TRANSCRIPT

 

00:04

 

Hello, Welcome to the sales show. I'm Maree Kirkpatrick, your sales and business strategist. I'm a mom, a wife, and a multi-business owner myself. With over 15 years experience in sales and business.

 

 

 

00:17

 

I have worked with startups all the way through to multimillion-dollar companies. I've seen the good, the bad, and the ugly. I love helping service-based businesses make an income as well as an impact. Let's jump into talking about all things sales and business. Hello, and welcome back to the sales show. I am I say this every episode, but I'm super pumped to bring to you two of my amazing past clients that have also become really beautiful friends. And they are Dr. Lucy and Dr. Mary from real-life medicine. Welcome, ladies.

 

 

 

00:53

 

Thanks, Maree. Hello, thanks for having us. Absolute

 

 

 

00:57

 

pleasure. So Dr. Mary, and Dr. Lucy are clients that I'm really passionate about for a few reasons. First of all, they're about making a really big impact in the health and wellbeing space, which is definitely needed because there are a lot of salads and I think a lot of misinformation that goes around in this space. I have been in the fitness industry before in my previous life. And I have seen a lot of trends and all that sort of stuff happen. But when I met Dr. Mary and Dr. Lucy their qualifications that back them up their experience and their real life, both of their real lives experiences from themselves has been mind blowing to see them implemented into a beautiful business and the way that they've scaled their business has been phenomenal. So I'd love to throw it over to you. Ladies, tell us a little bit more about your business,

 

 

 

01:51

 

you Gomez. Okay.

 

 

 

01:54

 

So our business is called Real Life medicine. We are in the business of helping people reclaim their health, we run holistic health and weight loss courses, empowering people to improve their metabolism for fabulous energy, fabulous health, as well as lasting weight loss, and how to manage their mindset so that the changes become easy and long-lasting and giving people the skills to implement them into their lives. So these changes are profound, long-lasting, and relatively easy. So people can just live their absolute best life. Yes.

 

 

 

02:38

 

And you know, what's been brilliant is I was just sharing before we started recording that I have always had issues with emotional eating, I'm really great at that, like I can put on my resume back in the day. But what I found amazing about real life medicine and the programs that you guys run is that it deals with so many different elements of weight loss. So both the mindset stuff with your hypnosis and all that sort of stuff, real quality food. And it's really easy. So as business owners as moms, people that are constantly busy, we want to be able to tick the health box, but it can be really friggin hard at times, right. And that's what I absolutely loved about the work that you do. And the way that you do it. Tell me the impact that you've seen with business owners on their health and well-being and the growth that has either been missed or lacking energy from a sales and business growth perspective? Well,

 

 

 

03:36

 

I think that you know, health is wealth, as they say, I know, it's a cliche, but you know, even before we were just talking when you're if you're unwell, then your business suffers. And that can be an acute illness. So something that just knocks you out of here, you know, off, pops you into bed for a week. But more importantly, and probably more insidiously are the longer sort of more subtle changes that people have where their metabolic, metabolism is just not on point. And so they're tired, they're lethargic, they've got brain fog, they don't think properly, they're not as productive. And they basically feel like they're walking through mud. And when you can improve that metabolism, you're, you know, you start to think better, you've got more energy, you can you're more productive. You've got better quality, you're less reactive, you're less snappy, you're less, you know, like, it's profound, as Mary said earlier, that things that the flow on effect of just changing the way your body processes, its energy sources. Yeah,

 

 

 

04:46

 

absolutely. And I know that we're both in agreeance that things in life should be as easy as possible to make it sustainable in both business and the health and wellbeing space. And I know When we started working together, you guys had both different ideas around sales, right? And I only learned this when Dr. Lucy and I had a chat after we'd worked together that I actually upset Dr. Lucy a little bit. I challenged her thinking. And I would love to say that the way that your program ran really challenged my thinking too, because when I came from such a, everything had to be hard. Everything had to be like deprivation, even down to the point of like, I have to give up my hot chocolates in the morning. And I didn't want to freakin do that. Now still want to do that. And so it was like what can I substitute in? That still gives me the warm and fuzzy hot chocolate moments in the morning, but also is beneficial from a health and wellbeing space as well. And so Dr. Lucy, I would love to understand from a sales perspective, when we first spoke and I kind of ruffled feathers a little bit with so much love, right? I did fluffy slipper, because I wanted to get you guys moving in such a more optimized, optimized path. Tell me what came up for you. Yeah, so

