W W W . I H E A R T M Y L I F E . C O M

SCARED OR RICH

7 P R A C T I C A L B I Z T I P S TO M O V E PA S T F E A R A N D H I T YO U R M E G A M O N E Y G O A L S

by Emily Williams

NOTE FROM EMILY, pg. 3 -4

INSPIRATION, pg. 5

WORKBOOK, pg. 6

TAKE ACTION, pg. 54

EXTRA NOTES, pg. 55

CONTENTS

pg. 2

pg. 3

A NOTE FROM EMILY

Hi Lovely,

I’m so excited to welcome you to my Scared or Rich training!

When I was thinking about the training that I wanted to create and the topic for Scared or Rich

came to mind, the funny thing is that part of me was a little bit scared of the topic.

I was thinking to myself, “Should I just be doing something like ‘Fast Track to Five Figures’?”,

which I know everyone wants to know, but at the same time, I found it a little bit boring. So I had

to move past my own fear to even move forward with this training.

This training is really important to me because everything I’m going to share with you has made

such a huge difference in my own life and business. Fear is a huge topic for any entrepreneur, and

we’re going to go deeper with that (just know that fear is normal, but it’s boring!).

I’m going to share the top mistake I see entrepreneurs making that keeps money from coming

their way. This is totally fixable once you learn it, so stick with me. You’ll also learn the three

things to focus on to stand out from the crowd in your industry. Then you’re going to also learn

my number one mindset shift to reaching your own mega money goals.

Emily xx

pg. 4

The things I’m going to share with you are simple. They’re not scary. And just in case you didn’t

realize, these are all things that you can implement starting today – and I highly recommend

you do.

Lastly, I really want you to believe that getting past your fears and bringing the money you desire

into your life and biz is possible for you. That’s one of the key things here – just knowing how

possible financial freedom is – and whether it’s five figures, six figures or seven figures, just know

that if someone is out there doing it, that means it’s possible for you, too.

Let’s do this!

INSPIRATION

“NOTHING IS CHANGING UNLESS YOU MAKE IT CHANGE. THE BEST TIME TO ACT ON A FEELING YOU HAVE IS RIGHT NOW. THINKING ABOUT IT JUST MAKES IT HARDER. REMEMBER THE FIRST FIVE SECOND RULE. IF YOU ARE WAITING TO FIGURE OUT WHAT TO DO WITH YOUR LIFE

UNTIL YOU HAVE MORE TIME, MAKE TIME TO START YOUR SEARCH RIGHT NOW. THE LONGER YOU WAIT, THE LESS LIKELY YOU WILL TO ACT.”

Mel Robbins

pg. 5

J O U R N A L I N G

I N T E N T I O N

I T ’S P O S S I B L E F O R YO U, TO O

H O W D I D I T F E E L

F E A R I S B O R I N G

W H AT W E R E S I S T P E R S I S T S

P E R F E C T D O E S N OT E X I S T

F E A R V E R S U S A C T I O N

7 P R A C T I C A L T I P S

B O N U S T I P

WORKBOOK

pg. 6

JOURNALING

Fear is an emotion that holds so many women back from really going after their dreams and

reaching their financial goals. It’s time to acknowledge those fears so you can really start to

address them.

Take a few moments right now to journal about any fears, worries, or anything else that’s

currently scaring you in your life or business.

C O M M E N T B E L O W.

pg. 7

pg. 8

INTENTION

Intentions are really important to getting the results you want in your life and business.

For example, you can set an intention for how you want a difficult conversation to play out, the

type of person you want to sit next to you on the plane, or for a certain amount of money.

In light of the fears you shared above, it’s time to set an intention related to overcoming those

fears and blocks in your life and biz.

S O, W H AT ’S YO U R M A I N G O A L O R D E S I R E D O U TC O M E F O R C O M P L E T I N G T H I S

W O R K B O O K ? P R E T E N D L I K E YO U’R E W R I T I N G A L E T T E R TO A F R I E N D. B E O P E N,

H O N E S T A N D S P E C I F I C .

pg. 9

IT’S POSSIBLE FOR YOU, TOO!

Something I’m very proud of is the timeline on my website (have a look here), and I want to share this with you because it shows you my journey from where I started to where I am today.

I share this because this is the part where you recognize that everything that I’ve done so far is also possible for you. Please keep that in mind.

I always say, the U-turn that brought me to you was when I was driving to Chicago back in 2008 to start a master’s program. I was driving there with my mom to get a psychology degree at

Northwestern and really decided in that moment that it wasn’t the right decision for me. We literally did a U-turn and went back to Ohio. I can’t explain how that happened besides there was something in my gut telling me that it wasn’t the right thing for me. But it wasn’t as if everything suddenly became clear – that was just the start of my journey to my something big and in fact, I

quickly entered into a quarter-life crisis once we returned to Ohio.

For those of you who have been there, you know that it’s definitely not fun. I had to move back in with my parents. I ended up working at Starbucks for a bit because I didn’t know what I wanted to do with my life. I felt like a failure. I felt like, “how in the world did I just spend over $100,000 on undergraduate education and graduate with honors and still not know what in the world I’m

doing with my life?”.

I’d always felt like I was meant to do something big but for some reason, I couldn’t see how the puzzle was going to fit together yet.

Maybe that’s how you feel today. I hear you. But you just have to get started. You have to move past the fear, because what’s on the other side is better than anything you could have

ever imagined.

