{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":3.519,"body":"if your palms get sweaty and you like"},{"startTime":0.0,"endTime":3.519,"body":"don't really know what to say and you"},{"startTime":3.519,"endTime":7.073,"body":"feel like you're not saying it right"},{"startTime":3.519,"endTime":7.073,"body":"and, and all of that stuff, usually"},{"startTime":7.073,"endTime":10.447,"body":"it's not a problem of selling, it's"},{"startTime":7.073,"endTime":10.447,"body":"that you're selling without a framework,"},{"startTime":13.327,"endTime":16.657,"body":"Hello my friends, and welcome"},{"startTime":13.327,"endTime":16.657,"body":"back to not another Mindset show."},{"startTime":16.717,"endTime":18.427,"body":"I'm your host, Dr. Casey Joe."},{"startTime":18.457,"endTime":22.207,"body":"My goal with this podcast is to"},{"startTime":18.457,"endTime":22.207,"body":"take the science of mindset and"},{"startTime":22.207,"endTime":25.687,"body":"behavior change and distill it down"},{"startTime":22.207,"endTime":25.687,"body":"into actionable takeaways for you."},{"startTime":25.897,"endTime":30.247,"body":"Together we're gonna unpack research"},{"startTime":25.897,"endTime":30.247,"body":"around motivations, self-sabotage,"},{"startTime":30.247,"endTime":34.297,"body":"willpower, and so much more, and"},{"startTime":30.247,"endTime":34.297,"body":"we're going to take all of that and"},{"startTime":34.297,"endTime":38.497,"body":"translate it into strategies you can"},{"startTime":34.297,"endTime":38.497,"body":"immediately apply to your health."},{"startTime":38.782,"endTime":43.042,"body":"Fitness, relationships, business,"},{"startTime":38.782,"endTime":43.042,"body":"marketing clients, all of the things."},{"startTime":43.222,"endTime":47.572,"body":"But just to be clear, it's not all"},{"startTime":43.222,"endTime":47.572,"body":"serious and sciencey around here."},{"startTime":47.752,"endTime":52.612,"body":"We're gonna have a ton of fun too, and I'm"},{"startTime":47.752,"endTime":52.612,"body":"so excited to share all of this with you."},{"startTime":53.152,"endTime":55.972,"body":"All right, let's go ahead"},{"startTime":53.152,"endTime":55.972,"body":"and get into the episode."},{"startTime":57.59,"endTime":59.89,"body":"Well, welcome back to"},{"startTime":57.59,"endTime":59.89,"body":"Not Another Mindset Show."},{"startTime":59.93,"endTime":66.94,"body":"I have another quick episode for you"},{"startTime":59.93,"endTime":66.94,"body":"today, our second 15-minute framework."},{"startTime":67.79,"endTime":69.02,"body":"Look, Kasey, look at the time."},{"startTime":69.04,"endTime":74.41,"body":"Make sure that you don't turn 15-minute"},{"startTime":69.04,"endTime":74.41,"body":"framework into 50- minute framework, okay?"},{"startTime":75.11,"endTime":82.06,"body":"So we are talking about selling,"},{"startTime":75.11,"endTime":82.06,"body":"kind of like sales psychology today."},{"startTime":82.36,"endTime":87.25,"body":"This is a topic that I bring up on"},{"startTime":82.36,"endTime":87.25,"body":"the podcast pretty regularly, just"},{"startTime":87.25,"endTime":92.16,"body":"like how to take what I talk about"},{"startTime":87.25,"endTime":92.16,"body":"from a mindset, behavior change,"},{"startTime":92.18,"endTime":96.24,"body":"and psychology perspective in your"},{"startTime":92.18,"endTime":96.24,"body":"coaching, and how that translates to"},{"startTime":96.78,"endTime":101.03,"body":"sales and marketing, and knowing that"},{"startTime":96.78,"endTime":101.03,"body":"a lot of you are not just coaches,"},{"startTime":101.03,"endTime":109.71,"body":"but you're also fitness or exercise or"},{"startTime":101.03,"endTime":109.71,"body":"nutrition or whatever business owners."},{"startTime":110.02,"endTime":114.92,"body":"So a lot of you do a"},{"startTime":110.02,"endTime":114.92,"body":"lot of indirect selling."},{"startTime":115.48,"endTime":121.16,"body":"You are showing up consistently"},{"startTime":115.48,"endTime":121.16,"body":"on social media, sharing content,"},{"startTime":122.0,"endTime":124.39,"body":"doing guest podcast episodes."},{"startTime":124.39,"endTime":129.65,"body":"You're building trust, and that long"},{"startTime":124.39,"endTime":129.65,"body":"game works, and it is required, as"},{"startTime":129.65,"endTime":133.3,"body":"much as it can feel like you are"},{"startTime":129.65,"endTime":133.3,"body":"just a slave to an algorithm that"},{"startTime":133.3,"endTime":135.04,"body":"doesn't give you enough attention."},{"startTime":135.28,"endTime":135.87,"body":"I get it."},{"startTime":135.87,"endTime":137.69,"body":"Believe me, I've been"},{"startTime":135.87,"endTime":137.69,"body":"doing this a long time too."},{"startTime":138.195,"endTime":140.145,"body":"I'm literally doing it as we speak."