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>>> HI, EVERYONE, WELCOME TO THE
START UP DISCUSS VIRTUAL
CONFERENCE, BROUGHT TO YOU BY
SCORE AND FEDEX.
YOU ARE ATTENDING THE WEBINAR,
THE VALUE OF COMMUNICATION WHEN
STARTING YOUR BUSINESS AND
BEYOND.
MY NAME IS ALEXA ELLIOTT WITH
SCORE, AND I WILL BE THE
MODERATOR FOR THIS PRESENTATION.
THE PRESENTER FOR THIS SESSION
TODAY IS CHRIS ATLEY, WHO IS THE
CEO AND FOUNDER OF CHRIS ATLEY
LLC, DECISIONS BY DESIGN.
SHE IS AN AWARD-WINNING COACH,
SPEAKER, AND BEST-SELLING AUTHOR
AND KNOWN FOR HER ABILITY TO
IDENTIFY AND REMOVE THE
OBSTACLES THAT KEEP BUSINESS
OWNERS STUCK FROM REALIZING THE
RESULTS THEY HAVE THE
OPPORTUNITY TO ACHIEVE.
AND BEFORE TURNING THIS SESSION
ON OVER TO KRIS, I WOULD LIKE TO
MENTION JUST A FEW HOUSE KEEPING
ITEMS.
THE WEBINAR WILL LAST 45 MINUTES
AND IT'S BEING RECORDED.
A LINK TO THE RECORDING AND THE
SLIDE DECK WILL BE E-MAILED TO
ALL PARTICIPANTS.
WE HAVE SET ASIDE TIME FOR Q&A
AT THE END OF KRIS'S
PRESENTATION.
IF YOU HAVE ANY QUESTIONS,
PLEASE SUBMIT THEM USING THE Q&A
BOX LOCATED ON THE LEFT HAND
SIDE OF YOUR SCREEN AND IF YOU
EXPERIENCE ANY TECHNICAL
DIFFICULTIES, PLEASE USE THE
SAME Q&A BOX OR ASSISTANCE.
IF YOU WOULD LIKE TO DOWNLOAD
THE SLIDE DECK, YOU CAN DO SO
FROM WITHIN THE WEB PLAYER.
THE BOTTOM OF YOUR SCREEN,
THERE'S SEVEN ROUND ICONS.
THE SLIDE DECK CAN BE DOWNLOADED
FROM THE THIRD ICON FROM THE
LEFT, LABELED SLIDES.
NOW, I WOULD LIKE TO BRING CHRIS
ON THE LINE TO BEGIN "THE VALUE
OF COMMUNICATION WHEN STARTING
YOUR BUSY AND BEYOND."
>>> HI, EVERYONE, WELCOME TO
"THE VALUE OF COMMUNICATION WHEN
STARTING YOUR BUSINESS AND
BEYOND," I'M KRIS ATLEY AND I'M
EXCITED TO BE HERE TODAY, THANK
YOU TO SCORE FOR HAVING ME.
AND WE ARE GOING DIVE RIGHT IN
SO THAT WE CAN GET THROUGH ALL
OF THIS GREAT INFORMATION AND
HAVE TIME FOR SOME Q&A AS WELL.
SO, I JUST WANTED TO START OFF
BY HAVING YOU THINK A LITTLE BIT
ABOUT WHAT HAS TO HAPPEN FOR YOU
WHEN YOUR BUSINESS IS
SUCCESSFUL.
SO, I WANT YOU TO JUST THINK FOR
A MINUTE, WHAT WOULD IT MEAN FOR
YOU FOR THOSE WHO ARE IMPORTANT
IN YOUR LIFE, MAYBE IT'S YOUR
FAMILY, YOUR COMMUNITY, AND
REALLY THINK ABOUT HAVING THE
SUCCESS THAT YOU WANT IN YOUR
BUSINESS, WHAT THAT WOULD MEAN
FOR YOU.
>>> AND THINKING ABOUT, YOU
KNOW, HOW THIS REALLY WILL
ENABLE YOU TO DO WHAT YOU LOVE,
OF COURSE, YOU ARE IN THE
BUSINESS AND YOU HAVE CHOSEN THE
BUSINESS FOR A REASON.
AND TO ALSO, HAVE THE FREEDOM TO
LIVE WHERE YOU WANT, AND TO WORK
WITH WHO YOU WANT, AND THAT'S
REALLY WHAT IT'S ALL ABOUT,
HAVING THE FREEDOM AND TIME,
RIGHT?
WHILE DOING WHAT WE LOVE.
SO, I WANTED TO SHARE A BIT
ABOUT ME, BEFORE WE MOVE IN, TO
THE REST OF THE INFORMATION
HERE.
SO, THIS IS ME.
I'VE BEEN FORTUNATE ENOUGH TO
WIN AN AWARD FOR COACHING.
WHICH WAS REALLY EXCITING.
AND ALSO, I'M A PROFESSIONAL
SPEAKER.
SO MY COACHING BUSINESS EVOLVED
IN TO DOING PROFESSIONAL
SPEAKING AS WELL AND I GAVE A
TED-EX TALK IN INDIA, WHICH WAS
SUPER FUN.
I WAS ABLE TO BRING MY SON AND
WE JUST HAD THE BEST TIME
TRAVELING TO INDIA.
AND, ALSO A BEST-SELLING AUTHOR
THROUGH AMAZON.
THAT WAS A REALLY FUN PROJECT TO
PUT TOGETHER, YOU CAN ALWAYS
LOOK THAT UP.
IT'S CALLED NAVIGATING
ENTREPRENEURSHIP, A LOT OF GREAT
STORIES IN THERE.
AND LAST BUT NOT LEAST, A MOM TO
TWO KIDS, ALSO A WIFE, AND I AM
LIVING MY PERSONAL DREAM IN
CALIFORNIA.
SO, IF YOU HAVEN'T HEARD IN MY
VOICE, I'M CANADIAN, AND MY BIG
DREAM WAS TO MOVE TO CALIFORNIA
AND NOW, I'M HERE WITH MY
FAMILY, AND OUR DOG GRACIE AND
SO, I WANTED TO ACTUALLY JUST
SHARE A LITTLE BIT ABOUT MY
JOURNEY, BECAUSE IT DOES LEAD IN
TO WHAT I'M GOING TO SHARE WITH
YOU ALL TODAY ABOUT
COMMUNICATION.
AND JUST HOW IMPORTANT IT IS.
SO, I ACTUALLY STARTED MY
CORPORATE CAREER, I GUESS YOU
WOULD SAY IN INSURANCE.
AND I LOVED IT AT FIRST, MY BA
IS IN PSYCHOLOGY.
I KNEW THAT I WANTED TO HELP
PEOPLE, AND I ACTUALLY CHOSE IT.
A LOT OF PEOPLE FALL IN TO
INSURANCE, AND I ACTUALLY CHOSE
IT.
I STARTED IN CLAIMS.
I THOUGHT THIS SOUNDED LIKE A
GREAT FIT TO HELP PEOPLE AFTER
THEY WERE IN CAR ACCIDENTS --
WITH INJURIES.
AND -- AND I ACTUALLY PROGRESSED
AND I MOVED UP QUICKLY IN THE
FIELD AND HANDLED LARGE PROPERTY
AND LIABILITY CLAIMS.
SO, I REALLY ENJOYED THIS AT
FIRST, BUT WHAT I FOUND WAS I
WAS SEEING PEOPLE SORT OF AT
THEIR MOST ADVERSARIAL, WITH
SUING AND THINGS LIKE THAT.
AND I JUST REALLY WANTED TO FEEL
PASSIONATE AGAIN ABOUT WHAT I
WAS DOING AND HOW I WAS HELPING
PEOPLE.
IT TOOK A WHILE TO FIND WHAT
THAT WAS FOR ME.
AND I'M SURE, A LOT OF YOU CAN
RELATE.
YOU HAVE PROBABLY MADE A CAREER
CHANGE UNLESS YOU WERE FORTUNATE
TO START OFF RIGHT AWAY WITH
RUNNING YOUR OWN BUSINESS AND
THAT WAS NOT THE CASE FOR ME,
BUT WHEN EVERYTHING CHANGED IT
WAS AFTER I WATCHED THE MOVIE
"THE SECRET" AND I DON'T KNOW IF
YOU HAVE WATCHED THE MOVIE OR
READ THE BOOK, IT WAS FEATURED
ON OPRAH A WHILE BACK AND WAS
REALLY POPULAR.
AND WHEN I FIRST WATCHED THIS
MOVIE, I WAS COMPLETELY BLOWN
AWAY.
I JUST HAD NO IDEA ANY OF IT
EXISTED.