My life is completely different now — I got the idea for I Heart My Life in September 2013 and got my first client in July 2014. Since then I’ve created a 7-figure business, enabled my husband

to leave his 9-5 job and join me as a coach, moved into a 6-bedroom London house, and I get to travel the world while working with the world’s most incredible women. Seriously.

(If you want to know more about my story, click here to view the timeline.)

And all of that is possible for you too, but you have to get started and believe it’s meant for you. Let me ask you a few questions before we move forward…

pg. 10

Have you been or (are you currently) in a place where you’ve struggled to see how the puzzle of

your own “something big” would fit together?

S H A R E A N Y T H O U G H T S O R E M OT I O N S T H I S B R I N G S U P F O R YO U.

Part of getting out of that place of fear and confusion and into a place of clarity is getting really

clear on the fact that what you desire IS possible for you – and truly believing it deep down. The

truth is, we don’t always know HOW it’s going to play out, but the “how” isn’t as important in the

beginning as you believing your dreams are meant for you.

H O W W O U L D I T F E E L TO A C T U A L LY B E L I E V E T H AT YO U R “S O M E T H I N G B I G ” I S

T R U LY P O S S I B L E F O R YO U ?

pg. 11

TA K E A M O M E N T TO T H I N K A B O U T T H E L I F E A N D B U S I N E S S YO U’V E B E E N

D R E A M I N G O F D E E P D O W N. W H AT A R E T H E “B I G T H I N G S ” T H AT YO U F E E L D E E P

D O W N YO U’R E M E A N T F O R ? L I S T T H E M B E L O W. (D O YO U R B E S T TO N OT C E N S O R

YO U R S E L F !)

pg. 12

HOW DID IT FEEL?

How did it feel to list out everything above? What emotions came up for you? Where have you

realized you were holding yourself back from really going there? Where did you feel resistance?

When was the last time that you actually thought about everything above?

C O M M E N T B E L O W.

pg. 13

FEAR IS BORING

If you’re anything like the women I work with (and me!) listing out your dreams probably brought

up a lot of emotion and potentially even fear.

And again, if you’re anything like the women I surround myself by, your dreams probably

consisted of some big money goals.

Well, you’re in the right place! Two of my favorite topics are money and fear. Fear is a part of our

daily lives. Fear is normal for all of us so I want you to know that, but I also want you to know

that in order to step into the life that you want and create a financial freedom that you want,

you’re going to have to move past that fear. So I’m going to tell you a few things from the get-go

in terms of what you should know about fear.

As Elizabeth Gilbert says in Big Magic, fear is normal, but it’s boring. (Just so you know, I’m

going to give you a bunch of book recommendations in this training so keep an eye out for these

throughout this workbook.) And who wants to be normal or boring?

Now, I’m not saying that when you have more financial success, you won’t be scared. In fact,

there are plenty of things that scare me and they will continue to scare me. I know that for a fact,

but that just means that I’ve moved past my fear. I don’t let it run the show.

You can, in fact, be scared and rich but the key is that your fear simply cannot run the show if you

desire to be rich. In fact, I believe if you don’t feel fear, your dreams aren’t big enough. Have you

ever heard that phrase about your fear being the indicator that your dreams are big enough? I truly

believe that. There are things that I do and steps I take and decisions I make that do scare me, but

I also know that they excite me.

One of my favorite books is called The Big Leap, and the author talks about how fear is just

excitement without breath, so oftentimes we get them confused. We think that in order to know

if something is right for us or if it’s the best move, we can’t feel fear. We have to be perfectly sure

that it’s the right step or we have to even be calm about it.

But truly, if you’re calm about going for your dreams, they’re not big enough.

pg. 14

A R E YO U R D R E A M S S O B I G T H AT T H E Y S C A R E YO U ? I F N OT, I N W H AT WAY S D O YO U

N E E D TO L E T YO U R S E L F D R E A M B I G G E R ?

I N W H AT WAY S H AV E YO U B E E N P L AY I N G I T S A F E W H E N I T C O M E S TO

YO U R D R E A M S ?

pg. 15

I N W H AT WAY S A R E YO U C U R R E N T LY L E T T I N G F E A R R U N T H E S H O W I N YO U R L I F E

A N D B I Z ?

H O W W O U L D YO U R L I F E A N D B U S I N E S S B E D I F F E R E N T I F YO U S TO P P E D L E T T I N G

F E A R R U N T H E S H O W ?

pg. 16

WHAT WE RESIST PERSISTS

It’s not about resisting your fear or making yourself wrong for your fear, because that will make

it even more powerful. Whatever we resist persists. That includes your fear. It’s not about feeling

guilty or having a pity party about all your fear, it’s just about moving past it. I’m going to show

you a few ways to do that in this training.

I may not know you personally, but if I could guess what you’re scared of, I’d guess that you’re

probably scared of what people will think. Or maybe you’re scared of someone saying they don’t

want to work with you. You may be scared of being broke or that it won’t work out if you go for

your dreams. You’re scared that what you want to do has already been done before. You’re scared

you won’t be able to pay your taxes. (That’s a big one I hear so we’re going to talk more about

that in a second.) You’re scared of raising your prices. You’re scared of what your friends and fam-

ily will say. You’re scared of putting yourself out there and hearing crickets. You’re scared of mean

comments. You’re scared of Facebook live. You’re scared you don’t have what it takes.

Just in case you didn’t know, I’m human and I have the same fears. I still experience them and so

do my clients but truly, these fears cannot stop you from moving forward towards your dreams.

Your dreams have to be bigger than your fears! It’s possible...

