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Hi, my name is James Shepherd.

Today I want to give you the advice that I gave a 20-year-old guy, who was getting into

merchant services.

My advice for a 20-year-old entering merchant services and really my advice in general for

somebody who is getting into this business for the first time.

I really had this great call.

I don't even remember the name of who it was I talked to now.

I'm really bad with names, but it was like a week ago.

When I had the call, it lasted about 25 minutes or so.

At the end of the call, I was thinking to myself, "I've got to shoot a video.

I wish I had recorded this."

I'm actually going to be recording some of my calls moving forward for a little blog

we are going to do, but I was talking to this young man.

He called me up.

He told me, "Hey," I think he was 20, maybe 22.

"I'm getting married in a few months.

I just got into merchant services."

He wanted my advice on the processor he had chosen to sell for and some other things.

Basically the advice that I gave to him was very, very simple.

I told him I said, "Look, what you are doing right now, you are making several assumptions

that may or may not be true.

The assumptions that you are making right now are number one, you can go prospecting

and people are going to like you.

Number two, you are making the assumption that if people like you and trust you, that

you have enough sales ability to close them.

Number three, you are making the assumption that your processor, if you close them, is

going to approve them and that they are going to service the customer in a way that works.

Number four, if all of those things happen, that the processor is going to pay you an

amount of money that is going to be sufficient to allow you and your new bride to live comfortably."

I said, "Those are four assumptions."

The key to business is not research and analysis and deep contemplative thought.

That is the secret to getting a business from 100 million to a billion perhaps.

That is not the secret of getting a business from zero to $100,000 a year in revenue.

The secret from getting from zero to $100,000 a year in revenue is very simple.

You get an idea – step one.

Step two, what are the assumptions that are underlying this idea.

I could sell you on any idea.

Ideas, you could come up with something, like selling ice to Eskimos.

Think how inconvenient it is for Eskimos to chop up their own ice.

They probably need a distributor to just sell them ice.

Don't you think that would make sense.

Well, there are some assumptions that we are making there, aren't we?

We are definitely making assumptions of how valuable we think this ice is to Eskimos.

You can make any idea sound good, but ultimately an idea is based on a set of assumptions that

you have made.

People who are successful in business are able to take an idea that seems like a good

idea and break it down into its compartments of assumptions that are being made.

That's step two.

Step one is come up with an idea.

Step two, figure out assumptions are underlying this idea.

If any of these assumptions are not true, it's not going to work and you are not going

to make money.

One little side example that might help you understand this.

When Itunes came out, for instance, with Apple.

Apple came out with Itunes.

They came out with the Ipod, things like that.

Right?

One of the assumptions that they had to make was, "Our people willing to put a device

in their pocket, or somewhere on their person and walk around with headphones in their ears?

Are they willing to do that?"

Here is the interesting thing about it.

Walkman had already proven that assumption to be true.

They didn't have to prove that assumption.

That was already there.

They knew already it was proven fact people are willing to do that.

What was maybe an unproven fact?

Well, are people interested in buying songs one at a time rather than the entire album.

That had not been proven.

Literally nobody had done that before.

They had had illegal downloads services.

So that was even more of a problem.

Are people willing to abandon illegal free services and actually pay for legal services?

It turned out that assumption was true, but that was the big leap.

That was the assumption.

They had to do all kinds of customer focus groups, surveys and find out.

Are people willing to pay for this?

Because we don't know if that's true.

So Itunes at the time, boy, what a great idea, right?

It sounds awesome.

You just buy music.

I've got it right here.

I even have the subscription service on my phone.

It's great, but are people willing to do that?

Well, there are some assumptions that are underlying it.

There is going to be some assumptions.

You have to figure out what those are is step number two.

Step number three is find the shortest path to proving that these assumptions are correct

or not.

In the case to this young man, my advice to him was very simple.

I said, "Okay, do you got a pen and paper?"

He said, "Yea."

"Let me give you a pitch."

