10. Throw The Bloody Rule Book Away!

You've studied the strategies. Followed the formulas. Done everything the "experts" told you to do.

And yet the sales aren't coming. The visibility feels forced. And somewhere deep down, you're starting to wonder if you're the problem.

You're not.

The rule book is.

In this episode, I'm sharing the story of a client who was doing all the "right" things and it was quietly costing her sales. 

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Transcript

SPEAKER_00 0:00

Hello and welcome to another episode of the Wanky Thoughts Podcast. How the devil are you? Now if you're watching this on YouTube, I've forgot to bring the little doof thingy what's it that goes on my window that holds my phone. So hence why I've got a double chin and I'm looking a bit weird. But hey ho, we're gonna do it anyway. So yes, I'm back in the car doing the podcast, but I've got something I really want to talk to you about today. Um, it came up in today's um call in the Wanky Thoughts Club, and one of the members in there asked me a question and she said um, because we're doing a challenge this week, we're doing the 30-day B-seen visibility challenge. So every day I give them a prompt, something to talk about, and this is all around sharing your stories and your experiences so that you can build relationships and you can build trust with your audience. And she said, I've you know, I do these videos. Um, could I do it this way? And and and you know, she has a a class. Can I record the class and what they're doing, or should I just do it face to camera? And I was like, You can do you can do both, and she said, Oh my god, I've just had this realization that I've had this massive block around, um, and this is a wanky thought, uh, you know, it's massive block around I've got to do it a certain way. There's a there's a right way and there's a wrong way to doing all of this stuff, doing videos and being visible. And I said, I know people will disagree with me, particularly marketing people, and particularly people who have a course who sell this stuff, but I said, How about we just rip up the rule book? Because where is this rule book? You know, the rule book of you've got to do it this way, and the video's got to be like this, and blah blah. It's normally coming from somebody who has a program or who teaches this stuff or who coaches on this stuff, so of course they're gonna say do it this way because that's what's working for them, and they are let's let's take everybody on face value and let's say that you know they're doing it for the right reasons, and they're saying you must do it like this because that's working for them, but it doesn't mean to say that how they say to do it is gonna work for you. So I said, How about just throw throw this rule book away, this non-in-you know this invisible non-existent rule book away, and let's do it how we want to do it. Because what she also said is because I felt so um, you know, this idea that there was this one way of doing it and I couldn't get it wrong, she said I felt like I was just churning out content and churning out videos that I didn't particularly feel aligned to, or it just didn't feel like me because I was trying to do it how X, Y, and Z was telling me to do it. So she said in the end I ended up giving up and not being consistent with my videos, not being consistent with my content. So it was really sporadic. She said it's I just did it when you know the mood kind of took me, which wasn't very often. So I said, Well, how about you just show up and you just do it how you want to do it? How would that feel? She said, Well, that would make it loads easier because I wouldn't feel the pressure and I wouldn't feel like I was getting it wrong, or you know, I had to come up with all these ideas and I had to do it say it a certain way, and I was like, Well, let's do that, let's do that, and really this applies to life, doesn't it? You know, I think we all have this idea, particularly when it comes to our business, that there is a certain way of doing things, you know. And I I was saying, Do you know what? What you're saying there is really resonating with me because I've had the same revelation, the same mind clearing, you know, I've had the same wanky thoughts that business had to be done a certain way. Because when I first came into this online world, I mean I knew nothing, absolutely nothing. I'd come from a very traditional sales background where we hit the phones, you know, we caught we we we called through lists of people uh and we built relationships, and those relationships were built, you know, in coffee shops and in a pub, and you know, it's quite old school. And when I came into the online world, I was like, well, obviously I better listen to what everybody, you know, what everybody else is saying, and I better do exactly what I'm told. So of course I did what everybody does, and I signed up to all these courses of how you do stuff and you know bloody lead magnets and emails and all the lot, and I just followed what they said word for word because I believe, like we all do, that you know there must that must be the way that that's all these people who are you know making multiple six figures, multiple seven figures, m must be doing some of it right. Um you don't realise that a lot of it is smoke and mirrors and they're not bloody earning all, but anyway, that's another podcast. Um but yeah, you've you do what what they tell you. So every time I sold something, I built a massive sales page that took me bloody weeks to put together, and then I'd be you know chronically analysing it. Is this