The Doctor Coach School™ Podcast

The Booked, Banked, and In-Demand Challenge As a New Coach

• Kimberly Reynolds

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In this special bonus episode, Dr. Kimmy shares Day 2 of the Booked, Banked, and In Demand challenge. A transformative session that is changing the way coaches think about building a profitable coaching business. If you’ve been stuck in a cycle of under-earning, whether by not launching, undercharging, or struggling to sell, this episode will shift your perspective and give you the clarity you need.

Dr. Kimmy dives deep into how to create your own proven process, a key factor in becoming an in-demand coach with an in-demand offer. She explains why most coaches struggle to sell and reveals the missing piece that will help you attract clients who are ready to buy, not just window-shop.

If you’re serious about turning your expertise into a high-value coaching offer, this episode is for you. Plus, the doors to IPMD (Intellectual Property Mastery for Doctors) are officially open, and there’s a limited-time bonus available when you join before March 25 at 11:59 PM ET.

Join IPMD Now & Claim Your Bonus

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Hi everyone. Welcome to a bonus episode of the DCS podcast. I just got off of day two of the booked, banked, and in demand challenge, and today was so good. So much came out of it and the ladies on the call said it was so helpful that I am releasing it to you. So I am going to be sharing this with you. So you guys can. Experience the transformation that the ladies on the call experience. So consider this my gift to you. I really wanted you to hear this because the themes that I talked about on today's call are the themes that come up so often, and they are keeping coaches who are incredible coaches with so much to offer. But this is what's keeping you in. A pattern or in a cycle of underearning. So either you're underearning because you don't launch your business, or you're underearning because you're charging too little. You think you need to beta test or you've charged a high ticket price, but you're not actually selling, you haven't actually, created the clients that you wanna create. And so this is going to. Change the way that you think about this. I really wanted you all to hear the way I talked about this. I talked about it in a way that I've never really explained before, and everyone on the call said it was so helpful. It was so beneficial for them. So I wanted to share that with all of you. Without further ado, here is day two of the Booked Banked an In Demand Challenge, and in day two, we are specifically talking about how to develop your own proven process and when you develop a proven process, how that helps you to become an in-demand coach with an in-demand offer. I hope that you enjoy this, and the doors of IPMD are open, so if you want to learn. How to become an in-demand coach with an in-demand coaching offer and start becoming a paid coach. Start actually making money in your coaching business. Join us inside of IPMD. The doors are open and there is a juicy bonus, which you'll hear about little bit later on in the podcast. We have a little commercial where we're gonna insert and just tell you all about the bonus that you guys get when you join us. This week, okay, so the doors will close on the 25th at 11:59 PM That is when you will lose access to this bonus, and so I cannot wait to see you all inside of IPMD where I can help you develop your in-demand offer and become an in-demand coach. Hello, everyone. Welcome to day two. Welcome. Welcome to day two. I am super excited. Just had an incredible session with some of the ladies who are VIPs and we're going to talk about some of the things that came up tonight on this session. So it was a really great segue into what we're going to be covering tonight. let's get started on day two. So what we're going to be talking about today, right at the book bank an in demand challenge is again, I'm going to be walking you all through the process of becoming an in demand coach. And I made this, I put this in purple because I really wanted to highlight this as a new coach. I work with new coaches. So a lot of times we disqualify ourselves or we say that we aren't ready yet. And this actually came up on the the VIP session that we just had. I actually believe you have everything in order to create an in demand offer and to become an in demand coach. Now there is a process. There's some stuff that we have to do. And I'm outlining that process during this three day challenge, but I would fundamentally would not be doing this challenge. If I didn't believe that you have it, like you have what it takes in order to do this. There's just some, like some beliefs in the way, right? There's just some, like some false beliefs in the way that I hope that we are going to be clearing up by the end of day three. Okay. So today is going to be incredibly powerful. I want you guys to stay locked in. This is not the day where you want to be like multitasking. All right. I know it's it's a webinar. And so technically you could just be listening and like doing other things. If at all possible, I would really lock in today because what I'm going to share with you today is really going to change the trajectory of your coaching business. If you want to sign clients, if you want to help people, as many people as possible, And not wait years and years in order to help those people, what I covered today really during the all three days, but today, what I'm going to be covering is crucial. And the reason that it's so crucial for you to get this is that this, what I'm going to teach you tonight is really goes against. A lot of what's out there, right? Like most of what's out there, just like in the industry, I'm going to, I'm going to go against it tonight. And the only reason I'm doing that is because again, I believe you have everything you need to achieve success in your coaching business. Again, there's some steps you have to take. There's some stuff you have to do, but the traditional model of starting a coaching business. Assumes that you don't have everything you need and that you need to get something else like I need to get more knowledge. I need to get this particular skill. I need to be able to do this in this particular way. I reject that. And I know it makes me a little bit of a unicorn in that regard, but I reject that. I don't believe that's true. I don't believe that there's anything you need to necessarily get in order to make the money and create the impact that you want to make in your coaching business. Again. Yeah. There's steps that you have to take. There's stuff you're going to have to do, but I don't just inherently believe that you're deficient and you can't do it. I don't believe that. And so with that belief, with my belief, I want to sell you on that belief tonight and show you what would be the second step. So last night we talked about overall the three steps to becoming, let me move this down to becoming an in demand coach with an in demand offer. And what we said was step one was owning your expertise. Step two was turning that expertise into a proven process. And step three. It's turning that process into an in demand offer. So we talked about step one last night. That's the foundation for everything because of the reasons that we said, right? So just a quick recap, when you are seeking outside influence, right? When you are going outside of yourself. In order to prove that you're credible, people can feel that your clients can feel that it doesn't feel like coach energy. And so you will struggle to sell your coaching offer and you think that it's because you don't have testimonials and you think it's because your price is too high or because you don't have enough followers on Instagram, you just need more eyeballs on your stuff. I hear that all the time. Dr. Kim, I just need more eyeballs. All my stuff, or there's all these things you think you need. And it's not that it's just that you aren't inherently owning your own expertise, like from within, right? So expertise is built from the inside out, not outside in. And if you are simultaneously trying to get credibility and expertise from the outside, You are no longer able to give, right? You are no longer able to like, hyper think and hyper focus on someone else's problem and someone else's desire. Which are the fundamental things that we have to do when we want to sell a coaching offer. Because you're just trying to get. And so people can feel that, they can sense that they might not be able to tell you that's what's going on, but they