I went through the survey pitch with him.

The survey pitch is basically you walk into the business.

"Hi, my name is James Shepherd.

I'm starting a new business here in town.

If you have just a couple minutes, I'm kind of going around and do a little survey.

I have two or three quick questions for existing business owners to learn a little bit more

about doing business in the community here and just to get your thoughts on what I'm

doing and do you think it is going to work.

Do you have like a minute or two for me to ask you these three questions?"

That's a great pitch.

People are going to be okay with that.

Then question number one is, "How did you get into business?

How long have you been here?"

A little small talk.

Question number two is "Are you currently processing credit card electronic payments,

and if so who are you using, and are you happy with them?"

Question number three is, "Once I get this business launched in a week or two, would

you mind if I came back and dropped off some free marketing materials now that I know what

you are currently doing?"

Something like that, right?

Very basic.

I said, "Okay, do you got that?"

He is like, "Yes."

I said, "Here is what you got to do.

It's two o'clock in the afternoon right now.

We are going to hang up the phone in a couple minutes.

When we do, you are going to go get your shoes on.

You are going to get our keys.

You are going to go out to your car.

You are going to get in your car and you are going to drive to the closest business.

You are going to walk in and you are going to tell them that exact pitch."

I said, "Then once you do that, you are then going to drive over to the next closest

business and you are going to repeat that."

I said, "Then what you are going to do is you are going to go to about 200, 300 businesses

over those first 10 business days and you are going to do that pitch 200 or 300 times.

By doing that what's going to happen is you are going to prove your first two assumptions

correct or incorrect.

Can you prospect in a way that makes people like you?

If not, I can't help you.

You need to go get another sales job, where you have a manager or a coach.

Number two, if you can get people to like you, can you close the deal?

If you get all these people, "I have 200 people that are interested."

How many of them bought from you?

Nobody, so you can't sell.

It doesn't matter about which processor you are with.

It doesn't matter about their compensation.

All that is totally irrelevant because you haven't even proven the first two assumptions.

The first two assumptions are can you prospect merchant services and can you sell merchant

services?

Those are the first two assumptions.

My advice to somebody getting into the business and like, "Which processor should I sell

for?"

Nobody.

Go out in the field and sell first.

"How can I do that?

I don't have paperwork."

It doesn't matter.

Go get some business cards that say payment consultant, you know, or sole proprietor,

whatever, and walk into businesses and say, "Hey, I'm just starting a business up."

Have some conversations and see, do you know how to get people interested and do you know

how to get people to buy from you?

If you do, well then all of a sudden, the processor becomes really important, don't

they?

Now you have a deal and you are going to write a deal.

What's their paperwork like?

What is the application process?

Now you are going to prove the next two assumptions.

See how that works.

My advice to somebody getting in the business is number one, you have an idea, that you

feel like is a good idea.

What are the assumptions?

Then what is the quickest path to proving those assumptions true or false.

That's how you can really get yourself going in business.

That's what I would do as a young person, or even somebody else who is going from an

employment to an entrepreneurial deal is what are the assumptions that are underlying this?

Then prove those assumptions as quickly as possible, so that you can either start making

money, or so you can end that and move on to something else that is going to be more

profitable for you.

My name is James Shepherd.

Thanks for watching and listening.

For more infomation >> My Advice to a 20-Year-Old Starting Out In Merchant Services - Duration: 7:41.

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How to setup a cost data import pipeline from advertising services to Google Analytics - Duration: 2:35.

For more infomation >> How to setup a cost data import pipeline from advertising services to Google Analytics - Duration: 2:35.

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Security Services - Duration: 1:14.

Crystal like to offer an approachable reliable member of staff that students

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prepared to treat them as students. They're very vulnerable and they might

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These students will often look for guidance. He's goteto be firm but still

approachable.

For more infomation >> Security Services - Duration: 1:14.

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What does the California Department of Child Support Services offer? - Duration: 0:51.

