Module 3: Packaging with Therese Skelly

Welcome back, everybody. Who's excited? Hasn't this been like amazing information? In just a minute, Therese Skelly is going to come on and talk to you about how to package your services. Who wants to know more about packaging?

Raise your hand high. There we go. Good. And also how to create a value ladder. But before we get into that, I want to tell you a little bit about who she is and why exactly you need to pay attention to every single word that she says.

Therese Skelly, the money mindset mentor and business catalyst, works with mission-driven entrepreneurs, people just like you. She shows them how to clear money blocks, how to get more visibility, how to learn to sell so that they can own their value, make more money, and serve more people, and have a business that makes them happy. Who wants to have a business that makes them happy? Yeah, that's right. A big wahoo for a happy business, right?

To Therese, there is nothing more exciting than helping her clients get their great work out into the world in a soulful and authentic way. As a former psychotherapist combined with years of marketing and strategy consulting, Therese's offer is the perfect blend of both inner game work and very tactical, real-world strategies that allow her clients to see the results that they desire. Big results. And she does it in a fun and reverent kind of way, in an irreverent sort of style. Okay, Therese, it's all yours.

Right on. Thank you so much. Thank you. Okay, who's happy there to be here with packaging? That seems like a big topic.

So let me tell you how I'm going to roll today. I love to do things from the inside out. Has anybody ever tried to do something where you're like, wait, that didn't work? Probably because you weren't in it, right? So I'm going to talk to you about what you need to start.

I'm going to show you where it breaks down. I'm going to show you where the places to look are, because you need to look at certain places when you package yourself. Is that good? Right on. Okay, but before we do that, I want you all to read this.

Look at the monitors. This is Steve Jobs. And Steve says, here's to the crazy ones, the misfits, the rebels, the troublemakers, the round pegs in the square holes, the ones who see things differently. They are not fond of rules. You can quote them, disagree with them, glorify or vilify, but the one thing you can't do is ignore them, because they change things.

They push the human race forward. And you've got to read this with me. While some may see them as crazy, we see them as genius, because the ones who are crazy enough to think they can change the world are the ones who do. So are you crazy? Am I crazy?

Yeah, yeah. See, that's why we're here, because hopefully you're just crazy enough that you want to get your work in the world. You want to help the people you're supposed to help. Can I get a right on? Right on.

Okay. The first thing we need to do, every speaker has said this during the day, you must understand the value that you bring. And that's like, okay, yeah, cool, that's a great concept. What? How?

Is there a worksheet? Is there a checklist? Okay, well, let me share this with you. And you're probably going to get this wrong, so can I just tell you that ahead of time? Just be prepared.

If there were a hundred of you and your competitors in the room, so I'm a business coach, if there were a hundred other business coaches and a hundred of you, whatever you are, in the room, why should somebody hire you? We call that the $64,000 question. Can you answer it? Now, what most people do is they say, well, because I have experience. Or, oh, I have a certification.

I have this training. I've been in business X amount. Hopefully you're not saying, because I take discounts and I barter. Please don't say that, okay? No, no, no, no.

That's not what you want to be known for. You don't want to be Wal-Mart, right? So what happens is that most of us, if you cannot answer this question, you cannot package yourself. So what happens is you're probably missing it. See, I can find you.

Like, y'all have superpowers? I mean, superpowers? One of mine, it's kind of crazy. I can go, oh, that's it, that's it, that's it, that's it, that's it. When I message for people, boom, I can just pop it out.

Because most of you have your brilliance in your blind spot. Do y'all know what I mean by that? Like, you're really good at something, but you're like, wait, doesn't everybody know how to do that? And here's my favorite. But it's so easy.

It's so easy. I can't charge for that. Anybody feel that? Okay, or my favorite. Well, my work is a little spiritual, and I work to transform people.

God, I can't charge for that. Or the famous, everybody already knows this. Doesn't everybody already know, you guys got that one? And here's what happens. Anybody, a woman in the room?

