UNEDITED REPLAY: One-Day MBA [Dec 3, 2022] *Starts at 3:09*

Sam. Hello my friends.

Welcome, welcome, welcome.

Happy amazing one day. MBA to you. Loving to see all these beautiful smiling faces. I'm going to ask you if you would to turn on your cameras so I can see those beautiful smiles and those waves as they come in. All right, let's get familiar with the chat. Let's all say good morning in the chat and have a few moments here. All right. Love seeing you all and love seeing all the amazing, amazing smiling faces. All right, I've got some of my co pilots with me. I've got Aaron who's here, I've got Sarah who's here and I've also got Carol who's here. Depot will be joining us in a few moments. So I'm super excited for today for a few reasons. One, because we get to do some cool and fun things together. We get to get know each other a little bit better. But we also get to more importantly build our businesses. And our businesses are in many cases our life's work. They're a powerful way for us to take the lessons that we've learned in our lives and package them up in a way that can be beneficial to many, many other people. So thank you for being here. Thank you for participating. Thank you for investing in your current self and in your future self. And thank you for all the work that you do to make the world a healthier, happier and more whole place. All right, so let's start off by just introducing ourselves really quickly by saying good morning. We're going to do an intro exercise in a few moments, so hang tight and we will get right into that. But let's get to know each other a little bit more. So I'm going to give everyone an opportunity to turn on their cameras because those are the rules. We're going to be engaging and participating. We want to be able to see your faces and we want to be able to connect with you. So today I want you to imagine that you're at an in person event. How would you show up? How would you be present? What would you do? What would you not do? What distractions would you turn off? Perhaps the phone. Right. I'm going to make sure my phone is on focus mode so it's not being, we're not being interrupted during our conversation and dialogue today. I also want to make sure that you have your favorite notepad. This is my favorite notepad which has our beautiful logo on it. And some of you will be receiving this. So I want to make sure that you have your favorite notepad handy so that we can ensure that you're taking down some copious amounts of notes. So the hardest part of my job today is, is actually keeping things short, sweet and concise. Okay, so this represents one out of 365 days. And we're going to be together for about six or seven hours today. And believe it or not, the hardest thing for me to do was to keep it to six to seven hours. So not an easy task. But I'm going to do my best to make sure that we stay on time, we stay on track, and that we explore this amazing, amazing opportunity together. So I have lots of things to share and lots of guidance and tools and resources to offer you today. And it is my distinct honor to do that. So love seeing all these beautiful faces and I love seeing all this beautiful chat and engagement. I see Debbie's here from Glendale, Arizona. I see. Let's see. Sue is here from Portland. Hey, sue, nice to see you. Matt is here from Indiana. Hey, Matt, nice to see you here. Tita's here from North Carolina. My uncle lives there. One of my favorite states. All right. Vanessa's here from Chicago. Welcome, Vanessa. Thank you for joining us today. Prachi is here. Good morning, Prachi. Iman is here. Carrie is here. Brett is here. Sanjay's here. Great to see you, brother. Monica's here. Roxana is here. Sarah Cook is here. Hey, Sarah, nice to see you here as well. All right, so we have an action packed day. I have a full itinerary. I want to make sure that all of you are ready. So just do me a favor and go ahead and type into the chat that you are ready to rock and we'll get rocking. We're going to have lots of fun today. And my commitment to you is that we are all going to learn at least one new thing. Okay? So that should be a pretty easy task. But I think it's a good day if you can learn one new thing that you can apply in your life and in your business. So give me a moment. I'm going to get my screen share set up here. And off we go. All right, so a couple things I want to keep you informed about is that we will move fast and there will be recordings. So you will have the ability to access these recordings and also be able to invest in them. It's only $47. And all of our proceeds go to supporting our hospital and orphanage and other services we provide in a village in Uganda. So lots of great things will happen as a result of today. Once again, welcome to all of you, no matter where in the world you're from, we're all here as one collective community. And it is my absolute honor to be your host and your guide today. And, you know, I want to start by sharing with you how you can get the most out of this event. Because what you're offering today to each and every one of us is your most important resource, which is your time. Your time is the most important tool, resource that you have. And I want to make sure that you're playing all out, that you're connecting, you're having fun, you're taking notes. And some of your notes might be in a notebook, some of them might be in a loose leaf paper. Okay? So make sure you're getting the most out of this today and you're not missing anything. It's always good to have two colors of pens, so one black or blue and then one red. And I also encourage you to have a highlighter sometimes you might want to have a highlighter present. And I know I didn't put this in the pregame email, but even post it notes can be great. There might be some things that you want to write down and put on a post it note. So they're front and present. I see Natalie's got her post it notes. She's a. She's a veteran. You'll be hearing from her a little bit later on this morning as well. Now, you might be wondering, Satya, why do you do this? It's Saturday morning. You could be in bed or you could be doing other things. I do this because I love helping people. I love seeing each and every one of you flourish. I love seeing, you know, amazing testimonials that you share of your clients. I love seeing the impact that each and every one of you have. And while I can't work with all of you individually, or sometimes maybe not even in a small group, I know that I can touch your life in a positive way and share some of the lessons that I've learned along the way. So that's what drives me. That's what kind of motivates me and inspires me because I know that collectively, we're all doing each other's work, right? So when you win, we all win. When I win, you win, and vice versa, and so on and so forth. I think all of us are here because we want to see the world healthy, happy, and whole. Raise your hand, your physical hand, if you want to see the world healthy, happy and whole. And hopefully in our lifetime. Right? So we have to live long. We have to be healthy, we have to be positive. We have to surround ourselves with the right people. And this is how I surround myself with the right people, is by connecting with some of you, okay? And today is going to be no exception to that. We want to remind you that from our perfect practice community, that you are in the best business in the entire world. Okay? What we do, there is nothing that I can think of that has a better impact on you personally. Your family and then your friends, and then of course, your community and the world at large. Right? The world is suffering right now and it's quite unfortunate. However, it's fortunate for us because we actually have a solution, right? We have a solution to a problem that is only getting bigger and bigger and bigger. And you know, there's divergent paths that have taken place, especially over these last two years, right? So I think mainstream medicine has, has done some amazing things, but it continues to go down the path of complexity. It go continues to go down the path of we're going to fix you, you don't have to do anything. We'll take care of you, okay? And my grandmother, who's in the hospital right now will tell you that that's certainly not the case. She's begging to come home right now so that she could eat all the foods that I was telling her to eat for the last 15 years that she wasn't eating. Literally, she's begging to come home right now. And it kind of breaks my heart, but it also helps me realize that there's hope, right? And it helps me realize that at some point in our lives or in our clients lives, they will do anything and pay anything to know what you know, okay? So what you have to offer is extremely and sometimes excruciatingly valuable. I want you to recognize that, okay? Now you're also the best business in the world. Not because the problem is growing larger and the opportunity is growing larger, but also because you can service people anywhere in the world, right? It used to be that that wasn't possible. So even 15 years ago, you know, the things that we can do today, like even having a meeting like this wasn't really possible. Okay? So being able to get on a group call or even a zoom call or even a phone call or exchange text messages, that wasn't available to me when I was much younger. Right? And probably for most of you, it wasn't. So the stage keeps getting set for us to be even more successful and for us to be even more impactful. Okay? So I want to quickly remind you of that now, as we go through today's sessions, I want you to also know that comparison kills joy and curiosity creates connection. Okay? So we're all here, and, you know, we're not here to compare ourselves to one another. I don't want you to compare your chapter one, if that's the case, to somebody else's chapter 20. And certainly don't compare your chapter one to maybe my chapter 44, okay? And that doesn't make me special. It just means I may have been doing this a little bit longer. It just means I may have made more mistakes. Just means that I may have learned more lessons. So don't compare yourself to me or anyone else in this community or any of the speakers that you hear today. Instead, activate curiosity. Be childlike in your curiosity. Because one of the things that I've learned over the years is that all the people that you admire, all the people that you look up to, all the people that kind of blow you away with what they've done, are all willing to help. They are all willing to help, just like you are willing to help, right? If somebody came up to you and said, hey, how'd you do that? You would all be willing to help and support them, okay? But we can't do that if we're comparing ourselves, because when we compare ourselves, then we never see ourselves at that as that person's equal. Okay? I'm not better than you. I'm not smarter than you. Many of you are probably way better clinicians than. Than I am. Many of you, fully activated, right, would be way better marketers and promoters and functional medicine practitioners than I am. And I'm the first person to tell you that that's the case. Okay? But where I might be different is I may have been doing this a little bit longer. We had Patrick Porter, who runs a company called Braintap. How many of you have heard of Braintap? Okay, so he actually came to our community in our private mastermind and did a special presentation. It was only supposed to be an hour. Ended up being 90 minutes. Kind of like blew everyone away with what he was sharing. And the thing that he shared with me that still resonates with me, and I'll try to say it without my voice trembling, is that if you were fully activated and living to your fullest potential, I would be attending your event right now. Let me say that again. If you were living to your fullest potential, I would be attending your event. Okay? So there's. All of us have that seed inside of us, okay? Now we have to create the right soil, we have to water it, we have to provide it with sunlight. And as entrepreneurs, you know, water, sunlight and soil are metaphors, right? So the soil is our community, right? That's the collective community that we plant our seed in, that we plant our ideas in. The sunlight. Right? Is the spaces we surround ourselves with. Okay? So not just our communities, but where do we go? Right? And the water is the self care, right? So we've got to take really, really good care of ourselves. Okay? So this morning, been up since about 5:30, fully awake. I did my brain tap exercises, took a cold shower this morning, did some movement, activated my body, and now I'm here so that I could be of service to you. So we always have to pour into our own cups first before we can ever put ourselves in a position to truly pour into other people's cups. Okay? So curiosity creates connection. I want you to remember that. Remember that throughout this weekend and really the rest of your life. If somebody that you, let's, let's just say admire for, for lack of better term, if somebody you admire doesn't want to help you, they're probably not someone you should admire, right? They probably don't have the same values, they probably don't have the same heart that you do. Okay? And I encourage all of you to be willing to support one another and support people that as you will learn and as you will evolve to support people who are just in your steps, a few steps behind you. So what we'll cover today is a bunch of things, but we'll talk about the mindset of success and impact. We'll talk about how to create your marketing calendar with ease. We'll talk about proven processes that we've used over the years. We'll talk about, you know, pricing and, you know, how do you use sales as a service as opposed to sales as, you know, as something that we fear you'll be hearing from our faculty members today. We'll also show you how to create a great offer and how to get a yes with every conversation. Okay? So every conversation should lead to yes. It doesn't have to lead to a transaction in some cases, but every conversation. We're going to show you how to ensure that those conversations lead to a yes, which moves people forward in the right direction that we want them to go in. And we'll talk about how to build your practice and develop it in the right order. Okay? So the order in which we do things is very important. You might have all the right ingredients to bake a cake Gluten free, vegan, whatever it might be, you might have all the right ingredients, but if you don't have the right order that you mix those ingredients in, then it doesn't end up looking like the way you want it to, right? So the order in which we do things is also really, really important. So just a quick reminder who this event is for. It's for heart centered practitioners. Whether you're just starting out, whether you're in the thick of running or pivoting your practice, whether you're looking to scale, whether you're looking to collaborate, cooperate, be coachable and community driven. And it's also for those people seeking that next level. I think we're all in some way, shape or form seeking that next level, right? We could be at home on a Saturday morning watching cartoons, but we are here right now, right? We are here because this is serious business for us. So a couple things on how to get the most out of today's event is you get to choose your experience, right? Life is really about choosing your own adventure. And we encourage you to attend from a quiet place with your laptop or desktop versus your phone. I know some of you have messaged me you're on the road, which just tells me how committed you are that you're tuning in today. So even if you're on your phone, I invite you to, when we break out into our sessions, make sure that you have your camera and microphone on and, and eliminate any distractions and things that will take your attention away. Cameras on is the best way, in my opinion, to be fully, fully present and fully engaged. And I know you have the entire cosmos at your fingertips with the Internet on your computer, but try to use constraint. And we will be accessing certain files and things like that. So you will obviously need to access your computer and the Internet, but try to avoid being distracted. And in the famous words of one of my mentors, Ram Dass, be here now, wherever you are, there you are. So if we can be fully present, fully tapped in and fully engaged, then we get so much more. I've. I'm the firm believer that every lesson that you need to learn is being taught to you in every moment. The key is, can you be present to it? Okay, so every lesson that you need to learn is being taught to you in every moment. Can you be present to it? Not an easy thing to do in today's distractible world. Right? So I acknowledge you for putting your best foot forward. We always give up prizes. It's a fun way to keep you engaged. It's. It's also something I love doing. If you know me, I love gifting. It's one of my superpowers. So we'll be giving out some prizes today. We'll. We'll share with you how you can do that. One of the ways that you can be eligible to win a prize is by sharing in our Perfect Practice Live Facebook group. Make sure you tag me and use the hashtag one day mba. And we'll be keeping track of that. Share your biggest takeaways. So if you have an aha moment, maybe you've already had one, go ahead and share that in the community and we'll be sure to track that, show up on time, engage and participate. So we're keeping track. I have my team members keeping track. And many of the prizes will be given out after our break. So you gotta show up and be back here right on time. So we also have a few links that. I'll drop this link in the chat for you here. This is our link hub. This is where you can access many of the resources and tools that we've put together for you. So feel free to access that whenever you feel comfortable. I'm going to put this link in the chat right now, and this link is where you can access the recordings if you've purchased them. You can purchase the recordings if you haven't. And there's some bonus tools and resources in there for you as well. I'll share that a little bit later again, but there it is for you now. So I want to honor today's faculty members who have taken time out of their days to be here today. We have Natalie Morse, who's going to be sharing a little bit later. She's going to be talking about a strategy that she's using that's helping her generate new patients on a consistent basis. Okay. We also have Dr. Aaron Choi, who, who's going to be chatting with us and sharing with us insights on how to use sales as a form of service and how to reposition sales in your mind and in your heart and make it so that it actually creates the ultimate good for you, your practice, and your client. We also have Dr. Liana Rodriguez, and she's an amazing human being who you'll get to know as well. And she's going to be talking. Maybe her dog will make a guest appearance as well, like in the picture. But she's going to be talking to us today about really how to get out of your own way, how to overcome imposter syndrome, and especially at any stage in your business. Right. Especially when we're going to that next level, we're going to encounter imposter syndrome. She also works with people in the, in, in the concepts of human design and, and also helping overcome self sabotage and, and really, really getting the mindset dialed in. We also have my lovely wife Deepa, who's going to be sharing a little bit today as well. She's going to be sharing about a strategy that she's been using. And just in her, from her last webinar, she got about 35 consultations that were scheduled. So she's going to be sharing with you what worked and also what's working in our practice as well. Before we get too deep into this, I want to give you some zoom instructions so that we could maximize our time today. So first and foremost, I want to show you how to raise your hand. So in zoom in your control panel, there's a little button that has a reaction. It's a, it's a reaction tab. Okay? So you should see that. And if you don't see it, just click on more and you should see a little tab that says reactions. Okay, now what I invite you to do is I want you to click on those reactions and I want you to raise your digital hand. So when you click on that, it's going to raise your hand. And what we'll see is it'll put you all in order, depending on who raises their hand first. It'll put you in a chronological order. For me, okay, so raising your hand is going to be a great way to get my attention. It's going to be a great way to nominate yourself if you'd like to speak or communicate during those times that we have that opportunity. Now let's go ahead and lower our hand. So when you raise your hand, same button is going to lower the hand as well, just to make sure everyone's hands are lowered. All right, now I've actually muted you. So all of you, if you try to unmute yourself, it'll probably say that the host has disabled that feature. So there will be opportunities where we will ask you to unmute yourself. And what you'll do is you'll just click on the microphone and click unmute. And that'll unmute you when it's time to speak during the breakout groups, you'll have full control over your microphone. When we do go into breakout groups, which we'll go to in just a moment here, you will see a blue button that pops up on your page and you'll just click on that button and that'll take you to the breakout group that you're going to. Now let's talk about how to show love and appreciation. So under the same reaction tab you will see that there is a opportunity for you to click on an emoji like you see here. And so you can give somebody applause when they're sharing. You can give them a thumbs up, you can drop a heart. So let's all show each other some love and let's all drop a heart by pressing on the reaction. Okay, Wonderful. Now this is a dissolving reaction, which means that after a few seconds it'll disappear. So just keep that in mind as well. The raise hand feature will stay raised until either my team lowers your hand or you manually lower your hand. All right, so there's some basic zoom features and the reason I'm sharing this, you might be wondering, Sachin, why are you sharing this? Because I encourage you to do this when you're on zoom calls with your clients because they might not know some of the features and this may allow them to be a little bit more expressive. All right, so chat guidelines for best user experience. You will be able to communicate in the chat. There may be times where I pause the chat, if I drop a link or share something, then you'll be able to, you know, you may not be able to chat at those times, but we will open that up during the appropriate times as well. Now let's talk about how to rename yourself. So this is a fun little feature and what you're going to do is you're going to use these guidelines. So my team will have a heart at the beginning and end of their name. So that's how you'll be able to identify them. If you're a mentorship member, then I'm going to invite you to put a star beside and after your, you know, on either side of your name. If you're a new accelerator member, some of you are new to our community and have joined our accelerator program, you're going to put some fire beside your name. And if you're a first time attendee, if you've never attended our events before and you're attending this for the first time, then go ahead and drop, I guess it's a little explosion, you know, emoji, so you can drop that in there. So the way you do that is you would simply go on the, go to your image, your own image, and on the top right hand side you'll see three dots. These three dots open up a little menu and that menu has the opportunity at the very bottom of it for you to be able to rename yourself. Once you click on that, it'll give you the option to do that. Sometimes when we log into Zoom, it may not have the name that we want. It may. Our name may not be spaced out correctly, or there might be excessive symbols or things like that that are there. So go ahead and label yourself, and we'll be sure to acknowledge you accordingly. Okay? So if you see a heart, then you know it's my team. If you see a star, you know it's somebody from our community. And those with the fire and the explosion are either new to our programs or they're attending for the first time. So welcome to all of you emojis. Okay, so if you're using a Mac, then what you do is you press Control Command and Spacebar. When you press Control Command, Spacebar, it's going to open up a little emoji tab for you. Okay. If you're using PC, maybe somebody with a PC can be helpful here. I don't have a PC, so I couldn't help you there. And if you don't know how to use an emoji and you learn for the first time today, you learn something new. Emojis are where it's at. Okay. One of the keys. Here's a little. Little tidbit for you. When you write a subject line, put an emoji in it, preferentially a red one. So you'll notice that when we send out our emails, that they're probably one of the few emails that you receive that have an emoji on them, and it gets your attention. You could put a red circle, you could put a red heart, you could put the fire symbol, whatever the case may be.

Okay.

A Katerin. I hope I pronounced that correctly. See how resourceful she is? She just copied the symbol and pasted it. Right. That's called being resourceful. And the next level of being resourceful would be going on the Internet and typing how do I drop an emoji? Usually it's easier on your phones than it is on your computer. All right, so let's get to know each other a little bit better. We're getting to know each other a little bit more just by simply typing our names in. I see. When you've. You've typed a comment in the chat, but I want you to change your name. So go ahead and rename yourself if you can. And if you can't, I don't want to make this a stumbling block for you, but it's just a great way for us to acknowledge who's here. All right, so you might be wondering, Satchin, what's the elephant in the room? The elephant in the room is I'm here to help you. I'm here to remove obstacles, just like Ganesh is here to remove obstacles from my life and your life. And I'm also here to help you understand how to accelerate your business. So we do have a opportunity for some of you to join us. We only have about 18 spots left, but we do have an accelerator program starting in January. And this is a 90 day program where we help you set up your entire business. And we'll be talking a little bit more about that a little bit later. But I just want to let you know that we are here to help you. We are here to support you. And what I'm going to cover today is literally a drop in the bucket, so won't be able to cover everything. We go into depth in some of our more advanced programs. All right, so we're going to give you a lot of tools today, but I always want to remind you that it's ultimately your level of hunger that determines your outcomes in life. Okay? So we can give you all the tools in the world and create this huge toolbox for you, but ultimately it. It's your success is determined by how hungry you are. Okay? And in business, I've learned that to be the case. You know, we follow up when we're hungry. We reach out to people when we're hungry. We circle back when we're hungry. Okay? So there's certain characteristics of people who are hungry that make them successful. Sometimes it's going to feel like you're being a pest. Sometimes it's going to feel like, oh, I'm bothering that person. You're only bothering somebody if you're not adding value. Okay? And then I would ask you not to bother that person or connect with that person if you're not adding value. So every piece of communication you put out there in the world, every connection that you try to make, you should be trying to add value. And that makes you feel good about connecting with that person. And that makes that person feel good when you reach out to them as well. Now, here's the thing. If you're new to entrepreneurship or you're just starting out, you know, the plan can seem like sunshine and rainbows, right? And it can seem like the road is going to be pretty smooth and pretty flat. And don't be fooled by the people that make it look easy. But what it's really going to look like is what you see on the bottom here. Okay? So it's. You're starting off on your bike. You're going to encounter gravel and boulders, and. And then you're going to get through that, right? You're going to climb up out of that pit that you're in, and then you're going to be chased by this exploding bomb that you see here. This guy's being chased by. Then you're going to have to go through a zip line and get in a boat, right? Then you have to jump over some hurdles. It's going to rain in your life as it does in nature, and you're going to have to climb your way back up to the top. Okay? So this journey is not going to be sunshine and rainbows. It's going to be fun. It's going to be powerful and impactful. It's going to shape you into a human being that no other journey can shape you into. But it's important that you realize that when we have these expectations that everything's going to be smooth and simple, it's easy for us to throw in the towel. It's easy for us to think, oh, I suck, right? But you really don't, okay? It's just a matter of sticking to the plan and honoring yourself along the way. Now, when we get stuck in these pits, this is where we need to develop a new set of skills. This is where we might need to develop a new set of muscles that we didn't even know we had. This is where we may need to reach out and ask for help. Okay? So you see, this gentleman's got a boat. You see, he's got a ladder. You see, he's got an umbrella. You know, one of the things that this image is lacking is community. And one of the things that can lift you up more than anything else is finding the right community, especially people who are on a similar journey. When I was starting out in functional medicine, this didn't exist. What we're doing today didn't exist. You know, 12, 13, 14 years ago, there weren't, you know, free trainings that you could attend like this. There weren't people that were, you know, putting together systems and products and services like we are today. Okay? So there's never been a better time to be a startup entrepreneur, and no better community, in my opinion, as well. All right, so here's what I want to do. I want you to get to know each other a little bit better because you are surrounded by some pretty awesome people. So what we're going to do is we're going to do an intro card exercise. It's really simple. It's not rocket science, but there is a methodology to it. Okay, so on a piece of paper, I want you to write down the following things. Or you can type it up. Typing it up is totally fine as well. Hello, my name is Satchin Patel. I am a functional medicine practitioner. I help entrepreneurs. Who are seeking better health so they can grow themselves and their business. And the wrong that I'm trying to right is the fact that most people don't know how to take care of themselves and that they delegate their most important asset, which is their health, to somebody who may not know as much about them as they should. Somebody who doesn't have the time to really dive deep into their health challenges. And the area that I need support and guidance with is how to help more practitioners. Okay? I'm on a mission to help thousands of practitioners, and that's where I need help and support. So what we're going to do is we're going to write this down and we are going to have you share with each other. So I'll give you just a few moments. Play some music here, create a mood for you, and take just a few seconds to write the information down. Now, we may be using these intro cards later on in the day, so make sure yours is short, sweet, and concise.