The following services are provided by the state through local child support agencies:

Help with locating parents Legally establishing the parents of a child

Creating an enforcing collection of court-ordered child support payment

Partnerships with other states and countries to enforce child support

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For more infomation >> What does the California Department of Child Support Services offer? - Duration: 0:51.

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10day free Training Day 2 How To Price & Package Your Services with Congruency - Duration: 34:08.

Hi beginner coaches good morning thank you for joining me on day 2of the 10

day training series where we teach you how to reach your first ten came up so

if you haven't joined us already this is day two and so yesterday what we covered

was how to actually go about defining your niche and we won't go through it in

detail again today because we went through it yesterday so make sure you

pop on over to that old video in our facebook wife now today what we're gonna

be talking to you about is pricing and packaging your services with concurrency

because I have a lot of the challenges that coaches and my comments are be

coming to me with is Carol I've got all this knowledge I've got all this stuff

that I want to share but how do I know how much to charge how much how do I

actually like put something together should I have a smaller package and then

have a bigger package from there or how much do I charge X people are telling me

I should charge $100 an hour some people will say maybe 150 some people charging

a thousand dollars like where do I actually sit on that spectrum so if that

is something that you're experiencing awesome because they're gonna cover all

of that this morning now also guys I want you guys to keep in mind that

throughout this video there will be an opportunity for you guys to opt in and

subscribe to our full step turning a stranger into a raving fan checklist so

is a checklist that so it's a combination of a video a training video

and a checklist which I created just yesterday a couple days ago and it

literally walks you through step by step through the four steps that I go through

to attracting clients all the way to nurture your relationship and then

turning in them into committed paying clients so if you want to get your hands

on that make sure you stay to the end of this video and I'll share with you how

you can get your hands on that so guys I'm just gonna quickly pop on to my

facebook page purchased because the comments that I'm gonna be reading from

you guys is gonna be on my Facebook page COO I can't actually see what's on my

camera right now so if you're joining me live guys come in and say

low so that I know that you're the hi Tim good morning Tim thanks for joining

me all right eating so let's get into it

how do we actually even put a package together now a concept that I've learned

from a mentor of mine Darcy Smith so I do attribute this

concept to him and is the type of method and it talks about cognitive dissonance

so when it comes to problem-solving guys know that our role as coaches is first

and foremost to solve a problem for the market and even more than that as

businesspeople that's what we do every single day where we get it paid because

we solve problems so if you think about it I'm just gonna stand on the sudden

hopefully you can see what I want you to imagine is that where your client is

right now is Island a actually a and where they want to be is Island C now if

we think about guys how does something actually become a problem think about it

if let's take a lady who's 10 killers over here and she wants to lose 10 kilos

so which is that right now is she's 10 kilos overweight right what makes it a

problem now it's a problem for her because she's

not where she currently wants to be R so it's either she's not where she wants to

be oh she's not where she expected to already be too because think about she

was already her ideal way she's exactly where she wants to be which means that

either the agency are the same alternatively if say she's already

working with a weight loss coach and they've got a plan and a regime to get

her from where she is now to her dream body then she's actually where she

expects maybe because she's moving along towards

Islands see so she doesn't have a problem but if when she that right now

convinced away she wants to be aware she expects to be a different then insert

problem this is where we come in because people only need us when there's a

problem right so because this problem is also known as cognitive dissonance

our brains are problem-solving machine so the moment that we've got where

somewhere we are the moment we we aren't where we need to be or where we to be

our brain will do everything within its power to what a close that loop and what

that that designer to what a close the loop often manifests itself in the form

of pain so know these guys a common objection I get from that clients

present to me is they like how my market they just don't have money and trust me

guys time and money and we'll go through this in a separate video because we've

got a whole video coming up in a couple of days that's purely on handling

objections now money and time are not valid objections because know these when

the pain is great enough we will always find the time and find the money for the

things that are most important to us take this for example say you've got a

tooth ache right and you literally a stand up night and day night and day and

you can't go to sleep because all you can think about is the pain will get rid

of the pain or just eliminate anything I'm not thinking about the pain but all

you can think about is the pain now if it dentist said to you look I can take

that out for it I can get rid of that pain for you it's gonna cost you five

thousand dollars are you gonna find the money to get rid of that pain

yes of course because you can't go warning your wife and do anything else

until that pain goes away just like I mean this is a bit of an extreme example

guys but let's say you know someone took your I'm making this is extreme but just

