A lot of people don't know how to take that audience that they've built and really convert

it, which I think is, again, harder if you're a personal brand because then you just

built this relationship with people and now you're going to try to sell them and that

feels uncomfortable.

But also, I think the same problem exists for just a product brand in that, yes, at the

very start, the reason why you're a brand out there is because you have some sort of product.

But you don't know exactly how to pitch people.

You don't want to hit them over and over and over again with the sales pitch.

Instead, you want to do the, to bring up Gary again, the job, job, job right hook, my

value, my value, my value, and then make the ask.

I think people are uncomfortable with the ask.

They don't know exactly how to make the ask and they're afraid that taking a relationship

that they've built off of some kind of emotional connection and then turning it into some kind

of financial transaction is going to just spoil the whole thing.

What do you say?

I say you're lazy.

For me, jab, jab, jab means quantify the reasons, quantify them.

Don't get lazy.

Don't talk in a subjective way of it's going to maybe do this.

You're not ready to stand in front of someone with a 120 value.

What I mean is, I'm giving you $100 and I'm going to ask you for 20 back.

Can you see any reason you want to do that?

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