 

 

 

06:08

 

I think it's interesting at weight loss. Weight loss is a waste management if you like it, weight is just a symptom of underlying causes in our physiology, which is a word we used to use all the time, until we met you. And so it's symptomatic of an underlying root cause. And there's lots of different root causes. And that's essentially what our program does is unveil the root cause and then give people skills to manage that root cause in the first place. However, I didn't realize by banging on about this all the time that I was making it hard, it's already hard. And by saying to be well, by the way, now you have to address your underlying X, Y and Zed that it makes they're going oh, well, that all sounds a bit hard. Can I just, you know get a meal plan? Or can I just order some online food kit? I just want you to make it easy is what is what I was hearing from you. And part of me is going well, no, that's so simple. That's why everyone's failing. Because it's too simple. You're making it you're not actually helping. Yeah. And what I realized was that we weren't getting people through the gate. Because if we made it too hard to begin with,

 

 

 

07:18

 

we made a sound hard. Yeah. It's actually quite hard.

 

 

 

07:22

 

It's yeah.

 

 

 

07:25

 

Yeah, it sounds.

 

 

 

07:26

 

It sounds hard. Like I'm messaging wasn't very clear that with the right tools, this is easy. We just weren't, we weren't portraying that.

 

 

 

07:34

 

No. And you know, and again, there's things out there that there's a lot of people out there promising stuff that actually can't deliver because what they're promising isn't realistic. And I wanted to make sure we weren't falling into that trap. But by doing that, I was probably making it sound way harder than it needed to be. And it's not hard. Like it's honestly, it isn't hard. But you know, we wouldn't even say, oh, behavior change is hard. I mean, I'm thinking what sort of person now I'm looking back and what sort of person leads with that behavior changes heart.

 

 

 

08:10

 

Yeah, but pay me pay me to go through hard stuff. Yeah.

 

 

 

08:14

 

Yeah. So really, the program is still the program, it's still the same stuff, we haven't changed the nuts and bolts of it, what we changed was the steps to get people in the door in the first place. And it's interesting, because, for example, the ultra processed food industry of which I hold zero respect, they spend their whole life making it easy. That's why That's why people buy this stuff. That's why people will buy lady shakes. Because it's easy, all you have to do is mix this powder into this water, bang, you've got your meal, easy peasy. See you later, you're going to lose 20 kilos doing this. And so that's how they sell it. Of course, it doesn't work long term, because that's not how our body works. It's not how our society works. Nobody wants to live on some powdered shape for the rest of their life. But they make it easy. And so people buy in. And so part of me didn't want to be that person or that company. What we wanted to do was show people that what we offer is long lasting, not a quick fix, but we needed to change it to make it sound easier in the first place.

 

 

 

09:21

 

Yeah. And I'd also even like to, maybe I'll throw this over to Dr. Mary from a highly intelligent medical background. I know that when you guys spoke about your the way that you changed people's bodies and all that sort of stuff, there was a little bit of a disconnect between the medical jargon and when I kept challenging you on like, Yeah, but your ideal client isn't saying that they need to increase their metabolic whatever the big words were that you guys used to use, remember? So yeah, tell me tell me what it was like to really get on the ground. In that space with your ideal clients,

 

 

 

10:02

 

it was a bit of a paradigm shift. Like we thought we had done it before. But I don't think we really had until we started working with you, and you, being a highly qualified doctor is wonderful, but it doesn't necessarily qualify you for being able to make sort of clear messaging for what it is that you actually offer. And we were we were stuck in, in jargon land a little bit without really realizing it. You know, doctors were used to talking to doctors, people come and see us as patients, they're expecting us to talk as doctors. But it wasn't always necessarily clear. And I think you're right, people aren't sitting on the couch, scrolling their phone, and going, gee, you know, I wish I had better metabolic health. I wish that I wasn't my metabolic hormones were in better balance, people aren't thinking that that might be what they need. And they certainly want the wonderful benefits from that. But people like us feel tired, I feel crap, I'm really struggling with my weight. These are the things that people want the solution for. And so we needed to be able to clearly communicate to them that this is what we have a solution for. It is not that hard. We know what we're doing. We really can help you and we can make it easy. We just needed to make that clear. Yeah,

 

 

 

11:17

 

yeah, no one's sitting on the couch going, I just need to address my physiology and my psychology.

