HOW TO CLOSE EVERY TIME

How to Make More Money

Sales is not a numbers game. If you have the right bait, the right vibe, and the right skills, your closing rate will skyrocket. 

WHAT YOU’LL LEARN FROM THIS EPISODE:

Sales is not a numbers game. There are only three reasons you’re not closing at a very high rate.

  1. You’re fishing with the wrong bait.
  2. You’re scaring the fish away.
  3. You don’t know how to get them in the boat.

This episode explains how skill solves all of these problems. So you can help your clients get the solution you offer.

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TRANSCRIPT:

Welcome to Episode 7 of HOW TO MAKE MORE MONEY, a podcast that helps you get seriously good at the game of making serious money.

I’m your host Kelly Hollingsworth, and I’m so glad you’re here. If you listened to the last episode, you know that we discussed the skill of HIGH-PROFIT THINKING, which is the activity of responding to events and circumstances in a manner that creates profits. And I told you that today we were going to take high-profit thinking and dial it up a notch, so you become even more skilled in your mission to create a business that goes to seven figures and beyond.

That is indeed our topic for today. We’re talking about it in the context of closing, and specifically, HOW TO CLOSE EVERY TIME. It’s a big topic, so today is a big episode. But before we dive in, let’s first take a second to orient ourselves. With today’s episode, we are right in the middle of a 7-episode series discussing the seven skills every entrepreneur needs to get to seven figures and beyond.

Why do these skills work for EVERY entrepreneur? Because every business has four essential functions. Whether you’re a lawyer, a life coach, or you run a lemonade stand. Whoever you are, and whatever you do in your business, these four functions apply to you. First you must attract an audience. Then convert them into clients. That’s what we’re talking about today. Then of course there’s delivering the good or service that you sell, and at some point, you’ll also have to collect the cash for doing so. The seven skills I teach apply to every business, because they take each of these four functions and dial them up a notch, so that you can make so much more money.

The first three skills we’ve already discussed. They are how you get serious traction in attracting your audience. They also help with conversion, as we will discuss today. And today we’re going to add a fourth skill that will help you close every time. Because once you have an audience, it’s time to close. So today we’re going to start talking about closing.

Volumes have been written on the topic of how to close. But today we’re going to come at closing from a completely different angle. It’s not about overcoming objections, as many experts will tell you. It’s not negotiations. It’s definitely not about price. It’s never about convincing. If your closing rate isn’t super high, what’s really happening is something else entirely. Today we’re going to talk about what it actually is. What is actually going wrong. There basically three possible things that are going wrong if your closing rate isn’t really, really high. We’re going to talk about what those things are, and how to fix them.

Sales is not a numbers game.

The first thing I want to say about low conversion rates is that sales is not a numbers game. Your sales experience should feel exactly like fishing for Blueback Trout. When I was a kid growing up in Coeur d’Alene Idaho, we were always so excited for blueback fishing. A blueback is a freshwater trout, and we would fish for them in Coeur d’Alene Lake. Our family would catch hundreds of them in the span of a few hours.

How did we do this? We’d go out to the lake, put a maggot on a hook, drop it in the water, and pull out a blueback.

It would work every single time. Maggot goes in, blueback comes out. Again. And again. And again. The legal limit used to be fifty or a hundred blueback per person per day, depending on the season, and with the right bait, each of us could catch that many in the span of an hour or two. My mom was always frantically counting fish to make sure we didn’t go over the limit. She could barely keep up, we caught them so fast.

I’m painting you this picture because the sales experience in a business that’s going to 7 figures and beyond should feel the same as fishing for blueback trout. You put the hook in the water, and a client comes out. Does your sales experience feel like this? Are you closing in this manner?

If you are not getting clients, look at what’s on the end of your line.

If not, the first thing you need to know is that humans are just like blueback trout, in one important respect. With the right bait… a strong hook, you reel them into the boat every single time.

