Sell Like Their Life Depends On It with Sachin Patel

Pay for the nutrition seminars that I was attending. Anyone been there before who can relate to that? Right. I know JJ can relate to that. So sometimes it's because of what we believe in, the conviction that we have that what we do is so important that we're willing to put it all on the line and our clients are willing to do the same thing, believe it or not. So I had my dream house. And here I was, frustrated. However, extremely, extremely passionate, compassionate, empathetic towards helping people. So sometimes our mess, if not always our mess, becomes our message and our tests become our testimonial. I want to share with you something that some of you may not know. And my first job was actually owning a barber shop out of my parents garage. So one day my mom comes home and I'm cutting hair in the garage. There's loud music playing, there's people playing basketball in front yard. It's exactly how you would imagine it. And she walks in after walking a mile from the bus stop. She just slowly walks into the house, doesn't say a word. And the next morning, my dad wakes me up to go to work and he says, you know, your mom cried herself to sleep last night. And I said, why? And he said, she thinks you're going to become a barber when you grow up. Because they could see how much joy I had doing it. They could see that I loved what I did and I was passionate about it. And I was really good at it too. Without any formal training, I learned through observation. How many of you learn through observation? That's why being here is so important. Because you can watch other people who have mastered their craft and learn from how they carry themselves, how they speak, how they articulate, how they engage with other individuals. So that's how I learned how to cut hair. I didn't have any formal training. I learned through observation because we have mirror neurons and our mirror neurons are some of our best teachers. Now when my dad told me this story, I told him, dad, you know, don't worry. I was getting great grades and I had big ambitions to be a practitioner and help people in a different way. But he said something to me that changed my life. And he said, at least I never have to worry about you going hungry ever again. Because he knew that this was my fallback. And it told me at a subconscious level that my worst case scenario is, is I could do something that I love. So sometimes people say things to us that hold us back. However, sometimes our parents say something to us or loved ones say something to us that give US ambition, give us power and give us certainty. In fact, one of the things that I did in college, we call it university in Canada. So in university, one of the things that I did was I was the floor barber. People would come from all over campus to get haircuts from me. And one day I wanted to buy a blazer for our floor party. I didn't have the money at the time to do it, so what I did was I started selling packages of haircuts. So I've been selling packages since I was in my teens. So people would pay for three haircuts instead of just paying for one. And of course their hair is going to grow back and they know exactly where to find me. So sometimes we want to get creative and innovative, and that's what I did. Right? So when we are facing a challenge, how can you get creative? Your creativity is going to get you out of that challenge. And of course I got the blazer and it looked awesome in it. So as I mentioned earlier, we want to learn through observation. We want to attend events like this and not just pay attention to the slides, but pay attention to the people. Pay attention to the people that are successful, that are a few steps ahead of you. Because what I've realized is the people that are a few steps ahead of you are always willing, happy, and and very, very encouraged to help you and serve you. So I hired mentors. I hired Joe Polish, I hired Bob Rakowski, my speaking coach. His name is Majeed. JJ and Carl, as you know, I've worked with extensively, Dr. Peter Osborne, Reid Davis, Matthew Loop, some of you might know. So I learned through observation and I learned through hiring people to help me become the best version of myself. I've also written a book and I run a podcast called Perfect Practice. I was awarded Doctor of the year in 2018. I get to speak on amazing stages. Here I am at CHS. I reinvented myself in 2020, became an FDN. Because I encourage all of you to reinvent yourself periodically. Okay? Keep up leveling your skills and your capabilities to be able to help people. I wanted to help people on a global level, so I had to have a scope that allowed me to do that. Okay. Your vision and your scope have to match. Some of us have a vision that's bigger than our scope. And so maybe that's the challenge we need to solve. We run an award winning business. I've built hospitals. I've built a food bank. I've built an orphanage. And that's what abundance allows you to do. And none of that would be possible if I didn't know how to get my message across to people and help them see the value in it so they could part with their hard earned money. However, my most important award that I've ever won is Best dad Ever. So, you know, my son is here. He's upstairs. He's getting ready. We have a flight soon. But I try to bring him to as many events as I can because I want him to learn from other Jedi Masters like all of you. So I appreciate all of you that came up to him and said hi yesterday. So if you're not sharing your story, and the reason I share this story is because if you're not sharing your story, guess what? People will make one up for you. People will make up a story that may not serve you. It may not serve the process that they're going to go through. So always share your story, even if it's brief. Right. Everything I shared today, I could spend hours, I could spend a month unpacking, but I did it in