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Steve Werner: Welcome back to grow your impact income and influence the number one show helping you reach millions millions of dollars millions of people.

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Steve Werner: Millions of fun coins in your bank account today i’m joined by an adrenaline junkie who love skiing but she also loves helping you build your business.

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Steve Werner: She was a forest person right around and helicopters did all the cool stuff fighting forest fires became a health coach got bored with that and decided to help people make lots of money in their business kendra how are you doing today.

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Kendra | Business Mentor for Coaches: i’m doing great how are you.

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Steve Werner: Good so you were telling me that you got some fresh powder lines this morning.

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What was that, like.

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Steve Werner: Oh.

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Kendra | Business Mentor for Coaches: i’m very exciting we had it was it was amazing at the beginning of the season, we had crazy snow and then we’ve been in a drought for like six weeks has been really sad, so this morning was a treat and i’m forever grateful.

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Steve Werner: forever were you up like so when it used to snow in vail we would get up at like 5am get coffee like I was, I was first Chair or die like if I wasn’t on the first Chair I was sad that you are not so much.

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Kendra | Business Mentor for Coaches: yeah I call it the shred jewel and we are in line an hour before at least the hill opens we’re always in the first like five six chairs, or you know one to six chairs and yeah I feel like if you’re not there for first year there’s no point so.

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Steve Werner: that’s, that is true, because there really isn’t a powder day.

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Steve Werner: If you’re not up the mountain fast enough if you guys aren’t skiers we’re going to let you in on the inside track if you’re not up the hill.

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Steve Werner: Like at the beginning of the day it gets so tracked out and so busy at the bottom that you’d be better just coming out of like two in the afternoon and getting like, but then you don’t get any powder runs so there’s no point.

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Kendra | Business Mentor for Coaches: Exactly, and we have such a parking issue like because we have a small pretty local hill so like parking is a gong show, and like if you don’t get up there you’re like.

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Kendra | Business Mentor for Coaches: You know parks way down the road, if you can even get parking so I just like to avoid that and just get up there, get rid of at the front and not deal with that.

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Steve Werner: awesome so now that we have talked about skiing and giving you guys the inside scoop which i’m a little bit jealous because I haven’t gotten any runs in this year because i’ve been too busy running around the country doing other stuff.

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Steve Werner: talk to us about how you build a lifestyle, where one you can ski and to you can help people make money, which I know lights you up because you got a big smile on your face so where did all this start for you like.

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Steve Werner: Forest fires flying around and helicopters to becoming a health coach let’s let’s start with that maybe where did this start.

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Kendra | Business Mentor for Coaches: yeah so um I went to university, for I don’t even know what environmental something or other, but I ended up in forestry because I just I like to do outdoors i’ve never had a real job.

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Kendra | Business Mentor for Coaches: Forestry is very seasonal work and kind of summer spring fall, you always have winters off and i’ve been here my whole life, so I never really been interested in doing a career that I hated like always want to do something I love so that’s kind of how I ended up in that.

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Kendra | Business Mentor for Coaches: career and also you travel around a lot you live in different places, you get a lot of time off, you know, sometimes make good money sometimes you don’t it’s kind of all over the place, but.

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Kendra | Business Mentor for Coaches: I was doing that and then, when I moved to the town that i’m in now it’s a super small like ski town.

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Kendra | Business Mentor for Coaches: The first winter, that I was here I got approached by a guy and he was like hey you’re really good skier do you want to be in photos and movies, and I was like.

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Kendra | Business Mentor for Coaches: yeah that sounds amazing so I kind of thought, like you know it’s going to have this very glamorous life of like being this professional skier and like traveling around the world and paid to ski.

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Kendra | Business Mentor for Coaches: But at the end of that winter, I actually tore my acl after jumping off a cliff and which is a ligament and your knee for anyone who doesn’t know and it’s kind of a.

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Kendra | Business Mentor for Coaches: it’s a pretty bad injury for sphere.

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Kendra | Business Mentor for Coaches: And I kind of found myself in this situation, where I lost my identity, because i’ve skied my whole life I used to compete in high school, like, I was very much like my identity was tied up into skiing.

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Kendra | Business Mentor for Coaches: But I also couldn’t work right very physical job you need to have like an acl for essentially you’re hiking around the forest.

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Kendra | Business Mentor for Coaches: people think, for us, we sounds really glamorous but you’re bushwhacking you’re like falling on your face in Florence like it’s not that glamorous okay and firefighting sounds really glamorous but mostly you’re sitting around eating bread, you know it’s not as.

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Kendra | Business Mentor for Coaches: glamorous as you think it is I swear but you know it’s kind of in the situation where I just.

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Kendra | Business Mentor for Coaches: didn’t really know what to do, like I couldn’t work ended up on medical yeah I can ski live in a ski town, it was like very depressing very hard.

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Kendra | Business Mentor for Coaches: You know the recovery is very difficult for an injury like that, and I just didn’t know what to do and I was bored.

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Kendra | Business Mentor for Coaches: So I started blogging and I was really interested in health at the time, and having some of my own health issues, so I started this health blog.

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Kendra | Business Mentor for Coaches: And I wrote an article every day for like a year and a half, because I that’s all I did every day, just like wrote an article research wrote an article and kind of thought, well, I can make money as a blogger.

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Kendra | Business Mentor for Coaches: Well, that was that didn’t work out, I think I made like five bucks from adsense you know I don’t know I just I didn’t know what I was doing.

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Steve Werner: Okay, so I.