 

 

 

11:25

 

Although that's probably what we should be thinking. It just doesn't happen that way. Right. And Ethan, and that's what I meant, like, even from my background, in being in the fitness industry, I had some idea about where you guys were coming from. But I also had the experience as being your ideal client, too. And I kept saying to like, is she sitting on the couch saying that? Or what is she really saying, or what's it like for her to go into her wardrobe and be like, This is really freaking annoying, nothing fits me and I'm over it, I need to do something different. But everything feels hard. So I love that. And I love the way that you guys have adapted your messaging. And it has obviously made a big impact on your business. Tell me about that.

 

 

 

12:08

 

Well, even out so we were we hold a challenge each before we so we have our 12-week program. And before we open the 12-week program, we have a challenge, which is really it's a you know, to get people to know us the idea was, you know, come and meet us, hopefully, you like us, hopefully, the information we're giving you is useful. And then you'll go yes, this is what I need. This is a little taste good. We can move on and do the 12 weeks. But it's interesting, because we've had a few iterations of the program of the challenge. And the first one was called the no sugar challenge, which was we only did that for one round when we realized that what happened was that everyone was going no sugar. Yes, I'm going to do that. But I'm going to eat 10 tons of sugar before I start, and then you know, cleaning out their pantry. So then we changed it to the sugar-free challenge or sugar free reset. Actually, we took the word challenge out with that challenge sounds hard. Sugar-free rates. It's just a little reset, pressing the pause just starting again. That was pretty good. Although, interestingly, we spoke to a couple of people including Shanna who, you know, who said, I'm not doing that. That sounds too hard. Why don't do that? Yeah, way too hard. But I'll do the 12 week. Yeah. And we spoke to another girl who or another woman who said, Ana, I don't want to do that. I'm gonna go and do keto instead. I'm thinking, keto keto is much better, much more restrictive. And so we realized that actually, what we thought was pretty simple. People were interpreting as pretty hard. So we changed it. And we changed it to the block to hazhar challenge. And the idea is that they feel blocked. And so all our copy was all around blob, bloated. Lat Yeah, flat, tired, lethargic, sluggish, all of that. And you're going to go to Huzzah. So you're going to feel energized, pumped excited, or you know, invigorated. And that messaging has been so good. So we were getting maybe three or 400 people into the challenge for the first round. And this time, we had three and a half 1000. Oh

 

 

 

14:15

 

my gosh. Yes. That is so sexy. Have I told you guys that sales are sexy?

 

 

 

14:22

 

Yeah, took me a while to get it. But sales is sexy. And selling it serving two can't let people know about our fabulous programs unless we can let them know about. Let's program.

 

 

 

14:32

 

Yeah. And this is why when I first met you guys, I think we met at an event in Port Douglas. Was that the first time we met? I think yeah,

 

 

 

14:40

 

it was very impressed with you.

 

 

 

14:42

 

Oh, stop it. I'll take it actually, I'll take it. But I remember talking to you about your launches and how you were saying that you kept hitting like a certain mark and couldn't kind of get over it. And I said to you, I don't know if you remember I was talking to you, Dr. Mary about it. And I said, Have you got a sales process? in your business, and you're like, Oh, I'm kind of I think we do. Okay. And in my head, I don't know if I said this out loud. But in my head, I was like, if we don't have, like, if we don't know, we have a sales process or a sales strategy around it, we probably don't have one. Yeah, so, and it wasn't like you guys were new in business, or that you're struggling, like, you'd already hit over a million dollars in your business, right? Like, let's be, for the listeners out there. This is not like, oh, we decided to start a business. And then we got Murray on board like, three months later, like, that's not, that's not the way that happened. You guys had been kicking some amazing goals. But I could see that if I just helped you tweak it and optimize it, that your numbers would be so different. And it's been such a pleasure to see you guys experience that. What I'd love to understand is because you guys have been in business for a little while, I'm sure you've done a lot of courses, a lot of programs, a lot of education, both from a university, high-end education point of view, as well as from personal development and business. How many of the courses that you have done, have ever taught you? How to Sell?

 

 

 

16:09

 

None. Lots on how to market, you know, turn up online, make sure you go on Instagram every day, or whatever it is. So lots on how to market or get visible. But the and I think because you know selling sort of like a dirty word. It's right up there with money and weight and weight

 

 

 

16:27

 

loss diet. Yeah, no sugar. Yeah.

