#186 Having the 'heart' conversation with your potential clients and mastering your marketing mindset, with Scott Campbell.

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Episode Transcript

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0:02  
Welcome to the personal development mastery podcast. I am Agi Keramidas and my mission is to inspire you to grow, stand out and take action towards the next level of your life. I interview leaders, authors, successful entrepreneurs, spiritual teachers, exceptional people who will inspire you to improve your life Tune in for two episodes each week, and make sure you subscribe to get them as soon as they are released. In today's show, it is a real pleasure to speak with Scott Campbell, Scott, you mentor coaches to become successful and grow their businesses aligned to their values, and the impact they want to make without getting overwhelmed. You're well known for your philosophy of simplicity over complexity. And with this, you have generated over 30 million pounds for your clients. With your work, you are passionate about creating ripple effects of positivity in the world. Scott, welcome to Personal Development mastery, it's a pleasure to speak with you today.

1:12  
Yeah, my pleasure, thank you for the invite.

1:15  
And Scott, we will discuss about marketing and mindset and some other things today with your field of expertise. Before we go there, I would like to ask a few Sousei background questions so we can get a little bit of your understanding of who you are. So if I were to ask you, then What compelled you to go into marketing in the first place? What what happened there?

1:45  
And it's interesting, actually a good question because I never I never saw myself as a marketing person. And for years, I kind of did a route was into computers when I first left school and then went into the corporate world, and then got involved in doing been sort of kind of a turnaround Project Specialists for in retails. So I never saw that as marketing ever. You know, I just saw his, he just, we had a job, you know, to turn the business around, we had to make more money, sort of stuff out. And and as it turned out, I was very good at that. But then, and then I had a real quip, I think a lot of people with the sort of 2009 with the whole kind of, sort of big financial blurb and all that sort of happened, anything. I've got very frustrated in the corporate world where was at four C's brand new sort of champion second world reporting to Chief execs in a big global organisation, and we had had four different chief execs in my, my last year, so and people will know from the call BPO, chief exec changes, your whole world changes, everything changes, and I wasn't enjoying it, I was getting really stressed out. And I walked out. And, you know, which was a scary decision wasn't planned or anything like that. And it was really, the only decision afterwards was I didn't want to work for anyone else. I didn't think myself an entrepreneur or anything like that, I just knew that I didn't want to work for anyone else. Because one of my things that when I used to get asked a lot about my success in that, in that, sort of in that corporate world, a lot of it was even though it wasn't my business, I treated it as my name above the door with whatever project I was working on. And I realised that was a big aspect. And then so I got into really, I just thought, you know, for there's a whole other long story about getting stitched up over my shares that I was posted that I thought I had a big a big lump sum to walk away with, which didn't turn out and when, you know, bit that thing, so that didn't quite work out. So then I had to, I had to sell stuff. And actually, I come across affiliate marketing, if you like a little bit and and then I realised I had a stuff that I was doing in the corporate around the customer journey, and always putting the customer first really set me apart differently, even in the online space, which was really new. So I accidentally built an agency, first of all, successful which we specialised in XM days, which was a game really early days. But I saw that opportunity and and it's just carried on from there really, you know, free agencies later, and a couple of faders in there and stuff like that. And then a few life moments that sort of felt you know what, bottom moments and then recovering and probably, you know, only for the last probably two years is I've been happy calling myself a marketer. I've always kind of resisted a bit but I think I probably stretch along that hole because I've experience with building big businesses and turn it around big businesses, and also helping a lot of small businesses go quickly. You know, I feel like marketing doesn't capture it fully. But I don't want to call myself a business coach or anything like that either. So

5:18  
I can personally relate with labelling people a certain way. So I will, I will leave that for now there was there was something you said that caught my attention, you said, when you left your corporate job, you knew that you didn't want to do work for anyone else. But you didn't think of yourself as an entrepreneur? Can you? When was the moment when you realise that? Oh, I am an entrepreneur? After all, how long? Did it take that journey?

