WEBVTT

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alright. So again, welcome to or Monday call. So this is really you know, instead of being the regular Q.

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And a call. Of course all calls are too many calls. You guys get that right?

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But it is part of our healer, you know.

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Success fundamentals. that we're going through. right now so I probably wanna check in with everybody, and just see what questions people have and how things are going with the sales material.

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And my plan is today. we're gonna continue with that and talk about what's module?

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5, which is kind of folks mostly focused on like, How do you actually invite people to work with you right, and do some practice with that?

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I think, for the purposes of this kind of compressed going through the essentials that i'm not going to spend a lot of time with Module 6, which is about follow up

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It's good material you can definitely watch it at some point but I want to in this sort of too much time.

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I wanna make sure I wanna start moving toward the generating some leads piece so that you have people to practice with in addition to me each other.

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Okay, So we're gonna start next week. so the homework this week will be to really engage with referrals made easy.

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And here's what I know about the referrals made easy to, you know.

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Free. 5 day challenge that I do I know that if you really do everything in that challenge. You will start getting referrals, and I know that no one who's ever watched it is actually done.

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Everything. I recommend that you do 100% positive so that's Why, we're gonna go through it together, and we're active with the zoom.

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Focus on all of the different pieces of it. right and how you I can and including the practicing of it, and the fundamentals of that I will go into a lot now, because that's next week.

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But it's really about making creating what what I call it a proactive referral system.

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So that there is a systemized and proactive way that you get lots and lots of client referrals as opposed to passive, which is how most people get referrals like you just sometimes people turn over for all So

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we're gonna move into that over the over this next week. but today we still want to kind of focus it on the sales, and I have some stuff to share with you guys.

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However, before we jumped into all of that, I wanted to have a little bit of a discussion about

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The retreat, because both in conversations with me and with sherry what I've been hearing is you know.

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So if you guys are coming from pretty far away to the retreat, and so you don't really want to just come for 3 days right?

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And so I thought, and we can actually set up a separate call to kind of get into this a bit more.

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But I thought it might be good to have a little discussion right now about like you know.

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What What do people want to do? No, they're treated south as the 3 days right?

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But, hey, I grew up around here so did sherry there's all kinds of doing things in October.

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It's pretty cool place. So I wanted to get a sense of are people thinking about?

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You know, like do you? wanna Some people might want to come for 2 weeks and like, do the whole New England thing right?

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Or you know, kind of Boston I mentioned Plymouth plantation, which is not far from where we stay.

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That is a pretty cool place It is where the set, the original pilgrims, you know, settled, and it is set up as a like Colonial Williamsburg, where they have actors.

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Acting at the thing and they do they're doing like an actual. They'll pick a year like last time.

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I did was there. I think it was 1,622, you know. they ended in 1,620, and they're actually acting out like what they know happened each day. right it's pretty it's really pretty cool so if

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you're into history. that you know that might be something to check out.

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So i'd love to hear from a few of you who are You're at least planning on coming, and you're also thinking I wanna do more, You know I want to spend some time there.

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What, what are the kinds of things that you might like to do?

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And then maybe we can look together and maybe make some. You know.

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People could plan to rent a car for a few days afterwards together and go do it, for you know that kind of thing.

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So what either questions you guys have or that's do you have about what you like to do while you're here, Penny?

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I'd like to go hiking I I booked my hotel with an at least an extra day, possibly stay more. and i'd like to enjoy the beautiful nature, that you have there with the autumn.

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Okay, great. And there was definitely plenty of sort of major like, just on tape how itself

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If you want hiking like the mountain, Okay, Well, I just wanna say right.

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So we do have some great mountains. in New England but they're not on Cape Cod, but but you know there's the possibility of going to like New Hampshire.

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Vermont, you know. So okay, yeah, so definitely some walking around and hiking.

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And there's gordon kickcott is It's just so pretty, and there's just there's parts where you can get it's literally miles of beach like miles and miles and you just keep do you like doing that which I

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put you like doing that which I personally love you know There's that, too, What else?

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What else are people thinking that you might want to do or curious about I'm the same with Penny.

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I would like to at least come for an extra few days, depending on what other people are doing.

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At least for a day or 2 minimum to explore and see I'm.

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Not sure the not everybody think but definitely exploring like what Penny said. Alright, great.

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Yeah, there's a lot just right on capitol

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Well, yeah, i'm probably staying a couple of days before I go to gift and yes, in Canada.

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Yeah, which I don't know. Canada as well, as I thought, because I thought Calgary would be just straight up.

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It's not it's a hard left

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So i've never been to cape cod having some time around would be interesting.

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So I don't know that i'm into hiking but we're we're talking hiking this way rather than that way, unless people really want you know.

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Then we would have to do something else. but you know if if in general, people are thinking a few extra days as opposed to hey?

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Like i'm really I wanna kinda do new England then I actually would recommend kind of just stand on Cape Cod, because it's beautiful.

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And there's you know just there's some cool there's simple history.

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There, too, could drive out to Province Town, which is not so.

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Tip shipped like an arm. Great. So this is the show, and it goes up here.

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Okay, and you have Buzzard Bay down here, and then the Massachusetts up here.

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And so if you go all the way up to here that's problems down, and right here is that true which is where my grandmother used to have a house and prowntown is a cool old city, it has become it's

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kind of it's become a it's like a huge like gay hangout like Fire Island province town is like Massachusetts answer to Fire Island, which means it has a lot of great like theater. in like fun restaurants and

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it's there, you know I mean It's like drag shows so so, not as much in October, because you know it's not the season, but it is a very, it's just very it's just very fun.

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So past weekend it would have been pure crazy and but there's no there's a lot of just fun stuff in.

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There's pretty weeks, and like shoreline so it sounds like people are kind of thinking more just enjoy the area.

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But and and we just to be clear this really i'm calling it a retreat, because, as opposed to like a mastermind or training, because we'll do some training that we're gonna have every day there's also just free

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time downtime because it's a retreat so there'll be some.

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They'll be some walking on the beach and being in nature and stuff, and it will be right and we're gonna be around like in the 3 days as well, and then kind of go from there so just like to see what's in the

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chat. alright. So yeah, and the other thing too, is you know your your if you're flying in and out of Boston.

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So there is, you know. it could be that you if you want to see more about some buses.

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It's a very cool city, the historically mother goose Mother Basis grave.

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Is there it's one of my favorite things I want to be on graveyard.

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So was that actual other juice grew her name with Maria, and she's very in Boston.

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It's it is a very fun city so you also might be like just even spending a like if your flights at night, You know you'd go up to Boston in the morning.

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We have some Boston time, too, for those of you who, if you want to see that as well. So and you know. so it could be just thinking about it for now.

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And just, you know. Obviously you need to decide before you book your flights.

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But I just wanted to break it up, because I know different people are thinking about different things.

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So yeah, to get closer, you can kind of plan what you want to do. And if you you could rent a car right from the beginning, like from the Boston airport and drive to Boston.

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But you don't have to I mean sorry drive the kit but you don't have to.

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You definitely can just do the bus, and then you could always run a car there.

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For driving around and just split it, you know, between the group of people.

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So okay, cool. anything else, or any other thoughts or questions about that.

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At this point

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Yeah. So we get closer. but then you can also just reach out to each other and just be like, hey?

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I'm thinking I want to stay till thursday How's that sound to you, you know, and kind of just work it from there.

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What do you think? Would it make sense to have a thread in the Facebook group?

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Yeah, in terms of cause. I know Kate and I are talking about rooming together, and I may need to fly in on Thursday night because the multiple flights and time that it will take right there in one day.

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Is not a I really don't want to arrive at the hotel at midnight on Friday, and then hey?

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I'm all ready but we'll be there we'll be staying, i'm renting the Lake house from Thursday through Tuesday, so we'll be there and like able to pick up you know on

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Thursday like pick up the best place and take you to the hotel on Thursday or or Friday.

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Whatever ends up working cool. Thank you so did you just need to let us know when you're getting in.

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And I have to say driving and Boston is a challenge.

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People in the car based on cow paths.

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Basically And yeah, I might. I might search for my favorite mean one of my favorite ones.

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Never! just to show you

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It's bad language but

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Yeah, here i'm gonna show you

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So. So one of the reasons why New York is actually so easy to negotiate is because there is a massive fire in New York in the early 18 hundreds.

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And so all of this original way that the city had just kind of like emerged.

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They had to recreate it until they did this whole grid.

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And you only see that old-fashioned like that old seventeenth century weirdness down at the very tip of Manhattan down in there Boston didn't have that i'm trying to find that the you know the I think in front of

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it i'll i'll find another time there's a tangent of it. Yes, bassin's crazy.

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It's for one way, streets there's very few things that are parallel to each other.

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But that's ultimately so fine and did you say that it's just like a regular bus that you take from the bus there's a couple of different companies.

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That do it. there's Peter Pan and then another one called P.

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And B. So yeah, you're gonna want to you know you have Plenty of time to book that it's not like you're here fair You're gonna want a buck further ahead.

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But you have plenty of time with to do that but yeah, you'll have a couple of options, and so it will take us.

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So it it will take us to like a certain place and i'll depending on which depending on which bus line you take.

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I'll tell you which stop to get off on and if you missed one, Whatever that's fine we still come down.

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It's not that big you know. Okay, so but yeah you you know you'll be there'll be a couple of different options, depend again.

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It just depends on which assign you end up taking, and that might depend on.

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When your flight gets in, and what the different schedules are right.

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But as long as you let us know ahead of time when you are getting in, and which you know which.

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Stop You're getting off on then we'll just We'll pick up.

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We'll take it straight to the hotel or drop you know, and if it's putting out what time it is on Friday, you know, you might drop you to the hotel, and then you could come back and hang out at the lake

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with us, you know for the yesterday that's fine too if it's one mainest one.

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Yes, alright, anything else about that before we moving to. and just let me know those questions come up.

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But yeah, I can. I can. create a like a I could create a post in the group. group. that's sort of like you know questions about the retreat and staying, you know, coming earlier, leaving late.

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You know, and just so try to keep things in there that that could be Helpful what you're thinking of doing well, and if, like 3 or 4 of us arrive at the airport fairly, close at hand, we might want to coordinate

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getting there. Yeah, Absolutely. Yeah. So you can let people.