SO "THE SECRET" IS ALL ABOUT
POSITIVE THINKING AND HOW OUR
THOUGHTS CAN CREATE OUR REALITY.
AND SO, I WAS JUST THRILLED TO
THINK, ALL OF MY DAY DREAMING
COULD BE PUT TO GOOD USE.
AND I WAS SO EXCITED JUST TO
LEARN MORE ABOUT THIS TOPIC.
AND SO, I READ EVERYTHING THAT I
COULD ABOUT THE LAW OF
ATTRACTION.
HOW LIKE ATTRACTS LIKE.
SO, YOU KNOW, IT'S NOT A
COINCIDENCE IF WE GET OUT OF BED
IN THE MORNING AND BUMP OUR TOE,
AND THEN KIND OF THINGS SPIRAL
FROM THERE.
AND THE SAME FOR THE OPPOSITE.
IT'S NOT A COINCIDENCE WHEN
SOMETHING REALLY GREAT HAPPEN
-- GREAT HAPPENS THAT IT
CONTINUES IN THAT DIRECTION AS
RESULT.
BECAUSE POSITIVE ATTRACTS
POSITIVE.
SO, I WAS MAKING REALLY GREAT
THINGS HAPPEN.
I KNEW AS SOON AS I WATCHED THIS
MOVIE, THAT I WANTED TO MOVE TO
CALIFORNIA AND IT'S ALL ABOUT
FOLLOWING YOUR BLISS.
I KNEW IN MY HEART THAT THE
MESSAGE IN "THE SECRET" WAS
TRUE, WE CAN DO, BE AND HAVE
ANYTHING IN LIFE.
SHORTLY THAT -- SO I PUT IN
MOTION THIS MOVE TO CALIFORNIA.
FOR THOSE OF YOU WHO KNOW, YOU
COULD NOT JUST PICK UP AND MOVE.
UNFORTUNATELY.
WE HAVE HAD TO GO THROUGH A
PROCESS.
AND SO, WE WERE PUTTING THAT IN
TO PLACE AND THEN, A LITTLE
WHILE AFTER, AGAIN, LIKE
ATTRACTS LIKE AND I WAS FEELING
GREAT AND POSITIVE, AND --
ACTUALLY, I SHOULD SAY QUICKLY,
THIS MOVIE CAME IN TO MY LIFE
AFTER I HAD LOST MY DAD
UNEXPECTEDLY.
SO I LOST MY DAD SHORTLY MY
FIRST SON.
SO, MY FIRST BORN, WAS BORN.
AND I WAS LEFT JUST FEELING YOU
KNOW, GRIEF STRICKEN AND LIKE
SOMETHING HAD TO GIVE, AND WHEN
I FOUND THE MOVIE, FUNNY ENOUGH,
IT HAD BEEN SITTING IN MY HOUSE,
I HAD ACTUALLY GONE TO LUNCH
WITH A GIRLFRIEND THAT DAY AND
WAS IN AN ESPECIALLY GOOD MOOD
AND I THOUGHT, I'M FINALLY GOING
TO WATCH THAT MOVIE AND THAT'S
WHAT I PUT IT IN.
I JUST LOVE THAT STORY, IT EVEN
TOOK ME BEING IN A GOOD MOOD TO
ACTUALLY WATCH THE MOVIE.
THEN FAST-FORWARD LATER.
I WAS WORKING ON THE MOVE TO
CALIFORNIA, MY HUSBAND WAS ON
BOARD, THANKFULLY.
AND I CAME ACROSS COACHING, AND
I THOUGHT, OH, MY GOODNESS, THIS
IS THE PERFECT FIT.
I KNEW IMMEDIATELY IT WAS WHAT I
WANTED TO DO.
SO, I WENT AND HIRED A COACH,
JUST TO MAKE SURE, AND MADE THE
MOST AMAZING CHANGES IN MY OWN
LIFE AT THE TIME.
AND I WAS SETTING GOALS AT THE
TIME LIKE GOING FOR MASSAGES,
WALKS IN NATURE, AND FOR SOMEONE
WHO WAS USED TO BEING SUCH A
TYPE-A PERSONALITY WITH WORKING
SO MUCH, COMMUTING LONG HOURS,
YOU KNOW, AT LEAST TWO HOURS A
DAY WAS THE COMMUTE, A SNOW
STORM IN CANADA, IT WAS GAME
OVER.
EVEN LONGER.
I DID NOT KNOW SETTING GOALS
LIKE THIS WAS POSSIBLE AND IT
COMPLETELY CHANGED EVERYTHING
FOR ME.
>>> AND SO, WE WERE ABLE TO MOVE
TO CALIFORNIA, THAT WAS ABOUT
THREE YEARS AND THAT WAS THE
WHOLE OTHER TALK I COULD GET IN
TO ABOUT HOW WE WERE ABLE TO
MAKE THAT HAPPEN.
BUT IT WAS REALLY THROUGH
STUDYING THE PRINCIPALS ABOUT
THE LAW OF ATTRACTION AND YOU
KNOW, HOW OUR THOUGHTS CAN
CREATE OUR REALITY.
SO, THINGS WERE ALSO FLOWING
WITH MY BUSINESS.
SO, AFTER I WORKED WITH THAT
COACH I DECIDED TO GET CERTIFIED
AS A COACH, I STARTED MY OWN
BUSINESS.
WHILE WE WERE STILL IN CANADA.
AND THINGS WERE GOING REALLY
WELL.
I WAS ATTRACTING NEW CLIENTS.
I WAS GOING TO NETWORKING
GROUPS.
I THINK I WAS EVEN DOING
SPEAKING AT THE TIME.
AND THINGS WERE SLOWING.
BUT, WHAT ENDED UP HAPPENING IS
I STARTED TO PLATEAU.
AND MAYBE SOME OF YOU CAN
RELATE.
SO, I STARTED TO PLATEAU IN MY
BUSINESS AND I JUST WASN'T
GETTING TO WHERE I WANTED TO BE.
I HAD TAKEN ALL KINDS OF COURSES
AND TRAININGS AND COACHING.
AND I WAS LEARNING A LOT, AND
YOU KNOW, ON PAPER, I REALLY
SHOULD HAVE BEEN MUCH FURTHER
AHEAD, BUT SOMETHING WAS GOING
ON THAT WAS BLOCKING ME.
SO, I WAS TRYING TO FIGURE IT
OUT.
WELL, LOW AND BEHOLD, THE
SOMETHING MISSING WAS SOMETHING
TO DO WITH ME.
I WAS THE COMMON DENOMINATOR.
SO, I WAS REALLY ABLE TO
RECOGNIZE THAT, THANK GOODNESS.
AND I STARTED DOING SOME DEEPER
WORK WITH A COUPLE OF DIFFERENT
COACHES AT THE TIME.
AND I STARTED DOING A DIFFERENT,
THIS WORK WHERE, IT WAS A
DIFFERENT TYPE OF COACHING.
AND WE WERE REALLY LOOKING AT
BELIEF SYSTEMS AND THE
SUBCONSCIOUS MIND.
I'M GOING TO GET IN TO THAT
--
I'M GOING TO GET IN TO THAT A
LITTLE BIT TODAY, IT'S SO
POWERFUL.
I REALIZED IT WAS HOW I WAS
FEELING DEEP DOWN WAS THE ENERGY
THAT I WAS PUTTING OUT AND IF WE
ARE AGREEING THAT LIKE ATTRACTS
LIKE, IT WAS WHAT I WAS GETTING
BACK.
SO, EVEN THOUGH, YOU KNOW, I WAS
SAYING THAT I WANTED TO BE
SUCCESSFUL, THE ENERGY THAT I
WAS PUTTING OUT WAS SOMETHING
ENTIRELY DIFFERENT BECAUSE I HAD
THE LIMITING BELIEFS DEEP DOWN
THAT WERE BLOCKING ME.
AND ONCE I FIGURED OUT WHAT THAT
WAS, AND WAS ABLE TO SHIFT IT,
EVERYTHING STARTED TO CHANGE IN
MY BUSINESS.
SO, I WAS ACTUALLY ABLE TO
INCREASE MY INCOME.
I THINK I TRIPLED MY INCOME IN
THE FIRST COUPLE OF MONTHS AFTER
DOING THE WORK AND THEN WAS ABLE
TO TEN TIMES MY INCOME IN JUST
TEN MONTHS.
SO, THIS IS HOW BIG AN IMPACT IT
HAD.
AND SO, THIS IS WHY I WANT TO
SHARE IT WITH YOU TODAY.
NOW, I JUST WANTED TO SHARE A
LITTLE BIT ABOUT WHERE I AM NOW,
SO, HERE ARE SOME FUN PICTURES.
YOU WILL SEE THE ONE OF MYSELF,
AND MY HUSBAND AND OUR TWO KIDS.
