256. Not Getting Client Referrals? Start Here.

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If you are a nutritionist or a health coach who is doing all of the things to market your business, but you are still not getting referrals coming in consistently, I have a pretty good hunch that you are trying to solve the wrong problem.
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And the really frustrating part about that is the harder you work to solve this problem, the worse the problem actually gets.
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So if this is you, you're probably networking, you're meeting people, you are creating content, you are educating, you are creating value out in the world.
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Maybe you're even reaching out to other practitioners and other people, business owners, that could be potential referral partners, but those referrals are not coming.
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So what do you do?
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Well, logically, you go talk to people.
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You ask them what you should be doing.
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Maybe you ask ChatGPT, and the answer is,"You should do more." So you assume that is true.
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I need to do more.
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I need to do more content.
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I need to do more networking.
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I need more people seeing my stuff.
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It's logical, right?
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It is.
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But what if that is not the problem at all?
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What if the people you're already talking to aren't referring clients to you because they don't actually know who to send your way?
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So today, I am going to share three reasons why holistic nutritionists and health coaches are not getting more referrals, even when they are actively marketing their business and doing all the things.
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And I'm gonna show you why some of the most common advice about getting more clients can actually make this problem worse, including, like I've already alluded to a little bit, some of the things that people are using AI to do right now that are making it worse.
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And I have a lot to say about that, by the way, which we're going to get into more and more over the next few episodes.
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But first, I want to help you see something that might completely change how you think about marketing your nutrition or health coaching business, because there truly is a huge difference between knowing what you do, the people in your world, they know what you do, and those people actually thinking about you and referring someone to you in the moment when they have the opportunity to do it.
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I'm gonna say that again.
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There is a very big difference between people knowing what you do and those people actually referring someone to you.
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So that's what we're talking about today.
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Starting with this.
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Are you ready?
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I'm clapping my hands.
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I'm, I'm gesturing wildly, but you can't see that because this is an audio podcast.
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Just know that it's happening.
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I'm very animated over here.
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The reason I'm animated is because this is a big one.
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Okay?
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The first reason, there's three reasons, but the first reason why you are probably not getting more referrals is because people know that you are a holistic nutritionist, or they know that you're a health coach, but they don't actually know who to send to you.
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Okay?
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Think about this.
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There is a huge difference between being known and being referable.
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Your friends, they probably know you're a nutritionist or a health coach.
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Your family probably knows that you help people with, with things with their health, something about that, that health thing, that nutrition thing.
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They probably know that.
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Your hairdresser probably knows that you have a business, hopefully, fingers crossed.
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Maybe, my friend, maybe you've even introduced yourself to chiropractors or massage therapists or personal trainers or yoga studio owners or other health professionals, but does that mean that they are sending referrals to you?
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Not necessarily.
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If somebody asked those people,"Who should I send your way?" would they know?
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And when I say your way, I mean your way.
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If somebody asked them,"Who are the potential people who would benefit from what you do that they should send to you?" would they know how to answer that question?
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For most people, the answer is no, and the reason I know this is because I've been coaching on this for a really, really long time.
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I have helped hundreds and hundreds and hundreds of people solve this exact problem, and I'm going to give you an example that I give to my clients that is really helpful here.
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Okay?
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Come with me on a journey.
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Imagine that you are at a hair appointment.
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You probably sh- don't have to imagine too hard about this.
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Probably can think back to your last appointment.
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Now, think about your hairdresser who asks how your business is going.
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So you tell her,"Oh my gosh, it's going great.
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I love working with clients.
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It's so amazing." Because of course we have the version of our business that we worry about internally, and then we have the version of our business that we tell the world, right?
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So you're telling her about how it's going great.
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You're helping people with their nutrition.
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You're helping people, um, by coaching them on their health goals, and you're really excited about it.
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Wonderful.
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Great.
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But later that afternoon, another client sits in her chair and starts complaining that she is just so tired because her insomnia's really acting up, and she doesn't even think she's slept through the night consistently in like the last three years, and she's so frustrated about it.
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Does your hairdresser that just saw you a few hours ago, does she think of you in that moment?
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Does she think to tell the person who is sitting in the chair that you are the person that they need to talk to about that problem?
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Maybe, but it'd be pretty rare.
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Based on what I've seen in a lot of people, that would be pretty rare.
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Probably the answer is no.
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Probably your hairdresser has no idea that you help people who struggle with sleep.
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She probably has no idea how different parts of the body are connected and how supporting foundationally with health helps with a lot of problems that seem disconnected, that seem like symptoms that are unrelated, right?
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And that's obvious to you, but that's probably not obvious to her.
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So it's not that your hairdresser doesn't like you.
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It's not that your hairdresser doesn't trust you.
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It's not that your hairdresser doesn't think that you do a great job in helping somebody.
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It's that she doesn't know what to listen for.
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She doesn't know which problems that people have in the world that should make her think of you, that should make her refer people to you.
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This is the big problem with a lot of practitioners and a lot of health coaches and their messaging.
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They explain to people that they have a business.
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They explain their credentials.
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They explain their certification.
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Sometimes they even explain the methods that they use with clients and their process.
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And it all sounds great, except they don't explain their work in a way that makes sense for somebody else to recognize who needs that process or who needs someone with those credentials or who needs help with what they do.
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There's a huge disconnect between those two things.
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And I know that this is true, like I said, because I have helped so many people with this, but also because I look at people's websites and I look at their marketing all the time.
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And do you know what I see?
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I see the words like this, functional lab testing.
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I see words like evidence-based protocols.
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I see things like dysbiosis and pathogens, and I know that most humans that are orbiting the sun with me do not know what those things mean.
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They have no idea what that means.
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They have no idea why it is important, why it would be helpful, and if they or someone that they know needs those things.
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They have no idea.
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Now, if you are listening to this podcast, you probably know what some of those words mean, if not all of them.
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But does your neighbor?
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Does the other parent of the kids on your sports team know what those means?
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Does your hairdresser...
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We're gonna go back to the hairdresser example.
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Does your hairdresser know what those things mean?
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Does your best friend know what those words mean?
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Probably not.
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So I want you to compare that, somebody saying,"Oh my gosh, I help people with chronic dysbiosis through evidence-based protocols and functional lab testing." Think about it.
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Think about it.
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Did you just fall asleep?
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Did you just have to think so hard about that?
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'Cause I sure did.
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Think about that and the difference between that statement compared to,"I help somebody who's been dealing with stomach problems for a really long time, like bloating and heartburn, and they don't get any answers, and it's terrible.
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I help those people to finally fix the problem." Now we have something that people can recognize.
