Sachin Patel breaks down Alex Hermozi's value equation for wellness offers: increase dream outcome and perceived likelihood of success, decrease time delay and perceived effort. Use case studies to build confidence, add feedback loops like scales or glucose monitors to show progress faster, and simplify your language and steps.
Hey there, my friend. I want to share with you a valuable nugget of information that can completely transform the way you offer your services, speak about your services, and create value for what you do. As you probably know, and I certainly know what you do is valuable. Very much needed in the world right now, and in fact, long overdue. So this equation is called the value equation, and it comes from Alex Hermozi. You and I'll spend a few minutes just talking about this, and I'm going to keep it short and brief, and certainly you can learn more in some of the trainings that I do. So first and foremost, we want to look at this equation. Go back to kind of grade three math, right? So the more we increase the the numerator, which is a top number and top value above the line, and the more we decrease the denominator, then we actually increase value. So the goal is to get the bottom down to the the smallest number possible and the top to the biggest number, greatest value possible. So first and foremost is we want to focus on the dream outcome. We want to understand what does the client want to accomplish, and if we can help them accomplish that, then it's our obligation to make sure they see the value and the possibilities that we have to offer them. So first and foremost, the dream outcome is what they want for themselves, not what you want for them. So great question you can ask is Mrs. Jones, and assuming that you could wave a magic wand and it's a year from now, what would you be celebrating and ranting and raving about to all your friends as a result of us working together? It could be anything you want. Now pay attention to what they say. It could be a dream trip that they can go on, maybe dancing with their grandchildren, maybe swimming in the ocean or climbing a mountain or going to a pilgrimage. I mean, it's going to be different for every single person. But ask yourself, what is that dream outcome? The dream outcome isn't that they want to get rid of their pain. The dream outcome is what they're going to do when the pain is gone. So paint that picture for them. You're not selling the plane, you're selling the destination. Listen carefully to what they want. Number two is you want to increase the perceived likelihood of them being able to resolve this issue. This is where you share case studies, testimonials, talk about other people just like them, who you've helped. Now, you never minimize their problem. You never say, oh, I've got this, no big deal, we're going to take care of this. I've helped thousands of people like you. You want to empathize and be compassionate with them and let them know, while every case is unique, I've helped many people in very similar situations. And as long as you're willing to do the work, and as long as you know I'm able to do what I need to do to help you move in the right direction, I'm certain that we're going to be able to get you the results you're looking for. We also want to acknowledge them for taking action, right? So the dream outcome that they're trying to achieve requires them having the foresight to take action again. Never minimizing that. You can just fix this, no problem, but acknowledging them for having the foresight to address this now, instead of waiting years until the problem got worse and then trying to fix it. So how do we increase the value of the numerator? Next is time delay. While it can take weeks or months, maybe even sometimes years, depending on the severity of somebody's problem, for them to get, quote, unquote, better. The act of getting better happens usually immediately. The moment they take action, the moment they change their diet, the moment they start getting more sunlight, the moment they, you know, start modifying their behaviors, they're moving in the right direction. How are you quantifying and measuring that that person is moving in the right direction? So for us, we give our clients a body composition scale because we work a lot with metabolic health. You might give them a continuous glucose monitor for them to see the. The roller coaster ride is smoothing out in terms of their blood glucose. We also give our clients an aura ring so they can track that their heart rate is dropping, their HRV is going up, their deep sleep and REM sleep are improving, they're waking up less in the middle of the night. So having something that gives them a short feedback loop to know that they're moving in the right direction is extraordinarily valuable for them to see that what we're doing is working, which means that they can start referring people sooner and right, not just looking for symptom resolution, but that they're directionally moving in the right direction. And you have ways of measuring outside of lab testing, because lab testing can take time for them to see the improvement, because it might be months until you retest them again. So time delay let them know, just like a GPS would let you know that you're moving in the right direction immediately, not after you get there. It would let you know right away that, hey, you're moving in the right direction. Now, how are you doing that for your clients? And the last thing is, is effort and sacrifice. Show them that you're going to help them make easy, simple steps and you're going to hold their hand through the process. Don't tell them you're going to overhaul their diet. Don't tell them you're going to overhaul their lifestyle, overhaul their house. Right. And their home environment. Because people don't like that. They don't like disruption and they don't like massive amounts of change. Even though they want transformation, they don't want to hear the word change or overhaul. Right? So pay attention to the words that you're using and, and minimize how the perceived effort and sacrifice is. Because people, unfortunately don't like to do hard things. They want you to do the hard things, even though they might have to do some of the hard work. Let them know you're going to make small, incremental changes and that will extraordinarily increase the value of what you're offering them. So I hope you found this video helpful. Share it with a colleague. Share it with a team member. Share it with someone who you know would benefit. The greatest gift that you can give to somebody is. Is valuable information that packs a punch. So I hope you found this interesting. Hope you can apply this into your business. In fact, I know you can. And you can utilize this on your very next discovery call or in your very next presentation, or even your offer presentation. Right. Can you help them achieve their dream outcome? Yes. Can you help them increase the perceived likelihood of resolving this issue? Of course you can share case studies. And can you show them that they're moving in the right direction very quickly? Give them quick wins that demonstrate that they're getting better in a variety of different ways. And can you minimize the effort and sacrifice? We do that in all of our offers, and I hope that you're doing that as well. Here's to your success. Lots of love. I'll talk to you soon. Bye for now.
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