Any women on the live cast? I think men, I don't mean to be horribly sexist here, I think men have been given more permission to step up and go, I'm the man. Do women go, I'm the woman? Maybe not. Maybe some of the younger women, but I was raised, I'm old enough to remember June Cleaver, right?

And some of us that are a little over 40 were raised that were like, oh, it's not that big, no, no, it's not me, it's we, right? So sometimes our gender gets in the way of owning our value. And here's what you have to understand. Are you ready? Part of why you're not owning your value is because you're focusing on the transaction versus the transformation.

Say, focusing on the transaction versus the transformation. Now, many of you are into coaching, or hopefully you will be, when you work with these guys. Oh my God, could I? Anybody else get neurotic? I'm the only one, really?

Okay, thank you. Okay, livestream, they're not neurotic. But in the past, I have been that neurotic weirdo that's like, I can't charge, okay, that's a transaction. So when we focus on a coaching package of three months, six hours, 90 days, that's transactional. And guess what, guess where the focus is?

Now, I do a lot with mindset, and there's little things called gremlins. I want you to say this, say, my mind is not my friend. My mind is not my friend. No, really, your mind is not your friend because your mind will go, who do you think you are, really? You're not what, fill in the blank, old enough, smart enough, educated enough, dot, dot, dot.

So when you focus on you, that's when you get, I shouldn't say neurotic, that's an old therapy word. Let's just say goofy. That's when you'll get a little bit goofy, okay? You focus on the transformation. So what's the difference?

Transaction is, hi, I want to coach you, and we're going to work together for six months, and you get recordings of all your calls, and my VA will send you the audios, and that's transactional. And we wonder why we can't sell our services, right? We wonder why we go, ugh. Transformational is what the experience is at the end. So what you do is you map the trajectory.

Here's how I sell. I used to be horrible at selling, but now I love it. It's sacred. I get to serve. When I can enroll somebody, I can serve them.

And here's part of the why. And you all need to know this. This is so critical. There's a trajectory. You have to know if your person does not sign up with you, what's going to happen?

And let's go dark, okay? So in my case, for example, somebody will want business coaching, and they'll say, oh, I'm not sure. Now, here's what I know. They're going to spend a boatload of dollars on the wrong things. Have you ever done that?

Has anybody had an info product they didn't use? Maybe a program that you're like, eh, you couldn't make it work. So what I know is if somebody comes to work with me, they're going to spend the money somewhere. But it might not be the right time for the right things. Raise your hand if you've ever done that.

Yeah, the whole audience. And me. No shame. I also know that it's going to take longer because I specialize in, in addition to the strategy, I specialize in the mindset, getting you clear. And I know if you have blocks, raise your hand if you know you have blocks.

We all do. Take your hands off the keyboard and raise them high because we all have blocks. I know if you do not clear those, it's like pushing boulders uphill. I know the pain because I've done it myself. And I'm like, oh, heck, it took me six years.

I was on the long and slow train. So I know. I know the journey. And I know when somebody doesn't make that investment, what's going to happen? So that's trajectory one.

I want you to think about what's the path if somebody doesn't get this handle. Now, trajectory two is what's going to happen if they do work with you? This takes research. This takes confidence. This takes, yeah, I could deliver that.

That actually does happen. Oh, gosh, I didn't even know. One of my greatest stories, my very first client, very first client, I had done like 50 free sessions. You know, when you start as a coach, she's just like, can I do a discovery call with you? What does that mean even?

But I did like 50. And finally somebody, she shockingly said yes. She hired me, brand-new business coach. After three years, she had built a, she had about a $300,000 business. Now, I thought what I did was help her build her teams.

I thought I helped her with marketing. So I'm feeling pretty good about it. So I said, Diane, what'd you get from working with me? And she said, you know, after working with you, I'm five years ahead of anybody that would have started on the same day. I'm like, oh, I'm raising my rates.

Guess what? I didn't know I did that. So that's what I want you to know. You might be a prayer answered for somebody. But I think what we do, remember, let's say it again.

Your mind is not your friend. Say my mind is not my friend. My mind is not my friend. No way. Because your mind is telling you're not enough.