5:50  
I don't know. I still do. You know, it's interesting, because a lot of that marketing sort of talk to Ron, you know, lead to entrepreneurs, excuse me, I find it I've always have a bit of a, I think, because I think a lot of entrepreneurs don't realise they are entrepreneurs. I know. I know. And I put myself in that, in that bracket, where it's just, it's just doing what I love. And it's, and it's, and it turns out, I'm good at, you know, teaching people how to engage and get clients, you know, and that comes down to a marketing label, which I'm happy with now fine enough owning that the, but I don't think I've I still don't really see myself as an entrepreneur, but even though, you know, I actually do run free businesses now. So in every aspect, I tick that box. But it wasn't, it was just, it was just a need initially to that I needed money, you know, to survive. family, kids, you know, I was in a very well paid job in corporate. So we had a, you know, a nice big detached house had the cars and all the trappings of success and all that sort of stuff that you do with corporate and you had to spend your money. So, you know, I need you to earn money. That was a simple of it. There was no fault. And because I've been, I suppose there was what I did have then is a lot of trust issues with hierarchy that really led me down. And I think that's where it's just like, I don't I, I went to, you know, I want it to be my own decision and labour with me. And so I've never, yeah, I've never really fought myself as I still don't I don't think as an entrepreneur, but, but I do tick the boxes.

7:37  
It's, it's interesting, because I have also felt the same way about about being an entrepreneur. Because in many ways of the way I grew up, in my mind, entrepreneur, and in many people's mind has to do with business, but it's not really the businesses, the end result, entrepreneur is about undertaking something new, something that they hadn't before. So I know I know, what's how you mean it. And I want to ask you also about you said that two years ago, you you started being comfortable calling yourself like marketers, so what what was the shift there that allowed that

8:18  
the shift there was back, back around, again, almost four years ago, now in January, I, unfortunately had a quite bad illness, that I was very lucky to survive. And, as resolved for three months, I really couldn't do anything. And come out of that. So if you like recovering from that, and then my, your daughter was ill for a little while. And for sort of kind of four months with with privacy, too, we didn't really know what's going on. So it's all kind of stressful stuff going on. And I really felt coming through that I really felt like I was in a position of I wasn't, I was I wasn't playing for that. And I need to play full out. And so, and I felt across every area of my life, business, everything I was just probably at 25%. And just comfortable, you know, and I'd had a bad experience with my oldest we're coming out of the agency that I was running that time that that really kind of set me back in terms of the experience and reputation if you like from there were a new sasta from that little bit. And so I seeked out really I kind of took a really decision I invested in something that I couldn't afford at the time. And, you know, started sharing with people it's actually how I mean, we've we've met through for what we're posting and make it happen. It's actually I went to when I joined that actually because I went to an event and I was looking for something I knew I can't I knew myself that was I needed to, I needed that something to either reset me or get me going again. And, and I found that we have an accelerated programme that I joined at a time and then, and from that is really finding myself in who I was and who I truly am being. And it was and then I become very comfortable with actually people labelling me always didn't like people calling me a coach introduced me as a coach, which I get introduced a lot as, and now I'm fine. But that so it was it was, it was finding myself and who I truly was being, they allowed me to kind of be comfortable with labels, if people want to label me, I get it, they need to put it in their head, and they need to quickly understand what it is where they can put me in their head and then find out more about me and yeah, so I think he's just got really comfortable with myself and what I actually do. And, and, and the big leap, Gay Hendricks with the big leap, but was a big game changer around the zone of genius stuff for me. So allow me to actually I feel like I had to own it. What I really was that come under marketing.

11:14  
I like that very much what you said that you had to become comfortable with yourself to allow yourself to express? Yeah, what was in there with? Yeah, you know, many times we have suppressed we do suppressant many times, we don't even know what it is until it actually comes. Yeah. And then we realise,

