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How does a solopreneur take on the highly competitive insurance industry and win marketing mindshare? This week on The Inbound Success Podcast, Chris Greene of the Flood Insurance Guru shares his journey with content creation and why he's committed to creating 365 flood education videos, 150 flood blogs, and 100 flood podcasts this year. Chris proves that there is no excuse to NOT invest in content creation. As a business owner, he runs his company, invests in continuous learning, and still manages to create an insane amount of content every week. The results are pretty incredible. He's closing deals from his YouTube channel and other content on a regular basis, and says that today, 100% of his business comes from his digital marketing and content creation efforts. In this episode, he breaks down exactly how he does it - and how you can too. Highlights from my conversation with Chris include: Chris took a video course and realized there was no educational video on flood insurance. He saw that opportunity and began to create videos for his business. He then realized that his videos would have a greater chance of getting found if he also created written content, so he started blogging. Because he travels so much, he realized that podcasts would also be easy to create and would work well for his audience. Chris creates a new video every single day. He films them himself and keeps them to two minutes or less. Chris took a class called Made You Look Video that got him comfortable on camera and taught him video marketing essentials. Now he has a YouTube channel with separate playlists for each type of person in his audience (ex. realtors, lenders, property owners, business owners, etc.).  To free up more of his time for content creation, Chris hired a virtual assistant to help him run his insurance business and take care of the administrative work. He believes strongly that he needs to be the one creating content because he knows the subject matter best. To save time, Chris will often shoot a whole week's worth of content in one day. He uses Vidyard to create one to one vidoes and to host his marketing videos so that when he sends a video to someone, he can see if they've opened it. He keeps the entire production and editing process simple so that it takes him five minutes or less to edit a video. Chris generates a lot of inbound business from his Facebook presence, and uses his YouTube channel for sales enablement. One interesting benefit that Chris has seen from his content creation is new partnerships with other insurance agencies that don't want to sell flood insurance. They work with him because they see him as the expert on the topic, and that brings him a considerable amount of business. Chris spends about two hours every day creating written content and says that blogs don't necessarily need to be long to be effective - they just need to be as long as they should be to get the point across. In addition to his videos and written content, Chris is creating podcasts that are generally about 10 minutes long. He estimates that, in total, he spends thirty to forty percent of his day creating content. Chris says that 100% of his business comes from his digital marketing and content creation efforts. Resources from this episode: Visit the Flood Insurance Guru website Connect with Chris on LinkedIn Follow Chris on Twitter Connect with Chris on Facebook Email Chris at flood@communityfirstagency.com  Listen to the podcast to learn how committing to creating content can change your business - and your life. Transcript Kathleen Booth (Host): Welcome back to the Inbound Success Podcast. I'm your host Kathleen Booth and today my guest is Chris Greene, who is the president of the Flood Insurance Guru. I got a guru today. Welcome, Chris. Chris Greene (Guest): Thank you. Chris and Kathleen hamming it up while recording this episode. Kathleen: Yeah, thanks for being here. I was really excited to talk to you, because I think your story is exactly the example of what I love to highlight, which is just consistency, and putting in the work really pays off, because I had heard that you had decided to do a year of flood education videos and 150 flood blogs in 150 days. You're doing videos, you're doing blogs, now you're doing podcasts. It's like, man, you're rolling up your sleeves and getting it done. I can't wait to dig into it. Before we do, can you tell my audience a little bit about yourself, your background, and how you came to be doing what you're doing today? Meet Chris Greene Chris: Yeah. My name's Chris Greene, I'm president, owner of the Flood Insurance Guru. I've been in the insurance field for about 10 years. Actually hold a master's degree in emergency management with a focus in hazard and flood mitigation. I had a really bad experience buying a house about 10 years ago. I got about two weeks from buying it, found out I was in a really high risk flood zone. It was going to change my house payment by almost $3,000 a year, and the realtor said "Yeah, that happened on the foreclosure." For four years I just didn't bring it up, because I didn't want it to be an issue. And so what happened is, I discovered this really bad process and lack of education. So, over the next eight to 10 years I was working for Captive Insurance Agencies at the time. I kept getting my feet a little bit deeper and deeper. And when I started my own company about five years ago, I wanted a catchy website, so I came up with the Flood Insurance Guru, as a joke, but when people started learning what our educational background was then, they started saying, "Oh, you really have experience, you guys actually have an educational background on this," and it just kind of took off. And then that brought us to this year. Once you get outside the coast, there is no education on flood. We want to spend one full year where all we do is we provide education. It's not about selling, it's about what's currently going on. If we could just provide that, then I think we can compete with these bigger companies, and I think we can beat them because of the value that we provide. And it's just kind of taken off. I didn't know it would be the worst year in US history for flooding when we did it, but now not only do we do the education videos on flood insurance, we do them on disaster assistance, SBA loans, whatever, every single flood map across the country we do an update on. This morning, I just started a podcast for Houston, Texas on the recent disaster assistance that was approved by the president. What does it mean for the people there, who is it impacting and their resources. A year of flood education videos Kathleen: That is awesome. So, let's roll back a little bit. You decided this year to do a year of flood education videos. You started with videos? Is that correct? Chris: It is. I did. I'm in a video course that's been really good for me, and what we discovered as a community, there's no video, there's no resources on this. So it's like, we're just going to commit to video. And once you start committing to video, you realize, you know, Google is not seeing these videos unless it's YouTube. We need to get some text out there. Then I started blogging with it, but then everyone's like, "I'm always on the road. I wish you had a podcast," and we talked about it for a while and then we finally started one about six months ago. Kathleen: That's awesome. So, let's talk about the videos. You're not a huge company. So, the idea of making a video a day is very ambitious. How did you approach that? Do you have a videographer? Is this something you do yourself? Chris: I do it myself every single day. It's just me and I have a virtual assistant who helps us on the back end. Usually all of my videos are two minutes or less. I want it to be quick, I want it to be educational, and I want somebody to be able to take at least one thing away from our video every day. Kathleen: And how are you filming them? Chris: I was using my iPhone for a while, and actually bought a Canon DSLR, I set it up on location. I shoot all my videos on site. So I travel the entire country. If there's a flood issue going on a thousand miles away, I travel there, I talk to the people in that area and actually shoot my videos there. Kathleen: Okay. And did you have any special training for that? I mean, how did you- Chris: Well, I'm in a video course that has kind of taught me the psychological part of your buyer's, persona, you've got the education part, what people want, really learning to be on camera and things like that. And that's what's really helped me a lot. It was a course called Made You Look Video. What was funny was that the first 10 videos we had to do were, not really inappropriate videos, but they were just like, make you really uncomfortable. Like, "Hey, what's your favorite vacation?" Or, "What's the most embarrassing situation you've been in?" And the whole point was, "Hey, we're doing this because we want you to feel comfortable on video." Kathleen: Yeah, I was going to ask you about that because I think for people who haven't done a lot of video, I actually think that's harder than the whole technical, how to film and how to produce. Everybody I talk to tends to say, "I'm just not comfortable being on video." I'll be honest, I feel the same way. I feel very self conscious. So, was it doing those really kind of honest and as you said, almost embarrassing videos that broke the ice for you? Chris: That did break the ice. But then if you go back and look at some of our videos now they're like... That course has taught me to, "Hey you have to do something to separate yourself." So I've got one video where I'm actually spitting out spoiled milk. I've got another video where I'm dressed up as a grandfather, another video where I'm laying on a mattress. Stuff that catches people's attention and everyone's like, "Oh, I can't watch your videos because you look like an idiot." Everybody else seems to like them. And I said, "If you think I look like an idiot, means you're watching it, means I'm doing my job." Kathleen: Now, you're doing these as part of the flood education series? Chris: Yep. Kathleen: Oh that's so funny. Chris: I have them all broken down on my YouTube. I've built different lists for realtors, lenders, property owners, business owners where they can go exactly to that list and only watch the videos that pertain to them if they want. How Chris makes the time to create video content Kathleen: So you're uploading each of the two minute videos to YouTube. You said you're using a virtual assistant and what does that person do? Chris: Actually, the virtual assistant doesn't really help me at all in the video. They just help me on the insurance, out of the backend. Like they're helping me with the quoting, the paperwork and all that so that I can spend my time on the content because that's what separating us. I've tried to use other people for content, but it's very difficult in niche markets because they don't have your educational background. And you can tell sometimes when you read a blog that they may not know what they're talking about. Kathleen: Yeah, yeah. Now, are you- Chris: Here right now, how to do content creation for us and that's the big struggle. I'm actually having to teach him some stuff on the flood side first so that when he writes it, it makes sense. Kathleen: Are you doing all the editing and production of the videos too? Chris: Takes me less than five minutes to edit because I said they're all short. They're simple. They're easy. Kathleen: Yeah. I was going to say, what's involved in that or what kind of programs, platforms are you using? How complicated is it? Chris: It's fairly easy for me because I just use iMovie and everyone said, "Oh, you screwed up on this word." I said, "That's great, that means people know that I'm human." I will never shoot a video more than twice. Now there's certain situations I'll shoot it more than once, but I will never shoot it more twice because I want people to know that it's real. I want people know it's not a script and yeah I did screw up but that's what you want to see. Just like I use Vidyard for all of our one-on-one videos when I'm doing flood quotes, I send all of our customer's quotes through Vidyard because I want them... They might be 2000 miles away from me, but they feel like I'm next door because of video. Kathleen: I couldn't agree more and we've just had this conversation before I hit record for this podcast where I said, unless all hell breaks loose, we're going to keep going. And people ask me that all the time. Like, how much do you edit the podcast? And I really don't, unless there's some big terrible thing that happens in the middle of it. I believe that people prefer things that are less scripted. And so I leave in a lot, like if the dog barks or I've had podcasts where my 12 year old son walks in, in the middle of it and asked me for a snack, and I think you could see that as unprofessional or you could just see it as lending flavor and context to the life that's happening behind the content as it's getting made. So, I love that approach. All right, so you're spending, let's say, it sounds like less than half an hour a day on the videos. Chris: Like today, I'll actually shoot... This week is the first week I've actually been on a schedule all week. So, this afternoon we'll spend about two hours and I'll shoot the whole week. Kathleen: Oh, smart. So you're bundling it together. Chris: I do that in case somebody comes to me and says, "Hey, we're having a real issue with this." Then I will bump it up in the week. But the reason I do that, I always have a week there. If something comes up, if there's a lot of disastrous stuff going on it may take my time away from video and I like to have a few in my back pocket just in case. Kathleen: Yeah. Yeah. I feel the same way about podcasting. I need to have several in the can because you just never know what life is going to throw at