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You're listening to the Transform your Life from the Inside Out podcast. This episode is titled Business and Spirituality with James Wedmore Part One. Now, if you're new to me, you might not know who James Wedmore is. But anyone who's listened for any amount of time, I've interviewed James before, really, really close from the line. We have worked together for years. And James recognized as an expert in online business building and international marketing, online business marketing. The reason I'm having James here, because I know many of you are spiritualists, and I find that about 80% of my tribe is also actually entrepreneurs. And the reason I have James here is I often tell my students, those in the Transformational Coaching Program, the world needs us. We live in a very chaotic world right now. I mean, things are energetically flipped upside down. And the more people like me, and you and James, the more impact we have the bigger, you know, the impact we can have on the world. And James, like I do, but at a different level and in a different way. James helps entrepreneurs build business, so they can help all of us live in and create a better world. In this episode, we talk about a lot of different things. By the way, it's a two part series. And this part, we talk more about business. And I'll tell you here in a second what we talk about, and you can listen obviously to discover it. And then in the second episode, we talk more about money and spirituality and people making money as their master.

In this episode, we talk about shifting your identity and your business. We talked about the power of roles and functions. We talked about building a personal brand and your expertise. You know, if you're a solopreneur, you are your brand we talk about. And this is vital. If you're online more if you're into online marketing, we talk about crafting an irresistible offer. And we will talk a bit about sales. This again, this episode is more geared to entrepreneurs and businesspeople. Regardless, you will find benefit here, no matter who you are. And as you're listening, it's obvious James and I are really, really good friends and we spend time together. We even spend holidays together. So, we joke and we could you know, we kid a lot. But we do bring you the expertise in this episode. I also want to point out this is really important. James has created a quiz to help you understand what kind of marketer you are. And that matters if you're in marketing, that kind of marketer. I don't mean your I don't mean your content, but I mean the kind of marketing and how you're approaching your marketing. So go to jimfortin.com/ceoquiz, jimfortin.com/ceoquiz, go there Once the episodes are done, take the quiz. And that'll help you better understand how you're showing up as a marketer. Okay, enjoy the episode.

Hi, I'm Jim Fortin, and you're about to start transforming your life from the inside out with this podcast. I'm widely considered the leader in subconscious transformation. And I've coached super achievers all around the world for over 25 years. Here, you're going to find no rah rah motivation and no hype. Because this podcast is a combination of Brain Science, Transformational Psychology, and Ancient Wisdom all rolled into one to take your life to levels you've never thought possible. If you want a lot more in life, to feel better, to heal, to have peace of mind, to feel powerful and alive, and to bring more abundance and prosperity into your life, this podcast is for you. Because you're going to start learning how to master your mind and evolve your consciousness. And when you do that, anything you want then becomes possible for you. I'm glad you're here.

Jim Fortin 

Okay, so we're visiting with my old and longtime Are you old, my old longtime friend getting older James Wedmore.

Jim Fortin 

What mirror you're looking at. So, a lot of people here listen to the podcast, I get a lot of positive feedback. If you're new, you know a new listener, I get a lot of positive feedback about my inner you know my conversations with James and our good friend Brandon Lucero. He's not here today. But a lot of you want to talk about business and you want to know how someone like James grew from what did you say you were years ago? James? I think you said you were

James Wedmore 

You're staying the same age. It's amazing.

Jim Fortin 

When we met, I was a two millionaire.

Jim Fortin 

No, no. Oh, prior to that. Well, way before we met, didn't you say your exact words where You were fat stone that on the couch or something like that

James Wedmore 

At my parents’ house.

Jim Fortin 

At your parents’ house. Okay, and now you're one well beyond that buy many millions of dollars and not on the couch and all that kind of good stuff anymore.

James Wedmore 

Yeah, I made it to the living room.

Jim Fortin 

Okay,

James Wedmore 

So, the basement right now.

Jim Fortin 

But hang on, hang on before we're gonna get there. Just hold your horses, we're gonna get there in a second. Okay,

James Wedmore 

Holding this.

Jim Fortin 

So you know, I talk just bear with us you guys listening? Just bear with us. Okay. So, you know, I talk more than anything about identity. And it really doesn't matter what you do primarily, what matters is what is the identity of the person doing the doing, because the outcome you will get will come down to the ways that you’re being which is reflective of your identity. So for now, to start this, you? Well, you tell the story. You went from 2 million when I met you to 10 million. Yeah, in a year month. Yeah. So, explain what that is and how that happened? Yeah.

