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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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