Be The Advocate!

One of the worst things you could ever do is hold information back in hopes of up selling your clients. You don't want to ever hold anything back.
One of the worst things you could ever do is hold information back in hopes of up selling your clients. You don't want to ever hold anything back.

Give & You Shall Receive

There is a law that states that If You Give, You Will Receive. Now you might not necessarily see it right away. You may take the time to help a stranger with some healthy advice. You may feel that you are giving them way too much advice and they are still not paying you. But I can guarantee you that even if you help this one individual, and not see much of a reward at that moment, it will come back to you.

I have seen this in my own life: there have been times when I have given and given of my time and my advice and have not seen an immediate return from the person I am giving to. But on the other side I have received many things. Sometimes it's a new client. Or a windfall profit in a completely unrelated area of my life. But inevitably it comes back to me.

You should never feel you need an immediate return. That's not abundance mentality thinking. When times are tough financially it's very difficult to give things away for free, but this is really the time that you need to be doing just that. The saying, "As You Sow, So Shall You Reap" is incredibly true. If you give you will receive. Don't give half way and expect to receive the full amount.

Have you ever heard a presenter talk for a little while and then stop short and say, "You'll get the rest of the story if you buy my book." How tacky is that? You don't ever want to be like that. If you provide quality information people will reward you. While you may feel that by giving away your best stuff people won't need to buy from you it's just the opposite. If people like what you have to say they're going to want you on their bookshelf to refer back to.

They're going to want you in their car (CD's and Tapes). They're going to want you on their TV (DVD or VHS). Just look at your own bookshelves to prove this to yourself. I bet you have multiple books by the same author. You may even have videos and tapes of the author who wrote those books. The principle here is that they impressed you with their information and now they have you hooked.

The Lesson

So the lesson you need to take from this is to always blow them away with information. Even if this means speaking or giving your information for free. Give and you will receive. Sow and you shall reap. But you can't reap while you sow. The law doesn't work like that. Farmers don't plant seeds and expect to harvest a crop right away. There are seasons for each.

So think to yourself how much are you actually sowing? What are you doing to plant seeds for next season? Are you educating your clients and prospects on why you are their expert? For those of you who take the time to educate with free clinics, an article for them to read, a website to visit... all of these efforts will compound on themselves. You may not see the results immediately but you will see them in the long run.

About The Author

Jonathan Edwards is an Olympian and is The Mozart Of Marketing. He has put together an extremely valuable marketing resource for fitness professionals. Please go to to get your free report The Top Ten Mistakes Fitness Professionals Make When Building Their Business or contact him at

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