James Wedmore 

And I think that's a really significant thing, because we have a CFO consultant that consults the financials in my company. And he's actually retired, right? So he was the CFO for free creditreport.com. And when they were a startup, and he retired once they sold the company and, like, sold it for billions. And, and so now he consults with us and other small businesses, we saw that he's like, I've never seen anybody ever do that before. How does a Small Company Small Business go from 2 to 10 in a year? And, well, I changed my identity. And he's like, oh, okay, right. Alright, whatever that should have. Okay. And so, it is, it's a shift in identity. And the way I translate those distinctions that I learned from you is that in business that comes down to your role. And so I always like to say if you speak to the power of identity, and our inner being, and the action is only as good as the being doing the doing, then in business, it's the role that you fill in the business that will determine the results that you receive. And so what happened is, is the moment I said I wanted to grow, and I remember, I'll never forget this, I told you my goals, and they were way less than that.

Jim Fortin 

But you said, like 4 million or

James Wedmore 

Yeah, and you push me on that. And I remember, like, I pushed back because I was like, Well, I just don't want to work anymore. In Jim, I want to surf every day. And you're like,

Jim Fortin 

Oh, by the way he said it, on that boat also

James Wedmore 

I was like, that's how that was my old identity, to sound like that, and listen to and, and then you call me out on that still seen  that connection of , Oh, you're looking at this linearly, like if you just work more, you make more. And if it's too much work, then you can't do more, right? And I was like, I saw that. So clearly. So

Jim Fortin 

Because before we go on, because working more takes your highest value away. And your highest value is what do you remember what we ascertained back then?

James Wedmore 

Is it independence?

Jim Fortin 

Yeah, it's its freedom. Yeah, independence.

James Wedmore 

Yeah.

Jim Fortin 

And you felt like, well, if I build my business, and I work more, I'm gonna have less of my, my higher value.

James Wedmore 

And that would be true if I kept doing it the way I had been doing this.

Jim Fortin 

Okay.

James Wedmore 

So that had to change. And so that means the role had to change the role that I was choosing to fill. What does that mean, in business? That means, what functions do you perform? And where do your values go? What are you now responsible for? And what a lot of people do is grow, they're adding on more, but they're not taking anything off. So, they're taking on more responsibility. I'm going to be responsible for this and this, I'm going to do these functions, this, this, this and this, but they're not doing the other part, which is like letting go of those old functions, roles and responsibilities to make space for the new ones. And then they're definitely overworked.

James Wedmore 

But neither do you.

Jim Fortin 

Okay, let's go here for a moment. So as I said in the intro, which I'll do later, because I haven't said it yet. He doesn't know what's going to go in the intro yet.

Jim Fortin 

Neither do I. That’s fair. So as I will say, and said in the intro, because they're listening after they've heard the intro, I lost my train of thought, Oh, my God,

James Wedmore 

I was, I was saying I had to change my function and role.

Jim Fortin 

Oh, yeah. So, tell them from your perspective. What do you do?

James Wedmore 

What do I do in my business? Or what that role is?

Jim Fortin 

What are you doing? What's your business doing? What do you do? Yeah, out in the world?

James Wedmore 

Yes. So, the business that I run assists and teaches online experts to get their products and programs out there in a bigger way. So we actually teach them how to run a business like a business and have that be an efficient, scalable and profitable machine that they actually enjoy owning,

Jim Fortin 

Okay. And you do it very well, because obviously, let's go to your podcast. Don't you have like 12 million downloads on your podcast?

James Wedmore 

It's like 13. Yeah, okay.

Jim Fortin 

Oh, there you go. Who's got to get that little extra nudge in 13. Okay. And you help people all around the world. I mean, you probably have students like I do in 20 plus countries. And you built love really a multimillion dollar business that does millions per year. You said a word there that I want to get back to them on a trip people up a little bit. It scares a lot of people. You said I help online experts. Yeah, somebody's listening. What did they say, James? James, I like what you're talking about. But I'm not an expert. How do you answer that?

James Wedmore 

The first thing I would ask is, What is your definition of an expert? And there are some distorted definitions that people work from, one of which is that experts assume or presuppose that you have to be the best.

Jim Fortin 

Okay?

James Wedmore 

And that that's an endless loop that you know, a carrot in front, you'll be chasing, because how do you ever measure the best,

Jim Fortin 

right?