Sam.

So you're welcome to drop it in the chat, but we're going to break you out into groups of six people in just a moment. And once we do that, the person with the longest hair is going to go first. And if you're in a group of bald men like myself, then the person with the longest beard hair or whiskers goes first. Okay? So we'll use our beard if we need to. We'll keep it above the belt, And the person with the shortest hair is going to keep time. Okay, so this is going to be a quick introduction of yourself. The faster you go, the more time you have to interact with one another. And we're going to give you about 15 minutes with each other, and you're going to be shocked at how fast those 15 minutes go by. So make sure that that person with the short hair is keeping time, keeping everyone on track so that you can get through, and then have some extra time to connect with each other. All right, awesome. So, Carol, if we could break everyone out into their groups, into their connection groups, we should change this to connection session instead of breakout session. In a few moments, you'll see a blue button that pops up and allows you to go into your breakout groups. We'll see you soon, Sa. And if for whatever reason, you can't turn your camera on, that's fine. I invite you to at least be present vocally if you can be sa. And if you are having any challenges, then feel free to raise your hand and someone from my team will be happy to help you. Hi, Janet. Did you want to. Were you not able to get into a group? I'll get. I'll let you unmute yourself here. Hi. I don't. I'm just looking at a blue screen.

With a thing.

So I'm just. Just working on my little form. So how do I join a group? There should have been a button that popped up on your screen. I just see on my screen, it's just intro card breakout session.

And so I. I've just got the sentences there.

Okay. Are you able to. Are you able to see your zoom panel? Okay, when you say my zoom panel, the way the. The panel, as I look along the bottom, I see participants, chat, Share screen, breakout rooms, reactions, apps. Yeah. So if you click on breakout Rooms, does anything pop up for you?

Okay.

Yes.

It says you've been assigned to room 14.

So there's a blue sign that says join breakout room. Just press that. There you go. You got it. Hey, thank you. All right, see you soon. Sandeep, were you having any issues? If so, just feel free to unmute yourself. Go ahead. Oh, you froze on me. Sarura Akaterin. Is that how I pronounce it?

Yes.

Awesome. Were you able to connect to your breakout group?

Yes.

And you're back already? Yes. How many people were in it? 5. Oh, wow, that was fast. Okay, we have a few more minutes, so hang tight. Sa. Sa. Carol, I'm assuming you saw Sandeep's message about room five. Thank you. Okay, so if you're just tuning in, if you're just joining us, we broke out into some groups who should be back in here shortly. And what we're doing is we're creating an intro card. We will be using this throughout the day and at different breakouts. So we're inviting you to simply follow the guidelines that we've outlined here. Introduce your name, what type of practitioner you are, who you help, who your ideal client is, the wrong in the world that you're trying to right, which is the driving force behind your business and what you need help, support, and guidance with. So this will be helpful for me and my team, because we're here to support you and guide you and create an amazing event for you. So the more specific you can be, the better we can help you. And if you're not in a group, that's okay. You can document this and you can certainly post it in the chat. Carol, Dr. George needs a room assignment, please. Foreign. Okay, so if you're back, feel free to type into the chat your responses to this. And, Carol, seems like quite a few people are done, so maybe we can close the groups up. Thank you. Okay, so everyone should be joining us back here in just a moment, and we'll keep going. Okay. Welcome back, friends. Isn't it always cool to meet new people and to learn about them? Everyone's faces always come back a little bit brighter after we do breakouts, so I always want to make sure we incorporate that into our sessions because you are surrounded by some amazing people. And I believe that the zoom algorithm somehow puts you exactly in the room that you need to be in. So there's no. Like, we don't do anything on our end. It's the universe kind of deciding exactly who you need to connect with. So make sure you. You connect with those people, communicate with them in some way, shape or form. We want you to do that. We want you to get to meet people who are on a similar path and journey as you are. So this is a great place to meet friends, and we don't always get to do that. Right? We don't always go places where people have the same values, same vision, same mission as we do. So thank you for playing all out in that regard. And what I'd love to do is invite you all to type into the chat your responses. So your name, your type of practitioner you are, who you help, the wrong in the world that you want to write. And I also would love to know where you need some support. All right, What I'd love to do now is shift gears once you're done dropping those amazing gems of knowledge of yourself in is we want to get really clear as we're building our business who our ideal client is. Okay, so this is one of the first steps in. First, we want to know who we are. Right? And we'll do a little bit more exercising around that. But the next thing we need to know is who our client is. Because if we can't identify clearly and articulate clearly who that person is, then it becomes difficult for us to communicate and message to them. So one of the first exercises that you always want to do is get to know yourself, but then also get to clearly define who that avatar is. And we're going to do an exercise right now that enables you to do just that. So this is a, a segment of a bigger exercise that we do called the Story brand and the brand script. So in the brand script exercise, what we do is we, we create a board that looks like this. And one of the first boards that you see up here on the top left is the character. And the character isn't you. The character is the client that you're hoping to help and to serve. This client character has a problem, they have things that are stopping them from solving that problem. And where you come in is you're the guide that's going to help them solve this. And I know this is small, it's not meant for you to be able to read it, but I just want to show you the high level framework. And then once they meet you, there's two characteristics that you have to have. You have to have empathy, which means you can relate to the challenges that they've been through or are going through. And you have to have authority, which means you're on the other side or well along the journey of solving that problem. And so of course you can add value and help them. And you help them by giving them a plan which includes a process and an agreement. And the agreement is if you follow this process, you will see results. Okay. And then you call them to action, right? Once you get that agreement from them, you call them to action and that's when you offer them to work with you. So what we're going to do is we're going to take this journey and we're going to focus on the first part of that journey, which is the character and the problem that this person has. So let's start a brand new page in your notebook and I want you to start writing down without judgment, without overthinking. I want you to start taking notes on who this client is. Okay, so if you're working with menopausal women, Try to get more specific than that. Okay, so menopausal women maybe fall into a certain age category, but what else do you need to know about these women? Are they married? Are they single? Do they have children? Where do they live? What are some of their hobbies? What are they passionate? So without judgment, just start free flowing ideas. Who is this person that you want to help? Now, for the purpose of this exercise, we're going to start with pick one person. Right? So her name might be Betty or I was Going to say Rose. I don't know why. Maybe I'm thinking of the golden girls here. But pick a name for her or him or them. You know, could be. Could be people with autoimmune disease. It doesn't have to be gender specific. What kind of work do they do? What's their income? What's their family dynamics? What's their education like? These are, these are demographic characteristics. Now, that isn't to say that we do not help people who don't fall into these categories, but we want to try to get specific. If we're trying to create a problem solution market match. And once you identify who that person is, what problem do they have? Okay, so some people might have pain. Some people might have digestive issues. Some people might have hormonal imbalances. Some people might have, you know, excruciating fatigue. Some people might have brain fog. Some people might have all of the above. So what are some of the challenges and problems that this person has? Now, the next part of this equation is what pain is this causing them? So aside from having, you know, these challenges, what is this stopping them from doing? Maybe it's stopping them from being intimate with their partner. Maybe it's stopping them from getting a promotion. Maybe it's stopping them from playing with their children without being in pain. Maybe they come home and they're exhausted, so they can't be the parent that they want to be. Maybe it's stopping them from living out their passion or traveling. So what pain is this causing them? Aside from the pain that they have? Right. Aside from their symptoms, what is this causing them? Now, I also want you to consider, we also have to know, what have they tried before to solve this problem? Because chances are they're probably not coming to us as their primary care physician. Right? They're probably coming to us maybe after they've seen two or three people, maybe four on average. For functional medicine practitioners, it's about six or seven practitioners that somebody has seen before, they might find us. What else have they tried on their own besides from seeing a practitioner? Maybe they've tried buying supplements online. Maybe they've tried changing their diet, Maybe they've tried exercise. We see a lot of clients in our practice who have weight loss resistance. So they have all kinds of challenges that we can help them with. But there's so many things that they've tried. Right? And knowing this about somebody and about your ideal customer is important because we want to speak to that in our messaging, because part of our job is to help them overcome Skepticism. And we have to acknowledge the things that they've tried. In our messaging. Now the next question we want to ask is how do they want to solve this problem, right? So remember you're, you're coming up with your creating this character, right? This character exists, but you're also in a way creating this character. How do they want to solve this problem? Do they want to solve it naturally? Do they want to solve it one on one working with somebody? Do they want to solve it in a group? Do they want to solve it in a do it yourself course? Do they want to solve it using supplementation? Do they want to solve it using medication? Do they want to solve it, you know, simply by changing their diet? We know that that can make a big difference for a lot of people or perhaps lifestyle. One of my clients, he's one of big time YouTuber, he's got about 6 million followers and you know, just remarkable human being and, and his rule is no more than three supplements, right? So I've got to come up with a protocol for him where it's three supplements or less. Because last time I checked, most people don't want to take pills whether they're natural or not, right? Nobody wakes up when every day and says, man, if I could only take more supplements. Now of course that's necessary for some people, depending on the state of health that they're in. But how do they want to solve the problem? That's the most important question because you might have a solution. But if it's not how they want to solve it, then sweat. There's no match, there's no product market match. So part of your messaging could, if that's the type of audience you want to attract, that could be your messaging. We help you resolve this with minimal supplementation because maybe all the things they've tried before were maximal supplementation, right? So your messaging could speak to that. Now next is why do they want to solve this problem? So when somebody buys a drill, they don't want a drill, they want a hole. So when somebody hires you, they don't want to hire you, they want the benefits of what comes with hiring you. Maybe they want to travel, maybe they want to play with their kids. Oftentimes it's the pain of the pain is the why that they want to solve this problem. And then your ideal client, are they problem solution and your solution aware. So what does that mean? Some people don't even know what the problem is, they just know how they feel, right? So somebody who's, let's say has an undiagnosed problem or a misdiagnosed problem, are they even aware of what the issue is? Even if they have a diagnosis, do they know why they have this issue? Chances are, if they're kind of going through a conventional approach, they don't. Now, that's not always the case, but it might be. Next is, do they know what all their options are? Do they know what all their options are? And next, do they know that you actually offer a solution to this problem? Many times, the services that we take for granted or the knowledge that we take for granted, people don't even know that exists. Right. Even we are guilty of not knowing what we know now, five years ago, ten years ago. Right. So at one point, we didn't even know what we know. So the average person, or perhaps even the average clinician may not even be aware of all the testing that's out there, all the frameworks that are out there, all the solutions that are out there to help this person. So part of your job as an entrepreneur and as a business is going to be to do a few things. One, it's going to be to identify who this person is, because we've got to maniacally be focused on serving this person, solving their pain, solving their problem, and making them aware that we understand their problem, we understand what it's stopping them from doing, and we actually have a solution for them. So ultimately, they would seek us. Now, you want to kind of really craft this, and it might take some time to do this, might take some time to chip away at this, but knowing who your ideal client is is very important because then it's easy for you to identify them. Oh, you'd be perfect for my program, and you want them to feel the same way. Wow. This is exactly what I've been looking for. I didn't even know this existed, but this is exactly what I was looking for. So this is your ideal client. Okay. You can spot them out from a mile away, and they can spot you out from a mile away. Now, will every client that walks in the door fit this profile? Probably not. But if we can get an 80% match, we're in the right place. All right, wonderful. Now, you might also be wondering, how do I get into people's heads? Right? So once. Once they've. Once you've identified the problems and the challenges and the pain and all the things that they have. Well, how do I craft a message that resonates with. How do I communicate in a way that makes me stand out, that makes me almost Feel like I'm psychic. So I'm going to share a tool with you that I have found to be extremely, extremely helpful for me. And it's called Answer the Public. Okay, how many. Just from a show of hands, how many of you have heard of Answer the Public? Okay. A few of you see a lot of familiar faces from our community. So this is a very powerful tool. And I'm going to show this tool to you, and we're going to help you identify what your ideal customer avatar is searching for online. Because if we could understand what they're searching for, then what happens is it allows us to create content and material that answers those questions for them. Many times we're answering a question that nobody asked. So it sounds cool and it sounds smart, and it might impress your colleagues that you know this, but if your ideal customer isn't asking this question, then it's never really going to land. And I, I've. I've been guilty of this. I've seen practitioners be guilty of this. And what ends up happening is they wonder why they're putting all this information out there and nobody's biting. So I'm going to invite you to open up your browser. I'm going to stop sharing my screen here, And you're going to go to answerthepublic.com. So it'll look like this. And this is a free tool. You can do two searches per day for free. And what you can also do, you can also segment this search based on what country you're in, because as we know culturally and based on the countries, people might search different things. So let's say your topic of interest or the pain point that you're trying to solve for people is, let's say, colitis. So the shorter the phrase, the better. And you only want to try to use one to two words for best results. You can use more if you want. You could type in functional medicine, you can type in thyroid disease. Go ahead and type in whatever is relevant to you. And you're just going to press search. Now what's going to happen is this data will start populating. I'll try to make it a bit smaller so you can see it, and then I'll zoom in. So these are the questions. When people go and search for colitis, these are the questions that they're actually asking. Okay? And if we zoom in, we can see that these questions might seem very rudimentary to us. They might seem very, very simple to us. So simple that we might even dismiss even answering or ever answering this question. Okay, so here's some of the questions that come in. Why does colitis happen? Why does it occur? Why does irritable bowel disease happen? Let's see. What does colitis mean? What are the symptoms of colitis? What does it feel like? Some people are asking about colitis in dogs. I guess that's a thing. What to eat if you have colitis, Or I guess, what not to eat too. Right? When does colitis flare up? When should I go to the hospital? Colitis and pregnancy. When should I worry about my colitis? When should I seek medical attention? So you get the point. This gives you basically all the marketing material that you need to help people solve this problem, or at least position yourself as an authority on this problem. Okay? If this is what people are searching for, this is the type of content and messaging that you need to be focused on. Does everyone see that? Okay, sometimes what happens is because we know so much, we get 10 steps ahead of our clients, and so there's a mismatch between our message and what they're actually looking for. So it sounds cool to us. And I'm sure our colleagues would say, wow, that's impressive information. How can I learn more? But they're not our clients. Right? We have to know what our potential prospective clients are searching for. So this is a great tool. Now, here's some other additional tools. So these are prepositions that go along with it. Okay, so colitis with constipation, with bleeding. I should have picked a different topic, but with abscesses, with all kinds of stuff. So these are a whole bunch of different ways that you can, again, create more content and more material for your audience based on what they're searching for. Now, you can also compare. So you can. There is an and like or. Or feature here as well. So colitis and alcohol, colitis and constipation, colitis and Crohn's, colitis and Covid. See, the thing is that's cool about this is that you can actually use this. You can actually use this to create your subject lines. You can use this to create content. Breaks down into alphabetical order for you. And there you have it. Okay? So this is a powerful free resource that you can use, and it's a great tool to help you come up with. What content do I create? Right. Sometimes we get stuck in our head or we don't know what content to create. Another great way to create content is to buy a book on the topic. So if you're helping people with thyroid disease, there's lots of great books that have been written about thyroid disease. If you're helping people with autoimmune disease. Right. I can think of a whole bunch of authors that have written great books on autoimmune disease. Now, what's really cool about authors is that they have editors that these that spend hours and hundreds of hours combing through this book, making it simple for the lay public to understand. Right? So an author has done tons and tons of research, right? They've not only done, you know, the work in order to be able to write the book, but they've done additional research to support the information that's in the book, and they've had an editor simplify the information so that it's easy for the layperson to understand. So grabbing a book on the topic that you help people with can be an infinite reservoir of information for you. Does that make sense to you? And it's all vetted, it's all researched, and it's all. Dumbed down isn't the right word, but it's simplified so that the average layperson can understand it. So when you combine that with something as simple as answer the public, now you know what the public is looking for, and you also know and have ways to express the information using the book as a resource. Now, one of the things I always encourage you to do is make sure that whenever you're presenting information, if it's not your own information, you acknowledge the source, right? So you might tag the author in the book. Authors love that when you acknowledge them, right? Everyone loves when they're acknowledged for the work that they do. And it might even be a way for you to build a connection with that person. Chances are that person has more people to help than they could possibly help. So you could even be a great referral partner for them, vice versa. Okay, so book is so simple, so easy, so available. You could go to the bookstore and buy a book today on the topic, or you can go to Amazon and buy that book today if you want to. Easy peasy, right? All right. So simple tools. It's all about how do we keep it simple? How do we keep it fun? All right, let's go back to our presentation here. So Answer the Public is again, one of my favorite tools. And it's a great way to be able to help and support people. Does anyone have any questions about anything that we've covered up till now? If you do, go ahead and raise your digital hand. We'll take a few questions if anyone has them. But this is a great you Know, starting point for many of us to be able to understand our market much more, you know, analytically create content that people are actually searching for that lands for individuals. Okay, Harish has a question. Go ahead, Harish, Get you unmuted. There you are. Okay.

With this website, answer the public. Can you break it down where these.

Questions are coming from, like geographical people.

Or is it just like all over? So when you enter. When you enter the topic at the top, it gives you the ability to choose what country people are searching from. How about states that I don't know.

Okay.

But. But I would say that it probably doesn't. You know, countries are probably going to be more culturally different.

Right.

Versus from state to state.

Like, if I search, put in the country, United States, can I also.

Is there an option or somewhere, a different website where I can say, hey.

How many people are searching for this in Ohio?

So this is. So there probably is a website for that. Okay. You could do. You could. Google actually provides a tool for that where you could do keyword searches and it'll tell you how. How prominent a keyword that people are searching for is. Okay, but this is more about what they're actually searching.

Oh, no, I understand that. Yeah.

Thank you. So. So Google Analytics can do that.

Thank you.

You're welcome. Or Google keywords, actually. All right, Karuna, you have a question.

Yeah, I was also wondering about answer the Public because I. What is the base of answer the public? Like, what kind of information is here? Is it all physiological symptoms? Because I put more in a psycho emotional thing and nothing came up. Maybe I wasn't specific enough. So that's.

It's really anything. So you could search. It's not just for health. It's for any particular topic that people are searching for. And so if. If in the odd chance nothing comes up, that maybe try putting. Try thinking about what somebody would actually search. So remember, some people may not be aware of what their diagnosis is. So maybe you put in some of the symptoms that they have if they don't have a diagnosis just yet.

Huh? Okay.

Right. So you would want to think about what would that person be searching. So somebody who has the challenge that you support them with, chances are they may not be searching what you just described. They might be searching something else.

So you have to really get clear on what the question is out there that you're wanting to answer.

It's more so the topic. So maybe you can provide me some more clarity. So who do you help?

I've done a lot of trauma and transition work okay. Women, men, teens, that kind of shifting more to community, connection, and relationship, with balancing five elements not only within our person but in the environment.

So what. What problem would the person have who's seeking you?

Well, one thing I put through could be isolation or transitional loss.

Yeah, I mean, I don't think somebody would be searching that, though.

Right, right.

So what would. What would their symptoms be?

Well, I put confusion, and that brought up nothing. And anxiety could be one.

Yeah. Anxiety probably makes more sense. Yeah. Right. So I think that would be a good keyword for you to search.

Okay, I'll try it.

Or even grief, if that's something that they're dealing with. Or ptsd, trauma. That might be more appropriate.

Sure.

Thank you.

You're welcome. You're welcome. All right, we'll take one more. Go ahead, Pamela. Unmute yourself. I want to make sure I understand.

The difference in the shades of the colors. Are the darker colors meaning that this is a more popular question.

Yeah, so. So there's a little key indicator with each graph, and so it'll tell you that. That the. The darker it is, the more searched it is. So as you hover over each one of the. As you hover over each one of the things, it'll. Or topics, it'll. It'll change the color, so you'll be able to see which ones are more popular versus others. Okay, Great question. All right. Thank you. Pamela Starr, did you have a question? I guess it's Annette. Sorry. Annette.

