Sales is Sharing
Ana Red is a professional sales expert with decades of experience in consumer sales. As an award-winning insurance saleswoman, educator, and lifestyle columnist, Ana is passionate about helping Coaches overcome their roadblocks to successful sales so that they can finally work with the soulmate clients of their dreams! Ana is also a bestselling author of "The Secret Art of Selling Insurance" and continues to create valuable resources for professionals looking to improve their sales strategy!
Ana Red and she is an award-winning sales uh trainer and salesperson in her
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field she comes from the field of insurance and other areas and she also
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is an educator she's a writer a columnist an artist an amazing human and
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I can't wait for you to meet her welcome Anna red how are you you I'm well how are you
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congratulations on designing your business thank you I remember when we actually spoke
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about that years ago we were having dinner together and I told you that I
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wanted yes that I wanted you to help me uh design my coaching practice yeah we
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were at oh my God you took me to a restaurant and um oh my God where was it
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they had the and everything was amazing yes it was called
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oh yeah it was yes that was amazing well we're here celebrating you
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now because you you did it you completed it you designed it um you've done sales for a
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long time and so you've seen like the behind the scenes you've seen it in teams You' seen it as individuals and
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you've seen it in coaching so tell us a little bit about your experience with
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sales and why you have a heart for helping coaches really get ramp up in their
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coaching skills yeah one of the most unfortunate things about these amazing
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talented coaches is that they feel that sales are just the word itself
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sale dirty yeah it's dirty yeah and it's not and it's not and I relate because I
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felt the same way me too though I I I totally agree the same way and I
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remember when I was very young and I was married my husband telling me that I
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would be a great salesperson and he should have just slapped me in the
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face you know I was so insulted I wanted to be an
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intellectual I did not want to be a salesperson because I had a very slimy
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disgusting idea of it yeah and then you know I pursued a more
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academic career and I was in education and I got a master's degree in it and I
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was traveling around the country Consulting with all the largest school
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systems and then one day and I was working with educational technology one
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day the CEO of the company I was working for threw he actually he was kind of
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ordinary he threw a sales book at I don't even remember what it was called and he goes I need you in
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sales and you know I I had a very comfortable relationship with him and it
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was you know we went back and forth a bit about it that's very cool yeah but the thing is you know how he
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indoctrinated me he actually sent me out to different parts of the country to
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work with independent sales people okay he knew and that he loved and that he
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had worked with and and in working with them I fell in love with sales yeah what
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was that This Magic Moment what was the magic moment when you did have that
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happen I could tell you for me it was because I was terrified I remember having like sweat like I was sweaty when
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I first my first coach told me to do it right and there was a point where sales
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became in my mind something different than what I thought it was it stop being
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like I for some reason imagine Ed car salesmen like trying to force sale and
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it became like this whole conversation I was like oh my God I actually really love talking to people because a sale
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never happens force it always happens organically if it comes up and I felt like it was more like a conversation and
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I remember saying oh this is fun this is kind of cool so for you what you're
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you're traveling around the world you're traveling world the country oh the country you're traveling around the
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country you're meeting all these salespeople I got overzealous I saw you like Carmen San Diego like going all
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over the place no no but like um you're going all over the country you're meeting on these people at some point
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you fall in love with it could you pinpoint what was that what how did that
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happen actually I can remember the the moment that I fell in love I was working
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I think I don't know almost a whole week with this wonderful African-American outfit in
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Atlanta and they took me all over the city and they shared their culture with
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me they shared their food with me they showed me um historic places where there
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was actually the African sales slavery platforms where they would sell
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slaves and I mean they shared so much of themselves with
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me that and also their entrepreneurship because that was something that always
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appealed to me being an entrepreneur and that's where first of
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all it really sparked a fire about entrepreneurship with me and also they
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show they demonstrated that sales was sharing ooh
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I never even thought of that yeah and that's what they did they sh themselves
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yeah their history their food their culture you know they shared all of it
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with me while I was in exchange sharing my knowledge of educational technology with
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them so it was this give and take that gave me that aha moment that
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this is what sales really is uhuh it's that
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sharing I love that so much who you are and what you are with somebody I totally agree with you
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because as you know I've been doing my our sales I do the sales for the life coach business school and I never
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consider it sales and it does feel like sharing there's a point where the the
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people I'm talking talking to know about as much about me as I know about them
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and it feels so collaborative and at the end of it yes a transaction might happen
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but when we're working together I mean you you even with you it feels like
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you're working with a friend and you're working on a project and the whole entire exchange never felt superficially transactional at all
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right yeah it felt really really good um so I love this I'm a fan of you I'm a
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fan of your work I'm a fan of yeah I'm a fan of your your sales adir
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Society fun fact fun fact yes very S no you know this fact she sold she sold
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Insurance to me I actually still have two plans from the I got on the con I was like you know I have some ideas and
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all of a sudden one thing led to another I don't know what kind of magic you're doing but all of a sudden I'm I'm
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signing contracts and and I still have those I still have right fit it was you
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know and and I truly care and I still sell insurance yeah I truly care about
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the people that I'm dealing with and I get to know them it becomes a very
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nurturing relationship yeah I think so too and I think the and you're up for a
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policy review Mister yes well I I actually renew them every time I still
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have so um I I love that so um look
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she's just like you're I'm her client too that's right um it's so fun but uh I
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I think one of the things that you do especially your your methods um which I only got to see part of some a glimpse
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of what you were doing um is that coaches really will
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like that because coaches and if you're listening you're a coach we tend to be very heart-c centered we tend to be very
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empathic individuals we tend to just have a different way of
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communicating and relating and I think the frame you do sales with in general
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really are going to be something super amazing for these coaches um so if
