IMPORTANT ANNOUNCEMENT
You MUST COMPLETE ALL 5 PARTS of this week’s assignment, to continue participating in the program.
So… in case you didn’t start yet (or you missed it today)… CLICK HERE to do it NOW.
If your buddy/buddies did NOT do their part so far – make sure to remind them, or we will have to remove them from the program.
Remember – this week’s assignment is answering a different question in the process – each day.
- Did you give the process a try?
- Do you have any question about the process?
- Did you get stuck anywhere?
This is your opportunity to ask any question related to this week’s implementation assignment – to make sure you get the maximum out of it.
It’s also a golden chance to help someone else – by reading their question in the comments below – and offering them an answer, an idea, an encouragement…
If you have any question regarding this week’s implementation assignment or you need some support – let me know in the comment box below, and I’ll get back to you as soon as I can.
If you can offer an answer or support to anyone – please reply to their comment below.
Top Commenters – last 30 Days
IMPORTANT ANNOUNCEMENT
You MUST COMPLETE ALL 5 PARTS of this week’s assignment, to continue participating in the program.
So… in case you didn’t start yet (or you missed it today)… CLICK HERE to do it NOW.
If your buddy/buddies did NOT do their part so far – make sure to remind them, or we will have to remove them from the program.
Remember – this week’s assignment is answering a different question in the process – each day.
- Did you give the process a try?
- Do you have any question about the process?
- Did you get stuck anywhere?
This is your opportunity to ask any question related to this week’s implementation assignment – to make sure you get the maximum out of it.
It’s also a golden chance to help someone else – by reading their question in the comments below – and offering them an answer, an idea, an encouragement…
If you have any question regarding this week’s implementation assignment or you need some support – let me know in the comment box below, and I’ll get back to you as soon as I can.
If you can offer an answer or support to anyone – please reply to their comment below.
I am looking forward to celebrate your progress and results on Friday.
Until then…
Live fully, stay awesome,
Nisandeh
105 comments
Vered said: You choose your purpose, You create it.
I have always experienced that I find my purpose.
Some people just know (from a young age, sometimes) what it is they want to do with their live.
That is not a decision, but more something like a 'calling'.
In my view it is like falling in love. It happens. You can't decide to fall in love with someone.
I know how it feels to just 'know that this person is the one I want to go for.
And I have tried to go for someone who was good for me, but it just didn't feel right.
You can't change that feeling.
Can you?
In love or in purpose.
Can you share your view on this?
Thanks.
718 comments
Let me start by “bombing” your metaphor, Paul.
Falling in love is fun and nice and exciting and horny and it ALWAYS dies after xx months… the process is known as “falling out of love”.
FALLING in love has nothing to do with BEING in love, with commitment, with long-term thinking or even with the other person.
It’s simply hormones rushing through your system, when you actually in love with who you are when you’re in the presence of the person you have fallen in love with.
Falling in love is a great relationship starter and a horrible long-term strategy to keep a relationship alive.
In my opinion/experience - to build a lasting, loving, passionate relationship you need commitment, responsibility, and yes… a decision.
To keep using your metaphor…
Finding your purpose, like finding your passion is more of a decision, a commitment, a quest, than a rush of hormones during infatuation.
For me, it’s like shopping for shoes…
You know the perfect pair is out there… you just need to try enough pairs to find the one that is a perfect fit.
You’re right… some people know their purpose from an early age.
Most of us don’t.
It takes trials and tribulations to find AND fine tune our purpose.
Funny thing… when we do get that clarity and look back at our life… everything seems to tell us - “this is your purpose”. You were walking your path all along.
So, imagine that you’re in this huge, beautiful, exciting, best shoe store in the universe, and all you need to do is try those shoes that look “right”.
And when you try and it doesn’t feel “just right” like you describe in your question… instead of keep walking in them, hand them back to the sales person, and pick up the next pair.
At one point, when you’ve got the right pair of shoes on… it just feels… right.
Not “FALLING in love” but “BEING in love”.
And then it’s time to make the choice, the commitment - to walk in these shoes for as far as the path would lead you…
DISCLAIMER: I didn’t get this message from god…
This is just my (very) limited experience of life, falling in love, being in a relationship that actually works for almost 30 years, and following my life purpose consciously for almost that long…
105 comments
Thank you Nisandeh.
