WEBVTT NOTE This file was generated by Descript 00:00:00.659 --> 00:00:04.330 Hi, this is Mark Butler and you are listening to a podcast for coaches. 00:00:05.930 --> 00:00:11.379 This is one of those podcast episodes, which is really for one person, but you 00:00:11.380 --> 00:00:17.569 assume and you can trust that if you make a podcast that is for one person, 00:00:17.580 --> 00:00:19.350 it will benefit many other people, 00:00:20.630 --> 00:00:25.020 which is a good reminder for all of us who attempt to publish content in the world. 00:00:25.110 --> 00:00:30.980 If we find ourselves struggling with ideas, or direction for our content. 00:00:31.669 --> 00:00:34.680 Sometimes it's because we're trying to create something for everyone. 00:00:35.820 --> 00:00:39.320 And creating something for everyone is really hard, but creating something 00:00:39.320 --> 00:00:42.009 for one person is much easier. 00:00:42.730 --> 00:00:47.100 And it's very reliable that if you create something that is compelling 00:00:47.100 --> 00:00:50.590 to one person, it will be compelling to many other people because. 00:00:50.965 --> 00:00:56.415 So much of our experience is shared experience, similar experience. 00:00:56.695 --> 00:00:59.015 So anyway, this is an episode for one person. 00:01:00.314 --> 00:01:02.965 She will maybe listen to this and if she does, then she will know that 00:01:02.965 --> 00:01:06.434 it's for her because we just spoke yesterday in my office hours thing 00:01:06.434 --> 00:01:09.084 that I do a couple of times per month. 00:01:10.514 --> 00:01:14.655 The scenario is she told me that she's been publishing her podcast for over 00:01:14.745 --> 00:01:17.505 three years or around three years. 00:01:18.825 --> 00:01:23.605 And after having published 150 plus episodes, she currently 00:01:23.605 --> 00:01:26.635 has one paid coaching client. 00:01:26.645 --> 00:01:29.845 I don't know if that's the only paid coaching client you've ever had, 00:01:31.004 --> 00:01:34.425 but you told me that at this point you have one paid coaching client. 00:01:35.724 --> 00:01:41.940 And you told me that that coaching client is actually not so much the fruit of the 00:01:41.940 --> 00:01:48.809 podcast, it is the fruit of a long term friendship where she saw your evolution 00:01:48.820 --> 00:01:55.149 as a person and wanted what you have. 00:01:55.199 --> 00:01:56.399 And so hired you as a coach, 00:01:58.775 --> 00:02:04.264 which is a beautiful story, a great example of how coaching practices so 00:02:04.264 --> 00:02:10.124 often work and something that you can rely on and can repeat, but that's not 00:02:10.125 --> 00:02:11.295 so much what we're talking about today. 00:02:11.295 --> 00:02:13.105 What we're talking about today is. 00:02:13.800 --> 00:02:17.220 Your podcast, we did talk about this briefly yesterday, but now 00:02:17.220 --> 00:02:18.810 I've had 24 hours to think about it. 00:02:18.820 --> 00:02:22.160 And I think there are so many important lessons for so many other 00:02:22.180 --> 00:02:26.040 coaches who are in a similar boat because in case you don't already 00:02:26.040 --> 00:02:28.859 know this, you are not alone. 00:02:30.129 --> 00:02:34.959 In fact, I know personally. 00:02:35.429 --> 00:02:38.390 a handful of coaches who are in a similar situation. 00:02:39.269 --> 00:02:43.114 And if I know a handful of those personally, That tells me there are 00:02:43.114 --> 00:02:48.334 many, many, many others that I don't know personally who are in the same boat. 00:02:48.994 --> 00:02:52.254 It's an impossibility that I would happen to know the small handful of 00:02:52.255 --> 00:02:55.304 coaches in the world who are trying hard and not getting the results they want. 00:02:55.654 --> 00:02:57.344 Meanwhile, everybody else is crushing. 