right, is this word right, is this picture right? Have you used the right colours? Is that button in the right colour? And yes, there you know, this stuff works. You know, Amazon spend well, God knows how much testing what colour their button should be, you know, when you go to buy something, because yes, it makes a difference, but I haven't got all this time to um experiment, and I certainly haven't got the budgets and the manpower, woman power that Amazon have got, so I can't there's no way I can compete with that, not a chance. So I'd spend you know, I'd agonise over putting these pages together, and then I'd be agonizing over my email nurture sequence. Is that the right email? Should I say this? Should I say that? And oh my god, I used to send myself crazy, absolutely crazy. On is this right? And I mean, God knows what else I used to do. All these posts in Canva promoting me challenge, and you know, all this stuff that I've got to answer everyone's objections, and oh god, painstaking amounts of time and effort went into it. And quite frankly, you know, as a woman with two kids, two very energetic boys that keep me well and truly on my toes, you know, a house to run, a washing to do, all the stuff normal people have got to do. I just didn't have the time or energy to do another challenge. I was like, I can't be asked, it's too much effort. But I love challenges, I absolutely I love the buzz of it, I love the energy, I love all the new women that come into my world. I you know, and I genuinely love helping other women get online and do videos and get over their fear and get rid of those wanky thoughts and just tell their story. I bloody love it. There is something so deeply satisfying when it happened today. Somebody said, you know what, Helen, the only reason I do videos, the only reason my business is working is because you kept pushing me. I mean, Christ, what what a dopamine hit I had this morning. So um I love challenges, I love doing them, but I couldn't be asked to do all the work, and I thought, well, why not just try going really back to basics and doing a really messy, uh not visually presented launch, and let's just see what happens. Let's just experiment. So this time around, there wasn't a page to sign up, there wasn't a sales page with oodles of oodles of information about the challenge. I didn't have any fancy links or I didn't really do any fancy Canva posts. I had one post that was a picture of me looking a bit shocked, looking at a phone that I took myself, didn't have a brand shoot or any of that rubbish. Uh, and I'm not I'm not I said rubbish, there is a place for all of this stuff, don't get me wrong, right? I'm not dissing all of this stuff, but I just took the picture myself and I did one carousel post and I used that, and then to promote my challenge, the 30-day visibility challenge, I just did videos and I just talked about I told my story. This is exactly what I'm teaching them to do with the challenge. I just told my story about how video has totally changed my life. I said I told people how I got into it, how I got over my fears, how my fears and mean wanky thoughts used to hold me back from showing up and how vi being visible, you know, videos, podcasts, speaking on stages, how that has really changed my entire business. And it resonated. So I on the end of the videos, I'd say, look, if you want to come, I'm gonna do a challenge and I'm gonna teach you all this stuff. I'm gonna teach you how to get rid of them wanky thoughts, and I'm gonna teach you how to tell your story in a way that connects with your audience and it generates clients. If you fancy it, right? This was my sales pitch. If you fancy it, message me the word challenge and we'll get you signed up. Now I I created one link because I use Heartbeat. Heartbeat's just the app that's you know where all the stuff happens. So to get into the app, you do have to register. So all I did I was I sent them the link to my challenge to register. That that link took me about 10 minutes, it didn't even take me 10 minutes, that's five minutes to set up, no time at all. And that's all I had, nothing fancy, I didn't have anything for people to read and all that jazz. I just kept talking about the challenge and the benefits and you know my story. Like when I say benefits, like how my life had changed because of video and and the impact it had had on my life. Uh, and if you wanted to come and join, here here you go. And what I also did as well, I forgot about this actually. This is I this is probably getting a bit more technical, but this is just who I am, and I love doing this. So I created a video, and it just said, uh, you know, do you would you rather I think it was along the lines of would you rather drink bleach through a straw than go live? And I had my characters all saying, you know, oh god, yeah, bloody hell, it's awful, and rahdi rahdi rah. And I said, Look, guys, I'm doing a challenge if you want to come. This was all part of the video, and then I got this video and I just sent it to everybody who I'd ever spoken to who could be a potential client. I sent it to past clients, and I just sent them this video, so something a little bit out of the ordinary. Not many people get a video invite of people pratting around in their kitchens, and I had you know, not loads, we've not had loads of people sign up, but I don't want loads of people sign up because I want I love the the building of relationships. So if I have 700 people sign up to a challenge, I ain't building a relationship with them people because how the hell can you with 700? So I think we've had there's 30 of us, lovely