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Steve Werner: Sub note that was one of my like 2012 I was like blogging these people are making all this money same thing, like I finally got like that adsense like Ching.

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Steve Werner: Look at it was like 19 cents and I was like this is.

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Steve Werner: Really dawn.

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Kendra | Business Mentor for Coaches: I guess was also this was also 2012 so we were on the same path trying to fit you know.

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Kendra | Business Mentor for Coaches: And some people did it, but it just you know I just didn’t know what I was doing, and so I was just like Okay, this is working and then I was actually listening to a podcast one day, and there was a guy talking about his.

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Kendra | Business Mentor for Coaches: Nutrition certification program and I was like oh my God like I could.

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Kendra | Business Mentor for Coaches: Do that I could become a health coach and I could.

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Kendra | Business Mentor for Coaches: Work online and live.

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Kendra | Business Mentor for Coaches: People wasn’t a lot of career opportunity I didn’t want to move to a city i’m not a city girl.

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Kendra | Business Mentor for Coaches: And so I was like okay i’m going to do this, so I signed up for this program and did that and then graduated and just kind of started a business no business training and no idea what I was doing and just kind of like hack job did together.

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Kendra | Business Mentor for Coaches: Over a few years about the two and a half year mark.

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Kendra | Business Mentor for Coaches: I ended up finally hiring a mentor mentorship is so important because, once I did that I hit six figures super quickly I just needed a bit of guidance right, then a bit of like a strategy and.

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Kendra | Business Mentor for Coaches: kind of flow, because I was literally just consuming every single free thing I could find and then trying every strategy at once, which.

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Kendra | Business Mentor for Coaches: As i’m sure you’re aware.

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Steve Werner: who’s been there.

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Steve Werner: If you’re listening to this maybe you’ve been there and i’m I always tell people like clarity right like.

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Steve Werner: One thing.

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Steve Werner: At a time that’s all you need to do, but I had to learn it myself, too, I think I think everybody does, because we all.

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Steve Werner: get started right.

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we’re like.

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Steve Werner: For the I was having this discussion earlier what’s, the first thing you thought you’re like Oh, I can do that I can blog and.

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Steve Werner: i’ll be a millionaire in like six months that’s going to work and then you’re like oh that didn’t work so i’ll start an online business because that’s going to be easy i’ll build a website i’ll make a course P everybody will buy it.

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Steve Werner: yeah easy.

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Steve Werner: And then it’s like exactly though you get all the free stuff you’re like I need a funnel I need a podcast I need Facebook ads I need I need I need and you get nothing done the.

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Steve Werner: yeah.

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Steve Werner: I mean my to your point I blew through about $45,000 in savings.

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Steve Werner: And then I hired a mentor.

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Steve Werner: Well, first, I found his cassette tape program in the library I use this cassette tapes to build my first event well my first event that was profitable I failed it two events before that.

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Steve Werner: held an event made nine K immediately paid him $29,000 like all the money that I had in the world, but then.

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Steve Werner: That year I hit that year I cleared over 200 like yeah because it’s it and what he literally did was stop doing this stop doing this only focus on this, and this like do this first and then sell people this.

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Steve Werner: And scale and then he believed in me he was a cheerleader on in the weirdest way possible his name’s Dan Kennedy so he’s super grumpy old man, so he wasn’t much of a cheerleader.

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Steve Werner: you’d be like you did it.

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Steve Werner: now get back to work, and that was like praise anyway, so you you started growing you hit six.

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Steve Werner: Figures you’re a health coach you’re starting to do well.

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Steve Werner: What happened, how did How did we end up where we are.

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Kendra | Business Mentor for Coaches: yeah so I you know I because the nutrition certification program like took is called it’s a functional lab program so i’m very like data driven I love numbers I love stats I love information and what I was struggling with with my health.

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Kendra | Business Mentor for Coaches: was very much beyond just diet and exercise right like I at this point, where I was really struggling with chronic fatigue and like insomnia, like, I was eating perfectly like.

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Kendra | Business Mentor for Coaches: Whole foods organic like Paleo like just so immaculate with my diet and lifestyle and I felt like shit.

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Kendra | Business Mentor for Coaches: So that’s why that program really resonated for me, because I was like I need lab testing I need to figure out what was going on and.

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Kendra | Business Mentor for Coaches: That was very valuable for me, but because I ran the labs I attracted a lot of people who are just very chronically sick.

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Kendra | Business Mentor for Coaches: And i’m really grateful to have had the opportunity to support them, and that was amazing but at one point I sort of realized, I was taking on a lot of people symptoms.

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Kendra | Business Mentor for Coaches: Like people would tell me that they had this like rash and then like I would get a rash and like it was super weird I think.

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Kendra | Business Mentor for Coaches: i’ve learned i’m a bit of like an energy sponge and I didn’t have at the time, like energy protection tools, I was taking on a lot of these things and.

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Kendra | Business Mentor for Coaches: Simultaneously, trying to fix my own health and I was chronically sick for seven years, so it was just a lot, you know it was like really like obsessing over my own health and.

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Kendra | Business Mentor for Coaches: trying to figure out like what is wrong with me why can I heal and then also helping other people in their journeys.

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Kendra | Business Mentor for Coaches: And so I think I just got burnt out and I got to the point where I was just like you know, like, I think I need to switch.

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Kendra | Business Mentor for Coaches: And because I had been so successful my business, I had a lot of just like friends and colleagues kind of reaching out and so i’ve been consulting a little bit on the side for.

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Kendra | Business Mentor for Coaches: Business coaching and I just kind of have this realization and I was actually seeing another.