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Now I could just be sort of general travel you know i'm also, probably a little bit more than than the bus, because it's only like 24 each way for a few days.

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But then you'd have extra flexibility and it'd still be pretty inexpensive, right?

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So you guys could can decide that, alright. So enough on that, for now.

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Yes, and i'm just checking sorry in the chat yeah.

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See Clarence like cities in the uk Yes, next month is July Fourth, and they're we're not well.

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We. Our Monday calls are on the second third and fourth Monday of the month.

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So they're they're never on the first monday of the month, unless there's some sometimes we do that, cause it's an extra like a guest speaker or something like that but that's that's the norm

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so yes, sorry next our next. Your next call with me will be on the eleventh.

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Alright, and then So yeah, let's get into talking about sales, and how to actually ask the sales.

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So who's and I know Some of you guys just a tempo?

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San Francisco very recently, so you may not be rewatching, but we still want you to be engaging with this, because this is how you know we get clients and make money.

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So who's watch that that module? that's around these different quote unquote closes.

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And what and we're gonna do some practice but said let's just start with any questions that you guys have

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I can do a little while you're thinking what questions you have I can also bring up a little reminder about it.

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So He's gonna go first can you give a highlight of the content, cause I've started over and i'm only a module, too.

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Yep, I'm gonna just make sure you Just bring up the slides, and this is on 5 right module, 5 which is in 3 parts.

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So these are like differently, so we can get in. sales.

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Parlance we call closes so it's just like How you ask right, how do you invite people to work with you?

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So we talked about here. Actually, it might help with that i'll share my screen, and just on the

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So as a reminder. this is what i'm calling the heart center sales process.

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And remember it is not linear right if you relate to It as purely linear. You will do so at your peril. you don't.

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It's not like we got report check don't need to worry about that anymore. Right?

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Doesn't work that way. here actually might bring this over here in the Yeah.

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Okay, you guys can still see my screen you're always about creating report.

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It's always about going you know going deeper and connecting further and checking in and being alive to and aware of what's the state of rapport me and this person right?

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But you also. These are the pieces, one way or the other.

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You need to find what it is they need like what's going on like what's the fact?

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You could you could in sometimes in sales it's referred to more, as finding the pain right, finding the struggle.

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What is it that's going on? with them that's not working for them, that they want a solution for right building value, and the discovering connecting to desire?

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You know I how I guys have you guys have i've said here's this super nutshell version of sales.

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Figure out what's wrong. Figure out what they want and offer your solution as a bridge between the 2.

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Right. that's like the most you know minimalistic description of sales.

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There is. Okay, so I need is about figuring out what's going on building value and discovering and connecting with their desire.

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What they want is more about the what is it that they want?

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Right and and and so actually discovering connections are more about what they want.

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And building value is also kind of about them, helping them. See what you offer.

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As the bridge that makes sense survey. Okay, and the building by discovering be connecting with desire.

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If you're finding that's harder to engage with it's squishier it's hard to rep your head around.

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That's how it is for everybody so just now right it just it's sort of the but the more you practice the easier that becomes

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And then, you know, you might sometimes there are no objections so don't like go looking for them.

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If there aren't any. Okay, but sundays there are and sometimes they start with an objection.

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Literally. The conversation sometimes starts with rejection. I heard that this is cool but so right.

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That's just like that's do you get in wherever they are

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And but you address them wherever they come up and then we're there's the make invitation in close.

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Okay. So

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But just again, if you have been doing it this way, you got report.

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You found what they need. billing value they've expressed and desire you've addressed objections or not depending where they came up.

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It does. Do you get that at that point? Making the invitation really is the next natural piece.

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It would almost be weird if they're expressing like wow that sounds amazing.

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And I really you know I I i'm so excited it sounds like you can really help me if you then just like, Yeah, good luck.

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It's just makes sense. like no But i'm not gonna offer it to you, or or i'm gonna make you work for it.

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I'm gonna make it yeah and yet we do that right but it really is the next natural piece in the conversation. when we're not stuck in here when we're in the world.

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So we give some we talked about when and how so when is when you have rapport, you found their need.

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They've seen some value they've expressed some desire and you may or may not of adjust objections, because you know thing, but that's when when those things are all present.

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You don't make an offer when you feel like you're not in report that you rarely is gonna work right.

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So if you feel like all those other things, there but somehow you've lost them a little bit on the rapport.

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You do want to like check that in say like I mean, it can be as simple as I feel like I lost you.

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There right, just like human. Let me just check just checking back in

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But when you have all these things, then it, does make sense to make the offer, because they've expressed some they've seen this like Wow! I can see how that would be, or I that sounds wonderful.

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Right they're they're expressing all of that alright so that was the module the part one.

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And so now we're gonna get into some of These so what's generally is called the assumptive clothes.

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Most effective causes are fairly assumptive. but I started to start with this.

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It's just can you see it's like why would you like to get started.

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That's assuming that they want to get started right now, that would be weird if they hadn't expressed any desire for it.

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But if they have, and they're like Wow! this sounds amazing, then you like great, Let me just like to get started, or what would you like to schedule your appointment, or would you like to know what the payment? options?

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Are by. When would you like that delivered if it's something you know not not doing sessions?

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Or when do you want me to have that completed you get it it's just very right.

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So those are very simple assumptive places. and then you'll see that some of these other ones are also assumpted. Okay?

00:23:50.000 --> 00:23:58.000
So the summary close is a really great one, because it really demonstrates that you've been paying attention, and it helps kind of refresh everything you spoke about.

00:23:58.000 --> 00:24:04.000
So it could be you. You essentially just summarize what you discussed, including why they said they wanted it.

00:24:04.000 --> 00:24:10.000
Why they said they wanted whatever results they want, and then and then you do this up right.

00:24:10.000 --> 00:24:17.000
So you most want to get results with the your insomnia and anxiety, and you've talked about You know the idea behind this.

00:24:17.000 --> 00:24:24.000
How this process works, and what results you can, you know, reasonably expect.

00:24:24.000 --> 00:24:29.000
And We talked a little bit about how close the appointments should be for the best results.

00:24:29.000 --> 00:24:31.000
You know you had asked about that, I have an appointment available tomorrow.

00:24:31.000 --> 00:24:35.000
Would you like to get started? Do you see how it just It's very natural.

00:24:35.000 --> 00:24:43.000
Summarizing how to do what you talked about, and then invited.

00:24:43.000 --> 00:24:49.000
Another is called the options close Okay, so you're it's just sort of psychologically.

00:24:49.000 --> 00:24:53.000
When you give people 2 to 3, I would never do more than 3.

00:24:53.000 --> 00:25:01.000
And, generally speaking, I would say, just do 2 and I would only do 3 if there were some really good reason why I'm offering them a third.

00:25:01.000 --> 00:25:06.000
But when you they are more likely to say yes to one of them.

00:25:06.000 --> 00:25:20.000
If you give them 2 or 3 options, whereas if you only give one option, then there's a slightly like higher chance of them just saying no, whereas when you give them 2 or 3, they're very very likely to say yes, to one of

00:25:20.000 --> 00:25:24.000
them. it's just psychologically just how it works now not if they're not interested.

00:25:24.000 --> 00:25:29.000
It's not manipulative it's just this is how human beings work right.

00:25:29.000 --> 00:25:36.000
People like to feel like they have options they like to feel like you know that you but you're doing it in a way.

00:25:36.000 --> 00:25:42.000
Here's here's what i've got people like to know they have options, but they also often struggle to make decisions.

00:25:42.000 --> 00:25:54.000
So what this does is, it's it's kind of reducing It's giving them a really easy decision to make while still affirming that they have options does that make sense I think that's why this works so Well.

00:25:54.000 --> 00:25:59.000
psychologically. Oh, yeah, What would you like to get started there later in the week?

00:25:59.000 --> 00:26:03.000
Would you like to start with a single session or a package, or by program?

00:26:03.000 --> 00:26:08.000
Would you rather we work on the insania first, or on your like pain?

00:26:08.000 --> 00:26:16.000
Okay like that in generally these are also the thing about questions.

00:26:16.000 --> 00:26:23.000
Is. then you can ask several questions in a row that they say yes to.

00:26:23.000 --> 00:26:35.000
They just are people are. we're just more likely to Keep saying yes right again, not in a not if we don't want to way, but just we're just you know, kind of greasing this gets a little making it easier for them

00:26:35.000 --> 00:26:41.000
to make it a good decision to themselves. okay, and then you've all heard by expert opinion.

00:26:41.000 --> 00:26:48.000
Clothes right base, which can be kind of combined with the summary close, but based on everything you told me about what really matters to you.

00:26:48.000 --> 00:26:57.000
And then you could summarize What I recommend for you and what I recommend you do is and that's really just the owning that you are an expert.

00:26:57.000 --> 00:27:08.000
You have expertise in this area. and Then we don't talk about the tape of weight close the technique close is when they are just.

00:27:08.000 --> 00:27:12.000
They're not saying yes, but they're not saying no They're like No. No.

00:27:12.000 --> 00:27:29.000
They're is this someone who there know but they just can't say no, I mean, if you guys know people who just can't say no right. So they'll say every and they think they're saying no they actually think they are but

00:27:29.000 --> 00:27:35.000
they're not right so the takeaway is just kind of a hey?

00:27:35.000 --> 00:27:39.000
You know this really isn't for everyone maybe it's really not for you.

00:27:39.000 --> 00:27:45.000
And then just shut up and let them deal with that right or hey? I understand you're having a hard time deciding.

00:27:45.000 --> 00:27:48.000
If you want to move forward, it's not I don't want you to do it.

00:27:48.000 --> 00:27:56.000
If you don't see the values so i'll just you know kind of bos on your part. i'll leave you to think about it, and so they'll leave they'll be like Yeah, I don't think it's

00:27:56.000 --> 00:28:07.000
really familiar that's great i'll let you know in which case they were a No, they just weren't telling you, or sometimes, when you do this, that was the thing they just needed this little piece of you not being attached and they're like i'm

00:28:07.000 --> 00:28:14.000
not. No, I wanna do it So those are some of the most common.

00:28:14.000 --> 00:28:21.000
Ways to ask. Okay. So now that we've had that little refresher.