W H E N I T C O M E S TO YO U R B U S I N E S S , W H I C H O F T H E F E A R S L I S T E D A B O V E A P P LY

TO YO U ? D O YO U H AV E A N Y A D D I T I O N A L B I Z F E A R S T H AT W E R E N’T L I S T E D A B O V E ?

pg. 17

H AV E YO U B E E N R E S I S T I N G YO U R F E A R A N D/O R M A K I N G YO U R S E L F W R O N G F O R

YO U R F E A R ?

H O W W O U L D I T F E E L TO A C K N O W L E D G E YO U R F E A R B U T M O V E

F O R WA R D A N Y WAY ?

pg. 18

PERFECT DOES NOT EXIST

Fear tells us to wait for perfect, but perfect does not exist. I know that many women know what

I’m talking about when I say waiting for perfect.

One of my favorite books is The Confidence Code by Claire Shipman and Katty Kay. They talk

about this incredible study that was done within the company Hewlett-Packard, and they found

that men would apply for new positions and new jobs when they met just 60% of the job

requirements, yet women waited until they felt 100% ready for the role – until they felt perfect.

Essentially, think about all of the opportunities that we’re missing out on when we’re scared

of not being qualified or we’re scared of not being perfect, or we’re scared of not being good

enough. It’s a big issue!

To me, it’s really sad that we as women hold ourselves to that standard, and that’s why I’m so

passionate about this topic. You know, there are so many people out there who are waiting for

that perfection or waiting for the fear to go away; they’re waiting to feel 100% ready. But that’s

not serving them.

I remember when I moved to London, I asked my grandpa how I would know if I was making the

right decision and if I would ever feel 100% sure about something. He said, probably not but you

just have to go for it and see what happens. And that’s since become my mantra. I truly believe

that we can’t wait for that 100%, because it will likely never come.

pg. 19

D O YO U S T R U G G L E W I T H F E E L I N G L I K E YO U H AV E TO B E P E R F E C T / 100% R E A DY

B E F O R E M O V I N G F O R WA R D ? I F S O, W H Y D O YO U T H I N K T H AT I S ?

I N W H AT WAY S D O YO U N E E D TO S TA R T L E T T I N G G O O F T H AT S TA N D A R D O F

P E R F E C T I O N, S O T H AT YO U C A N M O V E F O R WA R D I N YO U R L I F E A N D B I Z ?

pg. 20

FEAR VERSUS ACTION

Moving past fear is key if you want to go from the person who struggles and stays broke to the

one who’s successful.

Now, for those of you who have been following me, you know that I love quotes, so here are a

few. (Take note of the books that I recommend throughout this training because they’re all

incredible, and they’ve been a big part of my own transformation.)

Here’s one from Big Magic by Elizabeth Gilbert. She says, “Trust me. Fear will always show up,

especially when you’re trying to be inventive or innovative. Your fear will always be triggered by

your creativity because creativity asks you to enter into realms of uncertain outcome, and fear

hates uncertain outcome.”

What she’s saying here is that when you’re going to do something that is different or something

outside the box, it stretches you. Fear is automatically going to show up because it hates

uncertainty. It tells you not to move forward, even though the outcome could be amazing. The

key is not to listen to fear as it’s telling you to stop.

Let’s keep going with this. Here’s another one. This is a new book I love called The Universe has

Your Back and in it author Gabrielle Bernstein says, “Remember, the goal isn’t to avoid fear. Fear

will never go away altogether. If you pour your energy into trying to avoid it, you miss the

opportunity to experience the Holy Instant. Instead, the goal is to not believe in fear.”

(In case you haven’t read this yet, the “Holy Instant” is essentially when you start to believe that

the universe has your back and you start to follow your path and move forward toward your

purpose. When you’re putting all your energy into trying to avoid fear, you miss out on

opportunities, you miss out on the path that you’re meant to take, and you miss out on all

the good stuff.)

Fear itself isn’t bad but if we let it, it does some bad stuff. It stops us from being visible, it stops us

from making money, it stops us from impacting the world, it stops us from going for

opportunities, it stops us from reaching people who need what we have to offer, it stops us from

taking action and – stay with me here – action is the key to reaching your goals. Remember that.

pg. 21

I N W H AT WAY S H A S F E A R H E L D YO U B A C K F R O M TA K I N G A C T I O N ?

W H AT H AV E YO U M I S S E D O U T O N B E C A U S E YO U L I S T E N E D W H E N F E A R WA S

T E L L I N G YO U TO “S TO P !”?

A R E YO U R E A DY TO C O M M I T TO A C K N O W L E D G I N G YO U R F E A R B U T TA K I N G

A C T I O N O N B E H A L F O F YO U R D R E A M S D E S P I T E T H E F E A R ? H O W W O U L D

T H AT F E E L?

pg. 22

7 PRACTICAL TIPS

Mel Robbins — the author of the book Stop Saying You’re Fine — says, “In the modern world,

fear is baggage. You need to question all those feelings and signals that your unconscious

mind is sending you. Caution keeps you from making a change. Worry stops you from taking

action. Uncertainty prevents you from exploring and breaking out of your routines. You need to

see how fear and caution mess with your mind and make you avoid risks or invent risks where

they don’t really exist.”

This is one of the things I want to point out and support you in really understanding. Often times,

when some new opportunity comes your way or you have a big decision and it brings up some

fear, most of the time that fear isn’t real. Your mind is inventing risks that don’t truly exist because

it’s looking for something to do. When you go and check in with your heart, your heart has the

answer. It’s the mind that gets in the way.