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They have some words like bloating and heartburn that they can grab onto, that they can remember.
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Probably invites a little bit more conversation, some follow-ups.
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So like,"Well, what do you mean?
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I thought you did a nutrition thing?" Yeah, absolutely.
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Didn't you know that when you eat, and sometimes what you eat, actually is what's causing the heartburn?
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It's crazy.
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No, they didn't know that.
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The answer is they did not know that, but we can connect those dots for people with our messaging and with starting conversations, lots of different angles, coming at it from lots of different angles.
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Now, what I don't want you to think is that there's one way to talk about your business that is going to make sense to every single person, and they will remember forever, and there's just one way to do this.
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There's not.
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There's 100 different ways that you could talk about what you do and the type of people that you help and the problems that you solve, and you should talk about it in hundreds of ways.
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Your brain probably protests that, which is very common too.
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We're gonna get to that in a second.
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But I want to make sure that we touch on this.
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Don't try to impress the person that you're talking to by giving them everything that you know.
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Don't try to impress them with how well qualified you are and facts and factoids and all of the science behind it.
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The person that you're talking to probably isn't going to understand.
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They're for sure not gonna remember, and it's not gonna help them to refer people to you.
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So people do this when they are trying to convince themselves that they know what they're talking about, and they think that they also need to convince other people that they know what they're talking about.
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And that is simply not true.
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Your goal in conversations with humans in the world about what you do is to help them recognize who needs your help.
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Who could they send your way?
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So great.
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A lot of times it's themselves, but we don't come at it from that angle.
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We talk about who are the people that you know that I need to talk to.
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Oh my gosh, if you know somebody who has insomnia and they have a really hard time either falling asleep or staying asleep, they have to talk to me.
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We have to get on a phone call immediately.
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I can definitely help them That's very specific.
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That is a conversation starter.
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Your hairdresser needs to hear that.
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She does not know what evidence-based protocols and dysbiosis is.
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She does not know that, but she definitely knows what it means when it's 3:00 in the morning and somebody can't fall back asleep.
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Okay?
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Think about this.
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This is why it's really important to come at it from a lot of angles.
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Because obviously, every single person that you work with, I'm gonna use the insomnia example, and it's a great example, I always use it, because it connects a lot of dots for people.
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They don't understand how other aspects of your health and your body and your lifestyle affect your sleep, right?
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So it seems like it's really unrelated to bloating or to heartburn or to restless leg syndrome or to those other things that they probably also have going on, but we know that there's a common root cause that are usually associated with it.
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But people don't know that, right?
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So coming at this from lots of different angles, having lots of different examples of the type of people that you work with and the problems that they have, is where you start connecting those dots.
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But you have to be willing to have multiple conversations to come at it from multiple angles.
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Again, we're gonna get to that in the second reason why people don't refer to you.
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But to close the loop on the first reason, it's because y- truly people don't know who to send your way.
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And when somebody refers you, by the way, they are putting their own reputation behind that recommendation.
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They're putting their name on the line.
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There is, there is some stake in the game for that person, so they have to feel confident about what you are doing, why it matters, that you can really help that person, and that they're gonna be in good hands.
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And so being an expert and being somebody that people recommend are not automatically the same thing, okay?
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You might be very well-equipped to help someone that someone could refer to you, but if they don't know that or believe that because they don't really know what you do, it's not going to happen.
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There's a disconnect there, okay?
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So just think about that.
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How is that showing up for you in terms of you thinking, yeah, everybody knows what I do and who to refer to me, and how that actually may not be true.
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And if you're not getting referrals from people in your life, the fact is that isn't true.
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So just know this applies to you Okay, so you could be thinking right now,"Okay, Andrea, people know what I do.
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I've told everybody.
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Everybody in my life already knows what I do.
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I've had these conversations." Okay, I'm sure that is true.
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Actually, I'm sure that is not true, but I'm sure that you do think that that's true.
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But it also brings me very beautifully to the second reason why people are not sending referrals to you.
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Are you ready?
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It's because you think you've told people, but they don't remember.
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They do not remember.
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Just because you said something does not people...
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Does not, does not people.
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Does not mean that people remember what you said.
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Doesn't mean that it was important to them.
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It doesn't mean that it stood out.
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It doesn't mean they absolutely recollect every nuance of everything that you said in every conversation that ever happened.
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And this, as business owners, is one of the biggest things that we underestimate when we are marketing our own business.
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But I know that your business is important to you, and so we're gonna talk about this.
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I just wanna also point out that your business isn't nearly as important to everybody else that you talk to as it is to you, and that's a really important part of this discussion because you are thinking about your business every day.
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You are thinking about the amount of clients that you wanna have on your calendar every single day.
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You are thinking about your offer.
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You're thinking about your messaging.
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You're thinking about your marketing.
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You are thinking about the conversations that you're having with referral partners.
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You are thinking about the problems that you solve.
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You're thinking about your client process.
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You are thinking about your time management.
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You're thinking about your efficiency.
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You're probably thinking about content that you're creating.
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You are thinking about all of that.
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But the person, the real actual human being that you are talking to, either online or in person, they, they are not thinking about those things.
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None of it, actually.
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They're thinking about zero of those things.
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So although to you and to me, because this is a problem for every single business owner, although to us, we feel like we're so repetitive, and we feel like we have said all of the things, and we feel like we have already run the bases 100 times, we actually haven't.
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We actually haven't So we think it's really obvious.
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We think,"Oh my gosh, I have spent the last five years studying gut health, and hormones, and nutrition, and how all of these things are connected." And so when we talk about our business, we have five years of context behind everything we're saying, and we feel like it's just old news.
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It's not.
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It's absolutely not.
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And Sarah, you're- that you're talking to, your best friend, Megan, whoever, your husband, your cousin, your colleagues, your other, you know, your friend- your friend's kid parents, all, all of the people you're talking to, they don't, they don't know.
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They d- they aren't thinking about it all the time.
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They don't have the level of expertise.
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It's not something that is consciously s- something that they are ruminating about.
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They don't have all the context.
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They don't remember the last time that you talked about it and everything you said.
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So while you think they've already heard this, they already know, the reality is they absolutely don't, and they probably haven't connected at all.
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You need to help with that.
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You need to help.
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Because Sarah has heard you explain what you do while you guys had coffee six months ago.
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She heard you talk about it a little bit and kind of fumble through it, but she has been thinking about 1 million other things since then, not about your business, not about your messaging, not about how her body's connected, and for sure not about who she should be sending your way.
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So when you think to yourself,"Sarah already knows.