JUDE AND ELLA, AFTER SURFING ONE
DAY.
AND THE PICTURE TO THE RIGHT IS
AT A SPEAKING EVENT, WHERE I WAS
SPEAKING ON THE SAME STAGE AS
DR. DEMARTINI, WHO WAS IN "THE
SECRET," THAT WAS JUST A HUGE
DREAM COME TRUE.
AND THEN THERE WAS ANOTHER CLIP,
THE FIRST ONE ON THE LEFT, WHICH
IS MYSELF BEING FEATURED ON A TV
SHOW, WHERE WE WERE TALKING
ABOUT ALL THE PRINCIPALS AND THE
OTHER ONE IN THERE IS AT A
SPEAKING EVENT.
AND I SHARE THIS WITH YOU JUST
BECAUSE I REALLY TOTALLY BELIEVE
THAT YOU CAN BE, DO, AND HAVE
ANYTHING IN LIFE.
AND WE JUST HAVE TO GET OUT OF
OUR ON WAY.
AND ANYTHING IS POSSIBLE.
SO, THIS IS ALL POSSIBLE FOR YOU
TOO.
WHATEVER YOUR DREAMS ARE.
AND I WANTED TO SHARE A QUICK
SUCCESS STORY AS WELL.
THIS IS A CLIENT I WORKED
WITH -- AND SHE ALSO IS A COACH.
AND SHE WAS STRUGGLING IN HER
BUSINESS.
HER BUSINESS PLATEAUED, AND IT
WAS NOT UNTIL WE DID SOME OF THE
DEEPER WORK THAT I WILL TALK
ABOUT TODAY AND MATCH OUT HER
PROGRAMS AS WELL.
AND SHE WAS ABLE TO ACTUALLY
GENERATE $26,000 IN PROGRAMS IN
ONE WEEK.
SO, THIS IS HOW FAST WE CAN HAVE
THESE SHIFT.
AND IT REALLY DOES WORK, AND
IT'S ALL ABOUT THE COMMUNICATION
THAT SHE WAS SAYING TO BOTH
HERSELF AND WHAT SHE WAS PUTTING
OUT TO HERSELF AND OTHER PEOPLE.
COMMUNICATION IS NOT JUST HOW WE
ARE COMMUNICATING WITH OTHERS,
IT'S STARTING WITH HOW WE
COMMUNICATE WITH OURSELVES.
AND THAT'S GOING TO DICTATE HOW
WE SHOW UP AND COMMUNICATE WITH
OTHER PEOPLE, AND ALSO, WITH
WHAT WE PUT OUT TO THE UNIVERSE.
SO, WE ARE GOING TO DIVE IN TO
ALL OF THIS.
I'M SUPER EXCITED.
THAT WAS A PICTURE, ACTUALLY, OF
WHERE I LIVE IN SAN DIEGO.
WHAT I WANT TO START WITH IS
CLARITY.
THIS IS REALLY THE FIRST STEP IN
THIS COMMUNICATION PROCESS.
IT'S GETTING REALLY CLEAR ON
WHAT IT IS THAT YOU EVEN WANT.
A GREAT EXERCISE IS SPENDING 20
OR 30 MINUTES IN WHAT YOUR IDEAL
LIFESTYLE AND BUSINESS LOOKS
LIKE.
ARE YOU TRAVELING?
ARE YOU HAVING SUPPORT IN YOUR
BUSINESS?
YOU HAVE EMPLOYEES?
WHAT DOES IT LOOK LIKE FOR YOU?
WHAT TYPE OF BUSINESS AND WHAT
TYPE OF LIFESTYLE?
IF YOU HAVE KIDS, WHAT DO YOU
WANT TO PROVIDE FOR YOUR KIDS OR
MAYBE OTHER FAMILY MEMBERS?
WE WANT TO GET SUPER CLEAR ON
IT.
AGAIN, WHAT WE PUT OUT COMES
BACK.
IF WE ARE PUTTING OUT
WISHY-WASHY GOALS, MAYBE I WANT
THIS AND MAYBE I WANT THAT.
WE ARE GOING TO GET BACK
WISHY-WASHY RESULTS.
THIS COMMUNICATION STARTS WITH
GETTING REALLY CLEAR ON WHAT YOU
WANT.
AND THIS ALSO HELPS YOU TO SET
MEANINGFUL GOALS.
A LOT OF TIMES I WILL SEE
BUSINESS OWNERS WHERE THEY SAY,
I WOULD LIKE TO HAVE A SIX
FIGURE OR SEVEN FIGURE BUSINESS,
BUT THERE'S NOT REALLY REASON
WHY.
SO IF YOU START WITH YOUR IDEAL
BUSINESS, AND ASSIGN A MONETARY
VALUE TO WHAT THE COMPONENTS
COST, YOU COME UP WITH A
MEANINGFUL FINANCIAL GOAL, AND
THIS ENABLES YOU TO BE MUCH MORE
CONNECT AND REALLY HELPS YOU TO
CREATE YOUR WHY AS WELL.
SO, THAT'S THE FIRST STEP.
THE SECOND IS TO KNOW YOUR
VALUE.
HOW MANY PEOPLE RELATE TO THIS?
I SEE IT ALL THE TIME, AND I
STRUGGLED WITH THIS TOO.
I HAD TO SHIFT DOWN.
DEEP DOWN, I WAS NOT BELIEVING
THAT I WAS ENOUGH, RIGHT?
AND WE WANT TO SHIFT, WE ARE
GOING TO TALK ABOUT BELIEFS IN A
BIT -- BUT SOMETIMES YOU HAVE TO
FAKE UNTIL YOU MAKE IT OR ACT AS
IF.
MAYBE WE ARE FEELING LIKE A
KITTEN AND WE NEED TO STEP IN TO
OUR POWER AND ACT LIKE THE LION.
SO, WHERE I SEE PEOPLE FALLING
SHORT WITH THIS, BUSINESS
OWNERS, IS A LOT OF TIMES WHEN
WE SWITCHED CAREERS OR WE ARE
STARTING OUR OWN BUSINESS, WE
UNDER VALUE WHAT IT IS THAT WE
KNOW.
RIGHT?
WE DON'T RECOGNIZE THAT
EVERYTHING WE HAVE DONE, EVEN IF
IT'S YOUR FIRST CAREER AND YOU
ARE NOT SWITCHING CAREERS.
YOU HAVE A LIFETIME OF
EXPERIENCE, AND IF IT IS A
SECOND OR THIRD OR FOURTH
CAREER, ANYTHING GOES.
RIGHT?
WE HAVE SO MANY TOOLS THAT WE
HAVE LEARNED OVER THE YEARS, I
MEAN, AT FIRST GLANCE, YOU WOULD
NOT THINK INSURANCE HAS ANYTHING
TO DO WITH COACHING.
BUT, I LEARNED SO MUCH ABOUT
CUSTOMER SERVICE, AND HOW TO
ORGANIZE MY DAY, AND HOW TO STAY
ON TRACK.
AND HOW TO HANDLE COMPLEX
SITUATIONS.
HOW TO NEGOTIATE WHICH HELPED ME
WITH SALES.
LOOKING AT MAYBE YOU WILL NOT
SEE IT AT FIRST, BUT KNOWING ALL
OF YOUR EXPERIENCE COUNTS AND
THEN, I REALLY WANT TO JUST HONE
ON COMPTENCE IS A STATE OF MIND,
IT'S SOMETHING THAT YOU CAN HAVE
NOW.
I WOULD LOVE FOR EVERYONE TO
THINK ABOUT WHAT WOULD MAKE YOU
CONFIDENT NOW IN YOUR BUSINESS.
AND YOU MAY SAY, IT'S ACQUIRING
A CERTAIN CLIENT OR ATTAINING A
CERTAIN LEVEL.
WHEN YOU DO THAT, TUNE IN, CHECK
IN AND THINK WHAT DO YOU NEED TO
DO TO MAKE IT HAPPEN.
IF IT IS ONE MORE CLIENT, WHAT
DO YOU NEED TO DO TO ENROLL OR
ACQUIRE THE NEXT CLIENT.
AND YOU WANT TO START DOING IT.
AND THAT WILL HELP YOU TO FEEL
MORE CONFIDENT NOW WHILE YOU ARE
-- WHILE YOU ARE REACHING THAT
GOAL.
IT WILL HELP YOU SHOW UP
DIFFERENTLY.
IF YOU ARE FEELING CONFIDENT,
THAT CONFIDENCE WILL BE FELT BY
EVERYONE THAT YOU COME IN TO
TOUCH WITH, IT'S NOT JUST ABOUT
VERBAL, IT'S ABOUT THE NONVERBAL
AS WELL, HOW YOU PRESENT
YOURSELF AND SHOW UP.
