worth the investment. And that's what leads to feelings of rejection. And we know that humans are very strongly adverse to feeling shunned from the tribe and feeling rejection that is a universal truth. It's a primal thing. We tried to avoid rejection, listen to episode 59, where we went deep into the topic of fear of rejection, and how to eliminate it from your business and your selling permanently. So let's circle back though, how do you sell without selling your time and your expertise, you're not probably selling your time or your expertise, even though many people structure their offers that way, because that's what they have seen other practitioners do. And it is a really quick way to make no money. In my opinion, in my very, very well practiced opinion, I think that this is well founded, I'm going to just take an aside here and say that for lucrative businesses that offer hourly appointments at a low price, the reason that is a business model that works for them is because they are typically making the bulk of their revenue on a back end offer that you don't see. And in fact, I'm teaching an entire webinar on this next week. So if you're listening to this live, please make sure that you are coming to the webinar, I'm teaching on December 1 Build a Profitable practice.com/learn is where you register for that. What you need to know is that people are structuring their business very strategically if they're offering something low priced in the beginning, because they know that they're making the revenue on the back end. And if you are looking at that business model, and all you see is someone selling hourly appointments, or very low cost appointments or low class services, and thinking that that is the way you need to be structuring your business, but you don't have a high ticket offer on the back end or you're not making 1000s and 1000s of dollars from each customer on supplements or upselling testing or whatever that may be, you will not make any money because you're not seeing the full scope of their business. You're just seeing one offer and trying to copy it and copying the wrong thing. So you're not selling your time and your expertise. Even if you see other people doing that. That's fine. You're not going to do that anymore, starting right now. And the way you do that is by selling the value and the reason

10:00
salts that your clients get, you're not selling you, you're not selling your time, let me say that, again, you are selling the value of the results that your clients get when they work with you. That's what they're really buying. They don't care how long it takes, they don't care how many hourly appointments it takes, they don't care if it's a five week package, or a five month package, or a five year package, they don't care, they want the results in the least amount of time possible, I might add. And if you're afraid to sell, or you think selling is icky, it's probably because you're thinking about you, you think that you're selling you, you think you have to be selling your expertise and your knowledge. And you can never be stumped by a question. And you can never let anyone take you by surprise. No, you think that they're saying yes or no to you? When you say the words I can help you. This is wrong. It's just flood thinking, stop it, you're selling their results. You're selling their growth and the possibilities that they might not even let themselves dream have yet until you offered it to them. How incredible is that you're selling the transformation that your people get to experience and the lifetime value of that change and that transformation, lifetime value, you're going to actually calculate those results and the lifetime value today. By the way, that's this exercise we're going to do. But first, let's look at what happens when you're thinking about what you get when a client hires you versus what they get when they hire you. This is an example. An actual example that came up from a student in my program that we coached on that really shows how this fear of rejection kills the results of our clients, and they ultimately suffer for it. I want to say that again. Fear of rejection when we're thinking about us being rejected, or we're thinking about us not wanting to sell too hard. Because people might say no, and they're rejecting us when we're thinking that way. It's the results of our clients that ultimately suffer. So here's what happened, this client of mine that I was coaching in my program, had not gotten a response from a client for 48 hours after a console call. Okay, this console call had gone well. And so she had assumed that the client would be paying immediately and scheduling their first appointment. And she had had no response for 48 hours. So her thought was, I knew that they wouldn't think I could help them. I just knew that they weren't going to think it was worth it. She had a lot of thoughts about this all coming back to I just knew it. I just knew they wouldn't think I could help them. She felt very, very rejected. And from that feeling of rejection, she was just constantly ruminating on how she could have played out this conversation differently. Or should you be following up? Should she not be following up? She was mentally drafting and redrafting emails five times. But she didn't send them. She was constantly asking her husband about it. What does he think? Should I email? Should I not email? Should I create a discount code for her and send it there? What should I do? Should I try to entice her back? Why hasn't she answered the email yet? Why hasn't she paid, she was just getting very raspy and very desperate. And looping and looping and looping on this situation. What she was not doing is she was not evaluating the call, she was not figuring out what she could improve for next time, she was just really, really ruminating on it. And the result here is that the client still doesn't make a decision. And she's starting to think maybe you can't help me. And maybe it's not worth it, because she's starting to get some desperate emails and some desperate messages here. So that client just thinking, Oh, maybe this isn't the right fit. And it didn't happen. Because this client thought that she couldn't be helped, it wasn't because she didn't think it was worth the investment. That wasn't what happened. If someone shows up on a call with you, by the way, this is another aside, if someone shows up and books a call with you, or if they're on your sales page on your website, scrolling through for your group or your program is because they want to get the results that you help with, I truly believe inherently that people do not waste their own time. So if they're scoping you out, or if they're scheduling a call with you is because they want those results. Dog shake, there was they do that, or they wouldn't have gotten there in the first place, they wouldn't have booked the call, or they wouldn't be perusing your website or emailing you or whatever it is. So back to what happened with my client. In this coaching scenario, she was having the thought, people don't respect my time, they don't want to improve their health, they think I'm not worth it all this just thought spiral a very, very, very negative things for which there was no evidence that anyone was actually thinking those things. It's amazing how our brains do this, it goes to a very, very negative place and makes assumptions that have no basis. So in this situation, that's exactly what was happening. She had the thought that they knew that it wouldn't be worth it or they decided it wasn't worth it. She felt very personally rejected by that thought. And this potential client didn't even say anything. Okay, and she felt that way. Very, very common. That's why we're talking about it's why I'm so adamant about recording this episode and normalizing this exact scenario because it happens to all of us. It happens all of the time. And it's such a simple fix, because the only thing that needs to change here is her thinking your thinking my thinking I