you. So, you're putting these on YouTube. When you first started this year of flood education videos, did you already have a YouTube channel? Chris: I really had... Not for the Flood Insurance Guru, for our old company I did. I just set this up this year and everything in the course I went through, really taught me how to set it up. I use a tool called KeywordTool.io, that has really helped me with tags and seeing what people are searching for. And so we really haven't put any money to the YouTube channel yet because we've done so well with it organically. Chris's results Kathleen: So talk me through what "done so well" means, like what kind of results have you seen in this time that you've been posting? Chris: Honestly, most of our inbound market really has come from Facebook, not so much YouTube. YouTube, what we've done is we've built a knowledge base article for it now, that's using snippets with HubSpot. So our customer has a question, we'll send them the snippet and then they can click on it, takes them over to our YouTube channel. And so we've kind of done that. Kathleen: Oh interesting. Now are you also getting organic reach through YouTube? Chris: I am because we've actually sold a few policies last month actually off YouTube where people have searched our videos. Kathleen: Wow. And how much do your videos get viewed? Chris: Honestly, I don't have that many views. I have one video that has like 108 views on there and I have very low other views on it because I haven't really paid money on it because I'm really just using the YouTube part as a resource library. It's the Facebook organically. What we figured out, is how to use Facebook as a search engine optimization tool instead of like an ad. So everyone else is throwing this money at it. We're sharing it on our personal page, but what I've done with my personal page is I've been very strategic with who my friends, who's sharing and all that. A lot of people, what they do is they go search flood insurance on Facebook in Rhode Island and we come up in Georgia. The tags that we're consistently using is pulling our information up for them. Kathleen: I love what you're saying because I've had this conversation quite a bit with some of the folks that I've worked with over the years about how long should you expect it to take inbound marketing to work and to produce results for your business. And there's kind of two schools around that. One school says, "Oh, don't expect anything for six to 12 months. It's an investment in the long term." And I think that can be true if you're putting all of your eggs in the basket of getting found organically because it does take a little time. But there's this other school that says that inbound marketing should work right away if you're creating content that can be used for sales enablement. And if your sales team, which in this case is you, is actively sharing that content with the prospects they're talking to in the sales process because it can speed up the sales process, it can increase your close rate, et cetera. It sounds like that's what you've been doing. Is that correct? Chris: That's correct. And we knew it was going to be a longterm game, but honestly, I said 12, 18 months. I didn't think that we would build a national brand in six to nine months and not really put any money behind it. Because some of the unique information we were providing people just sharing it like crazy and we created a really cool partnership with some other insurance agencies who don't really know flood, don't want to know it. And that's all we do. And that part has just taken off for us because they keep seeing our content. 150 blogs in 150 days Kathleen: Now blogging. You committed to doing 150 blogs in 150 days. We got to talk about this, Chris, because I have been in this game a long time and I cannot begin to tell you how often I hear people complain about the amount of time it takes to blog. And these are marketers who do marketing for a living, complaining about having to blog. Very often they're complaining about having to do it once a month. That doesn't even get to the CEOs I talked to who think they just don't have the time for it. So we need to unpack this a little bit because I have a feeling you're going to just dispel all of this. Chris: Well someone once taught me, and actually it came from I think originally from Marcus Sheridan. From a company called Agency Nation. His name is Joe Giangola. And he said, "Look, it doesn't matter if you write a 3000 word article, or if you write a 500 word article, write as many words as it takes to get your point across." Kathleen: Oh, so true. So true. Chris: So, it's not, "Hey, I need 3000 words and put a bunch of crap in the article that's not value." I'd rather have a 300 word article to get straight to the point and give people what they need. Kathleen: Well and the truth is most people don't have the time to read long things anyway. Chris: And most of my articles are probably 500 words to a thousand words. Kathleen: Yeah. So, how long does it take you to write these articles? Chris: I would say it takes me about two hours a day and I do it at night, usually from about 10 to 12 at night. What I do is now I'm basically putting a blog out for every single one of my podcasts now, so I basically keep three separate blogs. I keep our podcast blog, I keep what's called a flood map updates, and that's if the flood map changes for an area, we do a blog just on that. And then I run a regular blog and so I mix it up, I write three to five blogs a week between the three. Kathleen: Now is your podcast a blog, is it like show notes or is it just a companion article? Chris: No, a lot of times I'll do a full detailed one. It's not like a breakdown. Here's what I try to do, I write an article, just a generic article on that subject matter, for the podcast and I like to come back with our regular blog and take that same blog, but now relate it to a particular area like Birmingham, Alabama and apply it there. And that's what I've kind of started to... Kind of taught myself that last couple of months. Now, Hey, let's just do it on this generic topic. Now let's come back and apply it to a particular city. First of all, it's for SEO, but now we could relate to that audience and we're giving that audience what they need. What is the ROI of content creation? Kathleen: So you're spending about two hours a night. I think a lot of business leaders listening to this might think, how could it possibly be worth my time? Like why wouldn't I either outsource for somebody to do that or hire somebody junior who gets paid less to do that. Talk me through for you, how you see the ROI of that two hours of your time. Chris: Well, the thing for me with the two hours of my time now, is through this whole inbound marketing and learning all this, what I've learned is that actually I have a passion for writing and I enjoy the blogging. I've actually handed off the other stuff so I could spend more time on the blog. Like the quoting, inside our company, our VA's handle all that. So I can handle the content and like someone goes, "Are you going to outsource the content?" I said, "Probably not. I enjoy it." I enjoy when someone comes to me with a question, I can break that question down and I can turn that question into maybe 10 different podcasts. 10 different blogs and apply to different areas because my educational background, it's very hard to outsource and have someone else do that. Kathleen: Do you find that it's getting easier over time? Chris: Yes. Kathleen: Is it getting quicker? Chris: But I'm also learning to build it out a better way. Like, "Hey, these are the five ways to do this." All right, let's build a pillar post on this subject matter. Now let's put 10 sub posts underneath that for different areas. Kathleen: Yeah, I mean the consistency part is what blows my mind. How do you stay on track? Because that is, that's a major commitment. Chris: It's tough. Now, the podcast actually is pretty easy. All of my podcasts are 10 minutes or less. So, I do a podcast that morning usually and I'll go out, shoot a video that kind of relates to the podcast that afternoon and then put the blog together that night. Kathleen: Wow. So what percentage of your day overall would you estimate that you're spending on creating content? Chris: Probably 30 to 40%. Kathleen: Wow. And- Chris: I'm also doing this... Now, I do have VA that helps me with some research, but also what I'm feeling is, I actually spend a lot of time driving around during the day though, looking at different locations to shoot certain things on. Like I had one the other day where a house was completely crumbled and so it wasn't a plan, but we ended up shooting a video on cracked foundations. Kathleen: Oh wow. Chris: And so that's where a lot of my content comes from as well. How Chris comes up with topics Kathleen: Yeah. So that was going to be my next question. Can you talk me through how you come up with your topics? Chris: Our topics come from every single question we get from our referral partner, a customer or prospect and what's also currently going on. Like last week, FEMA updates their manual every six months. So I broke down the new manual and made a podcast and a blog out of that. There’s disaster assistance that was approved for last week in Texas. I made a blog out of that because those are the things that people want to know what's going on. As I said, we walk them not just through the insurance process, the disaster assistance and all that because no one else will do it. So what happens though is when we do do that, when they do need something for a flood change, a flood insurance. They're going to remember us because we're providing so much education. I'm a terrible salesperson, I'm the worst salesperson in the world, but I'm really good at marketing and education. Kathleen: Do you have a particular system you use for capturing those questions? Because you're literally running around all the time. Chris: My iPhone. Kathleen: And what do you use on your iPhone? Chris: Notes. Like when they call me asking me, I take that question, I'll put it in there. Last night I was going through about 40 different questions over the last two weeks, I wanted to address this week. Kathleen: Wow, that's a great tip. Yeah. Answering questions, it's tried and true strategy. Chris: So, I would use a notepad and paper, but then I would lose the paper. I'd lose the question. Chris's results Kathleen: Yeah, you definitely have to do what works for you, right. So, let's talk about the results you've gotten from this, because we've talked a little bit about the traction you got with the videos, but now you've got videos, you've got blogs, you've got podcasts. As you mentioned, you are in an insanely competitive industry, insurance. That is one of, if not the most competitive industries from a marketing standpoint, from an SEO standpoint. Talk me through the results you've seen. Chris: Actually, we've seen really good results and everyone else says the exact same thing you do, but they don't realize it's actually the complete opposite. You see, once you get outside coastal areas, no one knows anything about flood. And no one's wasting their time on it. So when we can provide the content in areas like Nebraska, Oklahoma, Colorado, we don't have a lot of competition. The other day when I looked at some of our keywords for Arkansas, Nebraska on YouTube, it was $1.12 And $1.50 because no one else is putting it out there or they're not going to waste their time on it. They're going to go to Houston, they're going to go to Miami or New Jersey, but what about all those areas in the middle where there's no resources and we can provide those resources. It doesn't matter how much competition we have, they can't keep up with us on the content. Kathleen: Now, do you find yourself competing against really, really large insurance companies and how does that play out? Chris: [crosstalk 00:19:46] the other day, because we picked up the phone and we called the customer back. Kathleen: Yeah. How does that play out from a digital marketing standpoint though? How do you take on, I can't think of one off hand, but all the big insurers, right? They have so much money to throw at their marketing. Chris: Because like you just said, they're throwing it at their marketing. They're not throwing it at their content. They're saying, "Hey, I can save you 40% on your flood insurance." That's great, but how do you change my floors out? How do you help me through this process? That's what the customer wants to know. Then yeah, I'd love to save money here, but I need you to get me point B before I get to point C. Kathleen: Now, are you spending money on paid ads now? Chris: A little bit, but I do it completely different than the companies you talk about. Kathleen: Okay, talk me through how you do it. Chris: What I do is these companies that said they'll spend all this money and "Hey, let me save you 50% on this." Well, I get a copy of every single flood map change across the country. Well, what happens is you can make a decision to buy insurance before that map changes and if you do, you get a preferred rate. So I target those areas six months before with content every single week through YouTube and walking them through the whole process. So when it does change or it's about to change, they remember seeing our content for six months. Not that we can save them money, but "Hey, here's what's going to happen, here's the process you need to follow whether you go through us or not." And that's how we've been able to beat a lot of them out. No one else wants to spend that time. They want to capture the sale. Kathleen: Now, what percentage of your business these days is coming in through organic and social and these digital efforts that you're undertaking? Chris: Honestly, from a strictly digital standpoint, pretty much a hundred percent of it now. Like even though the insurance companies we deal with, the process we built out for them is