can sense it. And I gave an example last night. It's like when you walk into a used car dealership, whether or not the dealer is on track. If they've already hit their goal for the month, it's going to feel different than the dealer. Who's Oh my gosh, I need to pounce on the next person that comes because I need to hit my quota. That feels different. And one repels clients and the other attracts clients. Okay, so that's step one. That's number one. And the also the reason why this is number one is that without this, you won't do these other two things. You won't be able to. Your brain will tell you that you can't, right? So we have to own our expertise. If you're joining us, so many of you all registered for the challenge today. Welcome. Okay. If you are here today and you didn't come here last night, that is okay. Today we'll stand alone. And I just gave you the recap, but you can go back and watch the replay from last night. It is powerful. I would recommend that. Okay. So you'll get access to the replays, but tonight is going to stand alone. I just wanted to give you that little bit of a recap for those of you who were here too, just in case you wanted to, refresh yourself. So what we're going to talk about today is the second step to becoming an in demand coach with an in demand offer. Remember your offer is the fire, right? Your offer kindles the initial fire, and then. And then your marketing, like your messaging, and then your sales abilities really come on top of that. They're the gasoline on the already kindled fire, right? So you will make money if you have an in demand offer, even if you don't know how to market and you really aren't that great at sales, right? And while you build up your proficiency in those things, we want to make sure that your offer It's really able to sell itself. It does the selling for you because it's built based on the principles of sales psychology. Okay. So we talked about this a little last night, but I want to delve into this even more, right? The number one reason, right? Or really the top two reasons. That new coaches fail, right? We talked about this one last night that we believe that like expertise. And when I say expertise, I don't mean like in this sense, I don't mean owning your expertise. That is what sells coaching just credentials, certifications like the outside, just the outside displays of credibility. That is what sells coaching. And that isn't what sells coaching. I have clients that have hit six figures without a website, or they sell their coaching from a Google doc. That's a thing, right? So it's not that those outside things are what is actually causing people to buy. Now again, you're eventually going to get those things, right? I actually, I help my clients like create sales pages and my higher level mastermind. But I, I don't in, in DCS and DCS is where my clients are like, they are signing clients, getting fully booked, all of that. Like I don't really teach sales pages because it's not necessary. Websites are not a hundred percent necessary if you have it. Great. But that's not what makes people buy ultimately. And then here's the one that we are going to really talk about tonight. A lot of coaches are selling coaching sessions. Or this is going to sound crazy. So just like stick with me. A lot of new coaches fail because they're selling coaching. Like I'm going to make the case for this tonight. You don't want to sell coaching. If you try to sell coaching that's the number one thing that's going to stop people from coming to work with you. Now, that sounds confusing because I'm a coach and I have a coaching offer or the whole, this whole thing is about creating an in demand offer. So I don't, where are we going with this? I'm going to explain what I mean by this, but I want you to just stick a pin in that people don't buy coaching. They don't. And they also don't buy coaching sessions. They also don't buy coaching packages. Okay. I'm going to tell you what they do by people, by what they're buying with your ideal clients, your future clients, and even yourself, whenever you have bought a coaching offer, what you're buying is certainty. You're buying the certainty that you can achieve a result. That's what you're buying. That's what you're buying. So now in order to get the result, I'm willing to buy coaching. Your clients are willing to buy coaching, but if you sell coaching, right? If you just get online and you're like, Hey, I've launched my business. I see this all the time with doctors. I'm launching my business, starting a new coaching business and you can get, so either it's A vague, I help statement. I like, so I help X, Y, Z person do X, Y, Z thing, or it's the sessions, right? So like 12 sessions over the course of four months or 16 sessions or six months of coaching and like another type of support. Let's say you're a weight loss coach. I'm going to give you meal plans. And I'm going to give you one on one access to me. That's not what people buy. And so what I mostly see new coaches do is they're selling that they are selling that's what they're selling. And it's not moving. People aren't buying. And here's why they're not buying because. Sessions don't get people into action. Remember last night we talked about the two things that people need in order to buy, right? They need belief and they need to be like compelled into action. Belief plus movement is how people buy, right? When they believe enough to move, that is when they will move and they will buy coaching or they'll reach out to you, right? They'll send you a DM. They'll put something on your post like, Hey, this looks interesting. I want to know more about this. And so what they're really buying is certainty. I want you guys to sit with that. That is the truth of the universe. People are buying certainty, their certainty, their ability to achieve a desired result. Okay. We're going to get into, I actually want to tell you guys a really quick story that illustrates this. Okay. I'm going to tell you a quick story and then I'm going to walk you through how to, like, how do you help people feel certain, right? Which is really step two. This is what we're going to be talking about today. We're going to bring it back to the pocket of belief. Also, if you weren't here last night. I'm going to explain the pocket of belief. I'm going to explain what that means. So I got you, not a problem. Even if you weren't here last night, I'm going to explain it. I'm going to walk you through what that is, but it's essentially like why clients buy it's like sales psychology. So I'm going to walk you through that. I just remembered that I didn't pray at the beginning of the session, which I always like to do for myself, just to center and grow myself. Again, we welcome everyone. So this community, this is just me wanting to make sure I show up the best for you all. So I'm going to say a quick prayer. And then we will get into the story that I want to tell you all dear heavenly father. Thank you so much again for allowing us to be here for day two of the booked banked and in demand challenge again, Lord, I thank you so much for the businesses that are going to be birthed as a result of this challenge. I thank you for every single client. That these ladies will be signing in the future, the clients that they haven't met yet, the clients who might not even know about them yet, and the people that are in their circle right now who desire what they have to offer. I'm so grateful for that, Lord. I thank you so much for the ability and the opportunity to show up in this way for these ladies. And again, I pray that the words of my mouth and the meditation of my heart will be acceptable in your sight. In Jesus name. Amen. All right. So let me tell you a story. Y'all. So I, this was about three years ago, two, this was like two years ago. Yeah, it was two years ago, 2022. I had a problem. It was actually myself and my husband, there's something we were dealing with like together. And as a coach, I truly believe in coaching. And so I recommended to my husband, I was like, I think we should hire a coach for this. I think like somebody could probably help us like, navigate this. He said, okay. And I happen to be scrolling Facebook one day and I saw this no, that's not true. In a group, I think it was in like a physician entrepreneur group I posted and I said that I was looking for this particular type of coach. And about two or three people tagged the person that I ended up having a call with ended up having a sales call it. Okay. So that was great. That was incredible. I was like, okay, I'm going in there with Some like recommendations. Okay. Awesome. So