Episode 18 - Secrets to Success: From Training to Transformation

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This file was generated by Descript
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Speaker: I love your hair.
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Speaker 2: Thank you.
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Well, it's 'cause it's St.
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Patty's Day.
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Speaker: Uh, it's brilliant.
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Speaker 2: It's St.
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Patty's Day, so, so today we're talking
from the other side of the world.
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Well, one of us is.
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Speaker: Well, no, we're both talking
from the other side of the world.
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It's all a matter of perspective, Tina.
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Depends on where you are.
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Speaker 2: Yes.
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Speaker: So I'm talking from Epsom
in Surrey and not in a car park.
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Um,
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Speaker 2: makes a change.
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Speaker: Makes a change.
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Yeah.
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And some people are gonna wonder
what that means if they've not
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been watching any of the videos.
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And where are you Tina?
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Speaker 2: I am in the Sunshine State.
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I'm in Orlando, Florida with Dr.
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Richard Bandler and the wonderful of ours
on their spring trainings, helping out.
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Speaker: Oh,
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Speaker 2: as usual.
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Speaker: Fabulous.
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Yeah.
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And then the last one
was, was it two years ago?
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Speaker 2: Yeah, I was here in March,
2020 when the Great Pause began.
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Uh, had our flights canceled,
had a difficulty getting home.
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It was very exciting.
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And here we are two years later
and it's like nothing's happened.
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You know, nobody's wearing masks.
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The sun is shining.
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Uh, I show you, but if I open
the curtains, um, you won't
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be able to see anything.
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Yeah.
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So, I mean, my hotel room, it's,
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Speaker: hasn't that
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Speaker 2: two quite close to be
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Speaker: just flown by?
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Speaker 2: Strangely, yes.
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Although, while you were in it, it
didn't feel like it had flown by, did it?
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Speaker: Mm, no.
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I suppose not.
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Yeah.
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Yeah.
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There's a very much a time distortion.
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Yeah.
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In the moment.
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It was slow time down.
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But when I look back over the last two
years, well, it's gone very quickly.
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There's been a lot happened.
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Speaker 2: Yes, there has.
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Yeah.
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I mean, all those things that
we thought about doing a decade
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ago are coming into fruition.
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Speaker: Uh, what do you mean
In terms of what we're doing?
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Us personally?
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Speaker 2: Yeah.
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In terms of what we're doing personally.
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Technically
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Speaker: with the business?
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Yeah,
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Speaker 2: yeah, with the business.
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Yeah.
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I mean, we talked about stuff 10 years
ago that we didn't have the technology
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to really put it together and do it.
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Mm-hmm.
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And then we didn't have the time,
and then suddenly we had both.
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Speaker: And no, we've got time and
the technology, technology kind of just
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holding together with duct tape and, and,
but you know, you do realize there's,
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there's a massive solar flare going
on at the moment, isn't there as well?
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That's, um, affecting things.
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And my partner Maggie, was doing
a YouTube, uh, an interview with
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somebody yesterday and on four
occasions never happened before.
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They both had to stop because the
connection was so bad and just reconnect.
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So I'm hearing there's lots
of tech issues going on.
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There's a massive solar flag.
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We've,
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Speaker 2: we've had tornadoes,
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we've had tornado warnings,
um, severe weather warnings.
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Yeah, people have lost houses.
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Buildings have disappeared.
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Yeah.
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Luckily the hotel we're in is
apparently the safest in Orlando,
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and it was specifically built to
withstand tornadoes and hurricanes.
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Speaker: Fabulous.
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What you need, how, how reassuring.
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Okay.
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Oh, reassuring.
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I'm just closing, I'm just
closing a few things down.
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I've got a few things
popping up on my screen.
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Speaker 2: I remember.
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Speaker: And so you're in,
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Speaker 2: I'm sorry.
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I remember we were here
about, oh, about 15 years ago.
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Um, and a really bad storm came through
and there was a moment when we were
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actually in the eye of the storm and
we went out in the car park and it was
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bizarre because it was perfectly quiet
and still where we were and around us.
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You could actually see the storm.
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Speaker: That's amazing.
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I've had that experience once.
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That was in Florida as well.
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It was, when was the OJ
Simpson thing going on?
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I can't remember now, but
everyone was intrigued in that.
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So it was around about the same time
and it was deathly quiet like the, in
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fact, I'll tell you what it was, it
was like lockdown because you, it's
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like there's no traffic, isn't it?
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Still?
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And there was just the quietness
that around you was it?
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If you can keep your head while
all around you are losing theirs
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Speaker 2: Kipling.
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Speaker: Yeah.
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Maybe you haven't got
a clue what's going on.
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Speaker 2: Yeah, I remember when,
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Speaker: that's my version of
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Speaker 2: it.
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Course in, in 2020, we were in this
room, in the hotel and outside.
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You have international drive.
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24 7 is just full of traffic and people.
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Yeah.
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And I looked out the window and
there was nothing, there were
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no people, there was no traffic.
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And I thought, well it's
either the zombie, a apocalypse
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or the TRTs are coming.
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Speaker: Well, TRTs, depending
upon out your age really zombies.
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Anyone un under 30.
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Yeah,
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Speaker 2: anyone under 30.
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Anyone else?
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So, so what's the know what TRTs are?
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Speaker: So I'm just curious.
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So what's the vibe?
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Is it, is everyone kind of
like business is normal?
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Back in the good old US survey,
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Speaker 2: everybody is so
excited to be here, to be back
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in the training environment.
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Richard is on fire.
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It's like he's been sent to his room for
two years and he's come out like boom.
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Uh, he's absolutely amazing.
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John and Kathleen, as always, the
seminars are going really well.
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Um, there's normally.
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A lot of Brits here for these seminars.
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There, there isn't this time round.
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Uh, in fact, there's just one Brit in
the trainers training at the moment.
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Um, and is
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Speaker: that just because of
the logistics, you know, the
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uncertainty of travel, you
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Speaker 2: think Maybe,
maybe we've got like
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Speaker: Yeah,
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Speaker 2: 25 Germans have come.
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How group of Germans have come?
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Um, we've got,
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Speaker: well, well, maybe,
maybe the Brits are just
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coming on our practitioners.
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Maybe that's what it's That would be nice.
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Yeah.
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They're not coming, we're not
doing DHE, we're not doing NHR.
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Maybe they're just sort of, uh,
holding on and coming, coming to ours.
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Speaker 2: They're waiting
to come and see us in London.
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Yeah,
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Speaker: yeah, yeah,
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Speaker 2: yeah.
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But we had, uh, we've got a load
of people from Malaysia here
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that are, and, and from Israel
that have come for the trainers
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training and obviously from South
America, from the US, Canada.
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Speaker: It's interesting
because, you know, I, I remember
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it was, it was Jonathan Alfield.
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Do you remember?
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Jonathan Alfield came to, in fact,
it wasn't our practice group,
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this was just before we set up the
practice group in, was it 2004?
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So it was in 2002, I think
at Bed Bedford House.
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Where was it?
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Phil Holt.
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Yeah, Phil Holt used to run, it
was Phil Holt Run Practice Group.
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Yeah.
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Yeah.
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And one of his guest trainers
was Jonathan Orfield.
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And he came along and did a, it was
a really good, simple exercise to do
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with chaining, um, modal operators.
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Speaker 2: Yeah.
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Speaker: Yeah.
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Um, almost like a bit of a leverage.
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Well, you could, yeah.
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It was a bit, bit of sarcasm to that.
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Yeah.
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Kind of took somebody into, uh,
down, down through the motor
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operators and flipped them.
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So it's like, really?
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You're telling me I can't, and it
was a great simple exercise, but
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what was in, he commented about Wow,
NLP has really taken off in the uk.
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You know, you guys have got, because
he'd come across when, I guess I'd been
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into it for about two, three years at
that point, but it was really starting
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to become a big thing in, in London or
certainly those of us in the, in the game.
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You know, it seemed to be everywhere.
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Yeah.
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Um, and I'm wondering if that's
happening with a few other
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countries around the world starting
to becoming more aware of NLP.
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Speaker 2: I think NLP is very,
very, uh, very large in Germany,
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Italy, uh, south, a lot of South
American countries as well as, uh.
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And in Jae, uh, Japan, Japanese
in Japan, there's normally a huge
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group of Japanese people come.
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Mm-hmm.
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Every spring and summer here to do
trainers training where they've done
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their prac and master prac in Japan.
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This time they're not
traveling because of COVID.
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Speaker: Mm-hmm.
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Yeah.
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Okay.
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So maybe there's just no real patterns.
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It's just It is what it is.
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Yeah, yeah, yeah.
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Maybe it's just my wishful thinking
that NLP for the world, people
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are finding, you know, around the
world, they're finding out about it
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and finding how useful it can be.
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Um.
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So I just wanna say hello to
anyone that's on, on with us.
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I mean, I don't know.
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I haven't checked.
00:08:33.575 --> 00:08:38.105
Um, we just got straight into
a chat and started riffing and
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jazzing, but I know there will be
people that will be joining us.
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And, um, we've got some
questions, haven't we already?
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Speaker 2: We do
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Speaker: have
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Speaker 2: some questions.
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I'm just looking, we, we do
have some people looking at us.
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Nobody's put any comments in yet.
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Um, oh,
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sorry.
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Somebody's trying to ring me.
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Speaker: That's Richard.
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Yeah.
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Richard, where are you?
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You're on stage next.
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Get on, get down there.
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Speaker 2: No, no, no, no, no.
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I've got things to do.
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Okay.
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So I'm gonna start with
a question for you.
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Okay?
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Speaker: Oh, great.
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Okay.
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Speaker 2: Fabulous.
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Growing your practice products.
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Design your bestseller.
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Speaker: Mm-hmm.
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Speaker 2: So here you go.
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Apparently this month's question
she says is, have you really
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made the best of your product?
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Really got her thinking, especially when
you said people don't care about NLP.
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Speaker: Mm-hmm.
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Speaker 2: Uh, so on that note,
I'm now a work in progress.
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Following up the learnings from your
timeline session, bearing in mind
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that people don't care about NLP, what
process did you go through to decide
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what to call yourself and ensure that
people succinctly know what you do?
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Speaker: Okay, so there's a,
there's quite a lot there.
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I think we should do just, um, package
a little bit and put a bit of a context
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around it for those that aren't in the
Secret Agents of Change membership group.
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Um, so this month, the lesson I did
in relation to growing your practice.
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Was to do with products and I
called it designing Your bestseller,
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which I know I did it purposefully.
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Um, everyone wants to be a
bestselling author at the moment.
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Everyone wants to, and when I say everyone
I know it's a huge gross generalization.
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Um, but everyone wants to
have their authority piece.
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Speaker 2: Mm-hmm.
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Speaker: So I wanted to say they
would catch people's attention because
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writing a book, as much as it's useful
for building authority and building
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an audience, going into the detail of
signing up your clients when they're
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contacting you, is an area which I've
seen so many people kind of skim over.
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Speaker 2: Yeah.
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Speaker: So it's like they
concentrate on like, um, I've
00:10:57.710 --> 00:10:59.210
got my terms and my conditions.
00:10:59.270 --> 00:10:59.450
Yeah.
00:10:59.450 --> 00:11:00.020
Done that.
00:11:00.320 --> 00:11:01.460
Spent 20 minutes on that.
00:11:02.090 --> 00:11:04.430
Um, I've got my consent form.
00:11:04.490 --> 00:11:04.640
Yeah.
00:11:04.640 --> 00:11:05.870
I spent another 10 minutes on that.
00:11:08.480 --> 00:11:12.020
But there's a whole process at the very
beginning when, so imagine that you've
00:11:12.020 --> 00:11:16.790
done all this work contacting people,
getting their attention, um, building
00:11:16.790 --> 00:11:18.620
up an audience, and they come to you.
00:11:19.070 --> 00:11:22.160
Have you done the best job designed
your bestseller in this case, the,
00:11:22.160 --> 00:11:24.410
the bestseller is your coaching.
00:11:24.800 --> 00:11:25.250
Okay?
00:11:25.610 --> 00:11:26.900
It's the coaching that you do.
00:11:27.890 --> 00:11:28.130
Speaker 2: Yeah.
00:11:28.430 --> 00:11:35.420
Speaker: So have you really designed it
to make sure that any calls that you get
00:11:36.410 --> 00:11:38.930
get converted if they're right for you?
00:11:38.930 --> 00:11:44.180
By the way, not just every call, but
anyone who's a good fit comes in to see
00:11:44.180 --> 00:11:48.260
you and goes out being a raving client.
00:11:48.675 --> 00:11:51.095
And what I mean by a raving
client, they're just not a lunatic,
00:11:51.875 --> 00:11:54.515
but a raving advocate for you.
00:11:54.575 --> 00:11:56.645
You know, you go, oh my
gosh, that was amazing.
00:11:56.645 --> 00:11:57.725
I've gotta go and tell everybody.
00:11:58.085 --> 00:11:59.795
So it's about taking a little bit of time.
00:11:59.795 --> 00:12:04.655
And we did, I did a timeline
exercise, taking people from the
00:12:04.745 --> 00:12:10.955
end result of somebody having left
and had an amazing experience back
00:12:12.095 --> 00:12:14.315
to when the session was end ended.
00:12:14.375 --> 00:12:16.475
We skipped the doing the session.
00:12:16.595 --> 00:12:17.255
Okay.
00:12:17.255 --> 00:12:19.205
'cause what happens there, who knows?
00:12:19.205 --> 00:12:21.995
You know that whatever happens
happens in, in the room, doesn't it?
00:12:21.995 --> 00:12:22.205
Yeah.