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Kendra | Business Mentor for Coaches: there’s like an influencer that I know who made that transition she went from kind of health coaching to business coaching.

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Kendra | Business Mentor for Coaches: And I was jealous and I was like angry at her, and I was like Why am I feeling all these.

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Kendra | Business Mentor for Coaches: Things in my body right now i’m like i’m so jealous and angry and it sort of helped me realize like oh i’m jealous because I want to be doing that and there’s no reason why I can’t.

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Kendra | Business Mentor for Coaches: So that was 2019 so I made the transition and I specifically help coaches kind of in the health and wellness space, I really truly do understand that industry but yeah That was the it was just kind of like a combination of like burnout and just needing to kind of.

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Kendra | Business Mentor for Coaches: Just like and I literally.

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Kendra | Business Mentor for Coaches: Just like I don’t want to think about this anymore, I want someone to tell me what to do with my help, and I want to tell other people what to do with their health.

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Steve Werner: Nice, so the I mean I think everybody it’s it’s so interesting, we all have moments of transition, where it’s like we’ve done something and we’ve done to the point.

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Steve Werner: That we’re ready to move on, but there’s usually that next step it’s first off like jealousy anger any of that stuff you use it as a queue.

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Steve Werner: So thank you for having self awareness.

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Steve Werner: because so many people are like i’m angry or i’m jealous or I hate that person or whatever right and and really it’s.

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Steve Werner: Just like what does that mean about what’s going on inside of you, and you saw that that allowed you to make the transition, so what let’s talk a little bit about business building, specifically in the health space.

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Steve Werner: Where do you see.

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Steve Werner: A lot of health people struggle, because what what i’ve seen in general business right, I have a lot of kind of coaches healers.

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Steve Werner: Business you type people um there are a couple different verticals but they seem to get like they can usually make about 30 to $40,000 and then they hit a wall, where do you see people getting stuck and what do you see as the block.

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Kendra | Business Mentor for Coaches: yeah, so I think i’m one of the biggest blocks, and I mean I drive people crazy with this, because i’m a broken record but it’s like the niche and the message right.

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Kendra | Business Mentor for Coaches: and health coaches, especially in like health professionals, get really tripped up because they’ve been taught this holistic.

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Kendra | Business Mentor for Coaches: Health model, everything is connected and essentially what you do as a health coach can help anyone with any problem.

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Kendra | Business Mentor for Coaches: But you’re trying to talk to people who’ve been socially conditioned under the medical paradigm, where everything is separate and they’re focused on symptoms.

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Kendra | Business Mentor for Coaches: Right, so what health coaches get out there, they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted they wanted to do when I do when I do when I do when I do.

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Kendra | Business Mentor for Coaches: When I do when I do when I do when I do want to do.

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Kendra | Business Mentor for Coaches: And not just I mean it doesn’t speak to people, because people are like I got actually I got diarrhea.

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Kendra | Business Mentor for Coaches: I got joint pain I got a rash right and so they’re really looking for these specific solutions to specific problems and so that message just doesn’t connect and so they’re essentially like shouting something that people that these people like don’t even hear right.

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Steve Werner: So okay so they’re not they’re not knitting to the symptom is that would get that correct.

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Kendra | Business Mentor for Coaches: yeah like pitching to like a symptom a condition a diagnosis what people are ultimately aware that they have.

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Kendra | Business Mentor for Coaches: Because you know if I have acne and you’re saying like I can help you optimize and balance your health i’m just like what I go to the coach she’s like hey I help women in their 30s with adult acne i’m like that’s my girl or that’s my guy right.

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Steve Werner: So how do you do you recommend that people once they come in, though, do they help them with other things because, how is there a value ladder.

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Steve Werner: built around that like.

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Steve Werner: flesh that out a little bit more, for me, because if i’m trying to make six figures around let’s say adult acne.

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Steve Werner: Are you selling course, are you selling a treatment are you selling something more once they come in, are you selling more diet, how do you how do you help them scale if they niche down to a specific symptom.

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Kendra | Business Mentor for Coaches: Okay, so once they figure out like the problem but also like the person that they help right like I always think of each.

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Kendra | Business Mentor for Coaches: person problem outcome and your person your problem are really important right like it’s going to be your program is going to look different if it’s for like single moms versus like.

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Kendra | Business Mentor for Coaches: single Dudes in their 20s right.

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Kendra | Business Mentor for Coaches: So that’s going to be different now what they end up selling I really think it comes down to the question is, do you need to make money fast, and I think that’s a really good question to ask because.

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Kendra | Business Mentor for Coaches: Most health coaches, not all of them, but most most like new coaches.

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Kendra | Business Mentor for Coaches: Either they’re trying to quit their corporate job or they’ve just decided to go all in on this business and they’re like crap I need to pay my bills so usually money is an issue.

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Kendra | Business Mentor for Coaches: When that’s the case, I always recommend that coaches start with high ticket one on one because you don’t need much infrastructure.

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Kendra | Business Mentor for Coaches: it’s easier to sell you don’t need to get that many clients you don’t need a big audience to sell to.

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Kendra | Business Mentor for Coaches: You could literally make a sale tomorrow because you’re just essentially selling like consulting information coaching right versus like a course a membership a group Program.

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Kendra | Business Mentor for Coaches: You need infrastructure, you need an audience and you need time to optimize and like improve it over time, so I think that whole process can be six months 12 months even more depending on what’s going on.

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Kendra | Business Mentor for Coaches: And so I always in my program where I work with.