my husband and I, we did the call together. Now at this time, I was already a business coach. I was already, CEO of DCS, the doctor coach school. And I had already, made multiple six figures in my business, but I coached myself before the sales call. I was like, I want to show up like a client. I don't want to be like evaluating her sales. I don't want to do that. I just, it was a really big problem at the time that we were trying to solve. And I was like, I really need help with this. And so I really, truly went into the call as a client. And I even said to my husband, I know I'm a business coach. I know my sales coach. But I am not going to be thinking about this as a sales coach because I need, we need help. So we sat down and we took this call with this individual. So she was a physician and she was actually a pediatrician, which for me, because I'm a pediatrician, that resonated with me. Not that it, she needed to be. It just. She's, I can tell that she had maybe been through what I had been through. Like she had a similar background, similar life experience, right? Okay. So we sit down to do the sales call and she's asking us questions. It's going really well. Until she gets to the part where she tells us, more about, exactly how she helps her clients. Which is what I was waiting for. Because I had the references from people, but these were people I didn't know. And I don't think that these were not people that had actually worked with her. They just knew of her and they knew of her work. And so when we got to that part of the call I said, can you tell me a little bit more about, how you work with your clients? And here's what she said to me. She said, yeah, I'm a pediatrician. I've been a pediatrician for over 20 years. I have helped XYZ number of patients and then also clients in my coaching business. I have a certification from XYZ certification program. She said right now we are doing research. So we just got funded for a grant for to study our work, right? So we had to submit proposals and all of that. And our work has been like highly regarded, which is why we're getting this grant to be able to study it even further. And when you work with me, we will work together for three months. We meet once a week for one hour. And then later on, depending on how you're progressing in the program, we may stretch it to every other week. That was what she told me. And so again, I have with my client hat on my initial, my immediate first question was, how will I know that I am achieving success? Like, how will I know that I'm on the right path that I'm, making progress? So I asked her that, I asked her, I said, can you walk me through, or let me know, how will you know? How will I know, excuse me, that I'm on the right path? Like, how do you typically assess like where your clients are and how they're doing with the process? What I, as a client, what I wanted to hear, what I needed to hear in order to feel safe to buy, cause I needed to hear what I'm going to share with you tonight. But I didn't hear that. That's not what I got. What I got instead was we're gonna be meeting every week, right? So every week, I might give you an assignment, or I might give you something to do, and then when you come back, I'm gonna ask you, just like, how did that go? And I really just try to tailor the approach, based on what you come with and what you need. I was like Again, I really wanted to hire a coach. I really deeply desired help with this problem that I was having, but that answer felt, I felt so honestly, unsafe, like it felt uncertain. It felt like I would be rolling the dice and like hoping for the best. And so my husband. My husband does not, he is not a business coach. Okay. He's actually a coach in another capacity. He works in academic medicine. So he's a coach in that in that job, but in this sense, he's not a coach at all. In terms of selling his coaching. So he did something that a lot of clients, right? A lot of you may experience if you don't go down this path. And when you experience this, The problem with it is you start to think that there's something wrong with you or you're not good enough or you need to do more. And that's not the case. So let me explain what I mean. My husband said, okay, do you have testimonials? Do you have a website? Do you have can you share like the contact information of one of your clients that's moved through this? Can you like show me on like your credentials, like essentially he started asking for her credentials. Like I think he specifically said testimonials and your website. Now when this happens to coaches, we think it's because people need testimonials and a website to buy. I want to offer a completely different thought, a completely different way of thinking about this. The only reason someone would ask for testimonials or a website or some other way to verify your credential, your credentials is that fundamentally they feel unsafe to move forward. So I always talk about it like, like this. It's as if your client, remember your client from last night, this is your client, right? This is your client. It's as if she is standing at the edge of a cliff, right? And there's a drop off. And then you as the coach are standing over here. So this is you right now, notice there is like a huge like Canyon between you and your client, right? And so what people need, this is literally what's happening when people are buying coaching. This is what it feels like, right? What people need is they need a bridge, right? They need a bridge. They need you to show them this bridge so that they can feel like, okay. If I take that step, there's gonna be something under me to support me. I'm not just like falling to my death, right? And I'm being dramatic, but like your, our unconscious mind is super dramatic. I call her your cave woman brain. Your cave woman brain is like super dramatic. She really thinks that she's gonna die, right? Like psychological safety is huge in sales. Psychological safety is everything. What you are doing when you are selling is essentially you are providing psychological safety for your clients, right? And so your work as the coach is to help them to see this bridge, that there is a bridge there. So that if I take a step as a client, there's going to be something under me, not only to support me so I don't fall, but also that's going to help me to like actually get across to the other side. When you are selling coaching, this is what you are trying to do. You are trying to build this bridge. This is the work, right? This is the work. However, if you don't do it, hear me out. If you don't do it for whatever reason, you don't show the bridge, you don't build it for them. They, the client will try to build it for themselves, right? Because ultimately they feel unsafe. They're like, I feel like I want to do this. Notice I said, she's at the edge of a cliff. That's important. You see her standing at the edge of a cliff. She has walked herself to the edge. She is ready for change. She desires change. A lot of times when client, when coaches aren't selling their coaching, they start blaming the clients and they're like, people don't want to buy coaching. Everybody's skeptical that no people want to buy, right? People want. Transformation. They want that result. They want to win the game. I brought that up last night. They want to win the game, but they also need to know that they're not going to fall to their death, right? Because that's what their brain is telling them. Their unconscious mind is telling them. So if you don't build the bridge for them, If you don't build it, they will attempt to build it. Here's why they're attempting to build it. Now, the people who don't want to buy coaching are not going to do this. They're just, they're off. They're often a cut over here. If I had a longer board, I would draw them over here. These are, we're not thinking about these people at all. This is not who we're talking about. We're not thinking about them. We are thinking about our edge of the cliff people. These are the people that want to buy coaching. And so because they want to, they want that transformation, right? Like they'd be willing to buy coaching in order to get that transformation because they want that transformation so desperately. If you don't build the bridge, they will try to build it themselves. So that's when they're like, do you have. Testimonials. Can I see your website? Do you have I don't know, like client Case studies I can read, right? This one always throws people off. Do you, can I speak to a client and I want to offer when you are getting these type of questions, if you have gotten them, or if