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I've already talked about this," that could be true.
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I guess, like, I could, I could give it to you.
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That could be true, and yet if Sarah isn't sending referrals to you, go back to point number one, she probably doesn't know who to send to you, and she probably, point number two, doesn't even remember what you talked about because you haven't repeated it enough times, and you haven't come at it from enough different angles for her to connect the dots, and for her to remember, and for it to be important for her.
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And I'm not saying that the people in your life don't love you and wanna support you, and that you- what you do isn't important to them.
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But we just need to be realistic about the fact that there's other things that are important to them, too.
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And so while we are thinking about our businesses all the time, and we feel like we've already said the things, and we don't wanna be bothering people for goodness sake, the reality is they don't even remember.
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They have no idea No idea.
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I'm gonna give you an example of this,'cause here's something that I know is true.
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I have published to date more than 250 episodes of this podcast.
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I have been doing this podcast, actually as I'm looking at the calendar recording this, at the end of October in 2026.
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I started recording and I produ- produced the first episode of this podcast in October of 2021.
00:17:31.498 --> 00:17:35.538
So that is five years I have been recording this podcast.
00:17:35.870 --> 00:17:37.242
I have talked about messaging.
00:17:37.339 --> 00:17:38.449
I have talked about marketing.
00:17:38.467 --> 00:17:43.131
I have talked about, talked about endlessly about getting clients and client referrals.
00:17:43.153 --> 00:17:46.377
I've talked about it so many different times.
00:17:46.564 --> 00:17:50.423
In fact, I have other episodes about growing your business through referrals.
00:17:50.788 --> 00:17:51.945
Many of them, in fact.
00:17:51.958 --> 00:17:55.502
You, you, if you're a longtime listener of the podcast, may have even listened to that episode.
00:17:55.868 --> 00:18:06.557
You may have listened to 50 or 100 episodes of this podcast, and yet there's a really good chance that today you are hearing some of what I'm saying in a completely different way.
00:18:07.358 --> 00:18:12.762
Maybe this is the first time you've really thought about referrals this way, and that's exactly my point.
00:18:12.774 --> 00:18:22.696
Even though I have said these things multiple times, and you maybe have even heard me say these things in different ways at different times You're- you might hear it today in a way that you've never heard it before.
00:18:22.913 --> 00:18:24.719
The timing might be right for you.
00:18:24.719 --> 00:18:32.382
You may be open to the information today differently than you were yesterday or a year ago, and that's the reality of the people in your life, too.
00:18:32.384 --> 00:18:37.994
Just because somebody has heard something before doesn't mean they've actually retained it, absorbed it, thought about it.
00:18:38.171 --> 00:18:42.359
Maybe it just hits different today for whatever reason, and that's the truth.
00:18:42.656 --> 00:18:46.013
It's probable, and it's logical.
00:18:46.172 --> 00:18:46.872
Like, think about it.
00:18:46.923 --> 00:18:48.701
It- the same thing happens for you.
00:18:49.274 --> 00:18:52.277
But as business owners, we get so worried about repeating ourselves.
00:18:52.316 --> 00:18:54.031
We think,"Oh my gosh, I've already talked about that.
00:18:54.033 --> 00:18:54.764
They already know.
00:18:54.931 --> 00:18:56.913
If they were interested, they would've already reached out.
00:18:56.913 --> 00:18:58.099
They would've already referred someone.
00:18:58.100 --> 00:18:59.140
I can't say it again.
00:18:59.142 --> 00:19:09.797
I don't wanna bother them." Yes, you can say it again, and in fact, you probably need to because the people that you're talking to, they're not sitting around memorizing everything you've ever said about your business and thinking about it.
00:19:09.810 --> 00:19:10.672
They have their own lives.
00:19:10.672 --> 00:19:11.971
They have their own problems.
00:19:12.272 --> 00:19:15.014
They have their own businesses sometimes even.
00:19:15.301 --> 00:19:16.113
I want you to think about this.
00:19:16.115 --> 00:19:25.136
If you are connecting with other parallel business owners that could be referral partners to you, it's just a strategy a lot of my clients in TPN do, those people are thinking about their business.
00:19:25.139 --> 00:19:31.165
They're not thinking about how they can refer clients to yours, not unless you've given them a really compelling reason to do that.
00:19:31.216 --> 00:19:32.484
Again, it goes back to your messaging.
00:19:32.494 --> 00:19:39.406
So re- repetition, all that to say, repetition does not mean saying the exact same sentence over and over and over again.
00:19:39.423 --> 00:19:39.870
It doesn't.
00:19:39.906 --> 00:20:01.704
It means helping people understand and make connections enough times so they actually remember the big point, and that usually takes coming at it from some different angles, some different conversation topics, some different ways to bring it back to your central, your central thesis, whatever that is in your business, what you actually do, who you help, the type of people that they should be sending to you.
00:20:01.704 --> 00:20:17.342
There's different ways to talk about that and different conversation topics that are going to have people asking more questions, leaning in, and when they do that and they engage with you about it, they're going to remember, and when they have an opportunity to actually refer you, they're so much more likely to do that.
00:20:17.752 --> 00:20:19.456
So really important distinction here.
00:20:19.456 --> 00:20:21.970
Repetition does not mean saying the same thing over and over again.
00:20:21.985 --> 00:20:29.901
It means saying things enough times so people remember it when it is a crucial moment for them to actually refer Okay?
00:20:30.156 --> 00:20:46.343
You wanna make su- whatever the amount of time is the magic recipe is for people to hear something so that it clicks for them and they think,"Oh my gosh, I have to send John over to her because he just said the thing that she said that her people say, and I connected the dots, and I remembered it, and I retained it, and here I go.
00:20:46.500 --> 00:20:49.687
I'm gonna send the referral." However many times that takes, that's how many times it takes.
00:20:50.227 --> 00:20:52.824
Don't tell yourself that you've already said it too many times.
00:20:52.824 --> 00:20:59.045
It's just not true And we really underestimate the amount of repetition that is necessary.
00:20:59.436 --> 00:21:00.584
Really, really we do.
00:21:00.812 --> 00:21:01.667
And it comes from a good place.
00:21:01.684 --> 00:21:06.893
It comes from a good place of not wanting to bother people, not wanting to be salesy, not wanting to be pushy, of course.
00:21:07.317 --> 00:21:13.677
But I have very rarely met a health and wellness practitioner that is pushy or too salesy.
00:21:14.033 --> 00:21:15.650
Quite the opposite.
00:21:16.034 --> 00:21:17.957
So here's what I wanna say about messaging.
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All right?
