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Welcome to the Enneagram MBA Podcast, a show for aspiring and growing entrepreneurs and unfulfilled employees who know they are capable of playing bigger. If you are wanting to identify your gifts, find your purpose, do work that matters, and create a ripple effect that goes beyond yourself, you're in the right place. Each week you'll get resources, strategies, and support to help you get to know yourself, to get to know and understand others, like your future clients, and help you get known so that you can reach more people with your gifts and purpose. So grab your notebook or open up your notes app, and I will see you in class. When it comes to starting a business, ironically, the hardest thing that I have personally experienced and that I have seen clients struggle with, that I have had conversations with friends also struggle with is actually getting the business. So making the sales, putting yourself out there is one thing to do a video, to share your opinion. And I talk a lot about building a personal brand, putting yourself out there. But at the end of the day, the whole reason why you want to do that is because you have something to sell. Even if it's not a product or service right now, you're selling your message. You're selling yourself for a promotion. Um, there's something that you want people to eventually do, even if it's a nonprofit, like what you want people to donate, you want people to give, you want people to share, right? So at the end of the day, it it's sales. And that is probably the most uncomfortable piece of the business, but it is the thing that it's the thing that tells you that you have a business, is when sales come in. And it is so easy to get caught up in all the other things on the marketing side. And I am a big believer of needing to have both a marketing branch, and then you also have to have that sales branch. And today we are going to talk more about sales. We're gonna put the focus on the sales branch of our business, which is ultimately the goal for having a personal brand, which is ultimately the goal for marketing ourselves, is that so people will so that we can sell something, right? And lately I have been really inspired by JLo and the amount that she is selling and promoting this movie, Marry Me. Now, I personally have I have a crush on J Lo. I absolutely love her. I would lose my mind if I ever saw her. I follow her on Instagram, and if Instagram is not serving me up some JLo content on a regular basis, I will I will take the time to search in the search bar J Lo and actively go see what she is doing. I love this woman. She's promoting the crap out of Marry Me. Like I I've seen the movie, it is good. I really like J Lo. The movie's cute, it's fun, it's total rom-com. Um, some in one of the reviews, it said it was like Notting Hill on steroids. Would absolutely agree with that example or that description. If you haven't seen it yet, there you go. If you have, you know what I'm talking about. And it's good, it's fun. I don't know that she's gonna win an Academy Award. If I, you know, if we're all let's just be honest. I don't, I don't think she thinks she is either. But that doesn't stop her. That has not stopped her from promoting this movie. Um, she's promoting it, it's it's a month later, month over a month later, and I'm still seeing Marry Me videos, behind the scenes, interviews. It's it's not over. She is still going with the Marry Me promotion. And I thought, gosh, what an inspiration for for all of us. Because this woman has probably promoted the Marry Me movie more than all the Academy Award nomination, nominated movies combined. Like combined, blow it out of the water. Even the Spider-Man movie. Like, I was really excited about the Spider-Man movie. They they did hype it up, but I'll tell you, Marvel Studio has nothing on J Lo and her promotion of Mary Me. Nothing, nothing. And so I thought, I know we're not promoting a movie. I know that we're not J Lo. Um, but we could be our own J Lo in our own industries and hype up our own our own selves, the things that we are putting together and promoting. I don't think we're we're doing a good enough job or uh, I don't want to say good enough. We're not letting people know what we have for sale, how we can help them and help ourselves, right, make more money. And so today we're gonna look at the topic of sales through the lens of the Enneagram. And this is actually gonna be a two-part series. We're going to look at our sales strengths in this episode. And it's this is gonna be a very tangible episode at the end. So even if we are not talking about your type in a certain moment, still do what you can to focus in and listen because I'm gonna have a tangible practical homework for you to take away to get better at your sales style, depending on what your Enneagram type is. Okay, I'm not gonna give you blanketed sales advice. We're going to look at it based on your type and you're going to use a couple of the other types in this homework assignment. So that's why I want you to, it's this fun work really to listen in. And then in the second part of this next week is going to, we're doing it a little bit of chronological reverse order, but it's really the thing that you want to look at first before you even start leveraging your sales