00:12:22.210 --> 00:12:22.360
Speaker 2: Yeah.
00:12:22.925 --> 00:12:26.195
Speaker: And then we looked at the,
so it's like the, the pre and the post
00:12:26.945 --> 00:12:33.995
processes for, um, uh, your bestseller,
which is your, your coaching session.
00:12:34.235 --> 00:12:34.535
Yeah.
00:12:34.535 --> 00:12:34.545
Yeah.
00:12:36.335 --> 00:12:37.835
So that's the preframe,
that's what we did.
00:12:38.075 --> 00:12:39.305
And we did two timelines.
00:12:39.305 --> 00:12:41.465
One, as the client.
00:12:42.185 --> 00:12:42.455
Speaker 2: Mm-hmm.
00:12:42.515 --> 00:12:47.795
Speaker: So what would have to be there
for them to have a smooth journey?
00:12:48.800 --> 00:12:50.510
So like, what would an ideal journey be?
00:12:50.510 --> 00:12:54.680
Would it be if they're ringing Oh,
someone actually takes the call.
00:12:54.890 --> 00:12:56.240
How about that as the concept?
00:12:56.240 --> 00:12:56.330
Well,
00:12:56.420 --> 00:12:57.200
Speaker 2: yeah, yeah.
00:12:57.440 --> 00:13:01.430
Speaker: Or if they're emailing,
um, someone gets back to them
00:13:01.430 --> 00:13:03.050
in a good time and follows up.
00:13:03.350 --> 00:13:03.710
Yeah.
00:13:04.460 --> 00:13:08.150
Or schedules a time, you know, what has to
be there to make sure there's, they're not
00:13:08.150 --> 00:13:11.480
having to work unduly, there's no delays.
00:13:11.480 --> 00:13:13.850
They don't, they don't
get lost in the process.
00:13:13.850 --> 00:13:14.060
Yeah.
00:13:14.780 --> 00:13:17.540
And then what has to be
there from your perspective?
00:13:18.560 --> 00:13:19.820
Uh, have you done your best?
00:13:20.330 --> 00:13:23.780
Have you really designed this to
be of service to someone to make
00:13:23.780 --> 00:13:26.540
it, you know, smooth and as easy
for you and, and, and for them?
00:13:26.600 --> 00:13:26.870
Yeah.
00:13:27.050 --> 00:13:29.060
So that was, that was
the, the, the lesson.
00:13:29.120 --> 00:13:29.390
Yeah.
00:13:30.110 --> 00:13:34.340
Um, but I made the point at the
very beginning and, and I dropped
00:13:34.340 --> 00:13:35.390
this in when I was saying that.
00:13:35.795 --> 00:13:41.165
To get people in to see you
is one of the hardest things.
00:13:41.165 --> 00:13:43.805
There's a huge investment in
time, money, effort in terms
00:13:43.805 --> 00:13:45.005
of marketing and advertising.
00:13:45.395 --> 00:13:47.255
So when they arrive, you wanna
make sure that if they're the
00:13:47.255 --> 00:13:48.185
right fit, you've got them.
00:13:48.635 --> 00:13:49.115
Okay.
00:13:49.805 --> 00:13:53.045
Um, and I just drop this in as a,
as a phrase really, which must have
00:13:53.045 --> 00:13:54.245
really resonated with this person.
00:13:54.245 --> 00:13:56.765
So, and, and by the way, people
just really don't care about NLP.
00:13:57.515 --> 00:13:57.725
Speaker 2: No.
00:13:57.725 --> 00:13:57.815
They
00:13:57.815 --> 00:13:57.995
Speaker: don't.
00:13:57.995 --> 00:14:02.615
What they're, what they're interested
in is what, what can you do for them?
00:14:03.125 --> 00:14:03.305
Speaker 2: Yeah.
00:14:03.305 --> 00:14:04.235
They want the result.
00:14:04.295 --> 00:14:05.525
They don't care how you do it.
00:14:05.615 --> 00:14:10.625
They don't care whether you're gonna use
NLP or any other process specifically.
00:14:10.860 --> 00:14:11.150
Speaker: Yeah.
00:14:12.335 --> 00:14:13.145
Speaker 2: They just want the result.
00:14:13.145 --> 00:14:13.505
They want.
00:14:14.645 --> 00:14:15.005
Speaker: Yeah.
00:14:15.005 --> 00:14:18.605
And, um, so, so that's, that was the
question that obviously must have Yeah.
00:14:18.965 --> 00:14:19.955
Touched a nerve with them.
00:14:20.015 --> 00:14:28.805
And actually, I think it was a, it's a,
it's a point that, um, became very, very.
00:14:29.570 --> 00:14:35.060
It became very clear to me, it was
probably about 10 years ago, that a lot of
00:14:35.060 --> 00:14:41.720
people, especially in coaching, um, they
get so bogged down with what it is that
00:14:41.720 --> 00:14:46.520
they're doing and really do forget about
what, um, what's it doing for the client.
00:14:46.820 --> 00:14:47.060
Yeah.
00:14:47.060 --> 00:14:49.250
You know, they talk about being
a hypnotherapist, who cares?
00:14:49.250 --> 00:14:49.490
Yeah.
00:14:49.785 --> 00:14:50.075
Yeah.
00:14:50.150 --> 00:14:51.620
They're talking about being who cares?
00:14:51.620 --> 00:14:51.920
Yeah.
00:14:52.490 --> 00:14:53.480
About being who cares.
00:14:53.480 --> 00:14:53.720
Yeah.
00:14:54.260 --> 00:14:57.320
Um, and it, it came about, 'cause
someone said to me, oh, nobody's booking
00:14:57.320 --> 00:14:59.420
on, in fact, no one mentioning names.
00:14:59.420 --> 00:15:01.760
Someone said, no one's
booking on NLP trainings.
00:15:03.740 --> 00:15:03.950
Okay.
00:15:03.950 --> 00:15:06.620
And, um, so again, this was 10 years ago.
00:15:06.890 --> 00:15:08.960
There's a particular context.
00:15:09.080 --> 00:15:09.230
Yeah.
00:15:09.230 --> 00:15:09.770
And I said what?
00:15:10.010 --> 00:15:10.490
I said what?
00:15:10.490 --> 00:15:10.970
No one.
00:15:12.710 --> 00:15:12.890
Oh.
00:15:12.890 --> 00:15:13.939
And well, some people are.
00:15:14.090 --> 00:15:14.390
Yeah.
00:15:14.510 --> 00:15:14.870
Okay.
00:15:14.870 --> 00:15:17.450
And, and, but they're not
booking on your trainings.
00:15:17.750 --> 00:15:19.220
This is the conversation
I had for someone.
00:15:19.220 --> 00:15:21.890
I said, no, no one's
booking on my trainings.
00:15:21.980 --> 00:15:22.640
I said, um.
00:15:23.750 --> 00:15:26.810
Well, what about the people that are
having people book on their trainings?
00:15:26.810 --> 00:15:27.500
What are they doing?
00:15:27.920 --> 00:15:32.000
And we, we explored it a little bit and
they weren't just going NLP trainings,
00:15:32.930 --> 00:15:35.840
they were framing it completely different.
00:15:36.680 --> 00:15:36.980
Speaker 2: Yeah.
00:15:37.070 --> 00:15:40.910
I think people get, one of the
thing mistakes, people making sales
00:15:41.480 --> 00:15:45.710
is they got bogged down with how
wonderful, wonderful their product is.
00:15:45.710 --> 00:15:49.030
You need my product, my product can
do this, this, this, this, and this.
00:15:49.610 --> 00:15:53.180
They don't actually consider
what does the client need?
00:15:54.470 --> 00:15:58.040
They're not being of service,
they're not solving a problem.
00:15:58.670 --> 00:16:02.390
The minute you can get out there and
explain how you can solve a problem that
00:16:02.390 --> 00:16:06.320
somebody has, then they'll become really
interested in what you've got to offer.
00:16:07.190 --> 00:16:08.180
Speaker: Yeah, absolutely.
00:16:08.180 --> 00:16:11.540
And it's the basis of being of
service to people's sales, building
00:16:11.540 --> 00:16:14.870
a relationship and go, you know,
I, I distinguish like marketing.
00:16:15.590 --> 00:16:18.230
And sales marketing is woohoo.
00:16:18.260 --> 00:16:22.460
Hello sales is, and how may I serve you?
00:16:22.700 --> 00:16:22.939
Speaker 2: Yeah.
00:16:23.120 --> 00:16:24.530
Speaker: How may I be of service to you?
00:16:25.310 --> 00:16:28.850
And so at no point it's going,
look, this is what I do.
00:16:28.850 --> 00:16:30.770
This is what I do, this is what
I do, this is what I've got this,
00:16:31.430 --> 00:16:33.620
it's about it being really curious.
00:16:33.620 --> 00:16:34.700
How, how may I serve you?
00:16:34.785 --> 00:16:36.530
You know, what do you
mean what's your problem?
00:16:36.860 --> 00:16:37.380
What do you need?
00:16:37.380 --> 00:16:37.640
Yeah.
00:16:38.060 --> 00:16:39.770
Well, what do you want
and what do you need?
00:16:40.220 --> 00:16:45.110
And really, we always wanna make sure we
match what they want, because quite often
00:16:45.110 --> 00:16:46.400
people don't even know what they need.
00:16:46.400 --> 00:16:47.689
We might know what they need.
00:16:48.290 --> 00:16:48.590
Speaker 2: Yeah.
00:16:49.189 --> 00:16:52.370
Speaker: But we could be out of
rapport by pushing what we need,
00:16:52.670 --> 00:16:56.000
what we know they need, rather than
delivering what they want and then
00:16:56.000 --> 00:16:57.650
leading them into what, what's needed.
00:16:58.160 --> 00:17:00.860
So the last part of the question,
you know, what, what do I do?
00:17:01.305 --> 00:17:03.050
It, it kind of depends really.
00:17:04.459 --> 00:17:04.759
Yeah.
00:17:05.044 --> 00:17:09.889
I, I, so it, it depends on which, which
hat I've got on in terms of which, um,
00:17:10.280 --> 00:17:11.659
part of my business I'm working on.
00:17:13.100 --> 00:17:16.880
So the, uh, let's say, let's
give you a specific really.
00:17:16.970 --> 00:17:17.540
Um, okay.
00:17:17.540 --> 00:17:22.339
So with my corporate clients
now I'm very specific.
00:17:22.339 --> 00:17:24.140
There, there's one niche.
00:17:24.530 --> 00:17:26.510
When I say one niche, I've
got a couple of niches.
00:17:26.630 --> 00:17:26.900
Yeah.
00:17:27.440 --> 00:17:29.030
And I can use the American niche.
00:17:29.270 --> 00:17:30.800
I've said this before,
'cause it rides with Rich.
00:17:30.830 --> 00:17:31.040
Right.
00:17:31.850 --> 00:17:37.040
Um, but there's one particular niche,
which is where I work with people
00:17:37.160 --> 00:17:39.950
kind of around about my age, but,
um, maybe a little bit younger.
00:17:39.950 --> 00:17:42.140
50 50 plus.
00:17:42.230 --> 00:17:42.530
Yeah.
00:17:43.250 --> 00:17:44.060
Mostly male.
00:17:44.780 --> 00:17:48.470
Well it is, when I say mostly male, so far
it's all been male in this niche actually.
00:17:48.950 --> 00:17:52.430
And they're all in the
construction related industry.
00:17:52.910 --> 00:17:53.090
Speaker 2: Uhhuh.
00:17:53.990 --> 00:17:54.320
Speaker: Okay.
00:17:54.800 --> 00:17:56.870
Now it doesn't mean they're
all builders at all.
00:17:56.930 --> 00:17:57.320
No.
00:17:57.440 --> 00:18:01.130
Some of them are like, um, from repair
companies, some of them landscape
00:18:01.130 --> 00:18:04.970
garden design, um, interior fittings.
00:18:04.970 --> 00:18:06.140
So there's a range of them.
00:18:07.745 --> 00:18:11.075
They're all of a sudden age
and an aspiration, which
00:18:11.075 --> 00:18:13.085
is, they're not there yet.
00:18:14.044 --> 00:18:15.004
Wherever there is.
00:18:15.784 --> 00:18:16.205
Okay.
00:18:17.284 --> 00:18:22.145
Like everyone, everyone, if I say
to you, Tina, if you realize your
00:18:22.145 --> 00:18:25.925
potential, you know you're working
at your optimum potential, probably
00:18:25.925 --> 00:18:29.585
even though you're on D-H-E-I-I,
I'd, I guess you'd go, well, kind of.
00:18:29.585 --> 00:18:30.004
Not really.
00:18:30.004 --> 00:18:30.754
There's always more.
00:18:30.760 --> 00:18:30.970
Yeah.
00:18:30.970 --> 00:18:31.850
Speaker 2: Well, there's always more.
00:18:31.850 --> 00:18:32.090
Yeah.
00:18:32.090 --> 00:18:32.370
There's always,
00:18:32.370 --> 00:18:32.929
Speaker: there's always more
00:18:33.020 --> 00:18:34.649
Speaker 2: learn more, so, yeah.
00:18:35.320 --> 00:18:35.610
Speaker: Yeah.
00:18:36.245 --> 00:18:40.205
So these, so most people go, I
know I can be, do, have, give more.
00:18:40.385 --> 00:18:43.925
There's always more, but they,
they're getting to an age where it's,
00:18:43.925 --> 00:18:45.605
feels like the clock is ticking.
00:18:45.995 --> 00:18:46.085
Speaker 2: Yeah.
00:18:46.085 --> 00:18:47.375
Speaker: And going even quicker.