00:21:18.922 --> 00:21:23.583
Changing your messaging constantly is n- if...
00:21:23.990 --> 00:21:26.732
It can be good, but it also can be problematic.
00:21:26.736 --> 00:21:35.531
So There's a way to connect a common thread with any angle that you talk about that makes it make sense for your people.
00:21:35.718 --> 00:21:38.902
There's also a way to talk about what you do that just h- confuses people.
00:21:39.233 --> 00:21:46.013
So if one week you're having conversations with people telling them that you help with gut health, assuming that they know what that means, they probably don't, you have to be more specific.
00:21:46.013 --> 00:21:48.076
But anyway, you're talking about digestion in general.
00:21:48.367 --> 00:21:50.066
And then the next week you're talking about hormones.
00:21:50.081 --> 00:21:51.971
And then the next week you're talking about inflammation.
00:21:51.989 --> 00:21:54.836
And then you're talking about the functional lab testing that you do.
00:21:54.845 --> 00:21:57.188
Dear God, don't call it that, please.
00:21:57.214 --> 00:22:02.586
But you're talking about the type of testing that helps to do blah, blah, blah about blah, blah, blah thing.
00:22:02.978 --> 00:22:10.557
All of those things are probably true, and they're probably excellent entry points for people understanding what you do and who they can refer to you.
00:22:11.099 --> 00:22:17.518
But if they don't understand that there's a common thread between all of those things, it won't make sense.
00:22:17.930 --> 00:22:31.413
So really think about the way that you talk about your business and coming back to the thing that's the thing, the common thread, the thing that is the root cause, that is the foundational, that's the thing you work on with everybody, and why it matters coming from this angle.
00:22:31.416 --> 00:22:32.719
Why does it matter for digestion?
00:22:32.719 --> 00:22:33.764
Why does it matter for hormones?
00:22:33.769 --> 00:22:35.094
Why does it matter for inflammation?
00:22:35.292 --> 00:22:37.509
Why does it matter for people taking GLP-1s?
00:22:37.509 --> 00:22:40.721
Why does it matter for people that are in menopause?
00:22:40.738 --> 00:22:41.961
Why does it matter for kids?
00:22:41.963 --> 00:22:42.301
Why does...
00:22:42.313 --> 00:22:44.375
You know, like, think about that.
00:22:44.394 --> 00:22:46.730
Like, what is the thing that matters always?
00:22:46.759 --> 00:22:52.406
And make sure you always bring it back to that so there's a common thread that people can connect to.
00:22:52.931 --> 00:22:56.190
I can give lots of examples here, but you're gonna have to think of what is that for you.
00:22:56.190 --> 00:23:00.653
What exactly do you want people to remember, and are you telling them what is the thing you want them to remember?
00:23:02.015 --> 00:23:10.396
'Cause it's really hard for people as they're going about their life to know who to refer to you if they don't know what the common threads are between the things that you help people with.
00:23:10.441 --> 00:23:11.382
Of which there are many.
00:23:11.423 --> 00:23:12.655
Of course, there are.
00:23:12.861 --> 00:23:13.582
Of course, there are.
00:23:14.319 --> 00:23:20.086
So you will probably feel very tired of talking about this long before the people who need to hear it have actually remembered it.
00:23:20.405 --> 00:23:21.650
And that's just the truth.
00:23:22.021 --> 00:23:29.863
Two hundred fifty plus podcast episodes in, I'm talking about the same stuff over and over again, but it's because it's the important stuff.
00:23:30.435 --> 00:23:33.634
It's what you need to hear to get the results that you wanna get.
00:23:33.647 --> 00:23:43.709
If you're listening to this podcast called The Profitable Nutritionist, I have a really strong suspicion that you would like to have a profitable business as a nutritionist or a health and wellness practitioner.
00:23:43.711 --> 00:23:45.187
And so this is what we have to talk about.
00:23:45.197 --> 00:23:53.594
I have to keep talking about the same thing and come at it from different angles, and give you different examples, and give you different frameworks around it, so that you do the thing that you have to do.
00:23:54.268 --> 00:23:55.898
Doesn't matter if I'm sick of talking about it.
00:23:55.994 --> 00:23:56.832
Luckily, I'm not.
00:23:56.887 --> 00:23:59.486
I find this to be actually really fun to talk about.
00:23:59.524 --> 00:24:04.848
But I also know that I'm zero percent in my head thinking that you've already heard it before.
00:24:04.858 --> 00:24:05.343
You haven't.
00:24:05.352 --> 00:24:14.294
If you've tuned into this podcast, you need to hear what I am saying But you might be get tired of talking about it before the people have really retained what you need them to hear.
00:24:14.307 --> 00:24:15.584
So just know that, okay?
00:24:15.586 --> 00:24:17.021
You're not salesy, you're not pushy.
00:24:17.286 --> 00:24:26.723
You are just doing the thing called repeating and repetition and practicing different marketing and messaging angles, which is exactly what you need to be doing as a business owner.
00:24:27.325 --> 00:24:27.669
Okay.
00:24:28.475 --> 00:24:33.836
So let's get into reason number three and where I see this turn into an even bigger problem, okay?
00:24:33.836 --> 00:24:38.208
Because here's what happens when those referrals aren't coming in as fast as you want them to.
00:24:38.697 --> 00:24:46.380
Most health and wellness business owners, they don't stop and ask themself,"Hmm, do people understand what I do and th- do they remember it?
00:24:46.440 --> 00:24:49.879
Is that what the problem is here?" No, they don't ask that question.
00:24:50.474 --> 00:24:54.626
Instead, they take a leap and assume,"I just gotta get in front of more people.
00:24:54.626 --> 00:24:58.056
I gotta talk to more people, gotta get more eyeballs, gotta get a bigger audience, ha- get...
00:24:58.067 --> 00:25:00.062
gotta get more visible, gotta get a new network.
00:25:00.538 --> 00:25:02.031
These people aren't the right people.
00:25:02.031 --> 00:25:02.364
I gotta...
00:25:02.461 --> 00:25:07.208
I need new people You hear how I got really frantic and panicky there?
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That's what it sounds like in your brain when this happens.
00:25:09.557 --> 00:25:17.641
Which leads us to reason number three why the referrals aren't coming in, and that is because you, my friend, are trying to solve a messaging problem with more marketing.
00:25:18.579 --> 00:25:20.650
Ooh, I'm gonna say it again.
00:25:20.660 --> 00:25:25.109
You're trying to solve a messaging problem with more and more marketing.
00:25:25.869 --> 00:25:32.263
So this is one I see all the time coaching holistic nutritionists and health coaches, especially in the age of AI.
