8 Years of Brutally Honest Business Advice in 35 minutes

No one's telling her that her breath stinks. So find someone that tells you that your breath stinks because difficult conversations in your personal life will lead to easy conversations in your business. So I've been in business for eight years now. That's 3,000 days. We just clocked over 3,000 days consecutively in business as a coach and entrepreneur. And so I want to share with you some things that I think are key and just give you straight up, legit, brutal, real talk business advice from eight years of doing this 3,000 consecutive days and generating over $20 million online. There's a picture of our stripe account if you want to see how much we made last year. Just to verify what I'm saying is working in real time. And, and so I want to start with this when I open up with Difficult conversations in your personal life will lead to easy conversations your business. Like, what does it mean? The most important principle which I think is most overlooked in business and as particularly as a coach and expert is lack of personal congruency. And I see so like the sexy marketing is the, you know, niche down, have an irresistible offer, having marketing angle, have all these kind of. Which is all important. Learn sales. That's all important. But fundamentally what I see time and time again, you know, obviously we help, we help coaches go from 0 to 100, but even at 0 to 10, like, why do some get there faster than others? And it really comes down to personal congruency. And no one's going to sell you that personal congruency is the way. But when I break down people's business, the first thing I look at is their profile and just look at what they're doing and how they present themselves. And I'm asking that first question in my mind, would I even buy from this person from what I'm seeing, You know, I mean, like if they're, for example.

You know, if they're like a parenting coach, for example, and you don't see any pictures of them with their kids, well, I don't know, there's that, that's alarm bells to me. You know what I mean? I'm not saying you need to be the perfect parent or if they're like a relationship coach and you don't see them as like a power couple or, or you don't see them a lot with their spouse, then.

Then I, I'm already like my alarm bells are ringing really, really loudly. And again, not saying you need to be perfect in your relationship, but it almost feels like, feels like that's so obvious. That you would market that. But I, I don't know. I think I've been jaded so many times by seeing so many people say that that's what they do, but they don't, they don't have any pictures online. They don't post regularly with their spouse or with the kids or with whatever it is, you know, and just seems so odd and personal. Congruency is not sexy, but it's the hardest thing to achieve in life because it means you must have difficult conversations with yourself and the people around you. And I'll give you, I'll give you a real life example. Like.

Early on when I was a life coach, I knew that in order for me, I just, I just intrinsically knew that in order for me to even expect anyone to take notice of me and market myself.

I had to really work on, on my own personal life. And when I started eight years ago, my marriage with Penny was, was bad. It was not good. We, we had a lot of fights. I wanted to end it multiple times.

We were not good in the background. And here I am preaching that I want to be a life coach. And generally in life coaching, you're, you're doing a lot of relationship work and you have to be a role model. Like that's the angle that you need to shoot for. You can't. As Scott Harris, my first coach, said, this is brutally honest advice. The world does not need another fat broke divorce life coach. It does not need another fat broke divorced life coach. And even though I wasn't fat, but I was broke and I was nearly divorced.

And so I wanted to remarket myself and as the go to life coach, which meant that either I could fake it or I could work so hard on my relationship and get that going. So then I could, then, number one, I'll get a great relationship with Penny. But then number two, then I can feel congruent marketing it. And I worked so hard on that for so long, probably in the first two years. And I invested a lot of money. I got coaching. Even when I got a life coach, most of it went into relationship coaching. I started Tony Robbins because of my relationship. I went to date with Destiny. And I've told Penny this many times, she doesn't like me sharing this, but I'll share it anyway. The first time I went to date with Destiny with Tony Robbins was because I wanted to break up with Penny. That was before I started becoming a coach. That was in 2016, 2018, I decided to transition to coaching. And 2018, I went back to date With Destiny, things were good for a couple of years, but things went worse again and went back to date with Destiny to break up with Penny again. And then after the six days, I realized that I was at effect. And so I've just been constantly working on my own marriage with Penny. And then that's how I'm able to market that side. And I don't think many people do that. I don't think they. They take the time to work on themselves. And we see coaches who've been in this game for three, four, five years and they still haven't hit $100,000. If they spent one of those four years working so hard on themselves and getting their shit in order, that wouldn't be here. Like, they wouldn't be in the same position here today. Like Myron, Gotham talks about the principle of eventuality and doing the things now that your future self will thank you for. And compounding. And compounding. Compounding. Because if you're going to be. If you're going to be a coach for the next 10 years, actually, go ahead, type in the chat screen. How long do you plan to be a coach for? I mean, I'm talking to my P1s right now. I'm guessing forever, but, you know, don't like the word to use forever, but till I die, says Christie. Forever. But, yeah, pretty much like, I think I'm going to be a coach forever. I didn't leave optometry to do this for five years. And so. And so you must continually work on yourself if you're going to be a coach forever or if you're going to build a big cabinet, you're going to have to sharpen the saw. You're going to have to take measure twice, cut once. And working yourself for the first 12 months is not unreasonable or it's not a big ass to tidy up your own backyard and tidy up your own living room so that you can market that side of you and even if you're not a life coach.