in your mind, right? Like you, you think that these are the type of questions that you would get. It's only because your people would be trying to build the bridge themselves and they don't know how to do it. So what they're going to do is they're going to focus on these things. Cause those feel to the human mind, like the human brain as like the most relevant things. But here's what I want you to remember my clients before they, start working with me and really learn this process. Oftentimes what they do is they start providing these things. And so they, they didn't build the bridge. And so the person starts trying to build the bridge. And they, instead of recognizing, Oh, they don't feel safe. There's no psychological safety for them to buy what they do and what you may want to do. What you may feel tempted to do is start building the bridge with these things. I'll yes, I will send you the testimonials. Here's the link to my website. I like, here's some client case studies. I have even seen people I will reach out to a client and have them call you. And all of those things happen, right? And that's what happened on this call. She gave us her website. She gave us her testimonials. We read all of them and we still did not purchase. Not because because this is like a false bridge. Remember last night we talked about the pseudo authority, right? Versus real authority. This is a pseudo bridge, right? It's not real. It feels real, but it's not real. This does not get people to buy at all, right? So you'll provide those things to them and they still will not buy. And it'll be so confusing. So then what the coach does is they're like, okay, I need more. I need more of these things. And that's not the case. What you need to do is actually build a real bridge. So that's what we're gonna be talking about. I'm going to give you an example, right? And then we're going to talk about this. Okay. So again, a lot of, they're spending a lot of time on our, I help statements a lot of times, right? And something like, I help doctors feel more balanced. If you say this if this is your like bridge, they're going to have to fill it in with additional things. They're gonna ask for testimonials, they're gonna ask for case studies, they're gonna ask for your website. Can I, this is a really common one, can I just read a little bit more about what you offer? Can you like send me some stuff in my email so I can read a little bit, right? That's a very common one. So as opposed to, I want you to notice the difference. I utilize a five step process called, insert the name of the process to help physician Reclaim 10 hours a week without burning out between one and two type in the chat which coach are you hiring? Which coach are you hiring? Are you hiring one or two to, yeah, that's what you're hiring. You're going to hire a number two, a hundred percent. Yeah. I see all the twos coming in. Yeah. Now here's the thing. Right here, coach number one. I don't doubt that she will help doctors feel more balanced. I don't doubt that. I don't doubt that she's credible and capable. I don't doubt that she can actually help them get results, right? You probably can. The problem is there's missing steps on this bridge. Like I don't see it, right? It doesn't feel safe. It feels vague. It feels like I'd be stepping out into the abyss of nothingness. And so I'm going to want to fill that gap. I'm going to want to if I don't see the planks of the bridge, I'm going to want to build my own planks, like the plank of testimonials, the plank of a banging website or a photo shooter I'm going to want to see those things as a client, but it's only because. It's only because there's like missing boards, right? Of the bridge. I want to offer that when you do what we're, what we are talking about tonight, step two of the process, when you turn your expertise into a proven process, that becomes the bridge. When you do this, you actually have clients who want to work with you and they don't ask about your testimonials or whether or not you were certified. Believe it or not. So a lot of times my clients come to me and they are feeling angst about the fact that they're not certified. I'm not certified. I'm not really sure. And then they learned this process and people start coming to them and buying their coaching and never asking if they're certified. I have been coaching for five years for, if you count. If 2020 was an interesting year, I, there was some coaching happening, but not much because I didn't know what I was doing. I didn't have, I wasn't in demand. I didn't have an in demand offer. So really four years since 2021 I have never, zero times have I been asked if I'm certified, even when I was working as a procrastination coach. Even when I was signing 15 K procrastination, coaching clients, never was I asked whether or not I was certified why, because I created a proven process and that became the bridge. And when you do this, when you do this, clients feel so safe because I want you to think about the person who is, VIP call earlier, the person who is willing. To create a process and put a name to it must be an expert because that's just not something that people just do like we don't just walk around like humans don't walk around creating intellectual property, right? That's not a thing, right? And so what do we think about like anytime we learned for instance, in med school, we learned the Krebs cycle. Who's Krebs? Kreb? Is it Krebs or Krebs? I don't even know. Is it Dr. Krebs? Whomever this person was, he knew some stuff. He or she, they knew some stuff, right? Gotta be, because you developed a whole process and put your name to it. You gotta know some stuff, right? And there's built in. There is built in credibility. There's built in credibility. And that is the key. That is the key. And we think that we need to do all these things to build the bridge, and actually, that's not the case. That is not the case. If you have created results for yourself, you have created a process. Believe it or not. You have created a process. Sorry, y'all. I'm just drinking because I feel like a little bit hot right now. So I want to make sure I don't pass out or anything. If you have created a result, you have created a process. We're going to talk about this even more because sometimes we discount the fact that we, if we've created a result, then we've created a process because we didn't set out to create a process. Like I was a procrastination coach. I didn't know I was going to be a business coach. I developed the way that I think about in demand offers and marketing and sales to sell my procrastination program because I was like not selling it. And so when people started coming to me, it could have been easy for me to say, I don't really know that I can help you do that. Because. Yeah. I've hit six figures in my business, but like it was messy and I was throwing spaghetti at the wall and I'm not a hundred percent sure. Like I could have gone down that path and instead instead I chose to believe that I had expertise. I owned it. And then I created the process, right? I took out the things that didn't work. And I laid out from like point A to point B. What are the things that did work for me? So essentially I cleaned it all up and I put a name to it. And the name I use back then is different than now. And a lot of the processes I teach now, I didn't necessarily have all of them back then, but I knew enough. And I had enough to get started, to help someone who was just a couple of steps behind me. Because again, we think that we need to be like, here's what we think. We think that Let's say this is a number line, right? This is zero. And this is a plus 10. We think in order to coach, we have to be a plus 10 in every single area. Like we have to be a plus 10. And I just fundamentally reject that. I believe that even if you are a four, let's say this is four, right? If you're here, you can still help people. Here's why. If you're here and they're at a zero, you are ahead of them and you're enough ahead of them that you can tell them the pitfalls, you can tell them the danger. It'd be like going through a forest, right? Going through a forest and like you're still in the forest a little bit, but you're ahead of the people behind you. So you can yell back and say, Hey, there's a tree branch. Be careful that you don't trip over it. It's raining up here. Make sure you grab an umbrella. Like you know enough to do that. And most likely who you're coaching is you're going to be coaching someone who feels like they're back here. So they feel like a minus six. So if they feel like a minus six and you're a plus four, you are a 10 