00:02:57.945 --> 00:02:59.425 Math does not allow for that. 00:03:00.245 --> 00:03:03.925 So you're not alone., I have so much admiration for you and people. 00:03:04.415 --> 00:03:11.594 Like you, who in a very gritty and determined way, continue to invest 00:03:11.604 --> 00:03:20.635 time and energy and emotion above all into their business long after other 00:03:20.635 --> 00:03:25.495 people would have quit because the results aren't coming with the speed 00:03:25.505 --> 00:03:27.385 or in the quantity that you would hope. 00:03:30.124 --> 00:03:33.525 I have more confidence that a person who has that grit and determination 00:03:33.535 --> 00:03:35.455 will figure it out and succeed. 00:03:35.455 --> 00:03:42.955 Than I do in a person who has a lot of apparent natural ability. 00:03:44.100 --> 00:03:51.310 Or a built in network and doesn't have a lot of grit and determination. 00:03:53.950 --> 00:03:59.740 So everything I'm saying to you today, I'm saying, because I believe you are 00:03:59.740 --> 00:04:03.070 going to figure it out and you are going to get the result that you want. 00:04:05.500 --> 00:04:10.100 If I didn't believe that I actually would be very avoidant 00:04:10.110 --> 00:04:11.420 of this whole topic because. 00:04:12.040 --> 00:04:16.320 To be honest, it's upsetting to me if I observe a person and I think, I 00:04:16.320 --> 00:04:17.680 don't think they can figure it out. 00:04:17.700 --> 00:04:18.930 I don't think they're going to make it. 00:04:19.230 --> 00:04:22.730 , I tend to hide from that possibility because I don't like it. 00:04:23.300 --> 00:04:26.029 But in your case, and in the case of people who are working in the way 00:04:26.030 --> 00:04:29.980 that you're working, but not getting the result that they want, I do still 00:04:29.980 --> 00:04:33.240 find it easy to be optimistic about their possibilities because they 00:04:33.240 --> 00:04:34.880 are gritty and determined like you. 00:04:36.395 --> 00:04:41.965 But we, we do need to talk about 150 plus episodes and 00:04:43.175 --> 00:04:46.575 very few or no paying clients. 00:04:48.555 --> 00:04:52.015 As a foundation for this whole conversation, I want to remind you, 00:04:52.025 --> 00:04:56.865 me and everyone else in business, there's no correct or incorrect. 00:04:57.005 --> 00:04:59.295 There's just results and no results. 00:05:00.495 --> 00:05:02.745 So business isn't about knowing the answer. 00:05:03.415 --> 00:05:08.025 Business is about knowing how to continue running experiments until 00:05:08.025 --> 00:05:10.545 we arrive at the result that we want. 00:05:13.000 --> 00:05:14.850 Businesses about better questions. 00:05:14.850 --> 00:05:17.740 It's not about discovering secret answers. 00:05:19.310 --> 00:05:25.340 The issue with me saying there's just results and no results is that too many 00:05:25.340 --> 00:05:31.600 business owners and especially people who don't have a background in a low 00:05:31.600 --> 00:05:35.690 certainty environment like sales or entrepreneurship or self employment. 00:05:37.535 --> 00:05:41.065 They tend to want high certainty in a low certainty environment. 00:05:41.065 --> 00:05:48.145 So high certainty in entrepreneurship, in business, in a coaching practice is money. 00:05:48.475 --> 00:05:50.065 It's the validation that we seek. 00:05:50.085 --> 00:05:51.385 It's the result that we want. 00:05:51.715 --> 00:05:55.005 So we work inside this paradigm. 00:05:55.045 --> 00:05:59.235 I'm going to put effort in and money and time and energy, et cetera. 