That was a very clear (and very long) 🙂 answer.
I thought this was your view on life.
I guess I am kind of doing already what you suggest.
I tried animation (for 8 years) it doesn't feel right anymore. (That started after 2 years.)
Now I'm doing trading on the side, hoping to get that profitable. It's a proces.
We'll keep going.
106 comments
Hi Nisandeh,
As you might remember, I'm working with groups, giving live wine trainings in the area of Breda (NL) and for some national hotels which you'll find near the Dutch highways.
After our meeting in Tenerife in 2016, I've started slowly slowly to build an online academy. I used to give a lot of live trainings to consumers and blended trainings for hotel/restaurant staff (mostly online, one session and examination live). That was before Covid came and then I had to shut down the live events and because of that most of my business.
Since 2018 I'm divorced and a co-parent of two wonderful daughters (now 9 and 10 y old). They are with me >50% of the time.
Besides that, I have a full time job. The last year(s) I'm struggling with time management and focus on my business.
My first priority and personal value, is to be the best father I can be for my daughters. And I try to organize my life, job and business around them.
I try to turn my business around to an online business but find it hard to 'sell' my programs to hotels and restaurant chains.
I got aware that I don't want to give that much live trainings as I did before, due to my personal circumstances as being a single parent.
At the same time, I have the fear of missing out the market (of live trainings) in the region of Breda.
I think my why is to work time and place independent, not to be obliged by dates and groups, so I can be there fully for my daughters.
And to create passive income from my online trainings.
Now I'm struggling to find my why for the business and how to execute the transformation of my live business to an online business.
This also makes me struggle with the assignments. Do I need to answer them on the current or the desired situation?
What would be my ideal business model?
Well, that's being said... let me get back to this weeks assignment.
I've tried a lot in the past years. Google Ads, Facebook Ads, SEO agency, Groupon/Social deal, social media posts.
All of them didn't work to gain more paid clients.
At the moment, I'm feeling I'm on a cross road. Yes, I want to let go of the live trainings, with the FOMO and I'm still hesitating on switching to a fully online business, because the different (Ad) strategies didn't work.
So, this is my struggle. I'm aware this is a long story and maybe a vague question. I do want to let go of the B2C live trainings, I don't want to let go the online academy for hotel/restaurant staff. But I don't know (or see) how to do that.
Can you give your thoughts on this? Thank you so much in advance,
Hug,
Jeroen
718 comments
Here’s one idea, Jeroen…
Since you’re working with a very clear target audience in a very clearly defined (and quite small) geographical area, this is what I would do…
Make a list of 100 of the hotels and restaurants around Breda.
Divide the list into 3 sub lists:
1. Those who know you already;
2. Those who don’t know you yet, but they’d be ideal for you;
3. All the rest.
Then, starting with the first list, contact each one of them and “interview” them about their needs and wants when it comes to wine education for their stuff. Offer them a free something (maybe part 1 of your online training) in return for answering your questions.
Then make sure to offer them what they want (even if you need to tailor it to their wishes).
Make sure to ask for names of 2 other decision makers in similar restaurants/hotels.
When you ran out of those, go through the second list, using testimonials from your satisfied clients, and conduct similar interviews…
Here, your “opening statement” should be that they’re your dream clients (explain why) and that you’d love to find out how you can serve them…
Again, offer them something free (or a gift) to thank them for their time.
List 3 should get your Q&A videos (or any other regular communication) leading to a front-end offer.
But, if it was me, those would wait while I’m doing the first 2 actions.
Hope it helps…
154 comments
Hi Nisandeh,
I have 3 questions:
1) Several people commented on my YouTube video. Most of them are positive or asking a question, 1 is quite a negative comment ("You do not listen to your horse"). Do we reply to all comments to create more engagements? What to do with the negative comment? Ignore it? Answer it in a positive way?
