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MM#86: How to Get Clients Via Alliances

Posted by David Wood

1. Announcements/Offers

How Did These Coaches Set Up Their Businesses So Quickly?

You can save yourself the hundreds or thousands of dollars you may have paid a mentor coach or training school. After personally mentoring sixty coaches and founding a coach training school, I’ve compiled everything I know about starting a successful coaching practice in one easy-to-follow Manual.

And it’s wonderful to see such huge results like this:

“I have just broken through the 50th client barrier! When I first read the Coachstart eManual, I had coached just 14 people, and thought ’50 clients…no way!’. But just five months later, it’s a reality! Thanks for all your help setting me up as a coach, I will always be grateful.”

Daniel Midson-Short, Australia
http://www.lifestylerevolution.com.au/

“I wish I had known about the CoachStart Manual before I signed up with my training school. I could have saved myself almost £600!”

Clare Evans, UK

I ‘inhaled’ the manual and loved it. You give very practical advice and I particularly liked the ‘sample’ dialogues that a coach might have with a prospect (warm and hot invitations) and the sample script. I practice it every chance I get. Thanks for such a great and inspiring Manual!”

Midgie Thompson, UK

Winning Strategies books … now out!

So, let’s get started! Get your CoachStart Manual in the next 5 minutes at http://www.coachstart.com/, and start building!


2. FEATURE: How To Get Clients Via Alliances

What happens when you make 10 calls to prospective clients? You might get two clients, right?

But what if you made 10 calls to potential alliances, made two alliances, and each alliance led to fifty new clients in the next year! Which would be the best use of your time?

In an alliance, both parties must benefit. So, the approach to potential alliances should include what you can do for them as well as what you’d like them to do for you. Make the offer appealing and easy to implement.

For example, suppose you are a masseuse and you create an alliance with a local gym. The gym hands out your “Free Reflexology with your First Massage” coupons to every new member. In return, you send out the gym’s flyer with your Christmas Mailing. Everyone wins! The
customers win by being introduced to a great masseuse and gym, with free bonuses. The gym wins by getting their offer in front of your clients, who are interested in their health. And you win by gaining a steady stream of clients – all with much the same effort you would make to only gain two clients!

In the CoachStart Manual™ I detail my 5-step process to set up streams of alliance clients easily, creating a win-win situation between you and your alliances.

I’d like to give you the first three steps here in this article:

1. TARGET MARKET

After you’ve decided to become a Coach or other service professional, and decided whom you will serve (discussed in chapter 3 of the CoachStart Manual™), you’ll need to identify specific characteristics of your target market. Write down characteristics such as income, interests, magazines they read, clubs they belong to, other types of businesses they frequent, etc. As an example, massage clients may need to have a certain level of disposable income, live in your local area, be interested in health, and more.

2. LIST PROVIDERS

Make a list of businesses who sell to your potential clients. Who already has relationships within your target market? As you brainstorm and list these providers, think about the most productive providers and those most likely to be a good match – then order your list. Here are some examples for the massage industry:

  • Gyms
  • Yoga Studios
  • Cafes
  • Book Clubs
  • Health Spas
  • Dance Schools
  • Sporting Clubs
  • Life Coaches
  • Doctors
  • Other masseuses with different styles

3. THEY SCRATCH YOUR BACK

For each potential alliance partner you’ve listed, jot down how they can scratch your back – what they could to promote your service. Be creative and think about how their business practices can support your goal to increase your client base. For example, they could:

  • Distribute your flyer to their new members or in their regular mailings.
  • Display a sign advertising your offer at their premises.
  • Sell your product directly. They collect the money and pass the agreed fee to you.
  • Invite you to give a free speech/seminar to their members.
  • Publish your articles in their newsletter or magazine.
  • Pay commission on sales you send them.
  • Send a special letter or email to their clients advertising your product/service

See how exciting this can be!!?

These steps get you started on your way to increasing your client base . You can make a difference to people around you, right now!

And you can set up streams of clients, instead of ‘drips’ of clients, right now.

Action

  1. Describe your target market.
  2. Make your list of people/businesses that are already helping your target market.
  3. Jot down what they can do for you, and what you can do for them.
  4. Plan to meet with at least one potential alliance this week either in person, by phone or email.
  5. Share your plans now, and when you have accomplished them at the blog!