15:00
We're thinking that's all that needs to change here is what we're thinking about what people are thinking about us. So crazy. So let's be realistic and non judgmental adults here. And let's reevaluate this scenario. With the previously mentioned potential client not responding after 48 hours after our console call game. First of all, we have no idea what is going on in that person's life or in their head, that would cause them to ghost for 48 hours. Also, is 48 hours even a long time? I would think not. Okay, there are an infinite number of reasons why this may happen, even to a best fit client, that is a hell yes, that is for sure. Ready to get started super motivated. And still something can come up in 48 hours can go by? Is it even a problem? One of the big things that could be the actual cause of the delay is that maybe they didn't even know that we expected them to respond quickly. Was that even clear? Oftentimes, I find that we make up these worst case catastrophic scenarios in our mind about how people are judging our expertise, or our pricing or our processes. And really, they just didn't have clear marching orders of what to do next and what the expected timeline was. So audit that first, is that even clearer? Or do they think that this is something that they're going to revisit next week or the week after, because in their mind, they aren't going to start until next month anyway, for some reason that you may not know about when their schedule opens up? Or whatever. So what's the rush that could be what they're thinking, and then we my client, in this example, but I could say we because this has been me before. And it's probably been you before spin and spin and spin in the maybes, instead of just realizing it's not even a problem. So you can see why it's dangerous to make assumptions about what people are thinking, when we're not in their minds. And we don't know what they're thinking.

16:43
In US, we never know ever. And for the love, do not just assume that anytime someone doesn't follow your exact script for how you think that they should be acquired as a client for the process, they should be following. That it's because of your price, do not do this, that's not even true. And you will exhaust yourself and confuse your people trying to adjust and discount and promo here and promo there. And you're going to create a million different offers and price points for those imaginary scenarios that you think are happening for people, if that's what you think, go back to Episode Nine after this, if you need a reminder about pricing, and discounts, and how to not offer discounts. Ever, spoiler don't do that. The only reason you would do that, though, is if you think that it's a problem for someone not to be making a decision right away. That's just making an assumption about what people are thinking, we never know what people are thinking. So let's just assume that they think we're amazing that we're highly, highly experienced, and then we're experts in our field, and that they really want the results that we want them to get, and that they want to get. Let's look at what happens when we change our thinking about the same situation. And this is how I coached my client on this when we coached on it. I said, Okay, so this client has not responded 48 hours after the console call. That's the scenario here. Instead of thinking, See, I knew that she wasn't going to think I could help her instead of thinking something along those lines. What if the thought was, I wonder if they're clear on the results they want to get and how I can help get those results.

18:13
And the feeling there is curious that inspires a feeling of curiosity. Hmm, I wonder if they're clear on the results. I wonder if they're clear on the next steps. And then from that place of curiosity, what we do and what my client ended up doing was she evaluated the call, without judgment of herself to see if there were areas for improvement for next time where she could be more clear, where she could have better communication with a potential client where she could make sure that all of their questions and concerns and objections were for sure answered, she made a pretty detailed list of places where she thought she could be a little more clear. And then she also made a detailed list for this particular client of the desired results that they wanted, and what they thought was standing in their way. And then she decided to follow up in a few days and professionally execute from a very unattached curious place. An email that was focusing on giving value to that client and making sure that they were clear on exactly what she was offering in the next step, wrote great copy in the email, she was very unattached, it wasn't high emotion.

19:19
The result here, after my client put in this time into evaluating the call, is that she helps even more people because of what she learned from that console call whether this potential client buys or not, she's helping more people get results. And this client did end up very quickly responding to the email and signing on his her client. But the point is that even if she hadn't my clients still would have gotten the results from this call because she would have learned from it she would have improved for next time. professionally. She would have just evaluated moved on, which actually is what she did. But not thinking that something was wrong with her not taking anything personally.