00:18:47.915 --> 00:18:52.925
So there's like this desperate need to
create and turn their business into what
00:18:52.925 --> 00:18:55.024
they know it could be and should be.
00:18:55.024 --> 00:18:56.915
And they want it to
be, and it ought to be.
00:18:57.185 --> 00:18:57.665
Okay.
00:18:59.014 --> 00:19:04.175
So I take that desperate need and go,
okay, so let's build your business
00:19:04.175 --> 00:19:07.294
to sell, even if you don't want to.
00:19:09.290 --> 00:19:09.709
Okay.
00:19:10.070 --> 00:19:13.639
Because if we build the business
to sell, then it's working.
00:19:13.729 --> 00:19:16.489
It's, it's not never gonna be as
optimal, best 'cause it can always be
00:19:16.489 --> 00:19:18.739
better, but it's gonna be streamlined.
00:19:18.739 --> 00:19:22.354
It's gonna be giving you, you know,
the money you deserve, the, you know,
00:19:22.415 --> 00:19:25.489
the profit, whatever that might be.
00:19:25.580 --> 00:19:28.699
You know, let's take it to the level
that you've always dreamed it could
00:19:28.699 --> 00:19:32.419
be, um, less overwhelm, more fun.
00:19:33.769 --> 00:19:34.070
Yeah.
00:19:34.129 --> 00:19:38.419
So the framing of what I do is
giving people the freedom to own
00:19:38.749 --> 00:19:42.290
and run their own business in
order to at some point retire.
00:19:42.685 --> 00:19:42.975
Speaker 2: Yeah.
00:19:43.550 --> 00:19:43.939
Speaker: Yeah.
00:19:44.659 --> 00:19:46.070
What I call myself is irrelevant.
00:19:47.540 --> 00:19:47.840
Yeah.
00:19:48.139 --> 00:19:52.100
It's as long as I can get that idea
across that, you know, and, and that
00:19:52.100 --> 00:19:56.689
they can see that and really understand
the values and the importance of that.
00:19:57.649 --> 00:19:59.689
I can give it a name of any sort.
00:20:00.679 --> 00:20:03.290
I actually think the strap lines
of what we do is more important.
00:20:03.919 --> 00:20:04.250
Yeah,
00:20:04.250 --> 00:20:04.310
Speaker 2: yeah.
00:20:04.310 --> 00:20:04.340
I
00:20:04.395 --> 00:20:04.514
Speaker: agree.
00:20:04.514 --> 00:20:06.649
Because the, the name catches attention.
00:20:06.649 --> 00:20:08.929
The strap line goes,
I get where you're at.
00:20:08.959 --> 00:20:13.070
I understand where your needs
are, maybe even more than you do.
00:20:13.820 --> 00:20:14.179
Yeah.
00:20:14.419 --> 00:20:16.939
And are you interested in having
a conversation about this?
00:20:17.719 --> 00:20:21.020
Yeah, about, so in answer to the
person's question, what do I call myself?
00:20:21.020 --> 00:20:24.590
Well, I, I, so it's the quantum growth
coach because I want people to grow
00:20:25.310 --> 00:20:29.750
in, in quantum leaps and, you know, so
it's like small changes, exponential
00:20:29.750 --> 00:20:32.629
results, but that's just a name.
00:20:32.810 --> 00:20:33.110
Yeah.
00:20:33.199 --> 00:20:34.699
It's actually me, right, Steve?
00:20:34.699 --> 00:20:35.810
So it's actually Steve Crab.
00:20:36.020 --> 00:20:36.199
Yeah.
00:20:36.949 --> 00:20:38.389
But what does Steve Crab do for you?
00:20:38.389 --> 00:20:41.840
Give you, get you, Steve Crab will
guide you, mentor you, give you a kick
00:20:41.840 --> 00:20:43.550
up, the attitude or whatever's needed.
00:20:44.300 --> 00:20:49.435
Be the NACO navigator to get
you for where you are now.
00:20:50.495 --> 00:20:52.775
And to exceed your expectations.
00:20:53.495 --> 00:20:53.825
Yeah.
00:20:54.425 --> 00:20:56.915
And if you're interested in that,
let's have a conversation about that.
00:20:57.335 --> 00:21:04.325
So actually, um, it just just
prompted me that next month in
00:21:04.325 --> 00:21:08.585
the growing your practice, we move
on to persuasion and influence.
00:21:09.815 --> 00:21:12.905
So in fact, this, this question
has just prompted me and what I'm
00:21:12.905 --> 00:21:15.485
saying has prompted that that's what
we're gonna be doing next month.
00:21:15.905 --> 00:21:23.435
We're gonna be looking at the language
of creating desire and feelings
00:21:23.435 --> 00:21:27.845
and future pacing, working with you
so that you create like a, becomes
00:21:27.845 --> 00:21:29.915
like a collaborative relationship.
00:21:30.005 --> 00:21:34.115
So you're never selling, you're
just helping people to see the
00:21:34.115 --> 00:21:35.555
potential of working with you.
00:21:35.555 --> 00:21:35.615
Speaker 2: Yeah.
00:21:36.665 --> 00:21:39.665
Speaker: So you never have to sell,
you kind of just take the orders.
00:21:39.665 --> 00:21:39.935
Yeah.
00:21:40.625 --> 00:21:45.275
Um, so looping back to the question,
designing your best seller.
00:21:46.249 --> 00:21:47.270
What do you call yourself?
00:21:48.110 --> 00:21:53.510
Don't get bogged down with the catchy
bestseller title almost, because
00:21:53.510 --> 00:21:54.379
it's kind of like that, isn't it?
00:21:54.560 --> 00:21:54.649
Yeah.
00:21:54.649 --> 00:21:55.760
It's like bestseller title.
00:21:56.209 --> 00:22:01.820
It's grab their attention,
strap line meets some need.
00:22:02.330 --> 00:22:02.689
Yeah.
00:22:04.070 --> 00:22:06.739
Uh, and then expand upon
it just a little bit more.
00:22:07.159 --> 00:22:11.899
And if you get those three right, um,
people will know what you can do for them.
00:22:12.709 --> 00:22:14.120
And that's the most important part.
00:22:15.320 --> 00:22:15.469
Yeah,
00:22:15.530 --> 00:22:15.949
Speaker 2: it is.
00:22:15.949 --> 00:22:20.995
I mean, in all the, the years we've
been in business, um, nobody's
00:22:20.995 --> 00:22:22.570
ever asked to see my insurance.
00:22:23.120 --> 00:22:26.270
Nobody's ever asked to see my
certificates or my qualifications.
00:22:26.659 --> 00:22:29.030
They've only really been interested
in what I can do for them.
00:22:29.304 --> 00:22:29.594
Yeah.
00:22:30.770 --> 00:22:31.760
I have this problem.
00:22:32.270 --> 00:22:33.320
How can you help me?
00:22:35.060 --> 00:22:35.300
Speaker: Mm-hmm.
00:22:36.830 --> 00:22:38.179
Speaker 2: And I think
that that's the thing.
00:22:38.179 --> 00:22:38.665
Look at sales.
00:22:39.919 --> 00:22:40.100
Speaker: Yeah.
00:22:40.100 --> 00:22:43.010
And that's the thing is that's one of
the biggest shifts that people can get.
00:22:43.010 --> 00:22:46.580
It's like really being sincerely
from a place of service.
00:22:47.570 --> 00:22:47.870
Speaker 2: Yeah.
00:22:48.770 --> 00:22:49.129
Speaker: Yeah.
00:22:49.580 --> 00:22:54.470
Am I doing the, the, a good enough job to
deliver my service to help these people?
00:22:54.889 --> 00:22:58.460
And I'm not talking about, you
know, faking the sincerity.
00:22:58.460 --> 00:23:00.980
Was it Tony Bins said, you know,
fake sincerity, you got it made,
00:23:01.250 --> 00:23:02.240
which I thought was really funny.
00:23:03.889 --> 00:23:05.690
If you can fake sincerity,
you've got it made.
00:23:05.840 --> 00:23:09.889
Um, it's sincerely wanting to
do the best for that person.
00:23:09.889 --> 00:23:15.710
And really, I know you and I have
similar views on the word empathy.
00:23:15.889 --> 00:23:20.600
I think empathy's a bit overrated in
terms of a tool for working with people.
00:23:21.409 --> 00:23:24.980
Um, it can lead to a lot
of compassion fatigue.
00:23:25.399 --> 00:23:25.669
Speaker 2: It can,
00:23:25.970 --> 00:23:27.889
Speaker: but it's, I think it's essential.
00:23:27.889 --> 00:23:29.720
That's what that timeline
exercise is about.
00:23:29.720 --> 00:23:32.960
It was about having the empathy for
the person who's in a desperate need.
00:23:33.649 --> 00:23:37.669
And have you done everything within your
power to make sure that their journey.
00:23:38.675 --> 00:23:44.285
To come and see you is as smooth and as
easy and as, um, effortless as possible.
00:23:44.285 --> 00:23:46.775
So they turn up in an, in
the best state they can be.
00:23:47.135 --> 00:23:48.995
So you can do an amazing piece of work.
00:23:49.625 --> 00:23:53.495
And then when they leave, everything
is you not having to make them
00:23:53.495 --> 00:23:57.215
work in order to go out there
and be, you know, your advocate.
00:23:57.695 --> 00:23:57.905
Speaker 2: Yeah,
00:23:57.905 --> 00:24:00.035
Speaker: you your best fan, Raven fan.
00:24:00.875 --> 00:24:02.105
And that all comes from,
00:24:04.415 --> 00:24:07.235
it can, if it's self-serving,
it doesn't work.
00:24:07.235 --> 00:24:09.695
It's gotta be really
from place of service.
00:24:09.725 --> 00:24:13.295
You know, how can I make this
the best, best service, you know?
00:24:13.715 --> 00:24:15.455
Unless that's been the theme
all the way through, isn't it?
00:24:15.455 --> 00:24:17.855
We start, I started off with
preeminence almost a year ago, you
00:24:17.855 --> 00:24:19.630
know, being great at what you do.
00:24:20.629 --> 00:24:24.739
Speaker 2: I think that that's, that's
a piece that a lot of people miss.
00:24:24.739 --> 00:24:28.969
A lot of people when they, I think it's
the training they get where a lot of
00:24:28.969 --> 00:24:33.439
people are script bound where they go
and learn a course and it's, if you've
00:24:33.439 --> 00:24:36.739
got somebody with this problem, then
you use this script, you've got somebody
00:24:36.739 --> 00:24:38.479
with this problem, you use that script.
00:24:38.929 --> 00:24:43.370
Um, and you and I have had conversations
on this before where people will go, oh,
00:24:43.370 --> 00:24:46.580
I've got someone coming to see me next
week and they've got blah, blah, blah.
00:24:46.909 --> 00:24:48.409
What do you suggest I do?
00:24:49.820 --> 00:24:49.850
Mm.
00:24:49.850 --> 00:24:53.510
And and you don't know what you're
going to do to help that person until
00:24:53.510 --> 00:24:54.649
they're sitting in front of you.
00:24:54.949 --> 00:24:57.889
'cause it's not until you calibrate.
00:24:59.870 --> 00:25:05.060
And I think there's not enough
focus on that ability to calibrate.
00:25:05.060 --> 00:25:07.399
So I'm, which is why I'm,
I'm gonna digress now.
00:25:07.399 --> 00:25:11.360
I'm really excited that we've
got Eric next week, uh, because
00:25:11.360 --> 00:25:14.959
Eric will definitely get people
looking at calibration differently.
00:25:16.280 --> 00:25:16.639
Speaker: Yeah.
00:25:16.820 --> 00:25:17.629
But totally.
00:25:17.659 --> 00:25:19.969
Uh, so actually there's a couple
of things I wanna talk about that.
00:25:20.540 --> 00:25:24.770
Um, it just occurred to me, I think
a lot of people with their training,
00:25:25.490 --> 00:25:28.610
training can make people problem focused.
00:25:29.060 --> 00:25:29.629
Speaker 2: Yes.
00:25:29.690 --> 00:25:30.350
Speaker: Prob Yeah.
00:25:30.350 --> 00:25:32.210
And, and technique focused.
00:25:32.420 --> 00:25:38.420
So problem and technique centric
rather than solution and human focused.
00:25:38.840 --> 00:25:39.080
Speaker 2: Yeah.
00:25:39.860 --> 00:25:40.250
Speaker: Yeah.
00:25:40.250 --> 00:25:45.410
Really thinking about the person that's
in the room and how, you know, what,
00:25:45.410 --> 00:25:47.030
what is the best solution for them.
00:25:48.200 --> 00:25:52.070
And I think there's com two completely
different feelings that come with those.
00:25:52.070 --> 00:25:52.340
Yeah,
00:25:52.850 --> 00:25:53.360
Speaker 2: there are.
00:25:53.480 --> 00:25:53.750
Yeah.
00:25:53.750 --> 00:25:56.450
It's, it's, and, and I think
people are looking at, well, I
00:25:56.480 --> 00:25:57.649
mean, we've got a question here.
00:25:57.649 --> 00:26:03.500
Air, um, that's been asked
where somebody's asking,
00:26:03.500 --> 00:26:05.870
oh, oh, that's interesting.
00:26:05.870 --> 00:26:06.680
How did I do that?
00:26:07.490 --> 00:26:14.270
Uh, somebody's asking, um, about a
client where their, their partner hordes.
00:26:14.270 --> 00:26:16.670
Speaker: Mm-hmm.
00:26:16.730 --> 00:26:17.300
Speaker 2: Um.