***

This chapter was drawn from The CoachStart™ Manual, found together with hundreds of dollars in free bonuses, here.

Enjoy!

P.S. Got a comment on this article? Add it to the blog.

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Posted by David Wood

Looks like EFT is making waves –

releasing emotions….

I’ll check it out

EMOfree.com

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Create # 50: My Nightmare. My Miracle

Posted by David Wood

1. Offers
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If you have an interest in the man-woman game, then I’d love YOU to join the new Relationship Research & Development team!

Some of it may be quite controversial, particularly the title, so be ready to have your buttons pressed 😉

TO JOIN THE NEW RELATIONSHIP R&D TEAM

Simply visit: www.SolutionBox.com/rdteam.htm

P.S. By being on this R&D Team you agree that
we can use your comments and posts and success
stories in the book.

P.P.S. If you’re wondering ‘what about gay couples?’,
gay couples will benefit too from this info, but the
focus is on heterosexual couples.

P.P.P.S. Comments welcome at http://tinyurl.com/25b9te

——————————————-

2. FEATURE: My Nightmare. My Miracle.

This one is deep.

It’s personal.

It’s a bit more raw and uncensored than what I have written in the past, so you may experience some surprise.

Some of you may not resonate with the experience, and that’s OK. Take what’s useful, and leave what isn’t.

For those of you who might wish to see me as ‘flawless’ or perfect, this may be an eye-opener 😉
I’ve written it partly because I’m proud of this huge personal achievement, and partly because I’m always sharing with you what I discover is possible.

Some of you may resonate with this…..and see an area in yourself where you are Holding. Contracted. Afraid to go. Afraid to ‘let go’. And perhaps this article will lend you inspiration
and strength to open up that area 😉

This writing is for you.

__________________________________________________

My Nightmare. My Miracle.

I was floating in tropical paradise, and 24 hours away from a nervous breakdown.

5 times before in my life I hadn’t slept for a couple of days, and each time I’d spun out into an anxiety cycle that took weeks or months of drugs to bring back into line. I’m talking about near panic, and often just worried about how bad the panic might get! Having just finished one of these 6 month rides after India, I was even more worried about some kind of chronic lifetime cycle I’d never break out of.

I looked around at the palm trees, sipped my virgin pina colada, and reflected on Kristina and I swimming in the ocean earlier that day – during a Puerto Rican rain storm! Life seemed so perfect.

Yet…I was exhausted. Tension cramped my belly, my throat was knotted, and the more tired I got, the greater the fear grew – and the less likely sleep was. When it got this bad in the past, I’d broken the cycle and saved myself with sleeping pills . But they just weren’t working any more. Things were spinning out of control, and I was running out of options.

I narrowed it down to this: I was afraid of not sleeping, and at some deep level, I was afraid of sleeping. In short – I was f*****.

So…. I set up a phone session with my emergency ‘ coach ‘ in the UK, Kira Kay . Picture me in the open air lobby of a Puerto Rican resort, speaking into my laptop as bikini-ed women stroll past:

“I think you’re ready David, to face this fear once and for all. Take no sleeping pills, whatever happens….after 3 days you’re body will probably shut down if you don’t sleep. Be willing to face anything – to risk insanity, to risk death….all your fears whatever they may be. A nd I know you can come through the other side. But you’ve got to WANT it more than life.”

This was one of the most horrible and terrifying things I could imagine – my lifetime Achilles heal. I had no confidence that the result would be a happy healthy David…..it could be much, much worse. And I didn’t want it more than life; I like life very much!

But it seemed the entire point was to face these fears…..of nervous breakdown, insanity, and perhaps at some level….death. And again, I was running out of options as the pills just weren’t working. I decided YES ; wanting freedom, but not truly believing it was possible.

DAY 1
I faced some of my worst demons that same day. Simply being with the fear and exhaustion. Kristina left to spend time with her Puerto Rican family, and I wandered the resort and beach….alone. This day I discovered I CAN be exhausted, afraid, and alone. And make it through a day. I learned I can feel horrible one minute, and have a profound beautiful experience the next.

A fight with Kristina topped off the day, triggering my deep fear of feeling/being alone and abandoned. In the middle of deep pain, and feeling a gulf between Kristina and I, I called a man who had offered to help me heal if I ever got off the long term anti-anxiety medication. I figured this was a good time to call him – as I was just about to dive back on it!