Hi.

Sachin.

Hey, how are you?

Hi.

I'm fine.

How are you?

I'm well. Thank you. Thanks for this.

I still having a hard time finding my niche.

And if we use this, I mean, can we just already start with what we have and just throw it out there just to see how people respond to what we already are trying to. Trying to connect in the way we're trying to connect with people.

When you mean throw it out there, what do you mean, throw it out there?

Like, if we say we want to.

Work with autoimmune, but we don't know.

If it's men, women, children, age group.

Okay. You could always start broad. So you could start with autoimmunity. Right. And maybe you get even specific into what autoimmune condition, because somebody who's diagnosed with rheumatoid arthritis, they might not, in their head, categorize it as an autoimmune condition. Right. Somebody who has Hashimoto's, they may not categorize it as autoimmune. So if you want to do autoimmune that's pretty broad, but then you can get more specific and granular with specific conditions.

Okay. Okay, great.

Okay, thank you. Yeah, you're super welcome. All right, so I love free tools because it kind of gives us a way to explore things without doing any work. Right? So if you can. If you can really get clear on who you help and how you help and what problem you solve, then it's easy for you to be able to search, do this research and not necessarily create content first and then find out it's not landing, but do that research first and then create content that you know is going to resonate, you know that people are going to be searching this. Now, what's also cool about this is this could be the title of your videos. This could be the title of your email subject lines. This could be the title of your YouTube videos when you put them out there as well. Because if people are searching this, remember Google's a number one search engine, and YouTube is the number two search engine. If you're going to be posting videos on reels, if you're going to be doing Instagram or TikTok or Facebook, that could be the title that you use in the video. Right? So it's going to draw that person in who's looking for a solution for that problem. Okay, now, one thing to keep in mind is that you're, you know, don't expect your videos to go explosively viral because we're covering pretty narrow topics. But when you know that when somebody's engaged in that content, that they're dealing with a specific problem that they have that you can help them with, does that make sense to everyone? All right, so explore. With this tool, you get two free searches a day. And I think if you pay, you can get additional searches. But start with the two free per day, and you're really not going to be doing a ton of searching. You're just going to be doing a ton of aggregating this information and then creating either a content calendar from this or a video, you know, a set of videos from this and using this information to then be a better communicator of your message. Okay, so this is a unfair advantage that you have to be able to connect with other people, right, In a way that connects with them. And if you can get into their head and they're like, oh, my God, this is exactly what I've been looking for, then you become the instant authority and the instant expert for them. Okay, so great tool. And again, absolutely free for you to be able to use and an easy, easy thing for you to be able to leverage. So here's what we're going to do. We're going to take a few minute break and we're gonna be back at sharp at 11:30. So you've got about six minutes or so. We'll take a quick break and we will be back in right at 11:30 Eastern. So I'm just gonna put this up here and if you haven't already received a copy of my book, Perfect Practice, I'm gonna drop a link to where you can fill out a form and I'll be happy to send you a complimentary copy of it. Go ahead and I'll drop that into the chat for you and we'll see you in a few minutes. Okay. It. Okay, my friends, welcome back. Happy amazing Saturday to all of you. Thank you for being here. Thank you for tuning in. I'm so excited because I get to actually introduce a very special friend, somebody who has been part of my life for many, many years. Somebody who is supportive of me and my community and all of you that are here today. And that is Natalie Morse. Natalie has been using masterclasses consistently to offer her programs. And masterclasses, as you know, are a great way to position yourself as an expert and an authority to share your story, to demonstrate your mastery. And it's also a great way for people to build a connection with you and then move them into setting up a consultation and then eventually working with you. So Natalie is a mother. She's a functional medicine practitioner, a pharmacist in the clinical setting. And she's also a success coach and mentor in our community. She's also a elite athlete. So she knows what it takes to really take things to the next level physically and mentally and spiritually. And she's been working in the community pharmacy for about 20 years. And this is really where a lot of her passion comes from. Seeing the ups and downs of what medications can offer people, but also understanding that there's so much more that we can do for individuals for them to feel their absolute best. And so, you know, Natalie has been instrumental in helping our clients, but also helping her community, which I think is so important. She believes in a holistic, person centered approach to health and healing. And her role is to empower and improve lifestyle skills rather than chase pills to fix issues. And I know that resonates with a lot of us that are here. She is gifted with the ability to be empathetic. Empathetic. She is very intuitive. She's an excellent listener and she has helped hundreds of women on their health journey. Her vision is to create a world where women are empowered to celebrate their beautiful bodies, create a legacy for future generations, and to enjoy all that life has to offer. And so, with that being said, what I'd love to do is invite Natalie to the stage. I'm going to just click on her here and let's get her unmuted. If my team could help me with that, that would be awesome. There she is. All right. Hey, Natalie, how are you today?

Oh, I think we're good now. Happy Saturday, everybody. I'm great.

Awesome. Well, great to be here. Thank you for joining us today. And you know, you've been using masterclasses as a powerful tool to help you build your practice, but it didn't start there. So I want you to maybe go back a few years before you were doing masterclasses and share with us what you have done prior to using masterclasses to build your practice and what transformations you've seen by using masterclasses to help you grow your business.

It started with in person workshops, so I liken that to the in person masterclass, which now most of what we do is online and virtual. So it started with in person workshops for the local community, picking a specific topic, like some of the ones that we've already been talking about, and having sometimes three people there, sometimes 20 people there. And I would do it regularly, once a month, twice a month. And yes, there's the cat making her cameo appearance as she always does. So that's where I started with that. And would do it at local spaces I had available to it, local community spaces, doing it in the local yoga studio, do special workshops. And some of them, it'd be a mix. Some of them would be specific to a program I was offering. Right. Like a full functional medicine program, educating them on a specific topic and then having that. And then some of them were maybe something more like just more of a fun workshop. Right. So more fun workshop to, again, be able to reach a different group of people in a different environment. So that's really where it started and was utilizing the online as well throughout that time, time, space. And then 2020, obviously everything was 100% pretty much online. And at that point. And so it's been mostly online. So the masterclass, for those who haven't done a masterclass before, it can be from that lens. As we go through this conversation, it's how can I present information to help these people, to educate them, to showcase what I have to offer in whatever setting is available to me. That might be a small group, that might be a stage of 100 people, that might be you and two people on a Facebook live.

What were some of the hurdles you had to overcome to be able to speak in public or to do masterclasses online?

For example, I'm highly introverted and doing. Going back to the online workshop days, the initial was the fear would anyone show up? Would anyone show up? I did this work, I promoted it. People said they're coming. Is anyone actually going to show up? So a lot of mindset work, a lot of mindset, a lot of making sure my intentions are at the right space and getting clear what my intention and what I wanted the outcome to be for that. And my philosophy has always been if there's one person who show up, that's who's supposed to hear from me today. So one person shows up, I'm doing it. I've done it with zero people show up with the one. So a lot of courage, a lot of tenacity initially and then the in person ones, they were, they're energetically exhausting compared to a masterclass. Because right now, you know, here we are, you can't see like all my body that the energy doesn't transmit the same versus you standing in front of seats or tables of, you know, five to 20 people. The energy needed is. It's just different. It's not more or less or it's just different. So I would always be pretty exhausted after this event because I'd have to go with the projector and set it all up and move tables and chairs and you know, there's several moving pieces. And I usually was always doing it by myself. And so I get done, I was like, ha. Used to usually do them on Saturday mornings. And so it was like, okay, I'm done and relax for the, for the rest of the day. And so now it's transitioned to I do a regular ongoing masterclass. And so I do a regular ongoing masterclass. I went through phases where I've done it every week. I usually do it twice a week. And because it's the same one for almost three years now, it's less energy for me. It's another task in my calendar. It's another thing that has to get done every week. And because I've done it and practiced it and rehearsed it so much, it's, you know, it's, it's showing up, it's showing up in, in a different way. So skills is doing it right. You just like when I Used to race triathlons. You got better, you got faster, you got stronger by doing it over and over and over again. And so now the, the consistency comes with that and then the flow and to be able to talk and connect with people, it's been the practice and something I've done recently this year was join Toastmasters. We're always looking to improve our skills, connect with people differently, improve storytelling, make sure our message delivers in a different way. We're always looking to improve those things. So that was an area of opportunity for myself and I was identified at the beginning of the year. So I'm still learning, I'm still doing, I'm doing Toastmasters throughout the year. And I did a speech a couple weeks ago there and very different, right? Like, this is very comfortable for me. This is natural. Maybe, you know, because Satch and I have known each other for a long time, this is natural for me. But standing in front of a Toastmasters audience, even though it wasn't big, it was a different type of speech. It was the first time doing that. So I was nervous and it caught me off guard. That was just like, oh my goodness, like I'm nervous. My hand was like shaking. And so it you. Some of those things like you never really get over, but you learn what you need to do to prepare for those events over time. And each thing is a new opportunity to learn and grow.

So looking back, like, if you've been doing this for a few years now, what have you found to be the best way to promote and market the masterclass?

Couple ways. So I was in our breakout groups. We still need to official have the official rename of the breakout group. So Rajpal was sharing he's going to be launching his program in the new year. So when I relaunched my main program, I announced that, hey, I've got this exciting masterclass because I had a new program to launch and that's how I started. And that's a great way for those of you who are launching a new program or a new service or a new offering coming up in the new year. How are you going to let people know? So I let people know, hey, I've got this masterclass and I went through the process and then moved on to launching my new program. So I do that and what I, I do it two ways. So one is because this is ongoing and I'm doing it every week or every second week I run, I basically get people to a lead magnet, right? So I capture attention, I get them to a lead magnet. And on the thank you page of that lead magnet. You've all signed up for something. You put your name, your email list and get the page that says thank you for signing up. Check your email on that thank you page. I have, hey, I have a masterclass coming up. Would you like to register? So someone's already expressed interest in my free guide I have for them. And so right away I give them that opportunity to register for the masterclass. So I get pretty good opt in for that process. And then after they've been on my email list, they get a series of emails after they register for the guide, and then they also get a series of emails inviting them to the masterclass. And because I do it regularly, that's mostly automated. Right. So that's happening continually. So maybe they didn't see it. They didn't know who I was. I didn't want to sign up for a masterclass initially. I give them that option down the road. And then ongoing, ongoing promotion on social media. Right. So posting on my Instagram page, in my Instagram stories, in my Facebook group, when I have a masterclass and I'll go through different phases because it's ongoing and the main one is the same every couple of months, I'll like, re. Promote it and re. Because I know there's new people, there's new followers, there's people. It didn't really apply to them. They weren't interested before. So it's ongoing promoting the same thing that you have.

Yeah. And one thing to keep in mind for people is that, you know, even if like you're, you're. So I just, I just want to reiterate what you said. So when people sign up for a specific guide, Right. Maybe it's a guide on menopause, maybe it's a guide on thyroid disease, maybe it's a guide on colitis, that person is kind of raising their hand saying, I'm interested in this topic. I'm interested in solving this problem in a way that you're providing a solution. Might be a recipe guide or it might be a DIY guide or a home health guide. Whatever the case may be, on the thank you page, you're then inviting them to dive deeper because 100% of people see the thank you page. So this is an important thing to keep in mind. Not everyone will open up your email, but 100% of people will at least see the thank you page and they will be informed and exposed to you doing this masterclass. The masterclass positions you as a, as an even bigger or better expert. On this topic. Because anyone who can talk about a topic for, you know, an hour, two hours, three hours, whatever the case may be, that person is obviously positioning themselves in a much better light then when they start receiving your emails, you're also continuing to invite them to the master class. And here's the thing, if somebody has been to the masterclass, that's okay. You can still keep it in the bottom of the emails as a PS or something like that, because they can just tune out if they need to. If they've already attended, then that's totally okay. But if they see you doing it consistently, right, Then they can forward that email to somebody and invite others, you know, to attend. Or maybe their co worker at work was complaining about a challenge that you help people solve and now they can forward it to them. So we want to be in constant promotion of that. The question I have for you, and there's. I know there's multiple ways to address this, but are you, have you considered evergreening or doing. Are you doing the webinars on a cons or the masterclass on a consistent day each week? Or does it get. Does it. Do you play around with the times and dates?

It's been consistently Mondays at 7 for almost three years. And the reason why, because I get this question often is like, why that time is because that's what worked in my calendar at the time that I started doing it. And I've kept it the same because some people are like, well, what if Tuesday, what if Thursday? I'm like, maybe, but that's what worked for me. And I've continued to offer it then.

And I think that's an important distinction, right? In our business, we have to do what works for us, right? You're providing a free service and a free training that people are getting benefit from. And we have to make sure it works in our calendar. So we could do it consistently. If we pick a date and then it's constantly moving and changing, then it makes the communications have to be updated as well, right? And if you just say, hey, every Monday at 7, then you never have to update your emails. In fact, you never even technically have to update your ads either. And you can keep the ads running 24, 7, 365 because the date and the time is consistent. And then eventually, should you choose to do it, you can also evergreen it. And evergreening it means that it's available instantly for people to watch in the next five minutes, or it's available for them to be able to watch the next day or whatever. Time is set, and that just depends on, you know, how each of us want to do that individually. So there's ways that we can leverage technology, and there's ways that we can leverage that intimate personal connection with people. So, that being said, what have. What has this meant for your business? I'm curious as to how it's helped you grow personally. I can see that in being a better speaker. But how has it helped you in your practice?

When I talk to someone on a discovery call, number one, the first thing I ask is, hey, did you watch my masterclass? And then they'll either say yes, and then tell me all the things in the masterclass that this hit home felt like you're talking directly to me, so I know that person has been educated. And if it's a no, then I have to assess. Okay, what education, you know, how much have they. What's their stage of readiness? What's their level of awareness when we're on that. That call? And that's, for me, that's been the biggest consistent driver of discovery calls, which is why I keep doing it.

Okay. And then the discovery calls, let's talk about that a little bit. Because once somebody has your guide, perhaps, or they're part of your Facebook group, they jump on a masterclass, they get on a discovery call. Tell us more about that journey and that experience for people.

The discovery call in. By the time we get on a discovery call again, when they've been through those pieces, then I know they're ready. I find buyers are much more savvy now than they were even 18 months ago. So by the time I noticed the shift, the beginning of this year, that when someone gets on a discovery call, they've done their research, they've been searching like they've been Googling all those things we saw and answer the public, and they've been following people on Instagram. And so by the time we get on discovery call, my job really is to listen, find out what's going on, find out what their goals are. I always make sure to ask a few pointed questions. For me, I always like to. We all have a different wheelhouse, but I really like to look at where did things start and be able to. If I know if I can pop out one thing in their history that they didn't connect of why they're at now, again, it's just like, oh, okay. So it's really to connect, to make sure they're ready for the program. Because on our programs, like, we're asking them to do a lot and some people aren't ready. Some people aren't ready. So sometimes the yes from that call is to then, you know, refer them to another guide or refer them to something else to get started. Maybe I have a smaller program coming up. So it's really assess their readiness. Because I never want to bring somebody into that program who I don't think is a good fit. And not that I know my program is amazing and can help them, but if they're not at a stage of readiness to do that sometimes, again, most of those people still don't even know what functional medicine is. By the time they get on a call with me, they just know there's something about this woman that is different, that I think she can help me. So that's really what the job is. And then getting that, I don't want to say partly it's trust, but partly that commitment between the both of us that come along. You don't need to worry what I'm going to ask you to do three weeks from now. But do you have faith and trust that I'm going to be there for you, to support you? And they're like, okay, yes. So that's really what the process of the discovery call is for me.

Okay. A question that comes up is how, when you offer the discovery call, are you a presenting the price of your program or the details of your program for one, and then secondly, are you charging for the discovery call?

So usually. So my main masterclass that I do ongoing, to me, that's a kind of an intro session. So I invite them to a discovery call. I'm not outlining the details on my main program. I'm not talking about a price on that one. So that's my usual one. Yes. I do other master classes where I'll do it after we've had a challenge so that they've. They've gotten to know me over a course of five days for something like that, then I will, here's my program, here's the price. I usually don't charge for my master class. What I do do on Sorry. For the discovery call. What I do on my master class is when I invite them to book a call. There's a price affixed with that. But I give them a coupon code. So I give them a coupon code that's masterclass. Like not doesn't have to be original. And so it completes. Puts it to zero when they complete the booking of that call. Yes. I've done ones where I charge. So sometimes where I've done Things online where I know I'm putting an offer to book a call where someone might not be as pre educated. I will put something like a 40 different $47 charge on that to know that because my time, I only have so many hours in the week to take so many calls, so I can't be accommodating endless number of call for someone who again has no clue what I'm going to be asking of them to do. So it's a way to put a little bit of a readiness factor on it for them.

Yeah, I love that. So just to reiterate for everyone is, is that the masterclasses is complimentary, it's free as a service to the community, and then the discovery call is not free unless they put the coupon code in. And so what that does is it allows Natalie to safeguard her time so that if somebody is. And also it's a great way to know where people are coming from, obviously. But somebody who's gone, who's jumped through those hoops of, of getting your emails, signing up for the masterclass, being there and attending it and then getting that coupon code, they've jumped through quite a few hoops in order to earn that complimentary discovery call, if you will. And so they've done some heavy lifting in order to be able to achieve that goal. And there's something magical that happens about even if you did, even if your calls were free all the time. But there's something magical that happens in somebody's brain in psychology, maybe it's a dopamine thing where when they enter a coupon code and something goes from being, you know, $50 to $0, it really lights them up. Now that also kind of begs the question, what if we made it a hundred dollars, right. And then knocked it down to, to zero, right. Because the amount doesn't really matter. But we could probably get a, an even. Create even more value for your time by doing something like that. So if you're offering it for free, then yeah. And half an hour of Natalie's time is worth more than a couple hundred bucks. You can choose what kind of value you want to put on it. I do encourage people, depending on where you are, most of us are in the beginning stages of our business to do complimentary discovery calls. And the reason for that is because this is actually extremely valuable to you as an entrepreneur, as a business owner, because you get a sense of what questions people have. The questions that people have are basically a way for you to identify what questions you need to answer. In your marketing and in your messaging and even in your master class that perhaps you didn't answer. So it's a way for you to continuously improve your messaging so that people are able to, you know, they don't have that question anymore. Right. They're perhaps ready to move forward faster. Maybe there's a different set of questions that they have that are more personal as opposed to being more general. So complimentary masterclass, complimentary discovery call. We would gate it with a coupon code. If you're using practice better, that's something super easy that you can do. It creates additional value for your time. It's not a false value. It's a true value. Maybe it's false in that it's too low, but it's definitely, you know, something that people should value. And then they're much more likely to show up. Right, because they feel like they're getting something. Not something that's just being given away without any value attached to it, but something that's actually something that other people would have to pay for had they not attended the masterclass. And it's a great way to acknowledge those people for taking that extra time out of their day. And it's also a great way for. To drive them towards taking action. And you could even get really fancy if you wanted to, I guess. And this is not to you, Natalie, but just anyone. And make it like a really unique coupon code, right? So they really have to. It's not like, oh, I'll remember that and I'll do it later. It's like, no, you got to, like, write it down and do it now. So it could be an obscure code as well that you put in there. So it's not easy for them to share, just share with other people. So there's. There's a lot to unpack there now. I would love to know what happens. I'm assuming when people say yes, you just move forward, but when people say no or not now, what's your process there? What do you do with those individuals?

And I typically, like, usually within like, the first minute or two, I know if someone's ready or not. So we still proceed with the rest of the call. Even if I know this person isn't. Isn't ready right now, we still proceed. And there's many calls that I don't pitch a program. There's many calls I will end with something of value again. Like, they've booked a call with me. So I always want to give them something of value. So I'll give them A next step. There's a lot of calls. I do not even invite them to enroll if I know they're not ready. And for some people, I'll even call it, it's called a two step close. Right? So some people, it's like, I won't make a hard, you know, again, I won't really push to complete that sale. On that call, I'll be like, okay, you know what, I'm going to send you over the link to my website. There's a little video there with a little more information about the program. I know you need to talk to your partner about that. I'm going to email that to you and then I'll follow up in two days. So there's zero pressure at the end of the call for both of our part. I give them that piece of information and then I email them right away. And then Gmail will remind me like, hey, you sent this email like 2 or 3 days ago. Do you want to follow up with them?

Okay, what tool are you using in Gmail? Is a boomerang that you're using for that?

I am not using boomerang. I just rely on the Gmail magic to be like, hey, you need to respond to this email. I'm like, yes, I do.

Okay, awesome. And I guess the other question for me would be, and there's tons of questions that are coming in here, so I'd love to open it up to the floor. If somebody has a question, feel free to type it into the chat and we'll make sure that we try to answer it. But what were some of the limiting beliefs that you had to overcome? So when you were just starting out, I know we, we talked about having the grit and the tenacity, working through the technology and things like that, but psychologically, what, what had to click for you in order for you to be able to do this?

This. That's a big question. Did you like Discover Call or masterclass?

Yeah, just to put it, Just to put it out there. The masterclass.