strengths, what needs to happen first. And so we'll look at that in part two next week. If you're new to the show, welcome. I'm your host, Sarah Lynn, certified Enneagram coach, visibility consulting consultant, helping women in business get to know themselves so that they can get known with a brand, sell, sell their offers, um, and do it in a way that really aligns with who they are, what they want their life to look like, what they want their day-to-day to look like. Um, so understanding that. And then if you are new, we had Kim Kardashian um inspire our last episode in 44 around hustle and how to anti-hustle. And that was one that I have gotten some really uh nice and kind feedback on. So thank you if if that if you have said something about it. I appreciate it. Um, if you're so I'm gonna recommend that one after this one while you wait for for the next week's episode. And then um, if you are a listener, welcome back. It's good to to have you here again. I'm excited to talk about this one and channel some of our JLo sales energy for what we have to offer. And you know, it's I think it's more it's it can seem easier because we're doing it behind a computer. Maybe that's why. Um maybe it's because we get to be creative. Um, it doesn't feel scary. We can't necessarily be rejected when we're marketing. So marketing tends to be the focus, and it tends to be on um creating freebies and creating graphics and sharing content on LinkedIn and Instagram. And um, should we set up um what what technology should we use? What software should we use for our email list? And especially in the beginning, those things are secondary. And it's I have gotten sucked into that too. So, and sometimes I still can find myself doing that. And I'm like, wait a minute, what am I doing? Stop, Sarah. Go back, go back here and and get, you know, put your sales hat on today if you haven't done that already. Because at the end of the day, you're doing all of that, not just to do it, not just to do it for the sake of doing it, right? It's to get clients so that you can help, so that you can tap into your expertise, so that you can use the certification, so that you can use the experience that you have built up and use it more in just content creation. I do, I'm absolutely a believer in having a really strong marketing channel of your business. I'm a big believer in that visibility, building credibility, being top of mind. And also we need to have a strong, healthy sales channel to our businesses as well. And how we do that is going to be different for each of us based on what strengths we we really um have to lean into. Maybe we're not leveraging those enough, or maybe we didn't realize that there's that there's strengths and we just haven't been um acknowledging ourselves and giving ourselves credit for something because it comes so easy, right? And then there is also going to be some specific things that might feel scary, but based on your type, could be really helpful in building that healthy sales channel of your business. So are you ready to get into it? Um, let's do it. So I have types one through nine right here, have a couple strengths that I want to share. And then I have um a roadblock to reflect on. And when I say a roadblock or a pothole or a struggle, um, it doesn't automatically mean because you're this type, you're you're doing it, you may not be doing it. It doesn't mean that you should stop doing it if you are doing it. Um, because sometimes on the flip side, or to a certain extent, it could actually be a strength. All that I'm asking in in that part of each, as we run through each type, is just to take a pause and to reflect. Am I doing this? To get curious about it. At the end of the day, I don't want to give answers. I don't want to give answers anymore. This is why I have really pivoted and am continuing to do it even more intentionally, um, away from me. This is me, my consulting role where I'm telling people what they should be doing, and then moving more into this Enneagram coaching role where I'm helping people find their own answers, helping them find the questions to ask themselves. So that's really what today is. It's not me telling you what you should be doing. It's these are some questions to ask yourself. These are some things to look at because ultimately you're gonna know what's gonna work for you, right? And what's not gonna work for you. And then also, I'm gonna challenge you to think just because you think it's not gonna work from you, is that true or is that a belief and a story that you're telling yourself? So there's lots to unpack in here, but let's jump in with type one. Type ones automatically are going to have the highest quality of services, products, content that they are sharing. Excellence is a foundational value for them. So if you are buying from a type one, you know that whatever you're gonna get is the highest of quality, whatever you're reading is the highest of quality. They have spent time and they have worked incredibly hard on bringing that to life. I see that a lot in JLo. I know how hard she works, I know what a perfectionist she is. And so there is a place for that. It just sometimes, you know, it can get too much. Um, we'll talk about that in just a second. But the sales strength that you have as a type one is your ability, and this is stereotypical a little