just a few minutes. So the invitation for you is to be here Now. Okay. This is a picture by Alex Gray of Ram Dass. Some of you might know him. He wrote the famous book Be Here Now. So what we're going to cover today are frameworks. I'm going to go fast because my time is quite limited. My timer hasn't started, gentlemen, so I just bought myself some more time. Well, I have a flight to catch, so I don't know if they'll buy that. Right. So what we're cover today are frameworks. We're going to cover things. I'm going to go really fast and I encourage you to take pictures. And I'm more than happy to share these slides. Maybe the team can do that. You guys have a copy of it. So we're going to cover a lot of things. I'm going to bounce seemingly all over the place, because we're all over the place. Some of us are in different stages in our business, but I do hope that you all get value today. So the first thing that we need to know is who we are. And in a very clear set of sentences, can you explain who you are and what you do? I am the functional medicine practice success coach for startup practices who want to build their programs, build their business, create systems without being a technology wizard. Okay, who are you? So let's spend just a minute here, this valuable minute, and identify who you are. Write it down. I am the for who without. So without would be what is like so for an example, what is an objection that that person has? So a lot of times when people are setting up their business, they think they need to be a technology wizard, right? And that's their objection. I suck at tech. Okay, so what is the without? Maybe your without is without drugs, Right? Maybe your without is without surgery. Maybe your without is without intensive exercise. What is that thing that's stopping people from taking action? And how do we use that without statement to make it easier for them to work with you? Now here's the thing. If you don't tell them the without statement, they're going to assume. And we know what assuming does to both you and them. So let's spend a minute here and get really clear on the for who Without. Thank you, Sammy. Okay, about 15 more seconds. You should have clarity on this. And if you don't, then I want you to spend some time later unpacking this. Is there anyone that wants to share? Does anyone have clarity that they'd like to share? Tabitha, go ahead.

I'm the gutsy gynecologist for perimenopausal women who are searching for joy in health without drugs and surgery.

Perfect. See how clear that is? Thank you. Let's give her a round of applause. Alright, so we want to solve a specific problem for a specific group of people in a very specific way. We want people to think that, oh my God, where have you been my entire life? And they can only know that if you are very clear with who you are and how you solve that problem. Now, the next invitation to you is to think of a time when abundance brought the best out of you or someone that you love or care about. The reason this is important is because abundance is something that we all deserve. Abundance brings out the best in us. Abundance allows us to tip our housekeeper just that little bit more. Abundance allows us to tip our drivers a little bit more. Abundance allows us to pay our team a little bit more. Abundance allows us to pay things forward a little bit more. Abundance allows us to do great things for people without having to overthink them. And in order for us to have abundance, we have to have not only an abundance mindset, but we have to have abundant practices. You know, Tony Robbins says, if you won't give a dime out of a dollar, you're not going to give 100 grand out of a million. So start wherever you are. What are your abundance principles? What I calculate every year is not how much money I want to make or what I start with is how much I want to give away. Without having to think about it. So we start by reframing. And what I've discovered and what I found is that the more I think that way, the more I act that way, the more I do things that way, the more comes to me. The universe loves to find the path of least resistance, right? A river winds, and it may even double back on itself because it's finding the path of least resistance. How can you create the path of least resistance for money to flow through you? Because guess what happens? More money comes your way, more abundance comes your way. Right? This is a guiding and universal principle that you will see at every scale in nature. Who wants to know how to buy anything they want? Raise your hand if you want to know how to buy anything you want. Okay. Or even sell anything you want. Well, the way you do that is you make it worth more, right? How do you buy a $500 suit? Well, you make it worth a million dollars based on how you feel. Okay. So how do your clients get a sense of working with you is much more valuable. And their money is worth so much more when it's in your bank account than it is in their bank account. Right. If you charge $5,000 for your program a year from now, what is that going to do for that client if it's in your bank account versus in their bank account? In their bank account, if they earn 1% interest, they earn 50 bucks. If it's in your bank account, it changed their life. And if you do your job right, the money does not matter. Here's another important point. Psychology is more important than technology, and hunger is more important than tools. Are you hungry to help people? Many of us hide behind this idea that I suck at tech or tech is hard, and that's really a psychological challenge that we have. What did people do before tech existed, before all these tools existed? Technology should make our life easier. Hunger is more important than tools. So you have a lot of tools that are going to be offered to you even today, yesterday, the day before, and for the rest of the year. But are you hungry to help people? Because