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Kendra | Business Mentor for Coaches: coaches, I always recommend like let’s start with high ticket one on one get the foundational pieces in place.

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Kendra | Business Mentor for Coaches: But then you can repurpose that high ticket one on one into something like a program and from there, you can repurpose into a course, I think that.

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Kendra | Business Mentor for Coaches: Really understanding your nation, who they are, and getting that engagement that you get in a one on one program or even a group program ultimately that’s what gives you.

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Kendra | Business Mentor for Coaches: The information, you need to know to be able to do well with selling, of course, and actually get people to complete your course because most people don’t complete courses and I think that’s a problem.

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Steve Werner: Right I I would agree, I think, I think.

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Steve Werner: it’s not that you shouldn’t have a course, but the course should be a supplement to whatever else you are doing, because, in order to get the outcome you’re going to have to.

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Steve Werner: do a little bit more than just the course on the it’s interesting i’ve started giving away almost all my courses for free i’m, not that I have a bunch, but I just I don’t work on selling them I just sell high ticket.

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Steve Werner: Because that works and that I know i’m going to get the outcome, it also attracts the people who are willing to actually put in the work I love that you start there one of my big Aha was in 2013 14 was.

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Steve Werner: don’t mess around with selling low ticket stuff.

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Steve Werner: Yes, people talk about it, you can run ads yada yada yada it’s a whole bunch of work, and if you don’t know.

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Steve Werner: exactly like we all think when we get in the business that we know what somebody wants you don’t know.

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Steve Werner: You don’t know because you haven’t served enough people once you’ve served about i’d say it’s somewhere around the 10 to 15% mark like really serve them and gotten them the result.

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Steve Werner: You have a much different paradigm, and how to talk about their pain points, how to talk about what they do it’s a much different.

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Steve Werner: Much different place and your marketing is going to be way better your blog posts are going to be better your anything that you put out on social is going to be better, and now you have testimonials and case studies.

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Right, I mean that’s yeah.

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Kendra | Business Mentor for Coaches: yeah I totally agree, I think it’s really important because I don’t think people realize like the transition from one to one to one too many it’s a tough one i’ve done it.

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Kendra | Business Mentor for Coaches: So when you try to start at one too many, I think it’s even harder and I don’t think people realize like the volume.

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Kendra | Business Mentor for Coaches: of people in traffic that you need to sell something that’s lower ticket that people don’t realize that, like a good conversion is like 5% on a sales page right.

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Kendra | Business Mentor for Coaches: Like that that’s awesome if you have a 5% conversion rate like you’re doing great, but like that’s not a lot if you only have like 300 people on an email list right.

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Kendra | Business Mentor for Coaches: So I just think like people don’t realize like the volume of people that you need to you know you’re going to either need to have like.

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Kendra | Business Mentor for Coaches: crazy organic traffic, because you know your public influencer style credibility, where you need to send it like a shitload on as an answer, not cheap, especially these days and ads are not easy, especially in 2022 right.

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Steve Werner: Well, the okay so i’m just going to break this down this is something that i’m the one of my mentors had me do every day for a year he had me practice math and conversion because he’s like I want you to understand because.

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Steve Werner: I taught webinars speaking on stage that’s what I did I built live events, but he was like let’s let’s like break down he got a millionaire math, but it was so let’s just do what you said.

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Steve Werner: You have a 300 person email list.

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Steve Werner: let’s say you have a 20% open rate so that means you have 60 people opening your emails if you have a 5% conversion first off 5% conversion is like your God like you’re running it like super good level for even warm traffic most conversions are around like half a percent.

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Steve Werner: Maybe 8% 2% is considered like good you’re dialed in I worked at click funnels for years, and I can tell you 2% is you’re considered like you’re doing really well.

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Steve Werner: So, but let’s just.

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Steve Werner: let’s say you get 2% if you get 2% of 60 people to buy.

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Steve Werner: What is that 2% of 60 so 60 10% would be six so one.

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Kendra | Business Mentor for Coaches: yeah.

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Steve Werner: One person, you may.

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Steve Werner: Have $7 sale.

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Steve Werner: And you’re like, but I can email them again the next day if you, you have to switch up your offers like you’re going to burn through that list and to make $27 the question I always ask people because I I tell people, they should sell high ticket i’m like.

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Steve Werner: Not high ticket.

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Steve Werner: outside of what they can deliver but one on one high ticket coaching for $1,000 a month, what do you need to replace in your income, how many $27 things do you need to sell to do that, and then I walk them through like.

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Steve Werner: Their email list that usually right there shows people.

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Steve Werner: Like I should be selling something that’s more expensive and then people are like but i’ll run Facebook ads i’m like how’s that working.

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Steve Werner: 22 like.

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Steve Werner: Do you even have an ad account anymore.

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Kendra | Business Mentor for Coaches: But the gosh.

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Steve Werner: yeah we could i’m sure we could have a lot of conversations, what I want to know from you a couple questions when you start working with our coach usually what is the first thing that you have to tell them to stop doing.

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Kendra | Business Mentor for Coaches: Training.

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Kendra | Business Mentor for Coaches: For money.

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Steve Werner: Oh, there you go good answer.

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Steve Werner: How do you get them around the main.

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Kendra | Business Mentor for Coaches: Think about like health practitioners and working, I think we have a bit of an overlap.

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Steve Werner: you’re good.

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Kendra | Business Mentor for Coaches: Okay um what coaches see because they typically have pursued alternative health for themselves is they see massage therapists acupuncturist natural class we charge like 100 bucks an hour right.