00:26:18.455 --> 00:26:22.144
And you know what, what, what are
the kind of things that I would do
00:26:22.144 --> 00:26:23.945
with somebody with a hoarding issue?
00:26:25.985 --> 00:26:29.764
Well, that would depend on what
the hoarding is really about.
00:26:31.264 --> 00:26:38.524
Uh, I mean, I know some people that
hoard memorabilia from things that
00:26:38.524 --> 00:26:43.144
are really important to them because
that's all they have in their life.
00:26:44.104 --> 00:26:47.374
And it's not about
stopping them from holding.
00:26:48.455 --> 00:26:55.294
It's about helping them discover
something more to living so that they
00:26:55.294 --> 00:27:00.215
can reevaluate what they're doing
and what they need in their life to
00:27:00.215 --> 00:27:05.225
actually give themselves more space,
literally and figuratively to expand.
00:27:07.239 --> 00:27:07.530
Speaker: Yeah.
00:27:07.534 --> 00:27:07.624
Yeah.
00:27:08.134 --> 00:27:11.764
And to, to help someone like that.
00:27:12.440 --> 00:27:15.950
You've just gotta be infinitely
curious, haven't you?
00:27:16.460 --> 00:27:16.940
Yeah.
00:27:16.940 --> 00:27:16.950
Yeah.
00:27:16.950 --> 00:27:19.610
And, and so again,
looping back to, to Eric.
00:27:19.910 --> 00:27:20.210
Yeah.
00:27:20.840 --> 00:27:22.160
Again, I'm, I'm really excited.
00:27:22.820 --> 00:27:24.410
I mean, you know Eric better than I do.
00:27:24.410 --> 00:27:27.680
We've met just on a couple of occasions
in the back of the train room.
00:27:27.680 --> 00:27:32.330
So, um, so I'm really excited to,
you know, get a chance to work with
00:27:32.330 --> 00:27:33.830
him and meet him a little bit more.
00:27:33.950 --> 00:27:38.630
Um, but some of the stuff I've read
about him in some of the old books,
00:27:38.630 --> 00:27:42.440
because he is mentioned, Eric comes up
occasionally in some of the older books
00:27:42.440 --> 00:27:46.130
of NLP, not necessarily the main, not
certainly not Richards and and John stuff,
00:27:46.130 --> 00:27:47.070
but some of the other people, you know.
00:27:47.070 --> 00:27:47.180
Yeah.
00:27:48.350 --> 00:27:53.870
Um, and everything that I've
seen is about distinctions.
00:27:54.470 --> 00:27:55.010
Speaker 2: It is
00:27:55.580 --> 00:27:56.570
Speaker: fine tuning.
00:27:57.050 --> 00:27:57.380
Speaker 2: Yeah.
00:27:57.950 --> 00:28:01.070
Speaker: And distinctions
and fine tuning require.
00:28:02.435 --> 00:28:03.665
No, I, this is my view.
00:28:03.695 --> 00:28:05.585
It's not always about an innate skill.
00:28:06.965 --> 00:28:07.175
Yeah.
00:28:07.175 --> 00:28:08.915
Somebody can see something
the others can't.
00:28:08.975 --> 00:28:11.105
Well, they're doing, maybe they're
doing something that's different.
00:28:11.615 --> 00:28:14.135
It's about sharpening,
whatever that skill is.
00:28:15.755 --> 00:28:15.905
Speaker 2: Yeah.
00:28:15.935 --> 00:28:19.505
Speaker: Maybe quieting down all the
noise so you can actually hear the signal.
00:28:19.655 --> 00:28:19.985
Yeah.
00:28:20.045 --> 00:28:23.495
Or notice the subtleties that
is there for everyone to see.
00:28:23.945 --> 00:28:31.715
So it's about putting the work in to,
to be able to get these distinctions and
00:28:31.715 --> 00:28:33.035
then, well, what do you do with that?
00:28:33.125 --> 00:28:33.455
With that?
00:28:33.455 --> 00:28:35.675
Well, that's what you find out
in the, in the session, isn't it?
00:28:35.885 --> 00:28:36.245
Speaker 2: It is.
00:28:36.275 --> 00:28:38.825
Speaker: You go, oh, I just
noticed this person's saying
00:28:38.825 --> 00:28:39.845
something or doing something.
00:28:39.845 --> 00:28:40.895
What am I gonna do with that?
00:28:42.095 --> 00:28:46.505
Well, you can't do any of that if you're
working from scripts or you're working
00:28:46.505 --> 00:28:49.625
from a technique number by number process.
00:28:49.625 --> 00:28:50.015
Can you?
00:28:50.315 --> 00:28:50.645
Yeah.
00:28:51.455 --> 00:28:51.725
Yeah.
00:28:52.415 --> 00:28:55.835
So you know, a lot of the
things we answer here.
00:28:56.675 --> 00:29:00.395
Um, and I was think about this last week
actually during these q and a sessions.
00:29:01.205 --> 00:29:03.995
Um, we can only give you, like,
point you in the right direction.
00:29:04.534 --> 00:29:06.905
Um, we can't give you the solutions.
00:29:06.905 --> 00:29:10.715
I mean, we, we never offer the solutions
to anything because the solution's
00:29:10.715 --> 00:29:14.915
always what's going on in that particular
room with that particular person.
00:29:18.455 --> 00:29:27.395
Speaker 2: Yeah, it's, um, there, there
are in so many different situations and
00:29:27.395 --> 00:29:30.965
things that can come into, um, a session.
00:29:30.965 --> 00:29:36.784
I mean, there's, there's, there's a
question here that was handed today, um,
00:29:36.844 --> 00:29:38.854
about working with somebody with trauma.
00:29:39.935 --> 00:29:42.544
Um, due to my, my.
00:29:43.429 --> 00:29:47.899
Explaining about my client who came to
see me that had eczema, psoriasis, and,
00:29:48.229 --> 00:29:52.399
and had suffered trauma when I got rid
of the trauma, skin condition improved.
00:29:52.879 --> 00:29:52.999
Speaker: Mm-hmm.
00:29:53.419 --> 00:29:59.209
Speaker 2: Uh, and this is somebody that
is already practicing, um, as a therapist
00:29:59.689 --> 00:30:03.800
and they've said, so what would you
do if there was a pending court case?
00:30:04.100 --> 00:30:05.510
Mm-hmm.
00:30:05.749 --> 00:30:13.489
Um, now clinically people are
taught, there are situations
00:30:14.300 --> 00:30:20.780
whereby if you use hypnosis to
help somebody get rid of trauma, it
00:30:20.780 --> 00:30:23.510
can affect any pending court case.
00:30:24.439 --> 00:30:24.530
Speaker: Mm-hmm.
00:30:25.189 --> 00:30:31.489
Speaker 2: Because the judge, um, will
not be happy if they find out that the,
00:30:31.520 --> 00:30:37.909
the witness, the, the, the person that is
the victim has actually been hypnotized.
00:30:38.239 --> 00:30:38.330
Speaker: Yeah.
00:30:38.389 --> 00:30:41.570
' Speaker 2: cause there is still that
belief surrounding the fact that.
00:30:42.455 --> 00:30:46.625
If you work with somebody who is
suffering trauma and they're going
00:30:46.625 --> 00:30:51.815
to court as a victim, that you,
the all powerful hypnotist could
00:30:51.815 --> 00:30:53.645
have put that information in there.
00:30:54.275 --> 00:30:54.485
Speaker: Mm-hmm.
00:30:54.875 --> 00:30:55.085
Yeah.
00:30:55.235 --> 00:30:57.125
Speaker 2: And yet people
aren't taught this, are they?
00:30:58.745 --> 00:30:58.895
Speaker: No.
00:30:59.795 --> 00:31:00.455
Well, they're not.
00:31:00.605 --> 00:31:03.095
Well, they are, if they depends
on what training they get.
00:31:03.335 --> 00:31:04.115
Speaker 2: Oh, yeah, yeah, yeah.
00:31:04.175 --> 00:31:07.475
Speaker: You know, but you both, you and I
have had, um, you know, a lot of in-depth
00:31:07.475 --> 00:31:10.055
training that hypnosis and psychotherapy.
00:31:10.685 --> 00:31:11.105
Um,
00:31:11.110 --> 00:31:11.200
Speaker 2: yeah.
00:31:11.379 --> 00:31:13.055
Speaker: And yeah, you
do learn these things.
00:31:13.055 --> 00:31:16.264
So these, these are things we can tell
you these, these are best practices.
00:31:16.270 --> 00:31:16.400
Speaker 2: Yeah.
00:31:17.285 --> 00:31:17.645
Speaker: Yeah.
00:31:17.915 --> 00:31:21.215
Something like that will be, you know,
wait till the court case is over.
00:31:21.725 --> 00:31:22.055
Yeah.
00:31:22.145 --> 00:31:23.945
Because there is a possibility.
00:31:24.335 --> 00:31:26.375
But even that is, is um,
00:31:28.445 --> 00:31:28.985
it's not wring law.
00:31:30.364 --> 00:31:31.415
It's just best practice.
00:31:31.804 --> 00:31:32.344
Speaker 2: That's right.
00:31:32.344 --> 00:31:35.195
It's, it's not illegal to
hypnotize somebody who's,
00:31:35.254 --> 00:31:37.024
who's got a pending court case.
00:31:37.445 --> 00:31:42.665
Uh, it is best practice because if
you do hypnotize them and they go to
00:31:42.665 --> 00:31:46.624
court and it comes out in court, it
can make their case null and void.
00:31:47.495 --> 00:31:47.735
Speaker: Yeah.
00:31:47.945 --> 00:31:51.274
So actually I think those, those are great
questions because they're questions that
00:31:51.274 --> 00:31:56.794
people, you know, those points have never
been raised during that person's training.
00:31:56.794 --> 00:31:57.245
Possibly.
00:31:57.245 --> 00:31:57.304
Speaker 2: No.
00:31:57.604 --> 00:31:57.844
Yeah,
00:31:57.850 --> 00:31:58.009
Speaker 2: no.
00:31:58.504 --> 00:31:59.225
Speaker: So there will be gaps.
00:31:59.374 --> 00:32:00.844
That's why they're asking
the question, isn't it?
00:32:01.294 --> 00:32:01.745
I don't know.
00:32:01.745 --> 00:32:02.495
The ain't going on.
00:32:02.524 --> 00:32:02.729
What do you think?
00:32:02.850 --> 00:32:02.969
I
00:32:02.969 --> 00:32:04.449
Speaker 2: think it's a fa I
think it's a fabulous question.
00:32:04.560 --> 00:32:04.850
Yeah,
00:32:04.999 --> 00:32:05.290
Speaker 2: yeah,
00:32:05.554 --> 00:32:05.824
Speaker: yeah.
00:32:06.215 --> 00:32:08.945
Speaker 2: It's because these are
things that people don't tend to think
00:32:08.945 --> 00:32:13.685
about, um, when they have their courses.
00:32:13.804 --> 00:32:18.094
Uh, and, and as you've said, you and
I have both had in-depth training, so
00:32:18.215 --> 00:32:18.304
Speaker: mm-hmm.
00:32:19.415 --> 00:32:24.094
Speaker 2: We've learned about all the
little, little nuances of things to do.
00:32:25.084 --> 00:32:27.814
Um, and I think it's important
that people are taught this.
00:32:29.179 --> 00:32:29.510
Speaker: Yeah.
00:32:29.750 --> 00:32:35.899
Uh, and also treat, there's
an element of like coaching.
00:32:36.320 --> 00:32:36.740
Okay.
00:32:36.740 --> 00:32:39.439
So coaching, no, when I go
back to that, that time when
00:32:39.560 --> 00:32:40.760
Jonathan Orfield was around.
00:32:40.760 --> 00:32:40.939
Yeah,
00:32:40.945 --> 00:32:41.155
Speaker 2: yeah.
00:32:41.810 --> 00:32:43.250
Speaker: There still
weren't many coaches around.
00:32:43.250 --> 00:32:44.570
We talk about 18 years ago.
00:32:44.720 --> 00:32:47.000
It was still, coaching was
still kind of a new thing.
00:32:47.240 --> 00:32:47.570
Yeah.
00:32:48.139 --> 00:32:50.510
Um, hypnosis, there were
more, I think there were more
00:32:50.510 --> 00:32:51.800
hypnotherapist around then.
00:32:51.800 --> 00:32:53.810
That's, that was my understanding of it.
00:32:53.810 --> 00:32:54.080
Yeah.
00:32:54.830 --> 00:33:01.040
Um, but in the last 10 years,
I mean, you can't move without
00:33:01.040 --> 00:33:02.264
bumping into a coach, can you?
00:33:02.270 --> 00:33:02.510
You
00:33:02.510 --> 00:33:02.870
Speaker 2: know?
00:33:02.870 --> 00:33:02.879
No.
00:33:03.830 --> 00:33:03.939
Speaker: No, you can't.
00:33:03.939 --> 00:33:09.350
Um, the quality and the depth
of the coaching experience and
00:33:09.350 --> 00:33:11.510
training people get, uh, I dunno.
00:33:11.510 --> 00:33:12.409
It varies, doesn't it?
00:33:13.550 --> 00:33:19.879
So I'm not commenting on that, but I, we
are talking about working with people to
00:33:19.879 --> 00:33:23.000
change their lives, change their beliefs.
00:33:23.000 --> 00:33:23.060
Yeah.
00:33:23.060 --> 00:33:24.439
Change their behaviors.
00:33:24.530 --> 00:33:29.899
It's, I think there's an element of, it
can be made to seem look really e and
00:33:29.899 --> 00:33:32.330
look really easy and simple and quick.