OKAY, THE THIRD ONE, DON'T GET
GROSSED OUT, THAT IS A HAM IN A
PAN AND I'M GOING TO SHARE A FUN
STORY ABOUT THAT.
SO I WANT TO TOUCH ON BELIEF.
I HAVE ELUDED TO THIS QUITE A
BIT.
BELIEFS ARE THINGS THAT WE HAVE,
CONCEPTS THAT WE HAVE CHOSEN TO
BE TRUE.
THEY ARE USUALLY PASSED DOWN BY
IMPORTANT PEOPLE IN OUR LIVES.
SO, COULD BE FAMILY, TEACHERS,
IT CAN ALSO BE PASSED DOWN
THROUGH CULTURE, DIFFERENT
CULTURES, SOCIETY, AND I WANT TO
SHARE THE FUN EXAMPLE ABOUT THE
HAM IN THE PAN STORY TO RESTATE
WHAT IT IS THAT I'M TALKING
ABOUT SO THERE'S A HUSBAND AND
WIFE, AND THE WIFE IS PREPARING
A HAM AND SHE CUTS THE END OFF
THE HAM, AND THE HUSBAND ASKS
WHY DO YOU CUT THE ENDS OFF THE
HAM?
AND SHE SAID, I DON'T KNOW, I
JUST HAVE ALWAYS DONE IT THAT
WAY, THAT'S HOW MY MOM DID IT.
SO THEY ASKED HER MOM, WHY DID
YOU ALWAYS CUT THE ENDS OFF THE
HAM, WHEN YOU WERE PREPARING IT?
SHE SAID, THAT'S HOW MY MOM DID
IT.
SO THEY ASK HER GRANDMA, WHY DID
YOU ALWAYS CUT THE ENDS OFF THE
HAM WHEN SHE WAS PREPARING IT.
AND SHE SAID, THAT'S EASY,
BECAUSE THE PAN WAS TOO SMALL
AND I CAN HEAR EVERYONE
LAUGHING.
I'M LAUGHING FOR SURE.
I STILL LOVE THIS EXAMPLE, IT'S
SUCH AN EASY ONE TO SEE YOU
KNOW, WE JUST ACCEPT THINGS TO
BE TRUE, IDEAS AND CONCEPTS
WITHOUT CHECKING IN.
SO THE MOM AND THEN THE
DAUGHTER, THEN THOUGHT THAT WAS
JUST HOW YOU PREPARE A HAM.
YOU CUT THE ENDS OFF.
AND THEY DIDN'T KNOW IT HAD
ANYTHING TO DO WITH THE HAM.
SO WE WANT TO START CHECKING IN
ON EVERYTHING THAT WE BELIEVE.
AND I WANT TO TOUCH BASE ON THE
SUBCONSCIOUS MIND.
OUR BELIEF LIVES IN OUR
SUBCONSCIOUS MIND.
AND IT'S OUR SUBCONSCIOUS MIND
THAT IS REALLY RUNNING THE SHOW.
SO THE SUBCONSCIOUS MIND DOES
NOT HAVE THE ABILITY TO REJECT
INFORMATION.
IT ACCEPTS EVERYTHING TO BE TRUE
WHERE WE HAVE HAD CONSISTENT
REPETITION, WE ARE HEARING THE
BELIEFS ABOUT THE HAM.
RIGHT.
IT WAS CONTINUOUS AND REPETATIVE
AND WE ACCEPT IT TO BE TRUE.
AND IT CAN GET IN THERE BY
HAVING AN EMOTIONAL REACTION TO
SOMETHING.
ANOTHER QUICK STORY, IN CANADA,
WHEN I WAS IN GRADE NINE, IN
ORDER TO GO TO UNIVERSITY, WE
HAD TO TAKE ADVANCED COURSES.
ALL THE WAY THROUGH HIGH SCHOOL.
AND IT DIDN'T MEAN WE WERE
GIFTED OR ANYTHING LIKE THAT.
IT JUST, THAT'S JUST THE WAY THE
LEVELS WORKED.
SO, ADVANCED MEANT THAT YOU
WOULD BE ABLE TO THEN APPLY TO
UNIVERSITY, I HAD GRADE 13, IT'S
CRAZY.
BUT ANYWAY, OR DURING GRADE 13,
YOU COULD APPLY TO UNIVERSITY.
IN GRADE NINE IN SCIENCE CLASS,
MY SCIENCE TEACHER PULLED MY MOM
AND I FOR A MEETING AND SHE
SAID, ABOUT ME, SHE IS JUST NOT
DOING WELL IN SCIENCE.
SHE NEEDS TO DROP DOWN TO
GENERAL.
AND THAT TO ME WAS JUST THE
WORST INFORMATION.
WORST FEEDBACK POSSIBLE.
BECAUSE IN MY FAMILY, IT WAS NOT
REALLY A QUESTION OF WHETHER OR
NOT I WOULD GO TO UNIVERSITY, IT
WAS WHEN I WOULD GO TO
UNIVERSITY.
SO, IT WAS ENOUGH TO RATTLE ME
AND THANK GOODNESS I HAVE A
STRONG WILL AS WELL, AND I SAID,
YOU KNOW?
TO MYSELF, THIS CLASS IS JUST
BORING, I WILL START PAYING
ATTENTION AND IT WILL BE FINE.
AND OF COURSE, MY MOM WAS LIKE,
NO, SHE CAN STAY IN THERE.
YOU KNOW, SHE IS FINE.
SO, I STAYED IN THERE, AND I DID
FINE.
I DID FINE IN THE CLASS.
I PAID ATTENTION.
AND I MOVED ON AND TOOK SCIENCE
ALL THE WAY THROUGH HIGH SCHOOL.
AND DID JUST FINE AND I ENDED UP
GOING TO UNIVERSITY.
BUT PART OF ME TOO, HAD AN
EMOTIONAL -- SO, TOOK ON, HAD AN
EMOTIONAL REACTION TO WHAT SHE
SAID.
AND BASICALLY WHAT I HEARD WAS
YOU ARE NOT SMART ENOUGH.
SO, EVEN THOUGH I DID NOT LET IT
COMPLETELY STOP ME.
PART OF ME TOOK ON THE EMOTIONAL
RESPONSE OF YOU'RE NOT SMART
ENOUGH.
THAT STAYED WITH ME.
AND IT WAS ONE THING THAT I HAD
TO DIG OUT LATER THAT WAS
SHOWING UP AS A BLOCK IN MY
BUSINESS.
THIS BELIEF OF NOT BEING SMART
ENOUGH, WAS DICTATING HOW I WAS
SHOWING UP, HOW I WAS MAKING
DECISIONS, HOW I WAS PRESENTING
MYSELF, AND WAS LIMITING THE
RESULTS THAT I WAS GETTING IN MY
BUSINESS.
SO THIS IS WHY WE WANT TO DIG IN
AND LOOK AT HOW, YOU KNOW, HOW
WE ARE MAKING DECISIONS, WHAT IS
IT THAT WE ARE BELIEVING, AND
SO, THAT WE CAN THEN SHIFT IT
AND CREATE A NEW AND POWERED
BELIEF INSTEAD.
AND THE WAY REPROGRAM THE
SUBCONSCIOUS MIND IS EXACTLY THE
WAY THAT IT GETS PROGRAMMED.
WITH THE LIMITING BELIEFS.
AND WE WANT -- AND WE WANT TO
HAVE THE EMPOWERED BELIEVE
INSTEAD OF THE LIMITING BELIEF.
SO I'M SMART ENOUGH, MY SUCCESS
IS CERTAIN.
KIND OF A MANTRA.
SO YOU WILL HAVE AN EXPERIENCE
THAT WILL SHOW YOU ARE SMART
ENOUGH AND YOU HAVE THAT
EMOTIONAL REACTION TO IT, AND
THAT'S GOING TO FEEL GOOD AND
YOU WILL ESSENTIALLY REPROGRAM
YOUR SUBCONSCIOUS MIND WITH THE
EMPOWERED BELIEFS INSTEAD.
SO, THIS COULD BE A WHOLE
PRESENTATION REALLY JUST DIVING
IN TO THE SUBCONSCIOUS MIND THAT
GIVES YOU INSIGHT IN TO WHAT IS
GOING ON.
IT'S REALLY WHAT IS BEHIND
PROCASTINATION.
IT'S NOT THAT THIS PERSON DOES
NOT HAVE BIG GOALS AND DREAMS,
THE LIMITING BELIEF IS AFFECTING
HOW THEY MAKE DECISIONS AND THE
SUBCONSCIOUS MIND WANTS TO KEEP
US SAFE.
THAT'S WHAT IT'S DESIGNED TO DO.