11:37  
and a lot of people are trying to you know, and I see this really large with marketing your business, if you like, particularly for the person development world. And they're not people trying to be who they think they need to be. And actually, when they join these programmes and things like this, and they really take on what the if you like the profile of the person who they've joined that programme of, but actually long really, because the profile should be their own profile should be their own bit. And that's why it doesn't work. That's why people join these programmes. And then they go, Oh, it didn't work. Because they tried to step into someone else's profile. And it's not there. It's not their being, it's not who they truly are. And so people suss that out, you know, you suss that out people quickly, you know, so your, your content is not authentic, it doesn't attract the right people. And you're at odds with yourself in your marketing because of that. So then you do, oh, I won't do put the content out, I won't say that, I won't do this, because you've now gotten to this overwhelm scenario of a child, you know, because you try to step into one profile. So that's probably the biggest part I think I do with a lot of my clients, which is an intangible is that they can be them, you know, it's about marketed to them, I won't force any strategy on anyone that's not right for them. And, you know, and I'm a fairly introverted myself. So it's a, so hopefully, that inspires people, if you like, as well, that they can't be introverted and still find themselves and be themselves. And when they do, like I did, then you find funny enough, your growth comes with it in terms of yourself growth, your business grows, everything grows, you know, and you and I'm in a very fortunate position. But I know, it's creative with the work I've done is that all of the clients I work with, are people I just love getting on a call with or going to meet, you know, is this that I, I'm still living the dream in terms of everyone that I'm working with is absolutely, but it's because of me being me and attracting the right people

13:45  
that you work with coaches? Predominantly. Yes. So why why did you choose that? As as for your work?

13:54  
There's two, I think the yeah, there's two main characters as coaches. And then there's early SAS founders, which can differ but we're, but we've coaches, because I've done a lot of personal development myself, and one of my core patterns is curiosity be like so. So I'm curious about stuff. And I think the, the one thing I noticed with coach and it was by accident initially, like when I initially started working with coaches, or kind of six, seven years ago, it was actually by accident, where some coaches approached me got some really good results that have because I see it differently. I think marketing or coaching businesses is different than anything else. And a lot of ways and, and, and I just understand that, well, you can act and so and so putting my content and just taking it and then actually learn it to how a coach can use it. It's become powerful for them, you know, and so that's kind of the channel I just love being around coaches as well, to be honest with you, I love the personal development world, I love exploring, I love the fact that a lot of my clients, you know, say things in a room get to know each other, they say things that drives me down another, another rabbit hole. I invest in coaching, I invest in mentoring myself, so I love that, that weld as well. So it's kind of, again, being happy being me, I'm around people that I love being around and, and find interest in and, and, and, you know, and even the spiritual side and stuff like that, and understand a lot of spiritual coaches and stuff like that really struggle with a marketing person understanding how they need to market. So it's kind of kind of feel like there's a uniqueness that that we fit together really well. So

15:48  

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I relate with what you said about being around coaches myself, because sometimes when I speak with them on my podcast, I feel like I have my own coaching session session. Sometimes I will ask questions that are really my questions, why challenges and and it's a great environment. There was something that I wanted to ask you. Quickly, you said that marketing coaching business is different than than the other. So what's the one thing that the most important thing that makes it different market than other marketing businesses.

17:56  
So the main thing is if you look at our businesses, if you turn around, say I'm an accountant, is kind of, we'll get an idea of what that is, okay, I'm a financial advisor, get an idea. That is, someone says I'm a coach, and most coaches introduce themselves as a coach and NLP qualified master. For 99% of the population of business owners, that means nothing, and they just don't understand it. And then we've got the association of coaches with, you know, like Latin America, they call their, their sport managers or coaches, you know, so the actual perception of what coaching is in terms of, you know, like coaching a football or sport or something like that, where you're really telling people how to do it actually, is probably more of mentoring than a coach in action. So when people and when coaches struggle, they say that introduce themselves as a coach, and that the issue is and then they start talking about stuff. And when they start doing a lot of the content that coaches do to showcase their skills. I mean, the issue is, a lot of it is that most people, their ideal clients ironically, haven't their mindset hasn't shifted enough to understand it. So in hence, that's why we get so many coaches that work with other coaches. Because then people actually their mindset shifted away a little bit, and they get it. But so marketing a coaching business is, is I feel is more of you have to really take someone on a transformational journey. But that transformation of God is not just when you work with them, it's when you're marketing when you're part of the sales process. All of that whole part is all part of the transformational journey. Because you can't just say I'm an accountant, I'm a financial advisor, I'm a plumber, you know, a landscaper you know, I'm a coach and people go well, okay, what does that mean? And then, you know, then shall try and come up, you know why, but it's definitely people like them. And even people that say like, I'm a personal relationship coach, it's like, but most people that are in a, in a, in a relationship won't, you know, the last thing they think of is I need someone to help me with my relationship because it's all personal. It's all private. Yes. So even that is marketing in a different way, which is, which has got to really take people on a journey of transformation of journey, and get them to a certain stage first. So they then get understanding, like what they do, and I feel that's where it's a lot more different. It's a lot more complex. And that's why my, my number one philosophy is simplicity over complexity. Because that's what, that's what causes most coaches struggle, they don't really they all say, I suppose, and upset a coach, he said that, you know, what do you need help with they'll say get cuts. Reality is they know how to get clients is it's the overwhelm the complexity of what they have to do that, that causes the issues. And so, which is why the simplicity of places is my number one philosophy, because that kind of takes away a lot of the overwhelm.