All seven of my practical biz tips for overcoming fear have to do with moving past fear. This isn’t

about eliminating fear. This is about learning how to move past it as well as practical action steps

that you can take to do that today. And remember, you can feel the fear but do it anyway.

With each of these seven tips, I’m going to list the common fears that you’re going to be moving

past when you put each tip into practice in your own life and biz.

You do not have to let fear run the show. You no longer have to make your decisions from a place

of fear. In order to reach your goals, you have to take action despite your fears. That’s going to be

one of the key things here.

pg. 23

TIP #1

M O V E PA S T F E A R A N D I N TO A C T I O N.

Fear(s) to move past: fear that you’re not enough, that everyone has something you don’t have,

that it’s all about luck, that you don’t have enough time, money, or aren’t pretty or

skinny enough.

Action is where it’s at, right, so moving past fear is all about taking action. Even if those fears come up, the key here is to not let them hold you back. Again, it’s about taking action despite

that fear.

Here’s an action step for you right away. Recognize the thoughts and fears that aren’t serving you and take action despite not feeling confident, ready, good enough, etc. Ignore the mind chatter that keeps you stuck. Remember, you have a mind, but you are not your mind. Again, that fear usually exists only in your mind, so check in with your heart – what do you want to do? What

action do you want to take? How do you want to move forward? If you don’t know how to move forward, especially those of you in a business looking to move forward and make more money,

I’m going to tell you how in a second.

In Stop Saying You’re Fine by Mel Robbins, she talks about talking action within five seconds. I love this so much. She basically says that if you don’t act within five seconds, you’re never going to

act because your mind gets in the way and says “Oh no, don’t do that”. Here’s an example...

Recently, my husband and I were at a Brendon Burchard event.

pg. 24

During the converence, we got an invitation to be a part of Brendon’s exclusive mastermind.

My heart was saying: Okay, this is something I have to do. This is someone who works with

Oprah and Richard Branson and Usher and Arianna Huffington. I need to work with Brendon. (I

had literally just told my friend that I wanted to do it before even knowing it was available!)

Then the fear started to creep in. Over the next hour I started to think “Well, I wasn’t planning on spending that money right now ($60,000). What if I’m too young for this? What if he doesn’t

want to work with me? What if we don’t get a lot of time with him? What if it’s not the right time?

I went into that what-if mode (I imagine you’ve been there at some point).

Long story short, we ended up signing up because I knew that my mind was trying to get in the way of what my heart actually wanted. Those gut instincts, that’s what you should trust. Our mind talks us out of stuff and invents crazy reasons why we should stop taking action. It wants to keep

us safe but ends up keeping us stuck!

Again, Mel Robbins says, “Nine times out of ten when you feel caution, there is actually no risk. It’s your evolutionary hardwiring peering into the darkness and saying, ‘beyond this point lies the unknown and the unknown should be feared.’ The unknown shouldn’t be feared. It should be em-braced. Feeling nervous is not a red flag warning you of danger. Nerves mean you are about to do something new. Feeling nervous is a part of the program, so expect to feel nervous. It is a signal

to step on the gas, not the brake.”

How huge is that?! Fear is a signal to step on the gas not the brake! I’m guessing you’ve never thought of it that way…

Most of us have been trained to believe that fear is wrong and it means red light, stop – but itactually doesn’t mean that. When we start to expect to feel nervous and use it as an indica-

tion that we’re excited or that something is really big or something new is meant for us, it’s a game-changer and so much more freeing.

This training is about you keeping that foot on the gas consistently even when that fear shows up.

You need to be taking action consistently on behalf of your dreams. That’s tip number one.

pg. 25

Here are a few more quotes that illustrate this. In Big Magic, Elizabeth Gilbert says, “Any motion

whatsoever beats inertia because inspiration will always be drawn to motion.” She’s saying here,

just take action, just make some sort of motion towards your dreams.

Marie Forleo says, “Clarity comes from engagement, not from thinking about it.” I have so many

women who come to me. They’ve been sitting on the sidelines, they haven’t been moving forward

with their dreams and they’re wondering why they’re not any clearer.

Well, I’ve got to tell you, it’s because they’re not taking action. Clarity comes from engagement,

not from thinking about it.

S O, W H AT A C T I O N S A R E YO U G O I N G TO S TA R T TA K I N G TO D AY TO P U T YO U R

D R E A M S I N M OT I O N ?

pg. 26

M O R E N OT E S O N T I P #1

pg. 27

TIP #2

C H O O S E O N E I D E A L C L I E N T TO W O R K W I T H.

Fear(s) to move past: The fear of missing out, the fear of making the wrong decision.

For those of you who are entrepreneurs, especially those of you who are new in the entrepreneurial world or coaches, it’s important to choose one ideal client to work with.

I know you’re probably already sick of hearing about ideal clients, but it’s so important. Mostpeople have that fear of missing out or the fear of making the wrong decision when they’re trying

to choose that person to work with. Do not be the person who says, “Oh, I work with everyone /anyone who...”. That’s too wishy-washy. Make a decision. I know it can be scary but

you aren’t getting a tattoo on your face. This can change, but start with one person.

Truly, once you make that decision and you get specific, you will start to see momentum in your business, money coming in, and people will start to get what you do and refer you to others. I

know that’s what you want. You want your message to spread, and it will by picking one person.