I had this big realization yesterday. I'm going to give you guys some massive gold right now.

Like, you guys know, I'm building and being focused on personal brand. And this is like, I've been talking about personal branding probably the last six months. And late last year, I said to the Platts, I said, this year, like 2025 is, I'm going all in on personal branding. With the launch of the book, going on all podcasts, traveling a lot, I'll be away a lot. This year, I'll be away pretty much Every single month. And. And I just had this big aha moment that the biggest ROI you can have to your personal brand is, is if you're in an intimate relationship, is representing yourself as a power couple. Like, there is. I just thought, wow, you know.

If you really think about it, like, just as like, we are, I guess, how do you call it? Where, like, most, Most people out there, like most entrepreneurs, they have their own brand. But if you present yourself as a power couple, there's something unique and powerful about that that no one else has, and it's so rare. And, and that's. And. And I believe that if you work on that from a personal branding perspective, you're going to go so far. But also you get the beautiful benefit of having a more fulfilled and enriching life as well. And so right now, my relation, Penny, is, you know, it's pretty good. It's pretty good. And that's, That's, That's. That's the trap. No one changes when they're seven or eight out of ten. You know, no one does that. People usually change when they're one or two out of ten. It's like. Or even if you're like eight and a half, it's like, well, really good. You know, it's, It's. It's very hard to proactively want to change when things are pretty good, because things are good. And so. But there's a difference between.

Seven, eight, eight and a half, even nine to consistently nine and a half and ten. There's a big difference. And that's where I want to get our relationship to, because it's a good thing for us. But also, I think from a personal branding perspective, I mean, that's just another cross benefit. And having. Having like a power couple front is going to be huge. And I realize this, the Penny dropped really yesterday, but I realized this when I took Penny to funnel hacking live.

And.

It was, how I say.

My perception grew exponentially.

With Penny being there with me. And that was not the reason why I brought her there with me. I didn't notice that that would be the thing, but my perception of other people perceiving me, of me doing that with her, grew exponentially. And yes, we went to Date with Destiny together, and I know the perception of us grew, but Date with Destiny is more personal development. This was actually a business event, and so I had most of my friends in the room or most people who knew who I was in the room. It just elevated the brand to a level that I completely did not expect. And so moving forward, for business events, I would like, I would be keen to bring Penny along for that perspective too, but because you know she's going to be like, she's going to be my ride and die, so to speak. So that's one of the first to talk about is brutally honest advice. You need to work on yourself.

If you can find someone that can lovingly tell you that they would never buy from you because of these reasons, find that person. Just don't ask me, though.

Don'T DM me in the comments or anything like that. Richmond, can you give me brutally honest feedback? Would you buy from me? We've done that in the past. We've done that in the past and we said, are you sure you want me to tell you? You sure you saw. And I think we did it five times and four people left, four people couldn't handle it.

So I'm not doing that again. And don't ask Tony, so do not ask Tony, but find someone that, that, like, you know, that really, really loves you and ask them direct. Hey, knowing what you know about me, would you buy from me? Would you buy from me? And we've all heard. I don't know you have, but certainly I have. We've all heard someone.

Like one of my, one of my kids mums, like, you know, she knew I was a coach and stuff. Is that. And she said, oh, yeah. Oh, life coaching. That's kind of a thing now, isn't it? And I said, yes. And she said, oh, yeah. One of my friends, like, she wants to be a life coach. And, and she's like, I wouldn't want to buy from her, like, your life is a mess. She said that to me. But she will never say to her friend, and now her friend has this disillusion of going out there and marketing yourself and being a life coach, but no one's telling her that her breath stinks. So find someone that tells you that your breath stinks because it's so hard to find that brutally honest advice. But if we do, from a statistical perspective.