21:06  
Simplicity is very good. So we talk about the you already mentioned, and I want to talk about your, the people that you are, that one is attracting with with a message before we go there, or maybe if you feel like that is the topic, you can go there, if you want. But my question is, regarding the, you know, the mindset, we spoke about this before we started recording that it is. And I'm sure you see that very well. And often that some people's way of thinking about what marketing is in is not right. It's a limiting it is restricting, and that really doesn't allow them to really do what what they could do. So I wanted your, your thoughts on that? Because I bet you see it often.

22:05  
Yes, absolutely. Yeah, it's good question. Nagy. And finally, one of the first things I teach with my clients is, we call I call them the marketing mindset mastery, there's five elements to it. But the most important one, and this whole big question is, is you've got to come from a place of understanding your potential client. Right. And a lot of people say that, you know, we do these, a lot of people do these, oh, you know, who is my, who is my customer, you know, is the 35 year old female that shops Your Marks and Spencers. And all that is not enough, you know, you've really got understand, and always come from a place of understanding your clients. So you know, where there's a so a lot of people ask, you know, questions that will and people are trying to answer, you know, to cleverly you be like, you know, see a lot of this with marketing coaches that coach other coaches because say, but they're trying to, you know, got to be really clever, and give a clever answer. But an actual fact is understanding why that person asked that question, where are they what's in relation to where they're at? You know, so, someone might ask me a question, I'll always probably ask another question before I answer that one. Because that's me coming from a place always of understanding where they are in business. You know, so, you know, that someone might say, you know, I just need to get reached out a lot, you know, how do I get more clients? So Well, the question is, how many clients you actually need first of all, where are you you know, where you where you at? Where you in your life, and what lifestyle do you want and so it might not be a case of just getting 20 new clients because they might want the lifestyle where they've only got five clients or six clients and they've got more time for their family and to do this that they want to so there's always a place of you've got to come for now understand from an understanding of your potential client. And so when you're when coaches are putting content out there when I'm putting coaching now there is always with that person with that perspective of coming from a place for them understand and then what you'll get is because then what I get a lot and what the cards get is get people that I feel like you were talking to me, but you said that I felt like you were talking to me, you know, oh this person do you really understand us you know it's really you know, so you open up that that attractiveness if you like people get attracted do because again you're putting them first and where they are so it's not about pain points and all that I was gonna swear them I won't just in case family so but there was rubbish. There's a lot of things about people's pain points and stuff like that. But you know, that actually that doesn't attract your ideal client because you're kind of you're gonna attract clients are not in the right mindset to work on their stuff anyway, because if you're in depression, the last thing you want hears the word depression everywhere. And actually, you know, our minds are super powerful will actually really defer it as much as possible. So a lot of people that coaches that deal with depression, they might talk a lot about depression, actually, they're putting off their ideal clients, and they're probably getting a lot of clients, then don't do the work, you know, and not prepared to do the work. Because there's people that are not in actual real depression, that attractiveness, they're just interested in it. Whereas if you talk about people's struggles, people, you know, kind of situations they're in, what they're struggling with, and what they can relate to, and you're coming from understanding them, then you start attracting people that really kind of want to do the work, if you like, and want to move forward.