You haven't done it long enough. Who do you think you are? So we've got to, like, zip the mind. I actually, I used to teach to my clients, like, you know, there's somebody praying for you. And I just was saying that because I really believed that.

And actually, two weeks ago, I was at dinner with somebody, met her, and she said, I've been praying for you for 20 years. I was like, oh, she's just nice. She was praying for my soul or something. She's like, no, seriously, I didn't know somebody like you existed. She had tears in her eyes.

She's like, you're the solution. I didn't even know there was a blend. I'm like, wow, what I said was true. So say, I'm somebody's prayer. I'm an answer to somebody's prayer.

Does that change anything for you? Yeah. It's not just about, cool, you get to raise your rates. When you embody it that way, I don't know about you, but I show up differently. I show up way differently when that's the case.

Okay. So how do you decide what to package? First of all, there's your solution, what you're selling. But then there's the mix of you, say, me. Me.

Right on. Okay. You know, it's really late in the day, so if I don't keep the energy, y'all are just going to be, like, zoning. So we're just, I'm, you know, anyway. Okay.

So there's lots of self-discovery. This is a kind of a messaging. So we talked about packaging, but I didn't feel I could just talk about packaging unless I gave some branding and messaging. Are you cool with that? Yes.

Okay. Perfect. So I'm going to go into that pretty quickly. But you think about, obviously, what your audience wants, but what excites you. How many of us have things, I could sell that to make money.

It's like, eh, what I want for you. You know, my business name right now is Happy in Business. My brand is about being fully self-expressed. So I'm not going to let you sell something or package something that you're like, eh, it's all right. You could buy shoes like, no, you can't buy shoes like that.

You can't even buy shoes like that. I want you to have a business that you love and makes you happy. Are we good with that? Yes. Cool.

Okay. So here's four places to look. And these are really great. This is the self-discovery part of it. The first place is, what have you overcome?

Now, this to me is like a kaleidoscope. When I think of branding and marketing and messaging, this is the kaleidoscope. And when I think about that, now, not every one of these questions is going to go in your marketing and your packaging, but there's going to be something you're going to be like, ah, I like that one. Yeah, because you've heard every speaker as well say, be real, be vulnerable, put more of yourself in. Right?

Okay, so the first one is, what have you overcome and how can that help? That alone could be a whole coaching program. So I know a lot of you are newer coaches or you're going to start in the market. What have you overcome? What have you overcome?

Now, here's what you're going to say. I'm not far enough along. I haven't. And what do we say? Your mind is what?

Not your friend. You've got to be about two steps ahead. So just think about that. When I work with people, when they're like, God, I don't know what I would sell, I very often say things like, tell me your journey. What have you struggled with?

Where have you lost? What in your life has been so pivotal and so powerful that it's changed you? For me, you know, when he introduced me, he said, Jesus is a money mindset mentor. Guess what I've overcome? Problems with money.

Guess what? That gave me the credibility. I went through a bankruptcy. I lost everything. And the blessing of that is I'm over here, so you don't have to.

I'm on the other side of it, so none of my clients have to go through that pain that I did. Now, the first time I told the world that, I was a little like, Really? Really? God, I've got to tell them that. And I did.

And people thought me more credible. That's the crazy part. So the things, usually the places that we're afraid of, the places we're like, oh my gosh, if they think about it, if they know that, they'll love you more. They will be more connected with you. They'll be more loyal with you.

They'll be like, oh, like that woman that was crying saying, I never knew somebody blended business coaching and spiritual principles. I've been waiting for you for 20 years. So what in you are you holding back? Where are you not going? Here's the deal.

Let's get real. I do get a little preachy up here. Are we good with that? Okay, right on. Let's have a little, there we go.

There we go. Wow. Girls got to beg for an applause up here. Okay. The next one is, what would you say is like, I'm sorry, what would somebody in your market say?

That's pretty cool. See, remember, your mind is what? Not your friend. So your mind is going to go, there's nothing about me that's cool. I am boring.