So the question is, what do humans bite on? What goes on the hook? The answer is a happy ending, and it can’t be a weak happy ending. It has to be strong enough that you can pull them all the way out of the water. When you invite your clients to the happy ending that they can see and believe and that they most want in the world, they will want to buy from you, every single time. End of story. All day long. You cannot keep humans away from a happy ending.

So if your conversion rates aren’t where you want them to be, and you’re fishing and fishing and fishing, the first place to look is at what is on your hook. This isn’t something that most people want to be bothered with, and it is the reason most people fail in business. I see this so much, I can’t even tell you.

Here’s a conversation I’ve had a million times. A struggling hedge fund manager calls me up and says, “I don’t get it. I did everything. I set up the website. I’m blogging. I’m posting on LinkedIn like a fiend. I hired a publicist and I’ve been interviewed in Forbes and the Wall St. Journal and London Financial Times. I made the rounds on the podcast circuit. I’ve been to all the conferences. I’ve been on an endless roadshow. I’ve met everyone on the planet who invests in hedge funds. I’ve flown millions of miles. I did all the things. But in spite of it, I’m not attracting money. I’m not getting investors. I have been marketing my fund for 18 months or five years or six years or seven or eight years, and I can’t get any real traction with investors. What’s the deal?”

I can tell you what the deal is in exactly two words: BAD BAIT. If you’re in a situation like this, of doing all the things but not catching any fish to speak of, you have bad bait. The happy ending isn’t there. Or if it is there, it’s watered down because you’re in fear that you can’t deliver what your audience really wants.

If this is you, and you want to turn it around, you need new bait. They’re not biting on what you’re putting out there, and that was clear the first time you put your hook in the water. If not the first, definitely the second or the third. Picture this. When my husband goes out to our dock after dinner, he casts out once. If nothing bites, he might do one or two more casts with the same bait, but if he hasn’t caught a fish after three times, he’s not burning any more time or effort. He’s in his tackle box getting a new lure.

What works in fishing also works in finance and with all other sales where humans are involved. When I was managing my hedge fund, I went into about fifteen meetings and I walked out with about fourteen investors. So the million-dollar question is, why are so many of us fishing with bad bait? And when it’s not working, we just keep casting again and again and again?

The reason is that we’ve heard that sales is a numbers game. You have to go through a lot of people before you find a buyer. Well guess what? Remember the part that we discussed in episode one? That you get what you think? That works everywhere. Including in sales.

If you think when they aren’t buying, I just haven’t talked to enough people, how do you feel? For most entrepreneurs, thoughts like this create disengagement and disempowerment. If you think sales is a numbers game, what happens is you don’t even look at the quality of what’s on the end of your hook, because you’re so busy hopping from one fishing hole to the next. You’re caught up in a frantic search for more people to dangle the bad bait in front of. And then what? From a place of disengagement, you keep sharing a message that’s obviously not working, and you create the exact thing you’re thinking. You’re going through a lot of people, most or all of whom aren’t buying, but you just keep looking for more people. When you think sales is a numbers game, that’s exactly what you create. We get what we think, my friends.

So here’s a little tidbit of illuminating info. I’ll never forget being at a conference for emerging hedge fund managers—those who were managing $500 million or less. I generally don’t go to those conferences, in large part because struggling hedge fund managers have been known to pitch anything that will stand still for five seconds. Including the waiters during lunch, and the pillars that are holding up the ceiling in the hotel ballroom.

But in any case, I was at this conference, and there was a panel of institutional investors who were there to talk about how smaller hedge funds can attract money from pension plans and endowments and other institutions. Here you should know, institutional investors are reputed to be notoriously slow in their decision-making process. And the thinking among struggling hedge fund managers is that you have to woo them, early and often, if you ever want to get money from them. The thinking is that it can take years to get money from an institution, and so struggling hedge fund managers start early and they just keep knocking on the same doors, year after year after year, because they think that’s the way the game is played.