James Wedmore 

So it has to be it at least has to be an expert is someone who can help another can produce a result, teach or offer or provide a solution that provides value to another. And for most people, the journey that we go on is what we figure out for ourselves. And then we say, well, maybe I can help other people. And then you do. And as soon as you know that you can have the lived experience of being able to help others, then that does make you an expert at the thing that you're helping them with. It doesn't mean you have to know everything. And it doesn't mean you have to be the best at it. But it does mean you have to help people. So if someone is saying, but I'm not an expert, we have to sit there and say, Is this a belief or distortion in your mind of like not owning it and getting into imposter syndrome? Or is there actually credence to that, and you've never actually tried to go and help somebody? And if it's the latter, the first thing I tell people is like, so go out there and F and help somebody. There's nothing preventing anyone from going on this, like I figured this thing out. And maybe I'll just go get some testimonials. Maybe I'll go like, reach out to Jim and be like, Hey, can we trade or barter, I'll help you with your ads, I'll help you with this, I'll do this thing for you. And, and then in exchange, you give me a testimonial if I do a good job, you do that two or three times, and it's like, look at you, you have results, you've been able to demonstrate that you can result get results for others, that puts you in that expert status.

Jim Fortin 

If I forget to mention this later, good answer, by the way, I forgot to mention later, is the reason that we I do this, and I think you too, is to make a difference in the world, to make the world a better place. So hang on to that thought in case it's you know, slips out, but I want to go here for a second. Many years ago, I hired a branding expert, expert, there's that word,

James Wedmore 

oh my gosh.

Jim Fortin 

And she said, Jim, you're an expert at what you do, helping people create change, and you know, transforming. And I said this was probably 15-17 years ago. And I said, “How am I an expert, because I didn't see myself that way. She said something that changed everything for me. She said, “You’re an expert, because you can do it.

James Wedmore 

Yeah.

Jim Fortin 

And I never thought about it that way at that moment. And then I learned you might have heard me talk about her before my friend Virginia Cook, who built a billion dollar company in Dallas. Her whole premise for growing a business is just go help someone, go help someone, what I what I tell people is create expansion give people a better experience of life. When you do that, and you value your value, people will pay you. Anything you want to add to that.

James Wedmore 

No 1,000%. But I've been holding on to what you said before,

Jim Fortin 

Okay, let's go.

James Wedmore 

So I believe a big aspect of the work I do and how I boil it down into like one sentence of the purpose that my work comes from, as I see myself as I help the helpers, and the people that are here to help others, I see that there's a huge role that I play in assisting those people because a lot of the people that are experts in being a coach or you know, providing any type of result transformation. I call it the curse of coaching, and a lot of them and I don't know if this was ever, ever you at one point, a lot of them. Some of the best coaches are the worst marketers and business owners

Jim Fortin 

Absolutely. Because they want to practice their craft as opposed to marketing their craft.

James Wedmore 

Exactly. And they use their craft as their marketing and it always falls flat.

Jim Fortin 

Always. That’s why you know, Dan Kennedy said years ago, something I teach people is that there are three ways or there are three levels of this. Number one is the practitioner, let's take a chiropractor. So, the chiropractor wants to practice chiropractic. So they're charging whatever they're charging 120 bucks this session, they're making less than 100 grand a year. The next level is a person who markets the chiropractic meaning a chiropractor who markets and then the top level is the personality that is a chiropractor and that would be what's his name, Josh Axe, even you and me to a smaller degree with people that actually have created a following to help more people. But when you get to that level, it's a lot easier too, I believe it will grow and expand a lot quicker because of the momentum you have. But as I understand that I've experienced and talk to people about when you're the personality and you're known for what you do, that's when you attract the most amount of wealth.

James Wedmore 

Yeah, it's one of the first principles we need to operate from in in business is the law of preeminence or the principle of authority, which is when you when you have presented yourself as that authority, well, I'll say it in the inverse way, people don't buy content coaching courses or memberships from people, they don't perceive as an authority. That's just the law. I don't sit there and go, Wow, you definitely don't know what you're talking about. But I would love to give you money. It just doesn't happen that way. So we do have to be able to own that I think so much of that conversation of expertise, as you said, like, it's because you can do it is also a, you have to you have to decide, you have to decide now that I've seen that I can do this, I have to make a conscious internal click of a decision that yes, I am an authority. Yes, I am an expert, I can help somebody, I can do that. And until that is conveyed, it's a big difference between show and tell. Right?