when they send us a customer, we actually build a link that's just for that insurance agent. And what happens is if they submit, a customer submits it, we redirect them. For that customer, leave them a review. We have a thank you card that goes to that customer in the mail with their information on there, not ours. We're here to help with a flood. But we're also here to make them look like a rock star so they have a customer for life. It's a win-win. And so we built all that in HubSpot, now. Kathleen: I mean intuitively you've landed on the best channel marketing strategy, which is make your channel partner look like a rock star and make their life as easy as possible. Yeah. I learned that after 13 years as a HubSpot partner, because HubSpot itself has one of the best channel programs around and they do that exact same thing. Chris: Yeah. And they're always like, "Why the link?" I said, "Because no matter where the customer is in the process, we can keep you involved." Kathleen: Yeah. That's great. Chris: And they like that. Kathleen: Yeah. Fascinating. So tell me about how your business is growing and what it's meant for you as a business owner. Chris: Well, I had this goal of, hey, I'd love to sell $1 million in flood insurance over the next five years. Well, I've had to adjust that goal because we've gotten to about 50% of it in our first year. But that was our whole goal, our five year goal. What happened is its just kind of taken off. We've spoken at a couple of conferences, we've been on a lot of different podcasts, not because we're just killing it on sales. But I guess because of the whole video thing, no one else was really doing that in our industry. No one's committing to it, particularly on flood, but no one's committing to it on anything else. And so what's happened is, being on those podcasts and things like that have helped us organically. People start reaching out to us, other insurance agents and we just walk them through and help them with their questions. And then before you know it, they're telling other people and it's just like a snowball going downhill then. Kathleen: Now how- Chris: Once you get going, if you get behind it. Kathleen: How important has it been to your success in doing this that you took on essentially a niche topic? Because you said that a little bit earlier how no one else was talking about flood. Could you do this same approach if it was a broader topic? Chris: Oh, easily. The reason I've done it though is because that's what my background is in and no one really has the background that I have in insurance. Like they've got some training, but they don't have that master's degree. I'm in the middle becoming a Certified Floodplain Manager. Probably less than 1% of insurance agents in the world have that certification as well. So you could do it with anything. But the reason I chose to do it and what I did it in is because of what my background is. I know people that are doing it in other areas as well. Now not the whole video thing, I mean you'd really have to commit, but the video course I'm in, a lot of people committing to two or three videos a week, which is great. My whole thing was, hey, if I can look back a year later, look at the knowledge base articles we've built, look at the library we've built just over a year. Look at the amount of questions we're going to be able to ask. Kathleen: Yeah. That's great. Well it's definitely inspiring and I think anybody who's ever thought, I don't have the time to invest in content or I couldn't possibly do it because I'm not an expert. I think that you provide a great example of somebody who's just taking the bull by the horns and is running with it and seeing great results. So, very cool. Chris: I've thought about starting a digital marketing agency next year, basically, what we're doing is taking the journey of this year we've been on and we're teaching other companies how to do it. Kathleen's two questions Kathleen: Love it. That's so cool. All right. Shifting gears for a minute. I have two questions I always ask my guests and you are a prolific inbound marketer so I want to hear what you have to say. Is there a particular company or person that you think is really killing it with inbound marketing right now? Chris: Yes. Nicholas Ayers, he's the one who actually runs Made You Look Video. I mean his video course, the whole psychological thing he puts behind it. He's got some of the silliest ads on Facebook with fanny packs, but what he's able to do with video, because he's been studying it for 30 years, it's just incredible. Kathleen: So Nicholas Ayers, Made You Look Video? Chris: But also his passion of, "Hey, I'm not going to keep this to myself. I'm going to help whoever I can with it." Now, we do a call every single week, he walks you through whatever you need. I mean, he's just awesome. Kathleen: That's great. Chris: And like I tell people, he's one of the main reasons, where we're at today is because of how they've been able to help us with video. And then Marcus Sheridan is another one. I was turned on to him about nine months ago. About the whole pool company experience. Kathleen: Yeah. Marcus's story is phenomenal. Yeah. And he is a great guy. All right, so things change fast. You are blogging, you're podcasting, you're making videos and putting things on YouTube and Facebook, what have you. How do you stay current and up to date on all of these developments around digital marketing with things changing so quickly? What's your strategy for that? Chris: Well, a lot of it actually is through HubSpot Academy. I spend a lot of my time in there and then I spend about an hour a day studying other things. I've got about 140 podcasts a week that I listen to. Kathleen: Oh my God. Chris: This being one of them, the HubCast, all these different digital marketing ones. Amy Porterfield is a big one. But I stay up to date because I travel so much during the week that I listen to all those. And honestly that's where I give all my content ideas from as well. How to connect with Chris Kathleen: That's amazing. I don't know how you find all the time. I mean, I love podcasts and I think I spend a lot of time self-educating but you make me look like an amateur. That's amazing. So, all right, Chris, you've totally blown me away. I can't wait to see what you do next. I'm betting some people are going to be listening to this and have questions. If they do, if they want to connect with you, reach out and chat with you. What's the best way for them to contact you? Chris: If you go to our website, just floodinsuranceguru.com, we've got our email address on there. It's flood@communityfirstagency.com. They can also find me on Facebook, which is just Chris Greene. They may have to send me a message because I think I am maxed out on friends. Kathleen: Oh no, we can't be friends. Chris: Well, I have to filter it out all the time. I've changed it and added a public image one on there, but I don't do much on there. You can also find me on LinkedIn. I do a lot on LinkedIn. Kathleen: Awesome. All right. You heard it here. I'll put those links in the show notes. If you want to find Chris head over to those show notes and his LinkedIn profile, his email address, his YouTube channel, all of it will be in there. He won't be your friend on Facebook until he clears out some other people, but you can ask him anyway. You know what to do next... Kathleen: That's awesome, Chris, thank you so much for joining me. And if you're listening and you like what you heard or you learned something new, please consider leaving the podcast a five star review on Apple podcasts. It makes a huge difference and helps us get found by other people. And if you know somebody else doing kick ass inbound marketing work, tweet me at workmommywork, because I would love to interview them. That's it for this week. Thank you so much, Chris. Chris: Thank you.

Chris: Yeah, yeah we're rolling. Yeah? Kat: Is there enough light? Okay, no that was already on. I think I'm becoming addicted to light. Chris: You've got it down. All right. Kat: Okay, we're live already. Chris: Yeah ... what? Kat: What, mother fucker- I get ... Chris: You're gonna have to redo it. Kat: I can't redo it. I'd have to- Chris: [crosstalk 00:00:30] Oh, no. No, that one's done. Yeah that's- Kat: This is live. We're already live. What you're saying is being heard. What I'm saying is being heard. Chris: That is so funny. Kat: I think people have heard it before. What's up? Chris: Yes, it's working. Kat: We are technological geniuses. Chris: We just did have it take off a certain [crosstalk 00:00:50]. Kat: We've made ... They didn't do much. Hey, I managed to get the internet working for a second and a half. Chris: Oh my God. Kat: Can we kick this off by telling people the quotes of the day, Chris? Chris: All right we can share this. Yeah, all right. Kat: So should I tell them one from the other day or is it gonna off our buyers? Chris: No, no, no, we share. We're truly authentic [crosstalk 00:01:08] Kat: We're here for authenticity. We are literally about to fu- ... We are about to launch. Am I allowed to swear? Chris: No. Kat: No? Chris: No swearing. Kat: Okay, sorry. We are literally about to launch our supplement. We get to that in a moment but first I'd like to tell you three very informative and important quotes that I've been noting down. Chris just ... This is a man who, when you meet him or you see him, even online, you'll see that he is one of the most genuine good guys in the world. Kat: He is the nicest man in the world. He's one of my closest friends. I love him to death, he is the nicest, sweetest, person. Would never hurt anything and yet he just comes out and then he seems very like ... Wow, that was quite rude. Chris: Sorry, that is true. Kat: So the other day we're like "What should we call our livestream for our prelaunch live stream which shoots on Friday?" And I'm like thinking of creative titles cause I'm awesome at that and he's like, "Can we just call it-" Chris: Headlines are key. Kat: "This is why you're fat and we're not." And I'm like, "Wow." Chris: Because within context as well, we were talking about ... Kat: Please explain. [crosstalk 00:02:12] Chris: How we used to do diets before we used to be massive carbophobes and then over lunch we were talking about how we're just been loving eating carbs but doing it the right way. And how much better in shape we are now. And it's just- Kat: Well this leads me into the next quote which i that well ... Chris: Yeah, nicely done. Kat: Which is that we set up the lighting, and I'm like "Damn, that lighting's good." And Chris goes "Damn, it's good." And he goes, "Or is it just cause we look so good?" I'm just like "Wow, just be matter-of-fact about it." Oh, do you need to share that to your page? Do you need to share that to your personal page? Chris: Yeah. I can, with you. Kat: Okay, so we are ... oh and what was the third quote? Chris: What was the third one? Kat: Damn it, there was another really good one from just a second ago. So there was the one about "This is why you're fat and we're not." There was "Is this lighting really good or it just cause we look really good?" And then there was another one that just happened just then and it was so funny. I nearly wrote it down and then I was like "No, there's no way I would forget that." It will come back to us divinely. Chris: Not sure. Kat: Welcome, welcome, welcome to the show. Chris: We've got some big news. Kat: We have huge news, I think we're not even allowing ourselves to be ... Chris: So exciting. Kat: As excited as we are. I know I think we're not letting ourselves be as excited as we really could or should be about this. I think we're excited and we're like this is a big deal, and I'm just like "No, but do you understand what a big deal it is?" Chris: This is a big deal. This is a really big deal. Kat: Two plus years in the making? Chris: It's even longer. Kat: I think it's three years [crosstalk 00:03:49] ... Chris: We can put this dick ends downs. Kat: I think it's like pre ... dick- really? We started to formulate this before time began in our souls. Chris: Yeah, exactly. Kat: That's how good we are. I got to the quote book, the intelligence was coming through divinely from generations before but in a physical human sense, maybe three years. Chris: [00:04:07] Particularly there's star dust in there. Kat: Well it's actually ... Yes. And gold dust. You get a little piece of my soul. That's some powerful stuff. Look what I've created. Chris: That's really funny. Don't worry about the lighting. We're good. Kat: Yeah, we're good. We're good with the lighting. So we might be a little bit excited. We might be coming across as a little bit extra hysterical than normal, but it is such a huge deal. And welcome, welcome, welcome to everybody. I'm so happy and grateful that you're here with us. Kat: Hello over on our business page and hello on our personal page, and hello wherever else you are. I am either going to talk excitedly in a hilarious or just randomly crazy way for now, or I'm going to just stop and let Chris present with deep profound wisdom. Chris: I'll chime in as well. Oh, always. Kat: All the things. But let's just quickly say ... Okay, Lisa just summed up the whole entire situation. Chris: Wee. Kat: He says, "Wee." That's exactly right. We have an amazing founding deal. Chris: Founding special. Kat: But we're not going to tell you about that now, because we've got too many other exciting things to say. Chris: Yeah, we've got some more important news. Kat: Okay, I'm done. Chris: Okay. Kat: For now. Chris: Well we haven't decided on everything at this moment. So we need to do this together. So this is actually like ... Kat: Co-creation. Chris: Exactly. We all need to come together right now and actually sort this out. Kat: Yeah. So just stop what you're doing, put it down. Chris: Because this is literally the only time you are ever going to get this special at this product, this price, ever. Kat: Ever. Obviously