---TRANSCRIPT--- (00:00): Hi guys and gals. It's Lik Foon here. And today I want to about two important questions to ask to attract the right people into your business. (00:09): Whether you are trying to coming up with a product idea, writing an email sequence, or creating a piece of content or shooting a sales video, it is important for you to have clarity on who you are speaking to. My mentor, Russell Brunson always said that his number one rule in marketing, is to not selling to the broke people. And when I said broke people, I don't just mean financially, but also in terms of mindset. (00:38): These are usually people who are not willing to put in the works and just thinking about to get rich quick from internet. They complain a lot and are more likely to give negative feedbacks and to ask for refunds. Russell said that he was miserable serving this group of people until one day, he finally decided to change his target audience. And to do that, it all comes down to asking two questions. (01:10): Who is it that you serve? And what is the result you generate? First, I want to talk about your who. If you don't know who is it that you want to serve, it would be hard for you to put out the right message to attract them to you. This is important because the message that you put out there in the market will determine the type of people you bring into your business. (01:36): If your message says how to lose weight without doing anything or how to make money without doing the works, guess what kind of people you attract? People who don't want to do the works and still expect to get results. This kind of people will give you a lot of headaches and problems and also killing your motivation. So really spend some time to think about it. (02:04): The second thing to think about is what is the result you generate in your business? People come to you, not because they want your product. It is because they want a result. Someone who buys a drill, it's not because they want a drill, but it is because they want to make a hole in the wall. That's the result they want. So what is the result you can promise to the market? (02:32): Because specificity sells. If you can promise a specific result to your target audience, it will help you in terms of your positioning as a leader and an authority in the market, you will use this in your sales video, in your ad, in your sales copy, contents, email sequence, everything. So make sure that you have clarity about this. (02:57): Always ask yourself, who is it that you really want to serve? And what is the result you generate? Attract the right people to you, into your business, and then just focus on getting them the results you promise in your sales message. So that's the goal. (03:17): All right. Do your homework today. Figure out your who and result. And I will see you on Monday.