So at this conference, a guy in the audience, obviously frustrated at his own conversion problems with institutional investors, raised his hand and asked, “How long does it take you guys to make a decision? I mean, what is your investment timeframe? Because I’ve been talking to you forever. When are you going to give me money?” And a member of the panel raised one eyebrow and said, “Our investment timeframe is one quarter to never.”

In other words, we could give you money in three months if we like what you’re doing and where your fund would take us. And if we don’t, forget about it. You’re going to keep talking to us, and talking to us, and talking to us, and you’re never going to get money.

What can we glean from this? In essence, when institutional investors–the buyers who are reputed to be among the slowest-moving in the world–see what they want, they jump on it. The tortoise becomes the hare. When they don’t see what they want, they keep telling you, “Not this year. Maybe next year.”

Do they actually mean maybe? No. They mean no. But they say “Maybe,” because that’s what most humans say instead of “no.” If you’re struggling with conversions, you need to know this. No one wants to be rude, but if you walk out a meeting with “maybe” instead of money, what you heard in the room is an emphatic “No.” Just not in those words. In human-speak, “maybe’ is code for “no.”

Not understanding that “maybe” is code for “no” is a big reason that most hedge fund managers think sales is a numbers game, and a long one at that. That’s why they’re spending millions of dollars flying millions of miles around the world for what seems like millions of years.

If your conversion rates aren’t crazy high, what you need to know is that this process is at work in every buying scenario on the planet. What happens in hedge funds happens in your business, too. The humans who run the institutional investing activities of pension funds and endowments are no different than the humans who run any other business or make any other buying decision. When they mean “No,” they say, “Maybe,” and they drag their feet, creating the impression that it takes a long time for humans to decide to buy. It doesn’t. Show a human a clear and compelling happy ending, and they will bite. Every single time. And not slowly. They will do it very quickly. It’ is just like fishing for blueback trout.

So the first thing to do, if your conversion rates are low, is take a look at what’s on the end of your hook. Is there a happy ending there? is it clear as a bell? Is it believable? And is it compelling?

If not, then go all the way back to Episode 4 of this podcast, because you haven’t created the click. Bad bait is what you have when your audience doesn’t hear and believe that their ultimate happy ending lies in working with you. To solve the bad bait problem, you need the skill of commercial storytelling. Why? Because with this skill, you can create the “click” that creates cash. The “click” in your business is what happens when you say, “It’s the strangest thing. Nothing worked, but then suddenly, something ‘clicked.’ And now everyone wants to buy.”

Every successful entrepreneur has experienced the click. It opens the floodgates to money, and if you’re getting “maybe” instead of money, you don’t have the click. Your bait isn’t enticing enough. Your hook simply isn’t strong enough.

What exactly is the “click”? Most people think the click is an intangible, unidentifiable, magical thing that just happens mysteriously at some point, and up until that point, you should just “expect to fail.” You’ll be told by successful people, who seem to be “in the know” that failure is simply part of the process of building a successful business.

None of this is true, and none of it is helpful. I cringe when I see “failure celebrations” online. “I failed again, so I must be getting closer!” is not a sentiment that’s useful. The truth is that it only takes a long time to be successful when you have the wrong bait. When you have a weak hook. And failure piled on top of failure doesn’t do much, if anything, to help the wrong bait become the right bait. All it does is drain your energy and your resources and make everyone around you wonder what the heck you’re doing and why you don’t just go get a job for Pete’s sake.

If you want a different experience, because you want to make serious cash, creating the click is the first thing—and I mean the VERY first thing—to do. The click isn’t an intangible, unidentifiable, magical thing that we can’t duplicate and that only happens spontaneously after the universe has decided you’ve suffered enough.

The click is the very tangible and very discernible sound that occurs when the three layers of story in your business come into alignment. When this happens, clients can hear and believe that their happy ending lies in working with you. We covered this in Episode 4. This is the SINGLE MOST IMPORTANT THING to pay attention to if you want to make serious money. And guess what? Most people don’t want to do it. Because getting your story straight… in other words, distilling your three layers of story in your business down to their essence and dialing up their power to create a strong hook—is mentally taxing. It’s heavy lifting in terms of cognitive load. It requires calories, and our brains are lazy. That’s why we don’t want to do it.