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Kendra | Business Mentor for Coaches: And so they go for that business model, a lot of times, at least in the nutrition, one of the schools that I did that’s what they told me to do was to charge hourly.

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Kendra | Business Mentor for Coaches: But I feel like what they don’t always take in mind is when you are a licensed health practitioner people’s benefits will pay.

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Kendra | Business Mentor for Coaches: For the cost of that service right like I have extended health benefits.

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Kendra | Business Mentor for Coaches: I can, and i’m in Canada might be different in the States, but I can go see a natural path and get that paid for with my benefits right.

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Kendra | Business Mentor for Coaches: So it’s very easy and i’ve seen that here, because in the town, I live in there’s a lot of there’s like an acupuncture school Michelle such therapy.

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Kendra | Business Mentor for Coaches: I have a lot of massage acupuncture is friends, and it seems like.

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Kendra | Business Mentor for Coaches: About a year they get fully booked because people will just seek them out because their benefits cover costs of their service.

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Kendra | Business Mentor for Coaches: But a lot of coaches, they don’t have that license and so you can’t necessarily rely on that and it’s really hard when you do the math because you’re like okay hundred dollars an hour, I want to make 10 K, a month that’s 100 appointments a month.

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Kendra | Business Mentor for Coaches: you’re like oh okay that’s that’s not bad it’s like 25 hours, like a week, but then it’s like you got a market you got to do all these things like.

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Kendra | Business Mentor for Coaches: You really think you can find 100 clients, a month and you really think that you’re going to get a lot of return customers in that group of people, because there’s no commitment there’s no upfront commitment right they just.

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Kendra | Business Mentor for Coaches: are like sweet i’ll go like tell me what to do with my diet and then you see them again like eight months later i’m like I fell off the wagon and you’re like starting over again, and I mean that’s not very fulfilling for one.

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Kendra | Business Mentor for Coaches: I think it’s a good way to burn out and i’ve seen that in my people, my friends who are licensed like they can burn out quite easily and I actually do have licensed people my program because they’re just like I can’t do this business model anymore right.

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Kendra | Business Mentor for Coaches: That just doesn’t make sense, I tried to do the hourly thing I think it was charging like 75 bucks an hour and it’s just.

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Kendra | Business Mentor for Coaches: you’re like on a hamster wheel of client acquisition and it’s just like you it’s a and you don’t get people results, so I think that’s, the problem is if you’re broke, and your people aren’t getting results and you’ve got into this to help people and you’re not helping anyone.

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Steve Werner: yeah you feel zero fulfillment because you’re you’re like nobody’s getting results and nobody like the reason they’re not coming back if you’re on a health care system you’re going to go back because you’re not paying for it.

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Steve Werner: So you’ll keep going back if you go to physical therapy.

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Steve Werner: you’ll keep going back.

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Steve Werner: When you when you demonstrate acl right, you went back to physical therapy, because you wanted to get better but also you weren’t paying for it, if it had cost like there was a guy know unveil that same thing here like doing tree run.

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Steve Werner: His tree like hit a branch acl gone he stopped going because his insurance stopped paying and he was like I can figure it out, on my own and still to this day, is not healed correctly that was 10.

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Kendra | Business Mentor for Coaches: Years ago.

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Steve Werner: wow but he stopped going because he was like I don’t have I want to say it was like 1500 dollars of visitors something ridiculous.

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Steve Werner: But he just stopped going because he couldn’t afford it, whereas if it would have been paid for, he would have kept going and that’s the.

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Steve Werner: The paradigm that you call it out so clearly is there, people are used to the well I get one hour should cost, you know 100 250 bucks i’ll i’ll build that way and.

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Steve Werner: I actually i’ve helped some traditional therapists.

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Steve Werner: Once a relationship therapist.

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Steve Werner: pivot to having a package.

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Steve Werner: it’s a three month package we’re going to see you 12 times you also get a VIP day like but that works, a whole lot better.

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Steve Werner: Both from acquisition and income wise but also it gets at the end of the day it gets your clients better outcomes Okay, so one thing you would change is stop.

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Steve Werner: The time trade dollars for hours what is one thing that you have them implement like what is one thing that that is a big Aha for them, did you have them start doing.

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Kendra | Business Mentor for Coaches: hmm I would say.

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Kendra | Business Mentor for Coaches: in regards to that it’s like the signature program right and it’s selling an experience versus like time right because.

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Kendra | Business Mentor for Coaches: You will get more return customers and be able to sell a higher quality package or product when it’s an experience.

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Kendra | Business Mentor for Coaches: You know it’s like it’s not just a package of sessions it’s not like oh you just get these sessions, whatever it’s like you come in.

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Kendra | Business Mentor for Coaches: And you are getting education you’re getting support you’re getting accountability you’re getting resources and i’m going to action steps to help you actually integrated implement all of this stuff right and so.

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Kendra | Business Mentor for Coaches: What people get is obviously moving more towards the result that they want, which is like the less acne or less diarrhea or whatever, so I think I agree, I can help myself but they get that, but they also like have this.

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Kendra | Business Mentor for Coaches: Is where the first time in their entire life they’re like wow this person supports me they’ve got my back they’re holding me accountable so it’s not only the result but it’s also just like this deep level of service that they probably haven’t otherwise experienced.

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Steve Werner: that’s I mean that is also true if you go to a normal doctor.

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Steve Werner: Or you go to a normal therapist you see them for your 15 minutes, whatever your time is then you’re out the door and they don’t even remember you have the time when you so where were we, what are we doing last time.

