Episodes 21 - 25 

Tom goes through a detailed description of what that means. We go through a number of what those principals are and how that makes all the difference in the client taking action for their own benefit. So it is not about the product, it is about the principle.

Tom continues the discussion about the importance of communicating principles in conversations and we also have an interesting discussion about confronting conventional wisdom.

Will and Tom talk about the four different kinds of prospects, in relation to where they are in planning, and how to be relevant to each of them. This is a really key conversation about being relevant to all the kinds of people we can speak with.

Tom and Will have a discussion about the difference between an over hyped message and how that is perceived by someone, versus an understated message. They discuss the reason and benefit to being understated.
Tom and Will then go into a conversation about nine minute phone calls, when and how to use them. Really great content here, we know will be helpful.

Tom and Will discussed, in more detail, the purpose of the nine-minute call, how to setup the nine-minute call, what to say to setup the nine-minute call, and then examples of what to say on the nine-minute call itself.
We know this will be a very powerful discussion that you will find helpful.