So here’s something to ponder. We’re still in the early days of this podcast, and already it’s clear that the episode on creating the click through commercial storytelling is the least popular episode. The most popular episode is the one that follows—on what to say when you want people to buy. And this doesn’t surprise me ONE BIT. After thirty years of interacting with, and coaching and mentoring and advising entrepreneurs–most of whom will choose to continue to struggle, and a handful of whom will go on to make millions or tens of millions or hundreds of millions of dollars–what I’ve found over and over is that most people want to skip the part where they figure out what to say that people actually want to hear. Most people want to get straight to the sales part, where they get to talk. No one wants to have to actually think. Just talk, and hope it’s enough to get traction. Most humans want to go straight to spreading the word and closing the sale, because they’re in a rush to make money.

And this is exactly why most people don’t make serious money. Consider all of those hedge fund managers who were struggling, who called me up over three decades and asked me, “What should I do? Is my PowerPoint off? How can we fix this?” Of those, a tiny handful actually wanted to hear the answer and go through the process of bringing their stories into alignment and creating the click. Everyone else wanted to just plow on ahead. They said, “Well, this all sounds interesting. But we have a meeting next week. So we’re just going to go with what we have.” They keep fishing, and they’re doing it with bad bait.

What happens with these guys? Remember that part about “you get what you think?” They’re in a hurry. They’re thinking, I’ve gotta get out there and make money., And that’s exactly the result they create. They rush out there to make money, and then they still have to get out there and make money, because they haven’t made any YET. And the reason they haven’t made any yet is because they rush to the market with a half-baked message that may get some nibbles but that doesn’t get bites. And that’s why they’re not converting.

If you want a different experience, if you want to stop fishing and fishing and fishing, and actually start catching something, do yourself a favor and be the rare business owner who goes back and studies that episode on creating the click through commercial storytelling. That’s where the GOLD is, my friends. You can reap the benefits if you are the rare person who is willing to mine for the three layers of story in your business. And you don’t have to do this alone. I am an expert at commercial storytelling, and I can help you. If we do it together, we can get it done in a matter of about eight weeks as opposed to eight years.

So now you know the truth. Most conversion problems come from not having the click. No one’s going to tell you this but me. I may be exaggerating slightly. Maybe someone else would tell you. My mother would tell you, if you had occasion to meet her. But few other people will, because the reality is that the world isn’t really set up to tell you why you’re not converting. The reason most buyers speak in code is because most people speak in code. They do this because no one wants to hurt your feelings. There’s no upside in it for them. The upside for me, saying the thing no one else wants to say, is that I actually help you make money. So when you talk to me, you can count on hearing things that you’re not going to hear anywhere else. Not hearing what you need to hear is the first conversion problem we’re discussing today-. It creates the problem of fishing with bad bait. It totally comes from not having the click, and you can totally fix that if you want to. I can help if you want to do it quickly.

What’s the second problem? If you have the right bait, the next place to look is yourself. What are you doing? Are you casting a shadow over the water and scaring the fish away?

If you have the right bait, are you scaring the clients away?

If you’ve never been fishing, what you need to know here is that clients are exactly like trout. They may nose up to your bait, but they will go skittering away if they see a shadow moving over the water or otherwise feel the wrong vibe. Certain vibrations frighten them.

Humans work this way, too. How you scare clients away is with your energy. In other words, your vibe. Which is caused specifically by what you’re thinking and feeling about whether they buy or don’t buy. The question here is, are you in alpha energy, which is attractive, and keeps them moving closer? Or beta energy, which is repellant and drives them further away, and leaves you broke?

We discussed how to create the alpha state with the skill of HIGH-PROFIT THINKING in the last episode. Episode 6. And today we’ll discuss specifically how to apply it to the topic of conversions. There are basically two ways your vibe can go wrong and shift you into beta energy, and in turn repel clients.