2) As a result of WOMB I created the "True Connection Club" to say thank you to loyal participants. This is for people who bought at least 3 (out of my 4) programs. I do free zoom sessions about a topic of their choice. They can also ask me "What would Lucie do with this horse problem". In the first session 10 people (out of 25) were present. I love doing the sessions and it gives me great input for Q&A videos or blogs, but what would Nisandeh do to get more people to attend the sessions?
3) Another question about engagement. I recently read that only 3% of the people who buy an online course actually finish it and get the results! I was shocked by that percentage! But then I must admit that I bought about 10-15 online programs that I didn't finish or didn't even start. So I checked my own courses. Fortunately it's a lot higher than 3%, but still, there are a few people who paid and never even started and some stopped watching the videos after the 1st or 2nd module (out of 6 modules). Also in the members-only Facebook group, there are a couple of really active people, but also a lot of people that never post or ask anything. I don't want people to just BUY the course, I want them to actually finish it and transform the relationship with there horse so both horse and human will be happy! I know you will tell people that they are 'out' when they do not participate, but I don't want to do that. What other ways are there to increase engagement and motivate people to actually watch the videos and do the exercises?
Thank you!
718 comments
Great questions, Lucie…
If they’re engaged and wanting to learn - I’d try and show them my point of view.
If they’re just throwing shit - I’d delete the comment and block the person. Simple as that.
It’s MY club, and no one is going to spit on the floor, on me or on my other “guests”.
Be honest and transparent and tell everyone that you love doing it for them, and you believe it’s a great value for them, but it’s only for those that really want to benefit from it.
So, if they want to participate - it’s free.
If not - they’re out (or pay full price for it).
Similar to my answer to your second question.
I understand you don’t want to throw anyone out… I had that for years.
So I just told myself, “This is not my problem. They paid… it’s their choice.”
But here’s the thing…
When someone pays for a product/service and not using it - they don’t get results.
And when they don’t get results they’re not happy with you as the provider.
They will not buy the next product/service from you (knowing they won’t use it either), and they’re not gonna recommend you.
By making them aware that they either go through the courses or you’ll kick them out… you do them a favor.
Those of them that would get it, start participating, and start getting results will be extremely grateful for you for caring enough to “kick their butt”.
Those that will get pissed and still won’t participate - you didn’t lose them now. You lost them before. Let them go.
You can tell them that they can give the course to someone else that might appreciate it - if you want.
154 comments
Thank you Nisandeh!
I like what you are doing with the 'rewarding' the engagement with the coaching call gifts better than kicking them out...😊
412 comments
Hi Nisandeh,
The thought came to me that as a result of my new initiatives around De Wijsheid van 50+ and the YouTube strategy, a community of 50+ women can arise. Such a community can of course be useful for my business success. That's why I would like to prepare for this, so that I can immediately respond professionally, if that need indeed arises. My question:
Nisandeh, how would you handle this?
412 comments
After having read your reaction on Max's post, I'd like to narrow my question down to:
What are the first three steps I need to take to give such a community space, without having to spend lots of money (if there are any such steps)?
718 comments
I think it's too early, Manny...
I would create a community when I already have loyal (and preferably) raving fans.
The main challenge with a community is keeping everyone engaged and participating all the time.
Too few people and you won't get that going...
Just my 2 cents...
412 comments
This actually is a relieve 😀
Thank you
276 comments
My other question is: Are we missing something in the WOMB program? Is there a conclusion you want us to get to?
In the last weeks we did:
- Let's evaluate (this week)
-- We are making lists of what works and does not work in our business + you ask us to recommit.
- Time for review (last week)
-- It included a sort of SWOT and goalsetting for the rest of the program.
-When you hit the wall
-- It included a list of achievements in the program so far + a commitment to continue + a main goal for the last 100 days
- Grow your expert position
-- I created an implementation plan with goals for my expert position.
So we created several goals, committed several times, did several assessments of our companies. It feels like there is a giant sign with a message hanging in front of me and you are trying to get me to see it. Is this what you are doing? And if so, can you just tell me the message? 🙂
718 comments
No hidden message, Max.
Simple and plain... follow the program to the letter.
Wim Belt, our student that became a BILLIONAIRE (twice) after our trainings, kept telling everyone that would listen: "Listen to what Nisandeh says and do it. Exactly. As. He. Says. Leave your ego at the door. And only question/judge the instructions AFTER you've followed them to completion.