 

 

 

16:32

 

And so one of the things I think that was super helpful for, again, from my point of view that you showed me was this, and I think you called it the bridge. But even the idea that you've got somebody on one side, you call it a bridge, or a river, or whatever it is, you're there on one side, and they want to get to the other side, they know what they want. And you know that you can deliver that to them. But you've got to explain in really quick and easy language, how you're going to do that. And you know, when you kept talking to me about you need a three step framework, Lucy, I'm taking the friggin you're talking about? Seriously, I don't want a three step framework. You know, I'm not doing it. Because you know, because what we offer is so much more than a three step framework. And then I realized actually, what you're trying what, what what you were teaching us is the idea that you have these three sort of stepping stones so that people can go, oh, okay, so you're gonna teach me this? And this, and this. And by doing those, I'll get to the other side. Yeah. Because the raging waters. Yeah, yeah, yeah. And so that's where we got went, or how do we know? Now we have a framework. And so now I say to people, oh, yeah, we've got a three step framework.

 

 

 

17:42

 

Yeah. Because and it was something that, like you and I have ever joked about sets, right? Every time we hear people talk about their business, or like what it is that they do, Lucy will pipe in and be like, but if you've got a framework or a strategy, or if you've got the tools, like what is it that you've gotten? And I'm like, wow, like, I feel like that has really come across? Do you feel like once you've learned how to sell, it's something that constantly like a lot of people say to me, Omri, I constantly hear you in the back of my mind. What would Murray say? What would Murray do? What is our ideal client thinking or feeling? Definitely,

 

 

 

18:18

 

yeah, we've got little morays on our shoulders. I think, yeah, that whisper in our ears. Yep. Love it.

 

 

 

18:24

 

And I think you know, you, you really challenged us with the idea that we're going oh, well, you know, they get a masterclass every week, and you're going know what to do your master class, I think you put it up. Why would they not want to do our master class?

 

 

 

18:37

 

This was all with Wow.

 

 

 

18:40

 

I know. And in my brain, I'm very dear you, of course, they want to do my master class, but actually getting like, in my mind, it was sort of implied, you know, Oh, you do the master class. The implication is you're going to learn stuff, but you really have to spell out the reason they should, you know, the benefits as you like to call it the benefit of attending. And now, it's amazing because now I can look and I see people on their sales page and it says, Oh, my cost goes for 12 weeks and you get 732 videos. And I'm thinking, huh, no one wants to watch your stupid videos. Don't you know? Yeah, so really, the idea is putting what is the benefit to the person who have you know, watching the videos if you happen to have videos or doing the masterclass what's your favorite line? What's in it for them? Yeah,

 

 

 

19:27

 

absolutely. Yeah. And I think that these days were so much busier. We're so there's so much more going on. Even before we started recording, we were all talking about everything that's been happening in life and families and health and all that sort of stuff, right? And so there's so much noise out there. It's like what do we need to do to break through to the people that we know that we can help and that we know like, there was never any doubt that when I met you both of you ladies that there was no lack of value or lack of knowledge or lack of The ability to get people results. Yeah, it was just like you're just not getting to the right people, more enough of those people. So what do you do differently in your business? Now since we've worked together?

 

 

 

20:12

 

Well, I think, grandpa, so now I was gonna say we rewrote all our email copy. And we're still we're at it, we still come in, I still go on. Now, that still sounds, it sounds boring, no one's to do that. So we still, you know, present present our offer differently. Again, even our MasterCard, like our webinars that we offer, the webinars, we and we think and same with the challenges, we think we we give a lot of value. So again, our aim is never to, I'm not interested in sleazy sales tactics or anything like that. Our aim is always to serve, give value, help people, some people will just take what we give them run off and implement it and go on and live very healthy and happy lives for that we're extremely happy. But for the people that need more guidance, that need more expertise that want more accountability, or want more mindset skills in particular, because that is our favorite thing. behavioral change, which isn't hard anymore. It's really easy, if you know how.