00:25:32.282 --> 00:25:32.782
Ready?
00:25:33.050 --> 00:25:33.852
They're doing a lot.
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They're taking a lot of action.
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They are working on their business.
00:25:36.381 --> 00:25:37.438
They are talking to people.
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They are networking.
00:25:38.740 --> 00:25:45.384
They are out there searching for the referral partners, and they are wondering why all of that effort isn't instantly turning into paying clients.
00:25:45.394 --> 00:25:46.326
It's supposed to.
00:25:46.826 --> 00:25:50.398
Why is this equation one plus two is not equaling three?
00:25:50.399 --> 00:25:51.454
Why is this not happening?
00:25:51.457 --> 00:25:53.724
So they go,"Okay, I guess it just wasn't the right ones.
00:25:53.740 --> 00:26:07.929
Gotta do more, gotta do more, gotta do more." But when we look at what's actually happening here, a lot of times we can clearly see that it's not that they are talking to the wrong people or that they're not talking to enough people, it's that what they're saying and what they're not saying isn't jiving.
00:26:08.509 --> 00:26:11.352
That's your actual messaging.
00:26:11.688 --> 00:26:12.055
Okay?
00:26:12.090 --> 00:26:18.839
So I'm going to give you an example going back to the hairdresser because this is the best way to explain it, and it is the truth.
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I coached a client on this in TPN who wasn't getting enough leads in her business.
00:26:23.822 --> 00:26:27.667
She was not g- having enough client leads coming in, but she's an action taker and she's gonna figure it out.
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And so she's like,"Listen, this is what I'm gonna do.
00:26:29.971 --> 00:26:30.909
I have an idea.
00:26:30.979 --> 00:26:36.579
I'm gonna create a webinar, and I'm gonna market it with some ads, and I'm going to get in front of a...
00:26:36.794 --> 00:26:39.643
You know, I gotta break out of my current market that I'm in.
00:26:39.644 --> 00:26:41.101
I gotta get in front of new eyeballs.
00:26:41.103 --> 00:26:42.939
I gotta get in front of new people." Okay.
00:26:43.389 --> 00:26:44.855
Seems like a good idea.
00:26:44.855 --> 00:26:50.121
In fact, ChatGPT, Claude, AI will give you this idea all day long because webinars do work.
00:26:50.143 --> 00:26:51.917
I use webinars in my own business by the way.
00:26:51.918 --> 00:26:54.884
I've made millions of dollars with webinars, so I'm not gonna tell you that webinars don't work.
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They do, and there's nothing inherently wrong with that strategy.
00:26:59.903 --> 00:27:07.976
It's just that I, I gave her the coaching, and I would give you, if you've ever thought about this, the coaching to just step back and go,"Hold on a second.
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Am I trying to solve a messaging problem with more visibility and more advanced marketing?" And that's exactly what she was doing, by the way.
00:27:18.139 --> 00:27:19.242
So I said,"Hold on.
00:27:19.245 --> 00:27:21.896
Before we talk about webinars, and I'm happy to support you with webinars.
00:27:22.298 --> 00:27:23.762
I know a lot about webinars.
00:27:23.798 --> 00:27:24.630
Happy to help you with that.
00:27:24.630 --> 00:27:32.594
But before we get into that, what I wanna ask is, why do you think the things that you're already doing aren't producing more clients?" Let's dig into that first.
00:27:33.156 --> 00:27:40.946
So I asked her this question, I said,"Does your best friend know what you do?" She's like,"I mean, we've talked about it." And I was like,"No, no, no.
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Does she know who to send to you tomorrow when your ideal client is in a conversation with her?
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Would she recognize that, and would she send the referral to you immediately?" She's like,"No, I don't think so.
00:27:51.692 --> 00:27:55.905
Probably not." Okay, so eh for number one.
00:27:55.983 --> 00:27:57.277
Let's go on to filter number two.
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Does your hairdresser know who to send as a referral to you?
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She's like,"No.
00:28:02.893 --> 00:28:06.994
I mean, I kind of have told her what I do before, but I, uh, it's probably really unclear.
00:28:06.996 --> 00:28:10.518
No, I don't think so." Okay, eh, two for two here.
00:28:10.772 --> 00:28:13.919
So at this point I said,"This is where we need to start." Okay?
00:28:13.954 --> 00:28:17.795
This is, the, that was a good filter for us to know this is where we have to start.
00:28:17.795 --> 00:28:19.290
We have to dial in.
00:28:19.755 --> 00:28:32.655
Before we try to get more strangers on the Internet to find you, to find your website, to, to, for you to find them in ads with, by the way, with messaging that isn't gonna work in the ads because the messaging that you're saying in person isn't even going to work, so of course it's not gonna work in the ads.
00:28:32.657 --> 00:28:35.038
That's a separate episode coming up for you guys.
00:28:35.448 --> 00:28:47.088
But I said to her,"Before we find more strangers on the Internet, we gotta figure out why the people who already know you aren't sending people to you and don't know, don't know exactly what you do." And what you could help people with.
00:28:47.365 --> 00:28:47.661
Okay?
00:28:47.720 --> 00:28:51.376
So your hairdresser, great example, talks to people all day long.
00:28:51.680 --> 00:28:56.124
She hears about their families, she hears about their relationships, their jobs, their health, their problems, all of it.
00:28:56.394 --> 00:29:04.525
She is potentially having conversations every single day with people who need the kind of help that you provide, but she can't refer them to you if she doesn't know when to think of you.
00:29:04.935 --> 00:29:06.455
Drilling home this point.
00:29:07.059 --> 00:29:18.524
There's a lot of people probably in your life that are connected to a lot of people you could help, and they have no idea, and you haven't told them, or you haven't told them in enough different ways, enough different times that they understand it.
00:29:19.017 --> 00:29:25.685
So meeting 20 new people that you don't tell enough times or in enough ways isn't going to fix that problem.
00:29:26.316 --> 00:29:34.419
Meeting 200 more people that you don't tell enough times or in the right way for them to understand is also not going to fix the problem.
00:29:34.750 --> 00:29:39.372
We just create 20 more or 200 more relationships where the same communication problem is breaking down.
00:29:40.084 --> 00:29:44.209
So it's the wrong diagnosis, the wrong problem to fix.
00:29:44.504 --> 00:29:50.220
And this is exactly what I mean when I say a lot of holistic nutritionists and health coaches are trying to solve the wrong problem.
00:29:50.221 --> 00:29:51.615
It's not that they aren't action takers.