I always thought it was a good advice...😄
For the next 7 weeks (the last part of the program), whoever will choose NOT to complete the assignments, will be gently escorted out of the "club", so those who want to benefit can "play" with each other (and with me).
276 comments
On it. Play full on! Excited for tomorrow and the rest of the program.
718 comments
That’s the spirit… 💪🏻
276 comments
We had our accountability meeting this morning. And we adopted a new buddy. Mariel van den Donk has joined us!
We started talking about community. We realised that building a community is somethin you advise us to go for & that it is a bit vague.
Question 1. So can you help us to define what a community is? Does it need to be paid? What is the difference between a mailing list and a community? Am I part of your community? Is someone who just watches your video's on youtube?
Question 2. When you have a community, how do you make it work for your company? (I think this means monetization)
- My answer: WOMB has a community. And for instance for the breakthrough workshop, there is an added value to meet people there that I know from the program. The community I aspire for Improve Your Tomorrow connects people who share my vision and they come together online and offline, with and without me (or the company).
- I am reminded of this Essay. A 1000 true fans: https://kk.org/thetechnium/1000-true-fans/ It calculates that for a creater a 1000 people who spend $100 on you each year, is enough to live your artistic dream.
718 comments
Good questions, Max...
Let me start by saying that I don't think I advised you to build a community.
Building a community around your brand is a big undertaking, and you need to have a very strong purpose and willingness to work hard, and let go of control - to create a thriving community.
The topic of community came up in one of the hot seat sessions, in my response to Alexander's question: "This WOMB program helps me thinking of connecting things in an Academy by which I can build a community of Conscious Public Leaders. How do I present it? What is smart to do? What to communicatie? How would you do it?"
And I suggested him to create and association, and from there lots of you got enthusiastic about the idea...
That said, let me answer your questions:
It's better to explain what is a community for me is by emphasizing the difference between a mailing list and a community.
A mailing list is a one-way communication from me to each one on my list.
A community is a two-way communication between you and me AND between everyone else in the community.
For me (and my business) I ALWAYS want to have a community around my brand. It's not "my" community, but I give it space (now online, in the past both online and offline).
My job is to initiate it, invite my clients to join, get them to interact with each other and with our business, and from there... I watch and see what evolves.
It's very much like having a party - you create the space, invite the guests, make sure they're having a good time, get them to talk to each other, and hopefully... everyone have fun.
Personally, I never made people pay money for "membership" in the community.
Although it was always (and still is, like in the WOMB ) for paying clients only.
I do, however, make the members pay in engagement and participation, or they're out.
Yes, the WOMB was designed to be a community, and I think we're doing OK...
People know each other by name, interacting with each other, supporting each other, asking for help, creating friendships in "real life", and I know that a few deals and partnerships were already formed between some members...
Can it be better...? sure... but we're only 5 months into it.
And yes, the Breakthrough workshop is a great opportunity to meet and connect and deepen relationships.
The short answer... you DON'T.
The community is not a marketing tool (in my opinion), it's more like a club where it's safe for the club members to hang out, enjoy each other, benefit from an occasional bonus, and feel belonging (this is so important).
In our case, it also alleviated the loneliness that most small entrepreneurs feel within their family and social circles (when it comes to talking about business).
However, with time, things organically happen...
People that met during our trainings or community-only events and got married (or became business partners) - that's the story they tell everyone, "we've met at the Business Bootcamp and...)
And...
People started to search on LinkedIn for... a graphic designer/web master/lawyer/therapist/whatever... that works the "Open Circles Way"...
I don't know how to (or want to) monetize this... but man... that worked like magic.
In our golden days, you would have to work hard to find a ZZPer in the Netherlands that didn't hear about Open Circles or the Business Bootcamp.
Did it translate into sales? I believe so... but it was never the purpose, and even if it would be - I wouldn't know how to make it happen.
Think of a community as part of your contribution, not as part of your marketing...
276 comments
Very clear answer. Thank you!
477 comments
Nice questions, Max and instructive answers, Nisandeh.
113 comments
Would also love to know How is Maru and the collaboration with Nisandeh is going?