to highlight the point someone takes a family member hostage right

they're like I need you to find me $100,000 otherwise I'm gonna kill them

are you gonna find the money of course you'll do everything within your power

to find the money how come because right now your family member is not safe and

you want them to be safe because it's it's a part of our human behavior so one

of the loves to want to pull on to want to protect our you know our family and

friends and what you want is for them to be home safe but currently them in

hostage insert problem now if the pains big

enough we will always find the money and the time for it

so organize what I'm hoping that you'll take away from this video so far is

don't get sucked in do not accept your markets limiting beliefs

there's simply stories that they tell you because think about your buyers

don't know how to make great decisions if they did know how to make great

decisions they probably won't the experiment be experiencing the problem

of the currently experiencing right which is why they need you as the expert

to help language where they're now where they want to be so that you can actually

help them bring language to what their problem really is because it's only with

the awareness with language of what's really going on for them that they can

change you can't change what you don't know but once you do know then you've

got choice as I made it as to whether or not you want to make a different

decision does this make sense guys so check in with me I've five people

joining me this morning hey Tim yes I went for a run this

morning I'm looking forward to a catch-up tomorrow morning um so guys

share with me what are you taking away from this so far thanks got basically em

for joining me so guys what we've got so far is we've got where your client is

and the problems that they where they actually want to be an island see now

when it comes to building a package guys if what you're

selling is an emotional outcome and for many coaches in the beginning what

you're selling is an emotional outcome it's like you want them to have greater

confidence greater empowerment greater self believe for that for you to step in

your true self I could keep going and until you can bring some tangibility

around it which is why I find the business health relationships are great

niches to go into because you've got something that's measurable at the end

of it but if you don't have a measurable tangible outcome that's all good because