What followed was profound.

Dr. Jo showed us, over the phone, how I could access my deepest feelings, and release them as I shook and sobbed, or laughed. He showed us how Kristina could sit and hold my hand as I cried, giving me pure love and support. And how this extra attention from a human being (versus feeling the feelings alone) made all the difference.

Kristina and I sat on our quiet balcony and took in the bright stars that framed the palm trees and Caribbean ocean. With Joseph’s voice in my ears from my wireless internet skype phone, and Kristina holding my hand, I released 30 year old emotion s .

I went to bed ready to face whatever came up, armed with a couple of quick tips from Joseph, and some cautious optimism.

And promptly fell flat on my face.

After 3 hours in bed, and trying a bunch of techniques, I felt I couldn’t take any more. I was exhausted and afraid, and Kristina was asleep. So at 1am I decided to parachute out with 10 mg of Ambien (the maximum recommended dosage). But when I pulled on the rip cord, nothing happened! In fact, half an hour later when an elephant should be comatose, my heart was beating furiously, and I could feel the panic increasing. If the max dosage won’t knock me out – what will? What’s at the end of the road?

I woke up feeling like crap, and scared that there was no way out. Perhaps I’m not strong enough to handle it.

DAY 2
Joseph was surprised and grateful to find out about my ‘not sleeping’ pattern, and the fear around it. He suggested that me feeling terrified and exhausted while ALONE, and while the feelings were keeping me awake, was NOT productive! That it would be better to either take my attention off the feelings until I had support, or…..set up support for the middle of the night!

Thank God! This was MUCH more attractive than what I saw as the full ‘kamikaze-go-insane’ approach. So I set up phone calls around the world in case I needed hand holding at 4am. (What a group of friends I have! Friends w ho will take a call in the middle of the night, willing to listen to me shout and sob!)

The result?

At 10pm that night I drifted off to sleep – pill-free! And, while Kristina was up reading ! (I can’t remember ever drifting asleep while someone was in the room, and awake!) I cannot think of anything in my life, in this universe, more valuable to me than that experience.

DAY 4
Seeing my success, and that I clearly could handle more challenge s , the universe filled the resort with screaming kids – all part of three weddings scheduled for the weekend. I was HUGELY triggered by the noise, feeling very unsafe and out of control. We nearly left the resort, but I stuck it out to see what I could learn.

If you’re curious about what was driving all this – what was at the core of it…..well, it doesn’t really matter. And each of us is likely to have different experiences, beliefs or fears stored. Dr. Jo pointed out that understanding was the ‘booby prize’. The important thing was to release the feelings. But here was one glimpse I got into what was really going on for me:

I felt how important control was/is for me, and in the middle of a ‘sobbing session’ I heard myself say: “If I’m not in control, things get f***** up, and people die”. Wo w! Talk about releasing deep stuff!

I went to bed, in that ‘unsafe’ environment…. …and slept.

DAY 6
The universe p roceed ed to the next level of challenge; the next variable ….

I had to get up at 5am for the flight back to NY. I always take a pill before a big flight (10-24 hours), or an early one, to ensure I’m well rested, and avoid feeling like crap and powerless on the plane.

Well…this night I was willing to go into it. Willing to get no sleep. Willing to feel whatever came up, and to call friends and share it.

I got 3 hours sleep, had perhaps the best sex of my life, and we got a free upgrade to first class. With a 30 min plane doze, I was ready to enjoy the movie, and we had a wonderful trip!

AT HOME

I had a melt-down when I got home alone: “My body is against me and is sabotaging my sleep – will this ever f***** be over!?”. It FELT like I was back to square one.

But….lo and behold…..magic of great magic…..the feelings passed!

And the experience reminded me that the process wasn’t done, (may never fully be done) and that resisting things was not going to bring sleep faster. What a lesson!

“Out of great pain, comes great insight”

THE REST
For the next four nights I slept soundly – wonderfully.

I’ve now been pill-free for 6 months, through a variety of situations that would normally require a pill to sleep e.g. a weekend residential course, noise from a neighbor, speaking to 1000 people the next day.

What looked like being a lifetime cycle of anxiety and drugs, has opened into an entirely new possibility for me: being with myself, and my feelings….ALL of them. I now have the belief that I can face any feeling or experience.

