No. 71 // May 2022
Dr. Jenna Blasi
Big Gains for Doc Who Chose Fulfillment Over Fear p. 16 How to Recognize a Great Influence For Transformation In Our Lives p.10
Meg Ochipinti: A Vision Worth Fighting For p.07
Shift Your Obstacle Towards Opportunity p.13
TEAM TIME A Deep Dive Into Intention Setting p.19
5 Principles to Limitless Referrals p.21
HOPE FOR HEALTH No. 71
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Forrest Sauer’s Finger Licking recipe.
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Opportunities are everywhere! Learn how to spot them.
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Life shouldn’t wait. Make time now to begin living. Meg Ochipinti talks about what it means to her to be a part of a healthcare revolution. A GIFT and a me-rror… what are they? Read on and find out!
Everything you need to know about our upcoming Spring Quarterly! Hear about how things changed for Dr. Jenna Blasi when she realized she had full control over her thoughts and actions. Mindi talks about how doing everything with intention is not only vital, it also gives life more meaning! Luke walks us through the 5 principles of gaining quality referrals. But first, you must answer yes to three key questions! Revisiting our commitments and what it takes to succeed.
Editors Outlook
Make it Count: A Letter From “The Pandemic”
Dear Humans, Three years ago, you were living your lives and had no idea that I was about 10 months away from swooping in and taking over. I didn’t know it either. But my evolvement wasn’t fate. It was the direct result of decisions that were made, as are all things that are brought into existence. I know my timing was notably inopportune for many of you. Some of you had plans I destroyed, some were in the midst of grieving a difficult loss, and some of you were barely holding on by a single thread to hope just as I was emerging. I suppose there would have never been a “good time” for me to surface. I think about this often. I think about all the dreams that I wrecked. I think about the lives that I took, the relationships that were left in shambles, and the countless jobs that were lost. There are no words that would ever offer comfort and I feel shame for the massive amount of hurt that resulted from my development. I also think a lot about your strength. I plummeted into your lives and inevitably inflicted trauma on each of you, yet you remained resilient though it all. I witnessed you quickly pivot in your businesses. And you didn’t necessarily do this because you wanted a change or because you were trying to survive, but because you knew that adjustments were needed to continue to thrive. You learned new platforms and technologies in order to adapt. And many of you gained confidence within digital arenas and learned how to get them to work for you and your business goals. I saw you connect with others on a deeper level. When proximity was removed, the social interactions that you had occasionally taken for granted, now had more meaning. When you’d spend time with someone, it had more sustenance. When relying on body language was no longer an option, you became more articulate and vocalized your thoughts and feelings fluently. I noticed your hearts grow. You mourned with others who lost loved ones and you empathized with strangers who were struggling. And when your go-to goods became scarce, you thought deeply as to how production workers across the globe were suffering through the same tragedy that you and your neighbors were experiencing. You didn’t know who they were, but you felt united with them. You paused. When stay-at-home mandates were enforced because of me, you broke away from emotionless monotony and reflected. You looked back at your lives and learned more about who you were in the past, who you were now becoming, and who you wanted to be. You gained wisdom and insight on yourselves and got a sense of clarity about where you were headed and how you would get there. You transformed. I saw you give yourselves permission. When there was no shame in weakness or deficiency you gave yourselves permission to feel. You didn’t attempt to bulldoze through inadequacies or deny they existed, you gracefully embraced them. That took courage. I am not attempting to trivialize the pain that I caused. I know that for some, the impact I had on your lives was insurmountable. The past will not change but you do have power over the decisions that you make tomorrow. So, I am asking that you decide to make it all count. I am asking that you continue to live life with the same strength and fearlessness that showed up when I hit my peak. I am asking that you frequently recognize your courage and ignite it daily. I am asking that you settle into routines that involve the same type of soulful connections that you valued more than you ever had. I am asking that you decide to live. Live bravely. Live with purpose, live with hope, and live with monumental faith. Sincerely, The Pandemic By: Mariza Elizondo 4 Hope for Health I No. 71
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DON’T PUT OFF LIVING, YOU JUST MIGHT RUN OUT OF TIME It had been a few years since Mindi, Landon and I had spent vacation time up in Park City for our annual snow skiing adventure. Because the Utah snow had so often been disappointing during spring break, which was the only time we could bring Landon, we began traveling to Snow Mass in Aspen Colorado. Our choice paid off. If you want to avoid the crowds and increase your chances to ski some powder, this is the place.
“There’s nothing quite like the serene experience you have hanging your legs off a chair lift with the sun baking your face, while traveling to the top of a mountain.” Our last adventure in Snow Mass ended with the mountain closing due to the new, dreaded virus coined Covid-19. Luckily, we were on our last day when the news arrived. The following year we chose to avoid the mandates and stay home. It would be the first year we missed strapping on the skis in 13 years. As of writing this, we just returned from Deer Valley, Utah where the snow was incredible. Like always, it was just the three of us, which is fine with me. We had urged Landon to bring a friend along, but only one of his buddies had experience on the slopes. Being on spring break, he was committed to spending time with his family. So once again, Landon would be hanging with his parents. He actually doesn’t mind this since the slopes certainly beat school.