Yeah. I feel like I'm a natural teacher, so I enjoy that. Like, I've always been very passionate about, like, I'll read something. I'm like, people need to know this. So that helped propel me that I need to do this. I mean, I know with people going to answer the public and thinking all complicated, like, remember 90% of people aren't drinking enough water. So, you know, so your master class, who's your audience? Like, my masterclass isn't like, you guys aren't my audience. My masterclass is the average woman who like, doesn't eat all day, doesn't drink water, like thinks she can function on five hours of sleep. Like, that's who my ideal audience is, right? That's who needs me. So I've identified that. So like, who needs you? Where are they right now? And speak to them. So that takes the. Like, I don't need to reference, I don't reference any slides, right? Like, there's no reference backups because my audience doesn't really care about that. They got brain fog and they can't complete their task, right. I'm not presenting to doctors, I'm not presenting to practitioners. So that helps, that helps relate. Get that pressure down and knowing that these people need that. And then discover call. Yeah, that took. It's just practice. Like again. And I went from. Someone had put in the chat I saw. And so like what I used to do on those in person workshops is I would invite people to an intake appointment that had the full fee on it. And then if they proceeded into the full package, then we applied the cost to, to that. So for me, going through the intake and then like transitioning to the sale, like in person, like, oh my goodness, like nerves, like, not comfortable at all. Not comfortable at all. So you know, people are asking about like price. So like one is the, the price that you can say, stay, say and your energy stays the same is really, really important. So for me, there is a disconnect. Like most. Again, I'm not even sure what it says right now on my booking thing. It's either like 47 or $97. I had for a while, I had one 97. And again, my hourly time is way more than that. But I was, I felt there was a disconnect because I will do a discovery call for free. I felt there's a disconnect Putting that 197, even though I was applying a coupon code to it. So I felt the disconnect there. So I lowered it on the masterclass. So always coming back to where am I at? What feels good, what feels an integrity to me and identifying what do I need to do to get. Get there, right. So discovery call, when we first start doing them, there's like a whole process to get ready for your discovery calls. Like had the, the questions you were going to ask. The flow you're going to take people through. You can practice with somebody, right? Practice with somebody to get used to that, that flow, listen to certain music to get you in the right state. I used to, you Know, again, I still like, will time block my calendar for different things of, like, this is the type of work I do here. Like, I don't do discovery calls on a Friday afternoon because I'm exhausted. And I like, that's. I don't have good energy for that. So I don't do them Friday afternoons.

Okay, a bit of a technical question. Is there a specific app that you're using or software that you're using for your masterclasses?

I use Zoom.

Okay, perfect. Are you using the webinar feature or just the meeting feature?

I do the webinar for the regular one and then I will use the meeting feature for other ones.

I.

Because I'll do other ones as well throughout the year. So I'll do the meeting feature for those.

Okay, wonderful. So questions, bunch of questions coming in. What I'll do is invite you to, if you're okay with it, go through the chat and answer some of them if you would. A couple of them that come up would be, you know, the software. Someone Julia is asking. The software is Zoom, the software that we're using right now, Zoom has a webinar feature that you can use and you can upgrade your account to include that. And then in terms of automating the masterclass, so Zoom does not have an automated feature, but you can come on Zoom and have a video and press Play and it can play and you could be in the chat doing your thing, responding to people, so you're still interacting with them and energetically your presentation is playing and you're engaging with people in the chat. So there are ways that you can use Zoom to. To automatically play the video. Not automatically, you have to press Play still, but at least you're able to to leverage that technology piece of it. There are other softwares like Easy Webinar, which is one of the softwares that we use along with Zoom, that allows you to create an automated webinar with a few simple steps. So there's lots of great tools out there for us to be able to use. I think the key here and the key that I wanted to get across to all of you is that masterclasses are a great way to get your message out there in the world. There will be no shows I've done. I've done in person events where one week there's 80 people and the next week there's two, and you're just like, where what happened? Where did everyone go? So that does happen. But that's part of the grit of being an entrepreneur and really pushing through and knowing that everyone who's on the other side of that hill had to go through those challenges. That image that we showed earlier of the entrepreneur kind of going through that journey, we all have to go through that. So consistency is super, super important, very critical and key to your success. And thank you, Natalie, for taking time out of your day and sharing with us what's been working really, really well for you. Any last tips that you'd like to share before we jump off?

Well, it's my pleasure, everyone. And remind yourself. And it was very key. What Satchin said in that intro is like, who needs you? What's the wrong you're trying to right? Because that's what gets me up and that's what fires me up every day. Connecting with people on social media and learning what was done or not done for their care. And to us, some of it is so basic. And so there's people out there really, really struggling and they need to hear you, they need to hear your message. And something like a masterclass is a great way to connect and put a body of knowledge that you have in a meaningful way to connect with people that again, can be recorded and can be reshared and can be repurposed to get out there and reach more information. So thanks everybody. And I would say if you have follow up questions, ask me in the Facebook group because I am double conferencing today. So connect with me. I've already posted in the Facebook group. Ask your questions there so I don't lose things in the chat here.

Thank you, Natalie. Always a pleasure to connect and again, thank you for taking time out of your day. I know you've got another conference that you're attending today and I'm grateful that you were able to carve out some time for our community as well.

My pleasure. Have a great day, everybody.

Thank you. Let's show Natalie some love in the chat. Thank you, thank you, thank you. Greatly appreciated. And it's crazy, it's so sunny here today. It was cloudy in the morning and now the sun is pouring in through the windows, so it's quite beautiful to look outside. But it is causing a bit of a reflection off my desk, so you'll have to excuse that as. As we transition here. So thank you, Natalie. Thank you, thank you, thank you. And once again, so grateful for your contribution to our community and the support that you provide us with. All right, next. What I love to do so once you, you know, Natalie kind of alluded to it, is that once you get people educated, informed and Inspired, you move them to a discovery call and then that turns into an opportunity for them to be able to work with you. However, in order to be able to do that, there is a science behind getting the. Yes, there's a science behind getting people from interested to committed. And so what I'd love to do is introduce our next guest speaker who's part of our faculty. Dr. Aaron Choi. Aaron Choi is a naturopathic practitioner and he's an advisor in our Perfect Practice community. Some of you have either gotten to connect with him or know him personally or have already spoken with him. And so Aaron does a lot of trainings for us and he is oftentimes my co host in the trainings that we do. And he's also vital in the enrollment process for our clients. And so we do things very differently at Perfect Practice. It is a very, very fluid process when it comes to getting people to see the value and the opportunity that we offer them. And it's a great way to build a connection and a relationship and start there. So Aaron's going to be talking about how we can leverage sales as a service. Welcome, Aaron. Thanks for joining me.

Thanks for having me, Sachin. Happy to be here. Happy Saturday, everyone.

Happy Saturday to you as well. So where would you like to start? Where can we start? When it comes to sales as a service, what I love to do. Go ahead.

I. I do have a presentation to share.

Yeah.

But if you want to add some questions.

Yeah. Well, I wanted to know, like, I wanted you to share maybe your background because you're not just a naturopathic doctor. You actually have a quite extensive background when it comes to sales and enrollment. So maybe you could spend just a couple minutes talking about that.

Absolutely. So I remember sitting in my office, I was working with a mentor. I was a visceral manipulation practitioner. I had a physical practice, and I wanted to spend more time with this mentor. So I joined. I was. He welcomed me into his practice. And the first thing he said was, Aaron, you know, I do not contract with insurance and you're going to charge what I charge. And that made my sphincter's clench. Let's just say that I was like, I'm gonna have to ask people for money to help them. I'm like, I don't know if I can do this. And I remember getting on my. My first discovery calls. I would sit there next to my mentor, Ron, and he'd hand me the phone. He's like, hey, this person want is interested in getting our help. And I remember picking up the phone and not knowing what to say, having no clue. And the first question that I remember one person had asked is like, do you accept insurance? And all I could do was bumble through some answer and ended up basically saying no. And that was essentially the end of that conversation. But I knew I could help this person. She was dealing with digestive issues. That's one of the things that we specialized in. And so from that point on, I was like, I need to learn the skill of sales, even if it's uncomfortable. I'm an introvert. I'm scared to pick up the phone. I'm scared to talk to people. And I had to learn. Learn that skill if I wanted to help. And so that got me on the journey of doing training and getting over that. That fear and getting comfortable with selling as a service and changing my whole mindset and feeling about it.

I love that story because I think a lot of us, if not all of us, can relate to that. Raise your hand if you can relate to that feeling. Right. The anxiety that comes with, you know, making an offer to somebody, the anxiety that comes with not knowing if they're going to say yes or no. The anxiety that comes with, how am I going to present this? What are they going to think? Yeah, there's a lot of. A lot of considerations, psychological considerations when it comes to something like this. So Aaron's got a wonderful presentation that he's put together for us, and he's going to be talking us through how to use sales as a service for your clients.

All right, let me just get my screen set up, move some things around. All right. We're talking about sales as a service, and many of us have experienced being in a sales situation, either as a person selling or being the prospect looking to work with someone. And whatever preconceived notion you have, I want you to kind of think about it. What has your feeling been about sales in the past? Maybe it's a word. Maybe describe how you felt, whether selling or being. So what. What do you think of when you think of sales? I want you to know, I see icky. Ew, slimy, scared, this squirmy.

Right.

And so what we have to realize is that if we feel this way about sales, how will we show up when we need to invite someone to work with us? I want to start with an important question, something that has helped frame how I think about sales. And that question is, what is the value of what you offer to your clients? So I want you to take. We're gonna take 30 seconds to ponder and reflect on this question. What is the value of what you offer to your clients? So when we talk about value, you might wanna ask yourself, how much is this worth? Maybe it's priceless, maybe it's infinite, maybe there's a number in mind. I want you to also think about how is someone's life impacted when they work with you? What's the value there? Keep putting it, put your putting your answers in the chat for us, for us to see. What will someone feel when their problem is solved working with you? Maybe it's empowered, you know, when, if it's life changing or relief. I love that joy. Another question I love to ask myself. Who else in their life benefits from working with me?

Right?

We forget that the ripples effect is, is, is broad. You know, you drop a pebble in the pond and you see the ripples. So when we work with someone, what is that ripple effect? Oftentimes you work with one person, their spouse is following along and they get the results of a better diet, a better lifestyle, reducing their stress. I remember working with someone and I recommended infrared sauna and now her partner is using the infrared sauna and feeling more amazing and they're both upgrading their, their health together. So hold on to this question and then we'll come back to it at the end. So whatever you feel about sales, let's just think about value and what we have to offer. A couple months ago, Sachin and I went on a trip to Algonquin Provincial park in Canada. We went on a portaging trip. And one of the biggest lessons that I learned is that the best, that my, my realization was that the best views are earned. We had to paddle many kilometers. We paddle in the middle of the night. We carried heavy packs over many kilometers. We carry canoes on our backs. And in order to enjoy the best views, we had to put in work. And so when we are putting ourselves out there and setting up our practices, I began to realize it's important to imagine who will I be going into the, the wilderness with right this. Think about your, your prospective clients. They are about to go on this journey to improve their health, to get better. And it's almost like the wilderness to them. The unknown. There's going to be obstacles, there will be challenges. And they're wondering who do I trust to go alongside me? And at the same time in our practices, who do we have to be and who do we have to become to be that person that someone trusts to get them through these obstacles? And, and when I think about sales, it's figuring out how to create a commitment between the guide and the person we're guiding on a process and experience and a journey to get the result, to get the best view. So sales is really creating a commitment for a guide and our and the people we're guiding to come on a journey together.

Right.

The, our guide was Chris of Driftwood Paddle. Amazing guy, amazing guide. He was able to teach us in just a matter of hours, maybe a day to put a canoe on our shoulders and to walk longer than you could ever imagine walking with a canoe on your back. And he was always there to make sure we were safe, make, to teach us and to encourage us and to be an example if you think carrying a canoe is difficult. He would carry canoe and like a 50 pound pack and he'd just be zooming by you. It was humming along like, like nothing. Like, like he's been doing it forever and he has, you know, an important guide in my process is actually Sachin, right. A few years ago I was looking for a guide to grow as a person, to grow as a practitioner, to be comfortable selling because he set an example for me when I had that first discovery call with, with him, right, Sachin, I remember he listened to my situation, what I did, where I was struggling. I, I talked about, you know, how I charged. And he basically believed, he, he let me borrow his belief. He said, dude, you're not charging enough. You can for your services. You're undercharging. And from that moment before ever joining the mentorship or ever committing any money to having a coaching relationship, I went and my very next client, I invited them to join and do a $1200 program with me, which was more than I ever charged ever before. And I was so nervous, but just the belief that, oh, I can offer something of value. That person said yes. And I thought, wow, what a feeling. This person was excited to work with me. I was excited to work with them. And that was the beauty of, and my change in my relationship with sales from that moment.

So.

And I know I'm not alone when we talk about some of our challenges around sales. Some of the things that you have shared with me via email and that I've experienced, feeling like your services are too expensive, whatever that means, not knowing what to charge, not wanting to come across as someone who sees patience as a dollar sign, not being business minded in the very least, and not knowing how to reach more people and just wanting to help others. Because ultimately in our profession we are here to help people that I I know for me, if you raise your hand, are you here to help people with what you know? I want to just see a physical raise of hands, right? That, that is, I know a primary objective and what we earn is a reflection of how we help. So I want to share a few important lessons in the time we have here about how I went from scared to pick up the phone to selling with authenticity, care and generating real results, even if you are introverted or have zero experience in sales. So the first lesson that I learned and that you might want to write these down. Clients buy when they are ready. I think very often it's, it's, it might be a subconscious feeling where we feel like we want our prospective clients. Like, we feel like, oh, they're not, they're not joining our practice quickly enough. They are not like, why aren't they buying today? But ultimately it is up to the client to determine when they are ready and we meet them where they are and we encourage them where they are. I want to share the idea of the buyer readiness spectrum. This is a way to think about what to look for when someone is reaching out to you or who you're approaching. If we think of the least aware, the unaware end of the spectrum, this is where someone does not know that they have a problem and they are not looking for a solution. If you've ever encountered someone, for example, who is dealing with type 2 diabetes, but they don't think it's a problem and they're not looking for a solution, how likely are they to want to make changes to the way they eat, to make changes the way they move their bodies and, and adapt a lifestyle? No matter how great you are at selling, the unaware person is not going to be ready to buy. So if you feel like, I know I felt rejected when I approach. When people have, I've, you know, talked to people who are dealing with a problem that I know I can help with, but they are nowhere near seeing it as a problem. They are never going to buy. So it's really not me, but really just the situation, the level awareness where they are. And if we move through the buyer readiness spectrum, we're going to start to see where people become. Problem awareness. I don't know if you've ever had people come to you and say, I saw my parents go through dialysis. These are things that I've heard and I don't want to be in that situation. I recently had a friend, he reached out and he said, my doctor told me I'm pre diabetic. I need to solve this. That's when they start being aware that there is a problem to solve, but they're not quite ready to hire you or buy from you.

Right.

They're going to go through this research phase where they're becoming more solution aware. There's a lot of solutions out there for something like, like pre diabetes or diabetes, right? You have the medication option, you have supplements, you could join a gym, you could do exercise, you could do intermittent fasting, keto, you know, whatever. They were going to start looking for all the options for solving that problem. So what they're going to be aware of it, they're going to start getting some education around it. And then the place where we come in is once they're seeking a solution and becoming ready to solve it, that's where we can do our best work. That's where we can really help someone make the best decision for them. And I want to share some of the eight reasons why people buy, why we buy. And this is called the Life Force 8. The this is talked about in a very well known marketing book called Cashvertising. And there's eight reasons why people buy. Ultimately you can boil it down to these primary reasons and it can be more than one of these. So number one, people buy to improve their survival, enjoyment in life and life extension. And so you want to ask yourself, do you offer something that provides one of these things? Number two, people buy because they for enjoyment of food and beverages. Number three, people buy for freedom from fear, pain and danger. I think we, we address this through our services. People buy, you know, maybe it's for clothes or for appearance, sexual companionship. We buy to have comfortable living conditions. You know, some people buy to, to be superior, to have a sense of winning and keeping up with the Joneses. People buy for care and protection of loved ones. Yeah, I'm hiring a pet nanny, so a cat nanny for my, my cat because I'm going on vacation and we want someone we trust to take care of her. I did, I didn't know this was a thing until I became a cat parent. And we also buy for social approval. So we have to be aware of and empathetic about where someone, what someone's buying from us. Are any of these new or were you aware of these? Let me know in the chat. Which ones do you offer? So maybe start, start to identify which are the primary problems you are solving with your offer. Yeah, it might be some of them, might not be all of them. And the important thing to realize is that the first use of any product is inside the consumer's mind. So before we get into discovery call, just like Natalie had shared with us, there is a process that comes before we get on the phone with someone. The, the ideal situation is someone is familiar with you as a person. They're familiar with what your offer is, they're familiar with what you stand for, your message.

Right?

There's all these things that come before someone gets on the phone with us. They, we want someone to be educated about their understanding something about their problem and the possible solution that we offer. And only then can we have a really productive conversation about whether or not it is the right next step to move forward together. Right. So we have to be aware that clients buy when they are ready, not when we are ready. So the second lesson that I want to share is how you say it is more important than what you say. As I began my sales training, there's a lot of, often a lot of tendency to want a script, tell me what to say, Just, just give me an outline, let me read off something, and then the sale will magically happen. I realize that doesn't actually happen. Scripts are useful, a useful tool. It provides a framework just like we have soap notes to guide us through a patient intake and have something, a uniform process to follow. There are scripts and they are useful. But more importantly, what does your body language communicate when you're on this call? What is the tone of your voice? What is, how is your presence when you are on the phone with someone? Are you listening? Are you calm? Or are you anxious and aggressive? You know, how do you show up for your call is often more important than what you say. I will say the way I. I don't always say the right things or I feel like I don't always say the right things. But oftentimes it's more important that when someone is ready to buy their look, they're asking themselves, you know, do I trust you? Do I trust the product or service you offer and do I trust myself to use and utilize that product or service? So as you're going through and talking to people, these are the objectives that I've learned are crucial ingredients for someone to move forward. So someone might trust you, but if they don't trust the product or service, they probably aren't going to buy from you. If they don't trust themselves to implement or use it, they're not likely to buy from us. So it's important to show up in a way where you can build trust together. We communicate so much more through our body Language, our tone or presence and calm than what we say alone. An important lesson I've also learned and this once I realized that sales is often very much showing up with the doctor frame. And if you are a doctor or practitioner, you don't prescribe a solution before you do a proper assessment. A proper assessment includes, and it starts with listening, with empathy. So an important part of the sales process is listening, not talking. And I'm glad to hear that. As someone who's more introverted, I. My strength is listening over hard selling. And you don't have to be that type of salesperson to be effective or competent. And one of the symbols that I, I found very insightful into what listening is, is a Chinese symbol for listen, which is ting in Mandarin. And every character in the Chinese language, there are sub characters that have meaning.

Right.

So they're listening. The word listening includes the symbol for ear or thinking, using your mind, being present, seeing, being focused, and having it fully full your full attention on the person you're working with and showing up with heart. We call it what, 5D listening.

Right.

There are many dimensions of listening. So how do we show up with all of those dimensions? And when we're listening, we have to be, we have to listen for specific things while we're on a call. Have any of you heard of Bant? B A N T? Some of you have. So B. So as we are listening, we are trying to pay attention to clues for. Does this person have a budget available?

Right.

It's important when we work with people. The reality is, you know, some people will have something to invest and we, we want to get a sense for where they are. Number two, authority. Do they have the authority to make the decision about moving forward? Right. If it's a someone who is a, let's say a teenager, they might need the permission of their parents to work with you. If someone has a partner, maybe it's a business partner, maybe it's a relative. They might need to check in with someone to say yes or no. Is there a need, is there a specific need that they are trying to solve? And in terms of timing, is the timing right? So I usually have Bant written down on my notepad and I'm checking off, like have, have we covered these things? I'm not directly asking, I'm not saying, you know, what's, you don't necessarily have to ask how much money you have.

Right.

But you can be. In my mind, I'm trying to assess. Just like you're observing a patient, you're taking in a lot of information without necessarily being super overly direct about it. And one of the important things to realize is that if you're listening and there's no need, you don't hear a need or a pain. Often it's not the right time to make the sale because we want people. I. I know that from experience. We want people who are ready and who understand that there is a problem to solve. So it's important to not move forward with a sale if they don't see the need and you don't see, you don't understand the need and the pain together. And you also want to listen for and ask yourself, do I solve their problem the way they want it solved? I don't think of myself as a heavy prescriber. So someone was coming to me for help with diabetes, and they're like, I want metformin. You know, just give me. Give me metformin and help me manage these symptoms, right? I may not be the best person to help them with their problem, and that's okay. I can refer and we can connect them with someone who wants to solve the problem for them in that way. So we're listening to, is it a good fit for how we work and how they want to work with us? Number four, we can. This is one of the most important things that I've learned. We can best serve those who swim towards us. I often hear, and I used to think, what I know can help everyone, right? Do you feel like functional medicine and healthy lifestyle can help everyone? That is true, but not everyone will be seeking that type of help. And we are most effective when we work with people who value what we value. We get. We can help. We can only help someone who has a problem that they want to solve in the way we want to solve it. And one of the metaphors that I've heard from my mentor is, let's say you are working with the Coast Guard. A ship has, has, you know, is beginning to sink, and 100 people are in the ocean looking to be solved. And someone asked the lifeguard, the Coast Guard, who are you going to save first?

Right?

There's 100 people in the ocean. And the reality is they can only help those and focus on those who are swimming towards them first. And so in our sales process, we want to be identifying those who are swimming towards us, because I don't know if I could. If we can, you know, can you drag someone across the finish line who does not want to eat healthier or improve their habits or is not open to going to sleep on time or taking a walk? Are you more effective and is your life? And do you feel more fulfilled working with those who are going to meet you halfway? So it's important in this process to listen for clues to identify those who are swimming towards us.

Right?