In case you don’t know this part of my story, early on in my business there was actually a period in time in which I had 54 no’s in a row from potential clients. When I first started, I was one of

those “everyone” girls. I wanted to help the women who went through that quarter life crisis, and often times my message was “I work with the woman who dreams big”. That was obviously not

specific enough.

Thus, I had this period of 54 no’s in a row. No one wanted to work with me. I was clearlyattracting people (looking back, it’s pretty amazing that I had 54 discovery calls in six weeks), but when they got on the phone there were a few issues there. One was that I wasn’t specific enough,

and two was my sales process (which we’re going to talk about later in this workbook).

This is really the top mistake I see new coaches making – trying to serve the world or trying to be the health coach and the stylist and doing the whole “lifestyle” thing and being way too general,

so please hear me when I say that success and more money coming in is about you gettingreally clear on your ideal client.

Here’s an action step for you right now…

pg. 28

ACTION STEP

Take a look at your current ideal client. When people describe that person, is the phrase “anyone

who” or “all people who” or “everyone” part of the description? Would someone know who you

serve if they landed on your website? Would it be obvious? What if you were out talking to

someone about your business – would they understand who it is that you work with? Can people

actually refer people to you based on who you serve? Or is it still unclear who it is that you work

with and what you do?

If you haven’t gotten clarity on this person yet, ask yourself who you’re excited to work with,

because I know that if you’re completing this workbook, you’re probably looking for those

five-figure or six-figure months and those seven-figure years – and it’s all possible for you. But it’s

only possible if you’re excited about what you’re doing and specific about who you’re serving.

So, who is it you’re excited to work with? What gets you out of bed each day? (Sometimes it helps

to take a look at your own story. Where was your U-turn moment? Where was your

transformation? Where did you move forward with your dreams or have that “aha” moment?)

pg. 29

D E S C R I B E YO U R “U-T U R N” M O M E N T ? W H E R E WA S YO U R T R A N S F O R M AT I O N ?

W H E R E D I D YO U M O V E F O R WA R D W I T H YO U R D R E A M S O R H AV E T H AT “A H A”?

I F YO U C O U L D W O R K W I T H A N Y C L I E N T I N T H E W O R L D, W H O W O U L D YO U B E

E X C I T E D TO W O R K W I T H ? D E S C R I B E T H AT P E R S O N I N D E TA I L B E L O W.

pg. 30

YOUR TREE STUMP

In case you’re still struggling with this, here’s how I picture it:

If you look at the Tony Robbins of the world, he’s on a stage and now has the space and

opportunity to reach millions of people – to fit millions of people on his stage, so to speak.

If you think about you just starting out, your stage is really the size of, say, a tree stump. You’re

standing on it. No one else is really able to stand on it yet because they don’t know about you.

Maybe your 15 friends and family fit (that’s how I started), but that’s it so far.

But as you grow and you expand your business, of course your platform is going to be more of the

size of the stage. You’ll get to expand your audience. You’ll get to reach more people. You’ll get to

be a bit more broad if you so choose.

So in the beginning, think about who you can fit on that tree stump. Pick that one ideal client and

then expand out from there, because you have to get specific to build momentum in your business

and for the money to come in.

G E T E V E N M O R E S P E C I F I C A B O U T W H O B E L O N G S O N YO U R “T R E E S T U M P ” R I G H T

N O W. I S T H E R E S O M E O N E S P E C I F I C W H O C O M E S TO M I N D ? C O M M E N T B E L O W.

pg. 31

M O R E N OT E S O N T I P #2

pg. 32

TIP #3

B E YO U A N D T E L L YO U R S TO R Y E V E R Y W H E R E .

Fear(s) to move past: The fear of being you, being judged, not being far enough along, fear of

what people will think.

So many women have this fear of being themselves or being judged or not being far enough along or fear of what people will think, and I totally get it. I felt the same thing and often times it feels

like you need to be cookie cutter, especially in the coaching world (my industry).

But truly, once you move past your fear of being you and putting yourself out there you’ll start to realize that the best thing you can possibly be is yourself, and people will start to take notice.

The truth is, there are people who can only hear what they need to hear from you. I remember one of my coaches telling me that. There was this unique message I was meant to deliver and

there were people and clients who can only hear what they need to hear from me, and that always stood out to me and really excited me.

At this point, I’ve had clients say that they had prayed to find me, or that I was on their vision board. They had set an intention for something like my program to come their way, or when my Facebook ad popped up on their newsfeed it was a sign and that my story spoke to them on a

deep level. I love those moments. I love hearing that. The same is possible for you. Your story is what is going to draw people in, and people don’t expect your story to be perfect. Really, start

with where you’re at.

Again, so many coaches (or entrepreneurs in general) think that they aren’t far enough along, but just be that half a step or step ahead of your ideal client, and that’s good enough. Once you build

momentum you’ll become much further along compared to your client.

Please don’t expect yourself to have been in this industry or whatever industry you’re in for 20 years before you start working with clients. You are ready now, and if you’re not ready, do what it takes to get ready. Build your confidence, take a course, learn what it is that you need to learn to

feel more confident.

And if you’re still looking for ideal client clarity, check out my Ideal Client Mini-Course on the Member’s Site. (And if you’re not an IHML member yet, sign up here. It’s free!)

pg. 33

ACTION STEP

Here’s an action step: Take a look at your business and marketing right now – are you being you?

Are you sharing your story? Are you creating a brand that’s you?

I highly recommend in order to stand out from the crowd, especially as a new coach, to share

your story everywhere. It’s gold! Share it on your website. Share it on social media. Do a video in

Facebook Live. Share it in your emails.