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There’s nothing quite like the serene experience you have hanging your legs off a chair lift with the sun baking your face, while traveling to the top of a mountain. My family is next to me and we’re just taking it in. It is in these moments that I truly recognize how blessed I am to have this time; this experience with those I love the most. I silently speak to God and thank Him for our blessings, for His creation, for our health, for time off, and for rest. Moments later, my peaceful thoughts are interrupted as we approach the top of the lift. We exit the chair and head over to a handful of runs that provide provocative to gnarly experiences. What a beautiful thing to be hanging with your family, one moment in serene meditation and the next hurling yourself down the side of a mountain, igniting your full attention. That’s living! One of my most profound lessons in life came to me just a few days after my first retirement from private practice back in 1997. A colleague and friend of mine, James, said, “So Webb, tell me you’re going to start taking vacations.” I responded, “What do you mean? I go to the beach every year.” James went on to explain to me that no one is guaranteed tomorrow and if we don’t live now, we just might miss out. One vacation per year simply doesn’t cut it. I cannot recall ever feeling like our time of rest and recharge was the wrong decision. Sure, there’s been times in the early stages of building my practice that vacations were just staycations, but we still took the time. Just being together (and present) with family for a few days is priceless. Don’t be a fool and play the game of “when the stars align.” There is no honor in working yourself to death. We must take time away to align ourselves with why we work so hard in the first place. Productivity slowly disintegrates over long periods of “all work, no play.” So please take time to live outside of the confines of your work. Work is holy and is a blessing, but it can also be a curse. How can you justify taking time away? Here is my best advice. Don’t mess around during your work hours. Be present and maximize productivity and efficiency. Live by your calendar. If you do, you will earn plenty of time off. Our life destination may be far away, and years may pass before we arrive. We must recognize that living cannot wait. Life’s experiences are to be enjoyed along the journey, even when you find a stretch of rough terrain, or when you’re in a deep valley. Your life must be lived now, or you just might run out of time. By: Dr. Charles Webb
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MEG OCHIPINTI w/ RIPPLE HEALTH & WELLNESS: A VISION WORTH FIGHTING FOR
“I was just trying to survive, the way my patients were just trying to survive.” Meg Ochipinti, Registered Dietician Nutritionist and team member at Ripple Health and Wellness, felt like each day was a battle while working through her required rotations to obtain her license. Although she chose her profession to provide health counseling and diet education, she quickly learned that in the hospital environment she was in, it was not about helping– it was a numbers game. “I would chart 50 to 55 patients a day and I didn't even know what they looked like. I would get questioned as to what I was doing with my time if that number was any lower. I’d get a lot of dialysis patients and it was more about what feeding tube was best. It was just survival. The doctors would reject my recommendations and I had a hard time with it but thought, ‘I just have to bite the bullet and get through it.’
“This feeds my soul and working alongside Dr. Lexie to help change the healthcare system makes me feel fortunate.” Eventually, Meg completed her rotations, got her license, and through a job with Xymogen, acquired a taste for functional medicine and the impact of getting to the “root cause.” So, when she and her fiancé moved to Oregon, she decided that she would steer clear of a hospital career and instead looked for a role with someone who shared her vision for health. “I came across Dr. Lexie [Ching], looked her up, and loved everything. I called her and when she interviewed me, we just clicked; and that’s kind of how our relationship is now. She's easy to talk to, she's ambitious and she has these visions that are super similar to mine. Even for five and 10 years down the road, our vision is pretty much aligned.” No. 71
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Understanding the role that food plays in our lives was embedded in Meg since childhood. In college she organized events where she and other dietetics would teach on the importance of good food and how to create new mentalities around nutrition and fitness. “I really wanted to build community gardens and help educate kids and adults on nutrition and where food comes from. My family always had a big garden and that’s where it all began. I fell in love with helping to set those foundations for people and now I get to apply my knowledge into a functional medicine aspect with nutrition.” Meg and Dr. Lexie make up the entire staff at Ripple Health. They each bring a wealth of knowledge to the table and take ownership of several roles within the practice. They know their own weaknesses and know how to build on each other’s strengths and hold themselves accountable. It’s a lot of work but Meg says there’s no place she would rather be. “This feeds my soul and working alongside Dr. Lexie to help change the healthcare system makes me feel fortunate. There is a copious amount of gratitude I have for her, and I couldn’t think of a better person to fight this battle with.” “Go to the workshops,” Meg said when I asked her for advice on behalf of other FPC team members. “I am always in Mindi’s workshop learning what I can. There are always going to be certain things that you struggle with. And if you go to the workshops and talk to Mindi or talk to Luke, even if you