I, I it's important to listen for willingness to learn and coachability. That is how I've learned to help get the most results. No, I'm not a healer. One of my teachers in medical school has said, we are not healers. I'm like, what, I'm gonna be a doctor? Aren't I going to be a healer? It's like, no, the, the patient is the one who does the healing. Our role is to be teachers. Dossere doctor is doctor as teacher. And so the way to be effective as a teacher is to look for those and work with those who are willing to learn and be coached. And finally, the most, one, the most important lesson that I've learned around business and sales is that it's a mirror for you and your prospects. So anything that comes up, all those feelings that sales is icky, sales doesn't feel good. Sales is about pressure. It's often a reflection of how we feel. And if we show up with that energy, that is what we get back. And on the same note, if someone you are speaking to shows up feeling that way, it might be their experiences that are informing them how to show up on a discovery call. And one of those ways this shows up, this mirror shows up, is questions around your price. How much should I charge? Is it too much? Is it too little? And I've learned that. And you know, Sachin also teaches your price only really matters to you, and it becomes a reflection of the value you feel and you know in your gut that you offer. You know, do you value your time? Do you value your worth as a, as a practitioner? Do you feel good about your prices? So in the beginning, it's more important to charge what you offer. Charge something just like Annette. And as Natalie said, can you say your price? Feeling good about it? Can you say it without changing your tone? I used to do some freelance photography way back, and the way I, I learned how to do it is like, what is your resentment rate? How much would you charge without feeling resentful? Because you can charge as little as possible, like if you charge $30 for a visit, but you're showing up with this feeling of, oh, man, I don't.

Want to be here.

I'm being, I'm, I'm being paid too little for this, what kind of energy are you going to bring to the patient? You know, or if you're a coach, a coach doctor relationship. So charge what feels fair, what feels good to you, and represents how much worth and value you offer to your patient and client. And if you need someone to tell you your time, presence and energy is valuable. I used to think, what is the value that I offer? I, I had this misconception that if I don't get someone, the result, let's say lowering their blood sugar, losing weight, that I have not been valuable. But Patrick Porter, the founder of Braintap, he said our presence alone is often healing. And I, I realize that in a, having a physical medicine practice, just putting your hands on someone and being present is often very healing. So being on a discovery call and listening to someone share what they're struggling with and being a guide is valuable in itself. The insights you provide, helping them understand their problem, connecting the dots. This is the value we offer along with our services, all the features and the benefits in our program. But if you remember that your presence is one of the most important things to bring, that you bring to the table. Right. Your, your ideal clients often think you charge too little. So when you're, when you are on a discovery call and you're going to find the very first time I, well, every time I'm on a discovery call, I realize that my ideal clients often have no problem if I say I charge $2,500 for my program, the wrong clients I've been on the call with. And actually recently I, I'm on a platform called Clarity fm and someone can pay by the minute to have a call with you. And I did a call for 15 minutes. It was $80. And then I presented my price and this person was almost appalled. How could you charge, you know, fifteen hundred dollars to work with me for three months? You know, that's absurd. And I basically realized he, this person did not value what I had to offer. But I, from, from my experience, I now realize it's not me. It's a reflection of what he values and it's just not a good fit because I've had also people who pay me without thinking about it. And you realize that those who value what you, what you offer will jump with two feet, jump right in, do whatever you say, probably often be more proactive, and, and they'll get the result. So wrapping up here, just remember, some people will say no when you have a discovery call. Some people will not respond to you. But in the end, some people will Say yes. So sales does become a bit of a, I won't say it's a bit of a numbers game and we have to be detached. Is it. We're, we're sorting and sifting and con. Wanting to connect with people who are ready to move forward with us. And that's okay. Don't be, don't have the unrealistic expectation that everyone you talk to will say yes because that is not realistic. And don't. And it's easy to feel discouraged if you have the expectation that 100% of people are going to sign up for your webinar and show up. If you so set yourself up with the proper expectations that you're going to have to talk to a lot of people to get better at sales and that you can learn to sell in only the way you can. And that comes from practice and earning your stripes. So in the beginning you have permission to be awkward to, to trip up, to say the wrong thing to, to. You have permission to be a new, a newbie at this process. And no one's expecting you to be the best right away, but I can tell you it's worth learning and you can learn it and you can show up authentically as yourself. So as you walk away from today, start making a list and being very specific. What is the value of what you have to offer to your clients? Has it changed from the beginning of this talk, the beginning of today? So start to think about what is important to the people we serve and try to not be so focused on our own stuff because ultimately that will help you be free and show up 100% for your clients. That's all I got.

Thank you, Aaron. That was super, super well done. Really well received. Lots of love in the chat and comments that are coming in for you. Let's show Aaron some love in the chat. I know there's a lot of fans that you've just accumulated here. This is great information, powerful information. And you know, I, I think like, you know, one of the things that you said that really resonates with me is that five dimensional listening, really being as present as we can to that conversation and, and truly understanding our value. You know, I always tell people to charge what's fair and that often means that they need to raise their prices because they're charging too little based on the value that they're offering and based on how, how much knowledge they had to accumulate in order to be able to deliver that value. So never sell yourself short, but we never encourage you to gouge other people and you won't be able to say the price without having a quiver in your voice if it's not the right price. Sometimes if you charge too little, people won't believe that it's possible that you could provide the level of service that you actually do. So there is a segment of buyers that actually become skeptical when you charge too little. Okay. Just like you might be right if you were going to buy a phone and it was only $15 might seem.

Like a great value.

But you start questioning why is it so cheap, right, when every other phone is $1,000 or 500 or whatever the case may be. So, you know, you want to set the price correctly and a price that feels comfortable for you, and you want to take people through a process that makes them feel more comfortable working with you as well. And we don't always make an offer, right? So one of the things that Aaron said and Natalie said as well is that we don't offer our services to everybody because when we offer our services to everybody, to people, we're actually offering a piece of our life to that person. Write that down. You're offering a piece of your life to that person, and you want to make sure that they're totally bought in and they see the value of what you have to offer. You can't get that time back. And you know, Aaron brings up a really good point. Your ideal client is going to think you charge too little. Your non ideal client, no matter what you charge, is going to think you charge too much. So if you're encountering that in your practice or on your calls, then it could be a couple things that are that are causing that. One, it's not the right fit. Okay? And that's okay. You don't have to beat yourself up. You don't have to change your prices for people who are not the right fit. Here's the thing. No matter how little you charge, those people are still going to complain no matter what you charge. There is a group of people that will always complain about the price, right? There's people that complain about broccoli being 299 versus 3.99 and then. But they've never grown broccoli in their life, so they don't understand how much work goes into it, right? How much time and effort and energy goes into it for them to be able to just go buy it at the store. So no matter what the price, there's going to be people that complain. We have to feel good about what we charge. We have to feel certain and confident. In what we charge. And we always want to make sure we're delivering value. Okay, how many of you would like to know how to buy whatever you want? Raise your hand if you'd like to know how to buy whatever you want without feeling guilty, without feeling shame, without feeling any of those things. Yeah, you know, so I discovered a formula that worked really well, and it's really simple. And that is to make it worth more than what you paid for it. Buy whatever you want. If you can make it worth more than what you paid for it, Whether you buy a program, whether you buy a course, right? No matter what you paid for it, if you don't use it, it's worthless. But if you use it and leverage it and make it worth more than what you paid for it, it can be worth a lot more. You know, Aaron's a photographer. I used to do photography. I still love photography as well. And one of the things that I realized is that with. With photography is experience plays a huge role, equipment plays a huge role, but people don't really understand it until they've done it themselves. So our process is going to be the same way. Right. Sometimes, even when we're offering our programs to people in our heads, for me and Aaron, we're like, oh, my God, like, this person said, no. Like, it makes no sense. But it's because sometimes they haven't gone through the process or they haven't gone through the pain to realize the value of what it is that you're offering. So that's something else for us to take into consideration is. Is in our conversations with people is how much pain have they been through to get to this point? And when we leave them, we always want to leave people better than we found them, right? So we can always point them in the right direction. We can point them to the right tool. We can point them to other assets that can prepare them and make them ready to take that next step with us. If you actually want to work with them, if they're the right fit for you to work with, okay. There's no obligation that you have to work with anybody. You always want to work with the right fit person. You're given a piece of your life up to spend time with this person. They have to value you just as much as you value them. And Aaron talked about, you know, you can only. You only want to save people who are swimming towards you, right? You can never save somebody who wants to drown. And just because somebody says yes and can afford your services, that still doesn't make them A good fit. Okay. Just because somebody can afford your services and says. And says yes, that still doesn't make them a good fit. What makes them a good fit is whether they're going to take action on the recommendations that you give or not. Okay? There's. Sometimes I've had people pay me, and then they pay in full, and then you can never get a hold of them again. And guess what? That person will never. Can't. Can't refer anyone to you because they haven't received any results or haven't gone through an experience with you. So we have to be stewards of our time, stewards of our energy, and we also have to use this process to. To filter in and out the right people. Okay? So thank you, Aaron. Such a wonderful job. And Aaron's actually going to be doing a lunchtime session. So if you have any questions about sales, if you have any questions about, you know, some of the details of some of the things that he covered, then when we go to lunch, in about 15 minutes or so, he's going to be. He's going to have a breakout session and happy to answer any questions that you might have about how to improve your process, optimize your process, and dial that in. So thank you, Aaron, once again, so much great insight and knowledge that you provided us with today. And thank you for being such a great asset to our community and to our team. Okay. You can imagine that getting on a call with Aaron would be valuable just as a learning experience for you. I'm not saying that you do that. So don't get on a call to just learn and then tell them no. But you can see how that just experiencing that experience would be beneficial for you to be able to say, hey, like, I learned something here, and I can apply this to my business. I can apply this to my intake process as well. All right, awesome. All right, we're almost at lunchtime. I got a few things that I want to cover that I want to go over with you that I think are going to be valuable. So when we talk about sales, we also want to consider positioning. Okay. So how we are positioned in the market makes a huge difference in the consumer's eye, but also in our eye as well. So we always want to position ourselves as a marketplace sage. The marketplace sage has four key characteristics. They have a cause or a crusade. Right. So this is the wrong that we want to right. This is our mission, our vision, the world that we want to create. The next thing the marketplace Sage has is character, which also means integrity. So they live their mission, they live their message. Okay. There's lots of ways to demonstrate that as health practitioners. Right. How we live makes a huge difference. And that doesn't mean that they have perfect health. Right. But it means they're in the pursuit of maximum health. Next, the. The marketplace Sage has a unique capability. So they've discovered something about themselves that they've tapped into that nobody else can do. Right. So you think about superheroes. Superheroes have unique capabilities, and that's why they need a team of them in order to be beat the bad guys. Right. It's not just one person that does it. It's usually a team of people that do it. So what are your unique capabilities? Maybe it's communication. Maybe it's empathy. Maybe it's an. That you're an amazing listener. Maybe you're intuitive or empathic like Natalie. Okay, I'd love for you to type in in the chat. What is your unique capability? What have you identified? Maybe you're a wordsmith. Maybe you can take complex ideas and make them really simple. And I'm betting that a lot of you are empaths here, right? It's probably what's drawn you into the work that you do. I see listening, I see empathy. I see energy, I see inspiration. Great teacher. Awesome. So keep that coming. Acknowledge your unique capability. Acknowledge you yourself for having that and celebrate it. And this is what you want to lead with as well in your business. And the next thing is that they're committed. They're all in, right? They're totally all in on solving the problem that the client comes in with. They're totally committed to making the world a better place. Okay? So I hope you're all totally committed. That's why you're here. Right. And. And learning this great information. Now, when we sell, there's four places that we can sell from, four different key distinct areas that we can sell from. And this is going to be important for you to kind of recognize. So the first thing is the base of sales is as a vendor, right? So a vendor is selling a commodity, and we're not in the commodity business. Maybe you are if you're selling supplements, right? Where you're selling something like magnesium and people are shopping around for that same form of magnesium everywhere, right? So a vendor typically sells based on price. Vendor sells based on price. Next step, level up is the thought leader. The thought leader is basically somebody who knows a lot of information, right? So they're selling based on knowledge and usually unique knowledge. Oftentimes the thought leader is positioned as being smarter than you. Okay. And oftentimes they will sell from ego. Right? Because I know this and you don't. Right? So there's a gap there. The next is the hero. And this is an important distinction because many of us, including myself, started off trying to sell as a hero. Right, come on in, I'm going to fix you. Right? And then we put ourselves on the line, we put our reputations online, and we put everything on the line to try to get these people better. The hero also sells from ego. And not that these are bad things, but we just have to have that self awareness. Where does this come from? Now, the Sage, on the other hand, has a totally different vibe. So the sage has a simple, genius, calm presence. In fact, you usually feel very comfortable and safe in their presence. Right. Just being around them makes you feel like, okay, we got this, right? So when Aaron and I were portaging, it can be a scary place if you don't have a guide there. If you don't have a sage there who's done this a hundred times or even a thousand times, we felt that we were safe, we were held. Right? And that's how you want your clients to feel. You want them to feel like, okay, Aaron's got me. Now. The Sage really doesn't sell from pressure. They sell from presence. So they have a magnetic energy that people are drawn to. And people realize when they come to see you, if you're vibrating in that Sage frequency, that this is going to be simple. This is, I feel good when I'm in this person's presence. I feel good talking to them, I feel good connecting with them, and I feel good about this process moving forward. Now, the Sage positions the client as the hero. So instead of us trying to fix them, we're going to show them how to fix themselves. And so our mantra for many years, even before I learned this framework, was that the doctor of the future is the patient. It's not me. I can't fix all these people, but I can teach them how to fix themselves. I can provide them with a framework and a formula and a process so that they can do most of the heavy lifting. And that's how I can keep my services even more affordable. Right? So I always tell people, like, listen, it's, you know, let's say it's $2,000, $3,000, $5,000, whatever the program price might be, The reason it's so cheap is because you're going to do all the work. If I was going to fix all these problems for you, I'D be charging you $50,000 and I wouldn't lose a wink of sleep at night because I know it's worth way more than that. But the fact that I can have you do most of the lifting, most of the work, and guide you along the way is what allows me to keep these services affordable. See, none of you charge too much. It's actually impossible for you to charge too much because what you do is priceless. You know, I actually know a doctor here who has a billionaire that pays him a million dollars a year to be on a retainer. A million dollars a year. And guess what? Some of you probably know more than he does. You think he loses sleep at night? You think that money's burning a hole in his bank account? No. Right, because he understands his value, but somebody else also realizes what his value is as well. So we should never feel bad if you can produce a result for somebody, if you can give somebody their life back, their health back. Right? You should never feel guilty about charging what's fair. You should feel guilty for gouging people, but you should never feel guilty about charging what's fair. So this is an important lesson that you need to, that we all need to learn, right? It's easy to devalue ourselves because that's what our profession does. We devalue ourselves, don't we? So easy for us to do that. Now, a big part of getting people to buy in is trust. So trust comes in a few different ways and is, you know, there's an eight step formula to building trust. So the first one is consistency. So you've got to be consistently putting your message out there. If your tune is constantly changing, your message is constantly changing, your ideal avatar is constantly changing, then you know, it's hard for people to trust you. Like, what are you really good at? You can't be good at everything. Next is proximity. How do we get closer to these people? Right. Online, it can be challenging, it can be difficult. But I bet you that if we were all, almost 300 of us in the same room together, the energy would be different, Right? The level of connection would be different. The speed of action would be totally different, wouldn't it? Right? I, I'm waiting for that day where we can, we can all be in that same room together. Because I, I can feel how energetic it would be just by thinking about it. Next is coherence. So we build trust. We can only write this down. We can only add value into the lives of people who share the same values as we do. We can only add value into the lives of people who share the same values as we do. So do your values align? Is that something that you're actively putting out there in the world? Next is confidence. How confident are you, how certain are you that you could produce a result for somebody? Now, I'm not saying you guarantee it, but are you confident that if they follow the plan that you outlined for them that they're going to see a result? Next is commitment. How committed are you to solving this person's problem? Six is clarity. Okay? Being precise and clear on what it is that you do. If you're fumbling around all over the place looking for words, then guess what? You lose people's trust. Another way to build trust is case studies, right? Social proof, case studies, reviews. And the last one is communication. How well do you communicate? We'll talk about that a little bit more later, after lunch. But these are the things that you want to start thinking about. So, you know, my question to you is, how many of these things would you say? And be honest, on a scale of 1 to 8 or maybe 0 to 8 are you doing? Just go ahead and rate yourself so that we can see where the opportunity is. Right. If you're doing one or two of these things, there's a much bigger opportunity. If you're doing five or six of these things, that's awesome. But there's still an opportunity to go to that next level. All right, wonderful. So keep those coming. I saw an 8 in there. That's great. That's fantastic. Okay, so identify which of these things you could be better at and start committing to doing them. All right, so we had a very, very fun morning so far. Lots of learnings, lots of teachings. What I'd love for you to do is go ahead and type into the chat what your biggest takeaway was. Just one. Go ahead and type that into the chat. And then what we're also going to do is give out prizes after lunch. So make sure you share that biggest takeaway in the Facebook community. So what you'll do in order to do that is you'll tag myself and you'll also put the hashtag one day MBA in social on our Facebook page. And we will be giving out prizes when we come back from lunch. So here's what we're going to do. We're going to take about a 30 minute break, go for a walk. I know I'm going to go for a walk. The sun is out. And you know, take a bio break, do whatever you need. We're also going to be hosting. Aaron's going to be hosting a group and a breakout group or connection group rather where he's going to answer some more questions that you might have regarding the sales process and you know, some inside scoop and ideas that you can implement to help your sales become your sales process become more effective. So if you have any questions for him, we'll be setting up a breakout group in order for that to happen. So we'll be back. If you have not received a copy of my book, then you can grab a copy, I'll share a link to where you can do that or you can just scan this image with your phone and it'll take you right to the page. It's a simple form that you fill out and when you fill out that form, it'll collect your address and everything that we need so that my team can send that out to you. We shipped out about 330 books in the last few weeks. So if for whatever reason you have filled out this form and haven't received your book, let us. Let me know. You can direct message me and I'll look into that for you. But feel free to grab a copy if you haven't. This book is everything I wish I knew. So I actually wrote this book for my younger self and I wish I had known this information 10 years ago. There's lots of great nuggets of information. I know some of you have a copy of it so you know what's in here. And it's just packed with great knowledge and great information. So if you're like, if you like what you're learning today, this is some additional information and support and resources for you to continue growing your practice. All right, so wonderful. Morning everyone. We'll be back promptly in half an hour. And Carol, if we could set up that breakout group for Aaron, that would be awesome. And people can go ahead and click on that, connect with Aaron, get to know him a little bit better, get to improve and optimize your sales process and we will see you promptly back here at 1:30.

Sachin, should we just stay in this room?

I did open it up. Did it not pop up for you?

I see it.

All right.

See you in the Breakout Room. I mean connection room.

Connection room, yeah. So you should see that if you click on Breakout Room in your Zoom Panel, it should prompt you to connect there. If you're trying to get into the Breakout Room, simply go to your Zoom Panel, click on more if it's not available, if you can't see it and then you'll see breakout rooms and you should be able to click get in there. Angela, click on more. And you should see it. When you click on more. It. If you go to the bottom of your zoom panel. Where you have your microphone, stop video security. To the very right, you should see a button that says more. And if you're on your phone, it might be a little bit different, so I can't comment on that, but on your computer it'll be that way. Okay, so if you'd like to go into the breakout rooms, I'm going to add you in manually. Okay, so Ann, I just added you. Carolyn, let me add you. Sorry folks. Not sure why that happened, but we will survive. Okay, win, I'm going to add you in there. You're already in there. You're already assigned. So. Okay, Ron, if you're still here, let me add you. Doctor George, I've assigned you to Aaron. It says you have, you haven't joined. Okay, Jess, it looks like you're assigned but haven't joined. Shelly, you're in. Okay, Catherine, I've assigned you. Philip, I've assigned you. It. Sa. Sam. And as promised and as highly requested, I'm recording a short video that explains to you a very, very powerful process to help you sleep. Sa. Ram. All right, friends, welcome back. Hope that session with Aaron was amazing and seemed very popular. Glad we were able to facilitate that. Sorry for any technical difficulties that may have been caused, but seemed like everyone who wanted to get in got in. So to honor all of you for being back on time, we have our prize czar, Sarah, who is going to be giving out a gift pack to somebody who can answer the question fastest. So Sarah, how are you today? I'm fantastic.

Welcome back everyone.

Amazing. Amazing. So let me stop sharing my screen here. So we're actually giving out a price pack that contains two things that I try to consume on a daily basis. The first one is something called Cacao Calm. And Cacao Calm is this beautifully luxurious hot chocolate, healthy, functional drink. So it's got mushrooms in it, it's got adaptogens in it, like Ashwagandha. It's got organic cacao. It's made with coconut milk, so it's dairy free. And it's made with monk fruit sweetener, so it's also sugar free as well. Wonderful pro product. I love it. I drink it every single day. And the other one is Athletic greens. So Athletic Greens is your all in one daily nutrition for optimal performance. So whoever wins this prize is going to be given a one month supply of each. And I guess it's about a hundred and fifty dollar value. So, Sarah, how do we win? How does one win?

So I'm going to ask a question.

And see how well everyone was paying attention this morning. And the first person to answer the question in the chat will be our winner.

Okay, drum roll. So get ready. Get your fingers on your keyboards. And this one, this one I'm going to be. I'm going to be so impressed with whoever gets this.

All set?

Okay, we're all set.

Okay. What was the code Natalie uses to make her discovery call free from our master class? Wow, that was fast. Lots of good listeners in this group.