IN A BUSINESS SETTING WE HAVE TO
PUT OURSELVES OUT THERE.
IT FEELS UNCOMFORTABLE AND IT
FEELS THREATENING TO THE
SUBCONSCIOUS MIND.
IT WILL SHOW US EVERY
PERSPECTIVE AND REASON UNDER THE
SUN TO GET US TO STOP.
AND SO WE WANT TO BE AWARE OF
THIS.
SO THE PERSON THAT IS
PROCRASTINATING, THEY ARE
LITERALLY TALKING THEMSELVES IN
TO STOPPING WHAT THEY ARE
NEEDING TO DO TO GROW THE
BUSINESS AND THEY ARE SPENDING
TIME ON THE BUSY WORK.
INSTEAD OF HOPPING ON SALES
CALLS, I WILL DO ALL THE E-MAILS
INSTEAD.
SO THE SUBCONSCIOUS HAS GOTTEN
THE AGREEMENT, ESSENTIALLY, TO
STOP.
AND SO, THIS IS REALLY IMPORTANT
JUST TO BE AWARE OF WHAT'S GOING
ON DEEP DOWN.
OKAY, SO, NOW I'M GOING MOVE ON
TO SALES.
AND WE HAVE REALLY WANTED TO BE
ABLE TO MASTER SALES.
IF WE ARE IN A BUSINESS WHICH
ALL OF US ARE HERE, AND THE
SALES HAVE A BAD REPUTATION.
RIGHT?
AND I HATE TO USE THE WORD CAR
STEREO TYPE.
IT'S ONE WE CAN ALL RELATE TO.
IS WE, YOU KNOW, GO IN TO A
DEALERSHIP, AND WE JUST FEEL
LIKE WE ARE BEING SOLD TO.
IT'S ABOUT THE OTHER PERSON,
MAKING THE SALE.
AND NOT THAT ALL CAR DEALERS ARE
LIKE THIS BY ANY MEANS, BUT THEY
TEND TO HAVE THE REPUTATION, AND
THAT IS THANKFULLY SHIFTING.
WE HAVE ALL HAD THAT EXPERIENCE,
WHETHER IT'S AT A CAR DEALERSHIP
OR SOMEWHERE ELSE AND WE CAN
JUST FEEL THAT THEY ARE TRYING
TO GET SOMETHING AND THEY DON'T
REALLY CARE ABOUT OUR INTERESTS.
RIGHT?
AND THIS FEELS SALESEY, AND IT
FEELS ICKY, AND IT'S WHY SO MANY
BUSINESS OWNERS HAVE AN ISSUE
WITH SALES.
THEY DON'T WANT TO COME ACROSS
THAT WAY.
THEY DON'T WANT TO BE THAT TYPE
OF PERSON.
SO WE REALLY NEED TO SHIFT HOW
WE ARE LOOKING AT SALES.
AND WHAT I WANTED TO SAY
FIRST -- OH, THIS HAS TO BE YOUR
FOCUS IF YOU ARE NOT WHERE YOU
WANT TO BE IN YOUR BUSINESS.
SO, THIS IS ONE THING THAT I
LEARNED AFTER STARTING MY
BUSINESS AND ONCE THINGS
PLATEAUED AND I STARTED TO LOOK
AT BELIEF SYSTEMS.
I LEARNED A LOT ABOUT SALES.
AND WHAT ONE OF MY MENTORS SAID
TO ME ONCE, AND YOU MAY WANT TO
WRITE THIS DOWN, IS THAT SALES
IS NOT SOMETHING THAT YOU DO TO
SOMEONE, IT'S SOMETHING THAT YOU
DO FOR SOMEONE.
AND IT'S REALLY ALL ABOUT BEING
OF SERVICE, ASKING QUESTIONS,
AND FINDING OUT HOW YOU CAN HELP
THAT PERSON.
AND THEN, OFFERING YOUR PRODUCT
OR SERVICE IF IT IS LEGITIMATELY
MAKES SENSE AS THE SOLUTION TO
THAT PERSON'S PROBLEM.
AND YOU REALLY HELPING THAT
PERSON, THAT IS WHAT YOU ARE
DOING.
AND SO, WE WANT TO REFRAME HOW
WE ARE LOOKING AT SALES.
AND YOU MAY EVEN WANT TO CALL IT
SOMETHING DIFFERENT.
I REMEMBER, I COULD NOT EVEN SAY
SALES CALLS AT FIRST.
I HAD TO LOOK AT CALLING IT
CONNECTION CALLS.
AND THAT MADE ME FEEL BETTER.
BECAUSE I REALLY DID JUST WANT
TO CONNECT WITH PEOPLE.
SERVICE CALLS, IT'S ALSO A GREAT
ONE, DISCOVERY CALLS.
DISCOVERING HOW YOU CAN HELP
SOMEONE.
IF YOU ARE REALLY HAVING AN
AVERSION TO THE WORD "SALE," GO
WITH A DIFFERENT NAME.
YOU WANT TO REFRAME EVEN WHAT
YOU ARE CALLING IT AND THAT
ALONE WILL HAVE A SHIFT.
RECEIVING A NO, THIS GOES BACK
TO THE SUBCONSCIOUS AGAIN, ONCE
YOU ARE FIGURING OUT WHAT IS
COMING UP FOR YOU WHEN YOU ARE
GETTING A NO HERE'S THE THING,
ESSENTIALLY WITH THE
SUBCONSCIOUS MIND, WE WANT TO
USE THE CONSCIOUS MIND, SO, AS I
SAID, CHOOSE A NEW BELIEF.
RIGHT, WE ARE USING OUR
CONSCIOUS MIND TO DICTATE WHAT
GOES IN TO OUR SUBCONSCIOUS
MIND.
SO, INTELLECTUALLY, IT REALLY
MAKES SENSE THAT HEY, THERE'S 7
BILLION PEOPLE ON THE PLANET TO
HELP, IT'S OKAY IF I GET A NO.
THERE'S MORE PEOPLE TO HELP.
I CANNOT POSSIBLY HELP EVERYONE.
WE TRY TO TALK OURSELVES OUT OF
IT AND THAT MAKES SENSE.
BUT SUBCONSCIOUSING SOMETHING
ELSE ENTIRELY DIFFERENT IS GOING
ON WHEN WE GET A NO.
SO, WHAT WE WANT TO DO, WE WANT
TO LOOK AT THE FEELING THAT
COMES UP WHEN WE RECEIVE A NO.
AND JUST TO GIVE YOU A REALLY,
YOU KNOW, QUICK EXAMPLE ABOUT
THIS.
WHEN I STARTED DIGGING THIS OUT.
WHAT I REALIZED IS I WAS FEELING
DISAPPOINTED.
SO, EVEN THOUGH I WAS TRYING
TALK MYSELF OUT OF IT.
I WAS TRYING TO STILL PICK BACK
UP THE PHONE AND MAKE CALLS.
I, YOU KNOW, STARTED TO DOUBT
MYSELF.
I STARTED TO DOUBT THE BUSINESS.
I ALMOST, YOU KNOW, GAVE UP
ENTIRELY, IT JUST FELT TERRIBLE.
AND IT IS, AGAIN, THE
SUBCONSCIOUS WANTS US TO STOP.
RIGHT?
IT WILL SAY, THIS FEELS AWFUL.
YOU KNOW, WHY ARE YOU DOING
THIS?
SO WE WANT TO LOOK AT WHAT'S THE
FEELING COMING UP?
SO, FOR ME, I WAS FEELING
DISAPPOINTED AND I WAS ABLE TO
WITH THE HELP OF A GREAT COACH,
TRACE THE FEELING BACK TO A TIME
IN MY LIFE WHEN I FELT LIKE MY
DAD HAD LEFT AND I FELT THE
SENSE OF ABANDONEDMENT, IT'S NOT
TO GET DOWN ON OUR PARENTS OR
ANYTHING LIKE THAT.
WE WANT TO UNDERSTAND WHERE IT'S
COMING FROM.
RIGHT?
SO MY PARENTS DIVORCED WHEN I
WAS YOUNGER AND MY DAD MOVED
AROUND A LOT.
SO I HAD, YOU KNOW, MADE
IMPORTANT DECISIONS ABOUT, YOU
KNOW, BEING LEFT AND THINGS LIKE
THAT AT A YOUNG AGE THAT WERE
ALL ATTACHED TO THIS FEELING OF
DISAPPOINTMENT IN A SALES
CONVERSATION.
WHO EVER WOULD THINK THAT?
YOU WOULD NEVER THINK, RIGHT,
THAT IT'S ATTACHED TO SO MANY
DEEP WOUNDS, I GUESS YOU COULD
SAY FROM CHILDHOOD, I DIDN'T
EVEN KNOW THAT WAS BOTHERING ME
ANYMORE.