Jim Fortin 

Yeah,

James Wedmore 

We have to show it we have to convey it in a certain aspects in ways through the stories of our past clients through our knowledge and expertise of the information we offer. And then people will see this person is an authority and that is a first place to work from. And I look at this, you know, you and I both gotten into like investing over the years and fun stuff like that. And that's another fun aspect of building a business is that the business becomes like the cash machine and what you do with that cash will create even more freedom and wealth. And I say today even like learning about investing and trying different things, I say that the personal brand is the greatest investment that you could ever have in your entire life. And you look at an extreme example, love them or hate them of like in the Elon Musk's of the world. And when you look at any of these, and they do become more polarizing, like the bigger they get,

Jim Fortin 

the more money there's polarizing you become the more money you make, because you split

James Wedmore 

exactly

Jim Fortin 

what your tribe

James Wedmore 

Yes, but it but it's expansive in the level of love or hate to the more you polarizing it the more either the love or hate arises. And there's a lot of people that hate Elon Musk, I have no opinion about any of these people. But they go and touch something, they go buy something, they go create a new thing. And they have a built-in customer base.

Jim Fortin 

Yeah,

James Wedmore 

They have a built-in group of people that are right there ready to do that. And I've seen that in my own business. You have a built-in audience base and relationship. There are people right now that join our events and our products and programs. And they say things like I remember when you first sold me Video Traffic Academy 10 years ago,

Jim Fortin 

oh my god,

James Wedmore 

You know what I mean, and like that is that is our greatest asset is this personal brand, that we're that we're building. And it's so important.

Jim Fortin 

Hang on there for a moment. So we both have, I think we have credibility with our tribes, people that follow us. I don't like that word. But people that follow us. A lot of people are out just to make money in business. They're all about them first.

James Wedmore 

Yeah.

Jim Fortin 

How do you think of people? How do you think we created that credibility with people? How did we show up different which is an identity level? How did we show up different than a lot of people show up in business that don't make it?

James Wedmore 

I think first and foremost, we do that work or service regardless of how much money it makes, or how well it does, financially speaking. So other people are conditioned it, they, they, they go and they sell something and they offer something and they provide and whatever and it wasn't they go, it wasn't worth it. I didn't make enough, so it wasn't worth it. And they just keep trying another way. And to me I continue to look at it was worth it. Because even if one person signed up, I get to help that person.

Jim Fortin 

But let's clarify. Yeah, because you know, people, I'm not talking to you listening right now, but I probably am. Is that a lot of people overthink? Well, how do I build the business? James said it's okay. If I don't make money. I'm not concerned about the profit. You have got to be concerned about your numbers. Bottom line, right. So, let's clarify that. Okay. So nobody takes it and runs and they're going in the wrong direction. They're going further,

James Wedmore 

but the difference is it's not conditioned by that.

Jim Fortin 

Meaning I'm not who we both I think we're from the same place. We were you and I having lunch last week. And we laughed about we could just retire I don't like yeah, entire we could retire now.

James Wedmore 

Yeah.

Jim Fortin 

And we got money. And we started let we said the same thing. At the same time. We could both retire. But we really enjoy the lifestyle that what we do provides. And I think that's what a lot of people are after as a lifestyle. But they're doing a lot of things in the wrong order to create the lifestyle. very general question.

James Wedmore 

Sure.

Jim Fortin 

What do you think you're doing in the wrong order that they're not creating the lifestyle that they want?

James Wedmore 

Hello friends and listeners of Jim Fortin. My name is James Wedmore, host of the Mind your Business podcast. and I've been in online business for 15 years now. And it was about eight years ago actually that I took my first digital product based business to over seven figures $1.2 million in sales per year, which is a $97 product. Today, I taught online course creators and online experts how to do the same. And after taking my business to eight figures a year, I realized a very simple truth that most struggling entrepreneurs are struggling, because they simply don't know how to run a business. And when you don't know how to run a business, it ends up running you. And that is because the role that you fill in your business will determine the results that you receive. So what role have you been filling, that is what my three part live training series, The Rise of the Digital CEO is all about in this free live training that I invite you to attend with me live, I will pull back the curtain as they say, and show you step by step how I actually built and run a successful thriving and profitable online business around my digital products. So, you can too. And I can promise you this the romanticize dream life that you were sold on the day you said I want to start a business and I want to be an entrepreneur will finally become possible for you when you're running that business, like the digital CEO to get your free ticket and join me simply head on over to jimfortin.com/rise. We'll see you there.