what we're going to teach you right now is going to bring tangibility to your

products and services which means that when you teach it to your clients if you

teach it to your market where you market it you're gonna feel a lot more

certainty and so they all right so Isla de Island see that's where they want to

be this is where they're right now knowing that for them to get from A to C

they need to go through some sipping stones to get there now what I often

recommend to my clients is we who you're coaching or who who you market to is

probably you two years ago so since you two years ago to you now you've grown

and learnt so much stuff and applied so much needle learning to your wife that

you can actually teach all of this stuff but for us to ever teach anything we

must have frameworks we must turn our knowledge into frameworks and models so

that it becomes easy for people to understand and easy for people to apply

because if you just talk at people they're like this is this is the

response you'll get they'll be like uh-huh uh-huh uh-huh

and they'll write all this stuff down and then they'll go away and they'll

feel overwhelmed because it's not simple training women says that all the time

complexity is the enemy of execution so the simpler you can make it the better

so in our 10k elite squad Maxima there are five clear steps that we take our

clients err and it means and we apply a model to it so

means that whenever they feel stuff they just come back to the model and now i

where am i on this model okay i'm at this stage for how what do i need to do

to move from Sage 3 to stage 4 and that's exactly the same here so I've

drawn I'm gonna draw an extra box so why generally recommend is when it comes to

models is you want either four stages five stages or seven stages those

numbers generally look well and the way to go and approach it is you literally

brained up a good friend of mine once suggested to me she was like I'm Cal go

just take a pad of post-it notes go on wall and tell apparent marker and just

write it every single learning model book principle philosophy everything

that you've learnt that helped you to get to where you are now from the moment

you decided you wanted to change and stick it up all on the wall and by doing

this you have everything on a wall and then what you can do is you can start to

put them into categories because everything fits you you will notice over

time that there is always a sequence and a methodology to what we do we're human

beings don't try and reinvent the wheel even if you look at back it has those

hierarchy of Maslow's hierarchy of needs Tony Robbins six core needs there are

similar theme that fall within each one so same with what you do where you are

two years ago for this where you where now you took a series of steps to get

there so what you want to do is you want to bring a framework to what you do

and you want to apply a model to it now we're not going to go into this in

detail today but when I say a model I'm talking about like for example this is a

model Tony Robbins has one where he's got a B C and D but it the purpose of it

is to make it visually appealing and very memorable and also this becomes

your IP because you can actually trademark this because this is your zone

of genius is something that you've created and

they have taken ideas from loads of people all good but by you bringing to

new ideas together you make it something new and you make it yours and that's

what you do by putting a model to it so by the end of this you'll have not

only have the end in mind of where you know your client needs to go because

you've defined your niche even more than that you know exactly how

you can help them get from A to Island see through these stepping stones so

through your sales course and someone actually asks your even if you're at a

networking event they're like okay great so you help women lose 10 kilos in five

weeks tell me more how do you do that well you insert stepping stones and for

them because think about these guys as human beings we've got an emotional side

and a logical side to our brain even if you sell the emotional outcome like look

I help women feel empowered I help them feel sick like tabi like they're tapping

into their full potential yes emotional outcome tick but if the if

the person you're speaking to doesn't see how logically makes sense on a

consciously on a conscious or unconscious level they're gonna feel

uncertain and they're not gonna feel taken care of so but by you mapping this

app and if they can see logically how your stepping stones help them get from

A to C it logically makes sense so the right side and the left side of the

print of both ticked so they feel taken care of alright so guys I trust that

this makes sense I've got five people have joined me this morning good morning

everybody come in and say hello and share with me

so far what what based on what we've taught and talked about this morning so

far what are you guys taking away from it in relation to pricing and packaging

your services because I want to check in and see how this is relevant for you I

wish on my computer I could see who is joining me come in and say hello T hi

Christine how are you I'm really looking for tight interview

with you one-on-one next week I'm so pumped for it so team yeah share with me

how is this what we've talked about in terms of cognitive dissonance and

putting your package together how is this relevant for you is it new is it