hungry people hunt people who aren't hungry. They just make excuses. The journey, in any journey that you go on, your plan always looks like this, right? Looks like the top that you see here. And then the reality is that it doesn't quite look like that. But the beauty is that you have so many tools and so many people that are ready to lift you up, right? There's ladders, there's ropes that JJ and the team have built for all of us. So use those tools. Leverage them as best you can. So really quickly, I want to go over my personal values, and I'm not going to spend too much time here. But these are my personal values, and I share them at every workshop that I give because I learned something really, really important, and that is that you can only add value to the lives of people who share the same values as you do. If people don't share your values, if they don't value the things that you do, spending time focusing on those things is not going to get you anywhere. Okay. Michael Fishman taught me that something cannot be valuable and expensive at the same time. Tim Grover taught me that your ideal client thinks you charge too little. Let me say that again. Your ideal client thinks you charge too little. So if your clients think what you do is expensive, that doesn't mean your program is expensive. It means that you're not their ideal client. Okay? So yesterday I had a conversation with Christina, and when she told me the price of her program, what was my first response? Christina, that I said to you, that's it. I'm like, that's it. You help bring new life onto this planet. You and a shot do this together, and you only charge that much. Before you told me the price, I thought it was going to be 15,000, and that still may have been too little. Right? Because I know how much people spent to try to get pregnant. So something cannot be valuable and expensive at the same time. Take a picture of this. So this is probably one of the most important equations that you'll ever see. This comes from Alex Hormozi. So who wants to know how to increase the value of what they offer? Raise your hand if you want to increase the value. Or just take a picture that tells me the same thing. So the first thing we need to know is going back to basic math, right? The way we increase value is to make the top number bigger and make the bottom number as small as possible. Now, you're already doing this, but are you telling people that you're doing this? Are you emphasizing that you're doing this? I don't know. This is a question for you. So first and foremost is, do they have a problem worth solving? Do they have a problem worth solving? Right. Chances are they do. So most of us can probably check off that box. The next one is, what is the perceived likelihood that they can solve this problem? How do we do that? We share stories, we share testimonials. We share case studies of people just like them that have solved this problem. So we can make the top pretty big. You all have testimonials. You all have problems that people want to solve. However, we want to make the bottom part of this equation as small as possible, because then that drives up our value to infinity. So the first part of the bottom part of the equation is time delay. How long does it take to see results? Right. All of your patients have a little inner child inside of them, don't they? And what do kids do when they're going anywhere? What do they ask? Are we there yet? So are you giving your clients ways to measure that they're getting better? What are simple ways that your clients can measure that they're getting better? Every one of my clients gets an OURA ring. So they can see that their sleep is improving, their HRV is improving, their resting heart rate is improving. They can see on a daily basis that they're getting better. They don't have to wait until they get their next set of lab work done in order to see that they're getting better. What's another way? Another way is I have my clients measure their breathing while they're sleeping. So I use an app called snorlab. And what snorlab tells them is their dysfunctional breathing, measures it, and then it tells us and them if it's improving over time so they know that they're getting healthier. So what's a short feedback loop that you can give your client to demonstrate to them objectively that things are moving in the right direction? Okay. A lot of times when you measure things, those are great images, right? Objective data is a great way to demonstrate the value of what we do. It holds you accountable, and it holds them accountable as well. The next thing is effort and sacrifice. How do we reduce the effort and sacrifice? How do we make the journey for this individual as easy as possible? So there's a few things that actually break this equation. And when I say break this equation, it drives the value to infinity. Breathwork is one of them, because you can see a difference very quickly, you can measure a difference very quickly, and the effort and sacrifice is very low. How can we get your program, your offer, to break this equation? Now, if you're not demonstrating these four quadrants, then you're not necessarily creating value. This is why people take drugs, right? If somebody has a headache, right, they don't want a headache. That's their dream outcome. They've taken Advil before, perhaps, and they know it's worked for them. So the perceived likelihood is very high. The time delay might be 20 minutes, and the effort and sacrifice is zero. Right? So this is what you're competing against a lot of times when you're working with clients. So you have to have highlight these points. Like I said, your ideal client thinks you charge too little. Now, how do we set our prices? This is an important thing. I worked with Joe Polish for many years. I've been in Genius Network for about seven years now. And if you were to ask, Joe, Joe, how do I set my price, he would tell you that the only