The first way is that you want the client too much. And the second way is that you don’t really want a client at all.

First let’s talk about wanting a client too much. If you have this going on, clients may nose up and nibble, but when they experience you up close and personal, they go skittering away. Why? Because they sense that you need the sale to feel better. And this is not why clients buy. They buy so they can feel better. They don’t want to give you money so you can feel better. Who would take that deal? No one.

So vibe matters. If you want it too much, they can feel it. That creates a shadow over the water that repels clients. Guess what else repels them? Wanting it too little. Clients also can feel when you don’t really want them to buy.

When I see someone who is struggling with conversions and can’t discern a reason, I always say, “Everyone gets what they want. If you’re not getting clients, let’s look at why you DON’T want them.” At first they say, “No. You didn’t listen. I WANT clients.”

And this is when I drive them crazy. I say, “Let’s pretend you DON’T want clients. If you don’t want them, what is the reason?” And what always falls out of that discussion is that they’re too busy dealing with something else. They dread the idea of having another client because they’re already overwhelmed. Or they’re afraid the client won’t get results, and they don’t want to deal with that. All of this is part of your vibe. If you’re in a vibrational state that repels clients, they won’t come to you.

Why? Because the vibration of I’m pretending to want a client but on some level, I really don’t is what muddies the waters and frightens the fish. Picture a turbine running underwater right next to where you’re fishing. A trout noses up to your bait if the turbine is off. And if you want to catch it, you’ll stay still. You won’t muddy the waters. But what if you don’t want a client, because of what your brain will make it mean if you get one? When they nose up close to your bait, you fire up that turbine of repellant beta energy.  And the moment you do, the trout go skittering away. Because they feel unsafe. I’m pretty sure a trout can’t think in human terms, but if we could attach human words to what they’re feeling, it would go something like this: “Whatever is happening here, this isn’t good for me. It feels dangerous. It’s definitely not about my happy ending, and I’m out of here.”

Clients feel the same thing. If you’re putting out scary vibrations, because you are going through the motions of getting a client, but you don’t actually want one, you’re going to repel them, just as you would if you want it too much.

Here’s an example from my own life. I’ve been on the hunt for an assistant, and many of them tell me, “Well, you know I’m a single mom, right?” Or “You know I’m going through a divorce, right?” Or, “You know I’ve never done this before, right?”

All of this may be true, but it doesn’t matter what’s true. What matters is what’s useful. When they tell me this, what is basically happening is, it’s as if we’re standing together looking at a boat, and we can both see the hole in the boat, and they’re asking me if I’m going to buy it anyway. And the answer is no. I don’t want a boat with a hole in it. I want a seller who’s going to patch the hole before they sell it to me.

The problem isn’t that the candidates are a single mom or going through a divorce or they’ve never been an assistant before. The problem is that they think these things matter to doing the work. To being a great assistant. And these things don’t matter. Single moms and humans who are going through a divorce or who’ve never been an assistant before but who can think and read and write and work a computer, can all be great assistants. But when they think their circumstances matter to the outcome of the relationship, they are in beta energy. You’re always in beta energy if your success is circumstance independent. So they are telling me, there’s a hole in this boat do you still want to buy it? This is beta energy—the idea that performance and profits depend on the circumstances, and repels buyers. This is why beta always creates broke.

What’s the solution here? The solution is HIGH-PROFIT THINKING, which is the skill of seeing every circumstance as neutral, and deciding how to think about it in a manner that generates profits. This is the skill that generates alpha energy. Alpha is what makes you attractive, because it creates assets. Assets are what humans want. Not boats with holes in them.

So now let’s bring this back to you. If you’re in beta energy around your conversions, the neutral circumstance is getting a client. Or not getting a client. But you don’t see that, Your brain is making getting a client mean something that it doesn’t have to mean, and that is inhibiting your profits. Alpha state, alpha energy, is what you’re in when you recognize getting a client means nothing until your brain decides to make it mean something. And what your brain makes it mean MEANS EVERYTHING in terms of your profitability.

