There is a simple principle in business that I believe far too many people overlook:

Money follows VALUE.

And value is created when you solve a problem or meet a need.

Think about almost every successful business around you.
Why does it exist?
Somebody identified a problem.
Somebody recognised a need.
Somebody discovered something people wanted.

Then they provided a solution people were willing to pay for.
It sounds incredibly simple, but it completely changes the way you think about business, sales, marketing and making money.

Instead of asking:
“How can I sell more?”
Perhaps we should be asking:
“How can I HELP more?”

Because if you can learn how to uncover genuine needs and provide appropriate solutions, you will always have opportunities to create value.
​And where genuine value is created, there is usually an opportunity for income to follow.

I've spent many years within the health and wellness industry, and one thing I've learned is that people aren't necessarily interested in products.

They're interested in OUTCOMES.
That's an important distinction.

I could have what I believe is the greatest nutritional product in the world, but if I don't understand the person sitting in front of me, I'm already starting the conversation in the wrong place.
Before I can determine whether I can genuinely help somebody, I need to understand three things:

Their NEEDS
Their WANTS
Their DON'T WANTS

Those three areas can tell you an enormous amount.
For example, somebody may NEED to improve their nutrition.
But what do they WANT?
More energy?
Better daily habits?
Support with healthy ageing?
Something convenient because their lifestyle is incredibly busy?
And what DON'T they want?

Perhaps they don't want an overly complicated routine.
Maybe they don't want something that takes hours every day.
Maybe they've tried numerous approaches before and don't want another solution they won't stick with.

If I simply start talking about products without understanding any of that, I'm not really helping them.
I'm just pitching.

​And there is a BIG difference.

One of the most valuable business skills I've developed has nothing to do with giving brilliant presentations.
It's learning how to LISTEN.
​
Not listening while secretly waiting for the other person to stop talking so you can deliver your pitch. 😂

Actually listening.
Asking questions.
Being curious.

Understanding somebody's situation.
Because people will often tell you exactly what they need if you give them the opportunity.

The challenge is that many people in sales are so desperate to explain their solution that they never properly uncover the problem.

Imagine walking into a doctor's surgery and before you've even sat down the doctor says:
“Great to see you. Here's your prescription!”

You'd probably respond:
“Don't you want to know what's wrong with me first?” 😂

Yet that's effectively what many people do in business.
​They prescribe before they diagnose.

This principle doesn't only apply to the wellness side of what I do.
It applies equally to the business opportunity.

I can't assume everybody wants the same thing.
One person might want an additional £300 or £500 per month.

Someone else may be thinking about retirement planning and wants to start building an additional income stream alongside their job.
Someone may want greater flexibility around their children.
Another person might love their career and have absolutely no intention of leaving it, but would like to develop a side business.
​
Someone else may be looking for something that has the potential to provide leverage, rather than simply taking another job and exchanging even more hours for money.

Their NEEDS are different.
Their WANTS are different.
And importantly…
Their DON'T WANTS are different.

One person may say:
“I want another income, but I DON'T want another job.”

Another:
“I'd like to build something, but I DON'T want it interfering with my career.”

Another:
“I want more flexibility, but I DON'T want to spend every evening away from my family.”

And another:
“I'd like to explore business, but I DON'T consider myself a salesperson.”

Now we're getting somewhere.
Because once you understand what somebody actually wants, you can determine whether what you have genuinely fits.

And sometimes the answer will be:
It doesn't.
​That's okay too.

This is another mindset shift that can completely change the way you approach business.
You don't need everybody to become your customer.

And you don't need everybody to join your business.

You need to find the people whose needs align with the solution you provide.
That removes a tremendous amount of pressure from conversations.

You're no longer trying to convince somebody.
You're trying to UNDERSTAND them.

You're essentially asking:
“Is there a problem here that I may be able to help solve?”

If there is, continue the conversation.
If there isn't, don't force it.
​
That is a far more natural way to build relationships and, in my experience, a far more enjoyable way to do business.

Look at some of the biggest industries in the world.
Transportation solves a problem.
Technology solves problems.
Insurance solves problems.
Education solves problems.
Financial services solve problems.

The wellness industry exists because people have needs surrounding their health, nutrition and wellbeing.

Businesses make money because somebody is prepared to exchange money for a solution they value.

So if you're wondering how to create more income, perhaps you're starting with the wrong question.
Instead of:

“How can I make more MONEY?”