I, I would say there's a 9 times out of 10 chance that someone that, that, that maybe if you're not where you are, then may, may. Maybe your breath stinks. Maybe, maybe, maybe, maybe. If you're hopeful, maybe you're one out of ten. But personal congruency is huge. It's not sexy to market. Work on yourself harder than anybody else. I'll give you some rituals that was useful to me when I started my journey. Number one, every day I wrote In a diary for about two years. The morning. In the morning, what I was most grateful for. And at the end of the day, it was the four questions. What, what was great today? What didn't go so well? What did I learn, right? Was it great? What was great? What it was, what worked? What didn't work? What did I learn? I'm sure there was a fourth one. I think of the water. And I did that every day in my diary. And I still got that diary. And then I listened to my first 100 coaching course. My first 100 coaching course. I listened to it and gave myself feedback. I listened to my first 100 sales calls and gave myself feedback. So if you're running tiny challenges and you've run 20 tiny challenges, that's 100 calls and you haven't listened to any of it, then your breath stinks.

Is that fair? You know what I mean? Like, your breath stinks because you're not even listening to yourself. You're not working on yourself. Like, and if it's 20 calls in, then shit, it really stinks. Go brush your teeth. Like, literally legit, go brush your teeth. And I don't mean that in a nice way, I mean go fricking brush your teeth. Because it'll make. It will help you make money. Like, there's no sugarcoating it if you want to make more money. Go brush your teeth, listen to your calls at the end of each day. What worked? What didn't work? What can I do better? Oh, yeah, what can I do better? And what did I learn, right? And so like that. And I did that for two years straight. And I stopped doing it because it became subconscious, it became automatic. And I didn't have to think about anymore. And now every time I do something, the first thing that comes in, okay, what went well? What didn't go well? What could I do better? And what did I learn? It's just unconscious, unconscious, unconscious thing about that all the time. And so congruency is, number one. Second brutally honest advice is this. You need to be answer the question in your prospect's mind of why you over anybody else or any other option. And an option includes doing nothing.

Why should they choose me over anybody else or any other option where an option does also include me doing nothing? And. And I figured there's three ways to answer this question. There's three ways. Number one, you can have a unique vehicle or a unique niche, so you're targeting a very small niche, or you have a unique way of doing something that no one else has Done before. Like tiny challenges. Tiny challenge is an extremely unique vehicle. We created Tiny Challenge, we trademarked Tiny Challenge. And no one else is doing Tiny Challenge. So that's extremely unique. And so that's why us over anybody else. Or you can have a unique niche. Like for example, you could be coaching.

African Catholic women. Like that's very niche down. So that could be one way. Unique vehicle, unique niche. Most of the time, unique vehicle is pretty hard to find because then you usually have to create it. Most of the time, people are copying someone else and just doing their spin on it. So you have to kind of, you have a unique avatar that you coaching or communicating to. The second thing is being a great communicator. And I think that's probably even more important than having a unique vehicle or unique niche is being a great communicator. The person who can explain things in the simplest form is the person that wins in communication. And so you need to have great communication skills to put your point across. When you're posting content, when you're doing videos, when you're communicating to your clients, that is key. And if you can harness the power of communication, you will separate yourself because people will assume that a person that can communicate ideas or problems or solutions better than their competitor will know that or assume that they're the expert. And so the better you communicate and you work on your communication skills, the more perceived you have from the marketplace that you are the expert in your space. So first of all, give me a thumbs up if it's making sense. So communication have a unique angle. Now if you want to take communication down to a deeper level, then you may want to consider having a unique angle of communication. So you may be like, for example, what I love most about.

You know, even, even the way Myron communicates is he uses biblical references or even.

You see, like the way Alex or Mosey communicates. He uses very like highly intellectual words even though he makes things very simple to understand. Or even Jordan Peterson, like, you look at the way they communicate. They've got a very unique way of communicating. And these big brands communicate very, very well. You look at Tony Robbins, Tony Robbins unique way of communicating is through his storytelling. He's just a master storyteller. So a great communicator is one way you can allow your prospects to say, okay, now I want to choose them over anybody else. You a unique vehicle, unique niche. And then the third thing comes down to your track record. And so what is your track record look like? And I can't say this enough but you yourself, the person in the mirror, you're worth 100 testimonials.