I share my story on every call that I do. I never know when someone is new to my brand and to

my trainings. Your story can be the thing that someone needs to hear. Your story will support you

in connecting with your potential client on a deeper level.

People want to know you. It doesn’t have to be perfect, so start to share your story everywhere.

H O W C A N YO U S P R I N K L E M O R E O F YO U A C R O S S YO U R B R A N D A N D YO U R W O R K ?

pg. 34

M O R E N OT E S O N T I P #3

pg. 35

TIP #4

F O C U S O N O N E T H I N G AT A T I M E , T H AT ’S H A P P E N I N G N O W.

Fear(s) to move past: The fear of the unknown, the future, and the “what-if’s” and the “how’s”.

It’s time to move past the fear of the unknown, of worrying about the future, and all the what-if’s

and the how’s. As a new entrepreneur it takes a lot to get this thing off the ground. As I

mentioned, I had a period of 54 no’s in a row. Sometimes I was working a hundred hours a week.

In particular, there was one month, November 2014, where I had a 20k month. I sold ten $2,000

coaching packages and that literally took everything I had to get that program out there, launched

and filled. I made it my mission. I did four trainings, one per week and literally, all I thought

about, all I talked about, all I emailed my list about was this one-on-one coaching program for

$2,000 and how there were only ten spots.

Momentum and money coming in is about you eliminating distractions, especially if you’re new. I

do not want to see you trying to launch a one-on-one program, a group program, an infoproduct,

hosting events and doing intensives, all while starting out. Do not do that to yourself! There is

time for everything, but it’s not all at once.

What is the thing that’s really going to generate the income for you? Because, especially in the

beginning, that needs to happen for you to keep your biz going and it’s probably not a $49

product. In my opinion, don’t focus on group programs straight away either if your list is small

– wait until you have about a thousand people on your list until you focus on a group program if

you really want to fill it and bring in the money that I know that you desire.

pg.36

ACTION STEP

Here’s an action step: If you’re just starting out, focus on the next month or at the most, the next

90 days. What are your specific goals? If you’re focused on one month ahead, pick one goal – so

for instance, one program to fill.

Make decisions based on where you want to be, but focus on what has to happen now and the

money that has a purpose now – not on longer-term future goals. (I hear so many women asking

how in the world they’re going to pay their taxes, and that’s great – I’m glad they have an

awareness of the need to pay their taxes. But if taxes aren’t due for another year and a half, then

let’s put this in perspective! If I had been worrying about paying my taxes that were due in a

year and a half, I would have been standing still. I wouldn’t have been investing in programs that

helped me propel my business. I wouldn’t have been investing in Facebook ads. I would have just

been hoarding my money. I’m not a financial adviser by any means but I’m here to share what has

worked for me, and worrying about financial expenses years away does not serve the entrepreneur

who is working to get her business off the ground.)

Let’s focus on the present moment because that’s where your energy has to go to get this off the

ground and to build that financial momentum. It’s only at this point when I have a seven-figure

business that I’m thinking about a year ahead, because events I’m hosting, programs I’m launch-

ing – that affects more than just me.

You have absolutely no idea how much is possible and how much you’re capable of. You’re going

to knock your own socks off!

pg. 37

S O, W H AT D O YO U N E E D TO F O C U S O N R I G H T N O W T H AT W I L L H E L P YO U G A I N

M O M E N T U M I N YO U R B U S I N E S S ? L I S T A C T I O N S T E P S B E L O W T H AT YO U C A N TA K E

S TA R T I N G TO D AY.

pg. 38

M O R E N OT E S O N T I P #4

pg. 39

TIP #5

G E T C O N S I S T E N T A N D P E R S I S T E N T W I T H YO U R M A R K E T I N G A N D YO U R

ONE O F F E R.

Fear(s) to move past: Fear of sending too many emails, of bothering people, or of people

unsubscribing.

Take a look at your marketing from the past few weeks – are you sending emails to your list about

an infoproduct, a one-on-one program, a group program, and that intensive that you thought you

might offer in California in a few months? Are they getting confused? Again, just like you have to

get specific about your ideal client, you have to get specific about your offer and be consistent.

In working with thousands of women around the world, I see two patterns: either you’re sending

your list a million different offers (and confusing them) or you’re not sending anything because

you have this fear of sending too many emails. I’m not sure which camp you’re in, but I am sure

you’ve experienced both. I know I have, but the thing is, you have to get consistent and persistent

with your marketing and you have to choose one offer in order to get your business out there.

This is non-negotiable so I’m not going to sugarcoat it!

There are people on your list who might look like they’re not opening your emails or they’re

not as engaged, but that’s okay. They may just be busy or taking a hiatus from their email. Who

knows! Your job is to stay in front of them.

Think about it like this -- if they’re only opening one email to every four emails you send, and say

you only send out one email per month, that means it will take someone four months to even read

a message from you. Thus, you have to get consistent with your email marketing. (And on that

note, if someone wants to unsubscribe, send them love and on their

merry way! It doesn’t matter!)

pg. 40

W H I C H “C A M P ” A R E YO U I N ? D O YO U S E N D A M I L L I O N D I F F E R E N T (C O N F U S I N G )

O F F E R S TO YO U R L I S T, O R A R E YO U N OT S E N D I N G E N O U G H B E C A U S E YO U F E A R

B OT H E R I N G P E O P L E ?