if you've been following Kat for any time and even myself, you'll know that we want to celebrate. Actually, you know what's really interesting? This little bit random, I actually went through the ... See, Kat you're looking gorgeous. Chris: Yeah, I'm all right as well. Kat: No, I think that's definitely for you, sorry. Not me. Oh, thank you. I'm going to take that. I'm taking it from here. Thanks, Lonny. Chris: Kat, how high can you go. Random segue, we actually just reviewed the ... With my other coaching business, reviewed what the key parts of what the most accessible coaches are doing right now. What was ... What have they done? There was two things that was actually really interesting. Chris: One was how long they've been in the programme and why they're succeeding. So it's a common factor, and two, was they always jumped on the programme as fast as possible. Kat: Of course. Fast action takers. Chris: I know, but it was actually really interesting for me to actually see it. Kat: Oh, it was actual research. Chris: Yeah, we actually went through everything. Kat: That's gold. I say that all the time. Chris: The most successful people. No, it's legit. Kat: Oh, hello. Yeah. Chris: Yeah, well, exactly. Fair enough. Kat: We literally became business partners over cauliflower. Chris: Cauliflower and chicken? Kat: I could have make that some more exciting. Well, there was one. But it was a two-second decision, wasn't it? Chris: Yeah, it was. Kat: It was. Oh, then you came around and we talked about it the next day again, but it had already obviously ... Really we're just joking around nothing. We did a hilarious life show together. Chris: Yeah. Kat: But that is so true, and I say that all the time when I'm working with high level badass entrepreneurs and creators. I always say, "I want to work with the people who say 'yes' straight away." Because that's like me, and those are the people who get awesome freaking results. So we're really here today not just to ... With such excitement and gratitude and passion launch our product, finally. Kat: But we're also here ... There it is. We're also here to really honour those people who already know that they want one of our ... Oh, look at Ryan. You couldn't have product placed him any better than the hat. Ryan says, "Is this the one I tried last year at your place? It tasted amazing." I think my second one did have vodka in it. All right, just hold the final ... Let's save the shenanigans part of what you can do with this for later. Kat: Let's just talk pure. In fact, it was very healthy in the process of my training. But yes. So we didn't even prepare that little bit of testimonial earlier at all from Ryan who says it tastes amazing. It tastes freaking amazing. Okay, I'm getting distracted again. Continue on. Chris: Okay. There's a few things that we've all got to sort out right now. One, when you actually have to get onboard these founders special. Two, we're going to share with you actually how much of a discount that you're going to get and that's a lifetime discount as well. So we're going to make this as much of a no brainer as possible. Kat: Oh, I just remembered the other quote. Chris: Oh, what was the other quote? Kat: It was I said to you, "Is that really sneaky?" And you said, "Yeah." I really like it. Chris: Okay, just kind of side note, that was ingenious business strategy that we actually did when you just said we ... Kat: Because I'm a ninja. As I proved to you earlier. Chris: We share that later. We share that later. Keep business strategies coming down on this as well. It's all working. So two things we're going to work out. One, when you actually have to get on board by, because this can only last so long and we're going to have to cut it right now. So this, it's actually going to be pretty limited. Because we can only take so many people on board. Kat: Yeah. Chris: Two, the discount you get, which is a lifetime discount. And you know what? Three, we actually just added in. Sorry, for the first 100. First 100? Kat: Oh, I thought it was going to be 50. You're seriously pulling this up for 100 people? Chris: I want to be really nice, because I wore my give shirt today. Because I want to give. Kat: Oh, I want to cut it off really. I like to make people jump on board or work for it. Chris: No, we'll do 100, because there's a lot of ... Yeah, okay. No. Kat: All right, that means I have a point saved for later to make a decision about something. Chris: All right. You got one brownie for later. One video for later. Kat: I'll get to be in charge of something later. Chris: First hundred people that are going to be coming on board, you're going to get a copy of my book, "Craving the Truth", which is actually the book where I show you how to be able to get into the best shape of your life, and how to not do it by doing depriving diets, which we have right here. Tada. Kat: There it is. Fabulous book. Chris: So you'll get a copy of "Craving the Truth" as well coming on board in this, but we can only do that for the first hundred. Kat: For free. Extra fast action, take a bonus. On top of the crazy discount. Oh, wait. Do we make them pay full price if they're getting a book? Chris: I don't want to have to make them pay full price. Kat: All right. Why not? I was just trying to be funny. Sometimes it works, sometimes it doesn't. It's fine, because my lighting's fabulous. Chris: Yeah. You look good, life is good. So if you want a copy of the book for free, where I give you the diets. We talk work outs. We talk actually what Kat and I are doing. You're going to have to get on board really quick as well, but also, lifetime discount. Can we tell them how much the discount is? Kat: No, make them work for it. Send a love heart shower. Chris: Oh, yeah, I love how you do this. Kat: A load of love hearts, and we're just going to tell them the office straight away. Just like that? Chris: Melissa. Kat: Hi. Chris: Thanks, Mel, appreciate that. Kat: Yeah, there you go. Chris: It's a great pull. Kat: Let's. So we just give ... Whoa, you guys loving the love heart shower. Thank you. Chris: Whoa. Kat: Do you want a comment something hilarious or just comment get on with it already? Chris: Let's have best comment. I will just give you a copy of the book straight away. Kat: I can't talk through this offer, because I'm going to get too giggly and excited like a little kid at Christmas, and I'm not going to get the details right. I'm trying very hard to restrain myself here, but I'm so excited. So Chris is going to tell you the deal with it. It's literally more crazy than what we thought we were going to do. We dropped down an extra ... We actually dropped down an additional ... Chris: No, let's prepare for lunch. Kat: Over an additional 20 percent on what was already the reduced founding members price. Chris: Yeah, it was. Kat: Wait, did you just say they get to lock it in for life? Chris: Yeah, it's lifetime. Kat: I thought we were just giving that for the first month. Chris: Lifetime. This is exactly. Kat: What? Chris: When you get on board, but here's the thing. When you get on board, you get it for life. If you ever leave. Kat: You're out. Chris: Never get it again. Kat: We're never talking to you again. Chris: No. We'll talk to you, but you just want to get the discount again as well. Kat: If you buy us a drink. Chris: You've got to ... You actually get the discount for life. Kat: Yeah, that makes sense. Chris: That's a bit of a no brainer. Kat: That is a no brainer. Couple of no brainers. I'll eat anything that tastes delicious, especially if it helps me look that pretty. Thank you. Chris: Oh, that's really sweet. Kat: That's all the alignment. I'm reverse ageing. When you ordered this product, you will reverse age from between two and five years in the first 10 days. Chris: We can't say that. Kat: Hashtag disclaimer. I just it. Chris: The FDA does not agree with that at all. Kat: Shut up. Chris: I have to be legitimate with this stuff. Kat: I mean it. I mean it, because I decided, and I get what I decide. Can we just bring the mindset side into it? It's fine. When you sign up I'll get you a special training for free on the reverse ageing. How's that for a bonus? Chris: All right. Kat: Oh, let's have that in as a top 100 bonus. I will do a training on how I reverse age for free for the first 100 people, and I'm not kidding. Chris: I'll buy that. Kat: Look at this skin. I'm nearly 50. Chris: That's very funny. Kat: Well I'm 38. I'm nearly 39. But I'm reverse ageing at the speed of light. Everybody knows that. Chris: No, actually ... This gets really good. What we haven't actually said as well is if you get on board this offer today, you will be able to join the tribe. So what we're starting in part is our private tribe, yeah. Kat: Oh, yeah. We're getting to our programme. Chris: It's going to be a little bit ... It's probably something we should talk about right now as well. Kat: Wait, do we actually? No, this is for real now. I'm not pretending. Are we actually giving them that? Chris: Yeah, they get a private group. It's already set up. Kat: Oh, of course. Yes, all right, fine. Onward then. Chris: This is stupid. Kat: Okay, I'm done. I'm done with my talking. I've got the entertainment, and now Chris is going to tell you the deal. The deal is about to drop. We are going to give you a link. You're going to click it, you're going to buy, and you're going to have a glass of water to celebrate, since you don't have the product yet. I'm waiting. Chris: Well you do have to wait. Kat: But we'll drink something in your honour. Chris: You do have to wait. So let's break this on down. Number one, first 100 people, I'll give you a copy of the book and I'll send it straight to you. Number two, you get the discount for life, and it's over 40 percent the discount as well. So that's a bit of a no brainer as well. Kat: We want to make it crazy no brainer for sure, legitimately of course. Chris: Yeah, I know. Three, you get access into ... whilst you have your membership, whilst you're getting this each month sent to you, you have access into the tribe, which is where Kat and I are going to be sharing with you what we do with our food, with our diets, with our training. I'm going to be in there giving you as well, because I've got literally 12 months worth of training, nutrition and lifestyle coaching ready to rock 'n' roll for you. Chris: So you'll get access into that private community where it's members only in there, and then ... Kat: That's got content from both of us, which is combining over 30 years of experience and knowledge and application and results. If you can, have some brain power. Chris: We literally needed a team member to go through how much content we had. Kat: It was several staff members who had to go through that and have been doing it for nine months. Chris: I feel so sorry for Jess actually. Kat: And Mim, shout out to Mim. And Jess too. Chris: And Mim. Yeah, sorry, too. Bingo. Kat: And shout out to Ash and Bron as well who've had so much to do with this launch and does so much work on that. Chris: I wish they were here. I got a notification on my page. Kat: I just was reading it over actually. Really. Chris: Okay, awesome. So you get the book. You get 40 percent discount and that's for life. You get access into the tribe as well. Now what we're going to do ... Kat: We were going to ... Sorry. I know I'm just terrible at cutting you off. I'm the worst at that. But we were going to charge for the tribe. We were going to do it as a separate. Chris: No, we are going to charge for the tribe. Kat: Yeah, but we were going to make it like you would pay a bit extra to get the coaching platform, as well as the product, and then it would be extra, extra for people who just wanted the coaching, which is basically means stupid people, because why would you not buy this? Then we decide to give it for free. Chris: So if we actually boil this down right now. Kat: Yeah. Chris: What the offer is is the super food blend will actually be recommended retail for $97. The tribe, our coaching community that's private for members only, that's actually priced at $50 a month for that. So obviously that's $150 a month, but if you get on board now, can we say it? Kat: Let's just do it. We've dragged it out long enough. They've been waiting and wanting. Chris: If you get on board now, you will get everything, which is sent to you each and every month, and your monthly membership into the tribe, and it's only going to be for $59. So we're cutting off $90 every month, and that's a life time discount going into it. So literally, there's a massive discount. So that's something like ... It's a gigantic discount. Kat: Whatever it is. Chris: First 100 people, I'll send you a copy of the book for free. Kat: And you'll get my reverse ... And you'll get my training on reverse ageing if you're in the first 100 people as well, which is completely serious. Chris: All right, Ricky. So Ricky asked a really good question. Can you consume it if pregnant? Now with supplements, you do technically have to say and you'll see on the back here, "Caution, if pregnant or nursing or taking medication, consult your health care practitioner before use." Kat: It's required to say that. Chris: My Lauren, wife, she has been pregnant with two children whilst taking this and my daughters have this as well. So when they ask for chocolate, they're actually asking for this bad boy. Kat: Yeah, I give this to my kids as well. Who are young as you know. It's required to say that. It's required to obviously that you've got to consult with your medical adviser that. Chris: Yeah, good question. Kat: I would take it. Lauren took it, etc. I just want to also clarify, really we had it locked in that launch offer ... That the retail price, the price that we will be selling it at. It's not just like what we're saying is retail. We will be selling it at $97. We were going to do the founding members offered at I think $79. That was locked in, and that was decided. Even up