It's very hard for you to get 100 testimonials from the real public if you're just starting out. That means you need to be 100 clients. And it means 100 clients have to love you to get 100 testimonials. So in order for you to get 100 real testimonials, you probably need about 4 to 500 clients. And then 100 crush it and they actually do you a testimonial. So to get 500 clients to get you 100 testimonials is very difficult. You'll take you a long time and it potentially could take you years to do that. But you can get your first 100 right now by working hard on yourself than anybody else. Your track record matters. And so make sure you are your number one testimonial by far. By far, by far, by far, by far. Make sure you are your number one testimony by far. Okay, so that's the second brutal, honest advice. The third part is this. And I'll quote a quote from.

From I think it's the Art of War. So.

Now you need to.

You need to learn how to sell.

Most coaches, entrepreneurs, number one, they probably don't realize how important selling is and it's probably the basis of all skills. And if they do realize how important it is, they don't make the time and effort to learn how to sell.

And I want to give you some advice on how to become the greatest salesperson that you can ever be, period. So when I started my coaching journey, I, my first mentor was Scott Harris. And Scott Harris used to talk a lot at Success Resources and I used to go to all of Scott's events and volunteer to crew, whether he was at Success Resources or his own event. And I don't know if I've shared this story with you guys before, but every time I went to crew, and especially at a Success resource event where it's like a national achievers congress and it's a two day event and they got multi speakers and you got people's pitching on stage, I would put up my hand and, and go to the person managing the crew team, I said, hey, like I want to help out, but can you please, please, please put me on the sales table? I just want to be around sales. I want to learn sales. And I studied sales like crazy. And so I would be at the back and first couple of events I'd crew and I'll just observe. I wouldn't do anything because I didn't really know how to sell. And then sometimes I would maybe take a payment. Sometimes I'll help someone fill out a form. Sometimes I'll help someone just guide them to the right person. And then eventually doing enough of that. And then I learned how to handle objections and my role increased as a volunteer. So I would volunteer at the sales desk and just absorb right on how people are selling from stage and people running to the back of room. And that was kind of the only vehicle that you could learn at the point in time. But I made a conscious effort to learn how to sell and study sales and become obsessed with selling because I knew that marketing is just sales. But in writing, marketing is just sales. But in a presentation like this, like it's all sales. And then obviously when you're presenting your offer that sales, like every everything is sales. Like people think marketing and sales are quite different. But sales is the foundation of what great marketing is. And if you are a great marketer, that means you are also great at sales. And quite often you do great marketing. The sales becomes easy because you sold it inside your marketing. And so be obsessed with selling. I think you know, for lack of a better word, since the title of this video is brutal, honest advice. Most, most coaches just suck at selling. And here's the reason why. Here's the reason why. I'll give you a quote. He who knows others is wise.

He who knows himself is enlightened.

So what does that mean? It means that the reason why you suck at selling because you don't, you don't understand how you get sold.

You don't study how you buy and which is the right method to sell. None. I always say sell to your unique style. And so.

You'Ve seen Russell Brunson pitch on stage. He's got the whole stack and da da da da da, and speaks a million miles an hour. Then I've seen Myron golden pitch on stage. I've seen Pedro. I've seen Eileen. I've seen, I've seen Tony Robbins. I've seen Scott Harris. I've seen, like, I've seen so many people pitch on stage. And you've seen that on a challenge on a webinar. And there's so many different selling styles. Arguably, like there's. It's kind of overwhelming on which style to sell and the mistake you'll make. And this is the mistake I made is I try to sell like someone else. And then admittedly, the mistake I also made was then I tried to help Others try to sell like me.

And so I made the double mistake of trying to sell like someone. Every time I tried to sell like someone else, I bombed it. And I was like, how? How did that happen? Like, I had the right script. I closed well, dah, dah, dah. And every time I tried to help someone sell like me, then they bombed it. And so I realized that you need to understand your unique selling style. Yes, there's some principles and philosophies. For example, intention is important in selling. How you give intention can be given in 100 different ways. But the principle of intention is important. So the first thing in selling is understand your intention is your intention to get the money. Is intention for you as intentions for them? Like, what's the intention? But how you deliver intentions, it can be different from person to person to person. Some people just can give a look. Some people can give a smile. Some people can give some present. Some people. Some people can use words. Somebody can give a touch. Like how you give intention is very different. It's kind of like love languages. So. So know how you get sold and sell like that? That's it. So every time, if you like, type in the chat screen. What's something you bought in the last 24 hours? Just type in chat. What is something you bought in the last 24 hours? For you, Deacon, it's 25k.1. So. So that's something Deacon bought Meilin. 25k.1. That's something. That's something Mailing just bought. Understand what sold you? Because. Because if I asked Deakin what sold Deakin, and if I asked Mailing, what's up? Mailing, we would get two very different answers.

