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Thank you, everyone. Hope you guys are having an awesome Sunday. I woke up this morning and I had I had I had one too many

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Somethings. I don't know and so I I wrote a little post in the group. I had no video with it and it already has gotten a

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Tell me comments and likes and so I wanted to talk more about it

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Which is fear monitoring fun fear monitoring

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And the issue that a lot of you guys see in the marketplace

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We were like stop running six-week challenges stop doing this

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People coming off these things are low-quality customers blah blah blah blah blah blah, right?

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Right of course you've heard the stuff

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So you know six-week challenges will kill your business blah blah blah, okay?

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You need to use your brain

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What I mean by that is

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You need to make an offer that converts that is the point that is the entire game

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Right and whether that's a six-week challenge a 42-day a

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28-day a 14-day a seven-day a free workout. It doesn't matter

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Right, it does not matter because at the end of the day

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None of those things will help someone achieve their real long-term goal of having a sustainable weight loss healthy lifestyle

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Etc. It's not going to happen

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So what everyone does is to try and scare you because

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Everyone in the fitness space at least has horrible views around money

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And so they think that in order to make money you must be unethical

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And so what they are doing is they are confirming

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Your fears that are

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Unfounded because you have more views around money. So if you have poor views around money, right? These are your poor views

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I can't make money because I make good person, right? Which means you think I have to stay a good person

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Which means I cannot make money, right? That is your false belief

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If you're listening to this hopefully you've gotten over that

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But if you have it and this is for you all right, and so when you hear a guru tell you that

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Doing xyz is unethical, right? You're like yeah, it's unethical. I'm not going to do that

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Because I'm a good person right and so that of course they sell you some shit. Oh whatever. Let's not let's not get into that

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the point is

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There is nothing illegal about upselling someone and only in the fitness industry is it even

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Something to talk about right like like it's like it's mind-blowing like you go to a restaurant

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They're gonna ask you if you want an advertiser. What's that a fucking upsell?

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They're gonna ask you if you want dessert at the end of your mail. What's that a fucking upsell

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When you go to the movie theater?

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What do you think the popcorn and the soda is an upsell when you go to McDonald's?

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They ask you do you want fries with it?

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What do you think that is a fucking upsell when you go to get your nails done if they ask you want the gels the nice ones

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What's that a fucking upsell right you go to run a car?

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They said you want the minimum insurance package or maximum. Guess what they're both fucking upsells

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Right and so for some reason for some reason in fitness

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We think that if you can't like for some reason you're not allowed to market

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Bring someone in the door and then upsell them into something that's probably better suited for them

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Right the reality is the consumer that is out there has no idea the difference in a dance studio and a crossfit

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Right they have no idea. They don't know the difference

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Okay, they don't know the difference in Keto and Bielio

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They don't know there's been counting calories in a whole 30 and eating clean

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They don't know what any of it means right and so they're coming in with very low levels of education

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And so they're making their best guess which is why the first thing they ask when they

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Enter the door is what's the price because they don't know a better question to ask because they're ill-informed

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And so our job as experts or supposed experts hopefully you're decent at something right is that you can actually inform them

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Of what other options they have so they can get what they really want right

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Sandra you're here you want to lose 40 pounds the 14 day for your child's probably not going to do for you

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What do you think yeah, you're probably right okay? Why have you struggled in the past? Well, I can't stick with things

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Hmm do you think if you had someone helping you stick with things like that might be

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Increased the likelihood that you're actually gonna be successful this time

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Yeah, I think that would help you think maybe some nutrition coaching so that when you go out in the girls in the weekend

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Like you can actually like do this and make it sustainable that would help

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Yeah, I think that would help okay cool. Let's sun you up for that then instead of the 14 day thing because I probably not going to help you up

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Yeah, I guess that makes sense because when I clicked I thought that was going to help me out

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But now that you've explained this to me

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I now understand that this is what's going to help me out more because when I walked in the door

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I didn't know there's been keto and paleo right

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I didn't know the difference. I know there's no need to circuit training and weightlifting right

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I thought weightlifting would make bulky

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Whatever right and so like if you see this stuff that's out there and it's like

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Don't market this way. Don't work that way like

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At the end of the day you need to market things that convert you need to make offers to the marketplace that they are going to click on

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So that they come into the gym all right like I can't tell you to be out of people were like

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I'm so glad I came to your gym and signed up for X because I never would have been exposed to all of this stuff

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Right and so it's it's it's the classic story of the ham and the garlic

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You give them the ham given what they want

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So that you can give them what they need right you get them in the door so that you can actually have a conversation with them

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And have a chance at changing their life right like you don't market

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Hey, you need to count your macros and do resistant training and have programming and

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Learn all these skills you don't market that why because Jenny ain't gonna fucking sign up

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You

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Guys love that you're listening to the podcast if you ever want to have the video version of this

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Which usually has more facts more visuals more graphs, you know drawn out stuff

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Sometimes it can help hit the brain centers in different ways

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You can check on my youtube channel. It's absolutely free to check that out

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If that's what you are into and if not keep enjoying the show