person the price matters to is you. No matter how much you charge, there are people that are willing to pay. And no matter how little you charge, there are people that are ready to complain. So the only person the price matters to is you. Your prices should be fair to your client, they should be fair to your practice, and they should be fair to yourself. Right? Now, many times what this means is you need to raise your prices. However, it doesn't always mean that. Okay, I believe in charging what's fair, not. Not just charging more for the sake of charging more. Can you help your clients see that it costs more not to work with you? Do you help them see that? What is it costing them not to work with you? What is it costing them not to get pregnant naturally? Children who are born through IVF have different health challenges down the road than children who are born naturally. Right. And this is a scientific fact. So what's the cost of that? Do people want to have a baby or do they want to create a healthy baby? Right. Big difference. What's the lifetime cost of having to take care of an unwell child? Right. A mom can only build a baby as healthy as she is. So here's a great way to set your prices. One of the most important things that needs to happen when you tell your price to somebody or share your price to somebody is that your coherence cannot waver at all. If you say a price that is incoherent with what you believe you are worth, it will suck the air out of the room. You'll be having this amazing conversation, they'll be head nodding, they'll be mirroring. And then as soon as you say the price, your voice quivers, your coherence goes out of balance and you're like, wondering, why didn't this person buy anything? And it's because it's the wrong price. And it doesn't mean that it's too high or too low. It's just the wrong price. So the invitation to you is to get a heart math unit and to go through different Price point scenarios. Can you stay in coherence at your price point? And if you can't, then guess what. Your client can sense that. They don't know what they're sensing, but they can sense that. Just like you can sense when a child is lying to you, they can sense it. Okay? Your heart field goes out towards, you know, at least six feet, if not out into infinity. So they'll know. Your body language will change, your voice inflection will change. And guess what? You lose the sailor. All right, And I want to share a formula with you that I learned from Simon Bowen. It's called the Marketplace Sage. This is how we want to position ourselves in the marketplace. The Sage has four key characteristics. They have a cause. Right? We all have a cause. Raise your hand if you have a cause. And this is the hill you're willing to die on, right? We all are. I know that they have character. They have integrity. Right? Unwavering integrity. They have a unique capability, something that makes them stand out from everyone else. And they are committed. They are all in. My most successful clients that I work with are all in. And that's going to be the case for you as well. Not the people that have one foot in, one foot out. If you're the sage, you are all in. You can't be a part time sage, right? There's no such things. Yoda's not like a part time sage. He's full time. He's all in. There's four different ways that we can sell. And if you see a little camera at the bottom there, it means take a picture of this. But we're going to send you all the slides. Is that okay, jj, if we send everyone the slides? Okay, so there's four different ways to sell. A vendor sells based on price. A vendor sells based on price. A thought leader sells based on I know more than you. A hero sells based on I am stronger than you and you need me to save you. Many of us, including me, tried to play hero for a long time. I thought it was my responsibility to save this patient. So the hero and the thought leader sell based on ego. They either know more than you or they're more powerful than you. The sage, on the other hand, sells based on presence. The sage sells based on profound wisdom and simplicity. The sage doesn't sell with pressure. They sell with their presence. They have a magnetic personality, a magnetic, coherent vibration that draws people in. All right, there's a lot of doctors in here, so you should be able to read this writing, right? So this is the Safer framework. You know one thing that Lauren shared with us yesterday, if you can't sell to a warm audience, don't try selling to a cold audience. But as you expand into selling towards a cold audience, there's five stages that the person goes through. The first one is anonymity. So what this means is that people don't want you to know they have a problem. Right. How many of you want everyone to know all your problems in the world right now? Probably not. Right? So I'll use this as an example. Imagine you have a solution for explosive diarrhea. You're probably not going to put a post on Facebook that says, hey, if you have explosive diarrhea, put a poop emoji in the comments. Because people don't want everyone to know that they have that problem. But what you could do is say, hey, I wrote a post on how I help clients with explosive diarrhea. Check out my blog. And then you pixel that blog. Of course, it's an anonymous way for them to learn information that you're offering. The next stage that they go through is safety and numbers. So safety numbers could look like a Facebook group, it could look like a webinar, it could look like a masterclass that you're doing where other people who are just like them are on that same call. And then the next step is structure. So on this masterclass or in this Facebook group or community that you've created, you're going to share your proprietary framework, what makes you different, what makes you unique. And only then do you want to invite people to book a call with you. You don't want people to get on a call with