25:43  
Can I ask you, because you've said already quite a few times the phrase understand your customers? So if can you give something tangible as a step as an action? Let's say that I want to understand my customer better? What's one thing I can do to actually understand because it is, I would like to just some clarification, it's a very great phrase, yes. But how do you get to understand them, but there's,

26:15  
there's two, there's two, if you like, opposite sides of the spectrum. I'm conscious of people listening to this on audio that I've just tried to probably get my whiteboard at this stage. But then there's two, there's two levels, there's two sort of points of the spectrum, you know, you've got, you've got right at the end, where, say, you've got coaches got a six month programme, for example, okay. And it gets them to this milestone, and this result at the end of that six months. Okay. That's, if you like what people talk about, like a result outcome that people talk about, this is the result you want to get. And that's the aspiration, that's the inspiration that people want to get to, they want to get to that feeling comfort with their life, you know, not being in a stressful world not being in depression. So that's the end of the journey that is inspiring, if you'd like to, and then we'll go right down to the other scale of where they are actually now. Okay. And that's the bit that you want to think about is where are they right now. So they're at the start of the journey. They're going to start my six month programme or four week programme, wherever it is all in my one to one coaching, that the right at the start the journey that started that journey, what is that person feeling? What are they feeling? What is the what is the, the outcomes or the you know, the tangible outcomes that are happening in that moment, because of their feeling depressed. So if someone's just feeling depressed, talking about depression, to them, just makes them want to shut down completely. But talking about the things that, you know, you feel like you're not, you know, the people not listening to you, that your, your family, not understanding you, your family, not listening to you, no one's everyone's trying to tell you what to do. And no one's trying to help you or you feel like no one's trying to help you. They're just trying to tell you what to do. All of that stuff is understanding that person understand that. So when you talk about that stuff, that person is better themselves out. You know, I think this is the person that can really support and guide me. Because they're actually, the latent to me. The speaking, you know, they're actually, in my head, they feel like they're in my head, because you start thinking about what are they real struggles with? What are their feelings? What are their emotions at the moment, and when you talk about struggles, emotions and feelings, you're really getting to understand where they're at. And so, if someone says, you know, Oh, I feel like depression, what should I do? Why wouldn't going prescriptive and telling them what to do? Now, you can do that, once they've invested in you, if you like, and they're working with you? Absolutely. Because they kind of want that little bit now, yes, but initially, they want if you're coming from a place of understanding, then then you're all about inspiring them, regardless if they become a client or not, and that is the wheelchair that you inspire them, regardless if they want to become a if they become a client or not. And if you inspire them, and you talk about the things that night that that the emotion or the feelings, the struggles that they're having, from their perspective, then they'll really relate to you. And that's, and it's difficult initially to do because you always want to go into a little bit of clever marketing, you know, you know, and the result being that actually, that's where, if you're truly understanding where your clients are, that's where your understanding is that yeah, please carry

29:42  
on. Yes.

29:44  
Because that's one of the one of the first things I worry a lot. Clients is the is what I call the get initiatives. We've got to get build scale was kind of a part model that I go through. But the initial thing is really, this just get it just really just take it all down and Moment, forget about creating courses, programmes, all this sort of thing. You know, what have you got a moment that you can sell if you like? And who's it for? And then how do we go and engage within people. And it's almost just bringing it down to that right thing and then forget, you know, most Coca Cola big with their first session might, you know, tell me about your product range, what it is all over the place, I end up with a whole pad for the, and then I'm like, what? We need to focus on just one thing at this moment. And when you do that, and then come from that place of understanding it, then again, and that's me understanding my clients understanding that they've joined all these programmes, I've been on all these webinars to, you know, seen all these trainings that they need to play this and integrate that. So in total overwhelmed, and I talk about that a lot. I've won, because that's me understanding where my button is, that's the feeding their game. Well, if I start talking about no clients, wherever that just depresses them, when they hear that, you know, are you are you You know, you've got no clients at the moment or, you know, but actually, are you really overwhelmed, you just need to sort out your, your product range, you know, and that's talking about them, their same struggles and their feelings and emotions, rather than the tip box of the as a fake five year old woman shopping Marks and Spencers is affluent, all that sort of stuff. Yeah.

31:23  
I suppose there is a place for that as a piece of information. But yeah, it's not understanding them. So I love your answer really was what you said about understand it's

31:33  
not a base, I give you an example. That is, if coaches kind of when their target is people in menopause, for example, women in menopause, women in menopause, they now, they if you ask them, Who's your ideal client, they'll tell me, Oh, it's women that are aged over 50 plus in menopause. But then the reality is, is menopause can happen at any age. But there's such a disparity of age, some women get it really early, other women get it really late, but we don't get affected by it at all. So it's not a tick box of oh, I'm looking for an affluent person, that's just, you know, the end. And these things are getting where they're going like, you know, and using stuff like shopping much because they think they've got attract the affluent person or whatever. But then that sidetracks them into targeting someone who's got money rather than so you're you're having a money conversation rather than a conversation about understanding who they are. Yeah, and that's the heart conversation that I talked about a lot as well.

