You've been hearing it everywhere: If you want to be successful, you need to differentiate. But how do you do it without losing what is uniquely you in the process? That’s exactly why today, in part one of this two part series, I have asked JV Crum III to join us. Listen as he shares his views on heart passion and deciding what kind of coach you truly want to be. During this session, JV also drop some indisputable logic on you that should help to dissolve your fear and discomfort around charging for what you do. Think that’s a lot? Just wait for part two! JV will be sharing his views on abundance and why it is a mindset you must embody, even if you have a dire need for clients. Episode outline: Many people try to differentiate themselves based on a keyword that is easy to get to the top of Google, or a topic that is hot at the moment. The truth is while it may get you some success, it isn’t the key. People shouldn’t try to differentiate themselves with something that isn’t truly them. If you want to truly obtain success through differentiation, you need to look inside yourself first, because who you are inside is going to be a match for a certain type of client. To do this, JV suggests the three step process below: * You heart passion or "true north" - Put your hand on your heart and ask yourself, "What is it that you’re so passionate about?" That one thing you would do all day long, lose complete track of time doing, and do for free. * Your purpose – Next, ask yourself what difference you want to make in the world. The one thing that if you left this earth without providing, you would think you missed the boat. * Your strengths – Each coach has different strengths and abilities that allow them to do something better than most. They may have had training to perfect these skills or abilities, however, they probably could perform them better than 90% of others even before this training. Convergence factor - There is probably over one-hundred niches that you could work within. However, the niche you decide to focus your energy on should be one where clients are seeking what you’re excited about providing, and have the money to pay for your services. One fact that may be important in obtaining this convergence is deciding what previous success a prospect must have had before you will accept them as a client. JV suggests that it is a lot easier to take a client from half a million turnover to a million, or one million turnover to two million, than it is to take someone from fifty thousand turnover to one hundred. This is because they already have the right mindset and reference points of success. The further up the chain the client is, the more they will be happy to pay you, the better client they will be, and the better results you will obtain for them. JV suggests that once you find the right clients for you (your avatar), while staying authentic and true to yourself, then you will get plenty of business. I try to do what I love, but I struggle to charge for it! JV advises scarcity and abundance is a continuum and while no person completely embodies either, many unsuccessful coaches tend to be more scarcity focused. The scarcity mentality suggests that there are not enough customers for everyone and there isn’t enough money to go around, therefore, we must fight for our part and not charge too much or clients may not be able to afford us. JV proposes that the closer that anyone sits to abundance, the more profitable, financially successful and bigger the difference they can make in the world. Why? Ask yourself: If you pay $5,000 for something compared to $50 then are you more likely to want to get some value back? Of course. In short,