00:33:33.074 --> 00:33:33.975
Speaker 2: And it can be
00:33:35.419 --> 00:33:35.870
Speaker: And it can
00:33:35.870 --> 00:33:35.889
Speaker 2: be, yeah.
00:33:35.995 --> 00:33:36.334
Can be
00:33:36.560 --> 00:33:38.689
Speaker: when you know what you're doing.
00:33:39.560 --> 00:33:39.889
Yeah.
00:33:40.189 --> 00:33:42.679
So it's like watching
Richard do some change work.
00:33:42.679 --> 00:33:44.659
And we've been having, having this
conversation with Michael o' Neil.
00:33:45.409 --> 00:33:48.919
Michael was saying that, see, the,
the challenge is Steve, that um, in
00:33:48.919 --> 00:33:50.600
fact we were around his house, okay.
00:33:50.600 --> 00:33:55.790
And he had one of his guest, uh,
trainers there, um, forgotten George
00:33:56.090 --> 00:33:57.860
Pransky from three principals.
00:33:58.459 --> 00:34:02.300
Uh, so it's the three principals coach,
and he was doing some change work and
00:34:02.300 --> 00:34:05.479
hi, his wife Linda was there and I was
talking at the back talking to Michael
00:34:05.479 --> 00:34:07.699
about, I was modeling both of them.
00:34:07.699 --> 00:34:11.270
I said, Linda's asking
different questions to George.
00:34:11.659 --> 00:34:12.739
Linda's asking questions.
00:34:12.739 --> 00:34:15.649
It's like she's going straight to
it and George is getting there,
00:34:15.649 --> 00:34:17.420
but Linda's got it straight away.
00:34:17.420 --> 00:34:21.170
She's asking really,
really sharp questions.
00:34:21.350 --> 00:34:23.029
How has she known which questions to ask?
00:34:23.719 --> 00:34:24.980
That would be interesting to find out.
00:34:24.980 --> 00:34:29.690
So we were talking about the
different levels of skills to be
00:34:29.690 --> 00:34:31.460
able to see something like that.
00:34:31.819 --> 00:34:32.000
Speaker 2: Yeah.
00:34:32.000 --> 00:34:36.290
Speaker: And be able to then learn
from it and apply it and how most
00:34:36.290 --> 00:34:37.759
people aren't willing to do that work.
00:34:38.330 --> 00:34:40.190
So they'll go on a coaching
course, they'll go on a, maybe
00:34:40.190 --> 00:34:41.569
even a hypnotherapy course.
00:34:42.259 --> 00:34:43.670
You're only just beginning.
00:34:44.929 --> 00:34:45.350
Speaker 2: Yeah.
00:34:45.620 --> 00:34:46.040
Speaker: Yeah.
00:34:46.219 --> 00:34:50.449
The, the real work is getting in
there, working with people and
00:34:50.449 --> 00:34:52.399
finding all these little nuances.
00:34:53.359 --> 00:34:53.659
Yeah.
00:34:53.750 --> 00:34:55.940
And constantly, constantly learning.
00:34:56.659 --> 00:35:01.100
Um, so I think there's an element of
one, seeing people that are really good
00:35:01.100 --> 00:35:04.819
at what they do, but they put in the
decades and they make it look easy.
00:35:05.420 --> 00:35:05.810
Yeah.
00:35:06.319 --> 00:35:08.660
And a lot of people think they just
can go do a course, even if it's a
00:35:08.660 --> 00:35:11.810
10 day course or a 14 day course,
or even some people do a three day
00:35:11.810 --> 00:35:12.799
course and suddenly they've got,
00:35:13.040 --> 00:35:13.279
Speaker 2: they do
00:35:13.279 --> 00:35:15.379
Speaker: a piece of paper
and they're out there.
00:35:16.250 --> 00:35:19.670
Um, and they won't know these nuances.
00:35:19.970 --> 00:35:20.330
Speaker 2: Mm.
00:35:21.200 --> 00:35:22.609
Speaker: You know, they
won't know these nuances.
00:35:22.674 --> 00:35:24.440
So, you know, that's why
we do this, isn't it?
00:35:24.440 --> 00:35:24.560
You know?
00:35:25.004 --> 00:35:25.295
Speaker 2: Yeah.
00:35:25.295 --> 00:35:25.815
It, it, yeah.
00:35:25.875 --> 00:35:27.830
It, it's, I think it's also important.
00:35:28.174 --> 00:35:28.564
That.
00:35:29.075 --> 00:35:33.575
I mean, so with within, like something
like clinical hypnotherapy, if you
00:35:33.575 --> 00:35:37.955
join some of the big associations,
like the courses we do Yeah.
00:35:37.955 --> 00:35:40.924
Are accredited by the, the
general hypnotherapy council.
00:35:41.404 --> 00:35:44.495
They want all their hypnotherapist
to have supervision.
00:35:45.154 --> 00:35:45.245
Speaker: Mm-hmm.
00:35:45.665 --> 00:35:52.984
Speaker 2: To meet with a, a peer
once a month to discuss clients, their
00:35:52.984 --> 00:35:54.634
experiences and what's happening.
00:35:55.354 --> 00:35:59.884
And I think that's invaluable to have
somebody to, to sit down and chew the
00:35:59.884 --> 00:36:05.225
cud over what's happening within your
practice, the successes you've had,
00:36:05.310 --> 00:36:09.604
maybe to get somebody with a little
bit more experience that can give you
00:36:10.144 --> 00:36:12.095
suggestions as to what you can do.
00:36:13.955 --> 00:36:14.254
Speaker: Yeah.
00:36:14.464 --> 00:36:14.734
Yeah.
00:36:14.825 --> 00:36:15.964
And we all have blind spots.
00:36:16.055 --> 00:36:17.584
It doesn't matter how much work we do.
00:36:18.004 --> 00:36:18.245
Yeah.
00:36:18.935 --> 00:36:22.984
There's anyone that's gonna know
the whole, all the scripts, um.
00:36:25.520 --> 00:36:25.879
Speaker 2: Yeah.
00:36:25.970 --> 00:36:27.410
Speaker: So what else have we got Tina?
00:36:28.100 --> 00:36:32.600
Speaker 2: So, so, so this month for
those of you in the, in the, the Secret
00:36:32.600 --> 00:36:39.890
Agent of Change membership, I talked
about how you could use NLP and hypnosis
00:36:39.890 --> 00:36:41.450
to help people with skin issues.
00:36:43.490 --> 00:36:47.509
And the question is, this month's
client story about the lady with the
00:36:47.509 --> 00:36:52.100
resolved skin condition was truly
inspiring and what a great outcome.
00:36:52.939 --> 00:36:56.899
It really highlighted the impact of
the change personal history technique
00:36:57.229 --> 00:37:00.859
on trauma, including sexual trauma.
00:37:01.040 --> 00:37:05.689
My question is, is change
personal history, your go-to
00:37:05.689 --> 00:37:07.520
technique in case of trauma?
00:37:08.555 --> 00:37:11.900
No, is my simple answer.
00:37:13.540 --> 00:37:14.765
Speaker: I knew you were gonna say that.
00:37:15.125 --> 00:37:15.515
Speaker 2: No.
00:37:16.025 --> 00:37:21.095
Um, it depends, like we've just
been talking, um, you have to
00:37:21.095 --> 00:37:22.805
excuse the, the camera wobbling.
00:37:22.805 --> 00:37:25.055
It's, it's my computer's
sitting on my knee.
00:37:25.625 --> 00:37:29.345
It depends on the person
and what they present with.
00:37:30.545 --> 00:37:35.075
Um, in a case of trauma, I am gonna
do some kind of timeline thing to
00:37:35.075 --> 00:37:40.715
take them back, um, to get them
to let go of what's been connected
00:37:40.715 --> 00:37:41.975
with what went on back there.
00:37:42.485 --> 00:37:44.285
Is it going to be
change, personal history?
00:37:44.615 --> 00:37:45.605
Not necessarily.
00:37:45.910 --> 00:37:50.015
And I might also combine, change
personal history with something else
00:37:50.525 --> 00:37:52.625
if I feel that's what the client needs.
00:37:54.605 --> 00:37:59.435
That's my simplest answer because
there's an infinite number of things
00:38:00.035 --> 00:38:04.385
that we can put together to help
somebody with their change work.
00:38:05.975 --> 00:38:07.595
When we look at, when we do our training.
00:38:09.214 --> 00:38:16.625
We look at, uh, di physiological levels
and you can actually attach all the
00:38:16.685 --> 00:38:23.314
individual pieces of the meta and the
Milton model to those logical levels.
00:38:24.245 --> 00:38:29.825
So when you hear people explain
where they're stuck and what they
00:38:29.825 --> 00:38:34.895
want, for example, if they give you,
uh, like a complex equivalence or
00:38:34.895 --> 00:38:39.484
a cause of effect, they're upping
the world of beliefs and values.
00:38:41.345 --> 00:38:46.325
And when you are up there, there are
certain techniques that work better to
00:38:46.325 --> 00:38:52.595
challenge those particular metamodel and
mil model patterns, which give you an
00:38:52.595 --> 00:38:56.495
idea as to what they're doing in their
head, much better than if they were
00:38:56.495 --> 00:39:02.345
talking to you about, uh, a situation that
maybe was connected to the environment.
00:39:03.755 --> 00:39:06.550
Which case, if it was something that
was, was trigger or something that
00:39:06.555 --> 00:39:09.785
was being triggered, there was an
anchor being fired, then you might
00:39:09.785 --> 00:39:11.885
start with collapsing anchors.
00:39:13.715 --> 00:39:16.925
It really does depend, and I
know that's probably not the
00:39:16.925 --> 00:39:17.945
answer you're looking for.
00:39:20.975 --> 00:39:21.575
Do you have anything
00:39:21.575 --> 00:39:21.695
Speaker: to add?
00:39:21.695 --> 00:39:23.345
Well, I just wanna say yeah, yeah.
00:39:23.345 --> 00:39:26.225
Well it's a great, it was a
great story, great example.
00:39:26.735 --> 00:39:30.665
And, and I, I think your answer's
really just some point with
00:39:30.665 --> 00:39:31.745
what we've been talking about.
00:39:31.985 --> 00:39:33.635
You know, you work with
the person's there.
00:39:34.235 --> 00:39:40.175
I mean, I think what we're, what I
think it's, I think it's just human
00:39:40.625 --> 00:39:42.425
to find things that you like to do.
00:39:42.820 --> 00:39:43.110
Speaker 2: Yeah.
00:39:44.075 --> 00:39:44.255
Speaker: Yeah.
00:39:44.255 --> 00:39:48.155
Like preferences, a
technique or a style, or.
00:39:49.700 --> 00:39:52.609
You know, some method you go,
actually, I, I'm, I feel really
00:39:52.609 --> 00:39:55.999
comfortable and competent with this,
so I think that's a good thing to
00:39:55.999 --> 00:39:59.720
do to become really comfortable and
competent with particular techniques.
00:40:00.589 --> 00:40:06.259
It's also so important to explore
others and I think especially the
00:40:06.259 --> 00:40:08.120
ones you're not so comfortable with.
00:40:08.839 --> 00:40:09.109
Speaker 2: Yeah.
00:40:09.115 --> 00:40:11.240
Speaker: You, I, I remember
there were certain techniques
00:40:11.240 --> 00:40:13.519
that, oh, don't need to do that.
00:40:13.609 --> 00:40:14.569
Yeah, yeah.
00:40:14.660 --> 00:40:15.319
Let's keep away from that.
00:40:15.319 --> 00:40:16.700
Let's keep away from the
language pattern stuff.
00:40:17.479 --> 00:40:17.839
I remember that.
00:40:18.535 --> 00:40:19.565
Speaker 2: No, don't look at that though.
00:40:19.565 --> 00:40:19.585
That was,
00:40:20.240 --> 00:40:21.919
Speaker: that was, that was
Michael Breen's fault, you
00:40:21.919 --> 00:40:23.299
know, to ignore the language.
00:40:23.299 --> 00:40:25.189
You know, he installed
in everybody, you know,
00:40:25.189 --> 00:40:26.870
Speaker 2: don't need to remember this.
00:40:26.959 --> 00:40:27.019
You
00:40:27.740 --> 00:40:30.379
Speaker: don't need to
remember what was it.
00:40:30.499 --> 00:40:30.709
Okay.
00:40:30.709 --> 00:40:31.490
I don't remember.
00:40:31.490 --> 00:40:32.314
Speaker 2: You could, no, it wasn't
00:40:32.359 --> 00:40:32.959
Speaker: the labels.
00:40:32.959 --> 00:40:33.680
Don matter.
00:40:33.919 --> 00:40:35.810
Speaker 2: You can forget the labels.
00:40:35.810 --> 00:40:36.229
That's what he
00:40:36.229 --> 00:40:36.379
Speaker: said.
00:40:36.379 --> 00:40:37.549
You can forget the labels.
00:40:37.549 --> 00:40:41.149
Yeah, so there was an whole
element at one point of, okay, the
00:40:41.149 --> 00:40:42.799
linguistic stuff, I kind of, I.
00:40:43.955 --> 00:40:47.044
I just need to give people embedded
commands or direct instructions,
00:40:47.044 --> 00:40:48.095
instructors, that'd be fine.
00:40:48.575 --> 00:40:50.015
So I realized it was a blind spot.
00:40:50.015 --> 00:40:54.365
So I then went back to that area
and really dived into the meta
00:40:54.365 --> 00:40:57.845
model and the Milton model and
the linguistic patterning and
00:40:59.855 --> 00:41:01.084
meta programs.
00:41:01.234 --> 00:41:05.015
And to me, the description
you gave is brilliant.