Directing your thinking to what deliberately creates profits, and not reacting as most humans would, may sound like a tall order, but this is where entrepreneurship gets really fun. I’m sure you’ve heard that growing an ultra-successful business is the best self-improvement program there is, and the ability to see everything as neutral is a big reason why. To do this, you have to grow into the next version of your own humanity that most humans never achieve.

When you see that the presence or absence of a client is neutral, this is where the money is, because then what happens? You realize that the whole thing is just one big game. You’re sitting there at card table with the Monopoly game open in front of you. You can play to win, or you can play to lose, or not play at all. What you decide to do really doesn’t matter, because at the end of the game, all the money goes back in the box. You can’t take it with you.

So the only question is, do you want to play the rest of your game with fat stacks of cash, or not? It’s up to you. I know what I want to do, because I know what feels more fun for me. Every circumstance is neutral, but some circumstances are preferable over others. And what I prefer is to make fat stacks of cash. How do I do this? By not getting wound up in a ball about getting a client. I’m just going to serve them when they come. And not getting wound up in a ball about not getting a client. I’m just going to figure out what I’m doing to repel them. And then what I do is just recognize, it’s more fun to have clients. And welcome them whenever they come and as fast as they come. And guess what guys? This is the energy that brings clients in. It’s never about the money. It is only EVER about the fun of playing the game.

And the most important thing I can tell you is that it’s really fun to play the game. When you’re in the game, you get to serve up a happy ending to other players who are fun to have around and interact with. And you earn points (aka dollars) in return. Who wouldn’t want to play that game? I can’t imagine. Humans are hard-wired to serve. We enjoy it. We are hard wired to connect. We enjoy that, too. We love to build things and create things, which is a big part of business. And we are hard-wired to want to create safety and security for ourselves and our families and have fun on the way to our unique and very personal happy endings. We LOVE that part of business. So that’s why I love being in the game. You get to serve people and connect with them and enjoy the process, at the same time you’re building the things that people want the most, which is security and safety on the way to their own happy ending. There’s nothing that could be better. That’s why I love being in the game, and I’m guessing these are things you love, too, and that’s why you’re here.

So here’s the good news. If you’re not converting at a high rate, chances are excellent that this has something–or everything–to do with YOU. You have the wrong bait, or you’re casting a shadow over the water by sending out a vibe that has the clients skittering away from you after they nose up for a nibble.

This isn’t just good news. It’s actually great news, because if you’re the problem, you’re the solution. Solving your conversion problem is entirely within your power. All you have to do is acquire and apply the skills that I’m teaching you in this show. If you can’t do it on your own, I can help you.

The other great news is that we’ve already covered the skills that help you do this. We haven’t even had to learn anything new yet today, to solve most of your conversion problem. When you get these skills 1 through three down, that we talked about in episodes 4, 5, and 6, the first three episodes, you will convert most of the clients most of the time.

But that’s not what this episode is about. This episode is about converting ALL of the clients ALL of the time. And this brings us to the 4th skill, which I’m going to get to in just a second. The 4th skill is about helping you close every time.

Before we talk about how to do that, let’s talk about why you would want to. A perfect conversion rate is certainly something to strive for, and why is this the case? Because if there’s someone in your audience who is not converting, and you’re not the problem and your bait/hook aren’t the problem, what else is there? The only other reason they are not converting is because of THEM. And this is your chance to really help them, and in doing so, help the world, and also help yourself, too.