},{"startTime":140.455,"endTime":146.725,"body":"I am selling indirectly by supporting"},{"startTime":140.455,"endTime":146.725,"body":"you and showing you what you can do with"},{"startTime":146.755,"endTime":151.235,"body":"mindset and behavior change and psych"},{"startTime":146.755,"endTime":151.235,"body":"science, and where it can be applied."},{"startTime":151.235,"endTime":156.211,"body":"I'm building the belief in this kind"},{"startTime":151.235,"endTime":156.211,"body":"of work, and hopefully like building"},{"startTime":156.211,"endTime":159.761,"body":"some trust and credibility with you"},{"startTime":156.211,"endTime":159.761,"body":"with every episode that you listen to."},{"startTime":160.061,"endTime":163.321,"body":"But on some point, you"},{"startTime":160.061,"endTime":163.321,"body":"gotta directly sell."},{"startTime":163.641,"endTime":168.871,"body":"You gotta talk about your offer and"},{"startTime":163.641,"endTime":168.871,"body":"sell it directly, whether that's"},{"startTime":168.901,"endTime":175.491,"body":"through a launch or a sale or just"},{"startTime":168.901,"endTime":175.491,"body":"a clear call to action for people."},{"startTime":176.241,"endTime":182.151,"body":"And honestly, that's where I see a"},{"startTime":176.241,"endTime":182.151,"body":"lot of coaches get too vague, or they"},{"startTime":182.151,"endTime":185.335,"body":"freeze, or they don't do it at all."},{"startTime":185.765,"endTime":188.175,"body":"It's like the classic, \"I'm"},{"startTime":185.765,"endTime":188.175,"body":"not signing any clients.\""},{"startTime":188.175,"endTime":190.465,"body":"It's like, well, when was the last"},{"startTime":188.175,"endTime":190.465,"body":"time you directly talked about your"},{"startTime":190.465,"endTime":192.125,"body":"offer and your coaching services?"},{"startTime":192.945,"endTime":195.983,"body":"Um No crickets, no answer."},{"startTime":196.633,"endTime":202.323,"body":"So today I'm gonna walk you through"},{"startTime":196.633,"endTime":202.323,"body":"a simple four-part framework for"},{"startTime":202.333,"endTime":207.92,"body":"selling directly, whether this is a"},{"startTime":202.333,"endTime":207.92,"body":"launch email, it's in your sales page,"},{"startTime":208.36,"endTime":211.956,"body":"might even be like an IG story or a…"},{"startTime":212.266,"endTime":215.176,"body":"It could be a DM conversation"},{"startTime":212.266,"endTime":215.176,"body":"with a prospective client."},{"startTime":215.796,"endTime":216.626,"body":"It can apply here."},{"startTime":217.056,"endTime":220.506,"body":"So it's called the SELL framework."},{"startTime":221.366,"endTime":222.246,"body":"Fits so well, right?"},{"startTime":222.893,"endTime":225.513,"body":"and this is actually something I'm"},{"startTime":222.893,"endTime":225.513,"body":"pulling from the Health Mindset"},{"startTime":225.513,"endTime":227.633,"body":"Coaching Certification business track."},{"startTime":227.923,"endTime":232.743,"body":"This is a mini course add-on for my"},{"startTime":227.923,"endTime":232.743,"body":"students, and it's like a three-part"},{"startTime":233.783,"endTime":237.233,"body":"pretty comprehensive training series,"},{"startTime":233.783,"endTime":237.233,"body":"and this is just one little snippet"},{"startTime":237.233,"endTime":238.113,"body":"that I'm gonna share with you."},{"startTime":238.673,"endTime":244.283,"body":"So if you ever feel scattered or worried"},{"startTime":238.673,"endTime":244.283,"body":"that you're coming off as pushy when"},{"startTime":244.293,"endTime":248.835,"body":"you have to do this kind of like direct"},{"startTime":244.293,"endTime":248.835,"body":"selling, if your palms get sweaty and"},{"startTime":249.115,"endTime":251.315,"body":"you like don't really know what to say"},{"startTime":249.115,"endTime":251.315,"body":"and you feel like you're not saying it"},{"startTime":251.315,"endTime":256.648,"body":"right and, and all of that stuff, usually"},{"startTime":251.315,"endTime":256.648,"body":"it's not a problem of selling, it's"},{"startTime":256.658,"endTime":261.368,"body":"that you're selling without a framework,"},{"startTime":256.658,"endTime":261.368,"body":"and that's where things can break down."},{"startTime":261.368,"endTime":264.228,"body":"Because if you have a framework, then you"},{"startTime":261.368,"endTime":264.228,"body":"have something you can confidently use to"},{"startTime":264.228,"endTime":266.198,"body":"kind of like direct how you're speaking."},{"startTime":266.938,"endTime":272.987,"body":"So with this, you already know"},{"startTime":266.938,"endTime":272.987,"body":"how to indirectly sell, and what"},{"startTime":272.987,"endTime":276.517,"body":"we're talking about is directly"},{"startTime":272.987,"endTime":276.517,"body":"selling with this framework."},{"startTime":277.164,"endTime":280.294,"body":"And is there anything else I"},{"startTime":277.164,"endTime":280.294,"body":"wanna say before I get into this?"},{"startTime":281.118,"endTime":282.328,"body":"Oh, yes."