you and then learn about your proprietary process. That's not scalable, that's not efficient. Okay? You want people to see why you're different and why you're unique and how you can help them. And then that inspires them to book a call. And at the end, I have three questions that I'm going to share with you to ask on that call. In between that call, when they schedule it, there is space, there is a gap between when they schedule and when they actually get on that call with you. So we call this the space or the pre sell gap. And in this gap, we want to share information with them that inspires them, that educates them and informs them. Because you should never get on a call with somebody who isn't educated, informed, and inspired to work with you. So you might send testimonials, you might send them a congratulations email for making a powerful decision in moving their health forward in the right direction. And then when we get on a call with them, we'll talk about the sale framework in a moment here. But on that sales call, that's where the magic takes place. That's where the connection and the relationship takes place. So many times I'll see people doing this so often they'll just post on Facebook, you know, here's what I do. Schedule a call with me and they'll post a link to their scheduling link. And it's crickets because they haven't taken people through this framework. You're better off saying, hey, I've created this group to solve this issue. We've got hundreds of people in there. Come join us. Because people don't want to be seen in the very beginning. They don't want you to know they have this problem until you know. Until they know you can help them actually solve this problem. Okay? So just keep that in mind. So how do we build trust? There's eight ways that we build trust. I'm going to have you just take a picture of this. It's pretty self explanatory. But one of the things that I want to cover is that consistency is probably the best way to build trust. If you've consistently been doing something for years and years and years, guess what? People trust you automatically. Closeness is proximity. How do we get closer? How do we build connections with people? Coherence. Is there alignment in your values? How do you share your values? Your values are more important than your knowledge because the assumption is that you have the knowledge. But the connection occurs when there's coherence in values. All right, how many of you know your disc score? All right, who doesn't know their discord? Put their hand up. This is probably. I hired Howard Partridge, who was Zig Ziglar's business coach, or still is for the Ziglar organization, and had a chance to meet Tom Ziglar, amazing human being. And when I learned this framework, I applied it into my intake form. So we actually ask people in their intake form what their communication style is. So we simply share a paragraph with them, and we ask them to share those four paragraphs and we ask them to share which paragraph describes you best. Because when I get on that call with somebody, I want to know what words and what part of my process I need to emphasize in order to move them towards taking action. So really quickly here, most of you in this room are probably Ds, okay? So a D has a dominant personality. Their effective traits are their direct. They're self assured, they seize opportunities, they're results oriented. Anyone here? Like that? Okay. No. Right. And so the ineffective traits is they're demanding, they're boastful, and they can be sarcastic. Their goals are control, dominance, and they also love a challenge. So you never tell a D what to do. You challenge them to do it instead of saying, I need you to go gluten free. They don't give a shit what you need them to do. They care about themselves. I challenge you to go gluten free for seven days. And let's see how you feel. Because they love feeling like they're in control. Right. They don't want to feel like they're delegating control of their life to somebody else. They want to feel like they're in the driver's seat. I hate being a passenger when somebody's driving. Anyone else hate being a passenger? Yeah, you like to be in the driver's seat, right. I hate carpooling too, because I don't want to go home when somebody else wants to go home. I want to go home when I want to go home. Okay. The D is asking what? Just tell me what the hell to do. Okay? So the question that we have to understand that they're asking is, what, what, what, what, what, what? So when we're communicating to them, here's what we're going to do. Here's what we're going to do. They want to know what the next is. The eye, right? So the eye is probably yellow in the color system. They're people oriented, they're persuasive, they're good communicators. They can talk too much, they can be overly enthusiastic, and they can have difficulty with focus. Nobody here, right? They love status, they love popularity, they love approval. What they don't like or what they fear is social rejection, disapproval, and a loss of influence. So these are people that say, yes, yes, yes, yes, yes. They even pay for your program. And then they email you a couple days later and say, I can't do this. Anyone ever experienced that? And you're like, what the hell? You were like the best person. Right. Because they have to maintain rapport with you. The next they're asking, who? Okay, so they want to know who's involved, who's going like, you know, they want to maintain their social life. And at the end, I'll share with you four different ways to tell people to go gluten free. Next is the C. The C is conscientious. The question they're asking is why These are People that annoy the shit out of you because they ask so many questions. They've read every testimonial, they found every spelling mistake and broken link on your website and they still have to go home and think about it, Right? How many of you have encountered people