something that you already knew about is it adding a new layer of distinction

share with me who me - it's gonna be a jam-packed cheese day next morning

Christine great point Cal I tell my clients all the time that the goal of

your marketing is to move clients from if they're going to work with you to in

their mind having them trying to work out how they're going to work with you

yes so in their mind so Tim what I'm taking away from this is if they're

gonna work with you to in their mind having them try to work out how they're

gonna actually work okay Tim correct me if I'm wrong what I'm taking away from

what you've shared and thank you for sharing is it essentially you want to

seed in their mind your program so by the end of your conversation with it

because you've ceded all these savings zones but you asked them so look how can

I help you for them to reflect back exactly what you've told them already

but in their own words so it's like your words become their thoughts which then

become their words and essentially then they become they stop buying into your

program and obviously you positioned yourself in a way where your best person

to solve that problem for them so - is that what you mean thank you for sharing

LeeAnn your drive you said not able to post burning hints beautiful thank you

so much Julia good morning now guys something that I didn't mention

that is super important is that between Allen agency I would you know imagine

that this problem here this is actually a tall way it's a tall way that takes

them from they are now to where they want to be

now in the middle of that time I guys is this toll booth now I guess who's the

toll booth you you are the Tollbooth operator in that talk now I want you to

imagine that the last time you drove on I told you and you went up to a

tollbooth operator and there was an actual human being in there what did you

do now the last time I went up to a tollbooth operator

I wondered am i window I gave them my money and they drove off now my question

to you guys is is have you ever seen a tollbooth operator get out of their toll

booth and chase a car down no never don't worry I haven't either how come

what because they just don't do that because you just know as the as the

driver that you how it's supposed to be is you mind only we know you given your

money and you move forward but what do you see a lot of salespeople doing now I

see a lot of salespeople getting out of their toll booth and chasing their cars

down demanding their money and for me that is what has made sales really a key

for me for a really really long time until I understood this concept because

guys if you understand your client problems so well that you position

yourself as the Tollbooth operator then what happens is over time the more than

you educate the market and for example me creating this training series guys

like trusting your cause may being so open and transparent about me creating

this training series is a way for me to position myself as a tollbooth operator

because there are questions that the market is coming to me with and through

this video I'm now educating your banner so if this is something that you're

experiencing you'll be like wow cow I actually do want our perfectly priced

packages and services how do I do that well then what are what you'll probably

do is you'll come on to my table then you'll be like hey cow can we chat and

that's what we want to do for you is to position you in a way where you

understand your clients problems so well they're they know that you're the best

person to solve that problem so they to you rather than you needing to chase

them down and what a great way to do business

sir guys is this new to you because I find when I realize this point I was

like oh my gosh this like just shifted my complete dynamics around

problem-solving so now that we've got you as the Tollbooth operator and we

stepped out the stepping stones of how you're actually gonna help them get from

island aids Island see let's talk about pricing your packages so let's assume

you've got a package it's got five steps in it so I'm literally just gonna this

could be a model guns it could be a fire stepladder it could be something as

simple as that now in the back of your mind as an

expert as well what you want to know is how long generally is it going to take

for you to solve that problem for your clients and from my experience you

probably want to either go for six weeks eight weeks three months six months or

12 months so six weeks eight weeks it just sounds nicer because it you're

like look we go for 91 days or we feel like yeah we go for you know four to

five weeks there's uncertainty so the more certainty you can bring to your

programs the more certainty your your market will experience when they're

talking to you so three months six months so I know that our mastermind

goes for six months and there are five key pillars that we need to take them

through throughout that six month period and I don't even know all my dates so I

know that there are two training dates at the start in djenne and then fit

there are two days and every other month there is a half-day mastermind so you

need to know these specifics because if they ask you you need to know six months

or 12 months and pricing so obviously you want to give the program a name so

that you can refer to it and so for me it's the 10k elite squad so you want to

base the name the title off the outcome that you're helping