},{"startTime":282.868,"endTime":283.648,"body":"I want you to know."},{"startTime":283.838,"endTime":286.658,"body":"But you should know this, because you"},{"startTime":283.838,"endTime":286.658,"body":"know me well enough at this point."},{"startTime":287.168,"endTime":292.388,"body":"This is not about manipulating people,"},{"startTime":287.168,"endTime":292.388,"body":"convincing people, forcing them to do"},{"startTime":292.388,"endTime":295.828,"body":"something, pressuring them to do something"},{"startTime":292.388,"endTime":295.828,"body":"that they're not a good fit for, they're"},{"startTime":295.828,"endTime":297.308,"body":"not right for, they're not ready for."},{"startTime":297.308,"endTime":299.138,"body":"That's not what we're talking about here."},{"startTime":299.598,"endTime":301.038,"body":"That's not how we do things here."},{"startTime":301.075,"endTime":305.045,"body":"this framework is really about how"},{"startTime":301.075,"endTime":305.045,"body":"to communicate about your offer"},{"startTime":305.085,"endTime":309.785,"body":"effectively, things that you need to keep"},{"startTime":305.085,"endTime":309.785,"body":"in mind, and do so ethically as well."},{"startTime":310.565,"endTime":312.077,"body":"So the SELL framework."},{"startTime":312.497,"endTime":319.207,"body":"We have S for scarcity, E for exchange,"},{"startTime":312.497,"endTime":319.207,"body":"L for livelihood, and L for likeness."},{"startTime":320.537,"endTime":321.227,"body":"Scarcity."},{"startTime":321.247,"endTime":322.417,"body":"You guys have heard this one before."},{"startTime":322.417,"endTime":323.727,"body":"This is not new to you."},{"startTime":324.217,"endTime":328.267,"body":"It's talking about how your offer"},{"startTime":324.217,"endTime":328.267,"body":"is limited, whether that's by"},{"startTime":328.287,"endTime":331.107,"body":"time, by price, by spots available."},{"startTime":332.297,"endTime":333.757,"body":"But it only works if it's real."},{"startTime":334.157,"endTime":337.777,"body":"No fake urgency and scarcity out there."},{"startTime":337.977,"endTime":343.507,"body":"We don't wanna do that because that will"},{"startTime":337.977,"endTime":343.507,"body":"erode trust more than anything else."},{"startTime":343.907,"endTime":348.777,"body":"If you're constantly saying that the price"},{"startTime":343.907,"endTime":348.777,"body":"is going to go up in your coaching and"},{"startTime":348.777,"endTime":351.547,"body":"then it never does, people will notice."},{"startTime":351.557,"endTime":358.267,"body":"If you're constantly having a sale or a"},{"startTime":351.557,"endTime":358.267,"body":"promotion every single month, people are"},{"startTime":358.267,"endTime":362.577,"body":"like, \"Why does she keep discounting her"},{"startTime":358.267,"endTime":362.577,"body":"services every single month?\" And like,"},{"startTime":362.577,"endTime":366.077,"body":"\"What's the big deal if there's just"},{"startTime":362.577,"endTime":366.077,"body":"gonna be another sale the next month?\""},{"startTime":366.758,"endTime":372.668,"body":"So if your offer isn't actually"},{"startTime":366.758,"endTime":372.668,"body":"limited, don't manufacture that."},{"startTime":373.188,"endTime":377.908,"body":"Find a real constraint that"},{"startTime":373.188,"endTime":377.908,"body":"you can use ethically for real."},{"startTime":378.718,"endTime":383.878,"body":"So for instance, HMCC only opens"},{"startTime":378.718,"endTime":383.878,"body":"for enrollment twice per year."},{"startTime":384.598,"endTime":385.818,"body":"That is a real thing."},{"startTime":386.188,"endTime":388.808,"body":"You cannot … Literally, what is it?"},{"startTime":388.808,"endTime":391.999,"body":"It's almost June right now when"},{"startTime":388.808,"endTime":391.999,"body":"I'm recording this episode May,"},{"startTime":392.359,"endTime":398.819,"body":"June, July, you can't get into"},{"startTime":392.359,"endTime":398.819,"body":"HMCC because we only have two live"},{"startTime":398.859,"endTime":401.439,"body":"cohorts that run two times per year."},{"startTime":402.039,"endTime":404.289,"body":"So we of course leverage that."},{"startTime":404.319,"endTime":409.809,"body":"You could also, if you are selling"},{"startTime":404.319,"endTime":409.809,"body":"one-on-one coaching services, maybe think"},{"startTime":409.819,"endTime":415.899,"body":"about how many people can you bring on in"},{"startTime":409.819,"endTime":415.899,"body":"a month that you can comfortably onboard."},{"startTime":416.079,"endTime":417.899,"body":"Maybe that's five new clients per month."},{"startTime":418.249,"endTime":422.279,"body":"So now, it may be something you never"},{"startTime":418.249,"endTime":422.279,"body":"talk about, but the reality is you don't"},{"startTime":422.279,"endTime":424.989,"body":"really-- you would feel overwhelmed"},{"startTime":422.279,"endTime":424.989,"body":"with more than five clients per month."