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Steve Werner: um, so I think that that is really, really important last question I have for you this one’s always a fun one what is a piece of advice that you see dispensed all the time in your industry that you just think is complete bs they you just want to like.

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Steve Werner: Call bullshit on what do you what is it, I know you got one, I can tell.

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My.

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Kendra | Business Mentor for Coaches: build a website.

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Steve Werner: Oh that’s.

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Kendra | Business Mentor for Coaches: Good I can eight websites.

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Kendra | Business Mentor for Coaches: they’re terrible, especially for new business owners who have no tech skills like health coaches are tech illiterate, they come in.

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Kendra | Business Mentor for Coaches: They barely know how to turn on the computer like they’re not the most technical people they don’t have usually that background.

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Kendra | Business Mentor for Coaches: And then they’re trying to like build this website with no knowledge of like who they’re trying to serve who they are, as a brand they have no copywriting skills.

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Kendra | Business Mentor for Coaches: They haven’t designed skills and they put together this super shitty website for way too much money that does nothing for them.

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Kendra | Business Mentor for Coaches: I don’t recommend that anyone get a website early on in their business I don’t think it’s necessary I think it’s bullshit I don’t think you need it.

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Kendra | Business Mentor for Coaches: I think eventually there’s a time and a place it’s a tool that can be utilized at some point, but in the first couple years of your business like you really just need to be working on sales and marketing, you need a few like.

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Kendra | Business Mentor for Coaches: Key landing pages like invest in landing page software Fuck the website.

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Steve Werner: that’s a good.

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Steve Werner: i’ll give you my personal story on that, so I started, so I started anyone who’s listening to this before kind of knows I started off, I wanted to hold live events.

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Steve Werner: First, to live events failed their live event was successful I thought it needed a website, I had spent all this time and energy and money building one.

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Steve Werner: And I realized like six months later, I looked at the views and like no views right.

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Steve Werner: i’m sorry, so I took it down and most what I realized was most of my sales were coming from in person meetings either meetings at networking events or meetings from a live event on sometimes through at the time of Facebook group, this is 2014 and on Facebook at all anymore on the.

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Steve Werner: And what I started telling people was all you need is a good scheduler acuity or calland Lee you don’t need to spend a lot of month I mean you could probably do it for free, if you really wanted to.

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Steve Werner: I still to this day, spend 15 bucks a month on acuity it’s all I need.

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Steve Werner: You don’t need anything super fancy so you have your meeting software and a landing page software so click funnels, if you like, click funnels click funnels is great go high level is good.

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Steve Werner: You can use lead pages, you could use shopify you can use anything that basically allows you to put up one page that books people to a scheduler right get a free opt in for a lead magnet a video as a thank you that maybe promos your high ticket, so you can build your email list.

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Steve Werner: And a scheduling link it’s not that hard the.

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Kendra | Business Mentor for Coaches: that’s it.

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Steve Werner: that’s it.

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Steve Werner: that’s that’s the whole business.

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Steve Werner: um.

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Kendra | Business Mentor for Coaches: yeah so I don’t think I don’t think people realize that, like to get traffic just because you have a website doesn’t mean people are going to find it.

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Kendra | Business Mentor for Coaches: And you need someone like doing seo for you, you know, like, I have a website, I have a guy who does seo every week for the past bunch of years and, like we get good.

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Kendra | Business Mentor for Coaches: Organic traction to our blog and podcast stuff and that’s great so there’s a place for it, it can be used as a tool but it’s not necessary, you don’t need it and.

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Kendra | Business Mentor for Coaches: I mean it just the amount of time I watch people stress over their website and change, and I did so like I changed my website, like every week, the amount of time I spent on it, and like no one really ever saw it, and it just it just really doesn’t matter.

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Steve Werner: Well Okay, so if you’re listening to this and you’re like, but it would make me professional, I want to like i’m going to double down on this with you like.

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Steve Werner: People that go to your website, are not going to buy from you right now, if they let’s say you have it linked in your Facebook profile somewhere.

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Steve Werner: And they’re like oh let’s learn more they’re going to click on it they’re going to read a little bit if you have a free opt in they might do it, but what you have done is you’ve put a step between opting in.

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Steve Werner: And like them doing it and their first click it would be better if, in your Facebook profile you just had a outcome based URL so like mine for webinars is death about webinars or we have the story selling webinar and we have.

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Steve Werner: Maximum conversion live events.

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Steve Werner: story based or a URL that has an outcome to it right.

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Steve Werner: they’ll click on it.

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Steve Werner: It takes them directly to a landing page where they can join your email list.

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Steve Werner: That is going to convert 10 times better than a website until.

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Steve Werner: You have income, when I tell people is when you reach the 10 K, a month mark that’s when you build a website, because you can pay somebody to do it.

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Steve Werner: And you can pay for what you had on his seo if you’re not willing.

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Steve Werner: And if you’re an overachiever or if you’re a shiny object person you’d be like I can do this if you’re not willing to write at least three pieces of content, a week a website is also going to be a waste because you’re never going to get eyes on it organically yeah so.

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Kendra | Business Mentor for Coaches: yeah 100% hundred percent.

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Steve Werner: It that’s up fun rabbit hole, I have another question for you, I know that was supposed to be last question but.

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Steve Werner: I would love to hear your thoughts on email.

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Steve Werner: What do you think.

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Kendra | Business Mentor for Coaches: email email marketing.

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Steve Werner: yeah because you’re what we just touched on, if you have a lead magnet that is converting and you start to build a list.