718 comments
We have let that go for the moment, Nanda…
113 comments
Is it interesting for us to know why so we can learn for from the process that the two of you went through
718 comments
It’s nothing that interesting…
The new business required more time than Maru could dedicate to it as a young mother to a very young child.
323 comments
Hey!
How do the answers on the ‘position yourself’-relate to the vision (especially the why, but also the other questions).
Or, how would you communicate them differently/ in different moments?
Thanks
718 comments
The vision is big and general - and it’s the core of who you are/what your business is.
In my case - creating a better world by empowering people to fulfill their greatest potential.
The positioning statement is a MARKETING tool with the aim to resonate with your specific target audience (who they are, why you want to help THEM, why you’re qualified, and where do you take them)…
In my case - I believe that small entrepreneurs are the future of business, social change, and a force for good in the world, etc…
For me, everything derives from the vision…
Without it I couldn’t have a positing statement, nor a target audience or product/services to offer them.
Don’t get to hanged up on what to communicate when…
The vision is just one sentence.
In our trainings I wouldn’t even be on stage, when it was communicated to the audience.
The person who introduces me would already tell the participants that Open Circles Academy works from a vision, and the vision is…
The positioning statement is a marketing tool - you use it long time before you “meet” your clients - in your About Me, LinkedIn profile, etc…
I hope that helps, Bas.
323 comments
Yes! Thank you.
I like that it is used to introduce me- not being said by myself. I think that is strong- and an immediate talking point/ intro to the 4 questions- if needed.
Thanks!
113 comments
Day 1
My Vision
To create awareness among CEOs so we can achieve a critical mass to conduct businesses with a starting point of love.
Hi Nanda, I think you can make your vision much more powerful when you think what is the end result that you want to achieve.
You have all the "right" elements in your vision the way you wrote it, but in order to make it a powerful tool for you to use in your marketing, it's good to make it a much powerful statement that is clear of what it is you wish to achieve. For example the B-Team project of Virgin Unite vision is" Making business as a force for good". It tells you immediately what do they stand for not about the process.
Hi Vered,
Thank you for taking the time to respond.
I have been thinking it over and I hear you say make it “much more powerful” and “end result”
The important elements for me are:
- [ ] Awareness
- [ ] Critical mass
- [ ] Love
“Making business as a force for good”
I love this one. It awoke in me the challenge of how to make this more dimension on
Not only on the physical level but also on a emotional mentally and spiritually one.
This is what I came up with
“Wake up Business owners so they can lead The world to the next level”.
Love to hear your thoughts about this.
Nisandeh, my question is how would Nisandeh come up with a strong description for Nanda’s vision. And what would that be ?
718 comments
Hi Nanda…
First, please read my answer about what a vision is (in my eyes) and why you need (or not need) one - in my response to Gerdy’s question below.
I’ll answer you based on what I shared there…
Your question was:
And my answer… Nisandeh can’t. Nor can anyone else.
Your vision is your own compass. It’s your heart’s song. It’s your deepest, most touching desire.
How can anyone comes with it for you?
It’s not about words.
It’s not a marketing/copywriting clever sentence.
It’s your soul singing.
If it helps, try to think it as I do, in two parts…
1. The destination
2. The compass
In most vision statements of the visionary companies existing today they only share explicitly the second part… and I do believe for most business the destination is similar to “Making a better world”.
So let’s take a look at a couple of companies and how they phrase theirs…
Making a better world by:
1. Google - Making information available to everyone;
2. Facebook - Empowering people to build community and bringing the world closer together;
3. Nike - Inspiring every athlete in the world and making sport a daily habit;
4. Starbucks - Inspiring and nurturing the human spirit;
5. TikTok - Inspiring creativity and bringing joy;
6. Microsoft - Empowering every person and every organization on the planet to achieve more;
7. LinkedIn - Connecting the world's professionals to make them more productive and successful;
8. Instagram - capturing and sharing the world's moments;
9. AirB&B - Creating a world where you can belong anywhere;
10. Uber - Making transportation as reliable as running water, everywhere for everyone.
As you can see, those visions might be very different from each other, but they make it very clear why a visionary company gets to its destination faster and stronger than any their competitors.