number, lovely number of women to manage. I can review their videos, I can really get to know these people, it's it's fantastic. But that's all I did. So if I'd have listened to you've got to do it this way, you've got to do it, you know, you've got to do this, you've got to do that, I would not have done this challenge, right? And yes, at the end of it, I'll talk to them and say, look, if you want to stay, this is this is as technical as my sales pitch will go. If you want to stay, the Wanky Thoughts Club is open, it's £45 a month. If you fancy joining, let me know, we'll get you signed up. That's it. I ain't gonna do a bloody sales page, I ain't gonna do loads of emails, I ain't got time, and I can't be asked, I ain't got the inclination nor the energy, and I'm not gonna do it. So maybe maybe I'll come on another podcast, I'll say, Do you know what it didn't work? Um, but for now I'm just gonna experiment and see if it works. Then I'll keep you updated. If it don't work, I'll be honest and I'll say, Do you know what it didn't work? Obviously, the gurus are onto something, I should listen to them. Um, but so far, listening to my intuition has worked. Listening to that voice in my head that says, How would you like to buy? I do not like reading sales pages because they're always too long, they always repeat themselves 28 times. I'm like, just tell me how much it is, just tell me how I sign up, and this time around, that's what I did. That's how I like to buy. I'm sure there's other people who like to buy like that, so I stopped you know thinking it's got to be a certain way and it's got it's got to be this, that, and the other. Um, and it's been brilliant. So I just wanted to I wanted to get off that that off my chest if I'm honest, but I just think it's important that we we talk about this stuff because we can get so bogged down with how we think should things should be, and then we've all got this perfection tendency, um, and we all want you know, we all try and make everything perfect, and actually the reality is when I stop trying to be perfect, when I stop trying to make everything fancy, that's when it all works. That's how my videos started. I just started pressing around in my kitchen. I didn't need my videos to be perfect, they weren't perfect, but they worked. So maybe you know, maybe this is just the message you need today to take action, to do the bloody thing, to do the video, to I don't know, whatever you're procrastinating on, ask the person, you know, send the invite, whatever it is, make the phone call, whatever it is to do it today. Because even if it's messy, if this if it's imperfect, even if it don't look right, you don't sound right. Do you know what? It don't matter. It really doesn't matter. So let me know if that's inspired you. Come and come and find me on Instagram. This is Helen Walker is my name. Uh, drop me an email, um, say hello, let me know if this is let me know if this has helped. I'd love to hear from you. Right, I'm going. I'll see you next week. Hello, and welcome to another episode of the Wanky Thoughts Podcast. How the devil are you? Oh, I've got a belter of an episode for you today. So I'm gonna give you my three-step storytelling framework. You'd be like, Helen, what the bloody hell is that? So the thing that has had the biggest impact in my business is I know these sound like buzzwords, but showing up and being your bloody self, your authentic self, and I know those words get chucked around like bloody bags of chips, but I started to well, let me take you back. So, when I first started my coaching business, I'd my career had I'd started in recruitment, right? So it felt like the obvious thing to do was coach people on getting new jobs around interviews and all of that stuff. And uh, when I came into this online world, I was proper, you know, my background was old school sales, so the way I'd got sales was basically hitting the phones, calling people, and you know, doing deals in bars and coffee shops. Sounds a bit dodgy, that doesn't it? But building building relationships, and um I was really good at selling, but I never used any of the sales techniques that we were taught. So I worked for really good companies who sent us on brilliant training courses, and I never used any of the techniques. But what I was really good at was all my clients they bloody loved me, and they referred me and everyone used to sing me praises. But when I used to go on what I, you know, air quotes um client meetings, they used to just be like me and my client having a cup of tea, and we'd be talking about their kids, we're talking about holidays, and then the last 10 minutes like, right, this job then. What what we what do we need? Who are we looking for? What's going to be a great candidate? And that the the business bit of the meeting would you know take up the least amount of time. Now I didn't realise at the time that this was you know the secret to my success was this you know telling stories. I didn't realise until I started researching all this stuff years later, that what I was doing was tapping into a real survival instinct we've got, a real um you know, storytelling. So, storytelling is how we basically stayed alive. I didn't realise I was tapping into this by you know telling my own stories and oh Julie, guess what I did last week, and blah blah because all of this creates this bond and it creates trust. Now, sales do not happen unless that person trusts you, and quite frankly, they're not gonna buy from you unless they like you, right? If you're selling gadgets or teacups or whatever, maybe, but if you're selling coaching or you're