Everybody hates me. No, you're probably not saying that. My point, though, is there's something in you. Remember, the first question is, if there were a hundred of you in the room, a hundred of your competitors, let's, let's take a marketer, right? We got Adam and a hundred other marketers in the room.

And let's say they're all brilliant. They all charge around the same. They get the same results. Would you hire Adam? Cause he's funny as heck.

I would. So, see what we do is we say, well, I don't, I shouldn't really, I want to, you know, my bio, my bio page. I don't want to. Yes, you do. If you come to me as a client, oh, we're going in with your bio and going, okay, let's get you.

Let's get you. Because if there's a hundred of you, here's what happens. A hundred of you in the, your competitors, your market's going, how do I pick? I don't, but if like he hikes and she does karaoke and he adopts dogs, I'll be like, dude, dude, the dude with the dogs, I'm hiring the dog guy. Right?

That's what you have to put in. So be looking at, that's pretty cool. And I want to share with you, this is a, I love this testimonial story. So there's a client, I mean, this was a few years ago. Her name is Jennifer and she was a stager, a home stager.

You know what that is? And she was pretty young at the time. She was like in her twenties. So there was a little bit of, you know, I haven't been in it long enough. Thank God.

And so I was helping her with the marketing and she was going to do a postcard campaign. And so she gives a postcard and says, look at it. And I said, yeah, let's look at your about page. Cause I'm, what I'm going to tell you I'm doing. Right?

So I look at her about page and it was wonk, wonk and be old enough to remember the old peanuts. Wonk, wonk, wonk, wonk. It was boring. So I was talking to her. I said, Jennifer, is there anything like any story of like when you were kindergarten or like you were organizing?

Cause I'm kind of intuitive, crazy person, intuitive. And she goes, I can't believe you knew that. She said, when I was in the first grade, I actually marched into the kindergarten classroom and yelled at them because their shoes were not organized. And I organized all the cubbies. I said, I want you to take that kindergarten picture, put it on your about page.

Just from that one picture and a little changing of the story. She got three new clients. Her business increased 150% and people would call her and say, I chose you because of that picture. So if you're sitting out going, nah, I got nothing. Yes, you do.

You can come to me to find it, but you have stuff that is pretty cool. The next one is what's driving you nuts. For some of us, that's easy to go. Oh, that's driving me nuts. For me, when I was asked this question, what was driving me nuts is that the coaches out there and the marketers out there weren't going deep enough.

They weren't factoring in somebody's values, their heart, their family, their goals. They were selling blueprints. And I'm like, no blueprints. So again, when you ask these questions, they kind of go, oh yeah, that's where I could put that in my packaging. Okay, the next one is, what do you stand for?

What do you want? What do you just go, boom, this is what I want my people to have. Mine, you can tell, what a surprise, freedom. I want people to make money in a way that's aligned with who they are. So, do you understand that?

There's those four questions, and that's how you're going to start. But that's the kind of like, that's the you part of it. Now let's talk about the packaging part of it. Okay, you have to understand your ideal clients. You've heard that, I think they pounded that in today, right?

Okay, what their problems are, there are three levels. It's a level that they'd go, yes. People come to me and say, I want to make more money. That's top of mind. I'm going to talk about that to them.

The next level underneath that is if I say, I think you're not owning your value. They'd be like, you're right. Sort of top of mind, but maybe not. But there's a reason underneath. So that's what I'm also going to speak into.

I might not lead with it. I might not say, you have hidden blocks and you're probably carrying your dead grandmother's energy of poverty. I might not say that in marketing. Maybe I would, because I'm self-expressed. You want to take this and say, OK, my ideal client, I'm going to ask 30 questions.

Like, and then what? And then what? Got it? What are their problems? And what is your solution solving?

Traditional marketing is, my clients are females, 50 to 60, who are women in transition. I want you to dig so deep that you can say, OK, here's my market. Here's their 30 problems, or their main problems. And here's 30 things that my solution does. If you do not know yourself enough, you've got to do more research, because that's critical.

See, most of us go, well, I'm selling coaching. No, you're not. You're not selling coaching. You're not selling massage. You're not selling therapy.