SO, THAT'S THE THING WITH THE
SUBCONSCIOUS MIND IS THAT THESE
BELIEFS ARE DEEP IN THERE AND WE
JUST NEED TO GET TO THE BOTTOM
OF WHAT IS GOING ON.
SO, THEN WHAT I WAS ABLE TO DO
WAS GO, OH, THIS IS AN OLD
STORY.
THIS IS NOT THE TRUTH.
THIS IS SOMETHING THAT I, YOU
KNOW, DECIDED WHEN I WAS LITTLE.
IT DOESN'T MAKE SENSE AS AN
ADULT.
HERE'S THE TRUTH AND CREATE MY
NEW MANTRA AND MOVE ON, AND BE
ABLE TO HAVE, YOU KNOW, GET BACK
TO WHAT I NEEDED TO DO, WHICH
WAS HAVING THE SALES
CONVERSATIONS.
>>> OKAY.
AND AGAIN, IT'S REALLY JUST
ABOUT BEING -- IF WE CAN GET OUR
MINDS AROUND THAT, WE ARE NOT
DOING SOMETHING TO SOMEONE.
WE WANT TO BE ABLE TO ASK
QUESTIONS, THAT'S WHAT THE SALES
PROCESS IS, ASKING A TON OF
QUESTIONS.
HOW CAN I HELP?
AND AT THE END, IT MAY NOT BE
YOUR PRODUCT OR SERVICE.
YOU MAY RECOMMEND A GREAT BOOK
OR REFER SOMEBODY TO SOMEBODY
ELSE.
IF YOU ARE TRULY NOT WORRYING
ABOUT WHERE THAT NEXT CLIENT IS
GOING TO COME FROM, YOU ARE ABLE
TO STEP IN TO THE PLACE OF BEING
OF SERVICE.
AND THIS IS GOING TO BE FELT, I
MEAN, WE HAVE ALL AGAIN, HAD THE
SITUATIONS, WHERE SOMEBODY MIGHT
EVEN BE SAYING ALL THE RIGHT
THINGS AND WE CAN FEEL THAT THEY
ARE TRYING TO GET SOMETHING FROM
US.
AND IT DOES NOT FEEL GOOD,
RIGHT?
SO, WE WANT TO GENUINELY CARE
AND THINK, HOW CAN I TRULY BE OF
SERVICE AND HELP THIS PERSON,
WHETHER IT'S, YOU KNOW, MY
PRODUCT OR SERVICE, OR NOT.
AND THAT'S GOING TO BE FELT AND
I CAN'T TELL YOU HOW MANY TIMES
I HAD THE CONVERSATIONS, WITH
BUSINESS OWNERS AND THEY DON'T
END UP WORKING WITH ME, BUT THEY
GET SO MUCH OUT OF THIS
CONVERSATION, THAT I'LL GET
E-MAILS MONTHS LATER SAYING IT
WAS A CONVERSATION THAT HELPED
THEM GET SO MUCH CLARITY ABOUT
WHAT WAS BLOCKING THEM, THEY
SHIFTED IT, AND THEY WERE ABLE
TO LIKE DOUBLE AND TRIPLE THE
BUSINESS.
AND SO, IT GIVES ME -- JUST
THINKING ABOUT IT.
THAT ALONE MAKES ALL OF THIS SO
WORTHWHILE.
AND THEN, THAT'S WHEN YOU KNOW
YOU ARE TRULY BEING OF SERVICE.
>>> SO, LET'S WHIZ THROUGH THE
NEXT FEW SLIDES SO THAT WE HAVE
TIME FOR QUESTIONS.
SO, ONE THING THAT I WANTED TO
POINT OUT HERE IS, TAKING
RESPONSIBILITY.
SO, I LOVE THIS LITTLE QUOTE
HERE.
IF YOU KEEP BLAMING SOMETHING OR
SOMEONE ELSE FOR YOUR PROBLEMS,
YOU WILL NEVER LEARN WHY
PROBLEMS COME YOUR WAY.
WE REALLY WANT TO TAKE
RESPONSIBILITY FOR WHATEVER IS
SHOWING UP IN OUR LIFE.
AND AGAIN, BACK TO THE LAW OF
ATTRACTION.
WHAT WE PUT OUT COMES BACK.
AND IF YOU ARE NOT WHERE YOU
WANT TO BE IN YOUR BUSINESS.
THEN WE WANT TO LOOK AT WHY.
WHAT IS THE THINKING THAT IS
CAUSING THIS?
AND THIS PROCESS IS SO
EMPOWERING, IT'S HUMBLING,
BECAUSE, HEY, WE ARE RESPONSIBLE
FOR WHAT IS SHOWING UP OR NOT
SHOWING UP AND IT'S EMPOWERING
BECAUSE WE GET TO OWN THE
RESULT.
IT'S EXCITING.
IT'S ALL DEPENDING ON HOW WE ARE
SHOWING UP.
IF WE ARE WALKING AROUND BLAMING
PEOPLE OR BEING ANGRY THAT
ENERGY, AGAIN, IS GOING TO BE
FELT, SO IT'S THAT NONVERBAL
COMMUNICATION THAT IS GOING TO
BE FELT BY OTHER PEOPLE BY
WHOEVER WE COME ACROSS.
WHETHER IT'S SOMEBODY WHO MAY
REFER TO US, OR A POTENTIAL
CLIENT.
AND SO, I SUGGEST TAKING
INVENTORY RIGHT NOW, OF WHERE
YOU ARE AT IN YOUR BUSINESS, IF
YOU ARE NOT WHERE YOU WANT TO
BE, LOOK AT THE THINKING THAT
IS, CAUSING THE OUTCOME.
SO, THE CAUSE, WHEN WE LOOK AT
THE LAW OF CAUSE AND AFFECT THE
AFFECT IS WHAT IS SHOWING UP,
THE CAUSE IS ALWAYS THE THINKING
OR THAT BELIEF.
SO, TAKE A LOOK AT WHAT AM I
BELIEVING?
IF YOU ARE NOT WHERE YOU WANT TO
BE FINANCIALLY, WHAT ARE YOU
BELIEVING ABOUT MONEY THAT I
NEED TO SHIFT?
AND WE WILL GET MORE IN TO IT IN
A SECOND.
THIS IS MY FAVORITE, SO, SELF
CARE, THIS, THIS IS SO
OVERLOOKED AND IT IS SO
IMPORTANT.
AGAIN, WHAT YOU PUT OUT COMES
BACK.
SO, IF YOU ARE STRESSED OUT AND
OVERWHELMED, YOU ARE GOING TO
CREATE MORE TO BE STRESSED OUT
OR OVERWHELMED ABOUT.
IF YOU ARE HAPPY AND RELAXED AND
JOYFUL, YOU WILL CREATE MORE IN
YOUR LIFE TO BE HAPPY, RELAXED
AND JOYFUL ABOUT.
LIKE RESULTS.
SO, IT'S REALLY IMPORTANT TO
TAKE TIME FOR OURSELVES, TO FEEL
GOOD ENOUGH TO RECEIVE.
SO, PART OF BEING A BUSINESS
OWNER IS BEING ABLE TO RECEIVE
ALL OF THE, YOU KNOW, PEOPLE
THAT ARE THERE THAT WE CAN HELP
RIGHT NOW WITH OUR BUSINESS.
AND WE NEED TO FEEL GOOD ENOUGH
TO RECEIVE.
>>> AND WE DON'T WANT TO LEAVE
IT UNTIL SOME DAY LAND.
SOME DAY WHEN I'M AT THIS LEVEL,
I WILL FEEL GOOD ENOUGH TO ADD
THESE THINGS IN.
WE WANT TO START DOING IT NOW,
IT WILL HELP CREATE THE RESULTS.
I WILL W -- I WILL WHIZ THROUGH
THE NEXT PART SO WE CAN OPEN UP
FOR QUESTIONS.
AND AGAIN, YOU WILL SHOW UP
DIFFERENTLY WHICH WILL BE FELT
BY EVERYONE AND YOU WILL USE
DIFFERENT LANGUAGE AND
COMMUNICATION AND AN ENERGY
BEHIND IT.
SO, THE LAST LITTLE BIT HERE IS
ABOUT CONNECTION, WE ALL JUST
WANT TO CONNECT, RIGHT?
WHEN WE ARE IN BUSINESS, WE WANT
TO CONNECT WITH OTHERS.
AND LOOK AT WHAT IT IS FOR YOU,
WITH WHAT DO YOU LIKE TO DO THE
MOST TO CONNECT?
IS IT NETWORKING EVENTS?
DO YOU LIKE TO SPEAK?
DO YOU LIKE TO DO WEBINARS AND
DO MORE OF THAT.