00:05:59.765 --> 00:06:01.275 And I want money out. 00:06:02.245 --> 00:06:04.165 So effort in money out. 00:06:05.455 --> 00:06:06.945 And of course I want that too. 00:06:09.705 --> 00:06:14.255 The problem is the money is usually the last result to arrive. 00:06:17.665 --> 00:06:22.525 There are results along the way that indicate that we're on the path to money. 00:06:23.995 --> 00:06:28.605 It's those signs of life along the way that tell us that we're headed in a 00:06:28.605 --> 00:06:34.765 direction that probably leads to Money probably leads to the result that we want. 00:06:38.085 --> 00:06:44.625 There are two big dangers To making money the only result that we pay attention to 00:06:46.635 --> 00:06:50.775 the two big dangers are number one That we will quit 00:06:53.195 --> 00:06:55.995 and number two that we won't quit 00:06:57.355 --> 00:06:58.475 Let's talk about each 00:07:00.605 --> 00:07:05.665 if I have not tuned myself to the signs of life that come before money 00:07:06.665 --> 00:07:12.100 Then when the money is not arriving my discouragement May start to grow and 00:07:12.110 --> 00:07:17.630 get to a level where I'm not able to work past the discouragement anymore. 00:07:17.640 --> 00:07:19.340 And so I give up and I quit. 00:07:21.030 --> 00:07:27.740 This is the more common scenario where the obsessive focus on money as a result 00:07:28.210 --> 00:07:32.640 causes people who would have otherwise succeeded to quit because they're not 00:07:32.640 --> 00:07:36.530 recognizing the strong valid signs of life that are already present. 00:07:37.940 --> 00:07:41.370 That would indicate to them that they should keep going, that they're on 00:07:41.370 --> 00:07:44.410 the right path, that they're headed in the direction they need to head. 00:07:45.395 --> 00:07:48.265 And because they don't recognize those signs of life, they quit. 00:07:50.575 --> 00:07:51.345 This is tragic. 00:07:55.965 --> 00:08:01.565 The second one is sneakier, less common, harder to recognize. 00:08:03.710 --> 00:08:08.060 But I think still very painful and it is this, the person who views money 00:08:08.060 --> 00:08:17.070 as the only result, who is not attuned to signs of life, continues to work 00:08:17.120 --> 00:08:19.550 in the absence of those signs of life. 00:08:21.960 --> 00:08:26.220 Because they're saying, if I just keep putting in this effort, the 00:08:26.230 --> 00:08:29.810 money will come, but there are no signs of life indicating that 00:08:29.810 --> 00:08:31.020 they're going in the right direction. 00:08:31.940 --> 00:08:34.530 And the truth is they should stop. 00:08:35.320 --> 00:08:37.259 And I'll talk about what I mean by stop in a second, 00:08:39.299 --> 00:08:42.320 but because of their grit and their determination, and because 00:08:42.330 --> 00:08:47.490 probably the activity itself soothes them in some way, gives them some 00:08:47.490 --> 00:08:49.130 sense of safety and security. 00:08:50.410 --> 00:08:54.280 That disconnects them from the potential discouragement that other 00:08:54.290 --> 00:08:56.420 people feel that causes them to quit. 00:08:58.820 --> 00:09:03.410 They keep going without the signs of life that need to be there. 00:09:05.100 --> 00:09:08.139 And the years can go by without any result. 