Jim Fortin 

Very general question.

James Wedmore 

Sure.

Jim Fortin 

What do you think you're doing in the wrong order that they're not creating the lifestyle that they want?

James Wedmore 

On a micro level, specifically to this space of the online expert? I can say so clearly that what will make you money is an irresistible offer. Right?

Jim Fortin 

Yeah.

James Wedmore 

So having a great offer and look at the word itself irresistible. Which means when you just talk about it, people can't help. But say yes, I'm in when we first remember when we first offered the first version of TCP.

Jim Fortin 

Yeah.

James Wedmore 

Remember, I was in the middle of talking about my testimonial of working with you and you interrupted me. Yeah, we're done. It's sold out. It's sold out. I was like, It's been seven minutes.

Jim Fortin 

Well, maybe I got booked holder story that remember it all. Okay. So, James promoted me, I wouldn't be talking to you and doing what I'm doing without James. And when he says, “I want to, I want to, I want to promote you. I don't know what the words were, but I want to promote you. He said, “We’re gonna we'll cap it at 50 people will probably get 25 on the webinar. And then we'll do an email campaign to get 25 more. So, we opened the cart, and we opened the cart. And then Nikki on my team at that time is behind the scenes monitoring everything. After six and a half minutes, and she goes, we're sold out.

James Wedmore 

 Yeah.

Jim Fortin 

And I'm like, James,

James Wedmore 

like, interrupt me like Jim, Nope, we're done. We're done. It's done.

Jim Fortin 

Because you're still selling. And we're already done. And then we closed the doors. And then we offered the same program again, later. And we had 140 people registered the next month.

James Wedmore 

Yeah.

Jim Fortin 

So if you remember your thought, let's go back to that. But I wanted to throw it in.

James Wedmore 

No, it's great. It's great. And that's a perfect example of that is, is the irresistible offer, offer is the epicenter of the outcomes that you that you want in terms of sales and revenue. And you can't get very far without that. And you see most people doing that as the last thing. They're busy on social media, they're busy just creating a bunch of content, they're busy looking for a bunch of different ideas or strategies or, or like wham bam, Thank you, ma'am. tactics to that couldn't funnel money into my bank account. And it's like, all of it comes out and you can't find a single person that has what you want that you look up to in business that doesn't have that irresistible offer. And that is what is that place. And that's where it all goes, All roads lead to that. And so if that's the like last place and where they come into your world, then that's where we start. And it becomes the last thing that people think about when they're trying to start a business, it becomes the afterthought Oh, yeah. How do I craft this in an irresistible way? Or, or then they look at it backwards and say things like, what do I want to teach? What do I want to talk about? What do I like? No one cares what you want to talk about. You knew you had something and you had the results for it. And all I did. And I remember the exact question I asked her I said, Jim, because I just finished working with you. I was like, Do you think that you could put what we did together in a group format?

Jim Fortin 

I remember that. Yeah.

James Wedmore 

And you said, absolutely. I can. That's easy. Not a problem. So I had the experience of it being an irresistible offer one on one. I said, Do you think you have the capability to do this to teach it and deliver in the same way with a group? Yep. But let's limit it first. Our first round was 50 people. Yeah, okay. Let's do it. We had an irresistible offer. And it showed you only have an irresistible offer by the evidence of people who say yes to it. If they're not saying yes, then it wasn't an error.

Jim Fortin 

You'll like this question. And then we'll come back with a resistible offer. When you ask me that, I train people. I've just learned years ago, when somebody asked if you can do something, you say yes, first, and you figure it out. So we know that yeah, when you ask me, I'm like, How the fuck am I gonna do that? And then I'm like, okay, yeah, I'll figure it out.

James Wedmore 

And you are totally.

Jim Fortin 

So you see a lot of people, you ask them, you ask them, you know, those kinds of questions, and are like, No, I can't, I can't. So do you see a lot of the people that you work with, they think they can't do something? And how do you get them through that?