to achieve because you want to make it inspiring yeah you could make it

well let's be honest people will do more to avoid fear than to move towards

pleasure I just personally prefer to call it something that's based on

islands see because in that way whenever I refer to it in my videos or whatever

it is I am actually building cognitive dissonance cuz think about it guys

your clients are already at Milan Sea and if you're constantly talking about

your clients our Islands eight and if you're constantly talking about Islands

sea in the form of your program and you're building up the vision and what

it looks like in the outcomes that you can help them to achieve you naturally

through your marketing will build problem and cognitive dissonance and

pain for your client and the more pain there is the more likely it is that

they're going to buy okay so you've got the title

you've got the model you've got the length of the program and you also want

to break this up into more detail around how it would actually play out over six

eight weeks three months six months twelve months and then when it comes to

pricing guys this is the model that I teach and it everyone's going to be

different this is what I feel like works and expect for me in the past is to

think about how much do you want the program to be in the future so when

you're when you're at a stage where you've had all these all these try pilot

participants in the program they've gone through it they've got the results at

that point how much do you think the program is worth and you set that that

figure in your mind so for example it could be that you know we've got let's

go an eight week program and we want at the end of it to be $3,000 now

likelihood guys is that if you haven't actually taken anyone through that

experience and seeing the results to know that the program actually works on

some level you're gonna feel uncertain or incan

girl charging $3,000 because you're like well how do I know that and if you've

never charged $3,000 before there's gonna you're gonna have cognitive

dissonance right um so what I suggest is you need to charge what you feel

comfortable with there is it doesn't matter what anyone else says to you guys

someone could say to you look I remember when I first started they were like Cal

you need to charge a minimum of a hundred and fifty dollars

for your coaching sessions to do justice to the coaching industry

you can't under charge yourself and I was like shit 150 bucks

I've never even like asked for that much ever both being paid 150 bucks for an

hour in my life before like if I worked out my annual my hourly rate based on my

annual salary when I worked in my corporate job it was like maybe 40 bucks

an hour so I was like 150 mom and if I if I can if you're cool with me share I

remember my first pro bono my first sales conversation where I was trying to

convert a pro bono into a paying client I literally just talked at the client

for 45 minutes straight and I took this through my whole program and then at the

end of it she just looked at me blankly and then I was like oh crap and I was

like literally I said that these two I was like you know what don't worry about

it you don't have to pay me anything I just I just want your feedback because

for me I had no reference point for having charged that much in my life

before now guys my first paying client gosh she is such a great negotiator

she was a uni student and I put it till I was like look it's $150 per session

and I would recommend us we do six sessions and she came back to me and she

was like Cal that's a bit much for me how about we do 40 bucks it was like 40

bucks oh my god oh my goodness 40 bucks okay and I was like all right 60 bucks

because guys and I was stoked with 60 bucks because she was my first

paying client I was like woo someone actually wants to invest in me and I'll

be safe from the 6m plus she was an awesome client so I was like I just want

to work with you so from the $60.00 I grew it up to you know hundred dollars

one hundred fifty then five hundred and a thousand dollars a month and it just

grew from there and no these guys in what I would actually recommend is

rather than you in charging an hourly rate is because then you're always

trading no time for money and you can't leverage your time is to actually go for

put up dollar figure to the outcome that you're helping them to achieve because

remember coming back to you guys this is why we explained it in the beginning

when the pain is big enough people will pay so a common misconception is that

that I see a common mistake that I see a lot of coaches making is they charge an

hourly rate for their services and because they don't realize that at the

end of the day people pay for results people pay money for an alkyl just like

the tooth ache for me to get rid of the pain I will pay three five thousand

dollars whatever it is this tooth here okay my brother chased me around the

house when I was a new five and it cracked so we've got a crown over this I

think my mum's invested over ten thousand dollars in this tooth alone one

day I woke up and it was completely shattered and wobbly trust me that day I

don't want to do anything else I don't I go to the dentist and get that

fix no matter how much it cost it so know that when the when the app when

you've clearly defined the outcome clearly enough for your client they will

pay a clear outcome and they'll actually feel way more taken care of knowing that