aren't doing the coaching portion of it, you're going to learn. You will be able to talk on the phone with patients about the programs better, and about how it all works. FPC does a good job at training the staff around the price tag and what to say when we empathize with someone who can’t afford the program.” After attending Novembers in-person quarterly event, Meg said she saw her and Dr. Lexie’s confidence skyrocket. Being submerged with other like-minded people who not only share the same mission, but also have the same types of challenges was a “game changer,” she said. “We walked away with so much. Our confidence level has definitely gone up in being able to communicate authentically without worrying that we are hurting our clients’ feelings. And all the team members I met there were fully on board and supporting their practitioners. I felt like we were all in the same boat. We are all human, and we all need coaches too; just like our clients.” By: Mariza Elizondo
Meg with Dr. Lexie Ching 8 Hope for Health I No. 71
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RECOGNIZING A G.I.F.T. IN OUR LIVES GREAT INFLUENCE FOR TRANSFORMATION
I recently had a conversation with a friend who despite working at her dream job for the past five months, was considering resigning. She attributed this thought process to the enormous amount of stress and anxiety she had been feeling due to conflict with her manager. I then asked if she could put the story aside completely and simply describe the manager to me in terms of qualities. “Impatient, stern, cold, and unaffectionate to name a few,” my friend said. “Ok. Can you think of when and with whom you have been impatient, stern, cold, and unaffectionate?” I asked her. She broke down immediately and said, “you’ve hit the nail on the head. I’m that way with my daughter.” We shifted the conversation and began talking about how her manager was actually a G. I. F. T. – a Great Influence For Transformation. Anyone can be GIFT in your life, especially the people closest to you. These influences for transformation are people who push your buttons, trigger you, and cause you to react. They are your family members, your peers, your coworkers, and your neighbors. Enric Corbera, creator of the Bioneuroemotion method and founder of the Enric Corbera Institute in Spain says, “The other person doesn't exist. The only way I can experience myself is through the other person; therefore, I'm never with another, I'm always with myself.” From this perspective, each person you encounter provides you with the opportunity to look in the mirror or as I like to call it, the me-rror. That which you see and recognize in others is also within you. This concept, however, often gets misunderstood because of how literal we take it. For example, I coached a man who shared that his wife’s constant shopping was very upsetting to him. After offering the me-rror perspective he became angry and said, “there’s no way that is true. I’m not like that. I’m not constantly going to the mall spending all kinds of money shopping for myself.” And while that may be true, I simply asked him to tell me the quality she is showing him when she does that. “Selfish,” he said. “Now here’s the key question,” I replied, “when, how, and with whom are you selfish?” After a few minutes of silence he said, “I get it.”
“These influences for transformation are people who push your buttons, trigger you, and cause you to react. They are your family members, your peers, your coworkers, and your neighbors.”
Only when we learn to take a different look at our conflicts and challenges, are we then able to see them as a GIFT. Doing this will most definitely change our attitudes, our lives, and the entire world around us. One of my favorite Buddhist monks, Ajahn Brahn, says “there's always honey in every situation and it’s our job to find it.” Most of us would agree that honey tastes good and it’s good for your health. When honey comes packaged in a nice clear jar, we instantly know that it's honey and gladly take a spoonful. But if honey came packaged inside a beaten-up rusted can with no label, we would most likely toss it and forget that there is something great inside.
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We put so much emphasis on the packaging even in our own lives. It is our job to find the GIFT in each of our challenges no matter which circumstance or experience they come packaged in, even if that circumstance is beaten-up, rusted, and painful. We must trust that each of our painful experiences is a message, a mirror, and a GIFT pointing us at something we need to look at within ourselves that's needs changing. This will allow us to free ourselves from our pain in order to heal and transform. My personal journey towards growth and transformation is an ongoing process and has been integral to my success in every area of my life. As I learn to reframe my experiences as a direct reflection of my internal state - as within so without – I become empowered to take responsibility and shift of the direction my life takes. It is my personal mission to help guide others turn their most painful and challenging situations into fertilizer for growth. May you do the same. Blessings, Angel
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FPC COMMUNITY RECIPE
Dr. Forrest Sauer’s Finger Licking Brussel Sprouts “These dang good brussels have been a meal for me every other week. THEY ARE SO GOOD!”
Ingredients 1.5 pounds brussels sprouts, ends trimmed and cut in half 2 tablespoons olive oil 3 bacon slices, diced 1/2 cup walnuts 1/2 onion 2 tsp minced garlic 1 tablespoon mustard 1 tablespoon honey 2 tablespoons rice wine vinegar
Directions • Fry brussels sprouts till tender. • Place brussel sprouts into a bowl. • Cut bacon into small pieces. • Fry bacon, onions, and garlic with salt and pepper. • Add mustard, honey, and rice wine vinegar. • Fry for 30 seconds and then pour over brussel sprouts. Mix and Devour!
