Side notes for this podcast:
The people you are selling to don’t know what you know.
They don’t know that you are a good person, that you understand what you are talking about, that the testimonials you claim are … really are true – or that you’ll be there for them when things get hard.
They also don’t know whether the results you promise will be true for them, or what it will mean for their lives if they are.
Lastly, they don’t know if a better offer or opportunity will come along tomorrow.
Our job is to patiently, carefully, tell the right story to the right people – not just through our words, but our actions. Again and again and again.