},{"startTime":425.359,"endTime":429.669,"body":"So now it becomes, \"Hey, my"},{"startTime":425.359,"endTime":429.669,"body":"five spots for coaching for the"},{"startTime":429.669,"endTime":431.199,"body":"month of June are available."},{"startTime":432.539,"endTime":433.359,"body":"They will go fast."},{"startTime":434.12,"endTime":435.41,"body":"I've only got five of them."},{"startTime":435.815,"endTime":440.543,"body":"Make sure you get in your application"},{"startTime":435.815,"endTime":440.543,"body":"ASAP.\" So that could work."},{"startTime":441.113,"endTime":445.263,"body":"So I guess another piece of this"},{"startTime":441.113,"endTime":445.263,"body":"too is I want you to know you don't"},{"startTime":445.343,"endTime":447.263,"body":"absolutely need to have this, right?"},{"startTime":447.863,"endTime":452.263,"body":"And if you're really racking your"},{"startTime":447.863,"endTime":452.263,"body":"brain like, \"I don't know how I could"},{"startTime":452.393,"endTime":455.263,"body":"set this up in a way that isn't me"},{"startTime":452.393,"endTime":455.263,"body":"like straight up lying and making"},{"startTime":455.263,"endTime":457.783,"body":"something up,\" you don't need it."},{"startTime":458.853,"endTime":463.423,"body":"However, I will say people, especially"},{"startTime":458.853,"endTime":463.423,"body":"if they're investing in something"},{"startTime":463.433,"endTime":468.383,"body":"that is significant time, money,"},{"startTime":463.433,"endTime":468.383,"body":"effort required, which a lot of"},{"startTime":468.393,"endTime":474.273,"body":"times is coaching, that there's a"},{"startTime":468.393,"endTime":474.273,"body":"lot of hesitation involved with that."},{"startTime":474.323,"endTime":476.213,"body":"There's a lot of weighing"},{"startTime":474.323,"endTime":476.213,"body":"the pros and cons."},{"startTime":476.223,"endTime":476.963,"body":"Should I do it?"},{"startTime":476.963,"endTime":477.643,"body":"No, I shouldn't."},{"startTime":477.643,"endTime":478.773,"body":"Here's a reason why I should."},{"startTime":478.773,"endTime":480.743,"body":"Here's another reason why I shouldn't."},{"startTime":481.253,"endTime":486.733,"body":"So having some form of timeline,"},{"startTime":481.253,"endTime":486.733,"body":"deadline, spot availability, something"},{"startTime":486.733,"endTime":491.903,"body":"like that, just to get people moving"},{"startTime":486.733,"endTime":491.903,"body":"can really, really, really help."},{"startTime":492.143,"endTime":496.126,"body":"So keep that in mind E is for exchange."},{"startTime":496.376,"endTime":501.376,"body":"So we really want to communicate"},{"startTime":496.376,"endTime":501.376,"body":"what people are getting in"},{"startTime":501.376,"endTime":503.146,"body":"exchange for their investment."},{"startTime":503.686,"endTime":508.541,"body":"And most coaches undersell this because"},{"startTime":503.686,"endTime":508.541,"body":"they feel weird, like, listing out"},{"startTime":508.541,"endTime":512.712,"body":"all the features of their offer, all"},{"startTime":508.541,"endTime":512.712,"body":"of the transformation that you can"},{"startTime":512.722,"endTime":515.712,"body":"actually get from working with me."},{"startTime":516.252,"endTime":521.522,"body":"But your prospective clients cannot"},{"startTime":516.252,"endTime":521.522,"body":"value and see the value in something"},{"startTime":521.522,"endTime":525.062,"body":"if it doesn't exist, if you don't talk"},{"startTime":521.522,"endTime":525.062,"body":"about that value, if you don't talk about"},{"startTime":525.062,"endTime":529.685,"body":"what they're really getting in exchange"},{"startTime":525.062,"endTime":529.685,"body":"They're handing you dollars, literally."},{"startTime":529.703,"endTime":533.666,"body":"they're handing you time, and"},{"startTime":529.703,"endTime":533.666,"body":"effort, and commitment, and trust."},{"startTime":534.596,"endTime":535.916,"body":"Don't take that lightly."},{"startTime":536.386,"endTime":540.436,"body":"Talk about what that exchange looks"},{"startTime":536.386,"endTime":540.436,"body":"like, and understand, validate"},{"startTime":540.446,"endTime":544.986,"body":"that you know that they're giving"},{"startTime":540.446,"endTime":544.986,"body":"you something too, clearly."},{"startTime":545.651,"endTime":548.011,"body":"So make it clear, specific, tangible."},{"startTime":548.341,"endTime":554.377,"body":"Not just vague outcomes like lose 10"},{"startTime":548.341,"endTime":554.377,"body":"pounds, but actual deliverables and"},{"startTime":554.407,"endTime":557.227,"body":"what those deliverables make possible."},{"startTime":557.665,"endTime":559.215,"body":"And that point is really important."},{"startTime":559.245,"endTime":562.155,"body":"I don't wanna just see you"},{"startTime":559.245,"endTime":562.155,"body":"get a weekly check-in with me."},{"startTime":562.835,"endTime":563.505,"body":"Who cares?"