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you're a coach um I would like them to know more about how they can hear from
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you and get some additional resources from you um how could they do that well they can go to my website Anar
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red.com slf free gift yep and they can download something that I've put together for the
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biggest problem with sales which is facing obstacles usually when you're either you
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don't know how to close or if anybody brings up anything that is an obstacle
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to closing you freeze you just freeze it's like a deer in the headlights like
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what do I do when they say I have to think about it that is the biggest
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obstacle because of course if you're raised to be respectful and somebody tells you I have to think about it it's
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like oh you have to think but what are they gonna think about yeah what are they gonna think about you're the
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expert and there is something what they're saying basically is I'm afraid
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or I don't trust you yeah and and I'm sure anyone who's a
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coach has heard this objection are there any other objections are related to that that you want to share about that are
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well they have to download and read it and download and then they can always subscribe to my newsletter oh very good
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that's good so I'm gonna show you all so you can all see what it looks like give
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me just a second here we disconnected for just a second um let me just screen
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share the window here we go if you would like to have a copy of overcoming I have
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to think about it go to www.Anared.com/freegift
and she'll not only
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talk about as she said this one objection that I think we could all agree we've heard uh especially in the
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beginning of our sales journey and then secondly um all the follow-up that she
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has she has lots of goodies she has a book that she sends out her newsletter is amazing I read it um and it is
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absolutely a gem so thank you for putting this together for audience here today um so if you are a coach and you
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would like to sharpen up increase or just develop for the first time your sales skills depending on where you are
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at you do want an expert helping you with this and Anar red is that person
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she has I don't know Decades of experiences in sales um
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www.anared.com/freegift and get a copy and
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I have it right here on the screen anared.com/freegift
and get a copy of your
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own so congratulations on graduating my friend um I know we talked about it then
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you joined you designed this entire coaching practice and it just it's Chef kiss what you're doing out there um and
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what was that process like because we're friends right and then there are people who are not my friends but what do you
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what was your experience with the whole entire process here at the school well the thing is that I needed a
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process I'm somebody who's very meticulous and and I like a process I
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like you know step one step two step three and that's what you do you break it down and make it something very easy
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to follow I have the expertise I just needed the method to the madness and that's the clarity that you
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offer and then again a little bit about you um you're
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at the end of the day you're a scientist that's how your mind works and that is something that I respond to because I
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come from a family of scientists so you know I mean you yeah it's something that
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we connect with each other because that's that methodology is very real it's very real
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and thank you for saying that sometimes I forget I'm like what what there's a I know right yeah yeah so that's so fun
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and it was a pleasure having you and um one of the things that you exemplify um and everyone at the school
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is that you are already experts you're an expert at what you do um and it is a
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different set of skills to design the business side of things um and so I I
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love that you said that because sometimes people say like they feel bad that they need help with the business side because they're a coach but just
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because you're a good coach coach and you're an expert doesn't default mean it doesn't by default mean that the skills
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to designing the practice might feel easy for you so don't feel bad out there if it feels like you need a step by step
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um I'm glad you said that because I do think a lot of folks feel that sometimes and it's a different skill set and you
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guys are very expert at what you do I there are times when you guys are talking and I'm like this is good
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well the thing is that I was a coach before was called coaching yeah
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right exactly that's a that's an Anthony Robbins thing yeah yeah you know is that
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his name Tony Tony Robbins Tony Robbins Tony Robbins yeah um when I first started
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coaching I was called the business consultant and I actually went to
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people's businesses and set up their technology right and their website was really hard things back in the 90s um I
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did a lot of them yeah but that at that time you were called a business consultant not a
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coach you know so coach is pretty much a newer um title to give people and then
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there are so many different types of coaches yes you know spiritual coaches or personal coaches or you
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knowes right no matter what kind of Coach you are the thing is that you're very specialized you have your Niche and
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you don't NE necessarily have the business skills
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which you offer or sharpen the Sal skills which I offer you know those are
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very different things soot awareness yeah so I love that thank
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you for saying that because I think people do need to hear that some you're not alone out there there are people
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that can help so um I love that so and that's actually a very important part of
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being an entrepreneur and being a business owner owner yeah I mean most coaches are entrepreneurs yeah and if you're going
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to be an entrepreneur it's really and I I'll say it I'm gonna say it uh oh it's
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stupid it's stupid to try to do it all on your own yeah it's it's there's a
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lot yeah there's a lot and I said it okay and then this is live I said what I
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said I said it he said that okay I love it I do agree I think it's I mean I've
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had you you've met many of my past coaches too um and and you've had I've
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seen some of your past coaches as well so we we it becomes like a an interesting Community because we end up
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knowing other coaches as well but for those of you who are starting I did I'm glad that they heard you say that
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because it is very very very true so well congratulations your business grows
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you need an accountant you need a CPA right you're gonna need you have to be busy doing your thing yes it's very very
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true well my friend congratulations on designing your coaching practice if you
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had someone out there who's a life and mindset coach but they're starting they're not the entrepreneur yet or
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anything or maybe they're just getting their feet wet and there's something about their sales that feels really really hard I want you to share some
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final words for them don't be afraid just don't be afraid if you have
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something of value offer it to people and don't be afraid to charge because if
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you don't guess what's going to happen you're going to resent them because and then you're just doing a favor for free
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and free ain't it baby listen you heard it here first energetic exchange you heard it here
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first anared.com/freegift
get your copy of overcoming I have to think about
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it and many other objections that you might here as a in your sales role and
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thank you so much for being here today and congratulations on designing your very own profitable coaching practice
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thank you for your help you're so very welcome all right folks I'm so excited