until last Friday. Kat: We did the pre-launch video and had some fun with that on Friday. You might have jumped on on that. Oh, we were supposed to notify people. I will send them a link after this, yeah. Chris: Yeah, we'll send them. Kat: I can't even remember why we decided to drop it down so much more. I think we just ... We get so excited. We are so proud of this and so excited and it's been so much work and blood and sweat and tears that's gone into this on Chris' behalf. I really just want to honour him. He's an amazing business partner and friend, and the work that he's put in. Literally travelling the Earth to create pharmaceutical great product in the world. Kat: It is literally the most exceptional formulation that you could come up with. Digestive health, probiotics, all this good stuff, but then also, working together with somebody that you're obviously good friends with, that's not automatically enough to make a great business partnership as I know a lot of people know. Chris: Mm-hmm (affirmative). Kat: So it's just been amazing to have a shared vision for something that we're both so excited to bring to life. It's been a little painstaking at times to get to where we're already, but like any amazing vision brought to life, you've got to be willing to go through those periods where it's things are going slow than you want or you thought something was just going to work, and then it didn't. Kat: So it's been quite the journey, and it's been one that's been heavily supported by the people we just mentioned and shouted out earlier as well. So there's a lot that's going into this and it really is. It's such a big deal. It's something that we know that we're going to take for life, be proud of for life. We really trust and belief that when you start to take this, firstly, the taste of it is incredible. It just tastes amazing. It's chocolate flavoured greens powder. It's flavoured naturally with cacao. Kat: It tastes incredible. Every single person who tried it is like, "Holy crap, where can I get this? I want to take this forever." So we know you're going to love the taste, but the benefits and the health side of it, the brain power side of it. The mineral focus side of it. The fact that you're just getting all these good things covered for yourself and your family in one hit. We know that you're going to be part of this for life as well. Kat: So this is something that for long haul it's not just business on the side of our respective empires that we already have. We really see it as a vision for the community that we want to build of like-minded individuals, like us, like you who are committed to being about us in every aspect of life. In business we brain function, and looking and feeling hot AF as well of course. Kelly says can you use it if diabetic. Chris: Yeah, you can. It actually says on here "diabetic safe". Where did I actually have to say that? Here. Last bullet point. No, extras. No extra added sugar. It is diabetic safe. It is only flavoured with stevia. So you only use the really good stuff. Please post the ingredients out. Yeah, Angela if you click the link that you'll get access to ... Kat: We could give the link. Chris: I will give you the link. If you click the link, you'll get access to the page which has the full ingredients on there for you. So you can actually read this rather than me sticking this up to the camera. It's still not being readable as well. Now, what we also have done is we put a 60-day guarantee on this. So we want you to taste it. Kat: That's how confident we are. Chris: We want you to use it. Exactly. That's how much we ... We're a little bit cocky when it comes to this. Because we know it's that good. We've been using it for that. Angela, you're absolutely welcome. So we want you to get your hands off it ... On it. When you get your hands on it, and you start using it, you'll see. You'll actually notice the difference as well. So what you want to be able to do is number one, it's not about supplements. Chris: Now let's just talk right now. I want to jump in and talk about ... Yeah, sorry, go. Kat: Should I give the link or should we give them preparation that I'm going to give you the link, because we are doing this first hundred thing. Chris: Oh. Kat: Let's tell you what we want to tell you, so that you're paying attention, and then we're going to drop the link. Chris: Okay, let's do that. Kat: Yeah. Chris: We'll jam real quick, and then we'll give you the link so that you can get access to all this stuff right now. So I want it in my mouth right now. Kat: All right. Well, it's a sensory experience, and you can tap into the collective energy. That's right here in this space and place. Here is some we prepared earlier. Chris: Jaya, can you put your email below and I will literally send you a copy of my book, because that was the best comment so far. Kat: Comment of 2018 award. We're adding that to our book of hilarious quote. But we will drink some in honour of everybody. You can tap into our collective energy. Chris: Right, cheers. So I'll answer Theo's question. So this is what we're doing. Because we're doing the very first batch, for all of our members with this super food blend, it's going to take between three to four weeks for everyone to get there. So that's why we're doing this founders special. So we want everybody to come on board. Now, and this is what I want to say and this is why it's so important. Kat: Yeah. Chris: It's not about supplement. Kat: That's why we're doing a huge discount. Chris: It's not about the supplements. Jaya, thank you so much. Can someone remind me to send Jaya a copy of that? Kat: Yes, I'll email you right now. Chris: Or just ... perfect. It's not about supplements, okay? So why are we actually talking right now? Why are we starting a health and fitness company? Why are we wanting to help you with this stuff? It's because you want to be able to look, feel, and function great. You want to be a part of the one percent of the one percent. You want to look great. You want to feel great. You actually want to perform really well, and that's not just the body performing on a biochemical level. It's how your brain performing as well, and you're actually enjoying it. Chris: How do we actually do this? It's not just by taking a supplement. Supplement's the cherry on the top, and we're going to be the first people that now run a supplement company to tell you it's not abut the supplements. This is why we're doing the tribe. So we help you, we show you, we teach you. We're giving you actually what's needed when it comes to, what to eat, how to eat, how to set up your lifestyle. What about when it comes to your work outs? When it comes to your movement as well. Chris: So especially when I break it down in the book, I show you the actual workouts and there's a yang and a yin philosophy. So like a yang, this is going to be a white training. A yin, it's going to be a walking. It's going to be your saunas, your ice punch pools, your meditations, all these kind of things. Kat: Yoga. Chris: Yoga. All these things we need to be able to put together. So it's a holistic approach to giving you exactly what you need. That's why when I first ... One of the reasons, our first conversation, we're like, "Hang on, there's a lot of 'supplement companies' out there and they're doing sometimes great products, sometimes crappy products. Let's not even go down that path." What's missing right now? No one's giving you both. No one's giving you here's the great ... Literally world best formulations, raw products, and manufacturing process. Kat: And taste. Chris: And taste. Which is kind of the most ... It's not technically the most important thing. But it's the most important in the sense that you're not going to take it if it doesn't taste amazing. It tastes so good that you just ... You want to have more. You just want more. I was crying when mine ran out. My samples that I had at home. Kat: Yeah, I had to get more for Kat. Chris: I had to have a massage to get over it. Kat: And a meditation, and some prayer. Some prayer. Then I may have harassed him over what's happened. I literally once was tapping in from every city around the world going, "So can you send some to New York? How about Florida? How about Texas? How about LA?" Chris: I tried to send it to her in two different cities. Kat: But I kept moving too quickly. Chris: And it kept missing. Kat: Come in San Diego, take me around. Chris: Obviously what I want to get across to make sure that we do this right is while we're doing the tribe is so literally Kat and I can give you what's needed to be able to make sure that you look, feel and function the way that you want. It is literally like that. Then when you want to put the cherry on top, when you want to perform. Because this is the thing and I talk about this. Chris: Number one, that our food quality that get isn't as good as it should be. You're not getting all the nutrients. You're not getting everything that you really need at the end of the day to be performing your best. We have high stress levels in our modern lifestyle. We have a lot of chemicals in our environment that help us become toxic. So we want to be able to become un-toxic. We want to be able to get rid of that stuff. Chris: So this is why we started with literally a greens formulation. But it's not a greens formulation. This is ... Kat: So much more. Chris: A super veggie type antioxidant blend. It's got a fruit antioxidant blend. It's got digestion support, and it's got a probiotic blend in here as well. So this is why we want to try and you come at this, because the thing at the end of the day is I don't want you to have a covered or room full of supplements. You want a handful of things, and that's what we're going to be doing, Kat and I together. We're going to be coming together. Kat: There would be new products. Chris: And are really doing a few products that give you the biggest bang for your bucks. So you can actually get on with your life. Because what I don't like is trying to do so many different things, that when we have more important things to do, I don't want to be worrying about my diet, or my work outs, or I'm not looking as I good as I feel like I should be. Or all that kind of shit. Chris: I'm a dad. I am running businesses. I want to be able to enjoy life. I want to be able to have us come together and just have fun. I don't want to be absolutely hating life because I'm doing a dive. Kat: You want to look and feel your best and be your best, and be fitting everything in but doing it just with ease and flow as well. We both, this is another thing. We've both done the hustle life before. I love the word hustle by the way. For me that means something powerful and flow based, but what I mean is we've both done business and life and fitness in way where it was kind of burning yourself out or pushing beyond a healthy limit and that's nothing I look back on and regret, because it made me into who I am now. Kat: But at this point in my life, and for both of us as well, it gets to be about having it all whilst operating at a level of excellence. Feeling your best, looking your best, being at your best, and having it jus be flow and ease. So there's already so many things that each of us do and support our communities to do that create that just through lifestyle and the way we choose to live our lives and live according to our values and so on. Kat: This just takes it to that next level. It's about enhancing a way of life. So that's again another reason why we've created the tribe to go with this to support you with the education, the information, and the empowerment, to get the results that you need. So we will be giving you the nutritional information literally over 30 years or at least over 25 years of combined experience between us. Chris: Over 24 years. Kat: At a really high level as well, where both of us really dedicated our money and our time to learning and studying with the best people in the world, and that's how we met. Through classes around the world. We're bringing you the most cutting edge, real nutrition information, hormone information, fat loss information, digestions, stress management, sexual energy and libido as well. All ties in together. Sleep quality. Kat: Mindset, of course, right? The ins and outs of the trainings side of it as well as the nutrition side of it, and we're teaching from a standpoint of full life in a way that feels amazing. It's not a freaking diet. It's not a quick fix. It's not do this for six weeks or 12 weeks. We're bringing to you our combined experience of well over two decades, and where we can look back and go, "We did all that crazy stuff and maybe you did as well." Kat: It is what it is. Now we actually have a way of living where we get to look and feel and function at a standard of excellence 24/7 always. It's just how it is. We don't sacrifice anything in order to look our best and feel our best. We know that you don't have to as well. So this is not come on board, our magical diet that's going to fix you, and then you're left floundering afterwards, rebounding back. Kat: This is make some small simple adjustments that are going to immediately feel amazing for you. You're going to be immediately be elevated internally and in your energy and your emotions, and even dare I say spiritually, because of course it heightens everything. You're going to see those physical shifts and changes as well. I get asked all the time. I know Chris gets asked all the time, "How we can be such busy, successful entrepreneurs both with our own families and small children, and still get to have ... be in great shape and be legitimately healthy and brimming with energy, and have the energy to do all those things?" Kat: That's so easy. We let it be so easy. It's such a small amount of time or energy that creates such a massive return on that. So everything that this is about. Like Chris said, it's not just a supplement. It's you get this amazing supplement and you get