bit, but you tend to have ability to stay organized, to settle into some routines. And that those qualities are important in your sales strategy because the fortune is in the follow-up. I have heard this since day one from my the beginning of my sales career. And I will tell you from personal experience, it is so true. I have followed up with people 20 times. And unless they say, unless they said, I was gonna, I'm gonna call the cops on you, never, never um message me or call me again. Um, I continue to follow up. I just assumed that they were busy, and that's hard to do. But unless they said, please stop reaching out to me, I would keep reaching out to them. I just assumed that they were busy and they, you know, they they they hadn't had a chance to get back to me, or it wasn't the right offer, it wasn't the right time. I wasn't gonna write them off. I don't think that anything that I ever did was harassing. Um, I was very intentional about when and why I would reach out. Um, but that is something to this day, though, I very much struggle with. For some of you, it's going to come natural because you're gonna have everything on a list. You're gonna know what active leads you have, you're gonna know um who to follow up with next. And you're gonna set aside maybe it's every day, an hour every day, maybe it's a specific day of the week, whatever it is for you, you're gonna settle into that routine and you're gonna stick to that follow-up routine. And that is a strength that we do not all have and you have. So making sure that you are leaning into that. Um, and this is so important. I actually just was working with one of my one-on-one clients earlier this week, and we spent our whole hour getting her leads list organized, understanding who she had out there, what the status were, what they were needing help with. And then one by one, we went through and talked about what the best follow-up strategy was going to be, what needed to be said, what needed to be shared. Um, and was it a call? Was it a voicemail? Was it a call? Was it a message? Was it a follow-up on Instagram? So talking about you know the method. And then we also were looking ahead at, okay, even if they don't respond to that, here's this second follow-up. And she implemented that follow-up um strategy. And this is all her. I'm not taking any credit for this. This was all her. Um, it was just me again asking the questions, her giving herself the answer. And um, she two people registered for what her program is open right now because of the follow-up. People had just forgotten, they spaced out, whatever it was. So she was actually doing them a favor by following up and reminding them. Um, so if you that doesn't come as natural to you, that might be something you want to tap into as a one. We'll come back to that. And now, as a struggle, is that they do want everything to be perfect before it goes out, before they put their service out, before they put their course out, their membership, their podcast, whatever it is. So they're really going to have to remember that at the end of the day, we're all just experimenting. Nobody knows exactly what they are doing. So, is there a way to pre-sell it? Can you share pieces of it and get feedback? Can you just treat it like a test, an experiment, right? Um, can you offer a discount in exchange for that feedback? Can you just tell yourself, I this isn't where I'm gonna end up? Like this is where I'm starting. But six months from now, six years from now, it's going to be even bigger and better than this. And just reminding um yourself that where you're starting now, it doesn't have to be perfect because it's gonna continue to evolve. Okay. Type two, um, they have the superpower to know what people need and know how to deliver it, how to give people what they need, the ultimate sales superpower. What do people need? And oh, here, I can give it to you. Now, unfortunately, it's or unironically, that amazing sales superpower is also paired with a common struggle of wanting to be so helpful that a lot of twos will struggle with actually selling their helpful services and products that can make people's life easier. I feel this. I think we all struggle with this to some extent. Um, most of us, I don't want to say all, but most of us have had this struggle too. Twos will absolutely have to check in with themselves on this because they want to share helpful tips. They want to give value, they want to do free coaching calls, free hour-long coaching calls, and then forget to make an offer at the end or, you know, give give too much without ever, you know, making the offer. And at the end of the day, people pay attention to what they pay for. So you are actually helping people more when you ask them, invite them. You're not forcing them, right? You're not holding anybody up and saying you have to buy this or else. Um, it's just, hey, here's an invitation. And you're and by inviting them, you are actually helping by inviting them to put some skin in the game, to put something on the table, to put some money on the table. Now, okay, I got skin in the game. I need to do this. And people in the um fitness industry, I see do these challenges a lot where it's like, oh, put $500 in the pot. Um, and then when you do complete the program, if when you complete the program, you'll get it back. But you have