D E S C R I B E T H E O N E O F F E R T H AT YO U C A N D E D I C AT E TO M A R K E T I N G

C O N S I S T E N T LY A N D P E R S I S T E N T LY, S TA R T I N G R I G H T N O W.

pg. 41

W R I T E YO U R E M A I L P L A N B E L O W F O R M A R K E T I N G T H I S O N E O F F E R I N G . H O W

M A N Y T I M E S W I L L YO U E M A I L YO U R L I S T P E R W E E K ? W H AT D AY S /T I M E S ? W H AT

W I L L T H O S E E M A I L S E N TA I L?

pg. 42

M O R E N OT E S O N T I P #5

pg. 43

TIP #6

I N V E S T I N YO U R D R E A M S .

Fear(s) to move past: The fear of spending the money and it not working out; fear of not being

able to do this on your own; fear of spending more money on your dreams (or on a

new dream).

Most people have a fear of spending the money and it not working out. I know a lot of people

have made investments that maybe they regret. Maybe you have a fear of not being able to do

this on your own. Or maybe there’s a fear of spending more money on your dreams or on a new

dream altogether.

A lot of people have that fear of “how can I invest in something if I’ve already invested in

university or college” or “I already have this amazing job and I spent so many years working to get

here”. That new dream thing is a hangup for a lot of people, and maybe you’re one who’s scared

to go down that route.

Or you might have this fear that you’re not going to be the independent woman that you want

to be unless you do this on your own. I know that was me. I was that stubborn little girl with her

arms folded across her chest saying she was going to do it all on her own – and that didn’t work

out too well.

Do not be that woman who allows these fears to get in the way. What I recommend, especially for

all of you newbies in the entrepreneurial world and the coaches in particular, is to ask yourself the

following questions:

pg. 44

I N W H AT WAY S C A N YO U I N V E S T I N YO U R D R E A M S A N D TA K E YO U R B U S I N E S S TO

T H E N E X T L E V E L?

W H E R E C A N YO U G E T S U P P O R T ?

H O W C A N YO U S E T YO U R S E L F U P F O R S U C C E S S ?

pg. 45

ACTION STEP

Truly, this is what I recommend you invest in, in order to stand out from the crowd inthe coaching world:

P H OTO G R A P H Y.

James was the one who took my pictures on my first website – and it looked like my husband took my pictures. It did not look like I was a professional coach, someone to watch in the industry.

Invest in photography as a priority. Photography has made a huge difference in my brand. It will get people’s attention in your marketing. When they land on your website it will really take you to

another level, even if you’re just starting out.

B R A N D I N G .

If branding and making graphics isn’t your thing, then please get some help. It should not look like your six-year-old child did your branding, please.

M A R K E T I N G .

I highly recommend you invest in marketing and building your list. For me, Facebook ads have been incredible. That has been one of the things that’s really helped me build my business and attract amazing people (like you!). I did not start out investing in Facebook ads in the way I do

now. I started where I was at (spending $100/month), and built it up from there.

Again, it comes back to that whole concept of where are you at now? What can you focus on and do now? What action can you take today?

C O A C H I N G .

Truly, the fast path to the success that you want is to learn from those people who have come

before you, not to play the business guessing game. I highly recommend you work with a coach,

and I recommend you join a group of fellow entrepreneurs.

Working with a coach and having amazing women around me changed my life. Again, I was that

girl who thought she could do it all on her own and I thought I was okay hiding behind my

pg. 46

computer and just being me and not connecting. But the truth is, it doesn’t have to be lonely at

the top. You do not have to do work that way and you don’t have to live your dreams alone.

Reaching out to people who get you is massive. You are the sum of the five people you surround

yourself with (Jim Rohn). Think about who is in your corner right now. Who do you surround

yourself with? Are the people around you supportive of your dreams, or are they knocking you

down? Do they get it? Are they entrepreneurs themselves? Probably not. Most people don’t

naturally have that kind of entrepreneurial network around them.

H O W C A N YO U I N V E S T I N YO U R S U C C E S S I N T E R M S O F T H E P E O P L E YO U

S U R R O U N D YO U R S E L F W I T H ?

pg. 47

M O R E N OT E S O N T I P #6

pg. 48

TIP #7

G O D E E P E R O N YO U R S A L E S C A L L S .

Fear(s) to move past: Fear of being too pushy, salesy or sleazy; fear of prying or askingpersonal questions.

Remember those 54 no’s in a row that I had? That happened for two reasons. As I said, I wasn’t specific enough with my ideal clients and how I could help them. I also didn’t really have a sales process down. I had the fear of being too pushy, salesy or sleazy and the fear of prying or asking

personal questions.

You probably know what I’m talking about. When you get on a sales call with someone and they say, “I don’t have the money,” or “I have to talk to my husband,” or “It’s not the right time,” or

even just “I don’t know” or “Not for me” you’d probably – like I did at the beginning – saysomething like, “Okay, no problem. Thanks for your time, bye.” Then quickly hang up the phone.

But the trick is to go deeper with these objections. An action step here is to remember that it’s about the client and not you.

For example, if someone says it’s not the right time, you can say, “I’m curious to know a little bit more about that, why isn’t it the right time? Is there a point where you think it will be the right

time?”. If they say, “Oh well, I don’t know...” you can check in and get curious about what’s really holding them back. (This is something I go deeper with in my coaching in terms of overcoming

objections. Click here to learn more about I Heart Coaching.)