everything that since ... Yes, hold it up. Everything that's inside of us that we've taken all this time and effort and working with literally tens of thousands of clients between us over the past, decade plus, in order to just know what works for life. Kat: So I said at the start of this that I feel like I can't fully express what a big deal it is, and I feel like maybe I'm now starting to express what a big deal it is. But should we? Do you want to add something there or should we give them this link? Chris: I think we should give them the link. Kat: I don't know why I feel nervous. So hang on. Chris: It's good. Kat: Should we give them the link to the Facebook group as well or we just give them this link? Chris: No. Kat: No. Chris: The what? Kat: No, the one from the other day I meant. All right. We'll figure that out later. Chris: Oh, no, give them that link. Kat: Okay, so now, are you ready? Are you excited? Are you eager? Are you going to send me another love heart shower? Are you ready to click by pull out your credit card, get it at the ready, and here's what you're going to do. In about 19.5 seconds or however long it takes me to stop talking, I'm going to ... Which could be 19.5 years. I'm going to put this thing into the comments here. Kat: You are going to click the link. You are going to grab your credit card. You're going to run to the back of the room, and you're going to purchase this product. Chris: All right, hang on. Kat: Hang on. You're only supposed to say three things. That's what I'm telling from this stage, wait. Get your credit card, click the link, buy the product, be in our top 100, get Chris' book for free. For being a fast action taker badass, just like we are, you know your life is going to change for life, and you get a free book as well. It is amazing. And you get my free training on reverse ageing. Chris: I'm really excited for that. Kat: Me too. Yeah. I'll give you the link. I'm ready. This is it. This is it. This is the moment of truth. Chris: They just want us to getting it taken out really quick. I would literally be ... Kat: Yeah, I'd be running to the back of the room or to wherever your credit card is. Chris: Oh, God. Oh, shit. Just happened. Kat: We just? Did we just break the internet. Boom, boom, boom. Okay, I feel like we needed to prepare the drummer as a roll sound. I could have played when I did that. I actually feel like I need to take a breath. Chris: Oh, that's good. Oxygen's really good as well. To set fire. Kat: Can I just add that to quotes? Quotes from Chris. Oxygen is really good for you. Okay, what else are we going to say? Chris: Oh. Kat: Oh, did you tell them to comment there? Or are they just saying how it is over there for the fun of it? How did that just start happening? Chris: I don't know. Kat: Is it because they clicked this? Chris: I have no idea. Kat: What happens? Chris: Yes, it is. Kat: Oh. Chris: Oh, we can see everyone coming through on this one. Kat: We can see who's signing up. Chris: Going up. Kat: Go, go, go, go, go. Oh, we can see all the notification. Chris: I didn't ... This is ... Kat: Tamara's in. Michelle clicked the link. Sarah clicked the link. Chris: That's really funny. Kat: Come on, keep going. All right, and oh, when is this? Ooh, Thalika. She's on it. Just on it. Chris: Laura. Kat: All right. This is so exciting. Chris: This is so fun. Can I share? This is more exciting. I remember when I did my very first online fitness launch. Kat: Laura can't click. Chris: I had the PayPal app on my phone. And when I did the launch, it was like my PayPal app on my phone make a little ding noise. Or no, like a payment would have gone through. This is more exciting because it's a hell of a lot more people coming through. Kat: Sage says, "I can't click." You might have to try different device, because people are definitely clicking. And it's working. So how's this, though? It is so exciting. Last night I was out with a friend, and she's like, "So, what are you doing tomorrow? I'm like, "Oh, yeah. I'm doing whatever and whatever." Then I'm like, "Oh, and I'm just launching a supplement company with my friend Chris till 11:45. Kat: It's like, "Wow, this is huge." That would be huge. We're just quickly launching a supplement company that we're going to take. Angela says, "I can't click on iPad." What can we do about that if people can't click on some devices? Do you have it? Because this is the mo ... Do you have a different link? A longer one? Chris: Can you comment back then or? Kat: No. Chris: PM them? Kat: Do we have a different version of that link? Chris: No. Kat: No, I don't know what to do about that. Ash and Bronwyn, are you on? Chris: What's your problem? The request to the group. Theo. Did you click the link Theo, that Kat has just given you? Kat: Okay, one second. We tested this 1600 times. We will not be swayed. I'm clicking it now. Chris: It's definitely working. We're seeing people still coming through. Kat: Okay, so when I click that, it goes me to Facebook messenger. Chris: Don't worry, Theo. We'll get your link. IPhone can, iPad can't. Kat: It's taking me to Facebook messenger when I click it. Is that right? Chris: Yeah. Kat: Then where is the link that they're going to get that message to them? Chris: The link to ... Yeah. So we'll send you to Facebook messenger, and then Bronwyn said type it in. Kat: Then you've got to press get started. Chris: Then I should maybe put zero admin. Yeah, see, there you go. Kat: Okay. So when you ... We thought we tested it all, whatever. So when you click it, it's going to take you to Facebook messenger. It may not work on the iPad. Then it's going to ... Then you're going to click get started, and then it's going to start, "This is MBB Bot. The My Body Blend's Messenger System." Chris: Oh, my God. Kat: It will say it in that voice. Then it will say, "Do you really want access to a secret launch of Super Food Blend?" It will say it in that voice. Then you'll press "hell yes," which I'm doing now. Hell yes, I just did it. Now it says, "Awesome Katrina, click the prelaunch of verboten below to get our one-time only freelance offer for ..." Okay, I feel that we're being repetitive. For our brand new Super Food Blend. Kat: Plus, if you think there's anyone else who might need to know. I mean why would you take him in unless you want them in the top 100? So now I'm clicking that link, wait for it. Shana says, "Get started." I see you guys on it, just on it. Chris: It's really cool how I can see you from one and then comes through to the other one. Kat: This is a genius. Chris: Theo, you figured that out, great job. Kat: This is a genius strategy. I just got through the sales page. Chris: Can't believe this works. Kat: Right here, live, on this live stream. There it is. Chris: So this is only for the private launch. So obviously once this gets closed down, you're not going to get ... Kat: Take it out. You can't get in on this deal again. Chris: Yeah, you can't get access to this, because we can't keep this up forever. Kat: So talk them through what are they going to receive once they then signup and purchase. Chris: Cool. Kat: Because just a reminder that the product is going to come. Explain all that. Chris: Yeah. So obviously the founders special with what we're doing today is we're doing our very first batch, and you're going to be a part of this. So it's going to take three to four weeks for you to get your actual first Super Food Blend delivered. We're going to be sending it straight to you, but that's why we also have the MBB tribe. So the tribe is going to be where Kat and I are going to be in there making sure that you get access to what's going to be the right meal plan, the right workouts. Chris: I'm going to be in there doing live streams, answering your questions. Kat's going to be talking about anti-aging. Plus, if you get in first 100, which honestly it might be taken up already. I don't know, you're going to have to just get on board. Kat: Just go, go, go. Chris: I'm going to give you a copy of "Craving the Truth". That's going to break down literally what you need to be doing with your meals, with your workouts and lifestyle, and what we're also going to be doing is this special that you get access to today is for life. If you stay on board with this, that means you get this lifetime discount. Chris: So normally Super Food Blend. This has got the RLP of $97 just for one. The actual tribe, that sells for $50 a month. That's $150, but you get access to it today for only $59. So that's a massive discount. I don't know percentage was, what it is, because I'm horrible at math and that's okay. Melissa. Yay, got my confirmation email. So there we go. Kat: Yay, celebrate. Chris: It's coming through already. So that's fantastic. So we want to make sure that everybody come on board because we've got a couple wait up our sleeve. Like tomorrow I'm going to be jumping on board doing a live show, walking you through how we actually get the right meal plan, because what we start with, this is a little bit of secret sauces, how I kick start fat loss is what I do is we do a 14-day metabolic restart. Chris: So what we do is actually in the first 14 days we actually get your body to learn to burn body fat. Now most people are trying to talk about how do I speed up my metabolism? That's actually the wrong question I believe, because let's think about the analogy of driving a car. People are saying, "How do I speed up my metabolism?" They're just thinking about, "How can I drive my car faster?" But what if your car is actually heading in the wrong direction? Chris: So you just say, "Going in the wrong direction faster." So what we got to do first is make sure that you go in the right direction, which is how do you get your body to actually tap into body fat stores, how do you actually burn body fat for fuel. Then we talk about actually speeding our fat loss. But what we do is once we actually get your body tapping into body fat stores effectively, then we actually start talking about stress. Chris: So what the biggest problem is to me people are stressed. They've got too high cortisol levels. They started throwing other things like testosterone, pregnenolone, all these ... Actually, let's not go down the whole monogram, because that's going to be too complicated right now. But what we're going to do is we turn your body into actually being able to burn body fat for fuel first, then we talk about actually being able to lower stress. Chris: So what you'll find is most people when first getting the guides and plans I'm going to be sending through to you, think it's too easy and there's not enough. But you'll find that your body will actually be able to lose weight faster, because we're doing things easier. Because what's the biggest problem so many people fall into and I know we've done it before is you decide that you're going to lose weight. So what do you do? Chris: You cut your foods down, you ramp up your workout. Kat: Do some drastic random stuff. Chris: You do more, more, more, more, more, and then what happens when you hit the plateau? Because you will hit hit the plateau. Kat: What happens is you crack it and eat a freaking container of cookies. Chris: Yeah, exactly. Kat: If you're a woman. Chris: If you're a man as well. Kat: I never did this. Chris: I did. Kat: Okay. Chris: That's the big problem. So you wind up crack it, and you start binge eating, and then you feel guilty, and that's bad. So mentally that's bad. Or you actually have to start eating less and less and less, because you're trying to get to that deficit. So what we do is we say, "Let's actually do a bottoms up approach." So let's start from the bottom and we actually build your food, so you'll see that we actually increase your food intake. So you're actually eating more and losing weight, because the whole just eat less move more scenario, it's a myth. Kat: Boring. Chris: I wrote a freaking book about the myth of it, and it's not fun at all. Kat: Yeah. I just love everything you said. I love how you're just on a ... Did this stuff just comes out of you because you're so passionate about it and you know it so well? Chris: I know I did it wrong for so long. Kat: It is what we live and breathe. It is just ... I think you can see your passion coming through right, and you're just going to continue to get so much more of that and all of our knowledge and learning and support and accountability through being part of this tribe. So originally we will ... completely keep them two separate products. The coaching platform versus the product. Kat: Then we're like, "No, of course we're going to honour the people who buy this amazing thing, and really are committed to change their lives, not just to taking a supplement." The thing is I don't know. There's so many more things that I probably could say. But I think we've kind of covered the best of it, and we're just so excited to welcome you. We can see people ... Thank you and it says thank you. Kat: We can see people over on ... So we've got Chris. My friend here and Chris' friend here. Chris' friend is hooked up to the My Body Blend's page. So that's where you go when you click the link, you'll go to the Facebook messenger of the My Body Blend's page which is our joint business page. You'll then follow the prompts there, and you'll jump on to the sales page that way. So we can see people's responses that are coming up on his phone, which is super cool. Kat: So this is ... It's just huge. It's the bringing to life of something that's been several years in the making in the physical sense. 