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OBSTACLE OR OPPORTUNITY? I used to think of myself as a professional nomad. After graduating from college for example, I thought Texas would be the best place for me to attend medical school as opposed to closer options in the Midwest. Eventually, I grew weary of the bustling city life and accepted a position in the middle-of-nowhere Tennessee. Over the next few years, I moved two more times, to Arizona and then finally to Utah. I was 26 when this journey began and being in a relationship with a pilot was constantly taking me from place to place. Each time I moved I was faced with certain challenges- how long would we be staying and where was I going to work? I always wanted to start my own business, but the nomadic life kept me from planting permanent roots. But each time I moved I still found myself up against the same obstacles associated with building a business. I was tasked with filling my own schedule and getting my own commission-based patients with little internal support. I was even building wellness programs and a team from scratch. I had to rebuild myself, my credibility, my reputation, and more importantly my relationships within each new community. I had two choices every time I moved: commitment, or fear. Whether you are just getting the wheels turning in a new business or trying to get them to shift in a new direction in your existing business, you must take ownership 100 percent of the time. If you choose to see an empty schedule or a waning marketing fund as an obstacle, you will succumb to fear. If you take a step back and commit to realizing you have everything you need in front of you, taking action on what is already there is all that you’ll need to get the wheels spinning. This means seizing every opportunity possible, and always knowing that at the heart of your business are your relationships. Your business is about people, as many are. And you need to connect, establish relationships, and communicate as your authentic selves and not as doctors. I often see clients rely solely on marketing to new leads to build their tribe and while marketing is crucial to building and maintaining a business, this needs to be supplemented with relationship nurturing. You will need to commit to the role of entrepreneur and take ownership by getting out there and letting go of any fear of what others may think. The more doors you open the more opportunities you will have and less obstacles will stand in your way. This is done through connecting with others in every possible situation.
“You will need to commit to the role of entrepreneur and take ownership by getting out there and letting go of any fear of what others may think.” Instead of sitting around and waiting for leads, you need to take accountability and practice your skills of initiating conversations and connecting with and knowing your audience. Throughout my journey of consistently reestablishing myself, I began asking myself two questions: what is the opportunity within my circle and what is the opportunity outside of it?
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Opportunities within your circle:
Who is on your schedule? What is the potential there? What do they need or not know? Can you help them further by putting them into a pre-education or a program etc.? How are they doing? Can they provide a testimonial? Who do they know? Can they provide a referral? Who do you know in your life? What is the potential there? Are you talking about your business to other colleagues, friends, and family? Are you inviting them or creating pre-education opportunities regularly and in-person if possible?
Opportunities outside of your circle:
Webinars- how are you showing up? Are you communicating authentically and inspiring motivation? Are you following up with registrants that didn’t book or attend the whole time? Community outreach- how are you making yourself known in the community? Are you establishing relationships with other businesses? Are you creating pre-education and referral opportunities? Showing up- how are you showing up virtually or in your community? Are you seeking out opportunities to get in front of audiences? Are you consistent?
When I walked into neighboring businesses, asked patients for referrals, or spoke in front of others’ clients or random audiences, I faced fear head on and chose commitment. I admit it wasn’t always easy, especially at 26 years old and having just graduated. There were times when I procrastinated and doubted it would be a fruitful endeavor. But I pushed fear aside and chose to act on every opportunity and eventually people started to notice me. I created relationships that fed my passion. I was offered promotions and raises. And every time I left a clinic, I left a hole in the hearts of my patients and colleagues. Leaving those relationships became the hardest part and my original obstacles were no longer painful. The loss of each human-to-human bond helped me realize how important those were to business growth. I am extremely grateful for this experience. I grew to know and understand the importance of seizing every opportunity and found a place to drive that passion forward with FPC. To summarize Theodore Roosevelt and Leslie Knope, I can say I found life’s prize - to work hard at work worth doing and getting to do it with people I love. The good news is, we all have the same potential. We are all humans with the ability to connect. We must assume responsibility for our entrepreneurship. We must get out there and begin creating new relationships and communicate well with our existing ones about our exciting evolution. We cannot afford to be idle and expect these crucial relationships to build themselves. Remember that we are here to change lives and to revolutionize health care. Now is the time to get out there and start seeing each of our obstacles as an opportunity. By: Dr. Devan Sachs
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DR. JENNA BLASI
SPOTLIGHT
Revenue Tripled After Letting Go of Fear Much like a gradually evolving courtship, Jenna Blasi, NMD at Sedona Naturopathic, had a steady relationship with health and wellness that progressed over time and eventually led to her adoration and successful career in the industry. This courtship began in college when she was cast in a play and was instructed to abide by a list of healthy habits in order to refrain from getting sick. “We didn't have understudies, and we were told we couldn’t get sick since there was no one to cover for us. So, we were given a handout with basic things on it like eat less sugar, get lots of sleep, take Vitamin C, and I thought; what if these things were implemented regularly? And I was like, oh my gosh we have so much control on how good we can actually feel! I was inspired and wanted to get into health and share that knowledge.” After college, Jenna’s path towards naturopathic school took several twists and turns. For a while, it became an on-again, off-again relationship where she was moving forward during moments of inspiration and switching gears during moments of fear and discouragement.