},{"startTime":563.795,"endTime":564.535,"body":"So what?"},{"startTime":565.545,"endTime":567.895,"body":"What does that actually give them?"},{"startTime":568.765,"endTime":572.505,"body":"I know you see the value in it because"},{"startTime":568.765,"endTime":572.505,"body":"you know what it means from your"},{"startTime":572.505,"endTime":577.355,"body":"time and effort and your perspective"},{"startTime":572.505,"endTime":577.355,"body":"to do a weekly check-in, and you"},{"startTime":577.365,"endTime":582.075,"body":"know what you give clients in those"},{"startTime":577.365,"endTime":582.075,"body":"check-ins, but they don't, and that's"},{"startTime":582.075,"endTime":587.911,"body":"a feature that most coaches offer, so"},{"startTime":582.075,"endTime":587.911,"body":"how is what you're giving in exchange"},{"startTime":588.081,"endTime":590.831,"body":"something better, more effective?"},{"startTime":591.855,"endTime":595.775,"body":"This also includes things"},{"startTime":591.855,"endTime":595.775,"body":"like freebies or lead magnets."},{"startTime":596.025,"endTime":597.205,"body":"That's an exchange."},{"startTime":597.405,"endTime":599.665,"body":"Like, here's a free thing"},{"startTime":597.405,"endTime":599.665,"body":"that I'm giving you."},{"startTime":600.171,"endTime":604.899,"body":"But you also have to think about when"},{"startTime":600.171,"endTime":604.899,"body":"you're giving things like this, I"},{"startTime":604.899,"endTime":609.17,"body":"mean, it's even like podcast episodes"},{"startTime":604.899,"endTime":609.17,"body":"or your Instagram content, Does that"},{"startTime":609.17,"endTime":614.78,"body":"actually set them up for the next"},{"startTime":609.17,"endTime":614.78,"body":"exchange, being when you directly sell?"},{"startTime":615.616,"endTime":620.366,"body":"Does it make it clear that the"},{"startTime":615.616,"endTime":620.366,"body":"clear next step is your coaching"},{"startTime":621.677,"endTime":623.177,"body":"All right, L is for livelihood."},{"startTime":624.067,"endTime":630.147,"body":"How your offer affects their"},{"startTime":624.067,"endTime":630.147,"body":"life emotionally, practically."},{"startTime":630.603,"endTime":632.823,"body":"We're talking about their livelihood here."},{"startTime":633.206,"endTime":638.836,"body":"So this is kind of tying into what I"},{"startTime":633.206,"endTime":638.836,"body":"said previously about just, like, listing"},{"startTime":638.836,"endTime":642.806,"body":"off the features and all of the benefits"},{"startTime":638.836,"endTime":642.806,"body":"that you get from a coaching program."},{"startTime":643.196,"endTime":644.756,"body":"But don't just list."},{"startTime":645.256,"endTime":648.336,"body":"You want to make it clear what"},{"startTime":645.256,"endTime":648.336,"body":"the transformation looks like."},{"startTime":648.861,"endTime":651.231,"body":"what can they expect"},{"startTime":648.861,"endTime":651.231,"body":"in the next six months?"},{"startTime":651.301,"endTime":652.371,"body":"Paint the picture."},{"startTime":652.381,"endTime":653.611,"body":"Future pace them."},{"startTime":654.041,"endTime":659.971,"body":"Help them see how this really is"},{"startTime":654.041,"endTime":659.971,"body":"going to impact their life, not"},{"startTime":659.971,"endTime":664.241,"body":"just, \"You get a weekly check-in with"},{"startTime":659.971,"endTime":664.241,"body":"me and a personalized macro plan.\""},{"startTime":665.019,"endTime":667.179,"body":"We know that those things"},{"startTime":665.019,"endTime":667.179,"body":"could change their lives."},{"startTime":667.731,"endTime":669.251,"body":"They don't necessarily."},{"startTime":669.961,"endTime":674.818,"body":"And the truth is, too, that information"},{"startTime":669.961,"endTime":674.818,"body":"alone no longer is a selling point."},{"startTime":675.748,"endTime":678.978,"body":"We've got a whole resource"},{"startTime":675.748,"endTime":678.978,"body":"portal t- with tons of PDFs"},{"startTime":678.988,"endTime":681.388,"body":"for you, so you're never lost."},{"startTime":681.916,"endTime":686.376,"body":"Yeah, 'cause I could just go to ChatGPT"},{"startTime":681.916,"endTime":686.376,"body":"and be like, \"I'm going on vacation."},{"startTime":686.386,"endTime":687.566,"body":"Here are my macros."},{"startTime":687.986,"endTime":690.966,"body":"I would like to stay within"},{"startTime":687.986,"endTime":690.966,"body":"2 to 300 calories of that."},{"startTime":691.136,"endTime":693.356,"body":"I would like to have"},{"startTime":691.136,"endTime":693.356,"body":"some alcoholic beverages."},{"startTime":694.426,"endTime":699.789,"body":"Can you write me a strategy plan for"},{"startTime":694.426,"endTime":699.789,"body":"my three days in Mexico to make all of"},{"startTime":699.789,"endTime":702.389,"body":"that work?\" And ChatGPT will do that."