00:29:51.615 --> 00:29:58.640
It's not that they aren't willing to put themselves out there and do the things, although for some people, that takes a bit of coaching to get to that point.
00:29:58.640 --> 00:30:00.290
But for a lot of people, they are.
00:30:00.580 --> 00:30:01.724
They are doing the things.
00:30:01.726 --> 00:30:05.831
They are talking to people, but they aren't getting referrals, so they think,"Gosh, I just gotta do this harder.
00:30:05.831 --> 00:30:06.836
I gotta do it more.
00:30:07.642 --> 00:30:10.239
I gotta, I gotta make more connections.
00:30:10.240 --> 00:30:11.701
I have to go to more networking events.
00:30:11.704 --> 00:30:13.859
I have to c- create more content for social media.
00:30:13.859 --> 00:30:23.828
I gotta do more, more, more." And they, and they don't get the results because the same messaging problem applies in all of those conversations and in all of those reach-outs.
00:30:24.261 --> 00:30:25.739
And then they try to,"Okay.
00:30:25.772 --> 00:30:27.613
Gosh, I gotta get more people going to my website.
00:30:27.614 --> 00:30:30.099
Gotta get more inquiries and people booking for my website.
00:30:30.138 --> 00:30:34.663
Try to get more website traffic." But the reality is the messaging on the website isn't getting anybody reaching out.
00:30:34.682 --> 00:30:38.733
It's still the same problem Social media, I'm looking at you.
00:30:38.745 --> 00:30:39.644
Same problem.
00:30:40.591 --> 00:30:49.807
Gotta create more content, post more, have a better content calendar, have AI make you the best, latest, greatest, most polished, perfect content so that more people see it.
00:30:49.820 --> 00:30:53.185
There's a way for this reel to go viral, and then more, and more, and more people are gonna see it.
00:30:53.186 --> 00:30:58.618
But if the messaging isn't bringing in people in the first place, having more people see it isn't bringing in more people.
00:30:59.268 --> 00:31:05.505
If the message isn't connecting with those people who are already there, why would putting the same thing in front of more people suddenly make it work?
00:31:05.854 --> 00:31:06.546
It's craziness.
00:31:06.967 --> 00:31:07.575
It doesn't work.
00:31:07.648 --> 00:31:08.523
Of course it doesn't work.
00:31:09.262 --> 00:31:12.851
And so more visibility can be useful when the message is working.
00:31:13.268 --> 00:31:14.412
Do I love ads?
00:31:14.438 --> 00:31:15.557
Do I love webinars?
00:31:15.590 --> 00:31:19.862
Do I love this thing called the internet, and websites, and SEO, and AEO, and all that?
00:31:19.907 --> 00:31:21.480
Absolutely, of course I do.
00:31:21.490 --> 00:31:25.078
My business is built on it, but it's not the starting point.
00:31:25.215 --> 00:31:36.643
It's not how you start getting the referrals coming in because the problem in assuming that visibility is the issue is it's completely disregarding the fact that the message in the first place isn't landing.
00:31:37.295 --> 00:31:38.923
So I'm gonna give a ChatGPT example.
00:31:38.923 --> 00:31:39.473
Are you ready?
00:31:40.361 --> 00:31:47.971
Let's say that you have decided to get in front of more people, you just need more referral partners, right?
00:31:47.976 --> 00:31:48.519
Seems great.
00:31:48.842 --> 00:31:54.880
So you open up AI, you open up ChatGPT, and you say,"I need some more referral partners.
00:31:54.880 --> 00:31:55.396
Here's what I do.
00:31:55.399 --> 00:32:01.172
I'm a holistic nutritionist, and I work with these types of clients, and I need more referral partners.
00:32:01.650 --> 00:32:06.141
Help me with a strategy here." And ChatGPT is gonna go,"Oh my gosh, you are the smartest person ever.
00:32:06.157 --> 00:32:08.825
That is exactly the right strategy.
00:32:08.826 --> 00:32:11.761
I love this for you." Gaslight, gaslight, gaslight.
00:32:12.172 --> 00:32:13.150
"I love this.
00:32:13.163 --> 00:32:13.944
This is perfect.
00:32:13.944 --> 00:32:14.453
Here's what I did.
00:32:14.454 --> 00:32:21.673
I pulled every chiropractor in your city with contact information so you can go and connect with them, and they can refer all the clients to you.
00:32:21.673 --> 00:32:24.736
That's absolutely perfect." Okay, great, now you have a list of chiropractors.
00:32:25.224 --> 00:32:29.889
So then you ask ChatGPT,"Can you just write me an introduction email to the, to these chiropractors?
00:32:29.893 --> 00:32:34.957
Like, I need an email that's gonna get me in the door." Okay, great, now you have an email'cause ChatGPT is like,"Oh, absolutely.
00:32:34.957 --> 00:32:41.324
That's a s- that's the strongest strategy you could ever, you could ever have made.
00:32:41.325 --> 00:32:42.306
You're so amazing.
00:32:42.306 --> 00:32:42.832
You're so smart.
00:32:42.832 --> 00:32:43.740
That's so good.
00:32:43.813 --> 00:32:44.547
Here you go.
00:32:44.548 --> 00:32:46.906
Here's an email." And you're like,"Wow, this is going pretty well here.
00:32:46.907 --> 00:32:47.816
I'm, I'm a genius.
00:32:48.127 --> 00:32:51.912
Can you create me a follow-up sequence too?""Yeah, absolutely.
00:32:51.913 --> 00:32:52.411
Here you go.
00:32:52.422 --> 00:32:54.771
That is exactly right because some people aren't gonna answer on the first time.
00:32:54.771 --> 00:32:56.041
You have to have a follow-up sequence.
00:32:56.041 --> 00:32:56.328
Here you go.
00:32:56.328 --> 00:32:58.917
Here's a follow-up sequence." Oh my gosh, you're so smart.
00:32:58.917 --> 00:32:59.936
Gaslight, gaslight, gaslight.
00:33:00.223 --> 00:33:02.475
So now you have an entire referral marketing strategy.
00:33:02.476 --> 00:33:03.151
It's so great.
00:33:04.099 --> 00:33:06.514
And you send it out, and nothing happens.
00:33:07.057 --> 00:33:07.421
Okay.
00:33:07.839 --> 00:33:09.852
So you're like,"You know, I think I need to go in person.
00:33:09.853 --> 00:33:10.372
That's what I'm gonna do.
00:33:10.372 --> 00:33:17.540
I'm gonna go in person." So you go walk through the door, and the front desk lady says,"Who are you?" And you say,"Oh my gosh, here's who I am.