Freedom!

HOW I BROKE THROUGH: 6 THINGS

1) I don’t have to face the feelings alone. (In fact, if I’m alone and they are keeping me awake, there’s no point in feeling them. Put it off until I have support).

2) I can delay feeling the feelings until I have support. (This let me sleep at night, knowing things would be taken care of. I don’t have to be at the mercy of these feelings)

3) I can set up support for when this experience is likely to be triggered. (For me, that’s night time – particularly in an unfamiliar environment, and with noise. I had 5 people around the world willing to hold my hand on the phone while I went through the experience).

4) Releasing the emotion. (I did deep work each day on the phone with Joseph, and Kristina holding my hand. I accessed my deepest fears and sobbed my heart out. Check out co-counseling; I’m now a raving fan).

5) Being willing to go there. (Having support PLUS committing to face whatever comes up. The willingness to go dissolved the resistance, which was keeping the ‘thing’ in place)

6) Compassion. (I was hating that part of my body, my self, that was stopping me from sleeping. Now I talk to it; have compassion for it…for what it/I have been through in the past that is bringing it up.)

__________________________________________________

So what does this mean for you? Perhaps you would like to tell me.

Where do you have strong emotions or symptoms triggered?

Where are you controlling your life, so you don’t have to feel something?

Is there a situation you are unwilling to face?

Something your partner wants to do that you won’t allow?

Scared to quit your job? Scared to commit to a partner? Scared to
break up with a partner? Scared to have kids?

Do you control your sleep environment? Do you control noise around you?

Do you control your partner? Do you control other’s behaviour?

What areas of life do you avoid? What has you MOST uncomfortable?

If you’re willing to share, I’d love to hear your answers on the blog

Or simply post what this article brings up for you.

Remember….

You don’t have to address ANY of these areas.

You don’t have to address ANY of these areas.

And….

You don’t have to address ANY of these areas.

You’re doing just fine.

And – if you want more freedom in your life, and this article resonates
with you…..perhaps you’ll be moved to take a step towards confronting

w hat’s happening with you . Perhaps you’ll be willing to ‘go there’.

If you do, I recommend support, support, support.

Someone you trust.

The process Dr. Jo used with me is called co-couseling, and I’m sure there are many other support structures that may help.

Love,

David Wood

3. The Personal Touch

A year ago I had declared I wanted a monogamous relationship, but it seems my karma with open relationships is not yet done. I love an amazing woman, who also dearly loves her partner of 7 years. After 10 months together, Kristina has now moved in with me, and I feel incredibly blessed to have this play mate in life. And how perfect to trigger old fears of being left! We recently held a Borange ceremony to celebrate how good things are, with our parents and close friends in attendance (Video)

I spoke to 1200 people in Los Angeles, and 1000 people in Orlando; my first speeches in 6 years! The experience and results were stunning, and I’m looking forward to more speeches! ( more ) If you know of any big motivational events (coaching, wealth building, getting clients, business) you think I should speak at, please post it on the blog below, or reach me through the support link below.

Burning Man was intense! The big achievement there was actually falling asleep surrounded by 45,000 people. Yay!

And if you haven’t seen ‘ An Inconvenient Truth ‘, watch it. Really. There’s never been anything more important to watch. You’ll be hearing more from me soon on this 😉

Love and fun,

David

P.S. Comments invited on the blog.

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MM #85: Using Speaking to Build a Practice

Posted by David Wood

1. Announcements/Offers

What People are Saying About ’10 Super Coaches’

To find out how 10 ordinary coaches are earning $30,000 to $1.4 million per year, and how you can do it too, click here:

http://www.10supercoaches.com/

“I have enjoyed and most of all gotten inspired by reading “10 Super Coaches Share their Secrets”. This is a tool for every coach to have when they require inspiration and/or different ideas to explore, when building our practices.”

Martha Tellez
Australia

“David, the product is awesome! I cannot express it any other way. I’m still digesting the nuggets on every page and relishing every interview. Thank you for the your brilliance in its development.”

Heather Fraser
USA

Visit http://www.10supercoaches.com/

Do you listen to audio books?

It’s so nice to be able to hear the voice of the writer. And it turns your travel time into productive time!

Michael Port’s big bestseller, Book Yourself Solid is in the “New and Notable” category at itunes.com. So, now, not only is it a bestselling book, it’s also a bestselling audio book.