00:28:21.000 --> 00:28:27.000
What fox questions have you noticed? Oh, like I actually did that the other day?

00:28:27.000 --> 00:28:30.000
Didn't even realize I was doing it well it's a decent practice.

00:28:30.000 --> 00:28:41.000
But who's gonna share or have question first

00:28:41.000 --> 00:28:46.000
I have a question like money when they're like Oh, that sounds so great.

00:28:46.000 --> 00:28:52.000
But it's just a really bad time for me you know pandemic, and the price of gas I just can't afford it right now.

00:28:52.000 --> 00:29:01.000
I wouldn't be respectful to that but what's suggesting Okay, So that's handling objections right, which is great, because that's part of this, too.

00:29:01.000 --> 00:29:10.000
So let's say you've made that invitation and Then they say that. So review that that's all module for right.

00:29:10.000 --> 00:29:18.000
But it's basically the the fundamental thing to do with objections is to do what's called isolated. right?

00:29:18.000 --> 00:29:23.000
So you're kind of saying like I totally I totally hear what you're saying.

00:29:23.000 --> 00:29:29.000
You mind if I ask if that were handled or if that weren't an issue?

00:29:29.000 --> 00:29:34.000
Is this something that you would want to do? or is there some other concern?

00:29:34.000 --> 00:29:41.000
Because most of the time with money it's not really the money it's not that they don't have the money.

00:29:41.000 --> 00:29:58.000
It's that they're not sure they're not seeing sufficient value. yet. right like if they were sure if I guarantee you guys anything anyone has ever come to you for any issue, if they were very confident working with you is

00:29:58.000 --> 00:30:04.000
gonna solve their problem. They wouldn't even bring up the money you get that like they?

00:30:04.000 --> 00:30:08.000
If they were just really really sure. Now, obviously we're get promise results to them.

00:30:08.000 --> 00:30:13.000
But usually it's not it isn't that they literally don't have the money.

00:30:13.000 --> 00:30:17.000
Let me in some cases. Okay, but it's usually they're not right.

00:30:17.000 --> 00:30:20.000
So that's why you need to isolate it like hey?

00:30:20.000 --> 00:30:33.000
If that were handled, or if you did have the money or if that weren't an issue for concern for you, is this something that you would want to do? or is there something else?

00:30:33.000 --> 00:30:46.000
And then you get a zip. It and let them tell you because usually there's something else

00:30:46.000 --> 00:30:51.000
And that you just gotta practice it so we could do a little.

00:30:51.000 --> 00:30:54.000
We do a little practice closing and we'll practice handle the objection Spit.

00:30:54.000 --> 00:30:58.000
That would be fine. What else? What else is coming up as you're imagining head?

00:30:58.000 --> 00:31:05.000
Or should we just go straight into some practice, and then see what questions come up when we do that?

00:31:05.000 --> 00:31:08.000
Yeah, getting a thumbs up on that alright let's do that.

00:31:08.000 --> 00:31:19.000
So just a sec

00:31:19.000 --> 00:31:29.000
So we have enough people to put knowing that sorry so there'll be It might be one room with 3 people, but mostly it'll be 2.

00:31:29.000 --> 00:31:35.000
And again you get a lot with the observing as Well, So let's set up what we want to give.

00:31:35.000 --> 00:31:45.000
When I want you guys to practice so i'm pausing because I just remember there's something I wanted to show you guys today.

00:31:45.000 --> 00:31:55.000
I created for you. So pause for a sec. Okay, and I will send this out the email, Because, you know, I want everybody to get it, not just those of you who are on this call.

00:31:55.000 --> 00:32:03.000
But I

00:32:03.000 --> 00:32:14.000
I've created a workbook, and then sort of a template for your sales.

00:32:14.000 --> 00:32:22.000
Conversation. Okay, and it's based on what stuff we've been working with stuff that we did it sold with going through the steps and red light green light. right?

00:32:22.000 --> 00:32:29.000
It's based on that So let's let me put this in the chat, and then let's look at it all together.

00:32:29.000 --> 00:32:51.000
Okay.

00:32:51.000 --> 00:33:06.000
Alright. So here is the workbook and here. is the basically template that you're gonna see still out.

00:33:06.000 --> 00:33:19.000
So everybody grab that on the chat and open up and let's look at them together

00:33:19.000 --> 00:33:26.000
And what I added to this is the beginning part of the when people ask, What do you do?

00:33:26.000 --> 00:33:30.000
Okay.

00:33:30.000 --> 00:33:49.000
I will also share my screen together

00:33:49.000 --> 00:33:59.000
Sorry all these different pieces to move around

00:33:59.000 --> 00:34:07.000
Actually.

00:34:07.000 --> 00:34:11.000
Alright. So here's a workbook So the idea is what do you do?

00:34:11.000 --> 00:34:19.000
Okay, Okay, And so you wanna create your own version. it could be that they very general one that i've given you this.

00:34:19.000 --> 00:34:30.000
You know It's kind of specially good for a motion kind of body code, But some version of that would work, no matter what your modality, right, cause everything you do have to do a motion baggage or maybe you something else Okay, it

00:34:30.000 --> 00:34:38.000
could also be more of the So for some of you especially if you're really new.

00:34:38.000 --> 00:34:41.000
You're really just getting started. you do want a more general version.

00:34:41.000 --> 00:34:49.000
Okay, you don't wanna be trying to super niche down, I mean, unless you really are super clear, and you're like, I know, I want to go to this dish from the beginning.

00:34:49.000 --> 00:34:53.000
Then that's fine, but usually you need to work with them more people before you know what your niche is.

00:34:53.000 --> 00:34:58.000
Okay, So so you can have this. and then you know how thing works, really.

00:34:58.000 --> 00:35:02.000
Well, you can also use what Rosen teaching you right?

00:35:02.000 --> 00:35:09.000
So you can put. I could actually put that in here to maybe do a new version that you know I help people who right? It's the same.

00:35:09.000 --> 00:35:19.000
But this is just a this really is that right I work with people who It's just that in this case i'm just being very general work with people.

00:35:19.000 --> 00:35:25.000
So workbook, we want to play around, and, you know, like Mika, like you came up with her new thing, right that she goes to the Facebook. group.

00:35:25.000 --> 00:35:28.000
It was just so simple and beautiful. I think it was.

00:35:28.000 --> 00:35:36.000
Basically, I help people find natural solutions to help problems, you know, like can be as simple as that, too.

00:35:36.000 --> 00:35:51.000
Okay, but you wanna have a very simple very vague that doesn't get into all the details, but it's intriguing enough that people will say what will they have any interest They'll be like you know

00:35:51.000 --> 00:36:00.000
they'll wanna know, but more about it okay so that's the first part and then the basically the workbook.

00:36:00.000 --> 00:36:10.000
So I created these 2 documents eventually right your workbook and then your the conversation itself. right?

00:36:10.000 --> 00:36:15.000
So you kind of use the workbook to play around with language and stuff, and then, when you feel like this is how I like it.

00:36:15.000 --> 00:36:22.000
You put it in here? Okay. So now people are asking for you to tell them more about that.

00:36:22.000 --> 00:36:29.000
That triggers the whole. Tell me more trap you don't want to fall into, and so i'm going into the guideposts right.

00:36:29.000 --> 00:36:39.000
Find out why here's my example wording you can put play around with some language, do some different things, and then there's and you make sure you listen.

00:36:39.000 --> 00:36:46.000
And then here's some additional questions i'm suggesting that you might want to play around with.

00:36:46.000 --> 00:36:56.000
Okay, And then again, here in the actual conversation, when you've played around with it on the workbook, you know put in like your go to questions here.

00:36:56.000 --> 00:37:14.000
Make sense it'll change over time then and So for that, I'm trying to think I think you guys were all had sold right, but the whole great green light red light yellow. light it's just a reminder green light is

00:37:14.000 --> 00:37:18.000
they're given your green light you're reading the energy they're expressing interest.

00:37:18.000 --> 00:37:25.000
They're wanting to find out more yellow light means you don't know enough yet to know whether they're saying they really want to go further into an actual sales.

00:37:25.000 --> 00:37:29.000
Conversation and red light is like they're you know they're just being polite.

00:37:29.000 --> 00:37:37.000
They say. Well, I I actually ask, cause my third cousin is doing some kind of training, and I was wondering if it was the same thing that you do right like.

00:37:37.000 --> 00:37:42.000
There's that is not invitation that does not agree like for a sales conversation.

00:37:42.000 --> 00:37:57.000
Okay, right? So you can you know you're playing around with this stuff. And when you're getting a green light guidepose number 2, This is about finding like use about finding more like, Why does that map the thing that they said was an

00:37:57.000 --> 00:38:00.000
interest. That was enough of a green light. Why, why is that matter to that?

00:38:00.000 --> 00:38:04.000
And then, when you've played around with them enough right you can put it in here.

00:38:04.000 --> 00:38:09.000
What are your go to? questions for those number 2, and so forth. Okay.

00:38:09.000 --> 00:38:20.000
So making sense. you guys like it, so we're going to and this doesn't get into like objections and stuff.

00:38:20.000 --> 00:38:25.000
But honestly, when you do the conversation this way you're much less likely to get injections.

00:38:25.000 --> 00:38:38.000
So that's that's part of the deal here

00:38:38.000 --> 00:38:48.000
Any thoughts or questions about this so far so this is the the the workflow didn't show up in my chat.

00:38:48.000 --> 00:38:57.000
And another one said that as well, okay, let's see

00:38:57.000 --> 00:39:09.000
Stop sharing

00:39:09.000 --> 00:39:15.000
Let me try it again. So the other thing showed up, but not the workwork.

00:39:15.000 --> 00:39:23.000
No, nothing showed up in my chat like just just for comedy.

00:39:23.000 --> 00:39:30.000
Sorry a bit for some people. It did I don't see it.

00:39:30.000 --> 00:39:37.000
It didn't show up in my mind. Okay, I have no idea Why, that would be .

00:39:37.000 --> 00:39:47.000
I I suppose it's possible something to do with individual Zoom, because I just put them in there again.

00:39:47.000 --> 00:39:54.000
They're still not there for some of them that's really weird. I have 2 copies of it all now.

00:39:54.000 --> 00:40:01.000
Okay, I don't I don't have it but well, I'm gonna email them out.