},{"startTime":702.979,"endTime":706.269,"body":"They don't need your how to go on"},{"startTime":702.979,"endTime":706.269,"body":"vacation and stay on track PDF."},{"startTime":707.349,"endTime":713.653,"body":"So just gatekeeping a bunch of information"},{"startTime":707.349,"endTime":713.653,"body":"is, is not the way to do it in 2026."},{"startTime":713.693,"endTime":720.263,"body":"There's information, like, ridiculously"},{"startTime":713.693,"endTime":720.263,"body":"available to everyone, and especially in"},{"startTime":720.263,"endTime":721.433,"body":"the health and fitness coaching space."},{"startTime":721.473,"endTime":724.096,"body":"I mean, I could go on a full tangent"},{"startTime":721.473,"endTime":724.096,"body":"here, but I'm not allowed to 'cause"},{"startTime":724.096,"endTime":725.496,"body":"this is a 15-minute framework, Kasey."},{"startTime":725.813,"endTime":729.363,"body":"Yeah, with AI, ChatGPT, all of this"},{"startTime":725.813,"endTime":729.363,"body":"stuff, they can get a macro plan."},{"startTime":731.283,"endTime":732.383,"body":"You can do better than that."},{"startTime":733.133,"endTime":736.26,"body":"Showcase how you can actually"},{"startTime":733.133,"endTime":736.26,"body":"give them an experience."},{"startTime":737.4,"endTime":740.63,"body":"Show them the transformation"},{"startTime":737.4,"endTime":740.63,"body":"that their life is about to have,"},{"startTime":741.52,"endTime":743.17,"body":"because ChatGPT can't do that."},{"startTime":743.915,"endTime":746.485,"body":"Last L is likeness."},{"startTime":747.505,"endTime":753.835,"body":"This is really about making the right"},{"startTime":747.505,"endTime":753.835,"body":"person feel like this is made specifically"},{"startTime":754.155,"endTime":761.265,"body":"for them And also, on the flip side, the"},{"startTime":754.155,"endTime":761.265,"body":"person who's not a right fit, they should"},{"startTime":761.275,"endTime":763.835,"body":"be able to pretty easily self-select out."},{"startTime":763.845,"endTime":766.705,"body":"You want to be filtering"},{"startTime":763.845,"endTime":766.705,"body":"using your messaging."},{"startTime":767.625,"endTime":772.755,"body":"So similarity is really one of the"},{"startTime":767.625,"endTime":772.755,"body":"most powerful elements of social proof."},{"startTime":773.175,"endTime":777.795,"body":"So just posting a smattering of before"},{"startTime":773.175,"endTime":777.795,"body":"and after photos and testimonials,"},{"startTime":778.175,"endTime":779.885,"body":"great if you have a ton of them."},{"startTime":780.585,"endTime":784.015,"body":"Not great from this like filtering"},{"startTime":780.585,"endTime":784.015,"body":"perspective and finding the right people."},{"startTime":784.255,"endTime":789.411,"body":"You really want your ideal client,"},{"startTime":784.255,"endTime":789.411,"body":"that specific person with that specific"},{"startTime":789.411,"endTime":794.311,"body":"problem, to read a testimonial, to"},{"startTime":789.411,"endTime":794.311,"body":"see a client case study transformation"},{"startTime":794.311,"endTime":798.839,"body":"and go, \"Oh my God, that person's"},{"startTime":794.311,"endTime":798.839,"body":"just like me So that must mean"},{"startTime":798.839,"endTime":800.409,"body":"that this coach can help me."},{"startTime":800.909,"endTime":802.509,"body":"That's what you want them to feel."},{"startTime":803.431,"endTime":808.41,"body":"I think also with the likeness, it's like"},{"startTime":803.431,"endTime":808.41,"body":"how much they feel connected to you and"},{"startTime":808.41,"endTime":811.5,"body":"feel like that they would like belong"},{"startTime":808.41,"endTime":811.5,"body":"in the coaching relationship with you."},{"startTime":812.07,"endTime":818.62,"body":"And this is where your authenticity,"},{"startTime":812.07,"endTime":818.62,"body":"your who you are comes out, how you"},{"startTime":818.62,"endTime":823.42,"body":"speak, how you say things, how you"},{"startTime":818.62,"endTime":823.42,"body":"talk about things, not just like"},{"startTime":823.54,"endTime":825.75,"body":"run-of-the-mill information again."},{"startTime":826.32,"endTime":831.62,"body":"I can tell you things that make me feel"},{"startTime":826.32,"endTime":831.62,"body":"good about myself . So I have students"},{"startTime":831.63,"endTime":835.61,"body":"all the time who come to our live"},{"startTime":831.63,"endTime":835.61,"body":"discussion calls that we have every"},{"startTime":835.61,"endTime":839.65,"body":"single week when HMCC is running, that"},{"startTime":835.61,"endTime":839.65,"body":"they just like, like to hang out with me."},{"startTime":839.87,"endTime":843.63,"body":"And same thing with Kira, who is my COO,"},{"startTime":839.87,"endTime":843.63,"body":"and she comes to all of the calls, and we"},{"startTime":843.63,"endTime":849.06,"body":"kinda like banter and have a good time,"},{"startTime":843.63,"endTime":849.06,"body":"and it's … We are continuing education."