Sharon “liked” how what was happening felt totally congruent with what she was building with TCI, and “I thought, ‘I seem to be attracting people who are a real match,” she tells the school’s head trainer Matt Lavars.
When the now-bestselling author had “three or four hundred” students at TCI, “there was something I was doing that was resonating because they weren’t leaving,” she says.
Instead of spending their money, realising TCI wasn’t what they wanted and waving goodbye, the students were finishing their first program and asking for a second and third.
They told Sharon they wanted to stay because they were a match and were getting value from what they were learning: “So I decided to trust that and I started reflecting on what it was we were doing together, how the conversation was unfolding.”
Sharon reminds Matt there was no selling involved. “I’m just not into selling but I love sales,” she says. “It’s a buying decision they were making and was about what we were creating together that just seemed to be so effortless and easy and playful and truthful and aligned with who we were.”
To work out what was happening, Sharon started teaching a TCI consultant what she knew, thinking “maybe it’s just because I’m magical, maybe there’s something about me. Maybe it’s not transferable.”
But the consultant’s results started going up, and more importantly, as they skyrocketed her understanding of the “journey” did too. Sharon taught another consultant “and didn’t waste time with the whole magic thing, I just said, ‘These are the seven or eight steps you need to do every time.’”
Again, the consultant’s results were flying within weeks: “I could relax because I knew this is the way to be authentic and work with the people you want to work with.”