00:40:01.000 --> 00:40:06.000
Okay, and you don't necessarily need this for the right now, because we're gonna practice something more specific.

00:40:06.000 --> 00:40:17.000
But I didn't want it. I wanted to let you know I created this for you guys. it's part of this whole fundamental thing, so that you have like like It's a place to like be engaging with because you all share

00:40:17.000 --> 00:40:24.000
a way that you do your sales conversations. Now, is any of the or any of those actual conversations with the people?

00:40:24.000 --> 00:40:31.000
People gonna go exactly like this. No, Okay, because they're going to you ask a question.

00:40:31.000 --> 00:40:35.000
You weren't expecting or start with an objection or whatever right that one.

00:40:35.000 --> 00:40:45.000
But this is like a way you always think of it as like a map, not a map that's saying you have to go exactly this way, and if you veer off it at all you won't get where you're going more like the

00:40:45.000 --> 00:40:52.000
home. In other words, it's not just a root it's really a map like of the territory of the sales conversation right?

00:40:52.000 --> 00:40:58.000
And when you're getting the whole territory you'll actually say, Oh, well, okay, You said we took a turn.

00:40:58.000 --> 00:41:10.000
That's cool we're gonna deal with that and then we'll kind of go back here does that make sense so that this is like in one place between 2 just between the workbook And then, you know what you're like okay for as

00:41:10.000 --> 00:41:13.000
of Now this is this: is my heart set of sales conversation.

00:41:13.000 --> 00:41:25.000
These are kind of my go-to questions at each point along the way, and you and you can have it in front of you when you're having a conversation, and then make notes and see what worked and see what didn't work so that's the

00:41:25.000 --> 00:41:43.000
idea behind this alright. So so not actually gonna say you need to do it right now for the practicing that we're doing but it's it's a good way to engage with the process of helping people make decisions about

00:41:43.000 --> 00:41:54.000
things alright. so, having said that you're going through

00:41:54.000 --> 00:42:03.000
Am. Yes, this is a available form or now. Well, It's I mean it's a it's a Pdf.

00:42:03.000 --> 00:42:08.000
But I would just fill it out, or I mean, I can send you a word version, too.

00:42:08.000 --> 00:42:11.000
But even when you type into word it just moves the you know.

00:42:11.000 --> 00:42:18.000
Booze the lines around. So so then I could probably do you know what I could do?

00:42:18.000 --> 00:42:23.000
I could probably do like a Google Doc version of it that you could type into.

00:42:23.000 --> 00:42:26.000
So I could do that. And then, You'll have several versions of it.

00:42:26.000 --> 00:42:33.000
And then do you want us to cause? I know we were supposed to be posting things on the Facebook? Or is this just for us?

00:42:33.000 --> 00:42:43.000
What do you?

00:42:43.000 --> 00:42:52.000
That you've done you have your like sort of at least an initial draft of your heart center sales conversation, which is why I was like, Oh, let me create the template.

00:42:52.000 --> 00:42:57.000
I'll make it easy for you guys to do that alright Okay, thanks.

00:42:57.000 --> 00:43:06.000
Alright. so i'm gonna put you guys in good sense, and think it'll be it'll be 2 or 3.

00:43:06.000 --> 00:43:13.000
And what.

00:43:13.000 --> 00:43:19.000
Do you guys wanna Have we just do practice on the asking but when we do this we'll do.

00:43:19.000 --> 00:43:23.000
We'll do practice on you guys asking for the sale so you might.

00:43:23.000 --> 00:43:25.000
Wanna you can pick. Do you want to do the expert opinion?

00:43:25.000 --> 00:43:33.000
Do you want to do a summary like, hey? We talked about this this and this and my recommendation, do you?

00:43:33.000 --> 00:43:40.000
Wanna do give them some options. it's taken up in kind of a combination of all of those things right there.

00:43:40.000 --> 00:43:43.000
I have them separated out, so you can sort of see that components.

00:43:43.000 --> 00:43:49.000
But you could literally do a cause that is it's assumptive it's standing in your expert opinion.

00:43:49.000 --> 00:43:56.000
In in giving your expert opinion you're summarizing what you spoke about, and then they're giving them 2 options.

00:43:56.000 --> 00:44:00.000
Do you do? You gotta have? That could actually be very natural way to have the conversation.

00:44:00.000 --> 00:44:08.000
Then it also could just be, you know, any one or 2 of those and then the other person.

00:44:08.000 --> 00:44:18.000
You might just say yes, or you might give them an objection that'll be up to you, or say something about the money.

00:44:18.000 --> 00:44:26.000
So when I put you in the grapes so pick who's the practitioner.

00:44:26.000 --> 00:44:34.000
Okay, who's the potential client as the practitioner what you wanna do? is set the scene.

00:44:34.000 --> 00:44:44.000
Okay, so tell the other you essentially. tell them what role they're playing that they are, you know, a stressed out mom with insomnia.

00:44:44.000 --> 00:44:54.000
He'll give her help with that or they're someone who's been really struggling with money issues, and they're really, and they they feel like they're working hard and there's something there that's holding them back.

00:44:54.000 --> 00:45:02.000
Or what a get right or they have an animal that's seems like depressed, or you know, but like just pick something.

00:45:02.000 --> 00:45:18.000
Okay, you as the practitioner tell them the role that they're playing, and then I I would reck I think I I think I would go for some version of the summary clothes and just make up makeup what you you know the conversation that

00:45:18.000 --> 00:45:21.000
you have beforehand and invite them to work with you?

00:45:21.000 --> 00:45:29.000
Does everybody feel like you can do this? Yes, anybody feeling like I really don't feel like I know what i'm doing yet.

00:45:29.000 --> 00:45:40.000
Please raise your hand because there's nothing wrong with that I remember the third close, which is where you do the expert opinion.

00:45:40.000 --> 00:45:50.000
But remind me what the summary closes. and it works really well combined to the next opinion. Summary is, you just kind of summarize what you talked about like.

00:45:50.000 --> 00:46:07.000
So So we talked about how you're struggling, with business, and how that's keeping you from this and how you can try this that, and the other right to summary, And it could do it by itself it.

00:46:07.000 --> 00:46:22.000
Works really Well, with the extra opinion based on everything we spoke about about how this is happening, and that's happening got it

00:46:22.000 --> 00:46:27.000
Oh, I just wanna mention that I got on my computer. So now, if you put, I hate to ask it.

00:46:27.000 --> 00:46:32.000
But if you put the workbook in the chat again, I could have yeah, that might.

00:46:32.000 --> 00:46:50.000
It might be that so? no worries. I will put This is the conversation itself, like the and then this is the workbook to help you create the conference room

00:46:50.000 --> 00:46:53.000
And i'll get too distracted by that unless if you're finding it helpful to do this real play.

00:46:53.000 --> 00:46:59.000
But I wouldn't worry about it too, much because that's the whole thing right

00:46:59.000 --> 00:47:09.000
What I think would be great. This is your crime to me, and and I do want to move on to start dealing with a referrals on the next call.

00:47:09.000 --> 00:47:22.000
Bye could be on a call we did together. or you guys do with your buddies is like, Go through this workbook, create, fill out the template for your conversation, and then practice that whole conversation with each other.

00:47:22.000 --> 00:47:28.000
Okay, and don't be afraid to have it right in front of you and you're reading it. that's it's practice.

00:47:28.000 --> 00:47:33.000
Alright, Jean, Hey, Jean, hey? yeah I feel so far behind?

00:47:33.000 --> 00:47:38.000
I'd like to observe this time okay That's great.

00:47:38.000 --> 00:47:45.000
So i'll hold on i'm gonna create the rooms and you just happen to be in a group of 3.

00:47:45.000 --> 00:48:00.000
So there you go. just just didn't show up on mine either the printout So if you're on your phone, it could be that it's a phone versus computer thing But I will I will email it

00:48:00.000 --> 00:48:04.000
out when we're done with this to everybody Okay, alright.

00:48:04.000 --> 00:48:07.000
So in guys, you know if you feel like Oh, I don't know exactly what we're doing.

00:48:07.000 --> 00:48:17.000
It's okay, you won't in a real conversation either but zoom account.

00:48:17.000 --> 00:48:30.000
I'm i'm gonna be the practitioner here's the Here's the situation. you know you're this, and we we talked about this and then just be like, okay got it got my I get my rule and Then use

00:48:30.000 --> 00:48:41.000
start with one of the closest summary, options expert opinion, whatever it is. and then, like I said, it could be as simple as you, just all in like, if you feel like you're yeah great But you could also give.

00:48:41.000 --> 00:48:44.000
Some objections, you know I'm, not really sure I need to pick that.

00:48:44.000 --> 00:48:49.000
And then cardinal rule of objections is isolated.

00:48:49.000 --> 00:48:50.000
So you acknowledge it. I totally get that.

00:48:50.000 --> 00:49:00.000
Do you mind if I ask if that were not an issue, or you know, if that were handled, would you be saying yes?

00:49:00.000 --> 00:49:06.000
Or is this something you'd wanna do or is there some other concern right?

00:49:06.000 --> 00:49:11.000
It's very that's just great then you listen and just see how far you get.

00:49:11.000 --> 00:49:18.000
Okay, So let's take a good let's just do I wanna

00:49:18.000 --> 00:49:21.000
And yes, so where are we? So you said, Tell them the role.

00:49:21.000 --> 00:49:34.000
But then, where do? if we tell them with assuming that you've actually had you gotten into like you've actually talked about, there is you've talked about their issue and they've expressed some interest and it's actually time for

00:49:34.000 --> 00:49:38.000
you to invite them to work with you just in the interest of time.

00:49:38.000 --> 00:49:49.000
So assume they've told you about their insomnia great. They've really expressed how much that they really are hoping that this will help, though.

00:49:49.000 --> 00:49:53.000
And so we It would be an appropriate time to just ask.

00:49:53.000 --> 00:49:59.000
So then they just give So all they're really gonna say is either give it an E: either an objection or say yes, tell me more.

00:49:59.000 --> 00:50:03.000
And then you okay, yeah, yeah, i'm all in or How do we get started?

00:50:03.000 --> 00:50:10.000
Yeah, I mean, it probably makes sense to have a little objection just to get people something to work with, and guys just play with that.

