Eddie Hartman

I've made it a huge part of my professional life studying how does that happen?

How does a person go from yes to no, I want to go?

Basically, if we go back to what I was saying earlier, you say yes to a person in a commercial transaction if you feel that the value on offer and the money being asked are roughly the same because money is a way that we measure value.

So the first thing you need to ask is, was it the money or was it the value?

Which went wrong?

And the next thing you need to ask is, was it me or was it you?

So for example, it's me, I'm the customer, and it's money.

I'm out of money.

You know, I thought I was going to be able to afford this, but now I'm not.

Frankly, if those customers are churning, you need to ask, do I try to stop them?

Or would that be good money after bad if they genuinely can't pay their bills?

And this allows you to redirect promotions and money to people who actually can pay their bills.

If, on the other hand, it's let's say it's not money, but it's value and it's you, it's you, Paul, it's the provider of the of the service, right?

And they're saying, I just don't see the value.

There are other podcasts that give me much more in terms of a mindset upgrade.

And it's, you know, super efficient.

Then you really need to ask, do they see the full value?

Am I expressing it properly?

I cannot tell you how many times I've interviewed customers who are leaving.

And I say, you know, why are you leaving?