Finding Brave Ep #42: How to Shift Your Sales Mindset & Unlock Your Power & Confidence, Sean Patrick

Hello, everybody. Welcome to Finding Brave this week. I'm Kathy Caprino and we are here talking about something that I think is going to be tremendously instrumental for a range of folks who are coaches, consultants, private practitioners, and people aspiring to be that and to generate the financial reward they feel they deserve and that they want. And we're going to talk about all the things that are in the way of that because there are some blocks. And I'm so excited to introduce my guest, Sean Patrick. Sean, thank you for being here.

It's a pleasure to be on with you, Kathy. Hello, everybody.

We had some technical issues that made us sweat a little bit. But here we are, everyone, and we are ready to find Brave in every possible way around how to generate the money that you really do deserve and want. And I want to say, Shawn, you and I met not too long ago, right? Maybe six months ago, is it?

Yeah, I would say so. We connected on LinkedIn about six months ago.

LinkedIn, my favorite place in the world almost. And we had a chat. The reason I couldn't wait to have you on is that we had a chat about my own business. And you know, I don't refer to it as high ticket closing and you're going to talk about that, but just in our brief conversation, some of the nuggets you gave me really, really got in and they really unlocked some thinking for me. So I said, well, if it's helping me, it's going to help my finding braid peeps. So let me tell everybody all about you, Shawn. Here you are. Shawn is the founder of Truth. Love that. Truth is a private partnership designed to accelerate the sales and results of a select group of online coaches. Sean works with clients to personally close their qualified inbound leads for high ticket services on 100% performance basis. And you're going to talk all about that. This is intriguing. His closing methodology blends applications of advanced psychology, luxury selling, coaching and peak performance to arrive at one thing. The truth. Wow. The truth that's hidden deep in the subconscious minds of the client's prospects. The one, the truth that influences their decision to invest in themselves and to show up consistently. Wow. With unwavering commitment to excellence. I love it. I love it. Boy. Anyone who's a coach or a consultant, you know that that's not easy to come by, is it? His goal, Shawn's goal is to elevate his clients coaching practice to unprecedented levels while giving them time and clarity to focus on delivering transformational value. Wow, Shawn. All right.

You read it better than I could have ever Read.

Wow. All right, let us jump right in and not waste any time here. So you help your clients get really big results. Can you talk first about. We're going to get into kind of the blocks in the way of those of us selling high ticket, and you can even define that. But what is the difference between a high ticket closer and sales? A salesperson. And how would you even define high ticket? I'm intrigued.

Sure. So high ticket closer closing implies that you're getting the deal done, you're bringing it to a term, whereas selling, you could be closing the deal, but it doesn't necessarily mean that you are. And the reason for that is because there are so many sales methodologies out there, and some are outdated, some are great. I'm not here to say which one is better than the other, but the truth is that there are a lot of outdated methods that don't necessarily work in the digital age, in the 21st century, where it's all about authenticity and deep connection. And it's not so much about what myself as the salesperson or the closer can do for the prospect. It's about really understanding where they're coming from, you know, on a deep, deep level, and not making assumptions. You see the typical characteristics of a salesperson, and I'm sure that, you know, even myself, you know, before I got into sales, you know, I had my idea of what a salesperson was, and that's somebody who talks a lot, who justifies, who tries to please their clients, chases them, pushes, features, and benefits. Now, that is the traditional sales method. Closing, on the other hand, is somewhat of the inverse, because it comes from the fundamental understanding that people buy on emotion. They don't buy on logic. And it's very difficult to get into somebody's emotion if you're talking the whole time. Whoever asks the questions controls the sale. And that's what a high ticket closer is. Somebody that's very, very good asking those difficult, deep questions that so many people are afraid to ask others and even ask themselves. And that's where uncovering the truth comes in.

The truth. So I have so much already to ask you. Let me just ask it straight. Is another way of what you just said, that sure, you are trying to help generate sales, meaning revenue for the client, but the way people think of salespeople is in many ways derogatory. I mean, let's face it, we talk about used car salesmen or people that are selling ice to people that don't need ice. Do you know what I mean? In some ways, are you differentiating what you're doing, rightly so that it's not just about getting the money, it's understanding what this person needs at a very deep level. And I'm guessing, because I know you have integrity, it's not just about winning them over. In fact, if you sense that the client, this prospect wouldn't be a good fit, I'm guessing you wouldn't want to close 100%.