00:41:05.015 --> 00:41:07.924
It's the logical levels with
Milton and Metal, but they're all
00:41:07.924 --> 00:41:10.895
holographic, they're all interconnected.
00:41:11.285 --> 00:41:15.395
So if there's some work to
be done up at beliefs, yeah.
00:41:15.395 --> 00:41:16.625
Well, where did the belief came?
00:41:16.865 --> 00:41:21.214
It came through time from some experience
in the past, which probably anchored.
00:41:21.665 --> 00:41:24.365
So the levels are all interconnected.
00:41:24.365 --> 00:41:24.694
So
00:41:27.455 --> 00:41:29.734
first of all, why wouldn't
it get boring if your default
00:41:29.734 --> 00:41:30.845
setting was to go to change?
00:41:30.845 --> 00:41:31.564
Personal history?
00:41:31.564 --> 00:41:31.625
Yeah.
00:41:31.714 --> 00:41:32.855
It would get boring anyway.
00:41:33.004 --> 00:41:34.415
You know, doing the same old, same old.
00:41:35.134 --> 00:41:39.365
Um, and what happens if the way
you do change personal history?
00:41:39.890 --> 00:41:44.180
Wasn't effective with that particular
person for whatever reason.
00:41:45.379 --> 00:41:45.710
Yeah.
00:41:46.279 --> 00:41:48.920
Um, and so I think it's
the core of what we teach.
00:41:49.460 --> 00:41:50.509
For me, it's the core of what we teach.
00:41:50.509 --> 00:41:53.750
It's, it's giving people not just
a massive toolbox of many things,
00:41:54.319 --> 00:41:57.980
but a toolbox where they got more
flexibility and range than the
00:41:57.980 --> 00:41:59.480
people that come to see them.
00:42:00.920 --> 00:42:01.129
Speaker 2: Yeah.
00:42:01.160 --> 00:42:03.740
I remember Richard
saying, sorry, years ago.
00:42:03.740 --> 00:42:08.299
He said, if what you're doing
isn't working, do something else.
00:42:09.470 --> 00:42:13.700
Uh, and in the beginning I'd be
working with somebody and my gut would
00:42:13.700 --> 00:42:15.740
think, oh God, this isn't working.
00:42:16.100 --> 00:42:19.910
And I'd actually hear Richard in my
head saying, time to do something else.
00:42:19.970 --> 00:42:20.990
Speaker: Time to do something else.
00:42:21.290 --> 00:42:21.350
Speaker 2: Yeah.
00:42:21.350 --> 00:42:22.549
Or something else out the hat.
00:42:24.859 --> 00:42:25.190
Speaker: Yeah.
00:42:25.190 --> 00:42:28.970
So yeah, if you've got a blind
spot, the same, you kind of a bit
00:42:28.970 --> 00:42:30.770
adverse to go back and practice it.
00:42:31.370 --> 00:42:35.270
Um, if you feel completely
drawn, totally drawn to one
00:42:35.270 --> 00:42:37.879
particular technique, fabulous.
00:42:37.879 --> 00:42:38.180
Master it.
00:42:39.515 --> 00:42:42.305
But don't then assume that the
client that comes in has to,
00:42:42.575 --> 00:42:43.895
has to endure that particular
00:42:43.895 --> 00:42:44.285
Speaker 2: technique.
00:42:44.285 --> 00:42:44.345
Speaker: No.
00:42:44.825 --> 00:42:46.295
Or is gonna be the technique for them.
00:42:46.444 --> 00:42:46.805
Yeah.
00:42:47.525 --> 00:42:48.845
Speaker 2: It's not gonna fit everyone.
00:42:49.174 --> 00:42:53.915
And I must confess, when we, when
we do these courses, and I see
00:42:54.004 --> 00:42:56.254
Richard do demonstrations on stage.
00:42:56.585 --> 00:43:00.214
Sometimes he does stuff and he
kind of, I mean, you know, 'cause
00:43:00.214 --> 00:43:01.714
you've seen him for years as well.
00:43:01.955 --> 00:43:06.395
Uh, I mean, he'll, he'll, he'll kind of
come up with a, a bit of this, he makes
00:43:06.395 --> 00:43:08.129
stuff up and a bit of something else.
00:43:08.990 --> 00:43:13.025
And I sit in the back of the room
and I go, whoa, I really like that.
00:43:13.025 --> 00:43:15.725
And I'll jot down what he did
and I'll map out what he did
00:43:15.725 --> 00:43:17.075
and I'll just think about it.
00:43:17.674 --> 00:43:17.975
Speaker: Yeah.
00:43:18.214 --> 00:43:19.444
Speaker 2: It's in the back of my mind.
00:43:19.444 --> 00:43:23.375
So the next time somebody comes in with
something similar, I'm gonna give it a go.
00:43:23.915 --> 00:43:25.234
I'm gonna see what it does.
00:43:25.805 --> 00:43:27.634
Speaker: Well I've, I've got
a different approach there.
00:43:27.950 --> 00:43:31.415
I, I feel, to me it's, it's
like, uh, it's like martial arts.
00:43:32.045 --> 00:43:32.345
Speaker 2: Hmm.
00:43:32.990 --> 00:43:36.350
Speaker: Yeah, it's, I can be up
here doing something here, but if
00:43:36.350 --> 00:43:40.850
I move down here and come in here
or move over to here and come here.
00:43:41.210 --> 00:43:41.390
Yeah.
00:43:41.390 --> 00:43:43.910
What I'm doing is, I'm, I'm, yeah.
00:43:43.910 --> 00:43:45.950
The immovable problem.
00:43:46.640 --> 00:43:46.940
Speaker 2: Yeah.
00:43:47.120 --> 00:43:49.280
Speaker: I'm coming at
it from different angles.
00:43:49.940 --> 00:43:51.200
I'm gonna try something here.
00:43:51.230 --> 00:43:52.130
Try something there.
00:43:52.460 --> 00:43:53.930
Gives say, oh, that's working.
00:43:53.930 --> 00:43:58.010
And then when you get, say the works
you, in fact, it was Daryl Frank Farley.
00:43:58.670 --> 00:43:59.090
Speaker 2: Oh yeah.
00:44:00.290 --> 00:44:05.090
Speaker: Who, when I came up to leads
that time when you had Frank as a guest,
00:44:05.390 --> 00:44:10.940
and I think you said to me, have a guy
modeling him and it, that was pointless.
00:44:10.940 --> 00:44:16.010
You know, I just came off stage
completely tra like I thought I
00:44:16.010 --> 00:44:17.660
was hypnotized by Mil and Erickson.
00:44:17.690 --> 00:44:22.550
But anyway, there was a thing that he
said, 'cause someone said to him, how do
00:44:22.550 --> 00:44:24.170
you know what questions asked what to do?
00:44:24.290 --> 00:44:26.000
And he said, well, the angels tell me.
00:44:26.555 --> 00:44:26.855
Okay.
00:44:26.855 --> 00:44:30.964
Which is a, seemed a bit bit strange,
but he had a voice behind him that told
00:44:30.964 --> 00:44:32.585
him, because he said, the angels tell me.
00:44:33.245 --> 00:44:33.575
Yeah.
00:44:34.955 --> 00:44:37.024
And then I'll do whatever
the angels tell me.
00:44:37.055 --> 00:44:37.745
I'll say it.
00:44:38.075 --> 00:44:42.605
I don't filter it, just say it and
then if the other person recognizes
00:44:42.605 --> 00:44:46.174
it, so he is calibrating another
person who said it is like, I've
00:44:46.174 --> 00:44:47.944
raised a flag and they've saluted it.
00:44:48.305 --> 00:44:48.665
Speaker 2: Yeah.
00:44:48.669 --> 00:44:50.345
And then he keeps that rock track.
00:44:50.435 --> 00:44:50.765
Yeah.
00:44:50.765 --> 00:44:52.009
Speaker: Then he keeps on it.
00:44:52.270 --> 00:44:56.225
But he is, he is like a, I dunno,
a rottweiler and a sheep, isn't he?
00:44:56.225 --> 00:44:56.524
Speaker 2: Yeah.
00:44:57.875 --> 00:44:59.674
Was, anyway, again,
there's that word again.
00:44:59.825 --> 00:45:00.634
Calibration.
00:45:01.865 --> 00:45:02.165
Speaker: Yeah.
00:45:02.375 --> 00:45:02.615
Yeah.
00:45:02.794 --> 00:45:03.395
And that's the thing.
00:45:03.395 --> 00:45:03.634
He's
00:45:03.634 --> 00:45:03.930
Speaker 2: that word again.
00:45:04.210 --> 00:45:10.564
Speaker: He's, he's tuning in to the other
person, seeing things, hearing things that
00:45:10.564 --> 00:45:14.794
other people aren't, you know, sensory,
advanced sensory acuity, if you like.
00:45:14.794 --> 00:45:15.845
Let's link it all back to
00:45:16.129 --> 00:45:16.330
Speaker 2: Yeah.
00:45:16.330 --> 00:45:16.340
The
00:45:16.805 --> 00:45:17.345
Speaker: masterclass.
00:45:17.345 --> 00:45:17.495
Yeah.
00:45:18.154 --> 00:45:21.095
Um, giving something a go.
00:45:21.095 --> 00:45:22.234
It's not prescriptive.
00:45:23.495 --> 00:45:25.205
No, that's not gone where
I thought it would going.
00:45:25.265 --> 00:45:26.225
Let's try something else.
00:45:26.345 --> 00:45:26.855
Yeah.
00:45:26.855 --> 00:45:31.475
Look, the person's just look, their eyes
just dil, pupils dilated or something.
00:45:31.475 --> 00:45:32.015
They, no.
00:45:32.015 --> 00:45:33.305
Yeah, well, their head's nodding.
00:45:33.605 --> 00:45:34.415
I'm onto something.
00:45:34.415 --> 00:45:35.255
Let's pursue that.
00:45:35.525 --> 00:45:37.715
In fact, that's exactly what
Linda Pransky was doing.
00:45:38.320 --> 00:45:38.610
Speaker 2: Yeah.
00:45:39.035 --> 00:45:39.365
Speaker: Yeah.
00:45:39.395 --> 00:45:42.215
She was asking questions and
seen saying, following it up,
00:45:42.695 --> 00:45:43.730
Speaker 2: and that's what Richard does.
00:45:44.465 --> 00:45:45.010
Speaker: That's what Richard does.
00:45:45.010 --> 00:45:45.400
Speaker 2: Yeah's what Richard does.
00:45:45.515 --> 00:45:48.010
Speaker: Well, that's what you
do, and that's what on the, we
00:45:48.010 --> 00:45:49.130
both do that, and I'm sure most
00:45:49.600 --> 00:45:50.090
Speaker 2: many people do.
00:45:50.090 --> 00:45:52.205
We ask questions, we,
here's that word again.
00:45:52.205 --> 00:45:56.495
We calibrate the response, and of
course, if you've got a script and you
00:45:56.495 --> 00:46:00.875
are following something that somebody's
written down for you, you're not watching
00:46:00.875 --> 00:46:05.315
the person in front of you, so you
could miss those little nuances, which
00:46:05.315 --> 00:46:08.885
will give you the clue you need to let
you know you're on the right track.
00:46:10.220 --> 00:46:10.670
Or not
00:46:12.379 --> 00:46:15.529
Speaker: actually, it just occurred
to me, aren't we all always doing
00:46:15.529 --> 00:46:17.210
change, personal history with people?
00:46:17.960 --> 00:46:22.640
Because yeah, the future history
is changing if they come to see us.
00:46:22.640 --> 00:46:25.339
So yeah, everything we do is
changing personal history.
00:46:25.670 --> 00:46:26.180
How about that?
00:46:26.325 --> 00:46:26.545
Speaker 2: Yes.
00:46:26.549 --> 00:46:26.870
Yes.
00:46:26.870 --> 00:46:31.305
So in which case, change personal
history is my go-to technique.
00:46:32.685 --> 00:46:33.890
Speaker: Ignore everything we just said.
00:46:34.910 --> 00:46:35.384
Speaker 2: Just forget.
00:46:36.140 --> 00:46:38.060
Forget everything we just said.
00:46:38.444 --> 00:46:38.665
Speaker: Yes.
00:46:42.230 --> 00:46:44.870
Speaker 2: It may not be that
change, personal history, but
00:46:44.870 --> 00:46:46.220
it'll be something like it.
00:46:48.020 --> 00:46:48.440
Speaker: Lovely.
00:46:49.040 --> 00:46:49.670
Speaker 2: Whatever they do.
00:46:50.480 --> 00:46:50.990
Speaker: What else?
00:46:50.990 --> 00:46:51.265
What else have we got?
00:46:51.265 --> 00:46:51.464
Tina?
00:46:51.515 --> 00:46:51.865
Speaker 2: Right?
00:46:51.865 --> 00:46:52.345
Here we go.
00:46:52.404 --> 00:46:52.625
So
00:46:52.984 --> 00:46:53.745
Speaker: exciting, interesting,
00:46:54.225 --> 00:46:54.424
Speaker 2: challenging.
00:46:54.424 --> 00:46:55.220
Here we go here.
00:46:55.339 --> 00:46:56.310
Uh ha ha.
00:46:57.080 --> 00:46:57.740
Oh, here we go.
00:46:58.339 --> 00:47:02.029
So apparently you talked
about automated emails.
00:47:03.020 --> 00:47:05.750
Can you signpost me to
an efficient system?
00:47:08.359 --> 00:47:09.350
Speaker: Um, yeah, it's over there.
00:47:11.539 --> 00:47:11.749
Yeah.