 

 

 

21:07

 

It's so like, I know you mentioned a shower. Now Shannon, and I did the course together, I roped her into it. And I was like, Come on, mate. Let's do this together, just like okay, and the biggest talking points that we had about you guys was the mindset stuff. That was really friggin easy. Like, yeah, stupidly easy, like, mind blowingly easy, because of the tools that you have incorporated in that, which I think is such a great unique selling point that a lot of other health and wellbeing programs, courses, solutions, in inverted commas, like Lady shakes that you mentioned, doesn't necessarily have. So yeah, I think that's awesome. And so is sales something now that you look at differently since we've worked together? I know, Dr. Lucy, you said that you're not interested in sales being sleazy or anything like that. And I hope that that never came across in any of the work that we did. Because, yeah,

 

 

 

22:02

 

I think that I think so definitely. And that idea of getting on the floor with people. That was a, that was an important little paradigm shift rather than sort of, you know, top down just explaining, explaining, explaining all of the fabulous things that we do. It's, it's wonderful. It's wonderful, actually getting down on the ground with the people that we want to help. And asking ourselves, you know, what is it that they're looking for? What is it that they want? What is it that they that, you know, they think they need, and looking at it from that perspective, hasn't changed anything of what we do, but change the way that we communicate about what we do? I think that's been really helpful.

 

 

 

22:44

 

Yeah. And do you see the change in presenting your value as well in that space? Yeah, totally,

 

 

 

22:51

 

totally. And again, it's looking in. And I mean, these are things like we used to offer bonuses, you know, because you read out how to write a sales page where you have your offer, and then there's always some bonuses, and simple things like, Well, the idea of a bonus should be to overcome an objection or help them with an objection. So if their objection if they say, Oh, well, you know, I don't think I'm going to have time for this, then, you know, we created a time saving recipe book, because that's what they want. They want to save time, rather than we just kept adding more courses. Oh, by the way, and you can get this course and you can get this course. And you can and we'll give you this as well. It's like basically what we didn't realize, but what we were saying is, am I going to give you homework?

 

 

 

23:38

 

Nobody. More things to do. Yeah, yeah.

 

 

 

23:44

 

All the time, so much homework that you're not gonna have any life because you're gonna do you're gonna love

 

 

 

23:48

 

You're not gonna have time to eat, because you've got so much work.

 

 

23:52

 

Yeah, you won't get it done. And then you'll think that you're not getting the value. And yeah,

 

 

 

23:56

 

so now we Yeah, so we've looked at, at really getting clear on what, as Mary said earlier, what do people actually want? What did they want? And how can we give them what they want, but then actually deliver what they need?

 

 

 

24:12

 

Yeah. And so I'd love to understand more about the mindset shift from a sales perspective, because I think you both came into it. Because you you too, I don't know if you guys are aware of this probably are for you guys are very different once so alight, right? Like the way that you serve your clients. Both of you comes from such a different space with different energies and stuff like that. And I know that you both walked through my door with very different ideas around selling and business growth and the way to do things. So I'd love to understand even if we start with Dr. Berry first, what was sales like before you and I started playing together, and now that afterwards?

 

 

 

24:56

 

It was so painful. I felt like I would do it, but it would be kind of like, so you kind of like, if you don't mind, I guess you could maybe buy this thing, I suppose like, if you don't want to, it's fine, it's fine, it's fine. And I, I kind of almost felt like, you know, I needed to have a wash afterwards, I had a very healthy view of settling. But now, that's completely gone. And now I understand that the selling is such an integral integral part of the serving, you can't serve unless you sell. So selling is serving. And I believe so deeply in what we do. And I love the work that we do. And the transformations that we can help people achieve that understand that selling is just a part of that. So it does not feel dirty or sleazy to me at all. Yeah, anymore. Love

 

 

 

25:47

 

Sales are sexy. And how about you Dr. Lucy,

 

 

25:53

 

I think for me, it was just recognized a complete skill shortage. So as doctors, we rarely have to advertise, particularly female doc, don't you just hang up your shingle in a clinic, and somehow your books just end up completely full over full, you can't, and you never have to promote yourself in any way at all. And so learning the art of that of, of being able to promote yourself in and particularly to Australians, because Australians are different to say, Americans in the way that we look at people. And even that phrase, self promotion is something that's often frowned upon in our culture. And over there, they're celebrating it. So again, you need to recognize who your audience is, and how you deliver what you offer. And you know, as doctors who offer online programs, were in a very, very small minority, there's not many doctors doing what we do. And so we didn't even have a framework on on how to do it. So we would sort of haphazard and every now and then I'd be thinking, well, you know, you need me and and it would be like but I couldn't convey it in a way that felt authentic and valuable. Without feeling like I was doing sort of, you know, bro, American sales, or your mute a lot