Right, 100%. Because it's not only about results. Sure, this methodology gets fantastic results for the people that I partner with, but it also derives lots of quality because that comes from the understanding that, you know, yeah, I can, I could probably close just about anybody, but if, you know they're not right for the program, they're going to be a headache to, you know, my business partner, coach that I'm representing. And how can you possibly expect to scale to a six to a seven figure mark and actually continue to enjoy what you're doing, enjoy your life outside of business if you're dealing with all these clients that really aren't right for you?

Yeah, it's just a mess. I can tell you that. It's not fun and it's a waste of both people's time. And who wants that? It's not in integrity. All right, I got it. Now tell me how you define high ticket just so that people understand what's high ticket?

It varies. I would say the minimum threshold for a coaching program prices is $3,000 and up. And everybody has their own comfort level. And we'll get into this because this, this has a lot to do with, with money beliefs and, and you know, if you can't name a price with conviction, the prospects gonna know all about it. They're gonna sense that. And why would they, why would they buy from you? Why would they enroll if you're not even confident in the, in the number that you're giving out? Because you know, your price is another. It's a, it's a metric of, you know, the way you look at your value and the value of your program.

Of course I remember. You gave me, when we first talked, you gave me a little test. Do you remember what that test was?

I can't say that I do. I'm sorry.

So let me hear you talk about the prices that you, you know, the prices of your coaching packages. And I did it. And then you said, what happens is, what do you say if someone says I don't have the money for that or how do you justify that? So can we jump in? We're going to get tactical, but we're going to get strategic. But let's do this. What do you see are the biggest blocks for? I mean, one of them is energy. One of them is what you truly believe in and of yourself that can't not be communicated. I mean, if I'm charging $695 an hour, which I do for executive coaching, if I don't believe it in myself, I'm going to like cough up a hairball when I say that number you. I'm going to set up some energetic block to that. But tell me what if you could distill it down that one or two or three things that hold people, coaches, consultants back the most in getting great results financially in their high ticket programs. What's the block? What are the challenges?

I tend to see a number of ones that come up quite often now. There are those ones that are, you know, your beliefs that are in your subconscious mind, but they're also the practical systems that a lot of coaches have in place and perhaps are impeding their results. Because a lot of times I find that they're putting their eggs in too many baskets. And that also has to do with the belief, a belief that they're not going to get the results that they truly desire by working with one service provider. So they have to spread it out across a number of different ones. And of course what that does is, you know, it's a mess.

Wait, let me understand it, Sean. You mean the. Let's talk about coaches. They're putting their eggs in too many baskets in terms of what they're trying to accomplish in a day. I'm a writer, speaker, trainer, career coach. Do you mean that or it's part of it?

It's definitely part of it. I would group it into marketing and sales before we actually get into the beliefs part of it. But the marketing, really understanding who your target market is and being able to predict their behavior, almost having a very, very well defined niche. And so that you are the coach, unlike any other coach that knows exactly who your clients are. And then from there you transition into understanding what you actually sell. I see way too many coaches who are, I come across their LinkedIn profiles on a daily basis who are talking about the features and benefits of their program instead of the emotional hot buttons which are actually the reasons why people buy what they do, invest in things. And then the next step is communicating your value in a way that is incredibly relevant to that well defined target market and speaks to those emotional hot buttons. And then of course, the next part is Booking appointments and closing sales. So that's a very technical thing that I see from the marketing standpoint. And behind all that is what I was getting into before was that they're spreading out their marketing across various service providers. So Facebook ads, LinkedIn, lead generation, SEO, all that other. And I'm not saying that they all can't be beneficial, but you have to be thinking about it correctly. It has. You have to have a strategy behind it. A lot of people are just bouncing around from thing to thing, dabbling in them, and never really getting the true results that they're capable of. Based on the value that I see them delivering. If I have a look at or have a conversation with them about what they're actually doing, they can transform lives. It's just. It's not being communicated properly to the market. And their mental strategy isn't necessarily correct to achieve that.