to them. You are a 10. But a lot of us feel like we can't coach or we're not fully credible to coach our clients until we are actually a 10 out of 10, like objectively, Dr. Kimmy, like I, there's like more skills, there's like more I need to do. Okay. Yeah. But that's a really self focused, this goes back to what we were saying yesterday. That's a really self focused approach as opposed to looking back. Looking behind you and thinking about this person, can you help this person? Yes, you can. And that is the key. So if you have created a result, even a result that landed you at a four, you have a process and you have everything it takes to help the person behind you. Okay. So here's what your process does when you create the process, right? And then you name it. That makes people feel like the result is inevitable. It just starts to feel like I can definitely do this. This is definitely something that I can achieve. It starts to feel inevitable. And again, remember what people are buying. They're buying the certainty of their ability to achieve results. That's what they're buying when they're buying coaching. So the process. Starts to make the offer feel like this is when, again, I see it all the time where I have clients who are like, Dr. Kimmy, I like, haven't even really started selling yet. And people are already reaching out. Yeah. Because that is the foundation of demand, right? When people can see your offer is already start picturing themselves at the point B, that's how you know, you have an in demand offer. So people will start reaching out to you. To work with you. So this is a review from last night. And if you weren't here last night, not a problem. I'm going to walk you through it. I call this the pocket of belief. So this is the tool I utilize actually utilize this in my programs DCS and the half of a mastermind to help you think, to help my clients think about what helps clients say yes. And so I'm actually for those of you on the call who are in IPMD, we're going to start coaching on this even more, right? Because what I've noticed is there's so many of us, we think that we have to wait in order to do this. But so many of my IPMD clients have been able to sign clients because they're already doing this. So here's what I mean. People will buy your coaching when they are thinking three simultaneous thoughts. The three thoughts are, I can do this. They have to be thinking these thoughts at the same time, okay, or like sequentially. I can do this. I can't do this without her, meaning I can't do this without the coach or you. And this says, if it's a little hard to read, it says, I want to do this with her process. When people are thinking these three thoughts. They buy coaching. Now, look at what's not in this circle. The circle doesn't say, I want to buy coaching. I want six coaching sessions over four months. Like that's not what's in the pocket of belief, right? Which is why when we are creating our offers and we are creating it based on sessions, like numbers of sessions, that's not an offer, right? An offer helps someone have these three thoughts simultaneously. So last night we talked about owning your expertise and owning your expertise really helped them have the thought, I can't do this without her. And so when you pair that with creating your own process, here's the thoughts that people tend to have. They are thinking, I can do this. They should be able to look at your process and say, Oh my God, I can do this. I can do this. And I want to do this with her process. So this step actually hits both of those. That's why it's so powerful. That's why I wanted to hear that from the physician coach. Like I wanted that. I wanted her to say, I have a five step process. It's called the blah, blah, blah. Do I care what it's called? No, I wouldn't have cared. The name. If she said it was three steps versus five steps, I wouldn't care. I just needed to know that there was like steps, that there was a way for me to get from point A to point B, that I wasn't just going to fall off the cliff. And that's really what I needed. And so that when you do this is what your profit, your process does. So let's talk about building a demand driven offer. Okay. So essentially like doing a quick offer audit. So I'm going to give you some examples. So essentially what this is going to answer is like, why is it that some offers sell instantly and some get ignored? And before we do this, we have to talk about what an offer is. An offer is a structured transformational process that leads someone from where they are now to where they want to be. That's an offer and offer. Like I've said, I'm going to repeat it is not just a bunch of coaching sessions. It's not five months. Of group coaching. That's not an offer. An offer helps someone have the thoughts. I can do this, but I can't do this without her. And I want to do this with her process. That is an offer, right? So when we think about an offer that is built with demand in mind, right? So essentially, anytime I, you hear me say the word demand, I want you to think about it's client focused, right? It's client focused. It's taking into consideration the problems that the client has. And the desires of the client. A lot of times we build our offers based on us and our own limiting beliefs, right? As opposed to building our offers based on what the client desires and what they're struggling with. Okay. That's huge. We want to build our offers from that place not based on our own limiting beliefs. Okay. So there are three things every offer needs in order to create demand. So you might want to. Screenshot this three things. Every offer needs to create demand. Number one, certainty in the transformation. So you want the starting point. Let me actually, I want to draw something just to illustrate this. I'll come back to that slide, but I just want to draw something again. Oh, those are pretendings are on the same level. Okay. This is your client, right? Remember, this is your client. Client. Your client's at point A. This is you. You're the coach. You are the coach. You're at point B. Okay, so the transformation, that's over here. This is like where they're going to be when they're done working with you, right? You want to make sure that it's simple, clear, and desirable. So simple, clear, and desirable. Notice what I don't have on this list. I don't have narrow. Sometimes we think we have to niche down in order to make money. Like we can only sell coaching to like physicians who play golf on Tuesdays. Not true. You don't need a narrow niche to sell coaching. I have clients that are general life coaches that have over six figure businesses. It's not about the narrow niche, narrowness. of the niche. That's not what it's about. It has to be desirable, simple and clear. That's it, right? So desirable, like you want to, you want them to know that it's like great, like it's beautiful over here. Look the, there's flowers. And the birds are chirping and I don't have a yellow marker, but if I did, I was draw the sun shining. We can use green, right? The sun is shining. This is a part of the work is to show that this transformation that is good over here is desirable. And it's also simple and clear not niched down, not narrow. It doesn't need to be narrow. It just needs to be simple and clear. One of my clients who actually launched her very first group coaching program, she's in my higher level mastermind, but she is a general life coach who now has a group offer. So she maxed out her one on one coaching. She still works as a physician. She's a psychiatrist. It's. And she maxed out her one on one coaching and then wanted to scale to group general life coaching. It's still simple, clear, and desirable, like the way she describes it, right? It's an offer that's in demand because of that. So back to here, that's number one, number two, certainty in the process. So you need a structured step by step method. So what you need essentially is this bridge, right? And we don't want the bridge. Remember before. When I was talking about the the coach I didn't hire, like how we were trying to, my husband and I were trying to fill the bridge with like testimonials and like credentials and stuff. That's only because she didn't create the bridge. She didn't show it to us. So you want a process that is structured and step by step and you want to put your name to it. It doesn't have to be your name. It doesn't have to be like the Reynolds method. My last name is Reynolds, right? It doesn't have to be like that, but you do want to have the audacity to give it a name. You want to have clear step by step processes. You want to know what you're going