First, she became inspired to enroll during a visit with an NP who not only addressed her health concerns, but also listened to her and truly cared. Then, she became discouraged by someone who pointed out how stressful the four-year curriculum might be, so she switched gears and chose to travel and study with healers around the world. Later, during lengthy conversations with friends who had been attending naturopathic school, she was once again motivated to pursue her dream; and this time, there were no more detours. “I had friends come and visit who were all in school together and they stayed with us and just talked shop the whole weekend. When they left, it just hit me. It was this really strong intuitive feeling and I said, oh my gosh, I have to do this.”
“Just noticing that wherever you're uncomfortable, that’s a sign. That’s an area that needs to be developed.”
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After graduating, Jenna was finally content with her role in the health and wellness arena. She was running her own practice, had a great work-life balance going, and had a healthy, annual revenue. She was also doing personal development work and even started with a coaching program called impact lives. “I worked with them for about six or seven months and was getting ready to do their next level when a Facebook post about FPC got me curious. I got connected with Danielle, had a discovery call with her, and then it was like, boom. I realized that the coach I'd been working with was not going to be structured enough for me and that this was actually what I needed to get to the next level.” Although Jenna knew that FPC was the right decision, fear showed up again during her initial interview with Dr. Webb. But Webb responded to her hesitation in a way that deeply resonated with her. So, she went all in and quickly learned that it was the right move. “During our interview I started freezing up and told him I was just afraid; and he said, well, you can pick up that fear and move forward, or you can let it keep you where you are. And I just felt this weird divine intervention, and it became super clear. And then, in my very first month with FPC, I ended up tripling my previous best month ever. I made 45K that month. And this year I’ve made over 180K in the first quarter alone; whereas before, the most I’d ever made in an entire year was 140K.” Jenna’s financial gain did not come without struggle. She said she had to learn to adapt, make adjustments, and recognize her areas of weakness in order to course correct; but knowing that she has always had FPC’s support though the tough moments has been the key to her success. “Time management has definitely been a struggle. I had to work a lot and adopt a new schedule. But reaching out for support, watching the educational videos, and the mindset training helps so much. And also, just noticing that wherever you're uncomfortable, that’s a sign. That’s an area that needs to be developed.” Though Jenna once wrestled with uncertainty, she now has no doubt that her success is directly tied to the number of people she can reach and the amount of impact she has in the world. She understands that we each have control over our thoughts and on how we take action; and she strives to help others recognize this too. “Mindset without action- that's a lot of people's mistake. We all have a gift to share; and for years I had been downplaying mine for lots of reasons- none of which I choose to justify anymore.” By: Mariza Elizondo
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Team Time:
The Importance of Intention At FPC’s Winter Quarterly event this past February, our theme for the weekend was “Intention.” I’d love to continue the conversation on this topic since being intentional is more of a daily practice rather than something to check off a list. If you were present at the Quarterly, let this serve as a reminder on your practice of intention. If you were not present, I hope this provides a great starting point for living and working with intention every day. “Intention is a motivation. It’s the reason for doing what you’re doing. It’s an energy that infuses the deed or the word.” Gary Zukav When I think about Gary’s quote on intention, I find I’m able to do any deed, even the most mundane; and am able to reframe any conversation in a way that brings meaning, purpose and ultimately fulfillment back to the moment. For example, it wasn’t long ago when my husband, whom I love with all my heart, asked me for something that irritated me. At the time I was trying to be more conscious of my intentions in everyday life, so I recognized that his request caused a trigger in my mind of frustration. I paused and thought, “I can either fulfill his request from that space of frustration, or I can take a moment and fulfill it from a place of intention rooted in the love and respect I have for him.” Such a simple shift made a huge difference in my energy and the tone for the rest of our day. The same shift happens when intention is applied to professional deeds and words. Intentional work is work that has meaning and fulfillment. Any and all work can have meaning, from repetitive tasks to big projects or presentations. And that meaning is solely defined and experienced by the person performing the work. Whether you’re using a script to answer the phone, doing a discovery call, ordering supplements, conducting a coaching call, or following the enrollment process for a new practice member, one of your most powerful tools for completing that task effectively and with meaning, is to do it with intention.
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“I can either fulfill his request from that space of frustration, or I can take a moment and fulfill it from a place of intention rooted in the love and respect I have for him.” I challenge you to be conscious of your thoughts and intentions going into any and all tasks or conversations this coming week. Maybe that means first taking a bit of time to reflect and reconnect with your intentions in your work and relationships. See how working from a place of intentional love, respect, and integrity shifts your energy and creates a more productive outcome and sense of gratification. I will be right there with you, practicing intention in my daily work and life. If you’d like to share any wins after being intentional, or if you would like clarity, or need help with anything else, I would love to see you on a Team Workshop! If you haven’t done so already, you can join a workshop every week via the FPC Portal “Events” tab. By: Mindi Webb
Want to hear about a particular topic?