 

 

 

27:17

 

of the sales X, the sales training that even I've experienced has been very much run by men, men in suits, or very American. And I know that when we looked at your webinars and things like that you're doing like your value stacks in the way that you presented your prices, even from a visual perspective, I know that we changed that up. Because a lot of your ideal clients are sitting in Australia and Australians do buy very differently, we are very cautious. We're very safe, where in America, it's like buy this, buy this steak knives, all the inclusions and all that sort of stuff. So I love that we really peel that back for you guys. And you could nail the value element of it. So that it was so clear that it was just a no brainer. So I think that's beautiful. What do you feel like? Is your next steps from a business perspective, from your growth? Your next growth pillar?

 

 

 

28:14

 

Yeah, I think, look, one of the things is adapting to economic times. So you know, no, at the moment, there's a lot of course creators who are feeling that then they're not reaching revenue goals, because you know, money's tight, we can and we get that. So for us, one of our goals was to make sure we didn't go backwards at all that we maintained our sales goals for this year, while whilst the world is in in a bit of turmoil. And we've certainly managed to do that. So that that's again, that's why we were so happy with the whole bladder has are leading into the next round every 12 weeks. It was yeah, it was it was great compared to other people who are who are seeing all of their sales plummet. That's like, ooh, so I think what we're hopefully demonstrating is that what we offer is, it's authentic, like, you know, it's you get Mary and I are in there doing it with you. We're not selling some sleazy, half baked program that, you know, is rubbish that doesn't work, where we're just really interested in dollars. We're not I've said this before, if I was interested in dollar, like, I could just go and sell the script pads, that would be easy. That's the best way to make money. Market. Love it. Yeah, absolutely. So I think that the so the first step is certainly to make sure we maintain our growth next step would be to work out, Okay, where can we go where we can help more people? And it's, there's, I mean, it's interesting, you know, you look on Instagram and there are still there's, you know, what we call the gym bros out there telling women in particular, that, you know, if you want to lose weight, you need to cut your calories, and they keep presenting all these low calorie foods and this is what you can eat with low calories and it's like, Ah, it's so harmful. ought to women's health. So in some ways, we need to get our message out there to save save women from the Jim Rose who were giving them bad advice and setting them up for long term metabolic failure, essentially. Yeah.

 

 

 

30:15

 

Which is huge, right? Like, there are so many. And I think you'll be your industry is quite heavily populated. Yeah, it's busy. It's noisy. Yeah. And there's a lot of rubbish out there, like Instagram, across Instagram, Facebook, even YouTube, some of the YouTube shorts that I see, I think, oh my gosh, like, stop it, just stop doing stupid stuff. Yeah. But I really feel like real life medicine is the real deal. Like it is literally game changing. And I think you both have the ability to make such a huge impact as well as large income because you're both mums as I am as well. And so we don't go into business to work 50 billion hours, dressed out on the floor thinking I might as well just go and work at Woolworths or go on to the black market and sell prescription. Yeah. So what do you say to people that either worried about selling oral that I'm missing that selling skill set in their toolbox? From a business perspective? chatter, Marie?

 

 

 

31:23

 

Yeah, skill up like these are these are learnable skills. them? There's nothing amazingly special about that spot? Maybe there is. But there definitely is the title. Of course there. Yeah. Yeah. But if we can learn it, anybody can you need the skills to be able to get your messaging and your sales messaging, right. And you can do that, like it's doable?

 

 

 

31:43

 

Yeah. And I think the biggest penny dropped for me was that sales isn't marketing. They're different. Yes. Yeah. I

 

 

 

31:52

 

didn't know that. Before I met Maria. I had no notion that they were different. Now.

 

 

 

31:56

 

Can you expand on that more Dr. Lucy, because I love that.

 

 

 

32:00

 

Yeah. So in fact, every now then I feel like I'm some sort of evangelist, which is, it's so interesting. We will say to people who have done the 12 week program, many people who do the 12 week program become real medicine zealots. And I feel like we've become Marika Patrick zealots

 

 

 

32:19

 

complaining, by the way, I love it.