You know, when you talk about, for instance, social media, you found me on LinkedIn. LinkedIn rocks for me. Others don't. And there is so much noise. I want to hear what you think about this. But there is so much marketing advice for coaches that I think is so wrong. Like, for instance, you gotta get on Instagram. That's where it's all happening. Yeah, it's big now. It's taking over. But that doesn't mean every coach with every niche, with every ideal client group needs to be spending an hour on Instagram a day. It doesn't mean that. So do you see a lot of marketing gurus for coaches giving advice that you feel that's really not accurate? Do you see that?

I do. Let me ask you a question. If you know, everyone's. The gurus are telling you that you need to be on Instagram, Facebook, LinkedIn, all of it, what makes you different from all the other coaches? Why should somebody invest their money and their time in working with you as opposed to someone else? There always has to be your own personal brand and your own personal strategy behind everything that you do, and it has to be consistent.

So I'm going off script here, Shawn, but I would love your thoughts. So I train lots of coaches and advise lots of coaches, and what I see is so many of them, especially if they're just starting out, actually can't communicate a point of differentiation between them and another career coach or another business coach or another health coach. They just. So what do you advise when you're working or talking about working with a coach and you sense that I don't even understand how you're different from another coach. Do you help them with that? Do you help them define that?

I ask them a lot of why questions.

And so can you give us some examples that would really help our audience? What why questions would you ask that would give people clarity on that.

Why do you do what you do? Because every person is different. Everyone will give you a different answer. Because a why question, the answer to that is formulated by your collective experiences and the way that you approach Kochi on a personal level. And so once you're clear on why you're doing something, what your bigger purpose is, then you're able to distill that into words, into obviously words that are relevant to whatever you wish to target.

So we've got, why do you do what you do? Can you give us a few others, just a few others of you, your secret sauce?

Well, it's generally a variation of why you do what you do. It's really contextual of how the conversation is going. I find that asking someone what makes your heart sing is another great question. It's an emotionally charged question. And they really started dreaming about, you know, what, you know, what they really, they're really hoping to achieve for themselves and their clients in being a coach, a successful coach, and also brings them back into sort of the catalyst that got them into coaching. Because many people that have become coaches, you know, they've had tremendous hardships in the past, and that's why they're able to help others, to elevate others. And so once we open up that dialogue, there a lot of interesting emotional buzzwords, keywords come out and from there you're able to craft, you know, what differentiates you.

I so love it. How about niche? One thing I work with a lot of people on, and I struggled, I think I mentioned to you, you know, I'm happy to say now my sweet spot is working women. Not just all women, mid to high level, professional women who've had, say, you know, five to ten plus years and in, and they've had some success, but they wake up and say, oh my gosh, what I've got is not what I want. I mean, that's it. That's, that's the world I work with. But I, but I struggled having the bravery to say I'm a woman's coach for years. And when I was working with a wonderful branding guy, Robert Friedman, he said, why are you struggling with this so much? Didn't you just spend a year researching women's crises? Yes. Didn't you just write a book, breakdown Breakthrough on professional women's crises? Yes. Didn't you say you love it? You love it because there's a shorthand. Now, when you're working with a professional woman, all she has to say is about three words and you really understand where she's coming from. Yes. So then why don't you want to say you're a women's coach? And for me, it was because I'm going to cut out half the population. I bet you hear something along those lines every day about. I'm scared to say what my real heartfelt niche is. Can you talk about that?

Absolutely. And it goes from person to person. What I see a tremendous amount of is coaches not actually defining their niche because on a subconscious level they're saying, well, I really, really want to help people and let me just cast a wide net, see who I get, and I'll be broad, you know, and so I have a better chance of generating business, including sales, and actually helping these people.

So it's fear, basically. It's fear and not understanding. Let me just. For anyone who's nodding their head, the way I see it work is the clearer you are about who you love on your calendar. That's the first way to see it. You know, you got Fred, Sue, Sally and Pete and, you know, five other people. Who are you overjoyed to see on that calendar? And who do you go, oh, God, I don't want to deal with those issues. I don't want to deal with that personality. I don't want to deal with it. Be brave enough to say, there's. There's reasoning in that, there's information in that act on that you're not meant to really serve. I feel that if you're trying to serve everyone, you can't really serve anyone at the highest level. Would you agree with that?