00:50:10.000 --> 00:50:20.000
So i'm thinking let's just do it in one direction, And then have you guys come back and what do you think about like 7 min?

00:50:20.000 --> 00:50:23.000
I think you should be able to do a lot you might even be able to do it more than once, because you're not.

00:50:23.000 --> 00:50:26.000
You're assuming the whole conversation beforehand okay so maybe 7 min.

00:50:26.000 --> 00:50:36.000
Then we'll come back. Thank you and then well do you agree a little, and then we'll switch.

00:50:36.000 --> 00:51:00.000
So please go ahead and accept the invitation and i'll see you in.

00:51:00.000 --> 00:51:02.000
Hey.

00:51:02.000 --> 00:51:15.000
Alright. So how did that go? he's gonna share first, Yeah, Yeah, I guess we should ask Yoko.

00:51:15.000 --> 00:51:19.000
Keep it up with me

00:51:19.000 --> 00:51:27.000
I mean you you it was good it's really you know my mind is off.

00:51:27.000 --> 00:51:41.000
So right now and and then. And But during the practice we're really helps it, does. Cisco Alright comes down to Okay, yeah. Who else?

00:51:41.000 --> 00:51:45.000
What did you notice what was what worked what didn't work what was the surprising?

00:51:45.000 --> 00:52:09.000
What was, Tell me, Tell me what happened? Yes, Rob. well for me, kind of jumping into this piece and being able to sort of create the the issue. allowed me to just really focus on kind of where we were going in here.

00:52:09.000 --> 00:52:21.000
I signed her up alright. She wanted to start 2 weeks, but I got her to come in for a 20 min laser, just to get her started.

00:52:21.000 --> 00:52:33.000
To begin with. alright. Well, then, it was very bad. Excellent right, Kate.

00:52:33.000 --> 00:52:48.000
Yes, so so it was really great. Ruth was really helpful, and she helped me to like towards the end, you know, after I kind of describe the program, and I describe like all the processes and everything and kind, of what it, looked like and then

00:52:48.000 --> 00:52:51.000
I kind of pros. And then she kind of helped me.

00:52:51.000 --> 00:52:56.000
Okay, This is the part where you, you know. Ask me, Okay, Do you want to sign up?

00:52:56.000 --> 00:53:00.000
Yeah, right. The real person in a thing is not going to do.

00:53:00.000 --> 00:53:23.000
This is why the practice and see if we and Jean, who was seen the server, said that if she was playing the role of the client, the potential client she would have asked about Price, And And Ruth, so she had decided not to

00:53:23.000 --> 00:53:26.000
ask that, because she thought, you know, was kind of outside of the scope of the practice.

00:53:26.000 --> 00:53:35.000
But I was just curious. What your thoughts were yeah well it's what you know it's whatever whatever a potential client might say right.

00:53:35.000 --> 00:53:45.000
And so yeah, sometimes they'll ask that sometimes they won't and it's no there's no right or wrong later practice, really, cause it's it's practicing something that yeah you won't you're not gonna

00:53:45.000 --> 00:54:03.000
be in control of these conversations, however, you are learning how to influence the conversation, learning how to direct the conference, right, and learning how to guide people towards helping them make a decision one way or the other. Right?

00:54:03.000 --> 00:54:06.000
So like a no is a great thing, and the nose are better than maybe.

00:54:06.000 --> 00:54:15.000
Generally speaking, Okay, because you just wanna be clear so and sometimes you'll bring up price and has the first thing they bring up.

00:54:15.000 --> 00:54:22.000
Sometimes it's not right Let me just occur to me to one of my former encodes.

00:54:22.000 --> 00:54:36.000
He said that in a conversation, you know, with a client like if, or you know, a sales conversation, if they ask about price like at the very beginning, he suggests it kind of redirecting them, basically and not giving them the price right

00:54:36.000 --> 00:54:41.000
away like describing the benefits of the program first, because otherwise they might.

00:54:41.000 --> 00:54:51.000
I don't know like like but alright so we're gonna do a little like little Jedi level.

00:54:51.000 --> 00:55:06.000
So 1 one a really great thing, it's it's actually kind of an Nlp thing is when someone's asking they're sort of asking about this or saying that this is the issue to redirect by essentially saying Well, that

00:55:06.000 --> 00:55:12.000
the issue isn't really x the issue is this right it's very very effective.

00:55:12.000 --> 00:55:19.000
And A version of that is if people are going straight to asking the price.

00:55:19.000 --> 00:55:26.000
Here's here's why people go straight to asking the price, whether it's energy healing or carpeting, or whatever.

00:55:26.000 --> 00:55:30.000
Okay, it's because they have no other Criteria to Judge back.

00:55:30.000 --> 00:55:38.000
That sound that is the only reason why people go straight to price It's because they don't know what else they should be asking.

00:55:38.000 --> 00:55:44.000
They're like, well, like, if I know what the price is so I can compare it to other things, and i'm comparing price to price.

00:55:44.000 --> 00:56:00.000
So if you give them other criteria to make their decision about in addition to price like it's not like it's not a factor at all, then they get less focused on price, because they're seeing it's only one

00:56:00.000 --> 00:56:06.000
thing. i'm not gonna say that again. but did you guys i'll get that.

00:56:06.000 --> 00:56:15.000
Okay, So one of the things you could do is say, if someone just straight up like, say they they call you up.

00:56:15.000 --> 00:56:22.000
They found you on Google, and every the cop hey? i'm interested in in in energy healing.

00:56:22.000 --> 00:56:24.000
What do you charge like? just straight up right in your face? Right?

00:56:24.000 --> 00:56:37.000
Okay, okay. yeah. you're gonna be caging but you it's totally reasonable to say i'd be happy to talk to you about seeing whether I could help you .

00:56:37.000 --> 00:56:47.000
And I asked, Why, that's the first question you're asking like you could actually just ask that. and do you mind if I offer that.

00:56:47.000 --> 00:57:02.000
That's not the bad. Well, that is a valid question It's actually not the most important question you should be asking when it comes to choosing someone to work with for Sure, Okay, do you guys get that like you just kind of stopped.

00:57:02.000 --> 00:57:10.000
Him in their tracks. But you're telling them the absolute truth because is that really the most important thing to them? considering is really not right.

00:57:10.000 --> 00:57:20.000
So would you mind if you know i'd be happy to get into that if it turns out that it makes sense for us to look at working together, and there's different prices for different things.

00:57:20.000 --> 00:57:26.000
But would would it be okay if I offered something like, say no, you know.

00:57:26.000 --> 00:57:28.000
Or if they do say no, I just wanna know your price and you.

00:57:28.000 --> 00:57:36.000
I might just get my price and say goodbye right like i'm, but would you?

00:57:36.000 --> 00:57:45.000
You know what i'd like, to tell you is Someone with a lot of experiences that the price is very much not the most important thing that you should be considering and making a decision.

00:57:45.000 --> 00:57:51.000
Does that make sense to you right? So just like you know you see?

00:57:51.000 --> 00:58:01.000
That's like taking control that is taking control of the conversation not in the sense of like you're going to be able to control everything but yeah, that makes sense definitely.

00:58:01.000 --> 00:58:09.000
Yeah, and that's why Well, I think I said this once or twice. but here's one of the best pieces of marketing you could ever create.

00:58:09.000 --> 00:58:13.000
It's a great freebie ready is rain this one down.

00:58:13.000 --> 00:58:20.000
Okay, the 10 most important things you should know before hiring an energy healer.

00:58:20.000 --> 00:58:24.000
Anybody is looking for an energy healer, and they find you.

00:58:24.000 --> 00:58:33.000
Are they gonna download that second Yeah, it's like I didn't even know there were 10 things for 5 days, or whatever right?

00:58:33.000 --> 00:58:41.000
And then not only are you really now controlling you're telling them like you're educating them, hey?

00:58:41.000 --> 00:58:47.000
You should consider this, and you should consume to that and then I don't know, you know you could make up with this 10 or 5, or whatever they are.

00:58:47.000 --> 00:59:00.000
Things are. but you have immediately elevated yourself as an expert, not just as someone who knows how to do. but someone who's someone who's qualified to tell people what's the time. most important things they should know before the Haran, and

00:59:00.000 --> 00:59:06.000
jailer, Do I? Do you get like the expert status that you just got?

00:59:06.000 --> 00:59:12.000
Just because you took the time to create that. Okay, so but you can.

00:59:12.000 --> 00:59:22.000
Whether you created that or not you could say Well, let's for you know It's really it's a very individual thing. Do you mind if I ask you a few questions about what you're dealing with and then you would just kind of go into your sales

00:59:22.000 --> 00:59:28.000
conversation right, and you could say it. you know it turns out it makes sense.

00:59:28.000 --> 00:59:31.000
But it doesn't really matter what the price is if it doesn't make sense for us to work together.

00:59:31.000 --> 00:59:41.000
Does it? Okay, Definitely. Awesome. Good question that's some good stuff we get into that.

00:59:41.000 --> 00:59:47.000
Thank you. alright great! I I saw that with alright.

00:59:47.000 --> 00:59:57.000
What other? what what else came up, or what else did you notice or questions about any of that before I put you guys back in to practice in the other direction?

00:59:57.000 --> 01:00:11.000
Anything. Hello, my question is what if someone says well i'm just checking around, and i'm you know i'm doing this.

01:00:11.000 --> 01:00:16.000
You know i'm doing this concept with you but i'm doing other people as well.

01:00:16.000 --> 01:00:22.000
Yep: So how do you? What would you handle? How would you do that?

01:00:22.000 --> 01:00:24.000
Yeah, and people definitely. I just had someone do that the other day.

01:00:24.000 --> 01:00:34.000
So I would say great I think it's really great that you are taking some time to talk to a number of different people, and see who really feels like the best fit for you.

01:00:34.000 --> 01:00:42.000
You know, who does totally you know acknowledge I cause I I think that's a great I mean i'm not saying that everybody should always do that.

01:00:42.000 --> 01:00:48.000
And then you just find someone, and they feel great but I think I do think it's a good thing to do

01:00:48.000 --> 01:01:02.000
So I might ask, what are as your I I I would actually want to if they didn't tell me I think i'd want to know if I was where I was in the order like Am I the first person you're talking

01:01:02.000 --> 01:01:07.000
to, or you already talked to a bunch I think i'd want to get a sense of that, because it might help how you know.