You're not selling acupuncture. You're selling a solution. You've got to articulate that. Got it? OK, in addition to their other problems, what else would they love?

So for me, somebody comes and says, I want to grow my business. I want more money. I'll be like, cool. And do you want to leverage yourself? Oh, yeah, that would be good, too.

And do you want to work on your messaging, so people really understand you? Oh, yeah, that's too. So wherever they, like when I work with acupuncturists, people go, I don't want to have shoulder pain. And then what else? And that's that taking a stand, right?

What else? What else? And then what else? The next one is the format. So if you work with new moms or young moms, you're probably not going to package in hour-long videos, right?

Five minutes, little chunks would be ideal. So you really have to understand, and that would be a great research thing. How would you best consume it? So we got a packaging checklist for you here. OK, so when you package, I want you to have it solve a specific problem.

You're not just selling a 30-day program. You're not selling a gold program or a silver program. Create what it solves. For example, extreme weight loss program, 30 days to get on the track to lose the weight you want. Did you hear that?

So it's kind of like what they want, and then name it. The next one is it's using the language that they use. I always talk to my clients and go, don't use vernacular. Don't use the fun words that we bounce around in our industry. Use what they're saying.

So if you're a target, think about it. They're laying down at night, and they're going, I can't take this another day. What are they saying to themselves? What are they saying to their friends? Or secretly fearing, what's that?

Like Adam talked about, Adam handled that perfectly. That's what you got to use. Next one is your packages should have clearly defined outcomes. I'll tell you the truth. I used to be horrible at creating content, because I'm so like, I don't know.

Let's just coach. What do you want to do? Oh, I got to do an outline? It was really a huge block, because my mind was not my friend either. What I had to learn to do was say, OK, by the end of this program, this is what I'm going to get them.

Now, how do I go about doing that? You all are probably good at that. That was just, I used to be like, I don't know how to do it. Stop it. My mind is not my friend.

OK, you have to also, this is a huge one, give thought to the level of expertise. One of my clients created a program for her. She was doing a marketing for kind of beginners. So she had this 12-week program. She was so excited.

And about week six, they all were revolting, because they were going, but wait, wait, wait, wait, you're telling us to do a blog, but we don't even have a website. And she went, now, sadly, she didn't consult me on this program, but she then had to spend the whole time teaching how to create a website. So you want to think about where people are. Is your program, your services, are they for the beginners? Are they for the people that are kind of in the middle of it?

So if you're going to start here, then you also want to think about, what do they need to have in place before they start your program? And so that's actually another product opportunity. So let's say you're going to, let's say, I'm just going to use this. You're going to do an extreme weight loss, 90 days. Well, maybe you're going to give them a 30-day jump start, where you teach them something else.

Make sense? OK, the next one is, again, it's delivering the way that works for your audience, and there's follow-up emails. Most people are like, yay, I created a product. But do you understand that one product is not the end? Do you understand that?

There's a whole path. So I always strategize like, OK, here's a product, and then what, and then what, and then what? So you need to know the journey. So if you're going to create a product today, what do you offer in November that this product feeds into? These guys are doing a beautiful job of demonstrating that for you.

And then here's different ways. I'm not going to read them all, but there's ways to how to package everything and get your work out in the world. So here's what I want you to do. I've got to wrap up in a minute, but I want you to do this. Decide.

Just decide to start. So who's going to decide? I want to hear a yes. Yes. OK, remember, your mind's not your friend, and so you're just going to decide to start.

Thank you. Thank you. Woo! Woo! Amazing.

Thank you. Who thinks that she did absolutely amazing? Give her a round of applause for her. Thank you. You were awesome.

Thank you. Thank you. Sure. So let's sit down and chat about this for a minute, shall we? Let's do it.

Let me grab my water. Absolutely. OK. Take a sit. Make sure you hydrate.

It's hot up here. It's a little warm up here. You get underneath the studio lights, and it gets super, super warm. Yeah. So we've got about 10 minutes.