10 plus years of friendship in the making, decades of learning and knowledge in the making, something I always wanted to do. Something I know Chris always wanted to do, and what an incredible thing to be able to do this with somebody who you have such a close friend in your life, but who you know is also going to deliver the level of support and empowerment for your tribe, that you would do yourself. Kat: That's just such a huge big deal when being in business is somebody else to know that their work ethic and how they shop and their level of passion and commitment to change people's lives is the same. So this is the beginning of an amazing journey for you. If you are joining us, how long will we be keeping the founders special open for? Chris: I only wanted to do ... Kat: We had a little fight about it. Chris: Yeah. That's all right. We're allowed. But what about if we do for just 24 hours? Kat: What? Chris: No, we don't do it in 24 hours. Come on, I'm not the queen of scarcity. I'm making people move fast, but I feel like we could give them. But it doesn't matter, because you would just click and buy it now anyway, otherwise you would have been in the top 100, and you'd be a crazy person. Kat: Well how long do we let this video run for then? Because we have to take this video down. Chris: I feel like I don't know what the answer is that I'm supposed to say now. I feel like we didn't rehearse this properly. That is because we didn't rehearse it. Kat: We didn't. Chris: Yeah. I didn't really walked in and be like, "Let's do it with the camera on." Kat: Let's just turn the camera on and see what happens, apart from running down funny quotes. Chris: What do you want to say to them? Kat: Did you see that I've written down your quotes over here? I've saved it. I've written down the three quotes so far from Chris if you missed the quotes earlier. The quotes were this. He wanted to call our live show "this is why you're fat and we're not". That was one of my quotes of the year from Chris. Another one is that really sneaky? Me asking about a little Ninja trick. He's like, "Yeah." Chris: We just don't cover a really good Facebook ad strategy. Kat: That is good. Chris, that lighting is so good, Kat. Wait, no, it's just because we look so fabulous. That's my personal favourite. Chris: I'm so happy with that. Kat: Well, I think this is it. Chris: All right. We're going to get busy. Kat: Okay, is this? This is? Chris: Yeah, I know. I just saw these already gotten on board. Kat: I didn't ... See, that didn't happen for me. But if you have any issues or concerns at all, or anything doesn't work for you, maybe test it on a different device. Some people did say it doesn't. Didn't work on iPad. I'm not sure why that would be, but it's definitely working for me on my laptop. It's working on the phone. Of course you compare either of us. Or the My Body Blend's page as well, which is probably the best place to go, because then you'll get supported by our team as well and get answer as quickly as possible. Kat: Seeing infomercial broker, I feel like we got so much gold content. You know what's going to happen now. My team will chop up this live stream, get some clips out of it, caption them up, and we'll just be promoting and having a hilarious time. Shouldn't business and life just get to be fun as well? So that's part of our philosophy and part of what we're here to show you. Chris: You're not having fun, you don't enjoy the life. Kat: You can bet your bottom dollar we're going to be having all sorts of shenanigans in that group once you're in there. Because it's how it should be. That's how it gets to be. All right. Chris: Oh, good. Theo got ... Kat: Oh, you're on. Perfect, Theo. Chris: Confirmation done. Kat: Yay, I'm so excited. Chris: All right, awesome. So we've actually got to get to work, because we've got a lot of members. Kat: Just casually launched a supplement company on a Monday morning in Bali. All right, we're going to go hangout with our members. We're going to see what's up. We're going to see you on the inside, click the link, do the thing, be in the thing. We'll see you in the thing. We love you. Chris: Ciao. Kat: Bye.

Unity Body MOT Podcast 2   Simon Wellstead and Chris Dabbs     CHRIS: Hi there and welcome to the Unity Body MOT podcast. Welcome to show 2 of the Unity Body MOT podcast with Simon Wellstead. SIMON: Hi there Chris. CHRIS: Hello, and me Chris Dabbs. This week’s podcast is going to be slightly different to last week’s podcast where we discussed how the Unity Body MOT system can help fitness professionals and other people working within the fitness industry to really help their clients make sure that any exercise that their doing is the best thing for them. Now Simon, I understand this weekend you’ve been pretty busy with talking to potential new clients and other people with the fitness industry, is that right? SIMON: Yes, it’s been a fascinating weekend Chris. It was a three day seminar with my business coach who specializes in fitness and exercise and health professionals. And I was there in the capacity of having an exhibition stand and talking to probably about 250 people over the weekend, it was a really massive experience for me listening to fit pros and exercise pros, listening to what they do, how they work with their clients and enabling me to help them understand how we could help them serve their clients in a bigger way. CHRIS: Oh wow! So basically you were talking to people about how Unity Body MOT can help their business, and I guess in turn, help their clients – is that right? SIMON: Yes, absolutely. It’s all, at the end of the day, about them helping their clients in a bigger way so their clients feel as though they’re being served better and say, “Wow, that guy is great” or “That girl’s great, go and use them.” That’s essentially what I was doing so it was a really enlightening experience for me working and talking to so many great people in the fitness industry and enabling me to understand their needs in a better way. CHRIS: Okay, well it’d be great to actually talk about what happened at the conference to really understand how people saw how your system could help them to be able to grow their business and help their clients. So what was the main question that people asked you? SIMON: It’s a really interesting question Chris. The questions were not particularly specific because people don’t know what they don’t know. And what we teach and present and coach fitness pros in is very new to them. So the first question that I generally got was, “Simon, I love the introduction that got done for you and I’ve been watching your video that you’ve got on there and I understand you’ve got a free CD to take away, but actually, what is it you do? Can you explain it to me in my context of my business?” So we’d then start by talking to them about what they did, understanding their clients. So it was a reverse questioning situation that I went through because everybody I work with works differently, they have different clients, those clients have different needs. So it’s not a case of one size fits all, which is actually a phrase I use a lot. CHRIS: If it’s not a case of one size fits all then does that mean that people who work in a specific part of the fitness industry, in other words maybe a personal trainer rather than a fitness professional or any of person within the industry, would benefit more from the Unity Body MOT system? Or do you think it benefits everybody equally just in different ways? SIMON: The latter definitely Chris, it benefits everybody but in different ways because, as I said, they all have different clients with different needs and everybody’s training is slightly different. So a personal trainer will have a slightly different training to a Pilate’s instructor to a sports coach to a running coach or somebody who does group exercises at gyms which is mat based in a studio. They will have different requirements/different needs and the important thing is to realize that once you understand that client better you can give them a better service. You can advise them more effectively and ultimately, hopefully, the goal of this is that the client gets their objectives achieved in a quicker time or more successfully or more safely or whatever it is they want to do. CHRIS: I see, so let’s rewind a little bit there then, let’s try and narrow this down to a specific type of trainer or fitness pro. So let’s have a look at a Pilate’s instructor; how would a Pilate’s instructor be able to use the Unity Body MOT system to deliver a greater range of benefits to their clients? Is it as simple as that – by using the system? Can that actually happen or is it complementary to Pilate’s? SIMON: Totally complementary, I know never step over the line and say I’m doing training or a course specifically for Pilate’s people, I love delivering what I do to a mixture of people. Having said that, a Pilate’s instructor is specifically taught to help improve people’s posture, help them move better, and if they’re working in a therapy context, help them get out of pain if they’ve got back pain – which is very different to a personal trainer who is there to perhaps deliver performance improvement, weight loss, increase somebody’s stamina if they’re training for something or just generally be fitter. So there is a difference and once a Pilate’s instructor understands the information that we present, they understand that need to have good posture, need to move more flexibly, need to move more smoothly in a different way. They’ve got a toolkit of extra knowledge, so if they see somebody struggling and is clearly not responding to an exercise series that is being given to them in the way that the Pilate’s instructor would hope, maybe they could go to their bag of tools and say, “Okay, let’s look at this in a little greater detail. I’ll take a different tool out of my case and work out why what is happening is happening” and therefore give them more understanding so that the client doesn’t get frustrated that things are not working for them. I ran a course in Hertfordshire back end of 2015 and I think I had 3 Pilate’s instructors on that particular course. There were personal trainers and other fitness professional there as well. And we teach them some tools, including a slightly different exercise model that they can employ with their clients, and the feedback I got the next morning was that two of the Pilate’s instructors had taken that exercise model and actually delivered it to their clients that very morning. And the response was that the clients felt much better after it and they were then able to do the other exercises that the Pilate’s instructor was trying to get them to do more effectively. It felt more easy, they were able to get into positions perhaps from a postural point of view or move better. So the Pilate’s instructors had taken what we’d instructed them in, taken the new exercise model and ideas that we’d presented, given them straight away to their clients – which was absolutely fantastic – and had reported back instant benefit. CHRIS: Wow, so what you’re saying is that the Unity Body MOT system gives somebody knowledge that they can use immediately and really get results for their clients immediately. It’s that quick? SIMON: It is that quick. What we’re teaching is actually more a change of mindset, a change of the way to think about a client’s issue. So if you give a client something to do, it’s not quite working for them as well as you or they might hope… CHRIS: Because they’re struggling or…? SIMON: Great, because they’re struggling; then we give them a toolkit that allows that analysis to be done to say, “Okay, why is that happening? Ah, okay, maybe that is happening instead. Now I can understand that and I can change what I’m asking the client to do so it’s appropriate for their body.” CHRIS: It enables them to really think about how some of the information you’ve given them enables them to do something different for their clients so quickly that the client – it’s probably imperceptible to them – it’s so smooth and such a transition. SIMON: Absolutely, that’s a great description. CHRIS: Right, oh wow. So okay, for Pilate’s instructors it’s allowing them to step back and have an overall view of what is happening. And to be able to change their advice to their clients in a way that would benefit them much more quickly. And what about sports coaches and things like that? How would it apply to them? How can they benefit their clients? Is it equally as quick? SIMON: it’s really great that you picked up on sports coaching because I did run some coaching up in Sheffield a few weeks ago and we had two sports coaches actually present. One was a running coach and one was actually a coach for the Great Britain climbing team. I didn’t understand that Great Britain had a climbing team but hey. CHRIS: We do have a team, but that’s fantastic though isn’t it, that we have a team climbers? Brilliant! SIMON: We do, and obviously from a sports coaching perspective, they are more interested in improving performance, improving technique and trying to get them to be able to run better, run faster, run longer, or in the case of climbing which I learned a lot about over the weekend, to help them climb faster – it’s all clock based climbing that they do so they have to basically get from A to B but it’s vertical. CHRIS: Who would have thought? SIMON: And we had some really great discussions because the tools that I present in training are just as equally valid for improving taking somebody up from performance level A to performance level B in whatever they do. So I’ve got colleagues and friends of mine who work in the same area and work with tennis player or work with golf players. And obviously we’ve talked about running and climbing, it is a very big area but it is all performance based. And they’ve got a greater understanding now about their client’s body so if they’re seeing, in the case of the running coach, that somebody is running in a particular way and struggling to get over some kind of threshold that they’re trying to deliver against, whether that be speed or whatever it might be, they can now take a step back and say, “Ah okay, hang on, maybe this is happening so I’ve now got a toolset of tests I can do that will tell me whether something different is happening.” But before the training they would have never known that something different could