01:01:07.000 --> 01:01:18.000
How I would handle the conversation. I I think I would probably ask something like, what are if they If i'm not the first one, if they've already had a few?

01:01:18.000 --> 01:01:24.000
What are you finding to be the most useful things for you to help you make your decision, you know. Are you? come?

01:01:24.000 --> 01:01:28.000
Have you come up with some criteria? Okay. Got a little tiny bit?

01:01:28.000 --> 01:01:34.000
Put them on the spot of like. Are you actually making this useful?

01:01:34.000 --> 01:01:42.000
Okay, and see what it in terms of what I did say.

01:01:42.000 --> 01:01:50.000
Because someone said this the other it was me who said something about it, but I didn't ask you what to do about it.

01:01:50.000 --> 01:01:55.000
I just said no, I mean I literally had someone who contacted me recently did that i'm trying to But I think, yeah, I would.

01:01:55.000 --> 01:01:59.000
I would say I would find out what they're useful on it and I would say so.

01:01:59.000 --> 01:02:07.000
Do you have a sense of there are there specific things that you're looking for, you know i'd like to help you make the process easier for you.

01:02:07.000 --> 01:02:12.000
So I want to make sure you know that I that I give you all the information that you're looking for.

01:02:12.000 --> 01:02:22.000
I'd be happy to work with you and it's kissing to do that like part of what I think it was us. it's like they want to know that we want to work with them that's what you told

01:02:22.000 --> 01:02:28.000
me. yeah, like we kind of forget that like we're just assuming that they know that. But haven't you ever talked to someone.

01:02:28.000 --> 01:02:32.000
Say, not necessarily an energy alert, but a bit someone you were considering, hiring in.

01:02:32.000 --> 01:02:40.000
You were left feeling that they weren't particularly enthused about working with you and isn't everybody anybody had that kind of experience.

01:02:40.000 --> 01:02:45.000
Yeah, So you're kind of like well. do they want to work with me, and I like you.

01:02:45.000 --> 01:02:49.000
It's uncomfortable. it's good people know I really enjoyed talking with you.

01:02:49.000 --> 01:02:53.000
You know I would love to help you with that i'd be very happy to work with you sometimes.

01:02:53.000 --> 01:03:09.000
You forget that sometimes I need to hear that right they're very vulnerable, especially because of what the yeah, I would just, I would just ask more and find out what they're finding helpful and you know is there something that in

01:03:09.000 --> 01:03:15.000
particular, are you you know? Do you is There something that You're, finding to be your most important criteria.

01:03:15.000 --> 01:03:19.000
I would really cause most people here's what I would say most people aren't doing that in my experience.

01:03:19.000 --> 01:03:24.000
Most people. Aren't, calling No, this was the first person that run across.

01:03:24.000 --> 01:03:27.000
Yeah, they just don't say but most people aren't doing that.

01:03:27.000 --> 01:03:31.000
And so I think it's someone who's putting some real thought into it.

01:03:31.000 --> 01:03:43.000
So I don't think I think that kind of person would be fine with just kind of actually discussing their process a little bit like, What is it that you're finding that is mattering with us to you and i'll see

01:03:43.000 --> 01:03:54.000
if I can you know, be really clear, about you know where I Stand with that, or how I how I show with that just like, Yeah, just talk to them about what they're what they're going through.

01:03:54.000 --> 01:04:05.000
Yes, excellent, thank you. so let us you're going to go the other way.

01:04:05.000 --> 01:04:13.000
So, Gene, you are going to need to just jump in and practice this time, because Ruth Isn't available for the next few minutes.

01:04:13.000 --> 01:04:18.000
So just go for it. Okay, alright, so you can't do this wrong.

01:04:18.000 --> 01:04:25.000
It's all about practice right and it's about uncomfortable to just kind of try something and then be like, No, I didn't like it that way.

01:04:25.000 --> 01:04:48.000
I'm gonna do it this way right so 7 min again. Is that a pretty good amount of time?

01:04:48.000 --> 01:04:50.000
Seemed like that was Okay, so i'll see you all in 7 min

01:04:50.000 --> 01:04:58.000
Hello, Alright. So how did that go? There you go. Yeah.

01:04:58.000 --> 01:05:04.000
What did you notice? So did you see Claire?

01:05:04.000 --> 01:05:18.000
So what was someone else talking? Okay. yeah. I I found myself a guy a bit, Tom Tom Tide and making the offer, and then we will practice in objections.

01:05:18.000 --> 01:05:26.000
And I completely forgot about isolating them, and just started going into trying to, you know.

01:05:26.000 --> 01:05:31.000
Resolve them in some way, and Anna got good a great deal of reminding me.

01:05:31.000 --> 01:05:34.000
So be kind of isolated a couple of objections.

01:05:34.000 --> 01:05:42.000
And then I also question, what would you get in them I mean? there was money, and then it was time, and there wasn't anything else fine?

01:05:42.000 --> 01:05:55.000
What do you do from now? right? Okay, so if the handle but They're not been handled yet, but I got already confused

01:05:55.000 --> 01:06:03.000
Sometimes, no matter how well you're doing and that you're doing everything right, and you're like tuned and everything.

01:06:03.000 --> 01:06:12.000
Sometimes people are just squirrely and weird and they won't tell you, no matter what right it's just like that's gonna happen sometimes.

01:06:12.000 --> 01:06:19.000
And and and by the way, we've all done that to salespeople

01:06:19.000 --> 01:06:27.000
Right right. so so it's not about you're always gonna resolve it.

01:06:27.000 --> 01:06:40.000
But it is about a lot of times. we can't okay, So first, I wanna get into a little about what it's so important that we do the isolating one reason is cause it's usually not the real objection So we're saying like

01:06:40.000 --> 01:06:45.000
if that was handled, would would you be interested if something did interest you?

01:06:45.000 --> 01:06:58.000
Is this something you would want to do or is there. some other concern It sort of takes it's like it could think of it as they gave this objection. well fed on the table. Hmm.

01:06:58.000 --> 01:07:03.000
And you're like okay, got it so if we just pretend that's not the you know.

01:07:03.000 --> 01:07:15.000
If we I i'm not saying it's not valid but part of how you how you is objection is you first validate it? not in a big way, but just saying, like I got that you know like I heard you because we

01:07:15.000 --> 01:07:20.000
don't say that. Then it comes across like we're arguing with them right so like I get that.

01:07:20.000 --> 01:07:27.000
That's you know concern of yours you might ask if that were handled.

01:07:27.000 --> 01:07:31.000
So that's first of all planning to see that that's something that is handled.

01:07:31.000 --> 01:07:37.000
Okay, cause all objections are handleable to some degree. Right?

01:07:37.000 --> 01:07:49.000
Is there something else and very often again, that's where they'll say like the real concern is like Well, I just don't know if this will really work for me or right i'm i'm worried that I you know everything else

01:07:49.000 --> 01:07:57.000
i've tried hasn't really worked right what it like so that's more of the real objections. right?

01:07:57.000 --> 01:08:02.000
So now you can you're engaging with the thing that's there. so!

01:08:02.000 --> 01:08:13.000
And if it's like if they're saying time and money, which are like 2 of the big 2 of the most common ones, right, and it sounded like you were saying Claire, that's like it was him.

01:08:13.000 --> 01:08:25.000
Those like they were handled. But they weren't handled is that what you're saying like you you kind of address them? And then, or to tell me more about what actually happened. Yeah, So

01:08:25.000 --> 01:08:31.000
This is the thing we were. question how you actually address them. So I first of all started to try and address the money thing with some options, and then annoying.

01:08:31.000 --> 01:08:35.000
Oh, no! You go to isolate first. Oh, yeah. So we are threatening.

01:08:35.000 --> 01:08:44.000
Went down to time, and then so there wasn't anything else. and then I really didn't know where to go from that there was like I said, time Seems to be the thing.

01:08:44.000 --> 01:08:58.000
Now, now, what are they so and I got I don't know if we don't isolate the direction we could be wasting our time addressing an objection that isn't even the ejection and that you know

01:08:58.000 --> 01:09:01.000
right, so that's another reason why I said and so forth okay.

01:09:01.000 --> 01:09:10.000
So this is going back into and again this is the live module 5 module 4 right in the live class and module 4.

01:09:10.000 --> 01:09:15.000
There's you start with isolating it and then there's things like the reframing of it.

01:09:15.000 --> 01:09:22.000
Right. So, for example, if someone's saying but when someone's giving an objection, especially a time or money objection.

01:09:22.000 --> 01:09:30.000
The way, I think of it is they're focusing in very narrowly on this sort of reason why they can't do it.

01:09:30.000 --> 01:09:36.000
And and that's that narrow focus is truly. not serving them.

01:09:36.000 --> 01:09:44.000
Okay, they have a health issue. They have a life issue and focusing in on whether that fits in the budget.

01:09:44.000 --> 01:09:52.000
Exactly right now is not really the that's not you know There's not a lot of perspective in that.

01:09:52.000 --> 01:09:59.000
You get Get that? Okay, So a lot of what We're doing is we're helping them see the bigger picture.

01:09:59.000 --> 01:10:04.000
And I talk about that as the reframe way of handling objections.

01:10:04.000 --> 01:10:14.000
So someone saying they again you've done the work before they've identified that there's this really issue that it's causing strife and strain and all this pain in their life.

01:10:14.000 --> 01:10:22.000
And there's a vision they have if they want to be and you talked about how again, without promising.

01:10:22.000 --> 01:10:27.000
But how you've helped other people with that issue and based on your experience, You know.

01:10:27.000 --> 01:10:37.000
You think that there's a good chance you can help them too, you know, with the caveat you can't promise, and then they're like, Oh, but I can afford it one reframe you like I I get it.

01:10:37.000 --> 01:10:41.000
I get. How like right now in the moment when you think of committing to it.

01:10:41.000 --> 01:10:46.000
There's this there's a concern about the money and what if it's right?

01:10:46.000 --> 01:10:52.000
Have you considered what it's costing you to not get this problem solve.

01:10:52.000 --> 01:10:58.000
See how that's going from a very narrow focus to look at the let's look at your whole life.