20:00
Certainly not thinking that this client was doubting her expertise, or that there was something fundamentally wrong with her as a practitioner, and that that's why the call wouldn't have resulted in a client. And it ultimately did. But if it hadn't, she, after our coaching realized, that wasn't even on the table, that didn't even matter. Remember, the situation with the lack of response from the potential client didn't change that was the same in both scenarios, the only thing that changed was her thought about it, and what she was making it mean. So instead of it being a disastrous problem with her fundamentally and not being worthy of someone investing in or investing with, she just made it mean that something might be unclear. Oh, my gosh, what a different result came from just that tweak in the thought, rejection, I have to say this again, even though we talked about this at length in Episode 59, rejection comes from thinking that people are buying or not buying you. They're not, they're buying the results that they're gonna get. That's what they want. When you think that they're buying you, I feel so heavy and so pressured. And it's like your worthiness, not only as a practitioner, but as a human hinges on the purchasing decisions of strangers.

21:09
But can we just think about how ridiculous that is? It can't be it just can't be that way. Who wants to feel so pressured? And like their worth is tied to the purchasing decisions of strangers on the internet? Or even friends, even people in your life? Even people that aren't strangers? Oh, my goodness, no, I don't, I don't think you do either. No curiosity. On the other hand, instead of rejection, curiosity comes from knowing that you are figuring out how to get better and better at helping people to get the results that they want. You're just iterating you're gonna get some data, you're gonna evaluate it, and you're going to tweak and repeat, tweak the things that weren't working and repeat it again, and get better results and tweaking tweaking tweak your sole focus when you're feeling curious. Is their results, thinking about how can I make this better for them? How can I make this better? You're not thinking about you, and your worth and your results? You're thinking about them? Which feels purposeful, but unattached, certainly not personal, certainly not like your very worthiness as a person is hinging on someone else's purchasing decision. So that's where I want you to get to now how do you sell the value of the results that your clients get when they work with you? I know that you're probably wondering this thinking, okay, I get it. They're buying the results. They're not buying me. They're not buying my time. But how do I sell them the results. And it's so simple, it's so powerful. Like I said, this exercise we're about to do is one of the exercises that my students do in the three game 30 Days Challenge inside the program. And what they come up with with this particular exercise always blows their mind, it leads to fantastic marketing, and sales for them always. Because after they do this exercise, they are so sold on their offer. And here's what I want you to do. I want you to sell yourself first with evidence that your offer is such an over delivery for your clients. Sometimes you may lose sight of how valuable and life changing your work is, when you're in it all the time, especially if people aren't understanding. So you're going to remind yourself that your contribution to your client's life is not short term, it is life long. Let's create some evidence for this, we're gonna intentionally remind you of what is true. I know that this is true. If you're listening to this podcast, you're giving your people tools and resources to impact the rest of their life, life lifetime, the rest of their life decades, and probably their children and generations to come. This is incredible. So that is step three. Step one was sell yourself on your offer. Step two, was sell yourself on what exactly you are selling, which isn't you or your time, by the way, it's their results spoiler, sell yourself on the fact that you're selling them their results, you're the one that gets to sell them on themselves. How exciting is that? You might be the first person that's ever done that for your people might be the first person that has ever believed in them, and sold them on their possibility. How amazing like what a gift we have. So Now step three, is how you're going to bring those two together with this exercise to quantify those results, so that you can sell yourself even harder on your offer. Here's how you're gonna do it. I want you to calculate the amount of time, money and energy that your clients save when they work with you and repeat that. How much more time, money and energy would they spend trying to do this alone over the course of their lifetime if they didn't work with you quantify that? Time, money and energy. Remember, these metrics are over their lifetime. This is not just short term. This isn't this month. This isn't this year, this is their lifetime. I want you to get specific, really go nuts here. You're going to need a pen and paper. You're going to need to do some math. And what you're doing here is you're compiling evidence for what the actual cost is. If your clients don't hire you. This is powerful stuff.

25:00
If these are the results they want, and what you're selling, not you or your hourly rate, or them having 24/7 access to your brain and your expertise or anything like that, no, no, that's going to lead to you feeling rejected if they don't invest in it, when in fact, it's not personal. So people buy the results. Let's quantify them right now in your brain, how much time? How much energy? And how much money? Will they save over the rest of their lifetime? When they work with you? What are those results? And what are they worth to your people? Write them down in list form, and then keep adding to it for at least 10 minutes.

25:37
Just when you think you're done, I want you to say what else? Who else? Do they save money when they work with me now? How else do they save time? When they work with me now? How else? Do they save energy when they work with me now? And then the follow up question to the energy is and how much time and money do they save? If they get that energy back? How much time do they save, and how much money do they make when they get that energy back?