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Unlocking Your Referral Potential The brilliance and simplicity of the principles in Tim Templeton’s “The Referral of a Lifetime” is something anyone can implement and reap rewards from, but like all things in life we must take action, follow the process, and be consistent. First, there are three key questions we must ask ourselves to effectively implement each principle. Do I want to become more of my authentic self in my business life and refine my unique God-given gifts instead of trying to imitate someone else? Do I believe in the services or products I offer? Am I willing to stay the course? Only after a resounding “yes” to all three questions are we able to dive into each of the principles with clarity. If we aren’t able to be our true selves in business, our ideal clients won’t be drawn to us. If we do not truly believe in the services we offer, we will be unable to speak passionately about them. And if we are not willing to stay the course no matter what then we will lack the commitment required to reap the full rewards. Following these principles will not only help us attract more of our ideal clients, but also allow us to create a bigger impact and cultivate more meaningful relationships in our lives. Although we will see results almost immediately, the real magic happens after about four months of consistency.
Principle 1: The 250 by 250 Rule. It’s not only who you know that counts, it’s who your clients and associates know that matters most. Anthropology studies show that humans have about 250 stable social relationships with other people, also known as “Dunbar’s number.” And though that may sound like a lot, when we think about our family, peers, neighbors, church goers, and the FPC community; we can easily find 250 people with whom we have consistent contact. What’s exciting is that each of those 250 people also have their own unique set of 250 relationships in their personal lives. So, by focusing on building and nurturing a good relationship with our group of 250, each person within that group will begin to connect us to people within their respective group of 250. And since 250 X 250 equals 62,500, the referral potential is astounding and based solely on referrals with no additional advertising. If 250 sounds like a stretch, we can browse through our social media, email lists, and places we frequent. And when meeting new people, we can ask wellness-based questions such as, “do you know if any of your friends or family are interested in having someone help them achieve their long-term health goals?” Regardless of their answer, we should keep in touch with them and add them to our list. No. 71
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Principle 2: Build a database and ABC it. Now that we have a list established, we will need to categorize it for maximum effectiveness. We want each person on our list to end up in one of three categories: A, B, or C. Templeton writes, “Your As are the ones that are most likely to refer you. They are your advocates, your champions, your raving fans, you will find that on average, your As account for about 10 to 12 percent of the people you know.” The Bs are the people that we believe have the potential to become an A, they just need to learn a little more about how we work. We want to strive to turn our Bs into As by keeping in contact with them and prioritizing these relationships. Our Bs generally make up about 15 to 20 percent of our database. The Cs are the ones we are unsure of. We don’t know whether or not they will refer us, so we want to keep in contact with them. They are typically people we don’t know very well or those whom we have just recently met. There is potential in this category, and we want to build these relationships in order to move them up in hierarchy. Then, there are the Ds. Templeton states, “The D category is synonymous with ‘delete’ or ‘defer’. These are the individuals you are certain that you do not want to work with.”
“Following these principles will not only help us attract more of our ideal clients, but also allow us to create a bigger impact and cultivate more meaningful relationships in our lives.” Principle 3: Just Let Me Know. Educate your clients about how you work and your value to them through regular, tangible actions performed.
Ultimately, this is living by the Golden Rule; treat others as we would want them to treat us. By showing others that we truly care about them as people through regular, tangible actions; it makes it easier to ask for a referral. This is similar to what is taught at the end of the PME. We must plant the seed early on and very often. If we treat them as we would want them to treat us and take good care of them, it is much easier to say, “Please let me know if we can help you in any way, in business or beyond. And if you have any friends or associates that can use our services, please call me with their names or just let me know.” If they were taken care of well, they will be happy to send us referrals.
Principle 4: Communicate consistently, personally, and systematically. This is about prioritizing the relationship before the business. We need to set up a system where we are connecting with our prospects and clients at least once a month through mail and email. There are several ways to automate this by using a CRM or working with companies that can send personalized gifts on our behalf. For efficiency, we can map this out a year in advance by using Templeton’s example: January: New Year’s Greeting Card February: Quote Keeper Card (A card with a powerful quote that they will want to keep) March: Personalized Newsletter April: Springtime Card May: Memorial Day Card June: Personalized Newsletter July: 4th of July Card August: Quote Keeper Card September: Personalized Newsletter October: Quote Keeper Card November: Thanksgiving Card December: Holiday Card 22 Hope for Health I No. 71
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It is also important that we ensure we are educating our clients and prospects about our business, and our commitment to them, and planting the seed about referral requests in the very first presentation.
Principle 5: Social Proof is a 24/7 sales force. Leverage your testimonials, case studies, and online reviews. This final principle helps us tie everything together by ensuring we have enough social proof to lead to easy buying decisions. Research shows that if we have 25 positive reviews or testimonials it eases and speeds up the process of someone working with us. Our first goal here is to reach the 25-count minimum. There are companies that can help put the review processes in place but at the very least we should all be actively asking our satisfied clients for reviews and testimonials. The more we have, the better. Our second goal is to create three case studies that address our top three objections for why clients don’t take us up on our offer. By implementing this, it will ensure we have enough social proof and case studies to pave the way and easily access the referrals gained in the previous principles. These principles are a proven system to gain consistent qualified leads into your practice. Follow this process and show up as your authentic self and you will not only attract more of your ideal clients, but you will also gain referrals for a lifetime.