 

 

 

32:22

 

So in my you know, and again, the simple way I like to think about it now is that marketing is leads. So how many people you can get into your world that's leads, those leads haven't. They're not, they're not customers, yet they haven't purchased from you. They're not clients, they're just there in your ether. And if you don't have a system or a process, to move them from being in your ethos to being customers, then the majority of them won't have the transformation that you offer. And most, I mean, again, we have some people that will just listen to our podcast and go, Oh, your podcast is so helpful. You know, I've done everything on it. And I've lost 20 kilos, and I got core hate they they're the minority. Yeah, the majority of people still need guidance, abstract, you know, in like, strategies, and really in depth discussions to make the change, as you did with us. You know, we could go and read some sales book, you read it. And this is where I'd my brain goes, Oh, my god, that's amazing. How good is that? And then it's fallen out of my brain. And I forgotten all about it. Yeah, yeah. So I think working with somebody is the key to then implementing what you need.

 

 

 

33:33

 

And I think it was also pushing you along a little bit of challenging when things came up for you to write. And you're like, but they don't need that. And I'm like, what, what are they telling you? Like? What are what is the conversation already happening in their head? And how do we really get on the floor with them to say, I know exactly where you're at. And you've both had experiences where you've been in your ideal clients shoes, what I call on the floor. So whether it's challenging with challenges with weight loss, binge eating, pregnancy related challenges, all that sort of stuff. You've got the real life experience. It's about tapping into that and showing them that I get you. I get where you've been, because I've literally been in your shoes. And I've also got the medical background. And I know this is on a podcast. But Dr. Mary has a whole heap of amazing looking certificates in her background that show that she's probably done a few exams and essays and assignments along the way. Just a few. Yeah. So you've really got that backing of qualification as well as the real life lived experience. So I think that's yeah, I think the world of both of you I think you're so amazing at what you do. I love the impacts that you're having out on the world and my life included like I've we've spoken many times about me being the soccer mom on the side. part of the training on the side of the field, talking to other moms that are feeling exhausted, feeling flat, feeling like everything's too hard, but then they going in doing weight loss medication, because they think it's a quick fix and all of that, but it's actually causing a whole lot more issues then there needs to be. So it has been an absolute pleasure working with you guys, I love the fact that you have changed your understanding around sales, and business growth. And you've really taken that, like I even watch from the sidelines of your marketing and your social media presence. And the way that you do your ads and copy is just so different to what it was before we started working together. So you're like the perfect little students that have just implemented. So absolutely beautiful. If people if business owners are struggling with their health and well being from an energy point of view with the amazing brand frog that everyone freakin loves, not what would you recommend to them to sort out from a health perspective?

 

 

 

36:10

 

So we're, again, we have a little framework now that we know what a framework is. And it's honestly the people that come to see us are women that are often you know, they're high achievers, they're busy, this they're doing really well in lots of aspects of their life. They've got their business sorted, you know, they're, you know, potentially got children, they've got, you know, dog all of those sorts of things. And their health just gets popped down the bottom of the list. So and then the thing that we're finding is often that the clincher is we filling in a bit of perimenopause or menopause. And suddenly, what they used to do no longer works, which is often really what people come their guy, you know, used to just go on shakes for a bit or lose some weight now, but that doesn't seem to be working anymore. So we really say to people, you know, it's the four S's. So at sustenance, which is just a fancy way of saying nutrition that starts with an S, you know, some strength training, building muscle, prioritizing, sleep, and managing stress. And people think that managing stress is to eliminate all external stressors. And the only way they know to do that is to run off to a deserted island. And in fact, it's got nothing to do with that. Because there are always external stressors, every single person will always have stress in their life, that's normal, unless you live with no humans ever, you will always have some form of stress. And even if you live with no humans, you will then have the stress of loneliness. So again, stress management is is skills. It's just a skills, a skill, a development of skills, so that you can learn to manage your internal responses to external stressors, and just, you know, just like you teach us taught us sales skills, we teach people life skills, and they're not taught, and particularly for people that are our age. So 40s, and 50s. We definitely weren't taught them. Kids these days, are given a lot more skills in school, around mind management, emotional regulation, all of those things. We got none. Yeah.

 

 

 

38:14

 

So sales and health, I think go hand in hand, right? Yes. Yeah, they

 

 

 

38:20

 

And business and health and mindset are also intertwined. And a happy side effect of working on your mindset around your health and wellness is that it improves your mindset through every aspect of your life, it just ripples through.