Wow, look at that. And it was. It was insane because Janelle, who looks like is first on my side over here. And maybe you can confirm that Sarah.

Yes, that's right.

Responded before you even said finish saying masterclass.

Finish the sentence.

Congratulations, Janelle. Let's get. Let's all acknowledge her. For winnings, you'll get pack of athletic greens and cacao. Calm. Sarah will connect with you to make sure we have your correct mailing address. And we'll get that out to you in the next day or two. Awesome. All right, well, we have lots more prizes to share with you. We'll be giving out more prizes later on in the day. Our grand prize today, which we'll be giving out towards the end of the day, is an aura ring. How many of you have an aura ring here? How many of you want an oura ring? Okay, so it looks like we're about 50. 50. So the way you'll qualify for that prize is sharing your biggest takeaway in our Facebook group and tagging myself and using the hashtag one day mba. I saw that some of you had posted as a comment in Carol's post. That's not where you're going to do it. You're going to do it in your own singular post. So just make sure you put that in there to win. All right, congratulations, and let's keep trucking ahead. We have lots to cover. It's amazing. Like, one day goes by just like this. We're halfway there and we've got lots to cover. So my next guest speaker, and I call her a guest because she's a guest to you, but she's a good friend of mine and somebody who I know you're going to Love instantaneously is Dr. Liana Rodriguez. Liana is an osteopathic physician. She's been in practice for 14 years. She's also internal medicine trained and also an IFM certified practitioner. She is somebody who is active duty military, air force rather, and she also has a private outpatient practice and is a hospitalist. She is the co owner and medical director of the direct primary and integrative care practice called Peak. And Leanna is also a success and longevity coach. She's a mentor in our community and she also has an amazing podcast that she's just recently launched and has been amazingly successful, which is called sustain your success. And this is based on the inner work for entrepreneurs which focuses on nervous system regulation, subconscious belief and smash and smashing. Smashing your subconscious limiting beliefs and also human design, which is something that I'm learning a lot more about and I find extremely fascinating. So let's give a perfect practice welcome to to Dr. Liana Rodriguez. She's going to be talking about overcoming imposter syndrome. Hi, Liana, how are you today?

Hi.

Thank you, Sachin. I'm good. How are you?

I'm doing well. My, I'm changing colors here. I'm like red now because the sun keeps doing something different. Otherwise I'm doing amazing. Thank you for asking.

Awesome. This is so good today. This has been really good.

Thank you. Thank you. It's always great to connect with our tribe and our community and provide value and see some familiar faces at the same time. So let's talk about your journey a little bit. Maybe you can start by sharing a little bit more about you and where you started. Yeah.

So I never get over or it just never. I never believe when I hear my bio being read, I never believe that that's me. I'm like, wow, I really have done all that. That's actually me. And so my journey was pretty typical. I went from the unconventionally trained internal medicine osteopathic physician to now CEOing. I am a functional medicine physician, but I'm also in the mentoring and the coaching space. And instead of practicing as much in my practice these days, now I'm doing more of the CEOing and being a medical director. So I feel like the journey has been off all force. It's been like full journey from conventional. I actually jumped, quit my job like pretty abruptly, opened my first functional medicine cash pay, private practice, quit all of. I was carrying all the insurances. I quit them all, started my practice, I had a brick and mortar. Then I took it online in 2018 and I've been digital nomad ing ever since. And it's morphed over the years to now a second functional medicine practice and I have a coaching practice. So it's been Quite the journey. I feel like I've done all the, all the things I've had, you know, I've had my toe and my foot and all the, all the pools, you know, to figure out what works for me.

Right. So I love that. What, what has being part of the Air Force taught you that you apply in your practice every day?

Well, it's, well, it's taught me how to wear a lot of hats and to be a better manager and supervisors. So I don't know if, you know, if you've ever, anyone here has been in the US military. I was an officer, I was a physician and I had seven job titles. Actually had so many job titles that they gave me because they didn't want to give them to anyone else. Like they just, they, they just try to insource, they don't outsource a whole lot. Like it's like, how can we minimize. So let's just give her all these duties. I had seven or eight titles. They asked me to like cut my email signature short, like that's how many titles I had. So I was doing a lot of managing of different departments. And it's why I realized, it's why I'm able to, you know, be able to be so diverse in business now, you know, and it's also taught me that I am an entrepreneur at heart. And that's why that setting wasn't right for me because being in a position of management and managing others, supervising, it just never, it was hard to have someone above me where I couldn't completely call all the shots. So that's what really came out of it was I realized, oh wow, like I am an entrepreneur, I do need to call my own shots and I do need to roll to the beat of my own drum.

And part of that I think is a discovery process and part of that is an internal knowing. And I'm so grateful that you found your path and now you're helping people in this capacity. And CEOing really is a way of life and a mindset. So I'd love to know for everyone who's still trying to find that path for themselves or still trying to create that identity as a CEO for themselves, what are some things you wish you knew when you were starting out?

So there a lot for time's sake. What I really do wish I knew was how to manage my time more efficiently. So in moving from practitioner and being a doctor into managing a business, running a business are two, basically two full time jobs. They really are. And so my mindset was More in a healthcare practitioner sort of mindset. And I was used to studying and you know, wanting to give my all and over deliver, right? But then when I had to run the business it was like the two didn't match up. So what I wish I knew was how to manage my time more efficiently versus like okay, so like I wanted to DIY everything, I wanted to do everything myself. And so I would do all of my graphic design, I would do all my own marketing, I would do all of my own little things in the office that I could have outsourced. There was a while where I was even cleaning my own office and somebody was like, I know a person, she can do it for you. And I'm like, okay. But I was a new CEO so I'm not thinking like that. So I was doing so many things myself instead of delegating. And part of that was I didn't know who to delegate to. So that's why being in a mentorship in a coaching space helped me to fast forward that get out and get out of that mindset was like, okay, so I don't do it all myself. Well then who do I ask? Who do I get to help me? And then you know, of course there's waiting to start. So there were a lot of. I was scared to put myself out there because I didn't have certain certifications yet, even though I had my own practice. And so and I would wait, I was like waiting to put myself out there. Almost had this fear and like this imposter syndrome of putting myself out there because I didn't have like this XYZ certification. But people out there need so much help that you, you know, I didn't realize I already knew the low hanging fruit. I already had enough in my toolbox to be able to help these people really move the needle on their health. But in my mind, right, because I'm like an enneagram3, right? Like I'm an overachiever and so I'm, I need like all the diplomas on my wall and all the certificates to be able to feel like I'm good enough, right? To help everyone and to do the thing and to be, you know, seen online with a YouTube channel. But that's like, that's so not true, right? I wish I knew. Just get started now with what I have and it's going to be enough, right? I'm already enough. And then, you know, I really wish that I would have spent more time on profit producing activities. So in the beginning, right, It's Brand new. I didn't really know what's the difference between doing things that are kind of indirectly bring money in, but things that are going to actually bring money in. So I spent a lot of time on my website, you know, that I spent a lot of time on the graphic design in Canva. I spent a lot of time, you know, studying and reading things that actually weren't going to, you know, totally help me move my patients forward and move the business forward versus doing things like getting on a map, you know, running a masterclass to get people on discovery calls.

Right.

Booking as many discovery calls as I can, getting up on stage in front of people to, you know, bring more people into my world and actually, you know, like, making. Forming relationships, like putting myself out there. So those are the things I wish I knew. And I know that a lot of my imposter syndrome and my subconscious beliefs were keeping me from doing those things.

You know, as you're. As you're saying this, it reminds me of me starting out, right? DIYing things. And DIY means do it yourself. And in the beginning, sometimes we have to do those things. And because we may not have the budget, we may not have, you know, the right person just yet. And we know that these things need to get done. And I guess we have to draw the line somewhere, right? So cleaning your own office, definitely. We need to draw the line there. And I wonder how much of this, for you and even my younger self and maybe people who are tuned in today, is actually a form of procrastination and not eating the frog, as Brian Tracy would say, which is doing that thing that we actually need to be doing. And instead of doing that, we do something productive. So we feel like we're doing something, but what we're really doing is procrastinating. Any thoughts on a comment like that?

Yeah, for sure. We are 111% procrastinating in those instances. Like, so there's a lot of fear. And, you know, our brain is like full systems go, but then our body and our nervous system are like, heck no.

Right?

Like, there's a fear. There's a. Sometimes we fear success because a lot of us as practitioners are coming from a situation where we're burned out, where we're worked to the bone, where we absolutely just can't take any more in our plate. And we're looking for freedom. So we start a business to create freedom. But then what starts to happen is like the. It's like muscle memory, right? Issues are in our tissues, and our nervous system isn't primed, our body isn't ready. It feels when we start working hard. Right. Or we burn a little bit of midnight oil, we like get this glimpse of life that used to be and we're scared of going back to that burnout. So we do things to stay busy. Right. Business like busy. And so it's in the guise of getting things done. So you're telling yourself, oh, I'm getting things done. But it's not a profit producing activity. It's not something that's going to directly bring in revenue. And so for me, it took a long time to understand that line and a long time to just let go of that and work through that fear. Until I came into your world and you became my mentor, I wasn't doing all the things to regulate my nervous system and the self care that I needed to do to feel safe to move forward.

Yeah. As you're saying that it brings up a memory of my parents. They at one point owned a motel and it feels like another lifetime ago. And you know, the thing that I would see when I would go to visit them is I'd be like, hey, this sign needs to be fixed. This needs to be done. Like you need to do some landscaping out front and on. You know, instead of doing that, my dad would kind of work on the rooms and you know, fix the rooms and make them nice. And I'm like, well, dad, nobody is going to see the rooms if they drive by because the signage isn't lit up properly or the landscaping isn't done. You know, So a lot of times we might work on things internally that nobody's going to see or nobody can even really appreciate or value until we fix the message that's going out into the world. And that's a scary place, right? It is a scary place because we might put our message out there and we might feel nobody might see it. Right. Or a lot of people might see it. And that can be a little bit scary. And we're just putting ourselves out there, which is not an easy thing to do psychologically. Takes a lot of certainty and confidence and sometimes it takes persistence and repetition in order for that to feel safe and comfortable for us. So that's what's coming up for me is like, yeah, we can work on these things and it feels productive. It feels like we're doing things and we might even be spending time and money. But if it's not generating revenue, then it's not going to keep the lights on and eventually the resources are going to be depleted and we're going to be in a situation where like, man, I wish I would have done something like that. So for somebody who's in that dysregulated state, maybe we can talk about some tools that can be beneficial or maybe if somebody is not even aware if they're dysregulated, what would that feel like or what would that look like for them?

So it's funny because I put this into Answer the Public earlier and nervous system regulation and what that's about. There are hits coming up because people are looking more and more into neurophysiology because this is where the rubber meets the road, right? Like this is where the personal development meets three dimensional, like action. So if you're, if you're wanting to do something but you're dragging your feet on doing it, that's how like, you know, like your brain and body are not connecting, you know, you know you need to be writing emails to your list, right? Like you need to be writing to your audience, like posting something on social media so your followers see or emailing the people who are on your email list, right? So that you can do some email marketing. Like if you're not doing those things that you know you need to do it. That's one sign. Another sign could be the procrastinating like studying endlessly, getting endless certifications before you put yourself out there. And physically, you know, physically it can also manifest as like chronic fatigue, right? Like you want to get on board with getting busy, but then all, you know, maybe your, your cortisol is crashing, right? Maybe you have, you know, your cortisol profile is off, your adrenals are off and so you know, you have midday crash or you know, you're ready to get started, but all of a sudden you have trouble sleeping, you're fatigued, I mean, you know, digestive issues. So like your body can bring up a lot of stuff. And so for me, what it looks like is definitely things going on in my body. Like I get really fatigued and that's when I know, okay, I got to get my brain and body back on board. And also when I'm really nervous or when I'm really nervous about doing something and my heart rate is out of control. So that's how I recognize it. And then the things that I do about it are, you know, I've, I have like, I make sure that I'm in a safe environment. So I do things when I'm not actively doing these profit producing activities like speaking live on stage or doing a Facebook Live and selling off that or doing my masterclass for getting on a discovery call, right? So off, off stage, right. I am priming my body. So I, I do things like sauna, I do things like red light infrared therapy. I have, you know, my favorite drink. I use reishi in my coffee to get my nervous system, you know, in check. Cause it's an adaptogen and that helps. And I'll, I'll take all the help I can get. I do things like be out in nature, I go and I watch the sunset. I ground myself. So I do all those things that help induce that relaxation response in my nervous system. And then I also make sure that I do heart math. So I love increasing heart rate variability for that instance. Because actually increasing your heart rate variability will increase the threshold of your high performance zone within your nervous system. So, so those are the kinds of things that I do. And even though they're not like, a lot of them aren't mental, right? They're not like actually things that I'm, I mean I'm not writing copy, you know, I'm not like doing things in the business. They're actually self care things that I'm doing to be able to handle managing the business, right. So that's, that's kind of what I do.

Wonderful. I look at it like a bucket filling up, right. And so we have to have some sort of self care routine not just for our health but also to, to increase our resilience to the stressors that come with being an entrepreneur. And there will be plenty of things folks that, that pop up. If you're new to this, then take my word, if you're not new to this, then you know exactly what I'm talking about. And it's, it's not what happens to us, but it's really how we respond, what's happening and how we interpret it and how resilient we are and how much water we've taken out of that bucket so it doesn't overflow with even the slightest drop of stress or issues that come up. How would this show up for somebody? So if they are dysregulated, if they're not balanced in self care and their resilience, what are some of the symptoms or, or manifestations of something like this in that person's business or life?

So if you try to get on a masterclass and you're like anxious beyond belief, your heart's beating out of your chest, you start speaking really fast, you know, you know that you're like at the top of that bucket you're going to, you're overflowing. So the stress will just throw you off and you can get, you fumble your words, you know, you just get too stressed to actually deliver. If you're like on a discovery call, it could be that your energy feels anxious and pressured. And the thing is, the other person talking to you will feel that, right? That energy will translate. So if you find that people are maybe not signing up to work with you, you know, like, like things, you know, sales aren't happening, you know, it's time to kind of look at your own energy and where you're at before you go into that call. The, the flip side could be true too. Not that you're overexcited, but that you're so suppressed. So like if we're kind of talking about like polyvagal theory, if you're like really going and activating the dorsal part of your vagus nerve and like you're just so anxious that it's so overwhelming, you actually come down to the low part of your, the low part of your bucket, right? That lower part of your high performance zone, you actually shut down and get paralyzed. So if you're in analysis paralysis, if you just want to like stick your head in the sand and not show up on social media, if you're too scared to sell on a discovery call and tell someone what your prices are because you're just overwhelmed and you just want to like shut down, that's another way. So that's what I mean. Like, you know, it, it physically that can translate into your business.

So. Yeah, and I guess some people may not even get to that point, right, where they're doing the masterclass. Just the idea or thought of it might overwhelm them and then they go into non revenue generating activities and then it just turns into downward spiral from there. So I know it's different for everybody in terms of what works for them or. I mean there's going to be some overlaps, right? All the things that you mentioned, many of those things are things that I try to do and consistently. I think consistency is the most important thing. How do you know if something's working for you? Like is there, is there just a feeling, a knowing, you know, I know you and I are pretty in tune with our bodies and many of the people on this call might be. But for those of us that are just finding that, that intuition, how, what, how would you describe it when you find that thing that works for you?

So I think it's, it's different for Everyone. It's different for everyone. This is where like a little bit of human design comes. Has been coming into my world because I've been really thinking about, so what does high performance with ease look like? Right? When things are working, I feel lit up. I feel like. I mean, I feel like I just came out of like one of Dr. Joe Dispenza's four hour meditations where I'm floating literally, like in this dimension. Like, I just feel so good. Right. Also, it's when things just. Doors open up for me too. That's how I know I'm in alignment. When things feel like flow easily and I don't have to try hard and I don't have to push doors to open them. I just kind of like, you know, maybe tap on it and it's things, you know, doors fly open for me. So that's how I know I'm in alignment and that things are coming easily. That's how I know they're working. Also, when I have energy and I wake up feeling like, oh, this is what I get to do today. That's how I know that I'm on the right path and that things are working. So, you know, I. I think everyone has, like, different parameters, right, for what they feel is right for them. But for me, being really intuitive, it's really, it's very emotional and visceral for me.

All right, wonderful. I'm looking at the chat. There's lots of great commentary that's coming in. One thing that comes up is, you know, Karen, Karen. I'll call on Karen because she's listed this publicly, but is the fear of, of, like, legal issues or, you know, not being able to hire an attorney. And I know that feeling quite well because when I was, you know, when I moved back to Canada, there were, you know, I'm like, I don't. There's no such thing as functional medicine here, right? And this is. We're talking like eight, nine years ago. And I'm like, who's regulating me? Like, what's going on over here? Because there's. There's nobody doing what we do. And you know, when you're operating kind of in that gray zone, it's actually quite interesting because you subconsciously play small because you don't under. Like, because you're just like, man, I hope nobody finds out what I'm doing, because what if I'm doing something and it's. It, you know, it's. It's off track or not kosher. And so I think it's important to hire that lawyer, that would be my recommendation. Because it's costing you more to play play small than it would be to hire the lawyer to know exactly what oper. What rules and boundaries you can operate within, and then play big.

Yeah.

So I had a. Interesting incident happen, like, probably like five, six years ago now. The medical board came to my office, the Ontario Medical Board came to my office and. And just give me a hard time. And I wasn't practicing at the time. I wasn't seeing patients at the time. And I was like, man, what took you guys so long? It took you guys like this long to come and find me. Like, I've been doing this, you know, I've been doing this ethically, of course, for a long time. And what happened after that was our practice exploded because I knew I was operating within the bounds of the law and, you know, I was able to actually, you know, lean in at that point. So sometimes, you know, for someone like Karen and anyone who's kind of weren't wondering about that, I would suggest that get to the bottom of it so that you can play big, because if you don't, then you're always going to play small. And there's nothing more expensive than playing small and not serving the people that need your services. Any thoughts on that from you?

That's. I'm, yeah, 111 on board with that because that's what was keeping me from completely being able to be myself, you know, online. I was so worried about, you know, regulatory bodies. And I'm in the US Just so everyone knows I. I am in the US And I'm a physician licensed in three states, and I do own a medical practice. So there. And I've done so many different iterations of my business, and I've, you know, I know where I got stuck and the places where I got stuck that kept me from growing. It was because I know subconsciously I didn't feel safe. So once I got that, once I got advice and I've spent money on advice, you know, like, I. Because I was stuck, I needed to know what to do. And once I had that clarity and once I put the parameters and boundaries in place, that was it. And, you know, a lot of what we worry about legally, legally is also legal. Things are also like boundaries. You know, I think of that as boundaries. Like, what boundaries do I set for myself and what boundaries do I. I set for other people? So, like, you know, that's just been how I look at it, and it's like, well, if I'm Scared, that means I'm bleeding out energetically and I don't have boundaries, you know, and to protect myself, like, to protect my, you know, I'm not grounded in my root chakra, right? Like, in my business. So, yeah, definitely getting legal advice was like the best thing I've ever done to do all the things I want to do. And the thing is, it's not that, you know, I, I think some people don't get legal advice because they're scared to be told that they can't do something. Right. But what, what, what actually it does, is that it? If you already know what you want to do and you take that to an attorney and say, this is what I want to do, help me figure this out. Help me, like, protect myself and put boundaries in place so that I'm protected doing it and I don't feel scared, right. To show up. That's when, like, the needle really moves.

Amazing. Amazing. Yeah. I love that visual. Well, I don't love the visual, but I appreciate the visual of bleeding out energetically. Right. And that's what a lot of people do. If someone from my team could drop Lisa Fraley's contact. So Lisa is an attorney that many people from our community work with. And, you know, there's plenty of people that you can choose from. I think there's probably a handful of people who specialize in functional medicine practices. And Lisa Fraley is a health coach herself, and I think she would be a great person for you to connect with. And you can set up a 20 minute call with her to, you know, kind of share your concerns and be able to have her or her team address that for you. So you hinted a little bit towards human design, so maybe you can explain exactly what that is to us so that we can explore, go down that rabbit hole ourselves.

So this is such a hot topic. I think I get on coaching calls. I get asked this, like, so much now. Like, you know, people are just like, spilling like, okay, before we start, here's my human design. So I'm like, okay, got it. I. Yeah. So I got into human design to try to figure out, like, how to practice and flex the muscles of my own intuition and how to bring things into my life with more ease. Like how to not really fight against life and just flow through life with my own natural, abundant, inherent energy, right? That I am, that I naturally have. And so I got into it at least probably a couple years ago. But what it is is like this new astrology where it combines, um, the like, I Ching philosophy, genetics, like actually, like, you know, 64 hexagram of the I Ching with 64 codons, right? DNA, like, that just blows my mind. Also, there's tree of life and Kabbalah principles in there. So it's.

It's just.