If somebody gets to set the timer for us so we can keep on track, that'd be awesome. And so tell me, as you got started packaging your products and services, from the moment that you really figured it out, what do you think has changed for you since you really dialed that in? Yeah. What are the results that you've noticed? Oh, so much better.

So I'm going to talk in my next segment about pricing and funnels and all that kind of stuff, and I'm going to talk a little bit about pricing and what you can do with that. And I'm going to talk a little bit about pricing and what you can do with that. And I'm going to talk a little bit about pricing and what you can do with that. Oh, so much better. So I'm going to talk in my next segment about pricing and funnels and all that kind of stuff.

And I'm going to talk a little bit about pricing and what you can do with that. Oh, so much better. So I'm going to talk in my next segment about pricing and funnels and all that kind of stuff, but I can help a lot more people. Yeah. But I can help a lot more people.

That's the cool part, cuz before you know, most of us start one-on-one. We start one client or one group, and then doing the packaged offers, you can reach millions. Like, that's the cool part. Cuz I have a huge mission to serve. And it's often at a lower price point.

It's a price point that people can step in, they can get to know you. Yeah. So that was great for me. But seriously, I was with a mastermind two years ago, and they're talking about my programs, and I'm like, I don't know how to do content. And they're like, would you shut up?

And I'm like, oh, yeah, that's me being a weirdo. Cuz seriously, I'm the mindset queen, and I'm like, I don't know how to do content. So just know, you're going to bump into that. That's the cool part. And I'm like, I don't know how to do content.

And I'm like, I don't know how to do content. So just know, you're going to bump into that stuff. Yeah. Even us experts have our own stuff around that. It's not that hard.

It's really, it's so simple. I could like, 30 minutes, we could have a product. Amazing. I mean, you'll have high tech. Mine's not high tech.

But I mean, it's not that hard. And so that's what I want you to know, is it's not that hard. We just get like, wonky. A little wonky. A lot of wonky.

We all get, we all get kind of wonky. We get wonky, yeah. Who gets wonky from time to time? It allows you to expand your reach. I think this is, this is super important.

I know for me, and who can tell that she speaks right from the heart? Right? It's like instant. You see her and it's like, oh my gosh. Of course.

She is speaking from her true authentic self. But when we get to the point where we decide that it's time to scale out the message, it's tough. And I think I started to tell this, this a little bit earlier, but I never got there. I remember when I first decided, I've got to reach more people. I knew that I wanted to really take things to the next level.

And so I went out and I booked as many clients as I could in a 24-hour period. We talked about this the other night. We did. And I was like, wonky. Yeah, wonky.

Totally wonky. I booked like 19 clients in a 24-hour period with a minimum of a one-hour appointment. Do the math. Do that math. Yeah, do the math.

Right? 22 and a half hours later, all right, I like stumbled home only to like turn around like three hours later to see another 12 clients. After I did that, I realized there is no way in the world that I can do that long-term. And so if you want to be able to scale out your message, if you are a mission-driven entrepreneur, if you are speaking from the heart and you want to get it out there, that means you got to be able to package it in a way that people want to consume. Absolutely.

What do you think your biggest learnings about packaging have been over the last three or four years? Automate. Automate, automate, automate. I've got a really good team. I think in the old days, I would be like, when I finally figured out that I actually could create content, I would have like little word docs.

Then I would like email all of you. Automate. So it's all automated. I use Infusionsoft and so everything is automated. And also, here's an interesting thing is, you think like, here's a program.

And like how Adam said, they don't even know what they're getting. Right. So I consider when somebody signs up for one of my packages, I don't just go here, I just go like this. You know, I got that heartfelt thing. And so I might send them a handwritten card ahead of time.

I might do a how to use this video. I do, at the beginning of every call, or at the beginning of every program, it's like, here's how to get in the learning center. Here's how to use a Facebook group. And you think like, doesn't everybody know that? But they don't.

And so, so you want to think about the experience that they have with you is not just this, it's how they're held. What happens afterward? Are you like, okay, cool, next? No. I'm like, you're always family.