a service provider or you're a VA or you're a marketing consultant something, I don't care how good you are, if they do not like you, they're not buying from you. And I don't mean that you know the opposite of that is the hate you and you're this horrible person, but if something doesn't click, if they go, Yeah, she's nice, but she just ain't my cup of tea, she ain't working with you, she is not buying from you. Now, what stories do is break down um all of those barriers. So you know, as soon as we feel like somebody's gonna sell to us, the barriers go up. Now, this is a survival instinct because you know we have been taught that money is survival because it pays your mortgage and it pays for your food and it your petrol and all that jazz. So if some if somebody starts trying to sell to us, the barriers go up because that survival instinct in us goes, she's gonna try and get, you know, she wants our money, she's gonna try and make she's gonna flog us somewhere, she's gonna try and make us part with our money. So storytelling does the opposite, it disarms that because she's not selling, she's just telling us a story. Now we are wired to listen to stories because it's how we've stayed alive. If you imagine, like when time began, everyone sat round a campfire, you know, they'd tell stories of oh, I went out um hunting today and this wild buffalo nearly ate me, but this is what I did. Inadvertently, they're teaching all of these survival techniques to the next generation. So the idea, the the idea of listening to stories is your mind is wired to listen. So I didn't realise that this was the secret of my success. I was just telling stories, building up this trust, and then when it came to right, let's get down to business and let's talk about what it is you need, we were like best mates, so they'd tell me everything that was happening. You know, we'd we want this kind of person and don't get somebody from this company because we've had an issue with them, right? Probably probably shouldn't have been telling me half this stuff, probably goes against all policies, whatever, but it made my job bloody easier. So, anyway, we've got all these relationships. Now, when I then started my own business and I came into this online world, I didn't have a Scooby-doo about what do you do on Instagram, like showing me age here, but when I worked in recruitment, we didn't we didn't use Instagram, we didn't even use LinkedIn, like it was only just a thing. So I did not know about putting content out there, and you know, so I did the thing that everybody did back then, right? Three ways to do this, this is how you do this. I've got a great tip for you. Well, it was boring, absolutely bloody boring. We are not wired to remember facts, but we are wired to remember stories. So, of course, I did what everybody tells you, and you know, is here's some value, you've got to give value, you've got to show that you're good at what you do. So I was like, if you want a new job, this is what you should do. I mean, I bored myself. So, um, truth be told, I was about to give up on my business. Totally about to give up on my business because I was making money, but I call it pocket money. You know, I had money to get my hair done and buy a new pair of shoes, but nothing of any, you know. I certainly want replicating my old corporate salary. So I thought I'll have to go back to work, get a job, go back to recruitment. Even though I was good at it, I'd done it for 15 years. I'd rather pull my eyelashes out than go back to it. I just didn't want to do it, I'd fallen out of love with it. So um, you know, Chris, my husband was like, Oh, this business, you know, when I met you, you've got a really good salary. Where's that gone? You know, it wasn't pressuring me or whatever, in my own self-esteem, you know, I wanted to make well I wanted to make as much money as I did in recruitment because I did a pretty good job at it. So I thought, well, it's probably right, you know, I'll I'll have to go back to good old recruitment. So by this stage, I all the wanky thoughts of because I wasn't doing videos, I wasn't showing up, didn't I didn't know what to say for a start. Plus, I was a bit scared, and what will everyone think? And all those wanky thoughts. Well, by this stage, you know, I've got I'd got so pissed off with my business not working, I was like, bollocks, you know, bugger it. Um I'll make these videos, and uh I'll well actually it was a procrastination technique, let's be honest. I thought I can appease Chris a little bit, and I was looking making videos, I'm I'm trying, and I thought I'll give it for you know four weeks and then I'll start looking for a job. Now I did not think these videos was going to turn my business around. It was I was lying to myself, I'll give it a go for four weeks and then you know, probably take off and then uh I'll get a job. So it was it was a delaying tactic, if I am honest. So I started to make the uh the comedy videos where I dressed up in wigs and I I tell the I tell the stories. I told the stories about what was in my head. So I was doing that, and then I started to do lives. Because I was, you know, this Instagram, I've look at it. And I just started to tell my story, and this is where the three-part storytelling framework comes in. So, part one is you tell people where you were. Now, you might be like I was, I was going through that journey, so I wasn't out of it. It wasn't like, oh god, let me tell you what I've discovered. It was, do you know what? This is a bit shit. Um, you know, I've got this business, this was my dream. I've given up recruitment, I thought this