It combines a bunch of different things into, like, separating people out into, like, four to five different types of people and energies that we have. And we call them the main. The main things that delineate these people are their strategy and their authority. So basically, your kind of. Your strategy, what type you. What human design type you are, dictates what your strategy is in life to kind of flow through it with more ease. And so there are people who are energizer bunnies and have motorized centers, and they're, you know, and when I say centers, I mean like, kind of the, like energy centers. And then there are people who don't have that big energy that keeps motorizing them every day, and that's me. So there are different types. There's generators. There's something called a manifesting generator. There's something. There's someone called a manifestor, and then there are people who are called projectors, and there are people called reflectors. So there are different types. You can look up your human design type online for free. You can get your own free chart. And most websites actually tell you a little bit about your type and strategy, and they also tell you how to recognize your own intuition. And that's what I really love about it. So you do need to know your. Your birthplace, obviously your birth date and your birth time is really important. And so I. I have. I am what you call a splenic projector. So my intuition is pretty visceral and very subtle. So. Which is why you all hear I'm so into nervous system regulation and my body is. Because if I don't have, like, clear channels and I'm, you know, like, if I have a sluggish liver, I can't understand my intuition. Like, I can't be in touch with it. Like, my intuition is very into. Connected to my body. So anyway, once I started doing a lot of my marketing and giving masterclasses and getting on Facebook live and filming video, even my podcast, from my projector energy, right? I. That's when things started really flowing easily for me. And things are popping in my world like popcorn. Like, it just, you know, like, it's just it. That's how I know it's like, okay, well, this is working. And it felt easy. So that's how I know I'm in Alignment. So human design, when you, when you understand your own human design and you kind of live life by it, even kind of run your business, you know, with it, it can just help you navigate things more easily and recognize when you're in alignment, you know, with life, with the flow of the energy of the world. So yeah, I love it. Oh, you're muted, Sachin.

Oh, thank you. I'm gonna have you come and do a special presentation on this in the mentorship because there's a ton of people that are definitely interested in this and, and I actually met a human design expert a few weeks ago and it's so remarkable what we can learn about ourselves and how baked into, you know, a lot of ancient wisdom it is.

That's what I loved about it. So yeah, so much ancient wisdom there and how to apply that, like how does all that still apply to modern day society? Right. Which is what I love.

So we covered a lot of things because there's so much value that you could add and it's hard to really encapsulate everything that you have to offer, even a drop of what you have to offer in a half hour conversation like this. What advice would you give your younger self and seeing that younger self in all the attendees who are here today, what would that be?

It would be to really cut out all the noise, self care and is number one and really to fall in love with yourself and be yourself. So I wish that I was more magnetic and more energetic.

Right.

And a lot of that, that magnetism, right, that came with, you know, running my business really wasn't there before because I was so scared to be myself. And you know, that's why for me I'm so big on the inner work for all entrepreneurs. It's been such a spiritual journey for me. I ended up like finding myself, meeting myself, it's almost like a, it's almost like a plant medicine journey, like entrepreneur journey.

Right.

Ended up meeting myself. And so the self care is number one because to have longevity, not just in health, but you want to have longevity in your business. You want to, you know, you want to be able to enjoy more of the wealth that you create because there's no point in that and creating wealth if you can't enjoy it. So your self care will lead you to your freedom. So like, you know, you go into the five freedoms. Health freedom, emotional freedom, geographic freedom, time freedom and financial freedom. Last that health freedom is number one because you can't have everything else if you don't have your health. So that health Freedom and that self care and, you know, learning, falling in love with yourself, to care about yourself, that comes first, and it opens the doors, and that's what leads you to the freedom in your life and in your business. That's what I wish I knew and that I double down on.

Yeah, same here. You know, there's. I think it's a Jewish proverb, and it says that people will spend the first half of their life trying to make money and then the second half of their life spending all that money trying to recover their health. So it's. I think, I think as practitioners, we can fall for that trap as well, especially when we get into the entrepreneurial side of things, because not only do we have to. Not only are we an employee in our business in many ways, but then we also have to be the CEO and, and the person that's running the business as well. And that's a lot to take on, especially if we're not pouring back into our own or emptying our bucket, if you will, or pouring into ourselves and really making sure that we're taking care of us. And I love what you said. Fall back in love with yourself. Because one of the things mantras that I know you and I both share is, you know, love yourself to life. And, and I think that's, it's. It's high time that we all do that is love ourselves back to life.

Yeah, I agree. It's that pouring back into yourself is. Is what we forget to do. And you know, as a lot of, like, practitioners here, especially functional medicine, you know, we, we talk heavily about, like, detoxing and detox and energetically, we want to, like, detox. So we sage and we palo santo and we do all the things, but then once you clear energy and you detox, like, what are you doing to fill that back up? So not only do you have to, like, detox and then put good food and supplements or whatever you need back in your body, you need to do that energetically for yourself as well. Right. So once you clear energy, you've also got to pour back love and light inside yourself, you know?

I love it. Thank you. I could talk to you all day. As you know, we could go deep.

So I love it.

How can people learn about your podcast? I'd love to. Maybe you can drop a link so people can. Can learn more and tune in. It is the top 5% of podcasts, if I remember correctly. Congratulations on that. That's super awesome. And again, things are popping off like popcorn in your life, right?

Yeah, it's my. I'm bringing my projector energy. That's, you know, the projector is a natural. I saw there's a lot of projectors in the chat. Projectors. So, you know, we're natural born coaches and practitioners and we're the easy breezy genius and we see the big picture. So if you feel like things are working, it's probably because you, you're just not showing your own inherent genius to the world. We got to do that first to then get the invitation. So I love you all projectors and I love you all here today. So, so thank you so much, Sachin, for having me.

Thank you. Let's, let's all show Liana some love in the chat. And Liana, if you're, if you're so available, I'd love for you to tune into some of the amazing comments that came in. There's lots of questions that came in. Yeah. So thank you for that. And I think I may have mentioned this in the beginning, but Leanna is also a coach in our mentorship program. So if you ever are part of our mentorship or some, I know some, many of you are in this, in this call today, she's somebody that you could definitely connect with one on one. And not only can she coach you on some of the things we talked about today, but also coaching you on really, you know, developing your business and personal practices as well. So thank you, thank you, thank you, and I so appreciate you. All right, Lots of love to receive in that chat. Thank you, Liana. Thank you for being here and thank you for everything that you do. Wow. Almost. I feel, almost feel like I need a break just to kind of soak that all in. It was so good, so good to, to be in that energetic space and vibration of somebody who's, you know, found their. Found their path and their calling. Now this actually segues perfectly into the next thing that we're going to be talking about, which is an exercise that is crucial to our sanity, as you'll soon find out. And it helps us in identifying the things that are serving us and the things that are no longer serving us. So when I joined Genius Network, which is a mastermind that I belong to, the first thing that we did was this exercise. So I'm going to save you $25,000, and we're going to do this together right now. And it's so simple. But usually it's the simple things that work the best. So this exercise is called Half versus Elf. And why it segues so perfectly from Liana's conversation into this exercise is because this is where we get to release the things that are no longer serving us, or at least identify them. And it also allows us to identify the things that we love doing and do more of that. So write this down. Half stands for hard, annoying, lame and frustrating. Hard, annoying, lame and frustrating. And elf stands for easy, lucrative and fun. So this actually comes from my friend Joe Polish, who wrote the book just released through Hay House called what's in it for Them? If you're in our mentorship, you will be getting a copy of this. And all I need you to do is write down the word half on one half of a page and the word elf on the other half of the page right at the top. And this is such a simple exercise. However, I do not want you to let the simplicity of this exercise reduce its value in any way, shape or form. So what you're going to do as you start filling out your list is you're going to identify the things. The things, the people, the places, the circumstances, the projects you're working on, the software that you're using, whatever the case may be, okay? It could be personal, it could be professional, it could be something around the house that's driving you nuts, that's hard, annoying, lame and frustrating. So the idea here, you're not going to share this, you know, the whole list, at least with anyone else. So if somebody in your life is hard, annoying, lame and frustrating, then so be it. So we want to write these things down without judging them. Okay? So the idea here isn't to judge what we're writing down, but just to write it down. And on the right hand side of your page, underneath elf, you want to write down the things that are easy, lucrative and fun. So what are the things that are easy, lucrative and fun for me? I'll give you an example. Hard, annoying, annoying, lame and frustrating is accounting. I'm not a bookkeeper type of person. I. I'm on the Colby score. I have a very low follow through score, okay? So I'm not the type of person that likes to do that kind of stuff. And it's not my strong suit. So guess what I just figured out if I make enough money, I could pay someone else to do that. And for me, it's just easier to make more money than to figure things out myself and not have to do them. Some things are things that we just despise doing. What are those? When I was young, I was trauma. My mom traumatized me washing the dishes because every time I'd leave the tap on, even just a little bit. She would come and turn the tap off, and I turn it back on, and she'd come and turn it off. And so I don't know if anyone else's parents did this, but it was in an attempt to save water, right? In an attempt to save money. And it traumatized me to the point where I said, I'm just going to make enough money where I can throw out the dishes every night and I don't even have to wash them, which obviously is not very practical or environmentally friendly. But sometimes certain things can trigger us to think a certain way. And so for me, doing the dishes is hard, annoying, lame, and frustrating. If you said, do these few dishes in the sink or go and mow the yard outside, I'd go and mow the yard outside, okay? Even though it's way more work, I just don't like doing it, okay? So we don't have to always justify why things annoy us or why they're frustrating or why they're lame, and we don't have to judge them either, but just write those things down, okay? So, of course, dishwashers are super helpful and so on and so forth. What's easy, lucrative, and fun for me is I love speaking. I love getting on stages. I love connecting with people. I love, you know, communicating with people and. And helping them see things through a different lens or through a different light. So that, for me, is easy, lucrative, and fun. However, for my wife, that would not be easy, lucrative, and fun, okay? And not because she's any less of a person, but because that for her can be hard, annoying, lame, and frustrating. So again, we're not judging, we're just writing down. So I'll give you all a few minutes, and what I want you to do is, again, without judging, just write down whatever comes up for you. I'll put on some thinking music for you as well. Yeah, Jam it. Sa. All right. So you can keep writing if you need to. And what I want you to understand is the things that are hard, annoying, lame, and frustrating for you are actually easy, lucrative, and fun for somebody else. So, for example, an accountant loves accounting. At least I hope they do. And that's easy, lucrative, and fun for them, okay? So here's the thing about being in business. Once you identify the things that you don't like to do, or the things that just drag your energy down, or the things that just thinking of them lower your frequency and vibration, then chances are doing them is not going to raise your vibration, right? And chances are that it's probably not going to get done. And chances are if it does get done, it's probably not going to be done as well as it could be done. So in the beginning, you know, you. You may have to do a lot of these things. You might already be doing a lot of these things that are on that list, but by simply writing them down, you've now created, you know, an opportunity for the universe to identify these things for you and also identify solutions for you. Remember, every solution, every problem, every answer you're looking for already exists in this moment. You might already have the business card of the person that you need to contact to solve this problem for you. You might already have the email address or the website for the person that can help you fix this problem. There's a great quote that I live by from Dan Sullivan, and he says, if you have enough money to solve a problem, you don't have a problem. You choose to have a problem. Okay, let me say that again. If you have enough money to solve a problem, you don't have a problem. You choose to have a problem, okay? Now, if you don't have enough money to solve the problem, then you've got to figure out a way to get there, right? So we want to figure out how can we make more revenue, right? What can we do that's easy, lucrative, and fun, that puts more energy in our favor, puts more money in our bank account so that we can then pay somebody to solve this problem for us. Okay, if you don't like tech, then guess what? There's people that love tech. That's all they do for a living. And they could do it better, faster, and cheaper than you could. Okay, imagine hiring a functional medicine practitioner to build your website for you, right? That's what your business is doing. If you're the one that's doing that and building it from scratch, right? Imagine hiring a functional medicine practitioner, in Liana's case, to clean your office for you, right? That's what you're doing. And we have to think of our business through that lens. And it's when we think of our business through that lens that we start changing our behaviors. Until then, the behavior doesn't change. And what ends up happening is we subconsciously tell ourselves that our. That our time isn't worth that much money. So I always use my parents because they're such amazing people. I love them to life. And one of the things that, you know, it's. It's interesting because a lot of our subconscious beliefs around money are kind of embedded and ingrained from our childhood, right? And my parents have, have, you know, they got their subconscious beliefs from their parents, right? So those are hard to change sometimes. And so my brother and I have very oppositional from our parents beliefs around money. And so it's interesting to be in that environment having a whole different set of beliefs. Okay? So yes, there's a lot of things you could do on your own. However, the question is, should you be the one doing those things and can somebody do it better and faster and quote unquote, cheaper than you doing it? So we must value our time. So many years ago I would tell my dad, hey, you know, my time is worth $500 an hour is kind of a running joke in our house. It's worth a lot more than that now. And if this conversation about money isn't making me or saving me that much money, then it's not worth having, okay? And that's not, you know, because it's funny because I don't know if any. I see some Indian people here, so I don't know if there's an Indian parent thing or an immigrant parent thing or whatever the case may be, but you would drive around all over the place, completely devaluing your time to save a few bucks, right? And you were happy that you saved some money at least my parents were happy they saved some money. But I'm like, dude, it took you the whole day, like, what else could you have done with that day that was a revenue generating activity instead of just saving a few bucks activity. Now, they didn't always have that opportunity because they were employees, right? But entrepreneurs need to think a little bit differently, right? So we can't have. If our parents were employees, their mindset, their money mindset is going to be radically different than an entrepreneur's money mindset. So part of our journey is going to be to rewrite that money story. And it starts with us, right? So it starts with baby steps. Not going to happen overnight. But just recognize that if you're spending a lot of time, energy, effort, doing things that you're not good at, that you find annoying, you find frustrating, you're probably going to procrastinate, you're probably not going to do them, they're probably not going to get done. And guess what? Your business suffers. And guess what? You also feel down on yourself because you feel like a failure for not doing the things that you don't like doing. So the general rule of thumb here is 8020. It's not. Remember being an Entrepreneur is it all sunshine and rainbows. So 80% of the time I want you to be focused on easy, lucrative and fun, okay? And then 20% of the time is hard, annoying, lame and frustrating. That's just Pareto principle. That's the rule that is found throughout all of nature. Now we can over time chip away at that, right? So that we're spending less time doing the things that are half and more time doing the things that are easy, lucrative and fun. Now if you don't like social media, then guess what, don't do social media, but find something else that's easy, lucrative and fun for you, right? We can't just not like anything that's required to grow and operate our business, right? That's not going to last very long. You're going to run out of money pretty quickly with that mindset. So we have to find things that are easy, lucrative and fun, that generate revenue, that create impact, that create income, so that we could hire the people to do the things that we don't like to do. Okay? So the more you dislike something, The more you should earn money to pay someone else to do it for you. Now, I know so many people that have spent, you know, months or in some cases even years trying to do things on their own. And when I do the math, the website that they didn't want to spend, you know, or pay somebody a couple thousand dollars to develop has cost them three to four years of their life. And it just never got done right? So then they always played small, they never felt like they had a real business. And guess what? They never put their message out there because for them, that was like the stumbling block and they just kept tripping over it over and over again. So whatever you're putting off, let's. Let's start chipping away at it. Let's find people that can help us get it done. Because it odds are not getting it done is costing you more than getting it done. Okay? Not getting it done is likely costing you more than getting it done and getting it done, right? So here's what we're going to do just really quick, because I'm always curious as to what these half versus Elfs are that are coming in for people. But. Hold on. Okay, so. Here's what we're going to do. We're going to post in the chat and I'll show you an example of how we're going to post this and we're just going to simply share what our half versus Elf is and I just want you to share One thing, okay? So I'm going to share mine so you can see it, and then I'm going to invite you to share as well. So one half and one elf. So for me, elf is public speaking and a half is accounting. Okay? So for Pamela, Facebook ads. Yeah, I would definitely not encourage you to manage your Facebook ads. It's probably costing you way more money to manage it than somebody else would, and you're not going to do as good of a job. Right. Diane says marketing. So here's the thing with marketing. Marketing is essentially storytelling, right? And so we have to have marketing and sales in our business. It's the lifeblood, it's the oxygen, if you will, of our business. So we can't say we hate an entire category of our business. What aspects of marketing do you not like? Right. Because having a conversation with somebody, that's marketing, in my opinion. Exchanging a text message with somebody and supporting them on their journey, that's marketing, in my opinion. Networking is marketing. Okay? Being on a billboard is marketing. Facebook ads is marketing. Instagram ads is marketing. Sponsoring an event is marketing. Right. Joining toastmasters like Natalie did, that can be marketing as well, because you're networking with people, so you want to make sure that you're not just taking a. Having a broad brushstroke with this. You want to get very particular with what it is that you don't like. Okay? So Catherine says web design and programming. Yeah. There's people that do that for a living, that love doing it, that can get it done in no time for you, believe it or not. And if you don't know someone, we can definitely connect you with people that can help you in that regard. And the reason I'm having you post this publicly is because we want to see if we can help you with these things. Right? We want to see if we can help you solve some of these challenges that you might have. And, you know, I see Jane Hobson has wrote technology again, that's too broad of a stroke. Right. Because if you like, technology is allowing this call to take place. Right? Technology is what powers our phones, powers our computers, powers our cars. So we can't say that technology is hard, annoying, lame, and frustrating. What part of it? The more granular and the more specific we get, the more likely we are to actually find a solution. Right? So what part of technology do you not like? Could be website development, it could be email automations, it could be building a landing page. Right? What part of it specifically? The more specific you are, the more likely you are to find an answer. Okay, so I see a lot of funnels, landing pages. Amazing funnel creation. Oh, we got you covered. You're in a good spot. You're in the right place. Okay, so keep them coming. If you haven't typed it in, keep it coming. And my team is going to go through this and make sure that we can provide you with some solutions and answers. Here's the thing. Technology, in my opinion, is one of the greatest inventions of our lifetime. Right? It's provided us with, I mean, the ability to have this call, the ability to connect with people halfway around the world, the ability for people to jump online and find our website, the ability for us to send out emails automatically. Okay? And it's sometimes it's hard, annoying, lame and frustrating when you don't know how to do something, right. When you don't know how, of course it's going to be difficult, but when you know how, it becomes so much more easy for you to do. Okay. A lot of times with technology we can have templates or tools and resources that can help us build these things in literally no time. And that's one of the things we'll talk about a little bit later today. So thank you for sharing and thank you for providing me with further insights. And, and I see that there's so many great things that you could be doing and spending more of your time doing. So the time that you spend working on something that's hard, annoying, lame and frustrating, if you were to spend that same time doing something that's easy, lucrative and fun, chances are you could probably hire someone to do that thing you don't want to do anymore. Can everyone kind of see that? Right? I mean, that what's the point of making money if it didn't solve a problem for you? So in our business, we have to realize and recognize that some of these things, most of these things that you're describing here are one time expenses, right? So getting your funnel built, that's a one time cost. Getting a landing page done, that's a one time investment. But not getting it done is costing you every single day, every single day that goes by, it's costing you not to have these things done. But if you get it done, it's a one time expense. Okay? So keep that in mind as well. And this is a great exercise to do with your team. So if you, you know, one thing I'd say take back from this session is to do this exercise with your team because what that's going to do is it's going to allow you to see if your team. If you have a team at this point, if they're doing things that are hard, annoying, lame, and frustrating that are easy for you to do. Or maybe there's things that are hard for you to do or frustrating for you to do that they would love to do that are in their wheelhouse. Believe it or not, there's people that love to do what you hate to do and vice versa. Okay. And you might even see some of that on this list. I love technology. Right, I see. So I see a lot of people saying it's their half, which is fine, but it's my elf. Right? And I know many people who it's their elf for now, some people. Their elf is getting in front of a group of, like, a hundred people and teaching or being on a webinar and teaching. Do more of that. Right. And get in front of more people so that we can spread our wings and spread our message. This is a good exercise to do quarterly, in my opinion. Okay. And Lisa says that Tech is her elf, too. Awesome. 2 peas in a pod. Love it. So now, one of the things I want to talk about is, I think is extremely crucial, especially at this time of year and this day and age, and especially when we think about the energy centers that are involved in building our business. So the first energy center in your business is relationship capital. So all of us start a business, and we walk into that room or walk into that business completely naked, except for the relationships that we have. We may not have a program. We may not have a product. We may not have a marketing message. We may not have any of the assets and tools that we need for our business. But what we all walk into that room with is relationships. Right? Of course, the relationship with ourself. A relationship with our parents and our friends and our loved ones. As far as I know, none of us were teleported here. And, you know, this very instant, we all have friends that we grew up with. We all have relationships. We all have friends. We all have mentors. We all have individuals that have positively impacted our lives. And so I encourage you to work on building, reinforcing, reestablishing your relationships. Because if we think about trust, the relationships that you have, you already have. Chances are you already have trust in those relationships. Now, I'm not saying that these people are going to be your patients. Some of them might be. Eventually they'll all be your patients. Right? Because eventually they're all going to need you. But they may know other people. They may know other individuals. We can Also deepen our relationships with people who've been supportive to us. Right. It could be even people on social media who have been following us. Again, not necessarily. We're not necessarily only acknowledging people that are doing business with us or will do business with us, but we're acknowledging the relationship itself. Because I promise you that everyone that you know knows someone who could benefit from what you do, every single person you know knows someone who could benefit from what you do. Now, if you, you know, maintain and establish a healthy relationship with these individuals and stay top of mind awareness, then guess what? You have an unfair advantage. And they're going to help you do a lot of the marketing for you. Okay, so this time of year is a great time of year to, you know, acknowledge people, to spend a moment and be grateful for them and to reach out to them and connect with them. And guess what? That's not happening these days. Right. How many of you in the last year. Well, yeah, we'll. We'll say that last year have received a handwritten card from somebody in the mail. Okay, so like a handful of people. And how did you feel? Did you feel special when you got that card? Oh, yeah, right. How much does sending a card like that cost? A couple of bucks. But it goes a long way. Right. And odds are you won't forget that person. How many of you have received a grateful message from somebody in the last 12 months just randomly saying, I'm so grateful for you, so appreciative of you, thank you for being you? Feels amazing, says Marilyn. Yeah, it feels awesome, doesn't it? How much do you think that cost that person to do it? Probably $0. Right. But you'll never forget them. And if they ever need anything, you're there to help them. If they have a service that somebody could benefit from that you know, or aware of, guess what? You're probably going to recommend that person. So here's what I'm going to invite you to do. We're going to workshop this together, and I think it'll be a great exercise for us to do. We're going to do it now. Okay, so. So the idea here is to take immediate action. Some of you might choose different ways of corresponding with people, but we're going to keep it really, really simple. So I've created a playbook, and I'm going to drop the link in the chat here. Give me one second. And you're going to create a copy of this. So let me drop this in the chat, and I'm going to turn the chat off for a moment. So if you're wondering why it doesn't work, it's because I'm turning it off so that you could grab that link. Okay, so go ahead and click on that link, And you should be prompted to make a copy of this page. So it should look like this for you. And you're just going to click on the blue button that says make a copy. Is everyone able to access that? Yeah. Thumbs up. Okay. Beautiful. All right, so in this document, giving you a few ideas to work with, and the first thing that we're going to do is we're going to start by creating a list, right? A list of 10 to 25 people that we would like to acknowledge. And you'll find that you might be like, 25, but you'll probably find that the list can easily get up to 50, no problem. So start with 10, and then, you know, work up to 25. If you need to, just give yourself a few moments and acknowledge, or just write down the list of people that you'd like to acknowledge. And for the purpose of this exercise, in this moment, you can stop at 10. Could be your parents, could be your siblings, it could be your spouse, it could be your child. It could be somebody who's been responding to your Facebook, you know, posts that you've been putting out there or Instagram posts. Could be a team member. It could also be somebody who you've been following, somebody who's been, you know, passively or unknowingly even mentoring you. It could be somebody you know, personally, but it could also be somebody that inspires you. Now, there's different ways that we can connect with these people and show gratitude. One is an email, a text, or a Facebook or Instagram message that costs you $0 and literally takes just a few seconds to do. But it'll change that person's day, I promise you, just like it changed yours when you received one. Another way to connect with somebody is to send them a handwritten card, right? So you might limit this to a handful of people that are really meaningful for you. Sometimes it's hard for us to express in words how we feel about somebody, whereas writing it down can be so much more powerful and it's more permanent, right, because they get to keep it. You can also send a thoughtful gift and a note, and based on, you know, your relationship with that person, the price may vary. An example of something that I'm doing for my mentor is, you know, I've crazily just discovered how clothing affects us and switched out all My clothing to all natural materials versus any synthetic materials. I was famous for wearing Lululemon all the time, and I realized that that clothing is. Is actually not that good for you. So I changed all my base layers. But the person that introduced me to Lululemon, he's still wearing it, so. And he's my mentor, Joe. So I'm buying him new clothing that will introduce him to, you know, merino wool and other natural materials. Okay. So a couple hundred bucks goes a long way. He'll never forget it. And, you know, that's a drop in the ocean of the value of my relationship with him. You could also send a sample of something that you use in your practice, right. If there's something that you really love. You know, one of the things that I've discovered. Not sure if Laura's here, but one of our clients, Laura Collinwood, she actually makes a fantastic product. Her company makes USP grade magnesium. So it's called Health and Wisdom. And so products are amazing. I use them every single night. And, I mean, I know everyone can benefit from a great night's rest. So I put the magnesium oil on the bottom of my feet every night, and it's dramatically increased my deep sleep. So guess what? I'm buying this or products for a whole group of people who I deeply care about. Right? So I'm supporting a business whose owner I. I care about as well. And I'm also, you know, showing love and affection for the people that mean a lot to me. Another way is to make a donation to a charity in that person's name or in your name, you know, or their name, rather, that they support. And if you're looking for a useful gift, little plug here for my wife's book called Healing Habits. It's a wonderful book, and Deepa will be coming on a little bit later to share. And it's a great book that complements the services that you're offering. It's not a pitch fest for her services or our services. It's really designed to help that person have healthier habits each day, right? So you might send this to the people that said not now to you, right? The people that you got on a discovery call that had to think about it, had to wait about it. Well, let's give them a little bit of a nudge, right? Let's do something nice for them, right? You probably have their addresses. You can send them a handwritten card, send them a copy of Deepa's book or just the card on its own, and just say, hey, I'm thinking about you. I know that, you know, January is a big time for people to really think about their health and their wellness. And I'd love to know if there's anything I can do to support you on the journey. How many other cards do you think they're going to get this year? Probably zero. So now that you've got your list, what you can do is you can start categorizing, categorizing these people. How do you want to reach out to them? Right. So is it an email? Is it a text? Is it a card? So just put a little annotation next to that person's name based on how you want to reach out to them. And the people that are emails or texts or simple messages on social media, I think those are low hanging opportunities for us to address. So we could do some of those right now. So the challenge right now, and it's an easy one, is for you to do exactly that. So what I've done is I've created a few samples of messages that you can send to individuals. And of course, you want to make this your own. So if you've got mentors and coaches, family and friends, supporters, people that are inspirational to you, you can take this message. Now that you've got a copy of this document, you can edit it and modify it and make it your own. You could personalize each message if you want, Maybe some aspects of it are common or generic. And then you personalize certain attributes of the message. And what I love to do is I love to get people's mailing addresses. One thing that you'll learn is that people's mailboxes are empty these days.