32:30  
And actually, that was my next question. Because you talk about that in the car to the market. Yeah. I think we transition to the

32:40  
paradise. Yes. So

32:41  
tell me about this car. It's so

32:45  
yeah, it's this three very important parts of growing your coaching business or any business in terms of state where you're dealing with people, if you like, and particularly the coach and interview, we talked about the coaching one, particularly, but you've got, so you've got three elements, you've got content, okay. And people know, they've got do content, content, content content. Most major clients I have, actually are doing a lot of good content, but not generating any business from it. And then after a while you see them, they drop off with the content, and they come back and start again. And they think that's the issue, but it's not. So they're doing a lot of content. You've got strategy. So content plan and strategy planning, and doing a content plan is not a strategy. So if you're saying about I'm going to do a pose, you know, free Post this week, I'm going to do free live videos, wherever that's my content is not actually a strategy, part of the content. The strategy would be then how do I, you know, follow up with people that comment on it or like it and you know, the call to action from it, all of that sort of stuff? It's a strategy that is the bit in the middle that makes it work? Because if you do either you can do them two things really well. And if you don't do the middle bit, the hard conversation as I call it, you become sleazy. So most people don't like these DMS, you know, like, oh, I don't want to DM people and being is actually an incredibly authentic way of actually getting conversation with people if you do it the right way. You know, the, the DM sequence that I teach is actually an eight step sequence so you don't just sell straight off there's all of that stuff down so straight off, but if you as a strategy that works, but you've got to have the heart conversation in the middle and the heart conversation is the engaging part. So engaging with people's content. You know, actually, why call listen into your social media. So we'll go there's so many people that are called post and go so they've got all this content on but they won't get the you know, they won't actually look at social media they and all of them you look at where they engage with people. It's all very if you like Personal life stuff they've engaged with, rather than his sister. Whereas actually, if you take the time out as part of your shattering, like, I've got to have that heart conversation with my potential clients, so I've got to listen to what they're talking about, I've got to, you know, and then I can react and engage with them. You know, I do my cards below this, where I talk about stories, I love this, this Facebook stories, Instagram Stories, for example, I actually spend free five minute posters that they acquired a cup of tea breaks, which is turning into cup of waters, as we've been talking about the fitness and stuff like that, but the, but actually looking at the stories, you know, and actually, so I'm getting a real gauge of, I'm having a hard conversation with them, because I'm understanding what they're talking about. I'm watching, you know, looking at their stuff. And, and I run it I get, you know, I get some people that as they come into some my programmes or when I work visa, I seem to see you everywhere, you know, showing up everywhere. And it's not by accident, because I'm prepared to do that work of have that heart conversation, which is listen to them. And, as a result, you know, there's not, it's like, if I woke up today and go, like, Damn, I've lost a lot, I need to go and get another two clients quickly today, I need to go and get another client. Today, for whatever reason, you know, something's come up wherever, like that, and I know just where to go, or I need to get another client. I'm in a position where I could wait, there's so many people I could reach out to, by message just going to house things. And you know, I've got this opportunity, blah, blah, blah, I'm gonna you know, or is there anyone you know, that when I could reach out to lots of people, and the reason I can do that, and won't feel sleazy or bad about it, or get back into introvert box about it, which which would have happened in but it's because I do the constant heart conversation, the heart engaging. So if I just turn up in someone's in, but it's not out of blue site, or there's Scott, who's, you know, there might be a lot of people that a lot, you know, in this one, because the way we've, you know, the web has changed the last sort of couple of years with a pandemic, and all that, you know, is probably over, worked out, but at least half my clients I've never met in person. You know, there's a few now in America, you know, and, but, so that relationship is built by me engaging with them.