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Steve Werner: Do you see people in the health space use email enough maybe that’s a better question a little bit more targeted.

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Kendra | Business Mentor for Coaches: yeah so I mean, I think, email is critical, all my sales for the most part, are coming from email it’s very.

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Kendra | Business Mentor for Coaches: It happens sometimes it’s very rare that someone buys like directly to my instagram or podcasts to get them on my email.

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Kendra | Business Mentor for Coaches: nurture them first I think email marketing is one of the best investments that you can make it has a huge Roi.

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Kendra | Business Mentor for Coaches: it’s crazy you just need to be utilizing it properly, but definitely like the people come to be like they don’t have an email list.

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Kendra | Business Mentor for Coaches: Right and I need a lot of people who don’t want it it’s a bit technical right there’s some like technical stuff you got to like.

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Kendra | Business Mentor for Coaches: learn how to use the software and like hook it up and do all the things so you know it’s a bit of a process, so I think that scares people, but I have a lot of people who come to me and they’re like trying to sell their group Program.

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Kendra | Business Mentor for Coaches: off of instagram they don’t have an email list and i’m like you that’s not ever going to work.

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Kendra | Business Mentor for Coaches: You know and they’re like Do I really need an email list and like no, you need to email list because you don’t own instagram I think we all remember when was it last year when Facebook and instagram went down for five hours, and everyone lost their shit and went to Twitter.

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Steve Werner: That was a that was one of the funniest.

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Steve Werner: things in the world, I still call that out because it’s.

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Steve Werner: It to me it’s hilarious i’m like you’re one of my mentors well Russell brunson click funnels so.

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Steve Werner: I went around the country selling click funnels from stage for click funnels I was.

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Steve Werner: contracting um I got a little bit of one on one training from Russell but one of the very first things that he has taught in all three of his books and he told me.

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Steve Werner: Live when we were talking is you don’t like you want to own your list, and if it’s on Facebook or instagram or YouTube even YouTube.

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Steve Werner: At the end of the day, if you get the Google slap they can shut down your views all those subscribers that you work so hard for, if you look at this, I actually did in the last three years.

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Steve Werner: Three years ago, if you had somebody who had sub to your channel they saw every time you released a video.

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Steve Werner: Three years ago they changed it so even if you’re subscribed all that means is you show up in their feed.

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Steve Werner: You show up amongst the millions of other videos you have to actually press a button says you wanted doing every time your video goes live.

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Steve Werner: You also can’t make near it’s hard to make a direct offer on YouTube you can do it, but it’s.

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Steve Werner: email 100% if you’re listening to this and you’re like Do I really need an email list a year and a half ago I looked at revenue, we had spent $35,000 on Facebook ads we had I spoke on stages and I have my email list 90% of my sales came through my email list.

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Steve Werner: 100% of my high ticket sales.

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Steve Werner: came from email to book a call to sale yeah some like it when you’re thinking about this in your life, but some of them had to have come from.

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Steve Werner: Facebook, not a single one of them, because I could trace them back.

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Steve Werner: To where they came from the people that bought a ticket from me saw me speak somewhere.

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Steve Werner: So we, I mean I teach public speaking so.

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Steve Werner: I was like whoa we’re cutting out all Facebook ads and how many of you listening to this like hate social media you’re like, if I have to make another engagement post i’m going to shoot myself.

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Steve Werner: I was just like you know what i’m just done with it like i’m not I didn’t like being there to be I like sharing personal stuff I will still share a personal slide once in a while i’ll be like hey I was out skiing or hey I was out surfing or.

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Steve Werner: I do zero business on Facebook anymore one it feels great and to my sales of like I well we more than doubled, this year, even though I was at a really strong point before we doubled through speaking.

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Steve Werner: Surprise that’s what I teach anyway email two thumbs up, it does not.

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Steve Werner: setting it up, I know you said it could be kind of hard.

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Steve Werner: But you can use convert kit mailchimp or.

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Steve Werner: what’s the other one is really easy constant contact any one of those has a video walkthrough that will show you how to hook up your URL and then the key.

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Steve Werner: This is my key I don’t know what you teach people, we could probably geek out about it, I just tell people tell a short story from your life.

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Steve Werner: It doesn’t have to be about health or wellness because it’s more about just getting engagement being in front of them, then in the PS hey if you want better health if you want to stop having diarrhea if you want to.

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Steve Werner: Get rid of your adult acne click here, I can help you because people will buy from people they know like and trust and that doesn’t come through dumping information on them because.

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Steve Werner: Whenever I recommend email people are like I don’t know what to write about to story tell me what you had for breakfast did like the same shit that you will put on Facebook just turn it into an email.

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Steve Werner: that’s it.

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Kendra | Business Mentor for Coaches: yeah repurpose it I love the story like be aware of the lessons that you encounter in your life because.

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Kendra | Business Mentor for Coaches: there’s a lesson it’s probably somehow relevant to your audience I think that’s great but yeah I love that you do so, a public speaking because there really is something about that energetic.

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Kendra | Business Mentor for Coaches: it’s just like without the screen there’s no filter and people just get the essence of your energy and it’s so much easier to sell I often tell my students to start.

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Kendra | Business Mentor for Coaches: To do workshops like live workshops like reach out to crossfit gyms libraries, no food stores whatever and that’s how I got all my first clients I just like started hosting workshops twice a month I would.

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Kendra | Business Mentor for Coaches: Anyone who would take me I would do it, I got clients every time and I knew I didn’t want to do that forever like i’m definitely like I like to hide behind my screen.