AND YOU WANT TO APPROACH IT WITH
HOW CAN I HELP?
AGAIN, BEING OF SERVICE EVEN IN
THOSE SITUATIONS.
WE ALSO WANT TO LOOK AT THE
FOLLOW-UP, SO REALLY QUICKLY,
THEY SAY, CASH IS IN THE
FOLLOW-UP.
SO, CASH IS KING.
SOMETHING LIKE THAT.
AND SO, WE WANT TO LOOK AT AT
REALLY, FIRST OF ALL, TAKING A
STAND FOR YOUR DREAMS NOBODY
ELSE WILL.
AND I WANT YOU TO THINK ABOUT
WHAT THE THREE OBJECTIVES ARE
THAT YOU ARE TRYING TO ACHIEVE
EVERY WEEK.
THAT IS GOING TO HELP YOU HAVE A
GREAT PLAN AND A FOLLOW-UP FLAN.
IT WILL HELP YOU MAP OUT YOUR
CALENDAR.
LOOK AT THE THREE OBJECTIVES
THAT YOU WANT TO ACHIEVE EVERY
WEEK.
AND THIS WILL HELP YOU TO CREATE
A FOLLOW-UP SYSTEM AS WELL.
SO, KEEPING TRACK OF PROSPECTS,
MAYBE TO DOs, BETTER IN
ALIGNMENT WITH THE OBJECTIVES.
AND REALLY QUICK, WHAT GETS TO
HAPPEN WHEN YOU ARE AT THE LEVEL
AS YOU WANT TO BE, IN YOUR
BUSINESS.
YOU -- AND WHEN YOU ARE
PRACTICING WHAT WE TALKED ABOUT
TODAY, YOUR CONFIDENCE WILL BE
FELT AND SEEN AS THE EXPERT.
PEOPLE WILL WANT TO BE AROUND
YOU.
CUSTOMERS, NEW CUSTOMERS, REPEAT
CUSTOMERS AND REFERRALS, AND YOU
ARE GOING TO BE IN THAT FLOW OF
GIVING AND RECEIVING AND YOU
WILL BE HAPPIER WHICH LEADS TO
MORE HAPPINESS.
AND I THINK THAT IS IT.
I JUST -- I JUST HAVE WAYS TO
CONNECT WITH ME ON FACEBOOK AND
INSTAGRAM.
AND I WILL TURN IT OVER TO OPEN
UP FOR ANY QUESTIONS.
>>> OKAY, SO NOW WE WILL START
THE Q&A PORTION OF THE CALL AND
WE WILL DO AS MANY TO ADDRESS AS
MANY POSSIBLE IN THE TIME
REMAINING.
WITH THAT, LET'S GO AHEAD AND
JUMP IN.
CHRIS, THE FIRST QUESTION, THIS
COMES TO US FROM BETH, AND BETH
IS ASKING, HOW DID YOU GET YOUR
WHOLE FAMILY ON BOARD WITH
SETTING GOALS?
>> OH, THAT'S SUCH A GREAT
QUESTION.
I LOVE IT.
FIRST OF ALL, WHAT I DID WAS, I
WOULD VISUALIZE MY HUSBAND AS
WELL AS OUR KIDS BEING REALLY,
REALLY HAPPY WITH ACHIEVING --
ACHIEVING THE GOAL AROUND MOVING
TO CALIFORNIA.
I WOULD VISUALIZE MY HUSBAND
HAVING SUCH A BIG SMILE ON HIS
FACE.
ACTUALLY, HAVING A VISION OF HE
AND I IN THE WATER SURFING AND I
LOOK OVER AND HE HAS THE BIGGEST
SMILE ON HIS FACE.
AND IT MEANT THAT THE MOVE WAS
GOOD FOR HIM AS WELL AND THAT IT
WAS GOING TO BE GOOD FOR HIM
PERSONALLY AND PROFESSIONALLY.
AND I KID YOU NOT, AFTER WE
MOVED HERE, A FEW YEARS LATER,
WE DID A SURF LESSON AND I
LOOKED OVER AND SAW THE EXACT
IMAGE THAT I HAD BEEN
VISUALIZING, SO, IT WAS REALLY
AWESOME.
AND WHAT I WOULD SAY FOR YOU,
BETH, IS TO GET REALLY CLEAR ON
WHAT YOUR GOALS ARE AS A FAMILY.
THAT'S ALSO WHAT I DID WITH MY
HUSBAND.
SO, WE CHECKED IN ON WHAT WAS
IMPORTANT TO US, ABOUT MAKING
THE MOVE, AND CREATING THE LIFE
THAT WE WANTED AND THEN WE
STARTED TO MOVE TOWARD THE GOALS
TOGETHER.
SO, I HOPE THAT HELPS.
>> OKAY, THE NEXT QUESTION IS
COMING FROM SHAWNDELL, ASKING IF
A CONSULTATION OR EDUCATION
BUSINESS SHOULD MARKET SELL BY
THE HOUR PROJECT OR CREATE
PACKAGES?
>> YEAH, THIS IS SUCH A GREAT
QUESTION.
THANK YOU FOR ASKING THIS.
AND YOU KNOW, THIS GOES RIGHT
BACK WITH VALUING OURSELVES AND
HOW WE SEE WHAT WE ARE OFFERING,
HOW WE ARE VALUING OUR SERVICE.
AND I RECOMMEND MOVING OUT OF
THE HOURLY RATE, IF THAT'S WHAT
YOU ARE CURRENTLY DOING, AND
PRICE YOUR PACKAGES AND SERVICES
BASED ON THE VALUE.
SO, OF COURSE, WE CAN'T USUALLY,
ESPECIALLY IN A SERVICE-BASED
BUSINESS, GUARANTEE THE RESULTS
THAT SOMEBODY WILL GET.
BUT IF THEY TAKE THE ACTION AND
MOVE THROUGH YOUR PROGRAM, AND
THEY ACHIEVE WHAT THEY ARE THERE
TO DO.
WHAT IS THE VALUE OF THAT?
YOU WANT TO TALK ABOUT
VALUE-BASED PRICING.
THAT'S TOTALLY DIFFERENT.
IT'S COMPLETELY EMPOWERING AND
THAT ALSO TIES BACK IN TO WHAT
YOUR GOALS ARE, AND THAT'S
USUALLY WHAT I HAVE PEOPLE DO
WHEN I'M WORKING WITH THEM, IS
LOOKING AT WHAT IS YOUR IDEAL
LIFESTYLE?
WHAT IS YOUR IDEAL BUSINESS?
AND ASSIGNING A MONETARY GOAL TO
THAT, SO THAT YOUR GOALS HAVE
MEANING AND THEN BACKTRACKING
FROM THERE, TO ASSIGN A PRICE IF
YOU WILL, TO YOUR PACKAGE OR
SERVICE.
BECAUSE, REALLY, IF YOU'RE
OFFERING A SERVICE BASD
BUSINESS, THE VALUE IS PROBABLY
PRICELESS.
IT'S PROBABLY GOING TO CHANGE
SOMEBODY'S LIFE.
IT'S GOING TO MAKE ALL THE
DIFFERENCE, AND IT REALLY IS
HARD TO PUT A VALUE ON THAT.
AND SO, YOU ALSO WANT TO LOOK AT
WHAT ARE YOUR GOALS, WHAT ARE
THE INDUSTRY STANDARDS.
AND THEN, CREATE A PACKAGE FROM
THERE, AND THAT, LOOKS AT WHAT
YOUR TIME IS WORTH, AND YOU ARE
CHARGING MORE ON A PACKAGE
BASIS.
>>> ALL RIGHT, THIS NEXT
QUESTION, THIS COMES FROM MONA.
AND MONA IS ASKING WHAT WOULD
YOU SAY IS A GOOD WAY TO ENSURE
YOU ARE DOING A GOOD JOB OF SELF
CARE WHEN YOU ARE SELF EMPLOYED
AND THE ONLY EMPLOYEE IS B TO B.
>> FOR SELF CARE, ANYTHING GOES.
THERE'S NO RIGHT OR WRONG WAY TO
DO IT.
IT REALLY IS ABOUT INVOKING THE
STATE OF MIND WHERE YOU ARE
FEELING GOOD.
AND SO, THAT'S HOW WE WANT TO
GAUGE IT.
IF YOU ARE DOING THINGS THAT
MAKE YOU FEEL GOOD, THEN YOU ARE
COMPLETELY ON TRACK.
BECAUSE WHEN YOU FILL UP YOUR
OWN CUP FIRST, YOU ARE GOING TO
HAVE SO MUCH MORE TO GIVE.
YOU ARE GOING TO HAVE MORE TO
GIVE YOUR FAMILY, YOU ARE ALWAYS
GOING TO HAVE MORE TO GIVE YOUR
CLIENTS.