00:09:10.220 --> 00:09:15.170 And at some point that person is going to finally have to acknowledge 00:09:17.240 --> 00:09:19.870 I'm putting an effort and I've been putting an effort for years, 00:09:19.900 --> 00:09:21.760 but no money is resulting from it. 00:09:22.400 --> 00:09:27.630 So either I have to decide that my compensation came in other ways, Intrinsic 00:09:27.640 --> 00:09:33.490 compensation like my own personal development and the joy of creation 00:09:33.500 --> 00:09:39.530 and these things are valid but if a person was relying heavily on money as 00:09:39.530 --> 00:09:46.400 a result It's going to be much harder for them Years into this effort to 00:09:46.400 --> 00:09:51.110 persuade themselves that the intrinsic benefits were worthwhile on their own. 00:09:53.120 --> 00:09:58.690 It sets them up for this moment of reckoning where they have to 00:09:58.690 --> 00:10:02.330 say, well, what happened here? 00:10:03.540 --> 00:10:07.569 And tragically they very often make that about them and make themselves a failure. 00:10:07.950 --> 00:10:09.420 I'm not as good as other people. 00:10:09.420 --> 00:10:10.890 I must not be good at this. 00:10:11.380 --> 00:10:13.560 I must not be very smart or whatever. 00:10:14.920 --> 00:10:18.190 It can take a crushing toll on their self image. 00:10:18.930 --> 00:10:19.810 And I don't want that. 00:10:21.310 --> 00:10:23.579 I don't want any of that for this person. 00:10:24.580 --> 00:10:27.789 So what I want for everyone, and including you, the person for whom I'm 00:10:27.790 --> 00:10:34.309 making this podcast, is the ability to recognize signs of life or their absence 00:10:35.120 --> 00:10:37.060 and adjust your approach accordingly. 00:10:39.380 --> 00:10:41.220 For the people who are prone to quitting. 00:10:43.170 --> 00:10:44.910 I want them to recognize signs of life. 00:10:44.910 --> 00:10:49.370 So they keep going for the people who are prone not to quit. 00:10:50.020 --> 00:10:53.070 I want them to recognize the absence of signs of life. 00:10:53.380 --> 00:10:56.699 So they course correct, adjust, take a new approach. 00:10:59.220 --> 00:11:05.050 Now, in your case, we've got 150 plus podcast episodes and. 00:11:06.105 --> 00:11:07.445 Unless I'm missing something. 00:11:09.455 --> 00:11:12.545 No paying clients as a result of all that effort. 00:11:14.155 --> 00:11:15.095 So now what? 00:11:16.415 --> 00:11:22.335 Well, first things first, we don't make this a comment on you or your smartness 00:11:22.555 --> 00:11:27.294 or your coolness or your Ability or your capacity or any of that because 00:11:27.305 --> 00:11:31.285 none of those things are true we know that off the bat because human beings 00:11:31.285 --> 00:11:37.945 are inherently good and brilliant and Capable and smart and so are you and so 00:11:37.945 --> 00:11:40.675 are the rest of us We all have it in us. 00:11:40.755 --> 00:11:41.155 Okay. 00:11:41.565 --> 00:11:45.545 So an effort that's not producing results is not in any way a comment 00:11:45.555 --> 00:11:47.195 on our value or our character. 00:11:48.155 --> 00:11:50.735 It's just an effort that's not producing results. 00:11:52.145 --> 00:11:56.865 So instead what I want to direct you to is if you want to keep doing a podcast 00:11:56.885 --> 00:12:00.685 and it's optional, you don't have to, if you want to keep doing a podcast, 00:12:03.645 --> 00:12:07.405 the question becomes, how do I create a podcast? 00:12:08.085 --> 00:12:12.345 Whose episodes are more resonant with the people that I hope to serve. 00:12:14.375 --> 00:12:17.745 And that is a skill and a practice issue. 00:12:18.145 --> 00:12:21.295 And everyone can increase skill through practice. 00:12:22.484 --> 00:12:26.425 It turns out though, it's not just the reps that matter. 00:12:26.900 --> 00:12:29.960 It's the quality of the reps that matter in practice. 00:12:30.630 --> 00:12:35.270 So you have all these amazing reps, they are not yet teaching you what 00:12:35.270 --> 00:12:39.780 you need to know about having those individual podcast episodes resonate 00:12:39.799 --> 00:12:44.889 with an audience such that that audience reaches out to you and says, 00:12:45.689 --> 00:12:47.329 do you have availability for coaching 00:12:50.569 --> 00:12:52.979 with podcasts and with other types of content? 