to put that money in the pot to make it, you know, to put that skin in the game. And most of us know what to eat. We know that we should be exercising, yet so many of us will pay for a personal trainer, for we'll pay um for a nutritionist to help us because, you know, for some reason we just need that added accountability. We need to have put that money on the table. And so, as a two, that will be something that you need to remember to turn your taxi cab light on. You you are excellent in knowing what people want. You've built a product or service to meet that need. Now it's time to turn on your light. And maybe you don't do it for six months like JLo. Um, but do it for do it for more than a day. Don't just turn it on. And then because you didn't get any comments or buys or or or feedback on that one day, leave it on, leave it on and see what happens. When I sold advertising, we would tell the the recommendation, and it wasn't just because it was more money, but it truly was a sincere recommendation that you need to be advertising at least six to 12 months, but ideally 12 months, um, to really get the intent the attention and to get known and noticed in that specific industry for your specific service or product. Um, because people are busy. They they have a lot of things coming at them. And, you know, if you want to buy an ad, sure, I'll take your money, but I, you know, buying one ad in most situations, nine and a half times out of 10, isn't gonna isn't gonna do anything. You need to be saying it in different ways on different days in multiple ways. So remembering that as a two. Okay, type three. Um, they are going to appear to be really confident and they probably really are confident. So you have this like leadership, this natural leadership, you are a role model. People are looking at you for how to gain that success. So that is a superpower to lean into. And when you're really um, you know, you're also bringing up others, your clients to be successful. And so you're probably showcasing their success, letting sharing, you know, what they're up to, where they're at, how they're growing. You're excellent at that. Something that we can all tap into and in some ways. The struggle might be that you appear too successful. Maybe you're a little unrelatable because it can be feel very scary for all of us, but especially a three to share their to share their failure, um, to be vulnerable and open up about a mistake they made because their self-worth is so wrapped up in being seen as successful. For them to share any sort of failure can feel incredibly scary. But you don't have to open up your diary and or you know, break down in great detail about the biggest failure you've ever had. But opening up and sharing some of those stories is going to allow people to really connect with you and see that, oh my gosh, okay, they're, you know, they're not that much different than me. They can do it if you know I can, I can maybe do it as well. Type four, I mean, like a two, you're incredibly empathetic, incredibly intuitive. Another superpower that you have though in in your sales strategy is going to be your ability to be creative. So JLo has been talking about this Mary Me movie for six months, but she's not saying, watch Mary Me, go watch Mary Me. Marry Me's here, check out my new song. She's doing it in all kinds of different ways. She is doing video, she's doing photos, she's doing um interview videos, the messaging is different. So she's saying essentially her core message is the same. Go watch Marry Me, but she's doing it all these creative ways. And that comes really natural for a four. You're gonna have um fun graphics and fun messaging, and you're gonna be your promotion might be a really unique style or fun play on a popular movie or a trend. You're gonna have that's gonna come really natural to you to keep it fresh. The thing that you're going to have to be aware of is taking things too personal when somebody says, they as you grow, as your audience gets bigger, that this will ultimately happen. Somebody's gonna point out a typo, somebody's gonna say something that they didn't like about it, they're gonna have a negative, uh, they're gonna give you a one or two star review on your book, they're gonna give you a one star on your podcast. Um, that is going to happen the the more that you grow. And for all of us, that kind of thing can absolutely sting for a four. It really stings because again, kind of like the three, how they put their self worth into the success. Type four has their worth wrapped up into how significant am I? And they already think that they're inherently defective. So to get some sort of feedback that That isn't maybe you know positive or something that they necessarily want to hear. Oh my gosh, you can spiral. So just be aware, like reflect again. Am I really, is that really true, or what can I take from this? I had um one of my friends from Chicago owns a small um boutique gym chain in the area, and he said he used to take membership feedback and criticism really personally, and it would hurt and it would sometimes make him mad. But then he got to a point where he just tried to like look at the words that they were saying and get curious. Is there something that I actually could benefit from taking from this? Okay, you know what? Yeah, maybe the music is too