James Wedmore 

Yeah, there's a lot of hesitation. And part of that is, is people say that phrase that just kind of it kind of like kills my soul a little time. Every time I hear a student say, which is like, I don't know. It's like, how many times when you're coaching somebody who's like, Well, how could we put that in a group form? And they're like, I don't know, how could you make your launch a little bit lighter and easier next time around? And still, I don't know. It's like, we need to remove that from the vocabulary, because I'm asking you the right question. And then if you allow it, the answer will emerge. But the moment you say, I don't know, you've just cut off and pinched off any clarity that could ever emerge. And so people go, I don't know. And then they, in their mind, they fold up as therefore it's not possible.

Jim Fortin 

Yeah. So one of my coaches once said to me, he was a Transformational Coach. And he asked me about something 15 years ago when I said, I don't know. And he said, I don't know, is a lazy answer. I never want to hear that response again. Yeah, I'm kind of like gulp. Okay. And now I don't know, but I will figure it out.

James Wedmore 

Exactly. And then you can skip the first part and say, I'll figure it out. Yeah, exactly. Then, because I said, I will. And I did you know what I mean? And that's how you approach that specific example. He said, I haven't done it before, but I can figure it out. And that comes, you know, you got to trust yourself. You got to lean into that uncomfortable, unknown. And trust yourself, enough to do it.

Jim Fortin 

Well, your hero, Elon Musk.

James Wedmore 

Now he’s, my hero.

Jim Fortin 

He said, I read that he said a long time ago, something like if he had to go skydiving, and I asked you to go skydiving one time you and Brandon said nope, that's not what you said. What you said is why the hell would I jump out of a perfectly good airplane?

James Wedmore 

It was more like why the fuck what?

Jim Fortin 

Exactly? So I'm like, Okay, I guess he didn't want to go skydiving. But Musk asked if I had to go skydiving, and I didn't know how to do it. I would hop out of the plane and make up the parachute or whatever on the way down.

James Wedmore 

Yeah.

Jim Fortin 

So you coach, I mean, entrepreneurs, how many people do you see that won't make up the parachute on the way down?

James Wedmore 

And then are tell themselves I need that parachute before I jump. And there is something about the power of like the necessity of something that you find a way you know, where there's a will there's a way through the necessity of like, well, now you're falling freefall into your death. So it's either try to figure it out or do squash this part about it, right. And something we both know, and you know, enough life experience really demonstrates this, but experience really is the ultimate teacher. And a lot of people believe that there's a level of preparation that I'll need. And I don't know what that is. So I need to keep learning, learning, learning learners in order to be to know everything before I can get going. And every single time I have someone who you know goes through our stuff and does their first launch or finally launches their business or does that next big thing. They always say, there's no possible way I could have learned everything that would have fully prepared me for this experience.

Jim Fortin 

Yeah, many years ago, when I coached agents, I noticed when I went to a location that many of the agents there are not the top agents at the company. And somebody that this was Virginia, Virginia, Cook told me this, she says my top agents, they can learn from you. But they don't want to waste their time being an air quote, another seminar, the people that go to the seminars where the non-producers and wannabes are the people that are busy collecting information, and they're trying to get enough, enough, enough training, and they never start. So to that point, what I've observed over the years for myself and other people, is the only way to really do well. And to be very successful as a digital CEO, is to get out there and just start doing shit.

James Wedmore 

Yeah.

Jim Fortin 

And figuring it out. I mean, you got you got to have some knowledge but we already know enough.

James Wedmore 

Yeah,

Jim Fortin 

If they've been listening to you for any amount of time they know enough. But they won't put that car on the road.

James Wedmore 

Yeah.

Jim Fortin 

And you've got to put that car on the road. You got to stop looking at it and thinking what a great car it is. But the car on the road and stop waxing it well that's in the driveway and get on the road to see what it can do.

James Wedmore 

Yeah, I heard a great quote about ours that you, you can't move a parked car. And so we have to get into motion in order to pivot adjust and change. That was mine. Sorry. And I think a lot of it is the level of fear that people have of making a mistake or getting it wrong or failing. And then I've yet to find a successful person that avoided all that phase. I've never met anybody. It's like, No, I never made a single mistake. I never had a failure, upset or let down. Everything was just perfectly successful from day one to now. And I've never had a problem.

Jim Fortin 

Well, there are a lot of places that we can go and I had a lot of questions written. But I'm sure reading notes that you sent me earlier, we talked about what we're going to talk about, and we'll come back to your point. And you had said that we should call this gossip our you and I Okay, just want to clarify that right. Should I read the rest now?

James Wedmore 

I may have given Jim some bad and appropriate questions. He's like, give me some questions. I'm like, okay,

Jim Fortin 

Well, the payments, one, how about my first kiss?