37:34  
And then when I when I, when I did turn up in their inbox, knowing it wasn't a sleazy or this is just trying to sell me. Yeah. And then also what happens is when you engage and have that heart while the heart conversation, engage with someone, we've no, I'm not looking to sell, right? I'm not looking to sell to I'm not looking to engage people to find my ideal clients, I'm just engaged with people now I'm engaging with my potential clients, I'm connecting every day with potential, you know, coaches that my potential clients, yes, but then why I wouldn't just connect with them, and then send them a sales message or try and get into that being is unprepared to have that heart engagement conversation with them over a six month spell wherever it is. And that's massive, that's what people don't get, that's the bit into it. So that when you reach out to people, people think and I tell you where why I call it the heart conversation is because also a lot of the coaches that listen to this when I bet the might be wrong about the dopamine and all that that you know, when we get in so I actually love it when I come across someone's post that had no had a couple of lights or whatever like that, but no comments on it yet. And if you can see their put their heart and soul into this post, this is a really good piece of content. And this is the problem they and I know actually, that they're my audio company, they're doing great content, but they're not getting the interaction that they're getting, because they're just doing content not having the heart conversation or the strategy behind it one of the two. And so if I see someone like that, I if I put i know i love that because I know when I put a comment on that that person is going to get a notification they're going to feel great they got a comment because you know the will as much as we it's it doesn't actually matter about the comments and likes everyone does like these vanity metrics but it it really doesn't matter but the dopamine if you like effect or that lovely bit of joy, give it to someone just by that comment or thanks for sharing, you know, great posts. Awesome picture. I know what that's done to someone on the other side of this the internet if you like the end the screen Okay, so that's that's me purely having a heart conversation with them. Yes, they might be my client might become my client in whatever in the future because of that engagement. Yesterday, an ideal client and I'll keep engage with them. But at that moment At a time, it's not about what if I comment on this, I can turn this person into a client is I just want to make this person's world better for today, just and every time. If you like, what I'm doing is, is I'm now being a persona, when they see me, they see me. And by the way, when you engage people on Facebook, particularly, then they see your post more often, people don't realise that if you won't get people to your posts your half, if you do the hard conversation constantly, and consistently, your people see more of your posts. But when they see my posts, or they see me tearing up in my industry, you know, they look at stories, and I see my stories and stuff like that. They're very, very initial very subconscious or whatever. Before anything else, is that they are associated me with that hit of dopamine they got from when I first reacted with them. Yeah.

40:56  
That's a great, great answer. And he, the wording engaging, remained in my in my head the way you said it. And I think it's very obvious to anyone who listened to this, that it is a process, it is something and you explain it very well, but that you are engaging not to sell, but you're engaging to foreign for the sake of engaging and what you said about the dopamine, I think we all know, how it feels when we get some, like, or a comment, which is unexpected from someone which maybe we didn't think that they will even see that I'm sure we all know how this fits. So it's great to be on the other end and provided for for sure, I will I think I will leave that you know, I have always on my episode, I have an actionable item, I asked for my guest to give to the listener one action of light and that they can implement. So I think in this case, this would be a great action of light. And if you could rephrase it and put it in a very short way of engaging how you can do it, like, say, tomorrow, tomorrow morning, how can you engage more.