If you have itunes, I recommend you get it today: http://www.michaelport.com/recommends/itunes

Michael is an awesome guy. He believes that virtually every old-school marketing tactic is dead and that there is a better way to connect with the people you’re meant to serve… he calls it the book yourself solid way.

2. FEATURE: Using Speaking to Build a Practice

Perhaps one of the quickest, and in some cases, most effective, ways to build a coaching practice is to give speeches at different organizations in your area. Before you launch a campaign though, a little legwork can be helpful. Here are just a few tips and tricks you can use to get speaking engagements and use them as an effective marketing tool for filling your practice. This information is drawn from the audios in our Explode Your Practice CD set.

Who to Present to

As with defining your target niche, begin by determining who you are presenting to.

I’ve found it MUCH easier to tap into an existing organization’s membership and meetings, than to try and fill a hall myself. To make things easier on yourself, once you have identified a target audience (say, for instance, a women’s entrepreneur group), find a pre-compiled electronic spreadsheet database of organization names and contact info plus the categories each organization or association falls into.

There are many such databases and a quick search of the Internet should turn up one for your specific country. For instance, in Australia, “Information Australia” can provide you with this information and in the United States, the “Directory of Associations” from Concept Marketing Group is a good reference.

In Australia I contacted Rotary, Lions, SWAP and Zonta (business women) clubs. I joined the National Speakers Association and let them know I was available to speak to ANY group. (This got me a couple of referrals, which I leveraged into more talks). I also recommend calling 5 top speakers and asking if they would refer me for the speeches that they can’t fit into their schedule, or that don’t pay enough.

What to Present

During the previous step, hopefully some possible topics came to mind that you could develop into a 20-30 minute presentation.

Some quick examples are: “How to double sales by connecting with people”, “How to truly live life”, “How to create a life you love”, “The benefits of a life of integrity”, “Follow your dream career”, “Designing your perfect relationship”. Choose something you care about, and something where you have related skills or experience. Even if you’ve coached three people on this issue, you’ll have some tips to share.

Flush out the topic into an outline form so you have a good idea of how the speech will flow. Look to see what the audience members will learn from your speech.

Armed with this information, you are now ready to create a mini “media kit” of yourself that you can use to promote your presentation. Draft a letter explaining the presentation and the benefits to the audience. You might also want to include a brief bio of who you are along with a photo of yourself, so the organization knows why you are qualified to speak on your topic.

Lastly, if you already have some awards or testimonials for previous presentations or work, be sure to include those in your materials, too. Once assembled, you should have a nice package to send any organization looking for a dynamic presenter.

Set a Practice Date

Set a date, NOW, for your practice speech, and invite some close friends to come and hear you. You’ll provide snacks and speech, they’ll provide feedback and written testimonials.

Tip: Set the date BEFORE you have the speech ready. This guarantees you’ll work on it 😉

How to Promote

All this upfront work can be lost if no one shows up. How do you get people to hear you speak?

Try this technique: in the agreement with the organization or association, ask if they would be willing to send out an email before your presentation inviting everyone to attend and prepping them for what to expect. This email will be written by you so it makes it a win-win for both parties. It’s the first contact you’ll have with the audience so you will already be starting to build a relationship, and you might offer a free download from your web site.

The next contact they will have with you is during your speech and if you have any products to sell, be sure to check with the leadership of the organization or association to see if you can promote them or not.

Finally, after the presentation, ask the organization to send out another email (again written by you) thanking the members for coming to listen to you. Be sure to include in this email a free resource that will be of value to them as well as a link to your website so they can explore your products and services further. Using this approach to promote your presentation guarantees that you will ‘touch’ the membership three times in a short period of time maximizing the value of each one.

Your Coaching

I dropped references to my coaching throughout the speech. At the end I had a form passed out, and asked them to fill in the feedback section at the bottom, plus said: “If you’d like to be in contact with me, receive my newsletter, have me speak to your company, or even experience a coaching session, just tick the appropriate boxes”. It was quite exciting to go home with 30 new subscribers, and sometimes 10 complimentary coaching session possibilities, after each speech.

***

If you enjoy making presentations in front of a group, a natural way to build your coaching practice is to use this passion to your advantage. Through the steps outlined above, you are sure to fill your calendar in no time – with both speaking engagements and new clients!