00:12:54.959 --> 00:13:02.259 It is too easy to go into our caves to produce our work, to publish 00:13:02.259 --> 00:13:07.859 it in the world, and then to tell ourselves, I did it, I'm done, I don't 00:13:07.859 --> 00:13:09.039 have to think about that anymore. 00:13:09.899 --> 00:13:16.709 It's too easy to deceive ourselves and say, well, coach XYZ told me that 00:13:16.739 --> 00:13:18.979 if I just show up and do the work. 00:13:19.864 --> 00:13:21.244 That I'll get the results. 00:13:22.714 --> 00:13:25.174 It's a true, but incomplete principle. 00:13:25.494 --> 00:13:30.704 The more complete principle is if I show up and do the work and then 00:13:30.774 --> 00:13:35.694 iterate the way I'm doing that work based on feedback or lack of feedback 00:13:36.384 --> 00:13:40.364 based on results or lack of results, then I eventually will succeed. 00:13:42.424 --> 00:13:46.544 So what I would encourage you to do as a person who wants to podcast is I've 00:13:46.544 --> 00:13:51.624 got to get that podcast out of the cave and I've got to get it into the world. 00:13:53.814 --> 00:13:58.424 I think you'd be wise to continue podcasting, but I would encourage you 00:13:59.584 --> 00:14:05.314 instead of just talking to that microphone and pushing publish, I would figure out 00:14:05.314 --> 00:14:10.494 what you want to say on that podcast, and then I would get it into the. 00:14:11.044 --> 00:14:12.984 hands of people in real life. 00:14:14.014 --> 00:14:16.814 I would invite five people to your house and I would teach the 00:14:16.814 --> 00:14:19.824 principles that I was going to share on that podcast episode. 00:14:20.104 --> 00:14:22.914 And I would watch their faces and their shoulders. 00:14:23.314 --> 00:14:26.804 And I would watch, listen to their tone of voice when they respond to me. 00:14:26.804 --> 00:14:29.574 And I would listen to the questions that they asked me about that content, 00:14:29.595 --> 00:14:31.774 or don't ask me about that content. 00:14:34.624 --> 00:14:39.874 And I would refine the content so that it became more resonant 00:14:41.214 --> 00:14:44.314 because If I've got those people in the room, 00:14:46.634 --> 00:14:52.294 and none of them ever laugh, and none of them ever cry, and none of them ever 00:14:52.294 --> 00:14:58.384 argue with me, and none of them ever ask questions that challenge me, and none of 00:14:58.384 --> 00:15:04.939 them ever sort of gush about what's Oh, this is really transformational for me. 00:15:06.069 --> 00:15:08.689 I had never thought of this this way before. 00:15:09.289 --> 00:15:14.039 If none of those things are happening, then it means there's no resonance. 00:15:16.569 --> 00:15:18.509 The good news and bad news about resonance. 00:15:19.354 --> 00:15:25.014 Is that resonance always produces action, 00:15:26.494 --> 00:15:30.184 not just the action of the consumer of my content asks if 00:15:30.184 --> 00:15:34.374 they can hire me as a coach, but resonance always produces action. 00:15:34.414 --> 00:15:40.494 Even if that action is introspection, if it's conversation with the spouse, 00:15:40.764 --> 00:15:45.834 if it's them sending an email to say, I agree with you or disagree with you. 00:15:47.654 --> 00:15:50.434 Resonance always produces action. 00:15:53.344 --> 00:15:58.354 The bad news is Where there is no resonance, there will be no action. 