00:33:17.582 --> 00:33:19.170
I have something amazing to offer.
00:33:19.172 --> 00:33:22.338
I need to talk to this chiropractor." This would be great, by the way.
00:33:22.367 --> 00:33:23.666
If you did this, kudos to you.
00:33:23.948 --> 00:33:24.575
Most people don't.
00:33:24.776 --> 00:33:37.442
But if you did, if you got this far, and then you have a face-to-face with the chiropractor that you want to refer clients to you, what are you going to say to that person that is right in front of you face-to-face?
00:33:37.665 --> 00:33:39.113
Or you're on a Zoom chat with them.
00:33:39.125 --> 00:33:41.326
You're doing a coffee chat, you're, you're meeting each other.
00:33:41.326 --> 00:33:42.123
"Yeah, this sounds great.
00:33:42.129 --> 00:33:48.643
Okay, let's meet each other." Now you are having an actual human conversation and interaction with this referral partner.
00:33:48.855 --> 00:33:49.858
What are you gonna say?
00:33:50.469 --> 00:33:51.843
ChatGPT isn't there to help you.
00:33:51.976 --> 00:33:53.891
What are you gonna say?
00:33:54.380 --> 00:34:01.023
What is the chiropractor gonna hear from you that compels them to put their reputation on the line to refer clients to you?
00:34:02.013 --> 00:34:07.221
What is going to make them think of you the next time they have a patient that needs your help that would be the perfect person for you?
00:34:07.802 --> 00:34:11.826
How are they gonna know that, and what are they going to do, and why would they do it?
00:34:12.431 --> 00:34:15.277
Because I'm just telling you that I see this so often.
00:34:15.288 --> 00:34:43.215
Having a list of 30 chiropractors is not the same thing as having 30 people in your life who know when and why to refer you to people in their life Having, having 300 chiropractors and personal trainers and massage therapists and acupuncturists, et cetera, et cetera, is not the same as having three people who know when they should refer you and who they should refer you to, and they're actually doing it.
00:34:44.199 --> 00:34:44.642
Okay.
00:34:44.960 --> 00:34:49.115
So you can kind of see what my stance here is on the AI problem.
00:34:49.115 --> 00:34:57.364
And again, we're gonna have an entire episode coming up on this because I have a lot to say about this and why it's actually making messaging a lot worse for a lot of practitioners.
00:34:57.374 --> 00:35:00.046
So a lot to say, a lot to say about that.
00:35:00.059 --> 00:35:06.430
But for our, our argument today, and for what you need to hear today, I just want you to hear me when I say this.
00:35:06.798 --> 00:35:23.177
Do not rush through the part where you're figuring out your messaging, you're testing different messaging angles, you're experimenting with it, and you're doing it in actual back and forth conversations with real humans in the world, where you can tell if your messaging is working or not working.
00:35:24.250 --> 00:35:42.518
Because what people do, I see so often, is they create content, they create websites, they create emails, they create polished written communication or videos even, that they send out into the world, and they don't get the results that they want, meaning they don't have clients reaching out or they don't have referrals coming in, and they don't know why.
00:35:43.012 --> 00:35:44.351
Did not enough people see it?
00:35:44.838 --> 00:35:46.898
Did not the right people see it?
00:35:47.661 --> 00:35:49.700
Is it completely the wrong messaging?
00:35:49.731 --> 00:35:56.077
We don't know what problem to even solve in that situation, so it makes it really hard to solve the problem.
00:35:56.106 --> 00:35:59.262
And then what people do is they panic produce more stuff.
00:36:00.518 --> 00:36:06.751
More posts, more emails, more offers, more marketing plans, more niches, more websites, more throwing spaghetti at the wall, more, more, more.
00:36:07.043 --> 00:36:11.668
And the whole time is the actual problem is that people don't understand what you're saying or why they should care.
00:36:11.702 --> 00:36:12.968
They just truly do not know.
00:36:13.847 --> 00:36:20.222
Again, going back to the three points here People don't know.
00:36:20.526 --> 00:36:21.635
They don't know who to refer to you.
00:36:21.635 --> 00:36:22.965
They actually don't know what you do.
00:36:22.999 --> 00:36:24.043
They don't understand.
00:36:24.338 --> 00:36:26.412
Secondly, you haven't said it often enough.
00:36:27.072 --> 00:36:28.336
They don't remember.
00:36:28.555 --> 00:36:31.077
They just don't remember.
00:36:31.113 --> 00:36:42.628
And third, you think that it's not having enough eyeballs, not having enough visibility, and just needing to do more marketing rather than looking at the root cause of is the messaging even landing?
00:36:42.706 --> 00:36:44.307
Are people even understanding this?
00:36:44.601 --> 00:36:50.288
Am I articulating the value of what I do and who needs it in a way that people actually understand?
00:36:50.883 --> 00:37:15.378
This is super important, my friend, because the mo- the longer that you go about doing this with messaging that isn't connecting and you're not getting results, you're not getting more clients, you're not helping people, you're not feeling like you're living your purpose in this business like you want to be, the more you start to doubt yourself, and the more your confidence suffers, and the less likely you are to continue to put yourself out there and continue to have those conversations.
00:37:15.791 --> 00:37:22.188
So don't hide behind the, the beautiful, polished, pretty digital stuff if it isn't working.
00:37:22.202 --> 00:37:26.972
We gotta figure out why it isn't working and get, you know, kinda scrappy on that.
00:37:27.172 --> 00:37:30.903
Again, this is exactly what I do in the Profitable Nutritionist Program.
00:37:30.918 --> 00:37:46.320
I wish it was as easy as giving you a really great, beautiful content calendar and that that w- you could just teach and educate people and give them tips and tricks, and it would be so pretty and polished and beautiful that they would just come flocking and throw their credit card at you.
00:37:46.349 --> 00:37:49.182
I wish that that was the case case, but it's not.
00:37:49.548 --> 00:37:50.621
It's messier than that.
00:37:50.648 --> 00:37:51.389
It's messier than that.
00:37:51.389 --> 00:37:52.932
We gotta get into your messaging.
00:37:52.932 --> 00:38:12.378
We have to figure out where there's a disconnect right now, and we just gotta fix it because the reality is there are a lot of people in your life that could refer clients to you, and if those referrals are not coming in right now, we have to fix that problem first before we go do the fancy online stuff, before we do the advanced stuff, and all of the pretty, polished, beautiful digital.
00:38:12.738 --> 00:38:14.885
We gotta get the messaging nailed first.
00:38:15.485 --> 00:38:15.764
All right.
