On today's episode, Jeff is going to talk to Michelle Hext. She will be sharing her story of her life and how she got into martial arts. She will also be talking about how she helps people create a brand through her coaching. Jeff and Michelle will be talking about how one can open their business with the help of coaching. Tune in for all of the details. Episode Highlights: Michelle found martial arts late in her life. She was 22 when she started training. She explains her training. Michelle went into martial arts for the reasons that many, people do and that is a childhood of domestic abuse, sexual abuse, poverty and things like that.  As per Michelle humans seek structure even when they don't have it. There is something where we are seeking this thing that we can lean on and for many of us, that is structure, and if you have grown up in a household where you have had a lot of structure and discipline, it might have felt bad because you weren't allowed to do anything or whatever.  Michelle has always been independent and when she got into the martial art of Taekwondo. It was like the Angel started singing. Everything was so structured. The style that she learned, most forms of taekwondo, and there was grading, they give you a piece of paper. And there are the things that you need to be good at and complete in order to tick the box on that grading and receive your next belt.  People freak out when they get to their red belt and black belt is on the horizon and they start to tell themselves that they can't do it or they're not good enough. Being able to help people navigate that fear and come out the other side of it is so rewarding. The coaching that Michelle did with martial arts is the foundation of everything that she continues to do.  Take pieces of advice from people that aren't in our business because the one mistake that a lot of us make is go to real estate conferences, we go to mortgage conferences, we learn the same thing that all of our competitors are learning and there's actually more value in learning from an outside experiential person. My very last martial arts school that Michelle opened was an adult-only woman only full-time. She only teaches adult women, and it was the most successful school she had ever had. It was filled to capacity in no time and that was because she took up boxing.   Michelle created a full-week absolute beginner program. She doesn't even know where she got that idea from, but people couldn't come along to her martial arts school just to try. There is the traditional real estate agent either they are newer to the business, they really just need to focus on feeding the coffer and making paychecks. Then there is the agent who might be aspiring to grow a team and do other things and create ancillary revenue streams. And then there is the person who is already there, and maybe they haven't just monetized it yet. Michelle feels like customer service in many industries has really fallen by the wayside. And if you can build relationships with people that are long-term, so that even if somebody says no right now, they are filing you away. Just remember that your yes is not very far away. If you keep doing it, if you keep showing up with integrity, if you keep, you know, building relationships properly and if you see each individual as a human being and you treat them that way, that will serve you really well, suggests Michelle. Michelle just printed out a workbook that she is getting ready to put back on the market and it's about how to create an iconic brand. Michelle brand was called the art of Kicking ass elegantly, and it was this combination of her being tough at martial arts and also having this other side of her.  Michelle has a client; she trains salespeople who sell luxury cars. And one of the things that we spoke about when she was helping her develop this product is women are not treated very well on the showroom floor, we are not treated like we understand cars. It all comes d