I completely agree. Because you're trying to communicate with everybody and yet you're relevant to no one.

That's it. That's it. So we're asking you to find brave here, figure out who you absolutely love to help, and even if it's the tiniest sliver, there's a friend of mine, David Seitman Garland, who runs court. He runs a course to teach people how to run courses. And, you know, there are people with the tiniest niche you've ever seen. You know, I grew up groom dogs who are under £25 who've had an eye disorder, whatever. I'm making it up. And, you know, as long as you have a loyal following there, and you're saying something incredibly helpful, it doesn't have to be 500,000 people that you're reaching on LinkedIn, you know. All right, Shawn, let. I'm yakking. Let's go to unconscious blocks. So if you're dealing with the. And do you deal with men and women equally as your clients, or do you.

I do.

Okay.

I do actually deal with women more than I do with men.

Interesting, because I'm about to ask you, what do you see are some of the unconscious blocks we hold that keep money away from us? And then when you answer that, I'm interested to know, do you see a difference between men and women on this? I'm dying to know. So what holds us back internally about, gosh, I just priced my package at $3,000 and no one's buying. And tell us what. What. What are we struggling with here?

It could be many different things, but if we're talking about subconscious beliefs, you know what I see a lot is that either the coach does not think they're worth that. That amount of money. You know, they see everybody else pricing their services at a certain level. They say, hey, I got to do it too. But here's the thing. You can never outperform your own self image.

You can. So say that again. Say it again.

You can never outperform your own self image.

What does that mean?

If you believe that, you know, you're worth a thousand dollars and you're pricing your program at $3,000, you know, it's gonna come up. It's gonna come up in. In unexpected ways. Either you.

I'm gonna flip this. Are there people that. How do I put it nicely? That whether they have value or not, they're going to price something at 10,000, and because they believe in it, they're going to get it? Is it that simple?

No.

All right, good.

There's a lot of relation.

That's. That's out of integrity. That scares me. If you were to say yes.

All right, so if you believe that Your program's worth $10,000, but you're not actually delivering the results that would give your clients a return on that investment, then there's a bigger problem there.

Then maybe somebody will come, but you won't get repeat. You won't be able to sustain that.

No. Your business won't be sustainable.

All right, so unconscious blocks. You're never going to be able to outperform your own self image. So how do you help a coach have a better self image? What has to happen? That's a big one.

That's a big question.

That's actually my job. You know, that's. That's what I'm trying to help people do. What's in the way of you believing you have value? Can I answer that question? May I can. Tell me what you think. Sometimes there's a reason the person feels that a prop. A program isn't worth 3,000 because either they haven't vetted it, they haven't done it enough, they don't know what the outcomes are. They can't say confidently it actually does this, this and this, or there have been mixed reviews and there's been some negative comments, and they've taken those to heart. Not realizing that's critique that you can use. You know, if some piece of your program failed, okay, pick yourself up, change that part of that program. Right. Don't be flattened by that. But I think that for many people, the self image is needing to be bolstered through action, through results. Does that make sense?

Well, I think it makes a lot of sense, and I think that is a very good observation. But I also think that basically where you were going with that is that is that confidence in your program comes after you've seen results. But confidence is a mental state, and we have the ability to control our mental states and putting ourselves in those. So it could be both either.

What do we do? For the person who says, shawn, I would like you to close this for me, it's a 3000 program and I have no results and therefore my confidence is flagging. What do we do when we don't have results, in other words, I'm guessing, and I talk about this a lot, you're asking or suggesting that we have a shift internally, but before I call it, before the future has been hatched, in other words, have it and muster it before you actually see that 50 people wanted this $30,000, $3,000 program, do you have specific things you tell the coaches to help them build confidence before there's data and evidence?

I don't typically work with coaches who are at that stage. My sweet spot is more working with established coaches that I can leverage their positioning and their reputation to scale them to the. And to do so in a very efficient and really no nonsense way. You know, I know you guys want results. You already deliver the quality. Let me enhance that.