loud. Yeah, maybe our instructor is running late all the time and we need to have a conversation about that. Okay, you know, and okay, yeah, that's true. And then what isn't helpful or beneficial? Move on, right? Allow people to be seen, to feel heard, and then move on with your own. Don't let it derail you or stop you. Type five, incredibly knowledgeable. They are authority, they are thought leaders, um, they are very credible. And so all the all the promotional materials, all the your sales strategy is going to be filled with data and logic and facts and make people feel like, okay, this person really knows what they are talking about. The flip side of that, they're gonna have to watch out for is sharing too much data or only sharing the facts and leaving out the feelings. At the end of the day, people really do buy with emotion and then they justify with the logic with the data. So you want to have it all in there, um, not just rely on one of those things. But for a five, because you are so capable and competent and so have this thirst for knowledge, you know about so much, um, making sure that you're adding in some of that emotion and vision casting as well into your sales messaging. Your um type six energy, if you're a type six, is you tend to be really collaborative. Um, you're really good at planning out things. So you are going to have an excellently planned out sales strategy, promotion strategy. Okay, I'm gonna say this, I'm going to do this. And if something happens and that and that doesn't go my way, um, or the tech doesn't work on that webinar or whatever, you're you're gonna have a contingency plan. And so you're gonna be calm, cool, and collect, and nothing's gonna, you know, jolt you off your course. You're gonna, you're gonna execute it because you have a plan for the plan. And you're also, like I said, really collaborative and witty and funny and just have this warm, friendly personality. So people are just genuinely going to be attracted to you and want to co-create with you, going to want to be a part of your group, going to want to be a part of your circle and learn from you because that that vibe that you just have that's that's natural, that energy. The thing that you're going to tend to uh may struggle with is the self-doubt. Thinking, wait a minute, is what is this course really that good? Uh is my is my consulting package really that helpful? Is the pricing too much? It's probably too much. Um, I is this really gonna work for people? Is this good enough? Who am I? What happens if somebody doesn't get results? So just again, taking a look, do you do this? Are those stories helpful? Are they actually true? Do they serve you? Um, and is it your responsibility to get results for your clients? Um, this is something, again, that all of us can struggle with, but sixes especially who struggle with self-doubt. Um, and just know that your job is to create the door for them to walk through and their choice to walk through it or not, um, that's that's up to them. You can't force anybody to walk through your door, right? So you can put together the best services, the best products. And then if they buy them and they still don't get results, you know, that is their that's their choice to walk through it or not. Type seven um are the ultimate visionaries. They will thrive in their sales messaging because they're going to paint this picture of what's possible. Listen, you're here right now, you're struggling here, but here's what's possible. Here's where you could be. Um, so being able to vision cast and and and paint the the the possibilities of what that person's capable of, what their situation, what potential their situation has to grow and get better, your struggle is going to be that ability to, or your your your desire to want to jump from idea to idea. So the thought of promoting something for six months like JLo is probably really scary and like probably not even an option for you. You're thinking, oh my God, I would get so bored, my audience would get so bored, I'd have to come up and create something new. Um, and so you tend to be a little unfocused. Um, you do get bored easily. So remembering to stay the course. Listen, you've created this thing, you've taken the time to put the your brain power, your effort into creating this service, into creating this course. Like see it through, right? See it through. Don't jump shift halfway through. Give yourself the benefit of seeing that through. Type eights are really bold and direct and clear and incredibly passionate. And they are gonna put those big offers out there. Their motto is go big or go home. So if they're gonna put a $100 out offer out there, might as well put a $1,000 or a $10,000 out offer out there, right? Um, their struggle is going to be that with that same energy, all the good that comes with that energy can also sometimes feel overpowering, dominate, domineering, maybe too aggressive to some people. You know, you could just chalk it up that, okay, those aren't my people and move on. Um, I think you could also do some reflection and just look and see. It's not that you're being too much, but how can you put some energy kind of like that too? How can you kind of tap into how people are feeling, what people need, what people want, and maybe like the three, two, shape shift a little bit, not change who