James Wedmore 

You want to hear the story of my first kiss. I'm always trying to embarrass you, but it never works. He's never embarrassed. He's never fazed by any of my humor.

Jim Fortin  

I like your humor.

James Wedmore 

I know. I want to I want to like, I want to weird you out or like, What is wrong with this?

Jim Fortin 

By the way, this is your new listening. We've done a lot of things together. And a lot of people like I love seeing you, too, and Brandon together because we're together.

James Wedmore 

They did until this moment.

Jim Fortin 

Well, people want time, we're saying I would love to be a fly on the wall when you guys hang out. Yeah, that you were at my house watching. Adam. Just what is it? Adam? Adam, Adam Ruins Everything. Adam Ruins Everything. That's what we're doing. We're not talking about marketing. But I know you got people on a hook about 15 minutes ago, let's go back there to whatever degree you want to share here. irresistible offer. Anything else you can say about that.

James Wedmore 

So much? Because you asked that question about like, what are they doing backwards, and it's like backwards is the new forward, there is a phenomenal book, I think it's the 12 steps or 12 laws of seduction sales itself is a sequence. And just like they did all the studies. And in that book, they talk about the in order for like the ultimate act of intimacy to take place, what they noticed is that there was no in all these studies and examples of people that were intimate with each other, that it wasn't the length of time or duration with that person that was the biggest contributing factor to whether or not they sealed the deal and did the deed. But it was certain sequences of events that moved them closer to them. And time became an independent factor of that. So, for example, like the Nice to meet you, okay, we're your normal, I'm normal. Oh, the common ground and oh, a connection point oh, in the physical touch, oh, and in shared memory, and all these little things that move them to the next step. Well, guess what, sales are the same way. It's a level of sequencing. But at the heart of that is that irresistible offer. And so the way, I always look at the irresistible offer, which is so important, is it's like a proposal, it's like marriage, marriage isn't ask. And the problem is, people get caught up in how to ask. And if you wanted to go get a yes, from your partner, we could go get a hot air balloon and fireworks and all that stuff. But the partner that you're asking, Will you spend the rest of your life with me, is not going to answer the question based on how good the ask was, ooh, no, no, that wasn't enough fireworks. What are they doing? They're looking at all the past experience, and the relationship that got created and to say, that is what I want to have in my future as well. And so that the irresistible offer is like the center point. But we need to work backwards to create that sales experience. So that people go, I want more of this with you. And so you have asked, what are people doing backwards, and I say they're doing the forwards first and we need to do the backwards first because Stephen Covey said you got to begin with the end in mind. And the end in mind is the sale because you can't do the work you're here to do with someone until they're in your world. That's why I say the transformation that you want to have with your student begins with the transaction. I'm sure 99% of your testimonials, case studies and results come from your pain customers. Not someone who just saw an Instagram post and said You changed my life.

Jim Fortin 

Correct?

James Wedmore 

Right. So we, the new forwards are to start there and begin with the end and work backwards. So there's a lot to be said about the irresistible offer. But I'll share one thing right now what's going to make an irresistible offer irresistible. When the value that you deliver is clear. That's the key word and clearly more than what they're paying. And so people have an association of pain with the money that they spend. We've all had experiences with like, oh, whether it's taxes or the new car that who houses like, oh, there's that money. And we associate pain with spending that money by IRS, the IRS? Absolutely right. So I want to cancel my subscription to the IRS. And when we associate pain with spending that money, but we've associated more pain with the problem that we're in. For so many of us, it's easier to do the least painful thing. And so are we solving a problem? are you solving a big enough problem, a lot of people are dancing around the issue, they're skirting around and beating around the bush of the real problems that they're here to solve for Pete for people. And they're trying to solve the little, little tertiary, not a big deal, not at the heart of the matter of thing. So as soon as our promise becomes, we're gonna get to the heart of the matter and solve a real problem that someone is really in pain for, they are willing to spend more to get that problem solved, because the pain of spending the money is far less than the pain of the problem that they're in. Yeah, do that. And your offer becomes far more irresistible. And you don't need, you know, all this language in order to explain that it can actually be very concise. And

Jim Fortin 

So, although young entrepreneurs go back and listen to what he just said, we're going to dig in a little more, but two points here, two things. I don't know why I got the letter. But many years ago, I got a letter from the IRS. And at the bottom, it said, Thank you for literally thank you for being a customer. I'm like when the hell did I become a customer? The IRS?