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Kendra | Business Mentor for Coaches: I get super nervous with public speaking i’m good at it, but I hate it.

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Kendra | Business Mentor for Coaches: But I just knew I could get clients that way and I did that, for a year and then I was good, you know, and then I had sort of figured out generally like the online world but it’s just yeah there’s just a totally different energy.

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Kendra | Business Mentor for Coaches: So much easier to sell you don’t actually have to be a good public speaker, if you like, because there are people like your energy there in.

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Steve Werner: Okay, so we’re we are going to talk about this a little bit.

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Kendra | Business Mentor for Coaches: So one.

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Steve Werner: You do not have to be a good public speaker to be a good public speaker as silly as it sounds, the more.

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Steve Werner: The more you stumble around the more people will know I can trust you That being said, you do have to put together a presentation that.

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Steve Werner: gets them like you can’t just teach like the mistake, I made and the mistake that I see people make is there, like i’m going to give all the information and people will buy from me.

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Steve Werner: yeah that’s not true, you have to tell tell one good story you’ve heard like six good stories on this podcast like tell the story about why you’re passionate about what you do.

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Steve Werner: And then, this is the only second piece that you need to teach what is the big Aha that gets them from looking over here to looking over here.

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Steve Werner: So for me it’s that engagement is more important than teaching I have stories that show that.

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Steve Werner: If it’s acne like if we’re talking about adult acne it could be diet is the most important thing it’s not about what you put on your face if you can get them to realize that.

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Steve Werner: And they trust you, they will then have a conversation with you about what they should eat it’s like the step that comes before they buy.

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Steve Werner: that’s it so if it’s.

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Steve Werner: Not having diarrhea it can be it’s not about what you eat it’s about your sleeping habits like it’s a big change if you look at the keto diet, it was what was their big switch do I bet you know what’s the big switch to the keto diet.

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Kendra | Business Mentor for Coaches: The big switch.

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Steve Werner: yeah like what’s the thing that’s like you’re looking over here, but where you should really see is over here.

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Like.

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Kendra | Business Mentor for Coaches: From like high carb keto do you mean or like.

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Steve Werner: yeah.

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Steve Werner: Well, I mean like what’s the big Aha.

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Kendra | Business Mentor for Coaches: That call yeah.

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it’s.

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Steve Werner: That one yeah.

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Kendra | Business Mentor for Coaches: that’s yeah exactly.

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Steve Werner: And that everyone’s like really I can have bacon every day and i’ll lose weight.

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Steve Werner: Tell me more about that.

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Steve Werner: So if you have a 30 minute presentation that says why you’re passionate about what you do and then you have.

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Steve Werner: The big twist that gets people’s eyes open people come talk to you and then is the easiest sell because if they like you that’s all it is people think that people buy because of a list of reasons people buy because they, like you, and they trust you.

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Steve Werner: that’s it we all just want us to guide to the outcome that we want.

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Kendra | Business Mentor for Coaches: You know I it’s so important, because I think a lot of coaches.

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Kendra | Business Mentor for Coaches: At least the ones I serve they think people buy because of how smart, they are.

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Kendra | Business Mentor for Coaches: And you know I used to do this to i’d be on a sales call, and I feel like I had to prove myself and i’d be like listen to me i’m just like spouting off all this techno babble and i’m fucking smart and like oh my God.

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Kendra | Business Mentor for Coaches: And they were like always impressed with me, but they never wanted to buy.

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Kendra | Business Mentor for Coaches: You know and it’s probably because I wasn’t speaking their language and like really they’re like oh that’s interesting but they didn’t really care, but um yeah It really is about you buy from people you trust you can have the best program in the world.

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Kendra | Business Mentor for Coaches: In the best price point, but if people don’t trust you, they will never buy it and that’s just like across the board.

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Steve Werner: that’s 100 100% correct kendra this has been an awesome show, I want to challenge you to go do some workshops, because you have great energy.

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Steve Werner: People would like to learn from you, and I mean you live in a ski town, so you can have workshops all day and people love them like it’s something to do just offer some beer like.

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hey.

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Steve Werner: here’s.

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Kendra | Business Mentor for Coaches: Some gluten free beer and really turn them off.

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Steve Werner: There you go um if people want to learn more about you, you have a free masterclass we’re linking down below.

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Steve Werner: Give us the 3060 seconds, what are they going to learn in this masterclass, why should they.

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Kendra | Business Mentor for Coaches: They will learn my entire framework that will help them get from zero clients to six figures Okay, this is what I teach inside my program health coach accelerator, but essentially in the master class, I will give them.

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Kendra | Business Mentor for Coaches: The entire framework with actionable tips.

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Kendra | Business Mentor for Coaches: so that they can go and start implementing some of these things, a lot of people who take this training it’s free but they’re like this is the most valuable freebie i’ve ever had because I literally will give you.

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Kendra | Business Mentor for Coaches: The things that you need to know so that you can take action or, if you want more i’ll tell you how to take a step further.

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Steve Werner: awesome well Thank you so much for sharing the journey and Duncan around with me, this was a great conversation I think there was a lot of good stuff in there, I just want to say thanks for coming on and making up for you were out doing patterns this afternoon or this morning.

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Steve Werner: I will be in the jacuzzi.

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Steve Werner: and relaxing but it said you were here with us, thank you.

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Kendra | Business Mentor for Coaches: No problem I wish I had a jacuzzi and if I was, I may have canceled.

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Steve Werner: awesome.

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Steve Werner: everybody else out there.

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Steve Werner: until next time take action change lives and make money we’ll see you soon.