you are, but especially in that sales period, um, you know, just being aware of how how you're being received. Again, you may not need to change anything, but it's worth reflecting on. The type nine, you are going to be incredibly inclusive with your sales messaging, your promotions. Um, you're gonna have graphics that are inclusive. Your wording is going to be incredibly um understanding, seeing all sides. Um, you are going to be excellent at building rapport because of that. You also tend to be really friendly, like the sixes. So all the types have an ability to be really friendly. Um pretty easygoing. So people aren't gonna feel like overpowered by you. It's kind of you're gonna have you're gonna build curiosity and people are gonna be attracted and come to you. So if you don't know that you have that strength, you absolutely do know that you have it, lean into it more, leverage it more. Your struggle is gonna be maybe you're you're um really good at including everybody, putting that kind of material out there, having those sort of sales conversations, but you may not get to the bottom line, which is to for that person to buy in this situation. You may work on things that are not related to what you actually need to do. You may, it may seem like you're busy, um, but it's just not your, you're just not busy on the the the priorities. And this is a very common struggle that I hear from nines. And so sometimes it's hard to see the label on the the outside of your jar, right? I think there's that saying that we've all heard. And so you may need to bring in an accountability friend. Maybe you already are working with a coach or some sort of support group where you can say, hey, this is what I'm planning on working on this week. And then, like, what do you see here? What do you think about that? And then, based on my goals, this is what I want to work on. And then just having somebody to gut check it and maybe even just saying it out loud can be helpful in prioritizing. Okay, so we've gone through the list. Great. You have a you have some validation on your sales strengths, have some awareness on those, you have some awareness on where you might get tripped up. But what do you actually do with this? Because for me to say, now, implement all the other strengths, um, it's not gonna be helpful, it's not gonna be doable. Um, it's it's just, you know, to and to give you just general sales advice, that's not going to be the most helpful thing either. So, what we're going to do is look at your specific type, and we're going to look at two other types, and there are your arrows, and how can you pull in those? Because it's one thing to have a strength that comes easy and to leverage that. But we we want like a full-bodied, really stealth, like really um healthy, not stealthy. We don't want to be stealthy in sales, um, a really healthy, um, robust sales strategy, sales channel for your business that also feels aligned and something doable that you can execute on. So I think if I said, okay, now add in all the strength, that would feel overwhelming. You wouldn't, you wouldn't do anything right because there's benefits to all of these. And some of these, you're a complex human being. So you probably some of these natural strengths come natural to you too, even if it's not your dominant type. Um, but what I want you to focus on today is two other numbers. And those numbers are going to be your arrows. And I'll give you an example of why that's going to be so beneficial for you specifically as that type. It's interesting how these other two numbers are going to just really nicely fill some of the gaps. So, for what I want you to do as the takeaway for this episode for your fun work is to take note of where you see your strength showing up and see, you know, is there a way for me to use this more? Can I use it more intensely? Can I use it more often? How can I use this more, my strength? And then I want you to reflect on your pothole or your struggle. How do I see this show up for me? Is this actually a struggle of mine? Um, how how does it show up? How is it maybe keeping me from putting myself out there as much? How is it keeping me from selling my offers as often or as much as I would like? Just get curious, just question it, right? You don't have to berade yourself, just question it. And then to fill some of your gaps, because at the end of the day, this sales strategy is more than just one or two or three strengths, right? From your type, all kinds of things. So, um, what's going to be most helpful and most tangible and most doable is to focus on those arrows. So, for example, um, we won't run through all of the details of your arrows. I'm gonna give you an example, and then I will run through the two types for you you to focus on as your fun work. So, as an example, how we're gonna use our arrows is as a type seven who tends to be, who tends to struggle with being unfocused, who tends to struggle from bouncing from idea to idea, who tends to struggle with maybe not always having the highest quality of project products. Like for me, I really struggle with uh grammar and typos, like, oh my gosh, all my stuff has semi-typos. Um, I struggle with that. My mind is just racing, and sometimes I'm like, oh, that's not important, but it's important to some people. So there's that. Um, there is the um uh