was it. I've told everybody that you know I'm gonna have this business and I'm gonna have all this free time and you know, all this stuff I'd been mouthing off about. So, part one is where you were, or you might still be there. So, now when I use this framework, when I tell my story, I'll say, Do you know what? I was exactly where you are right now. I was terrified of videos, I had all these wanky thoughts going in my head, like who's gonna want to watch me, and I look like I've been dragged through a bush backwards, and I've put a bit of weight on, and everyone else says it better than me, and what the hell do I know? All these thoughts used to stop me from going live, and that that was the cause of me not making any money because nobody bloody saw me. So that's part one. Now you could flesh that out for as long as you want. You could you could turn this into a four-hour video if you want. I mean, I wouldn't recommend it, but you can have it as short or as long as you want, you just go into more detail. So, part one, where were you? And then part two, you go, Well, this is what I did. Now, of course, the problems that you share, you want them to be problems that your ideal client has, because otherwise, what's the point? And your ideal client's gonna go, brilliant, but that's of no relevance to me. So the best thing to do is go, what are all the problems my ideal client has? Column one. Column two, what are the problems that I've gone through or going through that my ideal client will resonate with? So then you go, well, okay, next column, how did I fix it? What did I do, or what am I doing? So now when I talk about it, I'll say, Well, actually, what I did was you know, I made I started making the videos of just in the kitchen, didn't want to go back to work, and I thought, you know what, started to do these lives, let's do them for 30 days, let's just do a challenge. Didn't care what I spoke about, didn't care what I you know, it wasn't about attracting clients, it wasn't about anything, it was just about let's see if I can do it. So I did it for 30 days, and by 30 days I still wasn't brilliant, but I felt loads better about doing it, so I was like, Well, let's do it for another 30 days, and I kept I was sharing this online, I kept doing videos like dummy another video, and did you see it? And oh my god, I was really nervous, but I feel a lot better, and I just started documenting this journey. So, this is what you did to get over it. So, when I'm saying what what people need to do, and what I needed to do when I'm telling my story is two things. One, I needed to start telling my story. I start, you know. Um I'm having a menopausal moment, I can't get my words out. Uh I had to I had to learn what to say, I had to learn which parts of my story would resonate with my ideal client. Second part, I had to get rid of the wanky thoughts. Once I did that, I was fine, brilliant. Then we go on to part three where we go, this is how life is now. So, this is you painting a picture of how you want life to be, uh, or how life is, because this is this your ideal client is sat there at point one, they've still got the problem that you had, or you're you know, two steps ahead of them if you're going through it. So they're still sat there, but what you're painting is this great life. So when I'd got over this fear and my business was starting to do well, I'd say, Oh my god, thank god I did video, thank god I did those crap videos because now people are recognising me, people are now wanting to come and work with me, people are now I'm getting noticed, I'm getting remembered, which means my business is taking off, so I get to work with amazing clients. Not only that, I've got good money in my pocket, not only that, I can pay for things, holidays, trips away, you know, nice birthday treats for Chris, whatever. Um, and I don't work school holidays, you know. I barely work five days a week. I mean, everyone takes the piss out of me, going, you know, what a great life I have, and how I'm barely at work, which is true, but I've had to work to get to this. But the kids' holidays, I don't I don't really do anything. I I might do a bit, I might just check upon what's happening and stuff just because I want to. Um, but I don't have to because I've got all of this video content that just keeps going out and doing you know, doing me legwork for me. So I paint that picture and I say this is my reality now. Well, that's the reality that my ideal clients want. They don't want to be working bloody seven days a week, they don't want to be flogging the backside like a dog. I mean, it's not even a saying. Uh they want to take the holidays off, they want to have more free time, they want to be going to the gym or going shopping or sitting and watching Netflix if they want, you know, they don't want to be grinding all the time. So you paint this picture of you know, you've walked in their shoes, you know exactly how it feels because you've been at point one, you've been where they are now. You also know the answer because you've said, Look, this is what I did, you know, these are the tools, this is how what I did, this is the steps that I took, and then you've gone, Thank god I did, because look how life is now. Now you've just laid out the path, the path to the answer that they want to the solution. So you've you've laid out this path, you've made it really simple, you're telling your story, they're relating to your story, they can see themselves in your story, you've built that trust, the barriers are down, don't feel like you're selling to them, and they go, Well, it's obvious that if this