And.

Their inboxes on email are full. How many of you, just from a show of hands, have received a card from us? From me, Something physical from me? Okay. It means you're on our mailing list. Right. So. There's great ways to get into people's mailboxes. We won't talk about that today. It's a little bit more advanced of a strategy. But imagine it being as easy to send somebody a card as it is to send them an email. How many of you would be interested in something like that? Sending a card and making it as easy as sending an email? Yeah. So there's a great service that we use, and with a click of a few buttons, you know, I was able to send out a thousand cards for about $1.50 each, printed, put into an envelope, personalized for each person and full color. Okay. So depending on the scales that you're operating at. You know, if you've got a few hundred mailing addresses, might be hard to acknowledge all of those people with a handwritten card, but that doesn't mean you're not thinking about them. And there's really cool ways that you could personalize cards, which, again, we won't talk about today in too much depth, but there are ways to make your life easier, too. So here's what we're going to do. We're all going to take a moment right now, and we're going to send five messages. I'm going to put on some working music, and we're going to workshop this at this very moment. And when you're done sending your five messages, then you can go ahead and type in done. And I'm actually going to do this right now myself. I can think of a bunch of people that I want to send a message to. Sa. All right. Who needs more time? Look at that. Doesn't it feel good to send these messages out to people even if you just sent one? Doesn't it feel great to be able to share with someone how grateful you are for them? Brenda's already got one response. I've got to hear this. Brenda, let's get you to unmute yourself, if you would Let me find you here. One second.

I actually just got two as we. As you were waiting to unmute me. But the first one, she said it was a friend of mine who I don't get to connect with too often, but when we do, it's just. Just like we pick up right where we left off. So I sent her pretty much close to the message that. That you had in the playbook. And her response was, now you went and made me cry. I love and appreciate you so much, too. I know no matter how much time in between, we are connected forever. Like, we have no pause button. And that's what I love most about us. You are my bestie. Best. Happy holidays, my friend with a heart.

So beautiful.

Yeah.

You can only imagine how she feels. Right? So.

Exactly.

Yeah. And the interesting thing they learned about gratitude is that we actually get just as much, if not more, benefit expressing gratitude than actually receiving it. So in some ways, this is for us as much as it is for the other person. And it's a great way to remind ourselves of all the people that are there to help us, to support us. And, you know, guess what? They're. They're going to be there even more. They're going to lean in even more, and it makes you stand out from the crowd. And that's not why we're doing this, but it's a natural byproduct of just being a fantastic human being. And. And here's one of the things that I learned that I want to share with everyone. So the. The key with this is you actually have. As soon as you think of someone, you've got to beat them to the punch. So the moment you put the thought out there, they're also thinking of you. And so there's going to be times where you think of someone, you know, like, man, I should message that person, and you put it on the back burner, and then they end up messaging you. Not a bad thing, right? But then you don't want to be saying, man, I was just about to message you. Right? It's just better if you just send it off right away. This is a great practice that you can do first thing in the morning. So when you go on social media, instead of just aimlessly, you know, scrolling through social media about, if you start each day with a little bit of gratitude, right? And you might even acknowledge someone, like everyone who's out there putting their message out there, all of you who are doing that, I mean, how great would it be to get a message from somebody who you may not even necessarily realize is following you, but just acknowledging you and saying, hey, I see you. I see you doing the work. I see you out there trying to help people. And you may not. You may or may not hear this very often, but I wanted to let you know how much I appreciate the information you're putting out there. I mean, how much would that change not only your day, but how much would that change somebody else's day? Right? And technology and social media and things like that give us an opportunity to do just that. So I know some people don't like Facebook and social media, and I think there's obviously political issues there that we won't get into today. But I love the ability to instantly connect with somebody and make their day better. Just like a hammer can build a shelf or it can tear down a wall, it's a tool. It's how we use that tool, and sometimes it's how that tool uses us. So thank you for doing this. Thank you for. For playing and sending out that message. How many. Has anyone else received the response yet? I got a lovely message from Saima. Thank you, Simon. I think Joe has sent me one as well. Thank you, Joe. I haven't responded yet. Appreciate you and. And thankful and grateful for that. And I saw A few messages come in here as well into the chat. So this is such a great practice, such a great exercise and will it translate to your bottom line? I don't know. But will it make you a better human being who's more grateful and more fulfilled? And will people want to help you more? Absolutely. Okay. Michelle, Michelle got a free lunch out of it. How about that? Her sister invited to lunch. Tina received one already. Danuska's received one already. Saima received a response from me. Lucy's got one already. So you see how fast this can happen, right? And the feedback and the response is, is relatively instantaneous. The, the handwritten letter takes a bit longer to get done and to receive some feedback back from, but the impact I can promise you is, is pretty great. So use this playbook. I would do this regularly. This is a great time of year to do that because you know, again, people are in that festive spirit. It's a great time for you to reflect on 2022. It's a great icebreaker and just saying, hey, I'm reflecting on all the people and that I'm grateful for this past year and you came up in my meditation or you came up in this, in this process. And I would love to acknowledge you for, for being there, for supporting me, for inspiring me, whatever the case may be. I see Yvonne's got a card in her hands there. Awesome. So use this. This is such a powerful tool. Okay. It's such a great tool for you and, and your business to, to practice. Okay, well, let's keep trucking on here. We still have a few more, few more things to cover. I never get through everything that I want to. It's just there's, there's, there's almost like no way to do that. Who needs a bit of a bio break? Anyone need a bio break? Okay, why don't we take five minutes? I had a schedule for a break at three, so we're just, just a, a few minutes behind. So why don't we take a 10 minute break and we'll come back at 3:18 eas. And for those of you that want to keep sending out messages, by all means, I invite you to keep going for it. Sam. Sa. Sa. Sam. All right, friends, home stretch. Almost there. Hope you had a chance to move around, dance to that wonderful music and celebrate this beautiful life and body that we all have. So I find that exercise so exhilarating. It's just so cool to be able to share and express with people with just a few clicks of a button and Your mouse or your keyboard and mouse, how grateful you are for them and, and trust me, it goes a long way. So I invite you to continue this practice, as I mentioned, and you know, spend the next, you know, spend the next day or two just really engaging with it and make it part of your daily routine. So start each day with a simple gratitude note to somebody. It's simple, it's effective, and I think it could be a great way for, for you to get, you know, top of, become top of mind awareness for people. All right, so what I wanted to do is I wanted to cover just a few more topics and, and then we're gonna wrap things up, we're almost done and you'll be on your way, you'll be on your way to impact more lives as a result of what you've learned today. So one of the things that we need to be doing more of if we're not already, is building kind of relationship capital with individuals in our community. So I know many people or individuals say that, hey, I don't like social media, like what are other ways that I can, other strategies that I could use to build my business? And you know, mind you that there's many strategies that you could use to build your business. So I want to talk about a few that can be beneficial for you and something that can be really easy for you to implement. And this is actually a really easy strategy and very similar to reaching out to people, expressing gratitude. We're going to reach out in this case to people and express that we want to connect with them. So here's one thing that I've learned over the years is if you can be the best customer for another business who also serves your clients in a non competitive way, then that could be an excellent way for you to build a relationship. So let me give you an example and many of you probably already know this, but what are other businesses that provide a similar service or not similar service to you, but service a similar avatar as you, your ideal client, where else are they going? Right? So you might be working with people online, but these people also live three dimensional worlds, right? They might go to yoga studios, they might work with a personal trainer, they may shop at a local health food store, they may patron certain businesses, they may go to certain saunas or ice bath houses that are close to you. Where else are these people hanging out, right? So when you really know your avatar, you really get to understand where else they go, right? Because they're not just doing business with you, they're doing business just like you are with hundreds of different companies and vendors and stores and shops and all kinds of stuff. So this exercise or this kind of strategy is to connect with people locally. Because before the invention of social media, before online marketing, there was regular marketing, right? It was called being a human and connecting with people. So what you can do is you can make a really simple list of some of the organizations and businesses where your ideal client patrons. So a simple one that comes up for me is a yoga studio, right? Another one that comes up for me is a sauna with a cold plunge, right? That's something that entrepreneurs are really into these days. Another thing that comes up for me are other conferences, right? So if I want to work with entrepreneurs and support them on their journey, it probably makes sense that I go to conferences where entrepreneurs are hanging out, right? Where everyone in the room is a business owner or an entrepreneur. So I join other networks like Genius Network as an example. Okay. Another example could be a personal trainer, right? Personal trainers work with people who are invested in their health, who have disposable income in order to be able to do that. Now here's what you can do if you don't know an individual like this, you can start searching on Google. So you can go to Google and based on, you know the category. So you can search yoga studio in your town or close to me or near me. And you can start doing your own due diligence and research and identifying some of the top studios in your neighborhood, some of the top practitioners, some of the top trainers, some of the top saunas or ice house, ice bath houses that are close to you, wherever, whatever that list is, right? So that the information is at our fingertips. And then what's really easy for you to do is to send out a message that actually connects you with them, okay. And set up a time to meet with them. So here's a little script that I wrote. I'm going to drop it in the chat and it's really simple. You can use this via email and it goes something like this. Hi, my name is Satchin. I'm a local functional medicine practitioner. I've been searching for the best yoga studio in our community and your name has come up often. I'd love to know how I can learn more about your services so I can refer my clients to you. Are you free to connect? Now, when we deploy this strategy, we want to be using the what's in it for them Framework, right? So this is a book what's in it for them? My friend, Joe Polish, if you don't have this book. Fear my mentorship. You'll be getting it. But if you don't have this book, then I encourage you to pick it up, because it's not about what's in it for us.

It.

It truly, truly is about what's in it for them. And that's the attitude and the mentality that you want to go in there with. So using this script, it's very unlikely, unless somebody is not interested in growing their business, that they would turn you down. Now, you might be wondering, who am I going to refer to these people? Any guesses as to who you're going to refer to this business? You. Right? You're going to be patient number zero. So you can actually vet if this person is as good as you think they are or as good as the reviews say they are. And this is how you develop a personal relationship with somebody locally. This is how we would have done it before social media was invented. And I see some of you here are old enough to remember what it was like not having the Internet, right? Not having social media, not having technology at our fingertips like we do today. Now, sometimes technology can be a tool, sometimes it can be a crutch. So you still have to get out there and connect with people in person. Here's the thing that can be a little misleading. If all you focus on is online marketing, is you're only seeing a small fraction of what other successful business owners are doing, right? So social media doesn't tell you everything I'm doing on a daily basis, right? You're just seeing if you're. If you're lucky, that is right. If you're lucky, you might come across somebody's post, right? Not all of you even see my post. If I post something and I don't see all your posts, if you post something and neither do your friends, that's just the nature of the beast. So when you do catch a glimpse of what somebody's doing, you're only getting a drop in the ocean of what they're actually doing on a daily basis. So for young and budding entrepreneurs, that can be a bit misleading because you might think, well, all I have to do is just post online because that's all I see this person doing. Well, guess what? That's all you see that person doing. There's more to it, I promise. Okay? I promise you. I know Mark Hyman personally. I promise you. He's not just posting on social media to build up his brand and his business, right? He's flying back and forth. He's doing all kinds of things to make it happen. He's speaking at all kinds of events, events that you've never even heard of, where he's invited to speak to, right? So I. I had a friend of mine, he's like, you know, he went to a longevity presentation that was being done for YPO in Miami, and he's like, man, this Mark Hyman guy, he's speaking, he's saying all the same stuff that you would say. Like, all the stuff that you've told me, I'm like, have you ever heard of him? I'm like, have I heard of him? Right? So, you know, he's out there doing the work, right? He's out there doing the grind, and we all should be, okay. So there's community, there's places that I go and speak at that you would never know, right? So there's things that successful people are doing that go far beyond the scope of just posting on social media. So if that's you and you're guilty of that, then you're going to need to have a offline strategy. You must, right? So I don't, you know, I love social media. I love that most of you probably connected, you know, into this event through social media. But that's not the only thing that we're doing, okay? So if you were, even as an online business, if you were to identify where most of your clients come from, chances are, if you were to map it out and put a pin, they're probably close to you. They're probably close in proximity to you, okay? So get out there, do some cool stuff. Like, that's the cool thing about what we do, all right? We can go to cool places, connect with cool people, have amazing conversations where we can add tremendous amounts of value. So you're going to want to have a strategy to build connections, to be human, okay? To support other businesses, and only then can we ever even expect somebody else to reciprocate. So every product that I use, every service that I recommend, including the oil, which I shared with you, a link, I use it first, and then I recommend it to other people only if I see a benefit from it. And you should be doing the same, right? So support local businesses. They will in turn support you. Even if you're offering your services virtually, you could be a. You could be a local business and offer your services virtually. There's nothing wrong with that. You don't have to just play in the online world, okay? And then once you get to a certain level, then you might realize, okay, I need to go into the online world and help and reach and impact more people. So don't let that be your only strategy is a mistake. I see people making all the time. They're like, I'm posting every day, I'm doing this every day. I'm like, well, how many, how many doors have you knocked on? Right? How many people in your community? How many of your neighbors actually know what you do? Right? Do your neighbors know what you do? Do your, does your inner circle of friends even know what you do? Could they sell your services or pitch you to somebody else? Right. And if not, then we need to work on that. So it's hard to boil the ocean on social media. It's way easier to boil the ocean or boil the water, if you will, or boil the pot with close connections that you already have and in person connections that you have. And what's cool about what we do is the people that we serve are oftentimes just like us. And so the services that they're using are probably going to benefit us in some way as well. Okay, so really simple, really, really straightforward and really old school. But I think we need to have some old school elements to our business. Any questions about that? Okay, so start searching. Go online, right? Just find best local, local yoga studio in your town or best massage therapist in your town. Best personal trainer in your town health food store. Listen, I know you get your stuff at half off from, you know, designs for Health and from Zymogen and all these other companies, but why not go buy a few things from a local health food store, Right? You don't. They, like, they probably sell things that you don't carry in your practice or maybe some of our professional lines don't offer. And it could be a great way for you to send people. When you go there, always ask for a stack of cards, Right? That sends a message that you're going to be sharing with them. Ask people if you can interview them.

Right?

Hey, would it be cool if I interviewed you and spotlighted you with my online community? You don't have to have 80,000 people in your community to spotlight that person. They're just going to be so happy that somebody is taking the time, energy and effort to help them spread their message. So we can combine the brick and mortar in person strategy with an online strategy as well. Make sense? All right, perfect. So have fun with that. I think that's an important thing for you to be able to do. And just remember that social media is the icing on the cake, not the cake. Social media is the icing on the cake. Not the cake. All right, I want to also share with you a really simple framework that if you have an existing email list that you can send a really simple email to, you're going to want to take a screenshot of this. So anytime you see a little camera like this on my slides, it means take a screenshot. So this is a great little message that you could put out there to your existing list. Your list, again, doesn't have to be extensive. You're just looking for five people. And your message could go something like this. I'm looking for five women. That's a subject line, so only women will open it, I hope. Or maybe somebody who is married, they might open it for their spouse. Looking for five women for a really unique opportunity. This is specifically for you if. And then you list whatever those characteristics are. I've listed five things here. A woman who's interested in simplifying their health and wellness, who's willing to invest in their health and vitality, but not sure where to start. Who wants to be mentored and coached to feel like a million bucks. Who wants to show up in the world with more energy, more zest, more confidence. Who wants to be in a private group with other women on the same journey. Okay, now you can set whatever those parameters are that you want to, and then the goal here is to ask them to respond, right? So then they're going to respond with next level, or whatever that phrase might be, and then that's going to start a conversation. Okay. Not everyone will. Will respond to this. You're not expecting that only those who fulfill those criteria. So we're not putting pricing, we're not putting any additional details. We're just trying to get people to raise their hand and say, I'm interested in this. Does that make sense? Okay, so this could be done, you know, on a personal level, if you don't have a CRM just yet. A CRM is a customer relationship management software like ActiveCampaign. So all the emails that you receive from us come from a CRM, right? I'm not. I don't have monkeys on typewriters like sending you emails. It's all happening automatically. But until you get to that point, until you get that set up, you could do it old school, right? Just copy and paste and send this to, you know, let's say 30, 40, 50 people. One thing that we need to also consider is we need to start moving away from monologues and moving to dialogues. So when we post something on social media, we might post an amazing fact, and, you know, some people might comment or respond, and we might like it back, and we might even comment back. But a dialogue is when you engage in an actual conversation, right? Or you might send them a personal message.