***

Want more? This, and 100 other topics are covered in more detail in the full Explode Your Practice CD set, available now.

Action

Decide if speaking is right for you. Look into Toastmasters or another organization to help you with your speaking.

Look up places to speak in your area and put them in a computer file or spreadsheet.

Decide on a topic or two to use in your speech.

Post your current status, and the plans you’re committing to on the blog .

Enjoy!

David

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MM #84: How to to Create Audio on Your Site

Posted by David Wood

1. Announcements/Offers

Free Listing in Links Directory

We have a links directory for coaches, trainers, counselors, therapists, fitness trainers, consultants and other service professionals. Get yourself listed – for free! All you need to do is link back to our site. This increases both your link popularity and ours with Google – meaning we both come up higher when people do a web search.

To submit your site to our directory, visit:

http://www.life-coaching-resource.com/links/

When did ‘Ten Super Coaches’ Become ‘Seventeen Super Coaches!?’

With your copy of the ’10 Super Coaches ebook’ you currently get a free expansion pack including another seven interviews!

To find out how 10 17 ordinary coaches are earning $30,000 to $1.4 million per year, and how you can do it too. Cl’ick here:

http://www.10SuperCoaches.com

“I was working on a marketing strategy that was going to cost quite a bit of money when I bought the ebook. It made me realise there is a MUCH more direct, and less expensive method. Saved me several hundred pounds and gave me a kick up the rear end to do something else. Thanks!”

Neil Gilbranch, United Kingdom

“Why reinvent the wheel when you can see how successful people are already producing results you want? Don’t hesitate, buy it today. The ’10 Super Coaches’ ebook has given me the confidence and inner strength I needed to build my business, I have been able to fine-tune my fees, and I have offered sample sessions with success.”

Denise Simons, New Zealand
RELATE Coaching

Visit http://www.10SuperCoaches.com


2. FEATURE: How to Use Audio on Your Site

Note: Proudly reprinted from Mentor Monthly #33

A popular trend I am sure you have noticed is audio on web sites. In this article I’ll show you exactly how to create and compress your own audio clips for your web site!

Why Use Audio

The hardest part of selling on the internet, whether services or products, is fostering a relationship. The internet can be cold, faceless and voiceless. And people want to buy from people they know. Hearing your voice creates an instant connection and makes it easier to trust you.

Also people have different learning abilities. People who learn best auditorily will remember your content more easily.

Audio also adds interest and gets attention. Because of this, audio works best if used sparingly. Know your audience and test your results.

What Can You Do with Audio?

You can find many creative ways to try out audio:

  • make an introduction to your site and let them know you are a real person (see the SolutionBox left side bar)
  • give people a feel for your sincerity and enthusiasm
  • let your audience know exactly what you want them to do e.g. get your newsletter, sign up for a free course, download a free ebook
  • record speeches, teleclasses and interviews to sell or put on your site (with permission, of course)
  • deliver audio lessons and classes
  • provide enthusiastic, persuasive product descriptions
  • provide sample previews of things you want to sell

How to Create Audios

Has this sparked some ideas for you? Are you ready to learn how to make your own audios?

I’ve created a free audio/video presentation on how to record audio and convert it into different formats. You’ll learn how to convert to streaming Flash, MP3, Real Audio and Windows Media File. We’ll cover three different programs I like to use. And, I’ll show you how to put the converted audio onto your web site.

Access your free 17 minute training video here:

http://www.solutionbox.com/video/audiotraining.htm

Action

  1. Brainstorm ways to use audio on your site.
  2. Watch the training video.
  3. Experiment with putting audio on your site and share your experiment at the blog.

** *

Enjoy!

P.S. Got a comment on this article? Add it to the blog.

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30 Days

Posted by David Wood

Welcome to the 30 Day Challenge.

You should have received your phone info for tonight’s call. If not you can find it, along with the rules on the download page (the link was emailed to you when you first signed up and will be on each email we send).

You may start today with your first invitation (Oct 23rd) or you can wait until tomorrow (Oct 24th), since this call is pretty late in the day for some. We just want 30 consecutive posts.

In your posts include who you called, your reason for inviting them, and the result. Click on the comments link below this entry to post your progress.

Feel free to encourage one another as well as you challenge together.

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