person has had the same problem as me, she's overcome it, she just told me exactly what to do. Why wouldn't I work with this person? It's obvious, it's like an obvious next thing. So then all you do when you're selling, you know, inverted commas, uh commas, whatever you call them, you tell this three-part story, so you say, you know, this is where I was, wasn't my business wasn't doing very well because I wasn't doing video because I had all these wanky thoughts. What did I do? Step two, well, I learnt what to say, I learned how to tell my story, uh, but build those relationships, and I got rid of those wanky thoughts. Now life is great and I don't work the holidays. And you say, all you do to say to sell is to go, look, if you want me to teach exactly these steps, if you want to be able to take the school holidays off and know exactly what to say, why don't you come and join us in the Wanky Thoughts Club? It's £45 a month. You can join and leave anytime you like. Um, if you're interested, message me the word wanky and I'll send you this link to sign up. Now that is a genuine offer if anybody wants to come and join us in the Wanky Thoughts Club, but that's that's that's as hard as selling needs to be. Like, how easy is that? Now, if I think back to my recruitment days and the training that we had about selling, Jesus Christ, how complicated did they make it? There was all these techniques, and you had to do ghost offers, and you had to go back to them and keep and test the water, oh my god, I mean I can't even remember the techniques that you know, all the steps because there were that chuffing many. But how complicated did they make it? Why not just say if this resonates with you, I've got a solution, and it looks like this, and it costs this much, and this is how you sign up. It does not need to be any more complicated than that. So every time you now send an email, write a piece of content, do a video, go on a podcast, put a keynote together, all you need to remember is this three-part process. So, where you were, the reality of your situation, what you did, the steps you took, and how life is now. What is the transformation? You can use this same storytelling framework to talk about your clients to share testimonials and case studies. Because let's face it, there is nothing more boring than uh what reading a Canva post of somebody's I joined Sally's group and it was really good, and but it's like, oh, really? Like, do we have to read another Canva post of someone's testimonial? But imagine if you brought that to life. Imagine if you said, you know what? I worked with Jenny and she were bloody terrified of videos. That terrified, she almost gave up on her business. She came to me, she joined the Wanky Thoughts Club, and we worked together on removing all those thoughts that stopped to showing up and stopped to thinking she were a bloody moron and rubbish, and we worked on creating her story and bringing it to life and sharing it in her videos and in her content and podcasts, etc. etc. Now she works three days a week, she sees her son. You know, she's got loads of time to see her son, she doesn't snap at her husband anymore because she's not pissed off, she's got money in her pockets, and she's just uh paid for her family holiday to Corfu and the flyout next week. That is using the three-part story system. Again, that story can be as long and as elaborate as you like, or as short and sweet as you like. It's up to you. You could have a whole podcast episode on that. But what we're doing is we're gonna because you're telling this story, we're gonna mentally start putting ourselves in this story. So, certainly, when you talk about where you or your client was, because that's where she is now, she's gonna get emotionally connected of like, oh my god, that's me. You're gonna inspire her by there's a solution, and it's not that hard to do, and then you're gonna give her some aspirational content to say, Do you know what you could be jetting off to Corfu as well, and you could go pay for the bloody holiday, you could have the same results as Jenny. If you want the same results as Jenny, come and join the Wanky Thoughts Club, same club that Jenny joined. £45 a month. Uh, join anytime, leave anytime, message me the word wanky and I'll send you the link to sign up. What is easier than that? It's bloody brilliant, and it works every time. Now it's not gonna work first time, it's not gonna work second time. You're gonna have to keep repeating these messages over and over and over again until you bore yourself. But if you do it consistently enough, you will get clients, I promise you. Because it's we we just need to go back to how humans work, how humans make decisions, right? And when you understand that, selling is so easy, it's just about building relationships, going, I see you've got a problem there, Jenny. I can solve that for you if you like. This is what the solution looks like, and not getting caught up in oh god, if she says no, and oh, what does that mean about me? And am I any good? And oh Christ, I better jack it all in. Get rid of the wanky thoughts, know what to say, and selling is a piece of cake. Now, if you do want to come and join the wanky thoughts club, message me the word wanky, and I will send you the link and you can join up. If you want to have a chat about it, let me know. Uh same applies. Um, but it's that easy. So let me know if you try it and how it feels and how it works. Uh, I'd love to hear from you. Come and find me on Instagram. This is Helen Walker, and I'll see you next week for another storytelling edition of the Wanky Thoughts podcast.