00:15:59.164 --> 00:16:04.354 So, however much work it is to become the person who can say things and 00:16:04.354 --> 00:16:08.824 do things that produce resonance in the people they're interacting 00:16:08.824 --> 00:16:13.734 with, however much work and time that requires, that is the job. 00:16:14.014 --> 00:16:16.444 There is actually no other job. 00:16:18.724 --> 00:16:20.064 I don't claim it's easy. 00:16:20.344 --> 00:16:22.134 I don't have a course about how to do it. 00:16:22.154 --> 00:16:24.634 I probably never will because I'm not sure I know. 00:16:25.869 --> 00:16:28.299 But where there is resonance, there will be action. 00:16:28.299 --> 00:16:31.539 And where there is no resonance, there will be no action taken. 00:16:33.039 --> 00:16:39.469 So for a person like you, who has been so persistent in doing the thing, 00:16:39.529 --> 00:16:45.049 publishing the podcast episodes, you now know beyond a shadow of a doubt that 00:16:45.059 --> 00:16:50.619 the act of only publishing the podcast episode does not guarantee a particular 00:16:50.619 --> 00:16:54.139 result, but you can build on that habit. 00:16:56.494 --> 00:17:00.824 And you can say, I know that I can trust myself to produce a podcast episode. 00:17:01.744 --> 00:17:07.794 So the next question I'm going to ask , in my journey is, can I trust myself to 00:17:07.804 --> 00:17:12.184 do the hard work of creating resonance, 00:17:13.854 --> 00:17:17.054 Which will require more work per episode for you for a while. 00:17:19.229 --> 00:17:22.549 It will probably mean getting into the offline world. 00:17:22.969 --> 00:17:25.019 It will mean inviting a friend to lunch. 00:17:25.604 --> 00:17:27.964 And saying, I gotta run through these ideas with you. 00:17:28.534 --> 00:17:31.114 And then again, watching their face, watching their shoulders, 00:17:31.114 --> 00:17:32.694 listening to their tone of voice 00:17:35.114 --> 00:17:37.224 and hunting for resonance. 00:17:37.604 --> 00:17:40.494 And then when they start to laugh or they start to cry or they start 00:17:40.494 --> 00:17:46.364 to argue or they start to,, agree, or they start to thank you profusely. 00:17:47.179 --> 00:17:51.789 Then you tell yourself, this is now a podcast episode. 00:17:53.269 --> 00:17:55.659 Will every single podcast episode be like that? 00:17:55.779 --> 00:18:01.519 No, nor does it need to be, but the average needs to increase. 00:18:03.309 --> 00:18:08.699 The very, very good news about this is this is a skill. 00:18:09.979 --> 00:18:11.399 You can develop it. 00:18:12.539 --> 00:18:17.539 It will be like any other skill where it's slow going and hard in the beginning. 00:18:19.449 --> 00:18:22.819 And it becomes easier with time, 00:18:24.209 --> 00:18:28.749 this will feel like stumbling forward in the dark for a while, because if 00:18:28.779 --> 00:18:33.009 I'm in your head at all, you may find yourself saying, well, I don't know 00:18:33.009 --> 00:18:34.149 what that guy's even talking about. 00:18:34.699 --> 00:18:36.869 So, okay, now I've got this podcast episode. 00:18:36.959 --> 00:18:37.819 Is it resonant? 00:18:37.859 --> 00:18:38.589 I don't know. 00:18:39.209 --> 00:18:40.169 What am I supposed to do? 00:18:40.209 --> 00:18:41.579 Do I have permission to publish it? 00:18:41.769 --> 00:18:42.969 Should I not publish it? 00:18:44.109 --> 00:18:45.609 Do I need to go rework it again? 00:18:48.539 --> 00:18:50.599 And I don't have a perfect answer to those questions. 00:18:50.709 --> 00:18:53.319 This is the stumbling forward in the dark part, 00:18:55.139 --> 00:18:57.789 The strong signals you're looking for are emotions in 00:18:57.839 --> 00:18:59.929 others and emotions in yourself. 00:19:01.029 --> 00:19:04.879 There is a scenario where if I'm writing something. 00:19:05.084 --> 00:19:09.034 or I'm saying something into this microphone and it makes me laugh or 00:19:09.044 --> 00:19:12.184 me cry or me angry or me ecstatic. 