I became a parrot 🦜

Hey Friend,

The best compliment I got on a consult call was that I'd turned into a parrot.

Let me explain.

A client asked me this week where the line is.

How much do you give away for free before you've given away the thing you actually sell?

He is building something awesome and he's terrified of handing over too much.

It's the question I get more than any other. So here's the cleanest answer I have.

You give them the what. You sell them the how.

On my paid "once off" calls I never consult. That's why I call them gameplan calls. I don't solve the problem in the room. I ask where they are, where they want to be, what they've tried, and what's worked so far. Then I tell them exactly where they need to go.

"You need an engine that does this. Then an engine that does that. Give or take, that's 15 days of work."

And then I shut the furk up.

That's the parrot. I'm not being clever. I'm repeating the same map I've drawn 69 times. My first months doing this, my conversion was rubbish, because I'd cram the call with questions and drown them in detail. The moment I stopped doing that and just handed over the direction, it clicked.

Because direction isn't the hard part for them.

Doing it is.

So they sit there with a clear path and they say the magic words. "Could we do this together?" That's when the door opens. Not before.

I missed this bit for ages...

Telling someone what to do doesn't lose you the sale. It makes the sale. They now know exactly how big the mountain is. (Sweet cheezus furk I sound like a motivational speaker). Most of them look up, see the climb, and ask for a guide.

The what gives them belief. The how is what they pay for.

(It's literally the premise of my 1:1 gameplan call (https://docs.google.com/document/d/1Gq14dVtbNjG5agv_f0qo4g3FTPrcg38-fi-D2U2Z8gQ/edit?tab=t.0#heading=h.tp6939od0tsi) & gameplan tool (https://jacobpegs.swipefast.io/gp))

If you've been hoarding your knowledge because you're scared of giving the game away, you've got it backwards. Give the map. Sell the climb up the mountain.

Then load your motivational speaker to scream from the roof top.

I built a tool that gives your people their map and points them at your door.

I sell it for $5 bucks. Some people want to work in closer proximity. Others want to join Modern Maker (https://skool.com/modern-maker) and give it a spin.

Others are happy where they are and they follow along.

Your biggest fan,

Jacob 'polly wants a cracker' Pegs

oh look, a hooman!