01:10:58.000 --> 01:11:10.000
Not just like, you know. Hmm. This very deliberate, this very narrow focus on money right now, because honestly, most of the time always okay.

01:11:10.000 --> 01:11:13.000
But most of the time could they come up with the money?

01:11:13.000 --> 01:11:23.000
Great they really could if they decided it was worth it for them and it's not that we're trying to convince them, and that it's worth it.

01:11:23.000 --> 01:11:29.000
We're not convinced we're not in the convincing business, but we are in the helping people make really good decisions.

01:11:29.000 --> 01:11:36.000
This and that's a really good time to kind of like expand it out right like.

01:11:36.000 --> 01:11:41.000
Have you considered this, and you considered what's likely come you know I understand.

01:11:41.000 --> 01:11:47.000
So you've been dealing with this for a while and I get it's really, you know it's really having an impact.

01:11:47.000 --> 01:11:50.000
I I know you say this. I say this with great love.

01:11:50.000 --> 01:12:02.000
Are you willing to let that continue right and like being really real with that they can't do that if you haven't created some good rapport, not study?

01:12:02.000 --> 01:12:16.000
Okay, but when you have and you're connecting them then you can say stuff like that, and there are times when I say I've I've said to people like when we're really in it.

01:12:16.000 --> 01:12:19.000
Like We're we engaged there they're not just trying to blow me off.

01:12:19.000 --> 01:12:27.000
They're really they can see They want this and there's something really big in their way, right? and as I've said, you you know, I wanna ask your permission.

01:12:27.000 --> 01:12:31.000
So this is the other thing. Is the whole permission versus per pushing pieces.

01:12:31.000 --> 01:12:39.000
Okay, if I ask, Okay, if we talk about that. So Okay, if we dig into that, I'm: curious, it would be okay if I ask you a question, some questions about that, right?

01:12:39.000 --> 01:12:52.000
And they get and I and I have some then said to people, is it? Do I have your permission for us to kind of take this conversation to another level and kind of talk like we've known each other our whole lives.

01:12:52.000 --> 01:12:56.000
And we're you know like we're talking over the kitchen table.

01:12:56.000 --> 01:12:58.000
You don't have to say yes, you know but I i'm.

01:12:58.000 --> 01:13:04.000
I'm really here to help you make a good decision for yourself? What do you think?

01:13:04.000 --> 01:13:07.000
Can we Can we talk like that? because it's like a different level of permission?

01:13:07.000 --> 01:13:19.000
Right, We usually say yes, you know, and then and then you can just be kind of like Now, is this: is this what usually happens?

01:13:19.000 --> 01:13:29.000
This I can't afford it, or whatever is this what usually happens that keeps you from doing things you really want in your life. right?

01:13:29.000 --> 01:13:34.000
That's a boom question. you have to have permission to ask a question like that.

01:13:34.000 --> 01:13:39.000
But do you get that? that's a question that could change Their life.

01:13:39.000 --> 01:13:47.000
Hmm. Right So it's not a technique right that you just pull this out.

01:13:47.000 --> 01:13:58.000
It's like you but it is about being really in the moment and taking a stand for them with permission

01:13:58.000 --> 01:14:05.000
Yeah, I think I have. I think I must have not watched the live class.

01:14:05.000 --> 01:14:14.000
She'll catch you from that all So Yes, but we for live class is gets into objections right?

01:14:14.000 --> 01:14:27.000
Okay, Thanks. Oh, cool it's a good step huh alright so it's It's 2 30 i'm happy to stay on a little longer.

01:14:27.000 --> 01:14:32.000
Answer more questions, or even give you a little more practice time, if you want, or we can also end now.

01:14:32.000 --> 01:14:39.000
We could deal with clearing, too. But what do you guys want to do?

01:14:39.000 --> 01:14:52.000
This is Jc. stuff, right? so I would stay i'm always open for healing alright.

01:14:52.000 --> 01:14:56.000
And Nicole said, You gotta go with that Why don't we?

01:14:56.000 --> 01:15:09.000
Start to see what you have been saying. It It it is.

01:15:09.000 --> 01:15:17.000
It is like a truly understanding the clients need and then try to, you know.

01:15:17.000 --> 01:15:29.000
Find out it's it really where they are coming from it It is not matter of you know what I think .

01:15:29.000 --> 01:15:38.000
You know, finding them their issues, they're concerned to bring it out from them.

01:15:38.000 --> 01:15:48.000
And then at the same time make them realize. Yes, yes, looking for also.

01:15:48.000 --> 01:15:56.000
Yeah, and get them that clarity about. you know what it is like when you get that question of like, you know, is this: What is this The kind of thing that usually stops?

01:15:56.000 --> 01:16:06.000
You because you and you wouldn't say that if they hadn't expressed real interest, and that right there's a difference between someone who's saying time money, whatever and you're you're getting you're reading the energy.

01:16:06.000 --> 01:16:11.000
And you trust your reading of the energy. okay, as long as you're over there.

01:16:11.000 --> 01:16:18.000
And if you're in here is not very good okay. but when you're feel like, yeah, i'm i'm over there with them.

01:16:18.000 --> 01:16:29.000
Trust you read. Okay, and you when they're just kind of they'll shoot you, and they're kind of like whatever, and they're not gonna really tell the answer. Then that's when you use the takeaway close don't waste

01:16:29.000 --> 01:16:33.000
your time in there. so cats you know this isn't really for everybody.

01:16:33.000 --> 01:16:37.000
And maybe it's just not for you frank oh, good

01:16:37.000 --> 01:16:42.000
But when you, when you tell they really want this, they really want this result.

01:16:42.000 --> 01:16:50.000
They really want to believe you can help them and there's something blocking that right concerned about money not trusting themselves.

01:16:50.000 --> 01:16:57.000
A lot of past right where they feel like they've tried other things, and it didn't work or they even trust their own decisions.

01:16:57.000 --> 01:17:11.000
And there's when that's what's going on you it's about really being right there with them and getting like I get that I really do I really do but you know and I I can't promise for your results what I

01:17:11.000 --> 01:17:13.000
can tell you is that I worked with I mean this again, If this is true.

01:17:13.000 --> 01:17:20.000
I've worked for a lot of people with these kinds of issues and across the board.

01:17:20.000 --> 01:17:35.000
You've gotten results. Some just good results but that's what I can tell you, and just like letting you know just like being there, and not you're not making them wrong you're not arguing with them, but you're

01:17:35.000 --> 01:17:39.000
also taking a scan. This is what a guinea doesn't hurt me.

01:17:39.000 --> 01:17:42.000
Say I've had sales conversations with we're like both in tier.

01:17:42.000 --> 01:17:49.000
So yeah, like those are those kind of conversations right because we're just really being human and real with them.

01:17:49.000 --> 01:17:59.000
You don't know I I i've been getting people asking for things that I have not dealt with before.

01:17:59.000 --> 01:18:09.000
Okay, and they're hiring me and so but I still have that feeling side of like like there's a little bit of fear of.

01:18:09.000 --> 01:18:16.000
Can I actually deal with this like some of the some people want are working with a lot of negative energies.

01:18:16.000 --> 01:18:25.000
That I have not really dealt with right so do you have any suggestions. I'm.

01:18:25.000 --> 01:18:35.000
Not This is not related to sales just more like once They've already hired you and you're so i'm

01:18:35.000 --> 01:18:39.000
One thing is, you know you have. You know the modalities that you have.

01:18:39.000 --> 01:18:56.000
You. You you do honestly with the motion card body code go type into the search bar and discover healing the issue, and chances are you'll find some testimonials and like, Oh, Okay, no I I know that there. are testimony there. I have talked to not talk.

01:18:56.000 --> 01:19:01.000
To people. But I do know that, yeah, and also just reach out to people, you know.

01:19:01.000 --> 01:19:08.000
Hey, anybody have any experience with us, right? And so you might first of all just get some reassurance, but also might get some ideas.

01:19:08.000 --> 01:19:13.000
You might get some, hey? I've found that you know approaching it this way can be really helpful.

01:19:13.000 --> 01:19:19.000
The that that Facebook group, the Tec practitioners, is a good place to post stuff like that.

01:19:19.000 --> 01:19:23.000
To some degree like on some of the discover healing ones.

01:19:23.000 --> 01:19:29.000
But I wouldn't do that like in the main big one because it's just like 30,000 people are whatever in there.

01:19:29.000 --> 01:19:32.000
This newbies whatever. But there are there are there. discover healing.

01:19:32.000 --> 01:19:39.000
Actually has some a couple of groups that are for like there's one that's for practitioners right so you could.

01:19:39.000 --> 01:19:47.000
I don't think they're super active but you could do that you can reach out to people here right and just get ideas, and I have had there's been a few where i've had clients where like Yeah, we're

01:19:47.000 --> 01:19:51.000
like just seem to be up against something we're not getting results.

01:19:51.000 --> 01:19:59.000
And then I I always tell them i'm gonna go you know i'm gonna go call talk to other practitioners and see her suggestions, and I just tell them that I just say, hey?

01:19:59.000 --> 01:20:04.000
Like I I would have expected some other, you know, different results by now, based on my experience.

01:20:04.000 --> 01:20:11.000
So so i'm gonna i'm gonna reach out to other people and see if there's something that we're missing, and they they're just the clients aren't mad.

01:20:11.000 --> 01:20:18.000
At me they're just grateful that you know that i'm not pretending I am to be all and all that.

01:20:18.000 --> 01:20:25.000
I'm gonna ask for help. really great let me know you know So that's Yeah.

01:20:25.000 --> 01:20:31.000
And there there's a lot of things that you know that people have had over a lifetime that resolve slowly, they.

01:20:31.000 --> 01:20:39.000
But there are incremental results. So. and people seem to be okay with the incremental results.

01:20:39.000 --> 01:20:44.000
And it may just be me that's feeling like there should be more here.

01:20:44.000 --> 01:20:55.000
You know they should be getting do that yeah I mean one of the it's just main thing. I don't think I've ever actually I mean I do say the people things like this is you know you told me this is

01:20:55.000 --> 01:20:59.000
going out for 30 years. Does it make sense that it might take more than 3 sessions to result?

01:20:59.000 --> 01:21:02.000
You you know or whatever, and they always like laugh and they're like yeah

01:21:02.000 --> 01:21:13.000
But I just thought it a different way. to say that is because you some things did have a very sudden abrupt start right, but a lot of things don't right?