Come back home. You know what I mean? That's kind of my vibe. Yeah. And so, I think that's a really important piece is how you hold them in the buying journey.

So it's not one package. So when you're selling a product in particular, how do you hug someone while they're buying a product? So there's often a video, a welcome video. A welcome video? I really do.

If it's like there's 20, I did a program, I had 1,200 people sign up, and I got the crazy idea that I was going to write handwritten thank you cards to 1,200 people. I got 400 written. Then I'm like, yeah, no. Ow, ow, ow, ow. You know, and I'm like, I'm like, I'm like, I'm like, I'm like, you know, and I, I, could you send out cards, but no, it must be me.

My assistants are like, will do it. I'm like, no, it's gotta, then I'm like, eh, those other 500 are alright. I don't get them. But if it's a smaller program, I literally do handwritten cards for everybody. On the thank you page there will be a welcome video.

I put people in Facebook groups and just love them up there, so whatever the program or the package is, it also, there's a corresponding Facebook group. And so, there. Who thinks that's pretty cool? A huge, like, a huge hug, right? Thank you.

There's a difference between going into a program and having, like, no interaction and then having the high touch. Right. Even if it's a one to many high touch through video or whatever it might be. Yes. And here's what I would say, you have to know yourself.

I'm kind of an intimacy person, can you tell? I'm always like, you know, I'm really touchy. I'm really, like I was petting Forrest's hair and I'm just really high touch, right? And so, I don't want to run programs that are just like, you know, you buy it and I don't know you. So, any program, any digital program that I run, I also have live Q&A because that fits my need to be involved and touch literally, oh, you have questions and it's not just an FAQ page.

But, you might not want that and that's okay too. It's just knowing who you are and what works best for you. It seems like one of the questions that you're asking every time you connect in any kind of program is how can I connect? Absolutely. How can I connect and I'd love feedback on the mics if we can do something to fix that.

That'd be awesome. But, how do I create this connection? Just knowing that, that actually is helping me rearrange the way I'm thinking about some of the programs that I'm doing. So, that's super awesome. So, I've got some, I don't, right there, right?

So. But be thinking about that because even if it's an info product, you know, you have to ask yourself, am I separate? Because even in your products, your energy comes through. The humanity, the humility. So, it's not just throw up a product and go.

Right. I mean, when I'm sitting back there recording, I'm like, I want to send love to everybody in the live stream. I'm like, that's my vibe. And who feels it? Raise your hand if you feel it.

Thank you. Okay. But you want to infuse your products with whatever your vibe is. Yeah. And so, don't, just because it's digital, you're not separate from it.

Right. I think that's a really nice thing to start saying. So, well, just a question or two more for you. Okay. If you had a brand, brand new person.

Yeah. Because we have a lot of people that are brand new and they're just getting started or they're thinking about, okay, I really want to pursue my passion now. Yes. Yes. What are you going to tell them?

You've got like, okay, super simple. Okay. Your mind's not your friend. So, we're going to go, whatever it was. You know, you know, the dog whisper where he's like, yeah, I think that's enough.

Right. And so, here's what you do. You have somebody interview you. That's a product, possibly. You map out your journey.

You know, I talked about the overcoming. Yep. What, how did you, so you were here and now you're here. How, what was that journey? And most of us are like, I don't know.

I just got there. You got to know. Maybe have somebody interview you how you did that. That's, that's a coaching program. Nice.

Right there. I love, I think it was Rich that said, you know, it's like a 90 day thing. Here's what I say. If you're flying across the country and sitting next to somebody and by the end of the time, they go, you are so cool. Can I hire you?

You're in business. That's all you need. But our, our mind is going to go, but you need a website. You need Twitter followers. No, you don't.

You need to have a way to take payment. If you're going to take a payment, you can be on it. And so, so you could either, you know, like think about if, I know if you're new, you probably have five questions that people always ask you, right? What are the top reasons why you're doing this? What's the product?

You could interview somebody else. So I hope I'm getting like, it's not that hard. Who thinks it's easy? Raise your hand. Okay, awesome.

Isn't she amazing?