like that? I need to think about it. And they annoy the shit out of you, right? But here's why. It's because you're not. You don't know how to communicate to these people. What they want to know is what's the process? They want to know. They want to see case studies, they want to know what labs you're going to run. They want to know how you're going to measure their product progress. The C is asking why. Here's why we're going to do this. Here's why. We're going to order this lab. Here's why we do it in this order. Here's why we get results working with our clients. So they're asking why. The next is the S. When in doubt, choose S. Okay? So if you don't know who your client is, chances are they're an S. Ss are loyal, sometimes to a fault. They love stability, they love structure, they love predictability. So the last thing you want to say to an S is we're going to overhaul your pantry, we're going to overhaul your lifestyle. They do not want to hear that word. They're going to run far away from you as quickly as they can. Even if you can help them, they want to know how. That's a question they're going to ask is how am I going to do this? Okay. Because they're process oriented that way. So how do we tell all four of these people to go gluten free? So the D, you just tell them to go gluten free. You challenge them. Okay. Seven day challenge. We're going to challenge you. I challenge you to go gluten free. They're in control. Okay? So here's what we're going to do. The who, the who wants to know, is my social life going to be impacted by going gluten free? So they want to know that they can still eat at their favorite restaurants, they can still hang out with their friends. So that would be what you want to focus on. I'm going to show you how to go gluten free so you can hang out, you can still hang out with your friends. You can still have an amazing social life. The why? The C, here's why we're going to go gluten Free. Here's the test that we're going to run on you that shows you why you need to go gluten free. Here's a research why you need to be gluten free. And the S is, here's how we're going to do it. I'm going to give you a shopping list. We're going to have delicious recipes and we're going to swap out certain ingredients. Your family's not even going to know that they've switched to gluten free. You see the difference in all four of those? Okay, awesome. All right, take a picture of this. So this is a really simple framework I learned from my friend Giovanni Marcico. And, and this is a great email that you can write if you're looking for a specific type of person to work with. This could be a great way to get your next five clients from your email list. It's very direct, it's very specific, and it's a hand raising email. So they're going to raise their hand and tell you that they want help next. This is another example. You know, if you're working B2B, this is another example that you can use as well. Now, some of you may want to consider how many of you want to raise your prices, because that's the fair thing for you, your practice and your client. Okay? But how many of you may be nervous about raising your prices? So there's a framework that we can do here as well. So it's called the we're in it together framework. So let's say right now you charge $2,000 for your coaching program and you want to bump the price up. Because what's fair to you, your business, you know, your client, is $4,000. Now, you've already sold at $2,000. You're already selling at $2,000. So you have no problem with that right now, except that it may be draining your resources. But here's the thing. You can say my coaching program is $4,000. And I know based on working with many clients like you, we're going to help you get blank outcome, whatever that outcome is for them. However, I want to do something really special for you. Here's why. Since you've worked with so many people already and since you've already invested a lot, here's what we're going to do. I'm going to invite you to pay a $2,000 deposit, which is half, which is what you're already charging, okay? And after working with me for three months and only after you see results, you're going to pay the balance. Now the question that comes up is what if they don't pay? Well, right now they're not paying you $4,000 anyways, right? So you haven't lost anything. However, you've now raised the bar. You've raised your prices without raising your prices. Does everyone see that? Okay, so it's just a subtle way to kind of allow your nervous system to shift gears a little bit and be able to charge a little bit more without charging a little bit more. And then once you sell a few people at that price point, that becomes your new price point. Okay, so just a baby step in charging more, charging what's fair. Sally Hogshead says that different is better than better. Different is better than better. This statement changed my life because what it allowed me to do is really hone in on how what I do is different. So we don't have enough time to do this as an exercise. But here's what I want you to do. I want you to highlight the ways that what you do is, is different than what the current options are for them. So really quick, I'll go through this. The conventional healthcare paradigm versus the living proof paradigm. In the conventional healthcare model, your body is broken. In my paradigm, your body is wise. Our approach isn't to manage symptoms. It's to address the root cause. The intervention isn't to give you pills. The intervention is to teach you skills. The communication isn't minimal. The communication is meaningful. The focus isn't to react to illness. The focus is to create health. The self belief that you're going to leave with is that you are not hopeless, but you are actually hopeful. The side effects of working with us isn't going to be new symptoms, it's going to be a new wardrobe. The responsibility, right. In conventional