Even among those people, there's blocks you've said, right?

Absolutely. But I'd like to touch on that. You know that question that you asked me and how you create something in your mind before it actually happens. And the common saying is, I'll see it when I believe It, Right. I'll believe it. I'll believe it. I always get this mixed up. I'll believe it when I see it.

Right. For the result to know that they're worth anything, it should be.

I'll see it when I see it.

I need to believe it first.

So, yeah, you need to believe it first. Everything has been created. Anything that you look at around you in the world has been created twice. Once in the mind of the creator and next in reality.

Oh, I love it. I love that. I believe that. I mean, I think for practical terms, coaches, do you believe you have an intention of supporting your clients? Do you believe you have some knowledge and experience and a methodology that will support them? Do you, you know, what's your evidence for that? And that might be every conversation I have with someone who's needing help, it seems to come out on the other end that they've been helped, that they feel they've been helped. It can be really that simple. Right. So it does. Start with yourself. Absolutely love it.

And a lot of it has to do, Kathy, with, you know, asking these coaches, why do you think you're not getting the results? And then I hear what they have to say that can either, oh, there's so many different responses.

Give me a few.

It could either be, you know, something that, you know, that they're operating from their higher self and they're saying that, you know, I've, you know, I formulated my strategy. You know, I know I'm speaking from the heart. You know, I think I'm communicating with my target market appropriately, but I'm just not seeing the results that I know that I can achieve. And that's, that's a higher self response. And I know that I don't have to dig that deep. I just have to look, you know, into, you know, perhaps they've missed a step or two. Because sometimes in your marketing process, there's, there's so simple. There's things that are so simple that, that they're often overlooked.

Do you want to share a few of those?

On the flip side? On the flip side, you know, there could be lower self responses. Lower self responses. You know, sort of the victim mindset. You know, I've tried everything. I don't, I don't know what to do anymore. You know, nobody, you know, no, but nobody's, you know, buying for me. I don't, you know, sort of, you can, you can see the way that my, my, my composure changed when I was in my higher versus my lower.

Yeah, right, Right. So let me ask Another question. When, when you say that when you're doing your closing activities, you're actually searching for the truth and you're searching for what that person really wants. And you didn't say this, but let me see if this is right. I think what you might be doing is you're searching for the deepest truth about what this person's longing for. And when there is a match to the program that's being offered, you link that meaning. Let's say you were high ticket closing for my amazing career project and you speak to a woman who says it's confidence. And I just finished my 16 week, one of the sessions, my 16 week course and three people mentioned confidence. I came to this program because my confidence was flattened and you helped me get it. So if you hear that person needs a confidence boost, I'm guessing if you know this program delivers confidence, you're going to talk about that, you're going to go where the bleeding neck is. Is that right? Is that what we're talking about when you say you search for the truth?

Exactly. But if in fact it is actually confidence, because sometimes people will say something because they want to hide something that's even deeper. You know, they'll be holding their poker cards very close to their chest and see at the probe it, you know, you have to, you have to qualify that and see if it, it's actually really what's holding and if it, if it is in fact confidence, and I know that your program, Kathy, helps people with confidence and to overcome, you know, certain things in their life, then yes, that's, that's the direction I'm going to take. Absolutely.

So here's a question. Do you, I don't mean to paint all men and women, all women with the same brush and all men with another brush, but women often tell me it's incredibly difficult for me to talk in a glowing way about what I do. Do you think that hiring someone like you to close the sale, the deal, the program, does it get around? How am I trying to say this? I think for you could speak glowingly about a program or talk freely about what a program can do in language that maybe the coach, him or herself would struggle to do. Is that right? In other words, there can be some glowing terminology that you might use that the coach herself might really struggle to say. This program is for you. Is that accurate? In other words, that purpose.

I think there's a difference in terminology and that comes from coming from different worlds. And of course I do have, there is an element of coaching in What I do, but I'm. I'm involved with. With the coaching business, but I'm separate from it. You know, it's not my baby. You know, I didn't. I didn't create it. And so there is that emotional attachment for coaches, and a lot of times that's what's holding them back in sales because they're proud of it and they want to talk about it. But the more you talk, the more sales that you lose. You have to be asking questions.