01:21:13.000 --> 01:21:24.000
So if it's something where it wasn't like that you know, pointing out to them that they didn't notice it incrementally getting worse, and they might not be that good at noticing it getting it

01:21:24.000 --> 01:21:28.000
incrementally better like i'm just sort of thinking of that at that I could.

01:21:28.000 --> 01:21:32.000
Then I could think of clients where that could be a useful conversation.

01:21:32.000 --> 01:21:36.000
I always ask, Yeah, yeah, what's going on and it's week to week, usually.

01:21:36.000 --> 01:21:42.000
So that's helpful because people usually remember yeah what's going on.

01:21:42.000 --> 01:21:49.000
And then I document Yes, do that alright so and then I think we'll wrap up. i'll.

01:21:49.000 --> 01:22:06.000
I'll do a little bit clearing and then we'll We'll wrap up some query because I actually work with a friend who is a psychic, and she will refer people to me to do that caustic record work because sometimes you have to go

01:22:06.000 --> 01:22:14.000
a little deeper. You know what I mean and I think sometimes when you have something that's really really stuck.

01:22:14.000 --> 01:22:18.000
It could be something that needs a deeper level of clearing.

01:22:18.000 --> 01:22:25.000
And so I think that that's I love that relationship that I have with her, and I refer clients back to her, too.

01:22:25.000 --> 01:22:34.000
And I think that when you have something like that where you feel like and it goes handing, blow it's really helpful.

01:22:34.000 --> 01:22:45.000
Yeah, yeah, absolutely. And there are times when it's about it it may be about referring them, or or someone else, and and or book right like, hey? I wanna expand this or something.

01:22:45.000 --> 01:22:56.000
So that it really is like i'm really getting you should also be seeing an acupatrist right like you know that there's some combination of modalities that's going to be most helpful for that as well could

01:22:56.000 --> 01:22:59.000
be something. It could be something like that, too, like you know.

01:22:59.000 --> 01:23:09.000
What we do is amazing. but it's not necessarily the be all in end up So it's important to remember that.

01:23:09.000 --> 01:23:31.000
Yeah, it's great when you have a prefer a relationship like that, and kind of, and it goes back and forth right? So let me do a little bit of clearing anything around sales around projections ask him to say Oh, and that Well, i'll

01:23:31.000 --> 01:23:37.000
repeat this at the end. but so the homework is going to be to get started with the referrals meet easy material.

01:23:37.000 --> 01:23:41.000
Okay, So let me when I say that now, just in case everybody needs to drop off.

01:23:41.000 --> 01:23:54.000
So the first made easy is like a mini course, you know most of the the The first video is like 20 min, which is kind of breaking a cardinal role of but it's just really important stuff.

01:23:54.000 --> 01:24:02.000
But the rest of it it's probably not even quiet or just a little over an hour, all 5 of the videos.

01:24:02.000 --> 01:24:06.000
Okay, So it's some some mini course but it's super powerful.

01:24:06.000 --> 01:24:17.000
Okay, So my my assignment. if you're if you want. If you want referrals, is they actually go watch, go do the whole thing between now and next.

01:24:17.000 --> 01:24:22.000
My well, actually sorry between Now, you have 2 weeks. to do it because we're not meeting next Monday.

01:24:22.000 --> 01:24:35.000
Okay. So 2 weeks to now, July eleventh do the whole referrals made easy training, and really do all the pieces of it, right?

01:24:35.000 --> 01:24:45.000
So there's a workbook with each stage and what i'm thinking that will do is over the next 2 weeks, as you're all going through it.

01:24:45.000 --> 01:24:48.000
Be talking with each other and asking me questions in the Facebook group.

01:24:48.000 --> 01:25:02.000
Host, you know, posting what you're coming up with one of the things that I recommend to make referrals easier for your clients is that you create a sort of this vault like how to involved right so in the vault are

01:25:02.000 --> 01:25:07.000
testimonials, case studies, or stories which essentially testimonials.

01:25:07.000 --> 01:25:21.000
But like you're telling you're telling the story instead of it being in the first person, and also just like useful information like it could be a cool article that has to do with energy healing or generational healing or stuff like

01:25:21.000 --> 01:25:26.000
that, so that's something where well, we could all use the same stuff in our evolved problem.

01:25:26.000 --> 01:25:32.000
Right so that's a place where maybe you could if you've come up with a useful source, for people you know.

01:25:32.000 --> 01:25:37.000
Maybe people want to see if there's any studies or stuff like that. So you see what i'm saying like as a group we could.

01:25:37.000 --> 01:25:46.000
We could see what kind of information we have and they could be connected available to each other.

01:25:46.000 --> 01:25:51.000
So we're gonna go through referrals made easy over the next 2 weeks.

01:25:51.000 --> 01:26:02.000
Let me know what you're coming up what questions you're coming up with I might even I might do an extra call if we, if we need to do that before the eleventh.

01:26:02.000 --> 01:26:06.000
Or I might just hop on and do a Facebook live to answer questions that you're handling.

01:26:06.000 --> 01:26:11.000
But just be engaged with the material and be posting in the group, and we're gonna be going through it together.

01:26:11.000 --> 01:26:18.000
And then on our call? on the eleventh we'll like really dive in and see you know like see where people are, and who's created? what?

01:26:18.000 --> 01:26:28.000
And do some practicing that makes sense everybody awesome right now we're gonna do some fair, and I will send an email out up about that.

01:26:28.000 --> 01:26:32.000
Obviously because not

01:26:32.000 --> 01:26:43.000
Alright. So referrals objections inviting people to work with us a stuff, any stuff there is to clear around any of that.

01:26:43.000 --> 01:27:13.000
Okay.

01:27:20.000 --> 01:27:31.000
So there's our old friend a will to hide right well to hide Well, we'll do that create ways.

01:27:31.000 --> 01:27:55.000
Well to not stand out right. You see what whoever version of it is that's going on there for you Okay, and just go ahead and quit

01:27:55.000 --> 01:28:02.000
Alright here's a confronting mine so it shouldn't be because we're all we all know how human we are.

01:28:02.000 --> 01:28:06.000
A will to lie right, a will to kind of like.

01:28:06.000 --> 01:28:15.000
Maybe then the truth a little. we'll you know make sure we don't look bad, or well, right.

01:28:15.000 --> 01:28:28.000
It is the nature of human beings to lie let's just be straight with ourselves about something there's Here's what I think honestly about that I think for just about everybody There's things that we would never ever lie about like we just we could

01:28:28.000 --> 01:28:41.000
not lie about that, and the other things will cheerfully, I think my opinion, for all really honest ourselves.

01:28:41.000 --> 01:28:44.000
But there are things in both categories for all of us.

01:28:44.000 --> 01:28:55.000
My opinion great cause i'm not just about anything to get out of things, or whatever you see in that for yourself.

01:28:55.000 --> 01:29:03.000
Let's go ahead and click

01:29:03.000 --> 01:29:16.000
Alright.

01:29:16.000 --> 01:29:24.000
So trap dimension of defensiveness i'll depend that's there for you.

01:29:24.000 --> 01:29:29.000
Let's go through that

01:29:29.000 --> 01:29:37.000
Andrew rejection. I can last week, too. I think

01:29:37.000 --> 01:30:04.000
Right.

01:30:04.000 --> 01:30:16.000
Alright. So there's a that despair anchor in body come language so cause of you like that just so energy of a thought that stuck in your energy field and the problem with it is your subconscious is relating to the

01:30:16.000 --> 01:30:19.000
thought like it's the truth right so you could think of it as a negative.

01:30:19.000 --> 01:30:23.000
Believe that's another way to think of it and it'll affect our behavior.

01:30:23.000 --> 01:30:30.000
We will actually cause we think it's true we we have this tendency to start fulfilling it, because for us it's true.

01:30:30.000 --> 01:30:44.000
So this is around feeling like it's a little bit of a paranoia honestly like if people want to hurt me, or people are to get me or people. It could be I think for some it's a little more than misunderstanding piece like people don't

01:30:44.000 --> 01:30:50.000
get me right. so kind of related, but similar but for some It is like a There's a people want to hurt me.

01:30:50.000 --> 01:30:58.000
Okay, it's not safe. Okay.

01:30:58.000 --> 01:31:11.000
Clear that

01:31:11.000 --> 01:31:24.000
Like feeling 72 interpretation of something that was a failure that we're familiar.

01:31:24.000 --> 01:31:36.000
It's there for you let's go and clear that

01:31:36.000 --> 01:31:54.000
An abandonment there's some abandonment there fairly, some

01:31:54.000 --> 01:32:01.000
Right that's all i'm getting to right now

01:32:01.000 --> 01:32:13.000
Pleasure as always. and I will see you guys. so you have

01:32:13.000 --> 01:32:21.000
For those of you who are doing the simple sales code with this class, and you're all welcome to do that you just have to let me know.

01:32:21.000 --> 01:32:25.000
So I send you the things. So we have the Friday class at noon, and we also have to raise your money therapist.

01:32:25.000 --> 01:32:30.000
Buttus call at 2 on thursday, so if you already told me you want to be part of that.

01:32:30.000 --> 01:32:33.000
You're already getting the emails for that if some You're decided.

01:32:33.000 --> 01:32:41.000
Oh, man, I should be doing that let me know right but we don't have the Thursday calls this week, cause it's the fifth Thursday.

01:32:41.000 --> 01:32:48.000
I'm not and those are on the first second 30 fourth, and then we don't have

01:32:48.000 --> 01:32:54.000
You don't know Monday call with me on Monday cause it's Fourth of July, and it's the first first Monday.

01:32:54.000 --> 01:32:57.000
But you do have your Thursday calls next Thursday the seventh.

01:32:57.000 --> 01:33:17.000
Okay, like I said. Engage with the the engage with the referrals made easy, and let me know like reach out, ask questions post in the group like I said I might just decide to do a spontaneous extra call about it before the

01:33:17.000 --> 01:33:26.000
eleventh, or am I do a Facebook live about it or send some stuff that you know that be engaged with the material, and because we are going through it together, we just don't have a call schedule.

01:33:26.000 --> 01:33:33.000
Next