00:47:11.749 --> 00:47:16.309
Well, again, I, what I was talking
about, just to give it some context, was.
00:47:17.555 --> 00:47:22.984
Making sure there was nothing in the
process there, there were no gaps,
00:47:23.165 --> 00:47:25.294
nothing could fall through the cracks.
00:47:25.654 --> 00:47:25.984
Yeah.
00:47:26.435 --> 00:47:30.694
So as much as possible, automating
things, um, so we use a couple
00:47:30.694 --> 00:47:31.865
of systems on a website.
00:47:31.865 --> 00:47:34.145
We use, uh, uh, Wix for a website.
00:47:34.475 --> 00:47:36.365
Um, we're not using
WordPress, we're using Wix.
00:47:36.365 --> 00:47:40.325
But Wix has really improved and up
their game in the last three years.
00:47:40.325 --> 00:47:42.575
So they've got these great tools.
00:47:42.575 --> 00:47:45.395
So if you've got a Wix website, I
think Squarespace will have the same.
00:47:45.634 --> 00:47:50.375
And, uh, you can get, uh, these
little programs that on, um,
00:47:50.435 --> 00:47:52.714
WordPress that will automate email.
00:47:52.714 --> 00:47:55.055
So I can't give you anything
specific, but we use Wix.
00:47:55.535 --> 00:47:57.245
Um, we also use ClickFunnels.
00:47:57.250 --> 00:48:01.984
And ClickFunnels has got its own, excuse
me, its own backpack, automated process.
00:48:02.495 --> 00:48:05.915
Um, you might want to have a look, so
I'm only pointing in this direction.
00:48:05.915 --> 00:48:07.115
I dunno if there's anything there.
00:48:07.355 --> 00:48:09.605
Um, you might want to check out.
00:48:09.605 --> 00:48:10.564
App Sumo.
00:48:11.120 --> 00:48:17.299
Okay, so App Sumo is a website where
people that have developed small pieces of
00:48:17.299 --> 00:48:23.390
software programs, wide range of things,
they put them on there and then they
00:48:23.390 --> 00:48:28.040
kind of like do a bid, you know, give,
do these promotions a bit like voucher or
00:48:28.040 --> 00:48:33.589
voucher or whatever was or is where they
might go, we are gonna give you a lifetime
00:48:33.589 --> 00:48:35.900
deal for this program for 60 bucks.
00:48:36.290 --> 00:48:36.589
Yeah.
00:48:37.370 --> 00:48:40.279
Um, have a check of that
because there's some really good
00:48:40.279 --> 00:48:41.629
programs that come out there.
00:48:41.629 --> 00:48:47.870
I mean, we've got a really good CRM
system and process system that costs $80.
00:48:47.870 --> 00:48:49.520
I cannot believe it was so cheap.
00:48:50.120 --> 00:48:56.720
Um, that enables us to track all sorts
of things and do project tracking.
00:48:57.259 --> 00:49:01.819
It's got CRM as part of it, it's
got a knowledge base for 80 bucks.
00:49:01.819 --> 00:49:05.270
It was absolutely ridiculous, but it was
a one, it was a one-off lifetime deal.
00:49:05.960 --> 00:49:06.230
Yeah.
00:49:06.620 --> 00:49:07.819
So go and check that out.
00:49:08.000 --> 00:49:08.480
Um.
00:49:09.410 --> 00:49:11.270
They're really easy to use.
00:49:11.270 --> 00:49:13.820
Now I remember when
Infusionsoft first came out.
00:49:13.820 --> 00:49:14.900
So Infusionsoft is one.
00:49:14.900 --> 00:49:15.950
You can check, check out.
00:49:16.490 --> 00:49:17.780
HubSpot will be another one.
00:49:17.960 --> 00:49:18.920
You can have a look at that.
00:49:19.520 --> 00:49:22.970
But when Infusionsoft came out,
oh, seriously, you needed a
00:49:23.150 --> 00:49:26.570
degree in Logic to work out how
to just send out a simple email.
00:49:27.260 --> 00:49:30.380
Um, so answer to the question.
00:49:30.830 --> 00:49:32.750
Check your website where it's hosted.
00:49:33.230 --> 00:49:36.950
If it's on Wix or Squarespace,
you'll have the ability there.
00:49:38.030 --> 00:49:39.650
Go and check out App Sumo.
00:49:43.310 --> 00:49:49.460
Speaker 2: Uh, the next one here says,
I'm a work in process with regard to
00:49:49.460 --> 00:49:52.730
referrals, and I'm researching this.
00:49:52.730 --> 00:49:58.610
Networking seems to be key, but how to
keep it cost effective and manageable.
00:50:04.910 --> 00:50:06.860
Speaker: I'm not sure
why networking is key.
00:50:07.730 --> 00:50:09.560
Um, it can be, yeah.
00:50:09.560 --> 00:50:11.690
It, it can be, um,
00:50:13.880 --> 00:50:15.140
cost effective and manageable.
00:50:15.410 --> 00:50:16.520
Okay, so here's the thing.
00:50:19.765 --> 00:50:20.900
Who was I talking to?
00:50:20.960 --> 00:50:23.210
Oh, yeah, it was, I was talking
to someone the other day and
00:50:23.210 --> 00:50:28.730
we're talking about Douglas Adams
Hitchhiker's Guide to the Galaxy.
00:50:30.260 --> 00:50:32.720
And, you know, the number 42.
00:50:33.140 --> 00:50:36.740
Meaning what, which is the, which
is the answer to the question, you
00:50:36.740 --> 00:50:38.690
know, what's the meaning of life,
of the universe and everything?
00:50:38.900 --> 00:50:39.200
Okay.
00:50:39.860 --> 00:50:40.610
So, okay.
00:50:40.610 --> 00:50:42.530
This, this is a bit of
a convoluted answer.
00:50:42.535 --> 00:50:42.575
Okay.
00:50:43.045 --> 00:50:44.990
Obviously, how many loops
I can get into this?
00:50:45.710 --> 00:50:50.930
Um, the answer was 42 to the question.
00:50:50.990 --> 00:50:53.840
And when the question was
set, the computer said, you
00:50:53.840 --> 00:50:54.590
know, I can work on this.
00:50:54.590 --> 00:50:55.460
I'll give you an answer.
00:50:55.550 --> 00:50:56.600
You know, when's it gonna be done?
00:50:56.600 --> 00:50:57.650
When it's gonna take a while?
00:50:58.265 --> 00:51:01.894
Anyway, millions of years later,
he came up with the answer
00:51:02.674 --> 00:51:02.914
Speaker 2: 42,
00:51:03.660 --> 00:51:06.694
Speaker: and the relatives of the initial
people that asked the question were
00:51:06.694 --> 00:51:10.115
there and the computer said, I've got
an answer, but you're not gonna like it.
00:51:10.624 --> 00:51:11.884
And the answer was 42.
00:51:12.365 --> 00:51:12.694
Okay.
00:51:13.234 --> 00:51:15.964
And they said, I think the problem is
you didn't ask a really good question.
00:51:18.350 --> 00:51:18.640
Okay.
00:51:18.664 --> 00:51:19.714
So what's the best question?
00:51:19.714 --> 00:51:22.294
Well, you're gonna need a better
computer than me to work that out.
00:51:22.684 --> 00:51:24.484
So then they decide
another computer, right?
00:51:24.904 --> 00:51:27.484
Anyway, so we were having this
conversation, we were talking
00:51:27.484 --> 00:51:31.714
about how do you work out the
answer to a problem, to a solution?
00:51:31.745 --> 00:51:31.805
Speaker 2: Yeah.
00:51:32.734 --> 00:51:36.004
Speaker: And it reminded me
of, um, I think it's called
00:51:36.004 --> 00:51:38.884
the touring holding method.
00:51:38.884 --> 00:51:41.254
I might, I might be wrong, but
it's to do with Alan Touring,
00:51:42.365 --> 00:51:43.865
um, you know Bletchley Park?
00:51:44.134 --> 00:51:44.580
Speaker 2: Yeah, I
00:51:44.580 --> 00:51:44.660
Speaker: do.
00:51:44.664 --> 00:51:45.274
And the Enigma.
00:51:45.274 --> 00:51:45.544
Yeah.
00:51:45.569 --> 00:51:45.859
Speaker 2: Yeah.
00:51:46.444 --> 00:51:49.144
Speaker: Well, someone said to him,
how long is it gonna take for your
00:51:49.144 --> 00:51:50.705
computer to work out the problem?
00:51:51.845 --> 00:51:56.975
Anyway, he went away and came back about
two years after the computer worked out
00:51:56.975 --> 00:51:58.445
the problem and said, I can't tell you.
00:52:00.935 --> 00:52:01.955
He said, I've worked on this.
00:52:01.955 --> 00:52:02.225
Right.
00:52:02.585 --> 00:52:07.835
So he said, um, the only way you
can know how long it's gonna take to
00:52:07.835 --> 00:52:11.435
resolve a problem is by resolving it.
00:52:11.585 --> 00:52:12.695
And then you know how long it's taken.
00:52:13.150 --> 00:52:13.440
Okay.
00:52:13.445 --> 00:52:13.505
Yeah.
00:52:13.865 --> 00:52:16.205
The only way you know how long a
computer's gonna take to come up
00:52:16.205 --> 00:52:18.634
with the answer is to let it work
out and then come up with the answer.
00:52:18.634 --> 00:52:19.745
You go, that's how long it's taken.
00:52:19.955 --> 00:52:20.255
Yeah.
00:52:21.035 --> 00:52:23.555
So how, how effective is networking?
00:52:25.835 --> 00:52:29.134
You gotta do it and see how
effective and cost effective it is.
00:52:29.345 --> 00:52:29.735
Okay.
00:52:30.755 --> 00:52:35.884
How, how effective is um,
Facebook ads marketing?
00:52:37.775 --> 00:52:42.515
Well, you've gotta run some experiments
and see how effective the experiments are.
00:52:42.935 --> 00:52:43.265
Yeah.
00:52:44.690 --> 00:52:49.070
So it may not be, again, it may not be
the answer someone wants, but the thing
00:52:49.070 --> 00:52:53.450
is you go, and this is why I think it's
so important to take some time and slow
00:52:53.450 --> 00:52:55.880
down and go, where's my energy gonna go?
00:52:56.210 --> 00:53:01.790
So if you talk about referrals, if you
are somebody who's sociable and you like
00:53:01.790 --> 00:53:07.040
going and meeting people over a warm
glass of wine at a networking event, and
00:53:07.040 --> 00:53:09.830
you just kind of just love that anyway,
and you enjoy that and you know you're
00:53:09.830 --> 00:53:13.670
gonna be interested in people, then go
there and you'll build up connections.
00:53:14.570 --> 00:53:19.160
Um, is, how's that, is that
gonna turn into business?
00:53:19.700 --> 00:53:20.660
We don't know.
00:53:20.660 --> 00:53:22.190
Yeah, go and find out.
00:53:22.340 --> 00:53:23.720
Well, the thing is though, Tina, it does.
00:53:23.720 --> 00:53:23.990
Yeah,
00:53:24.185 --> 00:53:24.445
Speaker 2: it does.
00:53:24.625 --> 00:53:25.045
No, I know.
00:53:25.045 --> 00:53:26.270
It does, it does for some people.
00:53:26.345 --> 00:53:30.320
In the beginning, I, I did, in
the beginning, I joined groups.
00:53:30.680 --> 00:53:31.310
Um.
00:53:32.420 --> 00:53:36.620
I didn't do the whole breakfast
meeting thing, but I know Gloria did.
00:53:37.339 --> 00:53:39.799
Gloria went to lots of breakfast meetings.
00:53:40.220 --> 00:53:43.759
Uh, she met lots of people,
which got her into companies
00:53:43.759 --> 00:53:48.799
doing, uh, lunchtime sessions in
companies and various other things.
00:53:49.069 --> 00:53:51.170
She met all sorts of people that way.
00:53:52.069 --> 00:53:55.700
Um, I did a few and I, I did, I did okay.
00:53:56.089 --> 00:54:00.259
I didn't really enjoy going out in
the evening to meet all these stodgy
00:54:00.259 --> 00:54:03.770
old business business people that
00:54:03.770 --> 00:54:04.035
Speaker: I had to be sleeping with.
00:54:04.035 --> 00:54:04.250
That's the thing.
00:54:04.250 --> 00:54:05.750
The, but that's the thing.
00:54:05.750 --> 00:54:05.930
Yeah.
00:54:05.930 --> 00:54:07.580
You may be social if you don't enjoy it.
00:54:08.299 --> 00:54:08.390
Yeah.
00:54:08.390 --> 00:54:11.600
It's not gonna be something where
you're gonna be consistent with it.
00:54:11.630 --> 00:54:17.240
So, you know, in terms of referrals, look,
one of the best, one of the best ways to
00:54:17.240 --> 00:54:20.509
get referrals is from an existing client.
00:54:21.319 --> 00:54:21.529
Speaker 2: Yes.
00:54:21.529 --> 00:54:21.740
Speaker: Okay.
00:54:22.310 --> 00:54:24.410
You don't need to go and network
to get an existing client.
00:54:24.410 --> 00:54:25.549
You've got an existing client.
00:54:25.970 --> 00:54:27.710
One of my clients, um.
00:54:29.105 --> 00:54:33.605
He gives his, he, he sells
really high-end, uh, does
00:54:33.605 --> 00:54:34.924
really high-end garden design.
00:54:34.924 --> 00:54:38.375
So it's, uh, 60,000 pound
plus for a gardener.
00:54:38.615 --> 00:54:39.035
Okay.
00:54:39.154 --> 00:54:41.165
When we first started
coaching, it was 25,000.