Try:
“What problem can I help somebody SOLVE?”

That's a much more powerful question.
​Because the more valuable the problem you can solve, and the more people you can appropriately help, the greater the potential opportunity.

We live in an incredible time.
Technology has given us automation.
Artificial intelligence.
Social media.
Online meetings.
Marketing systems.
CRM platforms.
Video.
Global communication.

All of those tools can make us more productive.
But none of them remove the importance of understanding PEOPLE.

People still have fears.
Goals.
Frustrations.
Dreams.
Problems.
Families.
Financial pressures.
Health goals.

Things they desperately want to change.
And things they're determined NOT to experience.
That's why I believe one of the greatest skills you can develop in business is learning how to ask better questions.

Questions such as:
“What would you most like to change?”
“What's your biggest challenge right now?”
“If you could improve one thing over the next 12 months, what would it be?”
“What have you already tried?”
“What DON'T you want?”
“Why is changing this important to you?”
​
Those questions move you away from selling and towards understanding.
​And understanding creates the possibility of providing a relevant solution.

This has become one of the principles behind the way I approach what I do.

Find the need. Meet the need.

Sometimes that need is wellness related.
Sometimes it's financial.
Sometimes somebody wants another income stream.
Sometimes they want greater flexibility.
Sometimes they're thinking five or ten years ahead and realise they need to start building something alongside what they're currently doing.
Sometimes they simply want a Plan B.

My job isn't to decide what somebody needs before speaking to them.

My job is to LISTEN.
​
Then I can determine whether the products, systems and business model I work with might provide an appropriate solution.

That's very different from chasing everybody with a pulse and asking:
​“Do you want to join my business?” 😂

Now turn this around and think about yourself.

What do people regularly ask you for help with?
What skills do you have?
What problems do you understand particularly well?
What experiences have you been through that could help somebody else?
What marketplace could benefit from your knowledge?

And perhaps most importantly:

What problems are people actively looking for solutions to?

You don't necessarily need to invent the next Amazon or Apple.
Sometimes an opportunity is sitting right in front of you because you've learned how to solve a problem that thousands of other people are currently experiencing.

That's where entrepreneurship starts to become exciting.

You're not simply asking:
“How can I make money?”

You're asking:
​“How many people can I HELP?”

And here's another thought.

What if you didn't necessarily have to create the solution, products, infrastructure or business system yourself?

What if there were business models where much of that already existed?

Where the products were already developed.
The infrastructure was already there.
The systems were already created.
Training and mentorship were available.
And your primary role was learning how to find people, understand people and connect the right people with the right solutions.

That's much closer to the model I've personally chosen to build.
And it's one of the reasons I've remained fascinated by this industry for so many years.

Not because everybody needs what I have.
They don't.

But there are plenty of people looking for solutions in areas where I may genuinely be able to help.
​And that creates opportunity.

If you're looking for a way to develop an additional income stream, side business or something alongside your current job, I'd encourage you to change the question.

Don't begin with:
“What can I SELL?”

Begin with:
“Who can I HELP?”

What do they need?
What do they want?
What DON'T they want?
What problem are they trying to solve?
And do you have, or could you develop access to, a solution?

Because business becomes very different when you stop seeing people as potential transactions and start seeing them as people with problems you may be able to help solve.

Find the need.
Understand the person.
Provide value.
Meet the need.
​
And when you consistently create genuine value, you've understood one of the most fundamental principles of business.

Throughout this article, I've deliberately given you a few clues about the type of business I've built.
It involves the wellness industry.

It allows me to help people with both wellness and business-related goals where there's an appropriate fit.
It has systems.
It has mentorship.
It can be built alongside other commitments.
And it gives me the opportunity to leverage more than simply my own time.

But rather than me trying to explain the whole thing here, I've put together a short overview that shows you what I actually do and how the model works.

If you're CURIOUS, take a look.
I'm not asking you to make a decision.
I'm simply inviting you to understand the model.

Then ask yourself:
Could I see myself learning how to uncover people's needs, help solve genuine problems and build something alongside what I'm already doing?

If the answer is even “maybe”, it's worth seeing the information.
👉🏾 CLICK HERE TO WATCH THE OVERVIEW

Because sometimes the opportunity isn't about finding something new to sell.
It's about discovering a better way to HELP.
​
Lead. Prosper. Inspire.