By: Luke Wempe
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What it Takes to Succeed: A Commitment Letter At our last quarterly conference, I shared a commitment letter with each of you about what it takes to succeed and have been absolutely blown away by your responses. Many of you have reached out and let us know how impactful it was and have already signed and returned it. Some of you even wrote your own commitment letter to us along with kind words and gratitude for our coaching team. It means the world to us! Thank you! If you haven’t yet, please take the time to read this letter, which I have included here, and consider what it means to you. If you already read and signed it, now is the time to reflect on what you have done to live that commitment over the last couple months. Are you still showing up today just as strong as the day after you signed this? I hope we will all commit to turn inspiration into discipline, as we live every day with integrity and purpose. Committed to your success, Dr. Trevor Botts, FPC Lead Coach
Climbing Mt. Everest At FPC, when we begin coaching new clients, we often get asked the question, “What tips do you have to help me be successful?” I understand the intention behind this question is innocent - the new client is simply asking for advice from their coach. However, this question often carries with it an undertone of someone looking for a quick fix or a shortcut to success. Imagine if you wanted to climb Mt. Everest and you asked a seasoned climber with years of experience for “tips” on how to reach the summit? Where could they even start to give you advice? The climb to the summit involves years of training, a multitude of skill sets to learn and master, and extensive systems and checklists. Indeed, there is no shortcut to the top of Mt. Everest. The same holds true for the journey of an entrepreneur. Building a business is not easy. It requires the same level of commitment as the climber setting out to reach the summit of Mt. Everest. Interestingly, we have found that these characteristics and traits seem to be universal across all industries. Successful individuals everywhere share common traits of commitment, intention, discipline, and perseverance. Let’s talk about how this applies to your potential for success as a FPC client.
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4 Key Characteristics First, start with commitment. When you went through your interview process with us, we asked you to create your future. Design the life that you are seeking to create. And be very clear on what it looks like. We then asked you to commit to that future. That is your Mt. Everest. You are no longer just interested in that destination; you are committed to getting there. You don’t just daydream about it or wish for it; you have put a plan in place and are beginning to take action. You have created that future in your head and have made a serious commitment to go there. Understand that we can’t coach you if you don’t have a clear destination that you are committed to. Second, take your commitment and create intention. This means taking what you have visualized and turning it into reality. We manifest our visions into reality by first understanding why we are creating that future. What is the driving force behind our efforts? How we achieve our goals doesn’t matter until we’ve first identified why they’re important to us. Understanding our “why” takes the goal and makes it real in our mind and soul. Then, as we create our plan to get there, every action we take is defined by that sense of why. This becomes the intention behind our actions. It’s not enough to simply perform the actions to reach our goal. We need to act with purpose and clear focus. The intention behind our actions needs to be in perfect alignment with our why. Afterall, setting goals isn’t just about the destinationit’s about who we become as we work toward those goals. Third, successful FPC clients live a life of discipline. Their commitment is so strong, and the intention behind their actions so clear, that they create patterns of consistency and dependability. They say what they are going to do, and then they do it. Every time. This is living in integrity. It is through discipline that we show who we really are. The old saying, “Actions speak louder than words” manifests itself every time we follow through on our commitments by our actions. The spark of inspiration that comes from the excitement of setting a goal will quickly burn out without the sustaining fuel of discipline. Fourth, learn perseverance. Even the best laid plans run into obstacles and challenges. Perseverance is the ability to maintain your commitment, intention, and discipline, even in the face of unforeseen or seemingly insurmountable challenges. FPC has a proven blueprint. It works every time it is implemented. Success is guaranteed when the system is followed. Part of that system is to expect challenges. Embrace them. Learn from them. Grow from them. The biggest wins come from the biggest challenges. The steeper the climb, the prettier the view from the summit. It’s through perseverance that we actually become the person that our intention and discipline is seeking to create. Perseverance is the real substance behind our discipline. We demonstrate whether our discipline is part of our character, or if it was just a charade. Through perseverance we prove that we are committed - and not just interested - in reaching our destination.