 

 

38:33

 

Yeah, I always used to think that the best way to drive the business and get higher levels of success was just more hours, more hitting the pavement, all that sort of stuff yet. And I'm what I realized was, the more successful I got, the more weight I would put on, because I felt like my only way to celebrate was alcohol, rubbish, high carb food, like, let loose for a bit, have a special treat, you know. And so the difference that you guys have made from a mindset shift on the impacts that you've had on my life has been huge in that, in that when my health improved, my business improved as well. And I've got better ways to manage the success and the mindset stuff around, you know, even new levels of business and the mindset stuff that comes with that sort of stuff is also you need to manage that. And you need to manage it from your head first, and then your mouth. Yeah, so absolut

 

 

 

39:36

 

and look, you know, we always say to people, particularly so, you know, again, if people are wanting to lose weight and lots of people do and that's fine. Again, there's this little ripple in this society now saying, Oh, you're not allowed to lose weight that's just superficial and you know, it's like getting lip filler. If you want or need to lose weight, that's fine. You're allowed to do that you're the boss of you. What we want to be able to do though is is an learn some Have the stories in our head around weight loss and around, you know, air quotes dieting, because those stories are not helpful to our long term health. And again, that's that's our bread and butter. That's what we'd love unpacking for people. And then when you unlearn the diet stories, you can read, learn, really helpful, easy ways to implement what you want to do. Most of the time doesn't have to be perfect, but it does have to be consistent.

 

 

 

40:29

 

All I could keep thinking when you were saying that was I feel like it's the same with sales absolutely is. So there's so many stories that come up for people, especially women in business of like, is it too expensive? Will people think that I'm a total ripoff? Does my money equal my self worth and all that rubbish that comes from a sales and stories point of view? I feel like I had that from a health and wellbeing sort of view. And yeah, if we can change the mindset around that, and have better strategy, so that it is easy, so that it is it doesn't always have to be perfect, like even sales, check screws things up. And I'm okay to admit that I'm human, funnily enough. Yeah. And so being able to go back and look at that, from a mindset perspective, every time you were saying that I was like, I think it's the same as sales. People have these blocks around it. Sales is icky sales is uncomfortable sales is gross, you have to hustle you have to convince people in air quotes to join your program or buy your products and services. Yeah, it just doesn't have to be like that. It really can be easy. It can be streamlined, it can be easily optimized.

 

 

 

41:40

 

So yeah, I think all you have to do is to show people that you can solve their problems. And when you can do that. They go good.

 

 

 

41:46

 

Yeah. And actually care about the people you're wanting to work with. Yeah, yeah, totally human. No, yeah. Awesome. Well, thank you so much for joining us today. Beautiful ladies, it has been my absolute pleasure to both have you on the sales show. I've been meaning to have you guys on here for a very long time. It's taken me a little while to get here. But it has also been an absolute pleasure to watch your business grow and flourish. And for you guys to have, as I said before, such a beautiful impact on the world as well as in my life and my business, as well as clients and stuff like that as well. So thank you so much for joining us. If you have any questions. Where's the if, if our listeners have any questions, where's the best place to reach you?

 

 

 

42:28

 

So all of our socials are under real-life medicine. So either Facebook or Instagram, it's where we hang out the most, or our website is our L medicine.com. There's lots of freebies on there. There's downloadable. We have an ebook, which is called the doctor's guide to weight loss, which really goes on and explains I guess, unpacks the whole hormonal basis to weight management that again, you won't get from a gym, bro. But yeah, so yeah, head over there are medicine.com Yeah,

 

 

 

43:00

 

perfect also, and if you've got any questions for the sales show, just email us at podcast at Maree kirkpatrick.com. And we will get back to you have a fabulous day. Until our next episode. Bye-bye, everyone. Bye.

 

 

 

43:15

 

Thank you so much for listening to this episode of the sales show. Please share it on social media for your friends to see and make sure you tag me at MareeKirkPatrick so I can personally say if you would like to show me some love, leave me a review on Apple podcast. I'd love to hear from you email me at podcast at Maree kirkpatrick.com. And if you'd like to work with me further or see any of the free resources mentioned on today's show, they can be found at  Maree kirkpatrick.com I truly hope this podcast provides useful information and so much value to you so that you can build a business with impact and Income