Good. It's so good.

As far as far as. You know. Yes. As far as gender differences, is that what you're implying as to speaking about it in a glowing way?

Yeah. I mean, women struggle.

No, I don't think you don't see that. I mean, I know that there is social conditioning on the backdrop, and there's a big difference between men and women, but I don't necessarily think that the gender difference impacts it. I know a lot of female closers who are fantastic at what they do, and it really comes down to personality types as well. Well, you know, there's a different point.

I'm guessing that males and females closing could be. Have equal success. My point is when it's my baby and I want to convince you to buy it, which is all wrong in every possible way, I'm very. It's hard for many women to speak glowingly about something when it's their own thing. Because. Because the research shows that women who are assertive and confident get punished. So I think we're talking about two different things. When there's a male or female high ticket closer, I'm sure that their results are probably pretty equal. I think when we're talking about our own product and our own work, that's where some of the challenges. I think we'll have to test that out. All right, let's get. We have a few more minutes. Let's get to the practical. Shawn, we want to teach people. Obviously, you want to hear from great, great coaches who need your help, but can you give us, in lieu of that, what are three practical tips for coaches or consultants or private practitioners to start generating more money today? What do they need to do practically?

Absolutely. And you know what? I'm always happy to hear? When somebody doesn't need my help, you know, that means that they're doing a great job on their own. And I know it sounds counterintuitive, but, you know, I'm all about. I'm a coach at heart. You know, I decided to help coaches instead of becoming one because I Saw that there's some problems that are holding them back.

It's true.

When they tell me they're doing well, I'm happy for them.

You know, that's a good thing.

And so on that note, you know, I wrote a few things down, and perhaps this will get you one step closer to where you want to be. And you will have to call me or talk to me, because I actually wrote them down. And the first one has to do with money beliefs.

You tell us about that.

It's a very practical exercise that you can do multiple times, and it will allow you to uncover your values and perhaps your limiting beliefs surrounding money. Oh, wow. And the way you do it is there are a number of prompts which I'll read out right now and come back to this video, or we can share it with them on another channel and they can do this themselves. And when you do it, it's very important that you just write whatever comes to mind, don't try to censor it in any way, and just write until you run out of things to say. So, number one, money is. And as we go down the list, wealth is wealthy people are the reasons I can't or may not become wealthy are some of the negatives of being wealthy or going through the process of becoming wealthy are my greatest fears and worries regarding wealth are the worst thing about money is everything I heard about money as a child, an early emotional experience about money, family members and how they acted around money. Was I raised in abundance or was I raised in scarcity? And I really encourage you to do this multiple times because each time you do it, you're going to uncover something new.

It's a great exercise. I would say every person on the planet should answer these questions. I really do. I mean, whether you're a coach or you're in your entrepreneurial venture, or you're a corporate person and you feel like, why am I not getting those raises? Why am I not getting rewarded and recognized financially? Those are fantastic questions. I love it.

Yeah. You know, Kathy, money is such a taboo subject. It's on everybody's mind. You know, the world revolves around money. And it's a tool. That's all it is, the tool. It could be used to enhance or it can be used to destroy. And it really depends from which wavelength you're approaching it, which will determine whether you will attract it and whether you'll use it for good or for bad. And so it's something that really needs to be talked about.

I would love to just share quickly one validating comment. I grew up saying I want to make a lot of money, and I created a path for myself to do that. But internally, there was always resistance and rub against it. And it got to the point where I was making a lot but hated the work. So internally the thought was, I'll make a lot, but I'll sell my soul. Like, literally, like prostitution is how I felt. Well, you know, those go very deep. So when all of a sudden you have a shift and you can earn. It's your business and you can earn what you want and create opportunity as you want it. If you're still holding resistance against money, I will make a lot, but I'll hate it. I will make a lot, but I won't be in alignment with my soul. Well, then it doesn't matter that your situation has changed. You're going to recreate that pattern because that's the pattern you believe in. To your point, earlier and finally, when I recognized why do I have so much resistance to money? Money is just an energy form. And I saw that it came from my childhood, things started to shift in a very big way. So I really validate what you're saying. Love it. Any other practical tips? Give us two more. What can we do today to kind of instantly change our wealth? Programming.