to coach on every week, right? You don't want someone on the phone with you. And you're trying to figure out like, how exactly what exactly would I be doing with them? I'm not sure because that lack of certainty, they will feel that. If you're not sure what you're going to coach them on, even if you tell them that you do know, or if you tell yourself, I'll figure it out, they will feel it. They will feel it. Like it'll feel really uncertain. And again, this is when I say sales psychology, this is it, right? Because they're not going to tell you that they're just going to give you an objection. They're just going to say, I can't afford it. Or they're just going to ignore it. They'll be watching, but they won't reach out. So this is what I mean. Like they're not going to say I have not purchased because you do not have a step by step transformational process that you are certain about. That's not what they're going to say. They're just going to say can't really afford it. Or they just keep scrolling. And so that's the second thing that you need. And when you have that, you will not have people then trying to fill in the gaps with like other things. And then the third thing that someone needs is they do need certainty in themselves, right? But you might be thinking I can't help them believe in themselves if they're not my client yet. You can, your offer actually can help them believe in themselves. So everyone, all of the ladies that have registered for this challenge, ultimately you registered because there was something about the way that I presented the offer that made you believe that you could do this. That made you believe you could build an in demand offer or else you wouldn't have registered. And even if you weren't able to come live and you guys, my replay group, like I see you, I see y'all watching the replay. Okay. You wouldn't have registered at all. You would have just sat it out. If there was something that like, there was something where you were just like, I can't really, I don't really know that I can do that. I think that's outside of me. The fact that you're here means that you can build a demand driven offer, just the very fact that you're here. So it'll be the same for your clients. Your offer will help them to believe that they can do it. Remember that first circle, I can do this. And your offer can help them feel so much belief that they get into action. They get into movement. Okay. So these are the three steps. These are the three things you need. So I want to actually tell you about one of my clients, Dr. Comey, I'm going to sit down because we're just going to chat for a little bit. So Dr. Comey, she was a, so she's a pediatrician. And she got certified. This was like two years ago, actually three years at this point, because we were working together for a year. She actually just today just signed up to be in my higher level mastermind. So she's continuing on with me. But when we first met two years before she and I met, she had gotten certified. And so she got certified in this very specific. Coaching methodology, this very specific process. And her thought process was like many physicians, I'm going to get certified in this process. It's going to prove that I'm credible, that I'm capable of coaching. And then clients will come to me, right? Except that's not what happened. So she got certified in like the fall of 2022 and did not make any money until May of 2021. And she joined my program in April of 2024. So she went like almost a full two years without making money in her business. Now that doesn't mean that she wasn't working in her business. So she was working, she was like posting, she was doing free coaching. She was doing like all the things and she was really leading with, I am an XYZ certified coach, like the name of the coaching certification program. Why is it? This is a very large, very credible certification program. Why is it that people weren't buying? She hung all of her credibility on the guru that she had coached with. She had not taken any time or or had the belief, right? It was really that she didn't have the belief to create her own unique way of doing things. And even when she came to me, Initially she was like, I don't know, Dr. Kimmy, I don't think I have a process because I learned everything I learned from someone else. I learned it from someone else. So our brain does one of two things. I'm going to talk about the second one in a second, but either we're like, I don't have a process because I learned from like someone else helped me to achieve the result. Or we say, I don't know that my process will work because I did it all on my own and I didn't hire a coach. So we're going to talk about that second one in a second, but for Dr. Komei, it was the first one. She's I really, I got the results I got using someone else's process. And I said to her, let me ask you a question. Did you do every single thing your coach? In that other process told you to do every single thing, exactly the way they taught it. And she said, no. And I said, why? And she said I'm an immigrant and I'm a physician. And some of the things she was telling us to do, just like culturally wasn't going to work for me. And it wasn't going to work for my husband. She's a marriage coach. She's it wasn't going to work for my husband. Like we would have gotten a divorce. And so I said, okay, great. So tell me what you made your own. Tell me the things that you did differently. And she started listing out my coach was telling me to do this, but I don't talk like that. And that's not really my way of doing things. So I took it and I finessed it and I changed it to this. And I'm like, perfect. That's your process. That's your proven process. That's yours. And you now get to put your name on it, right? And call it something and put structure to it and decide what you want to coach on. And what I said to her was, the person who you learned from, she did the same thing. And she was like, what? I'm like, yeah. So she figured it out either on her own or she like has someone else's process and she adapted it and made it her own. The only difference between her and you is she had the audacity. To give it a name and to market and sell it. That's the only difference. You, she's a human with a human brain and experiences. And then she took those experiences and put a name to it. That's the only difference. And my client, Dr. Coleman, was like, Oh, wow, I never thought about it that way. So she created her process. She created her name, right? So she really spent time thinking about what is my unique flavor? my unique way of doing things. And so she actually developed what she calls the thriving wives method. She is now after not being able to sell her coaching for two years, she is now fully booked. And the reason she's continuing and joining us in the half mil mastermind is because she wants to move to group coaching next, because she wants to be able to use one hour and 90 minutes and serve even more people. Essentially scale her business. And she would not have gotten there if she was still saying I am an XYZ certified coach, right? So you're being willing, having the gumption, the audacity to a name, to a process, right? To believe that you have a process you do, right? You do. You have a process. If you've achieved a result and being willing to put your name to it or put a name to it. That is what helps clients feel safe and not. And I asked her this, I asked her this, I was like, all of your clients that you've signed. So she's signed several clients in the past year. I'm like, have any of them asked you about your certification or whether or not you're certified? She was like only in the beginning, when she wasn't believing that when she wasn't laying out the bridge, when she wasn't owning her own expertise. Enough to do that people. So then what was happening is or what was happening was people were seeking like they were trying to build the bridge for themselves, right? So she spent a lot of time being like, yeah, I have this certification. And, but now people aren't asking about certification. They're not asking her that because of this. And again, she is in the Dr. Coach school, right? But even in the beginning, before she really knew how to market and sell at all, right? Like she was still learning how to sell on a sales call. She told, she, she did a podcast and talked about her story, talked about her methodology and had two people reach out to her. That is what I mean by in demand offer. Like you can just talk about it and people come. And those clients she signed, right? So she signed those like in May without knowing all the intricacies