And so my advice for Meilin is what? What you what how you answer that? Sell like that. My Lin. And for Deakin, how you answer that? You sell like that, but use the principles and then your personality inside the principles. Does that make sense? I want to make sure that that's clear. Like, you know, because there are some principles. Like don't break rapport, establish trust, intentionality, get the money on the spot. Like, there's some principles there. Make sure you have a great offer. All that kind of stuff, match and mirror, you know, so. So all those things are principles. But when I tell you so what about walnut ink, makeup says Nicolette. Okay, cool. All right, Nicolette, let's get. Let's get you up. Nicolette. I think this be fun. Nicolette. So you bought makeup. Nicolette. Now, Nicolette, what did you buy? Explain to me. And. And let's study how you got sold and how this can bring into your selling style. Oh my God.

Hope Casey, don't listen to this because he's going to kill me. But I went to Sephora and I absolutely love Rihanna and Selena Gomez.

Okay, so this is online Sephora because they don't have a Sephora in Australia.

They have Sephora in Australia.

They do. Oh, wow. Okay, wow. I'm. I'm totally lost now. Okay, good. So you went to the physical store. Notes everyone. She went to a physical store. Because sometimes you would not go to a physical store. So you buy online. That means you're seeking convenience.

Make sense? So if you're like, man, I would never go to a physical store. For me, I'm not going to physical Sephora when I know there's online Sephora. So I buy because things are convenient. So if I want to sell, I need to think about, well, what sells me is convenience. So how do I make convenient for my clients? Make sense? So this is studying how you sell or how you get sold. Okay, so obviously Nicolette doesn't give a shit about convenience. So went to the store, or maybe she does, but you know, not as much.

Okay, good straight money to the store. And they so smart doing this Richmond. So they have actually people on each section and they study, they learn everything about Rihanna style and Selena Gomez. So when I go there, I was like, this is what I'm looking for. And then they just selling me, oh my God, Rihanna tried this. It's amazing on Rihanna. They tested this brand in so many ways. So your skin in everything's going to glow for you.

And is that what sold you, the referencing to big names?

Yes, absolutely.

Okay, so for you, you need to use that because that's what sells you. So that's your naturally selling style. To be able to sell that to others, it's like, you know, I know you help people with content. So you need to think about like, like today in this session here, I name drop. Like Alex or Mosey for example. Like you know, and Alex or Mosey, that's so name dropping. Big name content creators, like maybe even Mr. Beast, you know, some principal. And then because you get sold on Rihanna and all that kind of stuff. And so when you're selling reference big names because that's how you get sold and that's what's natural to you. You know what I mean? What else sold you? Just to look.

The branding, it's so unique. The package, it's easy to, you know, store it in my bag and Convenience, you know, like sometimes they make palettes that it's. It can be, you know, like multiple uses as well. So save money right there when you can get brow pencil, but at the same time, liquid liner together. So I'm like, oh my God, I don't have to spend or, you know, buy more product. Everything's in one go. So, yeah, the. The branding itself, it's amazing because you can have it as a clutch. You can have it in a little bag. It comes with the bag, comes with the package. So I don't even look at the price Richmond. I'm just like, I want this because it's convenience, it's unique, it standing out. Yes, that's what I'm looking for.

Good, good, good, good. Okay, this is great. So, so, so for Nicolette, she needs to study how she, like how she bought in that experience there. I want to bring up. Actually, I want to bring up Deacon, if you're. If you're here. Thank you, Nicolette. Appreciate you. I normally would drop an anchor track, but YouTube doesn't like it because it's like copyright and stuff like that. So we're not going to drop an anchor track because then I get flagged, no joke. I posted a few videos and blah, blah, blah. It's got an anchor track, so I'm not going to do that one. We have to. We have to replace some of the anchor tracks. If you watch some of the videos that I put up on YouTube, like some encore trainings that we've done in the past and you listen to the anchor check that we had to swap over, you're going to be like, disgusted. Like, what is that? It's some copyright free bs. It looks. It's so bad. It's so bad.

All right, where's is Deacony? I don't know if he's here otherwise.

Or.

No, it looks like he's not here. Okay, Maylene, let's get mailing up because you just. You just invested 25k. Welcome to point one. And if you're. If you're okay to. Yeah. So I want you to reverse engineer what sold you.

What sold me your authenticity.