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Like duh you know what I mean and so what happens is as the fitness entrepreneur who has a poor view around money

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You think all of this is unethical right all of this type of marketing anytime I market something

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And then someone comes in and then I dear god upsell them which is as American is apple pie as American is capitalism

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Fundamentally how most business models work is through expansion revenue all right revenue that is not the core offer

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And so you have these viewpoints that are false

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Right and you allow yourself to get taken advantage of because you've thought through it

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so

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So

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If you want to not get taken advantage of

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Market whatever the hell you want

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Market whatever converts because you're grown-ass person. It's your business. Do whatever you want test stuff right like

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Like you're like ah like you're not the you're not this like you don't want to be a six-week challenge gym

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Then don't fucking be a six-week challenge gym find another offer that gets people to click believe it or not

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There's tons of them right there's tons of them. There's a million offers

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Pick one. It doesn't matter right pick one get them to opt in and then dear god maybe sell them something that can actually help them

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Rather than the the actual promotion that they came in for which we both know will probably not help them in the super long term

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If someone does a 14-day trial and they have no other things that get added onto that

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How's that gonna help them right? There's no difference in doing a trial and upselling someone versus just upselling them on the first visit

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It saves you time. It saves them time

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But for some reason it's like we have to wait to do that so that you feel okay about it ethically

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Right, and it's pure just nonsense. It's pure just it's pure

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people

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feeding on

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poor money mindset

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For trainers and fitness professionals, right? It's the I'm a good person and that's the reason I don't make money

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Right and it becomes okay

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Because you're like it's okay because I'd never want to give up my morals right

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That's not giving up your morals. It's just being fucking stupid

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Like like you're not upselling someone is just dumb right that's that's all that is and so um

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Apologies for the passionate this morning. I just like

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It just drives me nuts, right? It's called a straw man argument. All right

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It's going to say like if you market this type of thing your gym is going to become a churn factory

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Guess what? There are tons of gyms who are churn factories and there are tons of gyms who are not churn factories

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And what they market is independent of what they do in their doors

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Crazy

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Oh my god

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There are gyms who work with us who've made millions. There are gyms who work with us who make jack shit same product

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Hmm there are people like your gym who signed up and didn't lose weight

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There are people who signed up at your gym and have transformed their lives forever same gym

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Hmm

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Right

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so

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for you

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Get over all of your

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Like I can't sell people things like all you're doing is presenting them information so they can make an informed decision

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That is best aligned with their goals

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Given their priorities and your job is to clarify their priorities for you because people suck at making decisions

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And so what they do is they indicate interest indicate intention

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They would like to lose weight

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They would be interested in that and that is why they opt in and then it is your job as they fitness professional to help clarify

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What their goals are right if you go to a therapist the first thing I ask you is like what are you trying to get out of this right

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They're trying to clarify your goal. It's help them someone you clarify what you're trying to get out of it

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You clarify the different variables that they have to work with and that you can offer support with

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And then you figure out which package of those things is going to help them get to their goal with the highest likelihood of success

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And then you work backwards from their budget so that you can match the highest likelihood of success with their maximum budget

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Which also increases the likelihood of the person achieving it and increases the longevity of your business

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Making it to the time that they actually can't hit the goal in this way

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Right your business goes under by the time they're supposed to hit the goal then they don't hit the goal

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Right you need to be profitable too

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So um anywho I hope that this maybe

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Gets I don't know maybe tag a trainer. Maybe you have a trainer who has really bad views around money

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And it's like you're only about the money now

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It's like well, how do you think you get it like it's not not money from selling like that's not the money that you get paid right

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like

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So if you have people if you have people in your business who have issues around making money and feel like

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Like money is purely an exchange of value and if you make less of it

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It's because you're not providing it and the reason that you are not providing is because lots of you are afraid of asking to help someone

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Right I can make a whole video on how you always have to ask

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So if people are in the door and

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You do not ask them how you can help them believe it or not they won't give you any money because you didn't make it

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You didn't make them aware of all the things that you have and so simply offering people like which is why I think everyone should have personal training on their price tag

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right like

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I don't offer personal training. It's America everything has a price would you do in personal training if 101 for 10,000 a month?

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Yes, cool then put it on your menu because there will be someone who might take it

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And then you're both better off because they get their personal training and you get $10,000 a month in your pond

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Right, and so like just people with these morals around like selling stuff. It's just like it's insane

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And these morals around around marketing offers that just like comes from just out of nowhere

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Right like there are laws obey them like once you know the rules of the game then play the fucking game

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You know, I mean like businesses a game the best people in business when you hear them talk about it

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They talk about the game because that's what it is

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So um anyways, I hope that

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He's anyone lit up on a Sunday morning

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Money morality fit for his greatest nightmare marker whatever heck you want

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Upsell them because this is American is apple pie as American is capitalism and ultimately helps your customer achieve with

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They actually want which is a long-term outcome and so just give them the option and then let them take it for themselves

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All right, I'm amazing day guys. Hope you keep pushing your goals and just keep it awesome