James Wedmore 

What choice do I have here?

Jim Fortin 

Exactly? Are you kidding? But I want to go here for a minute, you used the S word, and I deal with it all the time. And that applies to everything in life. Sales.

James Wedmore 

Yeah.

Jim Fortin 

What about people? You see people, not people, we hear it all the time you and I'm, I'm afraid to Sales. How's the voice again? What's up voice?

James Wedmore 

I'm afraid of sales Jimmy?

Jim Fortin 

And, oh, I'm bothering people. And I, you know, you hear that all the time. And there's so many entrepreneurs, are people listening that want to be an entrepreneur, and they've got really good, you know, products and services to take to the market, but they won't because they're afraid to sell. This is about you not about me. I mean, I could answer but what's your what's your answer? For someone who says, I'm afraid to sale

James Wedmore 

it's want you I have a choice to make right now, either you got to get out of business, because there's just no way around it. I don't see any business owner that is successful but doesn't have any relationship with selling. They're not they're not doing it at all. But somehow they're making millions, it just doesn't happen. So either have to get out of business, or we have to change our relationship with selling. So that is your relationship with selling that's happening. You hate selling, change your relationship with selling, you'll fall in love with it. Because most of this is a great metaphor, I like to use your most people have had a party before I think you've had a few parties in your day. You buyer, you've been there, you've invited me. So we can look at sales as it's purely an invitation. If you imagine that you're about to have all your friends and family in one under one roof for one night. You are selling them on whether or not they should be there. And the last thing you do is ask that famous question, Will You Be There RSVP yes or no. That is sales. I am inviting people to be a part of a transformation party. And when it comes to a party, why is it easy to sell them because it's about them, it's about the experience, it's about what they're going to get out of is going to be an amazing thing. But then for some reason for us, when we get into sales, we made it about us I don't want to be pushy, sleazy and bothersome and all that it's like it am not about you. If it's really an irresistible offer that solves a real problem then it is about them. And how dare you do not invite them to that because nobody was a friend of yours, like when I didn't get invited to a one-party Jim that you didn't invite me to. I was very offended and hurt. And you were like, well, I didn't want to bother you because sales are scary. And that's how and that's how I look at it. So it's either if you know you have this irresistible offer, and you know it can help people, then you're actually doing people a disservice by not inviting them to that party.

Jim Fortin 

So, we will talk more about parties. The last party that I recall being at your house, I don't think that anyone recalls the party

James Wedmore 

That was a good party

Jim Fortin 

It was a good part. It's only getting the party after about 8pm. And I think we went to

James Wedmore 

We are we're painting a picture that we're like big party people and we are not

Jim Fortin 

We were not.

James Wedmore 

Like two glasses of wine.

Jim Fortin 

Well, I'm gonna leave it all for you know, there right now just imagination run away with that. But that was probably one of the biggest blowout parties I've ever been to. And yet, it was a blowout. So I want to talk more, but we'll do it in another episode. I want to talk about money. Yeah. Let's talk about spirituality and your path with Don Xavier. You know, I've been on for a lot of years you've been for I think, what, five years now?

James Wedmore 

Something about that 2018

Jim Fortin 

Yeah, something like that. And I want to talk about your experience but somebody asked me today and I think You and I both have mastered this. I think I don't know how not to make money your master. So we're gonna wrap this episode up here and in the next one I want to talk about money and how not to attach to it and how not, not to let it be your master. Okay, everyone is listening. Thank you, James, so much for everything.

James Wedmore 

Thanks for having me.

Jim Fortin 

Absolutely. Thank you. Thank you. Thank you for sharing your wisdom. I really appreciate the course. And I'll tell you guys more about James a little later on. Alright guys, catch you later. Bye. Bye.

Hopefully, you enjoyed this episode. As much as I enjoyed recording it and visiting James, many people have asked me to bring James back. I mean, James is a is a master at what he does helping people build online businesses. Remember, whatever you do, go to do it right now. As a matter of fact, go to jim fortin.com/ceoquiz and take James's quiz to discover what kind of marketer you are. Also remember, mark your calendar. Next week, I have another interview with James, and we talk more than anything else, not about practical business applications. We talk about you know a little bit about business. We talk about AYNI  A Y N I ancient Incan for reciprocity of life, and we talk more about money. Thanks for listening, and I'll catch you over on another episode. Bye bye.

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