of like sales methodology. She just built her offer based on who her people are, what they desire, what they're struggling with. She was willing to create a process, right? So real quick, and then I'm going to I'm going to walk you through the homework. And then there's one other thing I want to cover, but like real quick, just showing you again, this picture, like anytime, like my clients, all of my clients have seen this picture at every level, my clients who have six figure businesses, when I coach them, I still draw this picture. This is the essence of what we are doing when we're selling coaching. And so for my client, again, Dr. Comey, she had to really understand and be able to clearly delineate what is the point? Hey, what is the problem of this person? What is the point B what do they desire? And then build the bridge between the two. When I say creating your process, that's what I mean. So you're articulating and you're outlining the point a, right? So the problem the urgent problem that they want to solve the point B, the simple and clear and desirable endpoint or transformation that they want. And then what is the step by step process to get that person from point A to point B that builds so much safety for your clients to say yes. So really quick, I want to talk about one more thing. We're almost done the pioneer pricing fallacy. So what do I mean by that? So I actually was just on the VIP call and one of the ladies on the call, it was incredible. And it's, and I just want to say that you might've had this thought, I know because almost a hundred percent of my clients that come to me have this thought, right? The thought is when I achieved the transformation, I achieved, I didn't do it with a coach. I was just, it was messy. Dr. Kimmy, I was figuring stuff out. I was Googling stuff. I was failing. I was like throwing spaghetti at the wall. Some of this stuff, some of it didn't. I was like, it was hard, right? It was hard. It wasn't easy. Can any of y'all resonate with that? Just drop a number one in the chat. If you can resonate with any of that, like it wasn't easy at all. Like I went through it, right? Yeah. I see the ones coming in. Yeah. I went through it. And I don't really know that other people would pay for this. Because I didn't pay. I just figured it out on my own. Or, I got like help in this specific way, but like I didn't hire a coach. So I'm not sure that anyone would hire me. Here's what I want to say. This is the way I want you to be thinking about this differently. Okay. So your brain is telling you that you are not credible to be paid for your coaching because you had to like those spaghetti at the wall, figure it out. What if I told you, that's exactly why someone will pay you. You were the pioneer. You went first, right? So I'm sure, I am so sure that you were like out there looking, trying to find a process that will work and it didn't work for you for whatever reason. So you created your own. That's why you're the coach. That's why you are the coach. That is why. Because you did all of the messy work of figuring out the process. No one wakes up and creates IP. No one wakes up and is I'm gonna create IP today. No, you just do stuff. And sometimes it works and sometimes it doesn't. And then when you finally get there you turn around and you look at what you did and you take out the stuff that didn't work, you keep the stuff that did, and that's your process. But only if we aren't judging ourselves and judging the fact that it was messy for us and thinking that people won't buy because it was messy for us. That's why they will buy. So what I tell my clients, all my clients have heard my story. They know I started off as a procrastination coach in 2020 and I could not sell my coaching. It got so bad that I developed a 37 per month offer that I could not sell. I almost threw away my business. I didn't even have enough money to pay my VA, the VA I had worked with at the time. And even when I like sold a couple of the 37 per month fines, they weren't even coming to the call. So I wasn't even actually helping anyone. And then I learned the process that I teach first of building an in demand offer. I remember I built my offer on a Friday. And I remember signing my first client that like Tuesday or Wednesday, I didn't know how to sell yet, but I built an in demand offer. And then I like taught myself how to market and sell my procrastination coaching. And I slowly raised my prices, hit six figures. Started like transition, the business coaching, because people were coming to me, like my clients all know this story. They have never said, I don't want to hire you because you struggled in 2020, Dr. Kim, you struggled in 2020, therefore you're disqualified. No, if anything, that's what that's what my client, they're like, wow, number one, you struggle. So I don't have to thank you. That's what they're thinking. Or they're like, wow, like you actually figured it out. Like you figured out a way to do things differently. That's so impressive. I want to learn about that new way. That's what your people are going to be thinking. And I want you to just think about this. The only reason you would think that they wouldn't think that is if you're thinking about yourself. Which goes back to what we talked about last night. When you're thinking about you, right? And I say this with so much love. Don't feel the need to tap away. This is a very Like physician and doctor thing to do. And because we're used to having a, like a step by step structured process along the entire journey. And so when we start putting, creating our own process and it's messy, it feels wrong to then sell that, but you're not selling the mess, right? You're selling the cleaned up version. That's going to really help a lot of people. And the only reason we wouldn't is if we, I want you all to spend. If I say nothing else, if you remember nothing else from this three day training, here's what I want you to remember. The more you can look behind you, right? Remember that number line? And I showed you like you read the plus four, but your person's at a minus six. If you're only looking ahead to the 10 version of you, I need to be a 10. You won't sell your coaching. You won't develop an in demand offer. You won't do anything. You'll just sit there. And every time if you would just turn around and look back, look at the people behind you, what they're struggling with, what their problems are, what they desire, like the more, this whole challenge, the whole purpose of this three days is to just get you to turn around. Because what we're doing as doctors we're typically looking forward. We're looking at the 10 and we're trying to become that right and we wanna build the website to become that. We wanna build a social media following to become that 10. We wanna, get the certification to become that 10. And the more we're turned this way, looking over here to get to the 10 is the less that we have turned this way to look at our person. And the more we can just reorient, we can just turn around and reorient and think about her. And build for her, create the offer for her, him, them. It doesn't matter who you serve. I serve women. So that's why I always end up saying her, but like insert right. For you, like the more you can just turn around and see them, who they are, what they're struggling with, what their needs are. We lose some of that need to be perfect. That perfection that can keep so many doctors from making money. From creating income and impact. So if you remember nothing else from this three days, this entire three days is structured so that you turn around. You reorient, like when I say sales psychology, I there's terms and there's fancy words, there's all of that. What you're essentially doing is you're turning around and you're looking at them. What, remember the thought bubbles I drew last night? It's If they're thinking about their problem and their desire, the more you can think about that, the more you can think about that is the more money you will make, the more people you will help. Okay. So I hope that lands like it's a fallacy because you think it needed to be perfect, but like it wasn't going to be perfect because you're the pioneer. So pioneers, it's always messy. But like people follow pioneers, people desire to go where the pioneers have gone. So it's not like I have to sell my program for cheaper or for free because like my version was like messy. You're so welcome. I'm so glad that resonated. I feel like I'm going to do like a whole podcast on we just need to turn around. That's it. That's all we need to do is just turn around and focus on our people. Like