Natalyn Lewis

Define the concern.

What is your concern about going after this one product?

Write them all down.

What's the other guy?

Oh, yeah, what's your concern about going after one product?

Write them all down.

And if you actually will put them in front of their face in writing,

So that they can give voice to it and then see it on the board and then you acknowledge that in your move forward plan.

And they literally see that this action compensates for that concern.

They'll move to a yes and and they'll start to form that behavior and they'll stick with it.

Yeah, there's a little piece of neural pathway and they're like where when we have as a human being, we have a picture.

And this picture is a future.

And that future has a lot of unknowns and a lot of uncertainties, right?

And if I look into the future and all I see is unknown and uncertain, then I got to go grab onto everything in my past because the past is the only known and certain I've got.

And what that creates is your butts.

Oh, I know we're doing that, but.

Well, I was looking forward, but.

I'm trying to run in this direction, but.

And when we will actually just capture the butts, capture all the concerns that are showing up.

And then we actually show that the action plan moving forward addresses the concerns.