Because here’s the thing. There are no freebie seekers. If someone is in your audience, it’s because they want what you have and what you can help them get. They believe, to at least some degree, that you can help them get to their happy ending. And the only thing that’s gone wrong in converting them into clients, when you’re not the problem and the bait isn’t the problem, is that they don’t yet have the skill of high-profit thinking themselves. They are in the beta-energy that comes from low-profit thinking. They are feeling whipped in the emotional winds of what’s happening around them. They “catch” the negative emotions of others. Maybe it’s a disapproving spouse who doesn’t understand or support what they want to do. Quite possibly it’s the disapproval of kids who want to be waited on and demand that they, and they alone, make dinner every night. Maybe they’re suffering from a lifetime of negativity, from relatives who said, “You’re too stupid for that.” Or a parent who said, “You better watch it. No one loves a fat girl.” Or a classmate who told them, “You’re homely and ridiculous. Get away from me.”

The people in your audience who aren’t converting are people you should care about, because they are in the beta state of believing that their circumstances matter to their success. And they are suffering because of it. They’re suffering tremendously. They are wracked with pain and missing their lives because they are whipped in the emotional winds of the circumstances and events of their lives. And believing their own low-profit playbook that they have little or no control over what happens to them.

Picture yourself in that situation for a second. You want your happy ending. You’re following someone because you think they can get you there. But you just can’t get yourself out of the muck and mire long enough to grab onto their hand they are offering to you.

If you were in that situation, wouldn’t it be great if the person who was offering that hand was so skilled that they could help you out of your situation, when everyone else was going to give up on you?

I don’t know about you, but if I were in that muck and mire, I’d want someone to offer me a hand strong enough to help me get out of it so I could get to my happy ending. That’s what my coaches and mentors have done for me. When I was thinking low profit thoughts, and believing that my circumstances were insurmountable, and that my life wasn’t going to be what I wanted it to be, they helped me see my thought errors. They offered me high-profit thoughts to think instead. They helped me see the error of my brain’s ways, when I couldn’t see it myself. And through their coaching brilliance, they helped me get to my happy ending.

So this brings me to the fourth skill that creates an income that goes to seven figures and beyond, AND that helps you close EVERY SINGLE TIME. It’s the skill of coaching. When you are an effective coach, you don’t just engage in high-profit thinking for your own benefit, so you can get to your happy ending. As a coach, you help your clients engage in high-profit thinking for their benefit. So they avail themselves of the solution that you offer, and they can get to the happy ending that they want, too.

This is the essence of good business, my friends. The way you get what you want is to help your audience get what they want. And to do this, you need the skill of coaching. And not just any kind of coaching. And not just any kind of coaching. There’s a lot… a lot of different kinds of coaching out there, most of which don’t work at all. That’s why we all kind of cringe when someone says, “I’m a coach.”

If you want to be an effective coach, the kind of coach who really helps people, you need the skill of coaching someone so they begin to think for themselves, about themselves, about others, and about their prospects for success. So they start functioning in a high vibe way. So they are in the alpha state, too. When you have this skill of coaching on this level, you are the alpha in your life, and you help the people around you–your audience members and others–become the alpha in their lives. You help them feel better about themselves. Feel more attractive. More in control. And by doing this, you give them a hand out of the muck and mire they are in, so they can go after that happy ending you’re offering.

What could be better? NOTHING. Absolutely nothing. There is nothing better than this. The skill of coaching helps you blend meaning in with the money you make, and when you do that, you create millions.

There is a lot more to say on this subject. We’re going to get to it in upcoming episodes. But for today, I just want to stress that the skill of COACHING is the skill that will crack the world’s riches open. Not just for you. But for everyone around you. This is why, in my signature program GATEWAY TO SEVEN, you don’t just get coached on a very high level, so you can shift your low-profit thinking into high-profit thinking. You also learn to coach others, so you can help the people around you do the same.

 

Then guess what happens? Your audience explodes, and your conversion rates go through the roof. This is something we all want, and you get it in my signature coaching program Gateway to Seven. If you’re interested in that, please stay tuned for details because they are coming soon. In the meantime, stay tuned for the next episode, because we’re going to discuss the fifth skill that takes your business to seven figures and beyond. I can’t wait for you to hear that. It’s coming next week. Thank for being here today. I’ll see you next time.

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