Good. Okay, Good, good, good, good. What else?

That is part of me that is important to me. The congruency, the.

Natural way of presenting ourselves to the world. I want my name to be heard. I want my message to be delivered. And I found you. I found I resonate with your work in many ways. Most of the part, I already doing it like in silence, but still hiding behind the scene and been working with mostly in the past 15 years, mostly from referrals, which is good, but I'm not scaling up. I need to learn how to scale it up and just be brave to stand in front of a bigger crowd.

Good. Okay. What else made you buy? What else made you spend $25,000?

I think I want it so bad, I just haven't found the right way.

Okay, so was there anything about.

Like what. Like, really think deep about this? Like what. What made you. Or $25,000 out of your wallet and just drop it into point one. Like, was it okay? Authenticity. But was there anything else?

I talked to myself. Once I invested this money, there's no turning back.

Okay? There is.

Yeah.

All right. So, Meileen, I would really encourage you to sit down and really think about again, he who knows others is wise. He who knows himself is enlightened. Really understand what made you. Like, what were the persuasion factors that made you buy a 25k program? And it may be. I. I don't want to put words in your mouth. I really don't want to put words in your mouth.

But for me, like, for me, when I drop 25k, we just recently dropped 350k.

Is because I'm buying. For me, I'm buying brand equity and status. That's what sold me. Like, I mean.

If mine wasn't flying on a private jet, I probably wouldn't buy it. You know what I'm saying? But that's the truth. Like, that's. I'm not ashamed of that. Like, I'm not ashamed. Like, I mean, if you didn't wear suits all the time, I probably wouldn't buy it. But that. That influenced me. Like, that really influenced me. And so I study what made me buy that. And the other thing that made me buy was this. So. So quite often. And by the way, you can only know how you buy if you buy.

Yep.

Right.

So if you're a coach and entrepreneur who've never bought a program before, well, you. You'll never be great at sales because you. You actually can't study yourself. You can never reach enlightenment. And the more you buy, the more you know about yourself, because it's just. The more you know. So.

The other reason why I bought was at Funnel Hanging Live. Like, me and Penny were there the whole time. And, you know, I bumped into my. A couple of times, and the way he got to know Penny so well and so genuinely.

It was like, wow, like, he. This guy really cares about the people I care about. And then there was one day where he's like, hey, what are you guys doing now? You want to come up to my. My, my suite and let's chill out? And I thought, oh, there's going to be, like, there's going to be, like, other people there, you know, like maybe another dozen people there. We get up and it's just me, Penny, and Myron. That's it. And we're just sitting down. I'm thinking, what's going on here? And we're sitting down chatting, and he's getting to know Penny, and we're just chatting about the day and how I did the repitch and all that kind of stuff. And it's like, wow, this is pretty cool. We hung out for about an hour and. And at the end of it, it was like, wow. Like this. Yeah, he. He really. He really genuinely cares. And, you know, you know, I really respect Penny's opinion as well. And you know how women have that kind of vibe against other guys sometimes. They're like, I don't trust him. You know what I mean? Like, women have that vibe. But Penny's like, wow, like, he, like, he really cares about you. And you can tell that Myron doesn't just work with anyone. And so, yeah, like, she. After that, full support, you know, and so that was one of the things that. That really helped my decision or confirmed my decision was the fact that he cared about my spouse and the people I cared about. And so that's what got me. And so in future, as I'm selling, I'm going to be doing the same thing, because that's what got me. You know what I mean? Like, you know, if your spouse wants to be here, come. That's all good. If you're. Your kids want to be here, like, it's all good. Like, the people that are important to you are also important to me, you know, and that's. And that's what got me. And so again, that's my selling style. That's how I got sold. And so really understand how you get sold to become a better salesperson. All right, well, this has been a lengthy video. I hope this is useful and super practical for you guys as well, but just wanted to give you guys brutally honest advice on where you're at. Most people think, oh, my gosh, it's my niche and my offer. But it's. It's so much more than that foundationally. Number one, congruency is king cooking. You are your 100 testimonials. It is. The hardest thing you need to do is to have the difficult conversations to yourself and the others around you. But when you do that, you can have easy conversations in business. Second thing is just why you over anybody else answer that question and then just learn to sell. I mean, selling is a skill that you keep for the rest of your life. And when you can learn to sell, you have the peace of mind that you'll never have to worry about money ever again, regardless of what industry changes. And I cannot take over sales because sales is a human touch. And so that being said, guys keep believing and never settle.