if they invest X amount into your program that they're gonna get extra

terminal X outcome so can I just encourage you guys even more to focus on

what Islands he really looks like for you and your client if you don't know

yet guys great watch the video from yesterday on defining your niche go away

and do some market research figure out what that outcome is because that's what

people are actually paying you for they're paying you to solve a problem

not just to spend time and listen to their problems

trust me from experience awesome so guys so far

shows me what are you guys taking away what is some key learnings rather than

me just sitting at passive we see other than Leanne who's driving at the moment

to get engaged because we want to make sure that this learning is learning for

you if it's not making sense trust me guys I've got so many stories

up my sleeve I can keep going but I want to make sure that these points are

actually landing because these videos at the end of the day not for me they're

for you guys so show us me guys what are you taking away from this so I'm gonna

wait for your messages to come up and let's recap so we've got the app in mind

we've created a program around it would put a model and actual model so that you

can attach a pizza you need to know how long the program goes for and at the end

of say the eight weeks once you've gotten actually gotten the results of

your clients how much would you feel confident charging for the program so

that's three thousand dollars next step is because on some level you're going to

feel in me if you feel can grow up with three thousand dollars oh my gosh Rock

fourth be good with it awesome but if you don't what I would suggest is you

discount this and you draw a pilot round so this is what I teach my clients you

don't pilot round where you offer something that it's at a ridiculously

like no-brainer like oh my gosh yes if I if I put ten ideal clients in front of

you right now and if you pitch it to them their response needs to be like

holy crap each serious that's the response that we want to evoke because

we just want cuz it the idea around it so say for example from three thousand

will you do it for and I'm making this up for nine seven it's like holy crap

that's a sixth of the prize yeah I know because the psychology and the thinking

around these guys is you want to make it a complete no-brainer for the people to

want to opt in and for the right people you want to invite them into the program

and you want to invest the next eight weeks or however long your program is

for me it's six months but you want to invest that time into building glorious

raving fans because guys the bear form of marketing is word-of-mouth when

people actually have a result in a tell talk about YouTube their friends and

their family and their community and their network oh my goodness you are

gonna get such high quality clients coming your way so I guess for me from

my personal experience the belief that I needed to let go up and I needed to drop

in water for me to be okay with this was that I needed to be perfect as of day

one and it really encouraged me to be really humble and just a passionate

curious problem solver that goes out into the market ask questions interviews

the market gets feedback its closely engaging with my clients and my

community and being like what do you need what's the problem that you're

facing how can we better stop so that I could ensure that they actually got to

the app and when they got to the outcome also then admit that I've actually built

a really resilient for a bus program that genuinely delivered results and it

shifted the focus away from oh I deserve to be paid three thousand dollars to

actually what do my clients need right now because I hear so much people say

you know it you charge however much you think you're worth now if you don't

think you're worth a thousand dollars you just need to build up more

self-worth well if I'm completely honest guys I think the self-worth comes from

the self-worth comes from confidence confidence comes from competency and you

only develop competency the more experience you've had

working with paying clients and getting results for them so I have been

completely okay with the fact that for our 10k lean squad next year the

investments gonna be way high like 10k cuz to even get to your first 10k as a

beginner coach is so challenging there's so much work that needs to be done and

there's so much support that we provide but next year we're piling it for the

first time in Chad for a ridiculously discounted man and I'm so cool with that

because I'm like I'm building raving fans I want to make sure that the

program works I know whatever for me but I want to make sure that I

test it with other people and also that they get the results because I know that

once they do and if they have an awesome experience it will all just come back

it's a win-win situation so the more of a win-win it can be eyes the more you're

gonna win in your business long term but if you just go out there now look I just

want to charge 3k just colors which I did initially was my old niches around

finder passionate about so incongruent and the sales results reflected that so

you need to sit with an amount that just feels so intrinsically certain and

comfortable with you to begin with alrighty teen so that is what I wanted

to share with you guys this morning around pricing and packaging your

services so that you feel congruent with it every single time what are you guys

learning from it because I've got six of you five of you watching online at the

moment and you guys aren't engaging so it tells me that you're either driving

like LAN or you're just passively listening which means that you're not

consolidating your learning so do share with me what your key learning is now

there is an opportunity guys for you guys now to what Jay and I have created

so Jays maybe a what we've gone away and created is a four step checklist for you

in terms of teaching you how to turn a stranger into a raving fan now it's got

a training video plus the actual physical step-by-step guide that I apply

in my business to help me turn leads into really ideal committed pain clients

and if you want to know how to do that as well all you need to do is type in

the comments below yes please Jay or myself will reach out to you and send

you the link so that you can get your hands on to that training yeah it's gold

it's stuff that I've been applying this whole year it works it's super simple

I literally set you out step 1 do this and then you got a ticket

step 2 do this so because I know that if it's complicated people just won't do it

so it's super super simple super clear so if you want to get your hands on that

guy's make sure you type yes please and myself we'll reach out to you now some

more in tomorrow's training video at 8 a.m. it's gonna be about how to stand

out as an expert so it's all around branding all about how to be noticeable

and how to become seen in your marketplace once you've identified what

niche is that you're actually helping so I look forward for you guys to join me

tomorrow morning at 8 a.m. I'll speak to you guys then via demon obviously you've

got any questions post in the comments below otherwise I look forward to

speaking with you guys then bye team