Putting it Into Action Now that we’ve reviewed the 4 key characteristics of a successful FPC client, let’s talk about what that actually looks like when it comes to creating your day, designing your schedule, working with our coaches, and training with your team. Review this checklist and make sure that you can say with integrity that you are not only doing these things, but that you are doing them with intention. In other words, you are performing the action with focus on the why and the outcome, not simply going through the motions. Action Items of Top Performing FPC Clients Follow a Morning routine Wake up early, same time every day Create and follow rituals (journal, meditate, pray, exercise, read, etc.) Complete a Life Balance Wheel Create a clear action plan to work on each area Update it every 3 months Devote 2 hours per day to study and work on your business Not busy work or admin work FPC videos/lessons, practice, role play Devote 2 hours per week to train with your team Not busy work or admin work Build/learn new systems, role play, strategize 26 Hope for Health I
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Set monthly revenue goals Complete a Deconstruction Analysis to break the goal down into a Daily Action Plan Keep score every day Use the Daily Action Plan to track progress towards your goals Be ready to adjust your plan if you are off target Submit weekly and monthly stats to FPC Don’t miss a week Understand what the stats mean Learn to read the reports tab Attend 1 Coach Workshop per week This should be your home base to check in with the FPC coaches and other clients Don’t simply show up, be prepared Fill out your strategy log beforehand Participate. Help others. Attend 1 Specialist Workshop per week Use your stats to help you determine which system you need to work on This is team practice. Show up. Participate. Have your camera on Build your Programs Understand why this is the right thing to do for your business and your practice members If you have mindset issues around your value, talk to the coaches. Get help. Integrate a Wellness Curriculum into your Programs Understand the importance of education for practice member success Start with what’s already proven. You don’t have to reinvent the wheel. Budget 10 - 15% of your Revenue Goal towards Advertising Hold a Pre-Education Event every week This can be a combination of dinner talks, live webinars, lunch and learns, etc. If you supplement with pre-recorded/ evergreen webinars, don’t use that as an excuse to stop all live presentations Have an evening routine Enjoy recreation and hobbies Make sure you’ve earned it “You get dessert after you eat your vegetables”
Mindset Matters In addition to performing the action items list above, and developing the 4 key characteristics of commitment, intention, discipline, and perseverance; top performers also learn to shift their thinking around certain aspects of business and personal development. Here are the most common ones: Mindset of Top Performing FPC Clients Follow the 80% Rule Perfectionism is procrastination “Build the ship while you sail” Get out of your comfort zone Take risks Expect challenges along the way Learn and grow from them “Everything worthwhile is uphill” Ask your coach and others to hold you accountable to your goals and dreams Know your value “Martyrs don’t make good medics” Have the self-respect to maintain healthy boundaries
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Putting it All Together When you signed up for FPC, you effectively enrolled in entrepreneur and personal development school. The grades you earn and the degree you achieve during this 3-year curriculum depends entirely on how you show up and the effort you put in to deserving those grades. “A” Students The FPC system isn’t perfect- but it is proven. And we as a company are constantly working to be better. Our top achieving clients are the same way. They aren’t perfect. But they have proven themselves through their actions. They are constantly working to be better. They fully adopt the 4 key characteristics of commitment, intention, discipline, and perseverance. Not only do they accomplish 90% or more of the action items list above, but they do it with intention and discipline. “A” students sit in the front of the class. They show up early. They stay late. They take the most notes. They implement what they learn. They are happy to attend another class that covers the fundamentals because they know they can always learn more. They look outside of themselves for opportunities to help other students. “B” Students This group of students does well. They still get to graduate and be successful. But there will always be a question about what more they could have achieved. They show up. They get their work done. Sometimes they’re late. Sometimes they skip class. When things are going well, they stop practicing and play a little more. Then, when they start to struggle, they reach out for help and get re-committed. Their business is successful but a little inconsistent, just like their commitment and actions. “C” Students These students enter school with big ambitions and big talk. Many of them claim they will be top of the class. They make the commitment verbally, but they lack the discipline and perseverance to see it through. Sometimes they feel the spark of inspiration, but they lack the fuel to keep the fire burning. They make excuses for why they aren’t taking action on many of the items listed above. They spend their time on the activities they enjoy and avoid the ones that are most critical to their success. They are busy but not productive. They miss class. When they do show up, they sit in the back and don’t participate. They think that being a spectator qualifies as practicing for the game. When they do actually participate, they go through the motions without real intention behind their actions. Turns out they were interested, not committed.
Your Commitment Whether you’re just starting your journey with us or have graduated into an alumni program, I want you to carefully consider what grade you would give yourself right now. Not just with FPC, but in your life. To clarify, I’m not talking about the outcome or whether you’ve reached your goals yet. You can choose to live in your destination now, by being the person you want to become in that future. How are you showing up every day? A? B? C? Now, I want you to decide who you will be from this moment forward. If you are willing to commit (or re-commit) to your goals, to set a clear intention on how you will accomplish those goals, to exercise the discipline to prove every day through your actions that you are becoming the person who will achieve those goals and will continue to press on with perseverance through every challenge, then sign your name below. Then, keep this letter in a place where you can see it every day to remind yourself of the commitment you’ve made. With your permission, the FPC coaches will hold you accountable to your dreams. Committed to your Success, The FPC Coaches This signature represents the commitment I am making to achieve my goals. I will live with intention in all that I do. I will let my daily discipline reveal my true character. Through perseverance in the face of challenges, I will grow and become the person I am meant to be. Signed: __________________________________________________ Date: ________________
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Publisher: Freedom Practice Coaching Editor-in-Chief: Mariza Elizondo Designer: Angel Santiago & Justin Dickenson