},{"startTime":849.56,"endTime":852.94,"body":"We are a continuing education"},{"startTime":849.56,"endTime":852.94,"body":"program, but we are not stuck-up."},{"startTime":852.95,"endTime":858.04,"body":"Like, we have a ton of fun, and that"},{"startTime":852.95,"endTime":858.04,"body":"really helps from a selling perspective."},{"startTime":858.42,"endTime":863.34,"body":"So thinking about like direct"},{"startTime":858.42,"endTime":863.34,"body":"selling, I would even say like"},{"startTime":863.35,"endTime":866.12,"body":"go read your sales page out loud."},{"startTime":867.0,"endTime":869.1,"body":"Does it actually sound like you?"},{"startTime":869.6,"endTime":872.26,"body":"Does it sound like you're"},{"startTime":869.6,"endTime":872.26,"body":"speaking to a real person and"},{"startTime":872.26,"endTime":873.81,"body":"having a real conversation?"},{"startTime":874.93,"endTime":878.6,"body":"If it doesn't, then you may be, may"},{"startTime":874.93,"endTime":878.6,"body":"be missing this one a little bit."},{"startTime":879.67,"endTime":882.07,"body":"All right, quickly wrapping up here."},{"startTime":882.34,"endTime":883.81,"body":"S is for scarcity."},{"startTime":883.81,"endTime":886.91,"body":"We want it to be real, not manufactured."},{"startTime":887.467,"endTime":889.637,"body":"E is for exchange."},{"startTime":890.129,"endTime":892.559,"body":"Make the value visible."},{"startTime":892.829,"endTime":898.919,"body":"Make it clear that you're aware of"},{"startTime":892.829,"endTime":898.919,"body":"what they are exchanging for what"},{"startTime":898.919,"endTime":901.269,"body":"you are giving them and vice versa."},{"startTime":902.209,"endTime":903.649,"body":"L is for livelihood."},{"startTime":903.988,"endTime":908.388,"body":"It's so much more important to"},{"startTime":903.988,"endTime":908.388,"body":"showcase the experience and the"},{"startTime":908.388,"endTime":912.217,"body":"transformation you provide over the"},{"startTime":908.388,"endTime":912.217,"body":"information that you can give them."},{"startTime":912.898,"endTime":914.798,"body":"And L is for likeness."},{"startTime":915.728,"endTime":920.218,"body":"Do your best work to make the right"},{"startTime":915.728,"endTime":920.218,"body":"person for your coaching, for your"},{"startTime":920.238,"endTime":925.268,"body":"offer feel seen and feel like they"},{"startTime":920.238,"endTime":925.268,"body":"are the right person for your offer."},{"startTime":925.938,"endTime":926.278,"body":"All right."},{"startTime":926.288,"endTime":932.085,"body":"These four elements, they work together"},{"startTime":926.288,"endTime":932.085,"body":"But you may not need all four pieces"},{"startTime":932.095,"endTime":935.035,"body":"in every piece of direct sales content."},{"startTime":935.045,"endTime":937.165,"body":"So don't feel like you need"},{"startTime":935.045,"endTime":937.165,"body":"to try to squeeze it all in."},{"startTime":937.445,"endTime":942.865,"body":"But you do need to know which ones tend to"},{"startTime":937.445,"endTime":942.865,"body":"be missing from your direct sales content."},{"startTime":942.865,"endTime":947.926,"body":"Again, this could be sales pages,"},{"startTime":942.865,"endTime":947.926,"body":"sales emails, direct CTAs to your"},{"startTime":947.926,"endTime":949.996,"body":"coaching on Instagram, what have you."},{"startTime":950.376,"endTime":953.726,"body":"So if you are an HMCC student and"},{"startTime":950.376,"endTime":953.726,"body":"you're like, \"Wait, I really like this"},{"startTime":953.726,"endTime":957.996,"body":"stuff. I wanna learn more,\" that's"},{"startTime":953.726,"endTime":957.996,"body":"what the HMCC business track is for."},{"startTime":958.016,"endTime":962.806,"body":"I'm sorry if you're not a student,"},{"startTime":958.016,"endTime":962.806,"body":"then it's not for you, can't have it."},{"startTime":962.936,"endTime":966.146,"body":"You gotta have the foundational"},{"startTime":962.936,"endTime":966.146,"body":"mindset, behavior change, and psychology"},{"startTime":966.146,"endTime":969.306,"body":"knowledge from HMCC because the"},{"startTime":966.146,"endTime":969.306,"body":"business track is all about taking"},{"startTime":969.306,"endTime":973.166,"body":"that stuff and applying it to a"},{"startTime":969.306,"endTime":973.166,"body":"business and marketing perspective."},{"startTime":974.106,"endTime":975.166,"body":"Okay, look at that."},{"startTime":975.326,"endTime":980.056,"body":"I feel like that was almost potentially,"},{"startTime":975.326,"endTime":980.056,"body":"hopefully exactly 15 minutes."},{"startTime":980.376,"endTime":980.886,"body":"Uh-huh."},{"startTime":981.186,"endTime":981.556,"body":"All right."},{"startTime":982.296,"endTime":983.986,"body":"I appreciate you guys being here."},{"startTime":984.006,"endTime":987.476,"body":"I hope you're enjoying these little"},{"startTime":984.006,"endTime":987.476,"body":"quick 15-minute framework episodes."