00:54:41.165 --> 00:54:42.004
Autonomy was too cheap.
00:54:42.785 --> 00:54:44.674
He went, oh, no one's gonna pay for this.
00:54:44.674 --> 00:54:47.464
Now you do not get a garden
for anything outta 60 grand.
00:54:47.734 --> 00:54:47.765
Okay.
00:54:48.605 --> 00:54:48.875
Speaker 2: Yeah.
00:54:48.935 --> 00:54:54.335
Speaker: Um, but what they do is they
produce a beautiful high quality coffee
00:54:54.335 --> 00:54:57.395
table book of the story of your garden.
00:54:57.904 --> 00:54:58.205
Okay.
00:54:58.205 --> 00:54:59.524
So he is, he is a gold medal.
00:54:59.645 --> 00:54:59.795
Uh,
00:54:59.795 --> 00:55:00.065
Speaker 2: yeah.
00:55:00.214 --> 00:55:00.964
Speaker: Chelsea winner.
00:55:01.024 --> 00:55:01.145
Yeah.
00:55:02.915 --> 00:55:06.904
These books are unique and he
gives them two or three of these.
00:55:06.904 --> 00:55:07.175
Yeah.
00:55:07.595 --> 00:55:11.765
And that brings in a
whole stream of clients.
00:55:11.765 --> 00:55:11.825
Yeah.
00:55:12.095 --> 00:55:13.384
As well as the garden.
00:55:13.595 --> 00:55:14.525
As well as the garden.
00:55:14.585 --> 00:55:14.855
Yeah.
00:55:14.860 --> 00:55:15.130
Yeah.
00:55:15.215 --> 00:55:16.175
People have dinner parties.
00:55:16.355 --> 00:55:17.375
This is amazing.
00:55:17.375 --> 00:55:17.585
Yeah.
00:55:18.215 --> 00:55:21.275
So he's not offering Marks
and Spencer's vouchers.
00:55:21.275 --> 00:55:22.654
He's not offering anything other No.
00:55:22.925 --> 00:55:27.665
But he's doing something to remind
people of who he is and what he is about.
00:55:28.265 --> 00:55:32.105
In fact, he even, we were talking
about this because I was saying
00:55:32.615 --> 00:55:35.884
we could probably come up with
150 other ways to get referrals.
00:55:36.095 --> 00:55:36.515
Yeah.
00:55:37.265 --> 00:55:40.835
Um, this maybe explore a couple,
but they've gotta be this way.
00:55:40.835 --> 00:55:42.634
They've gotta be high end for him.
00:55:42.815 --> 00:55:43.895
Yeah, it works.
00:55:43.895 --> 00:55:44.134
Yeah.
00:55:44.975 --> 00:55:47.705
And he said, uh, he said, uh,
I take the book idea and I
00:55:47.705 --> 00:55:49.265
give it to all staff to leave.
00:55:49.565 --> 00:55:50.045
And I went, what?
00:55:52.025 --> 00:55:52.384
He said, no.
00:55:52.384 --> 00:55:55.205
When they leave, most people
just go, okay, you're leaving.
00:55:55.205 --> 00:55:55.685
Bye.
00:55:55.745 --> 00:55:56.705
You know, thanks for the time.
00:55:56.975 --> 00:55:59.555
He said, I really appreciate
the time they've been with me.
00:55:59.555 --> 00:56:01.625
So I give them a book.
00:56:02.315 --> 00:56:06.154
Of all the photos, of all the
different jobs they've worked on and
00:56:06.160 --> 00:56:06.540
Speaker 2: that's
00:56:06.700 --> 00:56:06.779
Speaker: fabulous.
00:56:06.779 --> 00:56:07.259
And they get it.
00:56:07.920 --> 00:56:11.615
And he said, um, half the people
come back 'cause most of 'em leave
00:56:11.615 --> 00:56:12.964
not 'cause they're disgruntled.
00:56:13.025 --> 00:56:14.404
Not 'cause they don't wanna work anymore.
00:56:14.404 --> 00:56:16.325
'cause you know, life changed,
but they'll, they'll come back.
00:56:16.505 --> 00:56:19.355
He said, I've even had competitors ring
me up and said, I've given so and so a
00:56:19.355 --> 00:56:21.515
job, he's not gonna stay for me for long.
00:56:21.545 --> 00:56:22.805
'cause he just keeps talking about you.
00:56:22.805 --> 00:56:23.855
He's gonna be going back soon.
00:56:25.295 --> 00:56:26.165
Speaker 2: That is funny.
00:56:26.285 --> 00:56:26.615
Sorry.
00:56:26.765 --> 00:56:31.685
Speaker: So, so when it comes
to referrals, there are hundreds
00:56:31.685 --> 00:56:32.944
of ways to get referrals.
00:56:33.245 --> 00:56:33.545
Yeah.
00:56:34.115 --> 00:56:35.105
Which ones work?
00:56:35.165 --> 00:56:37.475
Well find the ones that you really enjoy.
00:56:37.475 --> 00:56:40.505
Finding the ones I'm comfortable and
run the experiment and see what happens.
00:56:40.505 --> 00:56:44.015
And then do something similar to what we
did with like designing your bestseller
00:56:44.585 --> 00:56:47.045
design, your best referral process.
00:56:47.375 --> 00:56:53.645
What else can you do to get people
to think about you when they go,
00:56:53.765 --> 00:56:55.025
I know someone's got a problem.
00:56:55.265 --> 00:56:55.714
Ah.
00:56:56.330 --> 00:56:57.740
Tina, she's the person.
00:56:57.805 --> 00:56:58.985
Speaker 2: So, so you need, yeah.
00:56:59.089 --> 00:57:03.650
I think you need to have a certain
personality and you need to be able to
00:57:03.650 --> 00:57:10.250
wander into these networking situations,
gatherings and just light up the room
00:57:11.299 --> 00:57:13.040
and connect with everybody around you.
00:57:13.880 --> 00:57:18.680
Um, so I mean, Gloria did really
well when I was in the mood.
00:57:18.860 --> 00:57:19.670
I did okay.
00:57:20.450 --> 00:57:23.900
I did more than Okay when I was in the
mood, but you know, if, if I wasn't
00:57:23.900 --> 00:57:26.240
in the mood then I didn't actually go.
00:57:26.540 --> 00:57:27.500
And that's a good thing.
00:57:29.150 --> 00:57:29.660
'cause you do need
00:57:29.660 --> 00:57:30.560
Speaker: Yeah, absolutely.
00:57:30.950 --> 00:57:31.444
Speaker 2: State of mind.
00:57:32.630 --> 00:57:34.430
Speaker: And the thing
is, look, we're NL peers.
00:57:34.759 --> 00:57:35.060
Yeah.
00:57:36.140 --> 00:57:39.230
If then, if you feel that
networking is the key, that's what
00:57:39.230 --> 00:57:40.339
the conclusion you've come to.
00:57:40.339 --> 00:57:41.540
And I, I would question that.
00:57:41.720 --> 00:57:42.049
Yeah.
00:57:42.740 --> 00:57:45.620
Because I think you can build as good
or, well, I don't do any networking.
00:57:46.755 --> 00:57:47.035
Speaker 2: I don't
00:57:47.605 --> 00:57:49.279
Speaker: don't, I don't do any networking.
00:57:49.460 --> 00:57:49.759
Yeah.
00:57:50.569 --> 00:57:51.110
Um.
00:57:51.665 --> 00:57:54.725
And I've still got a very
profitable, flourishing business.
00:57:54.755 --> 00:57:54.965
Yeah.
00:57:55.325 --> 00:57:57.154
Um, how do I get that?
00:57:58.355 --> 00:58:03.485
Well, I get mine by doing
something, an event and people
00:58:03.485 --> 00:58:04.654
go, I wanna work with you.
00:58:05.435 --> 00:58:05.615
Speaker 2: Yeah.
00:58:05.674 --> 00:58:06.005
Speaker: Okay.
00:58:06.365 --> 00:58:08.975
And I get it from referral,
those two, two areas.
00:58:09.215 --> 00:58:09.455
Yeah.
00:58:09.455 --> 00:58:09.750
Speaker 2: I, I, yeah.
00:58:09.750 --> 00:58:11.975
I get referrals from past clients.
00:58:11.975 --> 00:58:13.325
Um, I work with them.
00:58:13.325 --> 00:58:14.795
I help them solve their problems.
00:58:15.095 --> 00:58:17.075
They come back, they
send other people to me.
00:58:17.735 --> 00:58:17.975
Yeah.
00:58:18.845 --> 00:58:19.145
Speaker: Yeah.
00:58:19.535 --> 00:58:24.965
Um, so if referrals is a direction to
go in, which I'd suggest it is Yeah.
00:58:25.985 --> 00:58:29.075
Look at a way to get your clients.
00:58:29.105 --> 00:58:31.295
To refer people to you.
00:58:31.835 --> 00:58:32.225
Yeah.
00:58:32.555 --> 00:58:36.725
Um, in a way that's not pushy,
but yeah, somehow you remain
00:58:36.725 --> 00:58:38.105
front of mind to them as well.
00:58:38.825 --> 00:58:42.455
If you are interested and you feel
networking is the key, go and find people
00:58:42.455 --> 00:58:47.674
that love it, that love networking and
how do they do it and, and model them
00:58:47.884 --> 00:58:49.565
and then run the experiment and find out.
00:58:50.150 --> 00:58:52.880
And track it, you know,
track your time spent.
00:58:52.880 --> 00:58:53.630
That's one way of doing it.
00:58:53.630 --> 00:58:58.340
Track the time that you spend on it
so you can work out the um, yeah.
00:58:58.340 --> 00:58:59.330
When you get, when you get a customer.
00:58:59.960 --> 00:59:00.260
Yeah.
00:59:00.260 --> 00:59:02.480
Well, when you get a client in,
you can go, well, I've just made a
00:59:02.480 --> 00:59:03.890
client, I just signed a client up.
00:59:03.890 --> 00:59:06.920
You know, it might be a 10,000
pound coaching program, and
00:59:06.920 --> 00:59:08.070
I spent 40 hours on that.
00:59:08.395 --> 00:59:08.685
Okay.
00:59:08.685 --> 00:59:09.445
This okay.
00:59:09.650 --> 00:59:12.050
Least you know what
your investment cost is.
00:59:12.470 --> 00:59:12.590
Speaker 2: Yeah.
00:59:12.620 --> 00:59:14.780
Speaker: To acquire that
client and is it worth it?
00:59:14.930 --> 00:59:15.110
Yeah.
00:59:15.110 --> 00:59:15.950
That could be worth it.
00:59:16.280 --> 00:59:16.550
Yeah.
00:59:17.300 --> 00:59:19.520
But if it's, uh, if
the laughs don't add up
00:59:21.800 --> 00:59:24.170
that you've run the experiment,
at least you've run the experiment
00:59:24.170 --> 00:59:25.040
and now you've got the maths.
00:59:25.910 --> 00:59:26.930
And most people don't do that.
00:59:27.620 --> 00:59:31.009
So look, I'm aware of the time,
so yes, we've had a few people on.
00:59:31.009 --> 00:59:33.590
I don't see any comments, but
I know we've had people around.
00:59:34.070 --> 00:59:34.430
Yeah.
00:59:34.430 --> 00:59:36.890
Um, I've enjoyed catching up.
00:59:36.890 --> 00:59:37.280
Tina,
00:59:37.790 --> 00:59:38.930
Speaker 2: it's been good to see you.
00:59:38.990 --> 00:59:41.509
I will be back in the
UK in a couple of weeks.
00:59:42.170 --> 00:59:46.520
I've got one more week while we finish
off the trainers training here in Orlando.
00:59:46.520 --> 00:59:50.300
And then I'm gonna spend a week
sitting in the sun in Florida.
00:59:50.480 --> 00:59:52.070
Might even come home with a tan.
00:59:52.130 --> 00:59:52.670
You don't know
00:59:54.920 --> 00:59:55.520
Speaker: Willie for you?
00:59:58.640 --> 00:59:58.940
Alright.
00:59:58.940 --> 00:59:59.390
Fabulous.
00:59:59.390 --> 00:59:59.840
Thank you.
00:59:59.840 --> 01:00:02.480
Everyone that's been here and
who's gonna be watching this.
01:00:02.750 --> 01:00:03.050
Speaker 2: Yeah.
01:00:03.170 --> 01:00:06.650
Speaker: And um, we'll see you
on the masterclass with Mr.
01:00:06.650 --> 01:00:07.520
Eric Robbie.
01:00:07.520 --> 01:00:07.610
Yes.
01:00:07.730 --> 01:00:10.040
24th of March, I think it is.
01:00:10.400 --> 01:00:10.759
Check it
01:00:10.759 --> 01:00:10.940
Speaker 2: out.
01:00:11.360 --> 01:00:12.140
A week today.
01:00:12.140 --> 01:00:12.170
A week today.
01:00:12.170 --> 01:00:12.470
Eric.
01:00:12.470 --> 01:00:12.830
Robbie week
01:00:12.830 --> 01:00:13.220
Speaker: today.
01:00:13.430 --> 01:00:13.730
Yeah.
01:00:13.880 --> 01:00:14.300
Fabulous.
01:00:14.300 --> 01:00:14.660
Speaker 2: Something.
01:00:15.290 --> 01:00:16.100
Bye guys.
01:00:16.190 --> 01:00:16.850
Bye Steve.
01:00:16.850 --> 01:00:17.565
See you when I get back.
01:00:17.625 --> 01:00:17.845
Speaker: Bye.
01:00:18.705 --> 01:00:18.925
Speaker 2: Bye.