00:19:12.684 --> 00:19:14.144 That's resonance too. 00:19:16.994 --> 00:19:21.064 We can't be as assured that that will resonate with other people, 00:19:21.464 --> 00:19:23.744 but if it resonates with us, that's a good starting point. 00:19:25.774 --> 00:19:28.144 When in doubt, I would encourage you to go ahead and publish. 00:19:28.834 --> 00:19:34.084 Do not let me complicate your process to the point where you stop being the 00:19:34.084 --> 00:19:36.194 consistent person you've always been. 00:19:38.404 --> 00:19:39.814 That would be a tragedy. 00:19:42.104 --> 00:19:47.904 If this is of use to you, continue to be the consistent person you've always been 00:19:48.164 --> 00:19:58.194 and now work harder on each episode to get some belief that the thing you're saying 00:19:58.784 --> 00:20:01.134 will move people in some emotional way. 00:20:02.904 --> 00:20:07.995 As a final thought, I will tell you this is harder to do in content. 00:20:08.514 --> 00:20:14.104 Then it is to do in conversation, which is why if a person comes to me 00:20:14.104 --> 00:20:17.684 and says, I'd like to have a full and thriving one on one coaching practice, 00:20:19.195 --> 00:20:22.785 I do not tell them the first thing you need to do is create a compelling, 00:20:23.055 --> 00:20:27.345 emotionally resonant podcast because they don't need to do that. 00:20:27.615 --> 00:20:29.275 They never need to do that. 00:20:29.695 --> 00:20:34.155 If that's what they want, I tell them to go get into conversation 00:20:35.644 --> 00:20:41.025 and in those conversations, become a person who asks questions and 00:20:41.025 --> 00:20:49.825 shares ideas in a way that over time, more and more reliably moves 00:20:49.825 --> 00:20:51.555 the other person emotionally. 00:20:54.325 --> 00:21:00.695 It does not take tons and tons of emotionally resonant 00:21:00.725 --> 00:21:05.215 interactions with other human beings to fill a coaching practice. 00:21:09.095 --> 00:21:10.825 So you don't have to podcast. 00:21:11.015 --> 00:21:13.595 None of us has to podcast, 00:21:16.145 --> 00:21:17.064 but we might want to, 00:21:19.274 --> 00:21:22.354 it probably needs to be something like a hundred or two hundred people 00:21:22.364 --> 00:21:24.034 who are really resonating with us. 00:21:25.234 --> 00:21:28.414 Then that can also contribute to keeping our practice full and thriving. 00:21:29.784 --> 00:21:31.164 But it's not necessary. 00:21:33.134 --> 00:21:39.254 The principle is, as coaches, whatever we do, it needs to be in 00:21:39.254 --> 00:21:41.214 pursuit of emotional connection. 00:21:43.864 --> 00:21:48.544 And when it succeeds at emotional connection, then it builds the practice. 00:21:49.104 --> 00:21:51.404 And when it doesn't, it doesn't. 00:21:53.324 --> 00:21:55.004 So I hope you'll keep going. 00:21:55.844 --> 00:21:58.644 I think you're doing great work. 00:21:59.644 --> 00:22:01.264 I think you've transformed yourself. 00:22:01.284 --> 00:22:06.074 You indicated that when we talked yesterday, I think there are 00:22:06.464 --> 00:22:11.214 plenty of clients out there who are ready for you to serve them. 00:22:13.784 --> 00:22:17.434 They need to have an emotionally resonant experience with you so that 00:22:17.434 --> 00:22:21.314 the like and the trust and the desire is there, and then they will hire 00:22:21.314 --> 00:22:22.824 you and then you will serve them. 00:22:23.154 --> 00:22:27.784 And then they will give you referrals and then they will renew coaching with you. 00:22:28.914 --> 00:22:30.124 And you're going to have a great time. 00:22:32.774 --> 00:22:35.104 And with that, I'll talk to you next time.