26:05
over their lifetime. So big numbers, you're gonna see this starts to add up very, very quickly. And then you can see what these results are worth to your people.

26:17
Write them down, add to the list, keep adding to it, keep this result or keep this list handy. This results list and they want you to sell it, these other results that are the reason your clients and your customers will buy from you. They don't want to figure this out on their own. They don't want to do that they want to hire you to help them. They want the fast track. They want the proven process. And they want a trusted guide. They want to save time and energy by investing some money up front. Don't confuse this. Of course, there are free resources that they could find. Of course, they could buy a book, of course, they could watch videos on YouTube. Of course, they could listen to podcasts, absolutely, they could, they don't want to do that. They want to save time and save energy by not doing any of those things themselves. They want to hire you, or throw some money at this problem hire you and have a trusted guide to bring them through the process. That's what they want. And I know I've told this story before, but I'm gonna say it again because people bring it up to me. So I know it landed.

27:18
It's a very good non coaching example. So last year, went to a boutique swimsuit shop that came very highly recommended to me because I needed a new swimsuit for a trip. Now during the shopping experience, I invested way more time and cash into not one but two swimsuits at $200 or more

27:36
each that I intended to, but I'm so glad that I did. Because of the results that I got. Now, I enjoyed this purchase experience very much, much more than I ever thought was possible when buying swimsuits, and the saleswoman was wonderful that I worked with, but I wasn't buying her. Okay, it wasn't buying her at what you really think about this, I was in a store buying a result I wanted to leave there with an swimsuit that I liked, or that I didn't hate ended up being too. But I just was looking for one. So I was even a huge over delivery, but I was buying that result. Now the saleswoman was facilitating that result, she was my trusted guide. She had a process that she was bringing me through, and her expertise and her services in her process saved me lots of time trying to figure this out on my own, actually ended up being a very enjoyable shopping experience with my trusted guide. But I just wanted the results I was there to buy my results ended up spending way more money than I thought I was going to to get those results. But the results were so much better than I thought they were going to be that I was a very happy, happy individual to do that. And by investing some money, it ultimately saved me a ton of time in the long run. And it saved me a bunch of energy in the long run. And probably even some money in the long run by getting a high quality pieces that I'm going to use for a longer period of time, instead of a bunch of cheaper ones from target that stretch out and get weird. You know what I'm talking about, they get really weird.

29:03
So my trusted guide, this wonderful saleswoman. She had a process, she had questions, she brought me through a whole process, it was an entire experience. And that saved me so much energy, and I didn't want to research the nuances of swimsuit materials and fabrics and styles. Could I have done that? Yes. Could I have done that on my own? Absolutely. Could I have spent hours on YouTube or on blogs or on websites? reading reviews and figuring that out on my own? Absolutely. I could have. You know what, I didn't want to do that though. Of course, I could have figured it out on my own. I didn't want to, I paid an exorbitant amount of money to have somebody help me solve that problem way faster with their expertise in their process to save me energy and time. That was great. Your clients feel the same way. Think about this. They just want to buy the results thereafter. And they want to do it quicker. They want to save themselves time and money and energy doing it because they know that if it takes a long time and they keep doing it on their own, they're actually losing money.

30:00
losing energy, for sure losing time. And they want these results for their lifetime. I now know exactly where I need to go for the rest of my life for swimsuit apparel. I'm good Jack.

30:13
And I assure you that the woman I bought these wonderful swimsuits from, and you have to email me, if you're in Minnesota in the Twin Cities area, I'll tell you where I went, it was amazing. This woman did not have any attachment to me buying or not buying, even though she I mean, she owned the store. And she was incredible. But she was completely detached as a human from my purchasing decision. It didn't make her feel better or worse about her worth in the world or her expertise at her job, or the quality of the products she was offering. If I decided not to buy them,

30:46
she was completely unattached, because she knows she's selling the results. And if I want the results, I'll pay for them. That's it. So I feel so much better. Just think about that. Your clients want the same thing, they want help getting the results, and you're doing them a huge disservice not to be selling them the solution if you have it. And if you're not selling them the solution. My hypothesis is it's because you're not sold on the solution. So sell yourself on those results, quantify them, sell yourself on those results. And the solution being the exact thing that your people want, and then go sell it. This is not about you. It's about them. It's about their results. don't shrink them and keep them small. And keep them from that experience and getting those results because you're making their purchasing decision is all about you. Or taking something personally don't do it. Don't do it. So go make that list my friend. Start adding up all of the ways that your offer and the results that your clients get actually makes them money. Instead of costing them money, how it actually saves them energy, instead of add something else to their plate.

31:52
See what's happening here, how it actually saves them time instead of cost them time to work with you. quantify that for yourself. Sell yourself on it, and then go sell it to the world. All right. Have a wonderful wonderful week my friend