A coach or consultant can build an audience two ways: give away valuable content to attract buyers, or share insights without the full solution to make people want to pay. The speaker sold a pre-built tool by keeping it behind a paywall, arguing that free samples kill the incentive to buy high-ticket services.
So the first thing I sold was a tool. Now, this does not require any extra time from me because it was a tool that was already created. What matters here is how it was sold. So how it was sold is typically people sell their stuff with like, here's part of the stuff, you can buy the rest of it. And they kind of give the tools away as in, hey, use them. I don't like this because that typically is good for selling commodities and selling like little things at the supermarket. But you sell coaching and consulting, and that I consider is a luxury good because like people who are, you know, in a very desperate need don't or or just shouldn't buy coaching and consulting. It's more of a luxury good and you have to play in a different way. So I sold the tools, but I did not give away any of them or, and I did not let people use them until they bought it. Because when you let people use them, that's what's called value. Value is when you give people the answer and people buy stuff not out of gratitude, but out of self-interest. So if you gave them the value away, then there's no really big reason to go back and buy it because you already gave it away.