00:38:15.767 --> 00:38:16.523
So that's it, my friend.
00:38:16.561 --> 00:38:21.956
The three reasons that holistic nutritionists and health coaches aren't getting more referrals, even when they're doing a lot of marketing.
00:38:22.239 --> 00:38:25.039
Like I said, number one, people know what you do, but they don't know who to send to you.
00:38:25.186 --> 00:38:26.626
Maybe they don't even know what you do.
00:38:26.686 --> 00:38:27.329
Worse off.
00:38:27.362 --> 00:38:27.751
Ah.
00:38:28.043 --> 00:38:31.548
Number two, you think you've already told them, but they don't remember.
00:38:31.682 --> 00:38:32.423
They have no idea.
00:38:32.456 --> 00:38:33.119
They forgot.
00:38:33.233 --> 00:38:35.773
It didn't make sense, and they just, they just forgot.
00:38:35.816 --> 00:38:36.648
They just forgot.
00:38:37.090 --> 00:38:41.289
Number three, you're trying to solve a messaging problem by doing more and more and more marketing.
00:38:42.266 --> 00:38:44.304
And here's what I want you to really take away from this episode.
00:38:44.691 --> 00:38:49.068
If you're not getting the results that you want from your marketing, don't automatically assume that you need to just do more.
00:38:49.122 --> 00:38:53.844
That's really the big picture here because more of something that isn't working isn't going to make it work better.
00:38:53.911 --> 00:38:55.021
It's just going to exhaust you.
00:38:55.021 --> 00:39:02.407
It's gonna burn you out, and it's gonna make you doubtful and lose that spark and lose the excitement that you have for the purpose behind what you do.
00:39:02.871 --> 00:39:10.684
Please do not solve the wrong problem Now here's why I'm recording this right now, and here's why I'm really jazzed about this topic.
00:39:10.684 --> 00:39:13.378
Like I said, this is the exact problem that we solve inside the TPN program.
00:39:13.615 --> 00:39:27.061
We have an entire process start to finish bringing you through how to apply this in your business for your exact business model, for your exact offer, for your goals, for the way that you support clients and the process that you bring them through.
00:39:27.164 --> 00:39:33.994
And if you don't know what the process is you're bringing your clients through or your offer or your business model yet, we also help you with that.
00:39:34.369 --> 00:39:38.615
But a huge component of making that work is digging into your messaging.
00:39:38.922 --> 00:39:41.930
We have to look at what you're actually saying and what you are not saying.
00:39:42.369 --> 00:39:53.019
And we also have to look at how you are saying it, because the way that you deliver the words is equally, if not even more important than what you actually say.
00:39:53.697 --> 00:39:59.657
And then we can diagnose why the people that you're talking to aren't taking the next step of working with you or of referring you.
00:40:00.525 --> 00:40:21.791
And usually that means that we have to work on how you explain the value of your services and the results that people get when they work with you, so people actually know what those are and they know how to refer you and why they should refer you and to what people they should refer you to This is the hugest part of how we help our students in the program create more opportunities to sign clients and become the person that gets referred.
00:40:22.146 --> 00:40:24.735
It's not about having the best referral strategy.
00:40:24.749 --> 00:40:26.722
ChatGPT can help you with that all day.
00:40:27.160 --> 00:40:31.206
It's about becoming somebody who's selling something that gets referred.
00:40:31.965 --> 00:40:32.497
Think about that.
00:40:32.498 --> 00:40:41.378
Becoming the person who gets referred is step one, not having the best chiropractor referral strategy.
00:40:41.447 --> 00:40:42.797
You see what I'm saying?
00:40:43.134 --> 00:40:47.050
Now, the reason this is timely is because I have something very exciting to tell you about.
00:40:47.177 --> 00:41:01.168
I have been working behind the scenes on some upcoming exciting stuff in the TPN program, some brand-new content and brand-new support inside TPN over the next three months doing exactly this.
00:41:01.381 --> 00:41:06.282
And our first month, starting on November 1st, is going to be focused on exactly what we've been talking about today.
00:41:06.929 --> 00:41:08.804
I'm gonna keep you in suspense about this a little bit.
00:41:08.836 --> 00:41:11.079
I'm not announcing all of the details quite yet.
00:41:11.099 --> 00:41:13.871
That's gonna be coming on the next episode, but I will tell you this.
00:41:14.182 --> 00:41:30.692
If you've been doing all of the things to market your business and you're frustrated that you're not getting referrals coming in or referrals feel inconsistent or it feels like you're not in control of them, you're not getting the amount of clients you want, you are going to want to hear about what we are doing starting November 1st.
00:41:30.869 --> 00:41:32.447
You gotta be in to get in.
00:41:32.459 --> 00:41:47.083
So it's all happening inside the TPN program, which is my 12-month group coaching program, again, where I bring you through this exact process step by step, but we got some extra stuff for you to become referable, and again, we're starting that November 1st.
00:41:47.298 --> 00:41:53.942
So if you have been thinking about joining us in the Profitable Nutritionist program, now is the time to do it.
00:41:54.559 --> 00:41:58.997
You can go to theprofitablenutritionist.com/join to get all of the details.
00:41:59.304 --> 00:42:07.657
And again, keep an eye out in the next episode with all of the exciting details on the announcement of what's coming up in November.
00:42:07.952 --> 00:42:11.271
I'm probably not gonna tell you about December or January, but I'm gonna...
00:42:11.322 --> 00:42:21.442
I'm definitely gonna tell you about what's coming in November and get you hyped about that because it is all about you becoming the person that gets referred and implementing everything that we've talked about today.
00:42:21.746 --> 00:42:23.994
So I'm gonna leave you with one last question, my friend.
00:42:24.166 --> 00:42:24.856
Are you ready for it?
00:42:25.538 --> 00:42:32.177
If I asked the five people closest to you who they should send your way, would they know?
00:42:33.602 --> 00:42:34.825
I'm gonna as-ask one more time.
00:42:34.825 --> 00:42:45.115
If I asked the five people closest to you, closest to you in your life, who are the people that they should refer to you and send your way, would they give the right answer to that question?
00:42:45.182 --> 00:42:45.936
Would they know?
00:42:45.940 --> 00:42:47.201
Would they feel confident in it?
00:42:47.215 --> 00:42:50.814
And would it be the same answer that you want them to give?
00:42:51.816 --> 00:42:53.820
And if not, we gotta fix it.
00:42:54.282 --> 00:42:54.825
All right, my friend.
00:42:54.827 --> 00:42:55.422
See you in the next one.
00:42:55.422 --> 00:42:55.454
Bye.