It’s not about talking them into working with you, but it’s about being curious about what might be holding them back. That was the step that I didn’t get at the very beginning and the one I was scared to move forward with. That’s the step that’s really key. What is it that’s holding someone back? How can you help them take action despite the fear on behalf of their dreams and desires?

There’s a reason why I often feature my amazing previous clients and current clients on mywebsite and on calls, because you might resonate with the things that held them back initially.

Then, they were able to move forward, and not everyone is able to do that without a bit ofsupport. Remember, you holding back doesn’t serve you or your potential client.

That’s the way you need to look at your potential clients. How can you be in service to them? It’s not about being salesy or sleazy or prying. It’s about helping them move forward with those big

dreams that they want to achieve.

pg. 49

H O W D O YO U C U R R E N T LY F E E L A B O U T S A L E S C A L L S W I T H P OT E N T I A L C L I E N T S ?

D O YO U H AV E F E A R S A B O U T B E I N G TO O P U S H Y ? H O W C A N YO U F L I P T H E S W I TC H

O N T H AT F E A R ?

H O W W O U L D I T F E E L TO L O O K AT G O I N G D E E P E R O N S A L E S C A L L S A S A WAY O F

B E I N G I N S E R V I C E TO YO U R P OT E N T I A L C L I E N T ?

pg. 50

M O R E N OT E S O N T I P #7

pg. 51

BONUS TIP

M O N E Y M I N D S E T I S K E Y.

I started my busines with $30k in credit card debt and far more in student loan debt. My relationship with money was in the gutter, and most days, I didn’t even want to look at my bank

account.

So when one of my first coaches told me that money mindset was key to making more money, my ears pearked up.

Some people don’t even know they have a money mindset. I definitely didn’t. It’s something that is set normally around the time you’re eight to ten years old, based on what your parents or

society tell or show you about money. And when you bring that mindset into adulthood or your business, it most likely doesn’t serve you or your success. In fact, the way you view money can be

blocking it from coming your way. I know, right?!

After diving into money mindset work, I was hooked, and it’s one of the shifts that I credit with supporting me in going from broke to a 7-figure business owner.

If you’d like extra support with transforming your money mindset so you can move past broke and into the financial freedom you’re craving, my in-depth I Heart Money self-study program will

help you do just that.

Click here to learn more.

(Here’s another tip: You also have to believe your dreams are worth investing in. You have to believe that your investment in yourself will come back around. Truly, how can you expect your clients to invest in programs if you don’t invest in yourself? Investing shows the universe you’re

ready to really do this. You’re no longer going to be that woman who dabbles with all the freebies. (That was totally me, until I finally admitted I needed higher-level support). Don’t be the woman

who’s going to take the long route and do it all by herself.)

pg. 52

W H AT D I D YO U R PA R E N T S O R G R A N D PA R E N T S T E A C H YO U A B O U T M O N E Y T H AT

C O U L D B E H O L D I N G YO U B A C K F R O M T H E S U C C E S S YO U D E S I R E TO D AY ? W H AT

D I D YO U G R O W U P T H I N K I N G A B O U T W E A LT H Y O R R I C H P E O P L E ?

pg. 53

W H AT T H O U G H T S A B O U T M O N E Y, F I N A N C E S , A N D I N V E S T I N G I N YO U R S E L F D O

YO U N E E D TO S TA R T “F L I P P I N G T H E S W I TC H” O N TO D AY ? L I S T W H AT E V E R C O M E S

TO M I N D.

W H AT A R E T H E TO P T H R E E F E A R S A R O U N D M O N E Y T H AT ’V E B E E N H O L D I N G YO U

B A C K I N YO U R L I F E A N D B I Z ?

pg. 54

TAKE ACTION

I love this quote by Mel Robbins. She says, “You need to hear this loud and clear. No one is

coming. It’s up to you. It has always been and will always be up to you. You may never feel

inspired or clear-headed enough to see the moment, but you have to force yourself to do it even if

you don’t want to. Nothing is changing unless you make it change. The best time to act on a

feeling you have is right now. Thinking about it just makes it harder. Remember the first five

second rule. If you are waiting to figure out what to do with your life until you have more time,

make time to start your search right now. The longer you wait, the less likely you will to act.”

I hope this training has shown you that fear exists for all of us, no matter what level a person is at

in her biz. But the difference between the successful and the stuck is what each person does with

that fear.

I urge you today to no longer let fear take the driver’s seat in your life. You have what it takes to

move past your fear and have a life and business that brings you more fulfillment, more freedom,

and – you guessed it – more money.

Take the tips I’ve shared to heart, and use the action steps in this workbook as a starting point to

flip the switch on your fear and start believing that a rich, successful life and biz that you love is

possible for you.

Trust that it’s already on it’s way to you, and take action today.

Emily xx

pg. 55

E X T R A N OT E S

“ THE SECRET THE R I CH KNOW THAT THE MASSES DON ’ T I S THAT BE ING R I CH I S

MORE ABOUT CONSC IOUSNESS THANCURRENCY . G ETT ING R I CH BEG INS BY

TH INK ING R I CH . I T ’ S A L L ABOUT WHAT ’ S HAPPEN ING I NS IDE YOUR M IND , BUT THE

MASSES ARE SO F EARFUL AND SKEPT I CAL THEY FA I L TO GRASP TH I S S IMPLE TRUTH . ”

-Steve Siebold

C O P Y R I G H T 2 0 1 6 I H E A R T M Y L I F E LT D | N O T T O B E D I S T R I B U T E D | W W W . I H E A R T M Y L I F E . C O M