What is up you guys? Welcome back to FlowState of Mind podcast. So I'm really excited to come at you today with a shorter, very easily digestible episode and just one actually very small tip that I think is going to help your business tremendously. And Jordan and I are going to try to start doing more just little 10, 15 minute

snippets. And we do better if we go solo. So he's not here in the studio with me today.

Because if we go back and forth off of each other, there's just no chance that we're getting

a short podcast in. And I know personally, I like listening to the short ones where I'm like,

give me the advice

let me you know digest it on a dog walk come home implement it and those stick with me rather than

you know a longer one where I'm sitting down really trying to take notes really trying to learn

I might have to listen to one or two times and we're still going to do a lot of those I can't

promise that we're not going to go deep now and then but today's episode should be just an epiphany that you're like, wow,

if I start doing that in my business today, wow, I can't believe I haven't thought of this.

I can't believe I've been missing out. At least that's the feedback that we've gotten from

IFCA students when we talk about this. So how I first kind of got

this idea is I was listening to a podcast from Alex Hormosey and he was talking about the assumed

clothes and when he first learned it learned about it through selling supplements. And he made one tiny

shift. He wasn't having any success selling supplements within his gyms at all because he was

explaining too much about them, making all those typical sales mistakes, right? Talking about a

bunch of stuff people didn't care about. And then when it came down to it, it was like, no,

no thanks. So what he did when he made this shift is he had a customer and it was like a customer that he knew he should be able to close. Like we all know that right. When we're on a sales call, we're really clicking with the individual. You have that moment that's like if I can't sell to this person, I should probably give up because they're my ideal client. It's a personality match. I know they have the money. They check all

the boxes. So he was sitting there with one of these people and he said, okay, I'm just going to try

something different. So he grabs, you know, he walks her through the whole program and he grabs

protein and he just says, do you want chocolate or vanilla with your program? She says, which do you like? And he says chocolate. And she says

chocolate. And then he goes, okay, he grabs the pre-workout and says something like we have raspberry

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