Check out Gary's Why Discovery resource here: https://colinboyd.co/gary

"Yeah, I'm a coach too."

"Yeah, I'm a speaker too."

You know what happens when you say that? Nothing. You blend in with everyone else who does what you do.

In this episode of The Expert Edge, I sit down with Gary Sanchez, founder of The Why Institute, who's helped over 400,000 people discover their why. Gary spent 20 years becoming one of the best dentists in the world - state-of-the-art technology, premier training, top mentors, every certification you could get.

And his practice kept getting smaller.

He worked harder than anyone he knew and blended in with every other dentist who said "Yeah, I'm a dentist too."

The problem wasn't his skills. It was that he didn't know what to say that separated him from everyone else. So he spent eight months with Simon Sinek discovering his why. Then he did what every great entrepreneur does: he found a better way.

Now instead of taking eight months, Gary can help you discover your why in eight minutes.

We dive deep into why your ideal clients are the ones who believe what you believe (but you have to say it first), how clarity on your why unlocks everything from messaging to marketing, and why winging it feels great until you realize nobody's buying.

What you'll learn:

→ Your ideal clients believe what you believe - Gary's dental practice took off when he stopped talking about what he does (crowns, bridges, fillings) and started talking about why he does it

→ The younger you figure out who you are, the longer the runway - How Gary's buddy hit rock bottom at 22, figured out his why, and became one of the wealthiest guys in New Mexico

→ Winging it vs having frameworks - Why Gary could get standing ovations but no sales until he learned structure from Colin's Sell From Stage program

→ You know who you are when you can say it - Gary's why: to find a better way and share it (that's been his entire life through patents, inventions, and products)

→ How Gary went from dentist to helping 400,000+ people discover their why

→ Why "build a great product and people will come" is terrible advice that cost Gary 20 years

Real insights from the episode:

How Gary spent eight months with Simon Sinek working through his why (before creating a better, faster process)
Why Gary's practice was getting smaller and more refined despite doing everything "right"
The moment Gary realized he needed to articulate what he believes, not just what he does
How Gary helped Colin discover his why (and why Colin's 19-step teeth routine makes him a dentist's dream and nightmare)
Why your bad clients are the ones who don't believe what you believe
The difference between knowing your why intellectually vs being able to say it clearly
How frameworks give you confidence because you know what's going to happen in advance

Check out Gary's Why Discovery resource here: https://colinboyd.co/gary

Join our next Speak to Convert Masterclass.

In this live workshop, you'll discover how to build and launch a high converting presentation that gets you clients every time you present.

https://colinboyd.co/speak

Discover how to authentically connect with your audience & fill your programs with a Conversion Story - Version 2.0 (AI Edition) is now available.

https://www.conversionstoryformula.com

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For all the show notes and links:

https://www.expertedgepodcast.com/blog/episode320

Connect with Colin on Instagram:

https://www.instagram.com/colinboyd/