have been happening or was happening. CHRIS: So you’re really enabling these coaches and fit pros to know more than they didn’t know, if that makes any sense. So in other words, really they didn’t understand precisely how they could help somebody or know what the problems were that somebody had. And just through the initial phases of the Unity Body MOT program, you are actually them to help their clients to make those tiny incremental changes that make all the difference. And I suppose a few very physical types of sports including, as you say, the climbing team for GB – who would have thought that we were a) any good at that, b) actually in it in the first place and c) that yes, every single part of the body has to work in such a way as to be able to literally claw back every single millisecond of climbing a vertical face I guess? SIMON: Absolutely. CHRIS: That’s incredible! So for the climbing team, let’s have a look and try and understand exactly how you helped their trainers and their coaches to help the climbers themselves. Is there something specific you can share with us on that? SIMON: Yes, I mean I’m not a climbing expert, but I had these discussions with the gentleman who was on the course and we were talking about the fact that when you’re climbing you’ve got to have a massive amount of coordination and strength between the fingers that are obviously gripping a particular place and the lower body which is going to help you move up to the next point on your war. CHRIS: Pushes I guess, isn’t it? SIMON: Absolutely, and that is coordination but it’s also strength. So the tools we were delivering would give a different dimension as to why they might be struggling to get from A to B in a particular way given a particular obstacle on a particular wall. They might have a problem with their foot, there may be an issue with their pelvis, there may be an issue their nervous system which is not allowing them to have the flexibility, strength and mobility to deliver that type of movement in that particular situation. CHRIS: Okay so if they had to, I don’t know, I’m trying to think of how to explain this in a climbing term; but if they’re climbing up just normally, I guess any climber can do that properly, I’ve seen some of those very difficult maneuvers where there’s a ledge that comes up on top of them or above their head and they have to… SIMON: I think they call those an overhang. CHRIS: Oh, so overhang. Oh so the overhang, and then they have to kind of flick themselves over. And that sort of maneuver, I guess, really does need to be trained for – it’s not just something you come across and just do through innate skill I guess. How would Unity Body MOT help that particular climber to train for that? I mean are you talking about being able to weed out the people who aren’t able to do that particular maneuver or helping people who find that particularly difficult to make it easier for them to then do that maneuver – if you see what I mean? SIMON: Certainly the latter, it’s finding out what in the body is blocking or providing a blockage for them to do something that they need to do that they can do and that they maybe can be able to do well. But this is all about fractions here, so we’re saying taking them from A to B but that’s actually taking where A is already pretty damn good – they may be completion climbers, or completion runners or competition tennis people – but it’s basically finding that next level. And there may be something within the body, which is maybe not visible to the human eye, which is inhibiting them being able to make that step in terms of additional performance. CHRIS: Yes, so we’re looking at the physicality again here rather than the mental state of any training or any sports person. That’s fascinating really. Okay let’s try and not talk too much about the elite athletes and let’s go back down to basics and really look at, say me, because I’m basic believe me; but me in a gym situation with a personal trainer. Is there a way for a personal trainer to sort of identify that knee issue without me knowing that it actually exists? I mean can they spot it because of my gait for instance? Is that something that the system trains them for? SIMON: Yes absolutely and that’s a really interesting example. We now know that well over 90% of knee problems have got nothing to do with the knee, but what it has got to do with is something that is actually not visible to a personal trainer or anybody really. CHRIS: That sounds strange, how does that work then? SIMON: Well the vast majority of knee problems come from your pelvis not working properly. CHRIS: So what, are you saying it’s referred pain from the pelvis or just because it’s just putting somebody out of kilter? SIMON: It’s not a referred pain because referred pain is where you have pain in place A and pain in place B. What we’re saying is somebody may, after exercise, report some pain in their knee. But that actually could be to do with something not working in the pelvis and there actually isn’t any pain or any symptoms in the pelvis at all. We’re just talking about, “Does the pelvis do its job properly?” Is the pelvis doing its job properly and that’s one of the things we train personal trainers to pick up on because a lot of body functions in exercise and performance are obviously managed the pelvis. It’s in the center of the body, pelvis means basin – it’s the bucket of the body – it’s where everything from the top comes down to the pelvis and everything from the foot upwards comes into the pelvis. So it’s not surprising that a lot of issues stem from the pelvis. But it’s not just a case of looking at the pelvis and saying, “Oh it’s tilted or it’s not doing this or it’s not doing that from a visual point of view.” We actually teach the personal trainers to work out precisely how is or is not working. And then that’s going to deliver a lot of information about somebody’s pain in their knee or pain in their foot or lower back problems or shoulder problems. So the knee is a really good example, we now know that the vast majority of knee problems don’t stem from anything actually happening in the knee, they stem from something else in the body not working properly. CHRIS: Okay, so I kind of understand that really the podcast isn’t the place to give real instructions on how to overcome any particular knee problem per say. But I guess that actually makes a lot of sense because the Unity Body MOT program is about enabling the personal trainer to look – I guess it’s the old phrase – look outside of the box rather than looking at the knee and saying, “Oh yes you’ve got a problem with your knee, you can’t do this exercise or that exercise.” But what you are enabling people with is the tool and the power to step back and to really assess a client’s situation, would that be about right? SIMON: Yes, that’s brilliantly put actually Chris. We’re about changing a mindset and being able to, you use the phrase ‘take a step back’, and use some strategic thinking which will be new to the vast majority of fitness professionals. CHRIS: Oh yes, and foreign as well I would have thought. SIMON: Absolutely! So we’re saying that just because you can see a problem somewhere, you used the perfectly good example of the knee but it could be anywhere in the body, we can move on the other ones in a second. But just because somebody’s coming to say, “You know when I do those types of exercises I actually experience this pain in my knee.” – beyond just saying, “Okay you won’t do those exercises because you get a pain in your knee” we give the personal trainer the tools to say, “Okay let’s work out how you can do those exercises more safely, let’s work out how you can do those exercises so they won’t cause an issue with your knee.” Another classic example is tight muscles, who hasn’t got tight muscles? But the way that most fit pros will address that is to actually see that muscle X is tight, let’s pick one – hamstring – it’s one that is commonly very tight in lots of people. The intervention for that would be most typically to introduce warm ups or components of the exercise regime which try to stretch that hamstring to reduce the tightness. Unfortunately, we now understand that there are several different types of tightness and stretching, quite often, is not the answer. But we teach the personal trainer to take a step back and say, “Okay, I can see that there’s tightness there in the hamstrings. Let me work out (using the tools we teach) what type of tightness it is. And therefore, I can then build an exercise program which matches exactly what’s going on in your body.” The net result, we hope, will be less tightness in the hamstrings; but not just by pulling the ends of the hamstrings to make them longer because they’re tight and therefore we’ll stretch them. It’s using a somewhat more strategic approach to say, “Okay, so I know that there are three of four ways that a hamstring can become tight, which one is applicable to you Mr. Client/Lady Client? Okay, I now understand why your hamstrings are tight, now we can move on. CHRIS: Yes from a lay person’s point of view I guess as with anything, even in my industry everything moves forward at a very fast rate, and really your Unity Body MOT system is really like continuing personal development for fit pros really. To make sure that they’re augmenting their own original training that they’ve been through – sweated through – to qualify and get to be able to do everything that they want to do for their clients. And so yes, Unity Body MOT helping in that way by allowing them to step back can only be a great thing for clients. SIMON: Yes, and I think that’s a key point. I mean I’m a trained sports therapists and I learned this information which I now train people in was something I learned, I didn’t learn it in sports therapy training, it was just through circumstances and the people that were coming to me and the sort of people that I met and got involved with and was talking to – peers in the industry – that said, “Actually Simon, the sort of things you’re talking about can be dealt with now through this additional training.” So I learned this stuff through additional training. I’m now basically paying that back to people and saying, “I’d like to do the same for you.” I benefited from it, I was able to help clients in a bigger way by taking a step back and questioning what I’m seeing, what the client is telling me to enable to then move forward. It’s a case of taking one step back to take two or three steps forward. CHRIS: Well exactly, as opposed to just running into it like a bull at a china shop kind of thing and just doing the first thing that comes to mind. Stand back, consider and then action really, I think that’s that. Okay fascinating, absolutely fascinating trying to understand how personal trainers and fitness professionals can help their clients just by stepping back for a few minutes, it’s incredible. Okay, well let’s go back to the conference that you attended this weekend and you were exhibiting at. You spoke to lots of people I bet, how many people were there, 250 did you say? SIMON: Something around that figure, yes. CHRIS: So you had 200/250 people who are all in the fitness industry, and you must have spoken to a whole bunch of those people, and what sort of things were people asking you? What were the sort of the main issues I guess with how they felt was how the Unity Body MOT program could help them? SIMON: Okay, so generally speaking the conversation would start by them not fully understanding what it was that I was doing. So they were coming at it from the point of view of they don’t know what they don’t know, which is great. But then I would generally turn the question round to ask them who they typically worked with – we use the phrase ‘ideal client’ – who are the people that they go to to get on the marketing? Who are they looking to work with most? And then understanding typically what those ideal clients are coming to that personal trainer or that fitness professional with, then we can start saying, “Well okay, so what typical strategies do you currently employ with those clients and are you hitting any brick walls? And a common one is “Yes they’ve got persistent tightness but for the large proportion of them we don’t seem to be able to get rid of that tightness.” Or in the context of a Pilate’s instructor, coming back to the Pilate’s area, obviously a big thing that Pilate’s instructors do is get people to activate their core but in some people the core just isn’t firing. And when I was having the discussions about, “Okay so sometimes the reasons why the core can’t fire is because something else in the body is stopping it from firing.” So understand what that thing is, it could be the pelvis or it could be something else, it could be in the shoulder. But to understand that there is a route forward to help these clients more rather than the client and the trainer getting frustrated, which is quite often what happens, and then they switch off and say, “Well Pilate’s doesn’t work for me, I went to Pilate’s and I just couldn’t get this working.” Or, I went to this personal trainer with really tight muscles and I just didn’t get any benefit from it.” That’s not a critique of the individual or what they did it’s just that there was some information that was missing and I fill that gap of information. We’ve talked about taking a step back and saying, “Okay, what I’m doing is not necessarily performing in the way that I would hope. Right, okay, now let’s use these tools to work out what that is.” The ideal client is the ideal client with the same problems, it’s just that every body is different and reasons why something is happening in that body will be different. It falls into patterns obviously, but it’s having that ability to say, “I want to learn more about my ideal client, my ideal client is a new mom who’s just had their babies and they want to get back into the fitness that they had their babies” is another classic exampl