A big one is if coaches are doing their own closing their own sales, how they reframe the way they look at objections. A lot of people hate objections. I actually love objections because they're a window into how I can improve as a closer and how I can improve as an individual. And it's also, if done correctly, if you handle those objections correctly, it's a way to gain leverage. The funny thing about objections is they're actually a projection of yourself. You know, they, whatever your prospect brings up in the course of a call is something that they're sensing about you, an objection or resistance that you may have when you're engaging in a purchase decision yourself.

So it's a mirror.

It's absolutely a mirror.

It's a mirror. It's always a mirror.

It's almost always a mirror. Unless you're dealing with somebody who's in their lower self in an exceptional way. And a lot of people are, you know, sometimes it's a combination of both, but if you see yourself getting one objection more often than any other, it has to do with you.

So if I. And I don't hear these objections, but if someone said to me, that's a long period of time, 16 weeks to work in the amazing career project, and I Have so much on my plate. I don't know that I can really commit to that. That might be a mirror of my challenge in committing to something that requires time and energy and focus. Is that. Is that what.

Exactly? How busy are you? How many things are you juggling at the moment? Do you feel like you're able to do 100% commit to this person? Do you. Do you believe in this person? You know, do you. Do you believe that they're worth your time?

Are you asking that. That I should be the coach should be asking that.

In other words, you should be asking yourself that question.

Oh, you're saying, oh, I misunderstood. I thought you meant if someone pushes back, I don't have time for this. It might be a reflection of how in my own life, I struggle with time. But are you saying it's also a reflection of, do I, the coach, have time for this individual?

It could be many different things, but when you're off the call, when you're off the call, Kathy, and you know that you've been getting this time. Objection. Think about it. You know, how much time do I actually have to serve this person? Do I feel overwhelmed? Do I feel like I'm juggling too many things? Do I have time for my personal life? You know, it could be. It could be a variety of different things, and only you know the answer to it. But that's the beauty of the objection, is that it. It's. It's free. It's free coaching information.

I have never thought of that. Wow. That. It's. It's a mirror in a number of ways where you may be blocked in serving that individual, and they're just echoing back. A block that they hear from you that you're not even aware of or that you might be having the same problem this individual has. I can't focus. I can't commit. That's a winner, Sean. That's a winner. I love it. Is there anything else that you can leave us with? Anything at all?

I think the last thing that I'd like to leave the audience with is the fact that you set your coaching program price at a certain level, and you don't believe that people will buy at that price point. And here's the thing. Money earned is a byproduct of value created. It's very simple. You create the value, you earn the money. That's all it is. And people afford what they want to afford, and want is an emotion. So if you're doing your closing and your marketing correctly, you're appealing to people's emotions. And at that point, if you hit the right emotional hot buttons, they will buy. They will buy and they will justify it with logic. And that's where your, you know, your testimonials and your, you know, your features and your benefits and all those auxiliary things, and I call them like auxiliary for a reason, come into play.

They actually want to justify their want by looking at logical information, but they've already wanted it. Oh, Shawn, it's so helpful. Where can people learn about you if they want to learn about what you can do for them? If they want to touch base and see what you've written and get your advice, where can they learn more about you?

I would recommend them to reach out on LinkedIn. I use LinkedIn regularly. That's really the only platform I use.

You're not buying the Instagram? I like Instagram, don't get me wrong. It's just we have to focus. We can't be everything. Anyway, LinkedIn is the way and we will link under this. Where to find your profile. Sean, thank you for pulling it back and letting us look at kind of some insider secrets about what's holding us back from having greater financial joy and reward and therefore impact. Let's face it, folks, if you're not reaching people because there are money objections, you're not having the impact that you dream to have. And that's why you're a coach. So thank you, Shawn, thank you so much for joining. And everybody, I hope this gives you a dose of finding Brave. What are you going to do? I'm dying to hear. What are you going to do based on what you learned here, that's going to be different for you in terms of how you can command the prices that you deserve. Thanks, everybody and I'll see you next time.