all of the, like the pocket of belief, like all the things I talk about everything I coach at every level of my clients, right? So my brand new coaches in IPMD, my, my coaches who are like signing clients and building up to their first six figures in DCS. And then my coaches who are scaling their businesses and my half mil mastermind, basically All I coach on is like helping you to like, turn around and look at them. Like my sales call process is that my offer building process is that right? Like my messaging process is that everything is based on just if we could just turn around. And again, the more that we are like looking this way, looking at the 10 and being like, I'm not there yet. I need to get there is the less we're focusing on our person. And so your person will. We'll go to the person that's looking at them. So if you are, if I show you this oops, whatever, it's fine. I'll show you this drawing, right? The coach that's going to sign the client is the coach that's turned this way. Thinking about her problem, how to build the bridge for her. That's the coach that's going to sign the client. The coach that's turned this way. Okay. If you're like listening and not watching, like if you're able to watch this school, but if not, like when I say the first, this way, they're looking over at the client on the other edge of the cliff, right? They're turning that way. But imagine if the coach that's turned the opposite way, what are they looking at? They're looking at the flowers and judging it. It's not flowery enough. It's not pretty enough. I need to plant more flowers over here. There's not enough birds chirping. It's not beautiful enough over here Let me like make it look more beautiful. That's what doctors do They spend all their time in their business sitting at their desk trying to make their flowers look more beautiful As opposed to turning around and looking over here. This is what makes you money The more you do this the more money you make So, in terms of your homework, if you have the workbook, these are the questions that I want you to reflect on. What is the biggest problem you help people overcome? That says achieve. It should say overcome. What's the biggest problem you help people overcome? When you think about your coaching business, what have you been focused on? I just want you to have a real and raw, honest assessment, no shame, no judgment. Just want you to have an honest assessment. What have you been focused on? Are you looking behind you at your client or are you looking at the plus 10 or like looking at the flowers and judging them because they're not pretty enough and I need to build more flowers? Or are you building the bridge for your clients? Like just being honest, right? Have you been expecting people to see your value? Or another way of saying this is have you been. Trying to cultivate your little area, right? So cultivate the flowers and make the trees bloom more or make it sunny or make it look better over here, instead of turning around and making your process undeniably clear for your clients, right? If your idol client doesn't buy either, if they haven't bought, right? Like you, you like try to sell, or you like, put the offer somewhere. And if they aren't buying, or if you perceive. If you have a fear that they wouldn't buy, maybe you haven't started selling, but like your brain is I don't know if people will buy, right? Why wouldn't they, what would they be uncertain about? And I want you in your own words to tell again, this seems so simple and it seems like, what does this have to do with anything, Dr. Kimi? These are just like questions. I want your brain to hear you say these things. It's really, it's one thing for me to say it to you. And it's another thing for your brain. I want you to construct it in your own words. I want you to hear yourself say this, right? Cause I can tell you something over and over, but it's really important to start to shift things for you to like really believe this and to start to see it for yourself. What would change if you were able to build the bridge? If your coaching felt like a step by step process, again, I know I just made that case for you, but I want you guys to go there. So I want you guys to do the homework. Okay, like just answer the questions. It's really important. I talk about this a lot in all of my programs. A lot of times we think like what we think it's going to take to achieve success. It's really, it's what's happening in our brain. We were actually just talking about this on the VIP hour. It's what's happening in our brain primarily. And so we got to address what's happening in our brain. Okay. Before we can like just get out there and do stuff like I know it feels so tempting to just do just okay let me figure out my process what's the point A what's the point B what's the problem I'm solving and then what and let me put all the pieces together it feels so tempting but if we do it not understanding and not like shifting the way we think about things we'll do a little bit and then we'll start turning around again trying to plant new flowers because we haven't changed our fundamental beliefs. Okay. So all of you guys, like I said, you have the the workbook. So go ahead and answer these questions. If anything comes up for you, if you're a VIP, I want you to join us on the seven o'clock call tomorrow. And I'd be happy today was so good. Today was incredible. I'd be happy to help you work through some of this. If, when I talk about. Like turning around and like looking at the people you serve, if that feels hard or it feels Oh, I don't really know Dr. Kimmy, but I really feel like I need to be planting more flowers. Bring that to the call. Let me coach you on that. Okay. If you also have a preliminary idea for what you want that point B to B bring it to the call. I'll give you some feedback on it. As well. So if you want to like, after you do these questions, if you want to ideate a little bit and think about if you've started okay, Dr. Kimmy, I'm, I want to turn around and I want to help my people. And you start just like thinking about your people tonight. That's probably going to happen. Just some of that down, bring it to the call tomorrow. I'd be happy to help you and give you some feedback on what you come up with. I hope that today was really powerful, like a really powerful shift for you in terms of you thinking about what it takes to be a successful coach. And it's again, and this is why I say you have everything like you have it inside of you. Yeah. There's some things we got to do. There's some steps we got to take. And for those of you who are interested and want to learn how you can take those steps, like with my mentorship guidance, coaching and support, we'll talk about that tomorrow. On the IPMD, like I'll talk to you about IPMD and how I help my clients. But like fundamentally you have what you need, you do. It's just these steps. Okay. No problem. Yeah. No problem. So someone was saying they're not sure if they can join VIP but yeah, absolutely. And if you can't join VIP still come to the eight o'clock hour tomorrow, we're going to talk about the third step building an in demand offer. Okay. Okay. So if you can come live. Definitely come live. If you're not able to definitely just watch the replay. Okay. And then I'm also going to give you all some information for how you can continue working with me to do this work, to create your in demand offer, like to create that initial fire that later you can pour the gasoline on all the things. But we want to create that initial fire of an in demand offer. So I'm going to talk to you about how we can do that tonight. Excuse me, tomorrow night. So thank you all for joining me tonight was fun. Tonight was so much fun. Just like being able to talk you through this, as you guys can tell, I'm really passionate about this. This is like my absolute joy is to help. I just, I don't know. I just feel like you guys are like, I, every time I meet you and I hear your stories, you guys are just like some of the most compassionate and amazing women. I just want. I want to see your businesses get off the ground, right? I want to see your businesses get off the ground and I want to see you just thrive and help all the people, right? Thank you. Dr. Caroline. Dr. Caroline is our sleep coach. She's get some rest, girl. Yes, ma'am. Yes, ma'am. Dr. Caroline's one of my clients and she's a sleep coach. So I see it. There's probably something you saw where you're like, girl, if you don't get some rest, I'm going to get some rest. I promise. I promise. All right, y'all. You are so welcome. And I will see you all Bye. Take care.