healthcare, patients delegate that responsibility to the doctor or to the prescription that they're on. In our paradigm, we're gonna self empower you so you become your own doctor. Our appointment times aren't eight minutes, they're 30 to 60 minutes. So we can actually hear you and listen to you. The partnership isn't one way, it's a two way partnership. The treatment isn't just the latest drug. The treatment is, is timeless wisdom. That's what we're going to offer you. And you know, in conventional healthcare, often coaching is not included in our program. It is. And if we look at the cost, it's definitely going to cost you more in the long run not to fix this problem than to fix it permanently. Okay, so you See how this is different? It's not just better, it's totally different. This is a great framework that you can share on your calls and your webinars. And it's basically the value of action versus inaction. A year from now, it'll be a year from now. Three years from now, it'll be three years from now. Five years from now, it'll be five years from now. The question is, who will you become in that period of time? Working together, we're going to see your health move in the right direction. And over the next few weeks, you may notice some improvements. Of course we're going to measure those things, but the trajectory of your health is going to be starkly contrasted as time goes on. You know, time is our greatest ally when we're moving and traveling in the right direction, isn't it? If you're driving down the road and you're heading the right direction, it doesn't even matter how slow you're going. Time is your friend. But when you're driving in the wrong direction, which many of our clients are, when they're not working with you, time is not their friend. Time is their enemy. So how do we make time their friend? As I mentioned earlier, we always put education, information, and inspiration before our offer and definitely before getting on a call with somebody. All right, so I've got four and a half minutes left. Can I speak any faster? Yes. Can you listen faster? Yes. Okay. You have no choice. So use stories in your presentations to address your top three objections. So when you're choosing a case study, you don't want to choose the most dramatic case studies. I mean, you certainly can, but you want to choose case studies where this story addresses the objection. The top three objections you're going to get are time, money, and will it work? So the first story you tell is about a lady or a gentleman who has no time. They're super busy, right? And I won't unpack all that, but pick somebody who's super busy, somebody who had no time for themselves, no time to take care of their kids. And working with you, now they actually have more time, Right? If people sleep better, don't they magically have more time in their day? When they're more productive and more focused, they have more time in the day, don't they? Right. So time is time. Is that one objection. The next one is money. So talk about a person who spent tons of money on their health trying to get better, who saw all kinds of different practitioners, who spent all kinds of money on testing and Supplementation and now working with you, they're saving tons of money, right? So highlight stories that address the objection. And the next one is, will it work? Talk about somebody who went to all kinds of different people and had given up hope. Until they came across you and your process. Alright, so three must ask questions. The first thing you want to know when you get on a call with somebody is what inspired you to set up this call or consultation? It may not be what you think, it may not be what you think. It could have been one thing that you said. It could have been a specific story that you shared, it could have been a specific framework that you shared with somebody. What is that one thing that inspired them to schedule that call with you? You have to know that. And you have to know that because guess what, you want to do more of that, to attract more people just like that person. The next question is, why is this important to address now? Let them take away the I'll do it later objection. Why is this important for you to address this right now? And the third question is, what can potentially stop you from achieving this goal? What can potentially stop you from achieving this goal? You have to know what they're thinking in their own mind that could potentially stop them from achieving the objective that you've laid out for them. Now, if people only remember a fraction of what you say, who should do most of the talking on a call? They should. Right? They say that a healthy person only remembers about 11% of what they hear. What does an unhealthy person remember? What percent do you think an unhealthy person remembers? Probably very little. So what works well are analogies. What works well are frameworks. What works well is visuals so that people cannot unsee what you've shown them. When you change somebody's paradigm, you change the questions they ask. And when you change the questions they ask, then you are always the answer. All the decisions they made prior to working with you were based on asking the wrong questions. So if we can get people asking the right questions, if we can get you asking the right questions, then lives will start to transform. So let's end with this. You know, Joe Polish taught me that marketing is storytelling and sales is persuasion. So the better you are at telling stories, the less you have to sell. Thank you. Exactly on time. Thank you, brother. Thank you, Summer. All right, let's do it.

My presentations of the day.

Thank you, honey.

Next up, we're going to do mic drops. Thanks, Margaret. So just a reminder how we do these, these are our 10 minute talks. From our members here to share some strategies that are recently working for them in their businesses. And at the end, we're going to vote.