like sometimes I don't want to say anybody is ever too much, but sometimes maybe I I do my enthusiasm, I may lose credibility because of how overly excited I am. And it's a balance, and I think it's situation to situation, right? If it's if it's me and a client talking, you know, that that's a different situation than me sitting down with a corporate team talking about their workshop. So just being aware of that and kind of, you know, being intentional with that enthusiasm, not just letting it run wild. Um, but for me, I can really grow and and really strengthen my sales channel when I lean into my arrows of a five and a one. And the five, we talked about their strengths, pulling in those strengths of being really focused. So helping me, you know, stop jumping from idea to idea and really focus. You know, could I channel some of that six-month promotion J-Lo energy here and really focus on one offer for a month for 90 days? Go all in and focus in on it. Can I add some additional credibility and authority by tapping into the data, using the um analysis, the information, the research that a type five has? How can I use that? Not I don't have to be like a five, but how can I use some of those strengths in my own sales style? And then with the one, you know, a like a variety structure is sometimes a challenge for me. Um I'm not saying all sevens are this way, but just what I know about myself and the things that I have to intentionally work on. And so how can I intentionally pull some of those organization structure routine into my sales strategy and actually follow up? How can I, how can I follow up with all the excitement that I'm building with with leads and not let them fall through the cracks, right? So for me, it's not okay, how can I do all the the the strengths? Um, how can I fix all of my struggles? It's, you know, these two things could really make the biggest impact, could make a big impact if I focused on those. For a one, yours is going to be a four and a seven that you're going to want to focus on. An example just quickly is that, you know, bringing in some of that enthusiasm, some of that fun, some of that lightheartedness into your structure and you know, values of excellence and hard work. How can you also add in some fun for your customers and clients and also for yourself? How can you give yourself some fun and joy during your own sales process? And then for a four channeling and that creativity, you know, routine, yes, you got that. Follow-up, um, staying the course, hard work. How can you add some creativity and switch it up? Kind of like J Lo. Her message is the same, but how can you maybe find ways to channel that four creativeness and switch up the way that you talk about the core message? The two is gonna want to focus on the eight and the four. Eights are really bold, direct. How can you use um that energy in your sales style as a type two? And then again, bringing in that creativity of a four. A three, they're going to, you're gonna want to tap into the strengths of the six and of the nine. How can you maybe bring in some more collaborations, feature other people, um, be more inclusive, right? Just there's all kinds of strengths that our six and our nines has. How can, as a three, you tap into those in your own strategy? For a four, you're gonna want to focus on the one, the improver, the perfectionist. We just talked about adding in some routine, like the seven, helping you get some structure. Um, and then you're also gonna want to focus on the type two. Um, the type, let's see, what are we on? Five. Um, you are going to want to focus on your seven arrow and your eight arrow in your sales process. How can you add in the strengths of those intentionally with intention to build that really healthy, strong sales branch of your business? For a six, you're gonna want to look at the nine and the three. We talked about the seven. Um, the eight is going to want to channel their five energy and their two energy. So maybe, you know, especially that's a really, that's a really great arrow right there for both sides. Um, you know, adding maybe some more warmth and and um empathy and compassion of the two to that eight's strong, big, bold sales strategy to really complement it and make it bold and also really empathetic and warm and understanding of their clients. And then for the nine, how can you add in the type three energy? How can you add in the type six energy to your sales strategy to really complement what you're already good at, what you already have? So that is your homework is to look up both of those other numbers, your your arrow numbers, and look at their strengths and think, how can I on purpose fold this in to what I'm already good at? How can I just add it in, not replace it, but just what are some simple ways that I can add it in? So, with that, I look forward to hopefully seeing more of you and your products and services out there more often, channeling the gifts that you already have and also with intention pulling in some of those other things to really enhance that sales channel of your business. Next week, we'll be back for part two to talk about the thing that really will help make your sales style thrive. And it will be easier to put yourself out there if you can get this thing right. So stay tuned for that. I will see you back here next week.