I used to keep a picture of myself over my desk. In the picture, I’m deadlifting 500lbs at the Wolverine Open, an APF meet. After one client meeting, I took the picture down and put it in my drawer. I haven’t looked at it since. Here’s how it went: Client: Is that YOU in that picture? Me: Yes. Last year. Client: How much WEIGHT is that?!? Me: five-oh-five. Client: Can you teach me how to deadlift five hundred pounds? Me: Probably. What can you deadlift now? Client: As a guess, I’d say three hundo. (Yeah, people said “hundo” back then.) Me: Okay, well, I think a good short-term goal is to get to 315lbs–that’s a big milestone for a lot of lifters. It’s three plates a side, and… Client: Nah, I don’t want to lift 315. I want to lift five hundred. Me: Well, you have to go up in small increments. It’s not really a trick you learn. You have to build up– Client: If you can really teach 500 pounds, why can’t you just show me that?! This is a true story, except for the deadlift part. I really did pull over 500 in several meets. But no client would ever think, “Let’s just start at 500 pounds.” In the REAL story, a new client calls me for their free call and asks, “Can you teach me how to reach more people with my Facebook ads?” Me: Sure. Who are your best clients right now? Client: Married parents who earn over $100,00 per year and don’t want to waste their time in a Globo-gym. Me: Great. Let’s start with your email list. Let’s upload a list of all emails from people who have ever come in and not signed up, or signed up for awhile and then quit because– Client: Nah, I don’t care about my current clients. I only want NEW ...
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