YOU ARE GOING TO CREATE THE
SPACE FOR THE BRAIN STORMS AND
THE SOLUTIONS.
EVERYTHING TO COME IN.
SO YOU ARE JUST GOING TO BE
OPERATING ON A HIGHER VIBRATION.
AND SO, IT'S REALLY IMPORTANT
JUST TO LOOK AT, HOW CAN YOU GET
STARTED NOW?
WHAT ARE YOU CURRENTLY DOING?
AND HOW CAN WE UP THAT A LITTLE
BIT?
SO, MAYBE YOU NEED TO START
WITH, DOING SOMETHING ONCE A
MONTH.
MAYBE YOU ARE ALREADY DOING IT
AND YOU WANT TO LOOK AT DOING
SOMETHING WAUNS WEEK.
AND I CAN SAY IT, IT BECOMES
ADDICTIVE.
YOU ARE GOING TO PROBABLY IN NO
TIME MOVE UP TO WEEKLY, I LOVE
STARTING MY DAY WITH SOME SELF
CARE TIME IN THE MORNING BEFORE
ANYBODY GETS UP IN THE HOUSE.
AND IT'S SUCH A GREAT WAY TO
START MY DAY.
AND I LIKE TO SHAKE UP WHAT I'M
DOING.
SO, I HAVE GOT THAT TIME BLOCKED
OUT EVERY MORNING BUT THEN I'M
SHAKING UP WHAT I AM DOING AND
IT'S REALLY, JUST AGAIN, ABOUT
DOING WHAT MAKES YOU FEEL GOOD.
BECAUSE, THAT RELAXED ENERGY IS
GOING TO TAKE YOU A REALLY LONG
WAY.
>>> OKAY, NEXT QUESTION, IT'S
FROM CATHERINE.
CATHERINE SAID THAT SHE IS A
YOUNG ENTREPRENEUR AND LEADING A
SECURE PROFESSION, THIS HAS
CAUSED A LOT OF TENSION IN HER
FAMILY, WANTS TO KNOW IF YOU
HAVE ANY ADVICE.
>> THIS IS A TOUGH ONE.
AND FIRST OF ALL, WAY TO GO.
THIS IS HUGE.
WHAT I FIRST SUGGEST IS ONLY
SHARING YOUR GOALS AND DREAMS
WITH PEOPLE WHO ARE GOING TO
ENCOURAGE YOU.
IT CAN BE REALLY EASY TO GET OFF
TRACK WITH THIS IN THE BEGINNING
AND LOOKING FOR REASSURANCE FROM
PEOPLE, AND WE HAVE TO,
ESPECIALLY THE IMPORTANT PEOPLE
IN OUR LIVES AND WE HAVE TO
REMEMBER THAT EVERYONE IS
OPERATING FROM THEIR OWN
PARADIGM, THEIR OWN BELIEF
SYSTEM.
AND STARTING THEIR OWN BUSINESS
MAY FEEL COMPLETELY SCARY TO
THEM.
SO, THEY ARE OPERATING FROM
THEIR BELIEF SYSTEM.
YOU KNOW, HOW WE TALKED ABOUT
BELIEFS TODAY.
SO, THAT'S WHAT I WOULD SUGGEST.
SHARE YOUR GOALS AND DREAMS WITH
SOMEBODY WHO CAN REALLY CHAMPION
YOU, BECAUSE YOU FEEL SHAKY WHEN
YOU ARE FIRST DOING THIS.
AND YOU CAN EASILY GET TALKED
OUT OF IT.
YOU CAN SEE ALL THE OBSTACLES
AND ALL THE REASON WHY IS NOT
TO.
SO, START HAVING BOUNDARIES
AROUND THOSE CONVERSATIONS,
AROUND WHO YOU ARE SHARING IT
WITH, OF COURSE, YOU ARE NOT
GOING TO BE ABLE TO HIDE WHAT
YOU ARE DOING, SO YOU MAY WANT
TOO CREATE ONE SENTENCE THAT
MAKES IT CLEAR THAT YOU ARE NOT
WILLING TO ENTERTAIN THE
CONVERSATION FULLY.
IF IT'S A SPOUSE OR PARTNER YOU
ARE TALKING ABOUT, YOU WILL
PROBABLY NEED TO HAVE AN
AAGREEMENT ABOUT WHAT YOUR
CONTRIBUTION IS, TO THE
HOUSEHOLD, WHAT TIMELINE YOU
HAVE AND REALLY HAVE AAGREEMENTS
IN PLACE AND THEN, YOU WILL NEED
TO BE ABLE TO STICK TO THOSE, AS
WELL AND MAKE THOSE YOUR GOALS.
>>> OKAY.
WE HAVE TIME FOR ONE, MAYBE TWO
LAST QUESTIONS HERE.
THIS NEXT ONE COMES TO US
FROM -- I FIND IT CHALLENGING
ASK CLIENTS FOR REFERRALS, DO
YOU HAVE SUGGESTIONS AND HOW DO
YOU PREPARE YOURSELF FOR THAT
MOMENT?
>> YES -- SO, HERE'S THE THING,
YOU WILL NOT HAVE TO ASK.
WHEN YOU ARE, AND I GET, BECAUSE
IT FEELS SUPER AWKWARD AND OF
COURSE, WE WANT TO, HEY, GIVE
PEOPLE A HEADS UP.
THIS IS WHAT I'M UP TO.
IF YOU KNOW ANYBODY, THAT CAN
BENEFIT FROM X, Y AND Z, FEEL
FREE TO CONNECT US.
THAT, I WOULD KEEP IT TO THAT.
BUT AS YOU GET GOING, AND YOU
ARE DOING SUCH AN AMAZING JOB,
IT'S JUST GOING TO NATURALLY
HAPPEN.
AND THAT'S, YOU KNOW, EVERYTHING
THAT WE WERE TALKING ABOUT
TODAY, WHEN YOU VALUE YOURSELF.
WHEN YOU PRACTICE SELF CARE,
WHEN YOU ARE GROUNDED, WHEN YOU
ARE CONFIDENT.
PEOPLE ARE GOING TO FEEL THAT,
AND YOU'RE GOING TO BE THE BEST
VERSION OF YOU.
YOU ARE GOING TO DO THE BEST JOB
THAT YOU CAN DO, AND PEOPLE ARE
JUST GOING TO NATURALLY WANT TO
REFER TO YOU, BECAUSE THEY ARE
JUST SO HAPPY WITH YOUR SERVICE,
AND THAT'S WHEN IT GETS
EXCITING.
AND THAT'S ALSO WHEN YOU CAN
START TO REALLY USE THE LAW OF
ATTRACTION BY SAYING, I WOULD
LOVE REFERRALS, I WOULD LOVE TO
WORK WITH MORE CLIENTS AND IT
WILL JUST COME TO YOU IF YOU CAN
BE OPEN TO RECEIVING IT.
>>> OKAY.
SO, WE ARE OUT OF TIME FOR
TODAY'S LIVE SESSION.
SO, THOSE ARE ALL THE QUESTIONS
THAT WE WILL BE ABLE TO TAKE.
ON BEHALF OF SCORE AND FEDEX I
WOULD LIKE TO THANK YOU ALL SO
MUCH FOR ATTENDING THIS START UP
SUCCESS VIRTUAL CONFERENCE AND I
WOULD LIKE TO GIVE A BIG THANK
YOU TO CHRIS ATLEY FOR
PRESENTING WITH US AS WELL.
THANK YOU FOR BEING HERE.
>> OH, THANK YOU SO MUCH, AND I
WAS JUST GOING TO LET EVERYONE
KNOW.
I KNOW THERE WERE SO MANY
QUESTIONS, YOU GUYS ARE WELCOME
TO VISIT MY WEBSITE, CHRIS
AND SHOOT ME AN E-MAIL
THERE, AND I'M HAPPY TO ANSWER
MORE QUESTIONS TOO.
>> OKAY, SUPER.
JUST A REMINDER THAT ALL THE
WEBINARS WERE RECORDED TODAY AND
CAN BE VIEWED AT A LATER TIME
WITHIN THE VIRTUAL CONFERENCE
ENVIRONMENT.
AND YOU CAN ALSO ACCESS THOSE ON
WE HOPE THAT YOU HAVE
ENJOYED YOUR TIME HERE TODAY,
AND FOUND IT VALUABLE FOR YOUR
BUSINESS.
FEEL FREE TO CONTINUE EXPLORING
THE ENVIRONMENT BEFORE HEADING
OUT FOR THE DAY.
WE WISH YOU ALL A GREAT REST OF
YOUR DAY, AND MUCH SUCCESS IN
YOUR BUSINESS.
................
................
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