42:19  
So just sketch it in a coffee break, sketching in a tea break coffee break, or break wherever he went, and, and go and sit down. Again, wherever it's your Office environment, but not not on the couch in front of kids, for example, this is I think a lot of people do this as well, when they look at their social media when they go I'll go and sit on the couch. And then when I'm watching Teddy, I'll go through my social media. Give it the due respect for starters, right? So scheduling, in your days in your daily schedule, in a copy by T bike wherever you is your favourite thing is, if it's 10 o'clock and you want to gin whatever it is gym bike wherever you want. Me It's a tea break, okay, so scheduled into tea break. And as I scheduling three of them a day but scheduling at bay, just do one not five minutes each day so myself cup of tea, because that's good, this all is actually pretty good for your well being any way to go make yourself sit down, take a break for a minute. Just have a cup of tea cup of coffee, just sit down and just go through your feed, right for five minutes go through your feed your your social media feeds. And don't engage with the family the the memes and all that stuff. Just go past them and just be I'm gonna gauge on the the people I'm connected to maybe someone who is just showing up on my feed or whatever reason that I've never commented on or never, you know, I don't know them become friends with whatever reason. And I've never engaged with them. So just go under that and just look at people where can I just, you know, emoji con or just comment. It's not about getting a prize. It's not engaging to get a client. It's not engaging scare strategy, the strategy that comes afterwards, but just engage with them, and then just spend five minutes so spend five minutes going down your feeds, engaging and in spend five minutes maybe just looking through people's stories. Oh, yeah, go just stop and just keep going through stories. And again, as they come up, you know, someone shares a pitcher. Net, you can easily on the stories leave a message or you can leave an emoji. They get, you know, the platform when we most people and moan about that the Facebook platform was delicious. I love my Facebook platform because I've created the environment that I want to create. And when do we actually do this part, this heart conversation in this engaging with this and take five minutes out each day or 10 minutes a day just to do this one action, you'll actually find that your feed will be getting a lot better, a lot more positive. And you create that environment that you want to create. So Facebook in our peeps, our mug, my Facebook feed is hobo blah blah blah. You've created that, if you, if you if you come from a place of understanding, and you're prepared to have that heart conversation, and what I won't go into what it will lead, it will lead to more conversations or lead to more opportunities. But you've got to do it consistently first without that, that kind of, oh, I'm doing this because I want this, I'm doing this. And that's why I call it the heart conversation because I'm doing it because I just want to be attract the people that I want to attract. And

45:29  
it's a great, great takeaway and the way you describe it, and the reasons behind it as well, because it's, it's very important. And

45:38  
that is really important. I get tired I get tired but but the sweet important that when you anyone can say these duty strategies, get clients do email marketing, do Facebook do tick tock whatever that that the thing that makes it more less overwhelming and more engaging people is do this in this way, because you'll get this Yeah. And that's, that's my angry be like, with my uniqueness. I feel that I come from his mom and just say do this, do this do this is actually have you tried mm up? And yes, it didn't work? Why? Okay, well, we're gonna do it this way. And it will work because we're going to be a lot more bring a lot more heart into it.

46:18  
Mm hmm. That's brilliant. And, Scott, I would like to start wrapping this conversation now when they have a couple of quick fire questions to, to ask of you. So my first one is What does personal development mean to you?

46:37  
Just just growing, always growing yourself? Yeah, there's always a, there's always another level, there's always another bit of growth. And the more you grow, the more you be you.

46:52  
And let's say you could go back in time and meet your 18 year old self, what's one piece of advice you would give him?

47:01  
Oh I think it'd be Ababa, by might be by Bitcoin early, but Tesla stock. But other than that is, I think it'd be trust yourself. And be it'll be trust yourself. Not what others think. I think, trust your opinion of yourself, not what others opinion is of you.

47:25  
That's brilliant. And, Scott, where would you direct people who want to find out more about you and connect you connect with him?

47:35  
Yeah. And the best way, you know, is through Facebook, and obviously factors on Facebook. So you can just search for Scott Campbell there. But if you go to success ra.co.uk That's my website. There's some, you know, some great training stuff on there. But yeah, so successful success, and then ra w.co.uk.

47:57  
You know, there are so many, many, many things. And I believe in some areas of a conversation, we merely scratched the surface. And I think it's inevitable sometimes, but I believe that in some other areas, we went a bit deeper and there were some for me some important lessons there to be learned and the one that really remained very clearly the way you said it was about understanding your, your customer and how you explained the understanding. So that for me is something that stuck out from from our conversation, I want to thank you very much for sharing your expertise and your wisdom with with us today and

48:47  
allow it to soak Thank you

48:51  
any parting words because anything last

48:55  
night's been enjoyable and that was a bit nervous, sit you excited, sizeable nervous and coming on. I just love to know who people you know, the, you know, bommies reach, I mean, you've got my website, but also my email is scott@successful.com that you can make I'm happy people reach out but I'd love to know if anyone listens to what they've, what they've learned what they've loved, and what the what they could implement if you like, you know, and if and if they do need help, then you know, hopefully they've got the impression that there's upward pressure on them, willing to give anyone any any bit of advice that they need.

49:32  
I hope you enjoyed listening. If you have please share this episode with someone who you think will benefit from it. If you want to know more about what I do, visit my website AGIKERAMIDAS.COM

49:48  
And until next time, stand out don't fit in!