},{"startTime":987.706,"endTime":989.276,"body":"If you do, please let me know."},{"startTime":989.276,"endTime":993.325,"body":"And if you, really do, and if you"},{"startTime":989.276,"endTime":993.325,"body":"do like me and you feel like being"},{"startTime":993.325,"endTime":997.325,"body":"a nice person today, I would love"},{"startTime":993.325,"endTime":997.325,"body":"for you to leave a five-star review."},{"startTime":997.555,"endTime":999.455,"body":"Reviews are what keep the show going."},{"startTime":999.775,"endTime":1001.125,"body":"I don't have sponsors."},{"startTime":1001.135,"endTime":1004.025,"body":"No one's paying me to sit"},{"startTime":1001.135,"endTime":1004.025,"body":"here and share this with you."},{"startTime":1004.455,"endTime":1008.215,"body":"So the only way that we know we"},{"startTime":1004.455,"endTime":1008.215,"body":"can get the show out in front of"},{"startTime":1008.215,"endTime":1013.465,"body":"more people and to keep it going is"},{"startTime":1008.215,"endTime":1013.465,"body":"through your lovely reviews, which"},{"startTime":1013.535,"endTime":1016.175,"body":"I do read every single one of them"},{"startTime":1013.535,"endTime":1016.175,"body":"and I really, really appreciate you."},{"startTime":1016.215,"endTime":1019.665,"body":"And we do giveaways for the"},{"startTime":1016.215,"endTime":1019.665,"body":"people that do leave reviews."},{"startTime":1019.675,"endTime":1020.905,"body":"So keep that in mind."},{"startTime":1021.335,"endTime":1023.705,"body":"There's an exchange happening here, okay?"},{"startTime":1024.875,"endTime":1026.095,"body":"Okay, that's all I have for you."},{"startTime":1026.245,"endTime":1027.605,"body":"Thank you so much, and"},{"startTime":1026.245,"endTime":1027.605,"body":"I'll see you next week"},{"startTime":1028.289,"endTime":1032.669,"body":"And that's a wrap for today's"},{"startTime":1028.289,"endTime":1032.669,"body":"episode of Not another Mindset show."},{"startTime":1032.699,"endTime":1036.689,"body":"If you enjoyed today's episode, don't"},{"startTime":1032.699,"endTime":1036.689,"body":"forget to hit that subscribe button"},{"startTime":1036.689,"endTime":1038.519,"body":"so you get notified of the next one."},{"startTime":1038.519,"endTime":1041.339,"body":"Because if you're anything like me,"},{"startTime":1038.519,"endTime":1041.339,"body":"if the episodes aren't popping up"},{"startTime":1041.339,"endTime":1044.579,"body":"for you automatically, you'll keep"},{"startTime":1041.339,"endTime":1044.579,"body":"forgetting to come back to the show"},{"startTime":1044.579,"endTime":1046.199,"body":"even if you really, really enjoyed it."},{"startTime":1046.199,"endTime":1048.419,"body":"So go ahead and hit that"},{"startTime":1046.199,"endTime":1048.419,"body":"subscribe button and make it"},{"startTime":1048.419,"endTime":1050.399,"body":"super easy for you and of course."},{"startTime":1050.589,"endTime":1054.219,"body":"If you wanna see more episodes just"},{"startTime":1050.589,"endTime":1054.219,"body":"like this one, I'd love for you to"},{"startTime":1054.219,"endTime":1055.719,"body":"let me know by leaving a review."},{"startTime":1056.019,"endTime":1059.379,"body":"I know, I know it's super annoying"},{"startTime":1056.019,"endTime":1059.379,"body":"to do, but the few seconds that it"},{"startTime":1059.379,"endTime":1063.699,"body":"takes means the world to me and also"},{"startTime":1059.379,"endTime":1063.699,"body":"ensures that I can keep providing"},{"startTime":1063.699,"endTime":1065.589,"body":"free education and value to you."},{"startTime":1065.984,"endTime":1070.514,"body":"And just to sweeten the deal, I am"},{"startTime":1065.984,"endTime":1070.514,"body":"going to be picking a random reviewer"},{"startTime":1070.514,"endTime":1074.444,"body":"every single month to receive a"},{"startTime":1070.514,"endTime":1074.444,"body":"free workshop or product from me."},{"startTime":1074.954,"endTime":1078.884,"body":"If you're looking for more free resources"},{"startTime":1074.954,"endTime":1078.884,"body":"or just wanna connect, hang out, chat a"},{"startTime":1078.884,"endTime":1080.684,"body":"little bit, come find me on Instagram."},{"startTime":1080.744,"endTime":1082.844,"body":"I'm Coach Casey, Joe over there."},{"startTime":1083.024,"endTime":1085.574,"body":"That is where I hang out the"},{"startTime":1083.024,"endTime":1085.574,"body":"most in the land of social media."},{"startTime":1086.264,"endTime":1088.904,"body":"Alright, my friends, that is"},{"startTime":1086.264,"endTime":1088.904,"body":"all I have for you this time."},{"startTime":1088.904,"endTime":1093.134,"body":"I so appreciate you being here and love"},{"startTime":1088.904,"endTime":1093.134,"body":"to see you prioritizing your growth."},{"startTime":1093.194,"endTime":1093.919,"body":"I'll see you next time."}]}