I know I didn’t answer your question, Nanda… because I can’t.
But I hope I inspired you to do it yourself and trust your soul to sing your vision…
113 comments
Thank you food for thought
113 comments
thinking process
Vision
1. The destination for me awareness 2. The compass for me Give CEOs the mindset to be ready for the future
Are you ready as a business owner for the new world
To change your business it starts with you
Awareness is the key to the next level business
Bringing awareness so you can lead and create your business from love
Creating awareness so you can lead your company to the next level
Creating awareness so you can be the next level business
Leading from awareness creates a inspiring business
My vision:
Create awareness by developing a mindset that can lead a business by example
366 comments
Be carefull with word choices. Love and concious awareness, change, new world,... all very different things.
Don't assume, but test. Is somebody in need of a workshop on love based company building? Imo: nonono.
They might feel like not fitting in in a world of blue costumes and brown shoes,but still getting the turn-over. They might actually have a mission and a company soul. Etc.
Basic market research will answer your question: how many, how big, what blogs and newsletters etc.
Never confuse yourself with a costumer.
576 comments
You have a vision (or mission, not exactly sure what’s the difference) statement that’s the same for as long as I know you (and probably much longer). When do you know it’s right? And can it change over the years.?
I find it really hard to put my Vision in stone. So far it never felt …. Right. This is actually the first time that I have the idea that I’m getting closer to what drives me the most.
718 comments
I’m gonna be a little controversial here, but very, very honest…
A vision is just a tool.
It’s NOT a must have.
99% of all businesses throughout history worked without a (explicitly communicated, consciously constructed) vision… and many of them were successful.
I’m “preaching” for working from a vision, because the type of entrepreneurs I’d like to work with IS what I call (only in my mind) “Visionary People.”
A vision (personal or business) is a tool, very similar to a compass.
When you know where you want to go, it helps you keep on track.
Can you sail a ship without a compass?
I’m not a sailor but I believe you can.
A compass is not essential for the ship to float and sail.
But if you want to reach a specific destination - then a compass is your best friend.
So, let me break my vision for you into two parts, the destination, and the compass:
Destination: creating a better world.
That’s where I want to end.
In other words, when I die, I want to know that I left the world a little better than I found it.
I’m not saying it’s a right destination, or a good destination, or an “enough” destination, or whatever.
It’s just where I want to go to…
Compass: empowering people to fulfill their potential.
The same way a ship captain would constantly look at the compass before and after making any adjustment to the ship wheel - I will look at my vision before and after any major business decision (choice of target audience, new product, new marketing method, new partner, new provider…)
And the same as after a storm, the ship captain will look at the compass (and the sky) to re-set the ship course - I will do the same during and after a crisis, setback, failure or mistake.
You’re asking how do you know if it’s right…
I think you should ask “is it the right vision to achieve your destination…?”
In other words - “is it the right tool to do the job?”
You can make a hole in the wall with many tools - a hammer, a drill, a screwdriver, a jackhammer…
Choose the tool that makes the most sense to make the hole you want.
And if it doesn’t do it…
Choose another tool (i.e. change/tweak your vision).
I kept tweaking my vision for probably 10 years before it got as clear as it is now.
One indication that always worked for me when teaching other people to find their vision, was looking at their faces when they read it aloud in class…
When you’re touched, when your heart opens, when it brings a tear to your eyes, or a deep smile on your face - when you SAY IT ALOUD TO STRANGERS… that’s a good sign you’re on the right track.
It’s a long answer for a short question.
I hope you can get some value from it.
I add more to that in my answer to Nanda above…
477 comments
I would like to contribute something to how my mission came about. I haven't spoken to my father for nine years, and it wasn't until his death that I discovered who he really was through his personal notes. I've found that the behavior he and other people display says nothing about who they are. It's like a misty cloud causing behavior. I saw this phenomenon again with politicians in front of the camera. Their behavior was so distorted in front of a camera that they only caused more fog.
As a communication consultant, I went through this more often and I discovered the value of being vulnerable as an enormous strength. I saw what I could do with people that made them authentic. I discovered my father's note and my mission was born: connecting people where they can be authentic. I saw the fantastic results during training and coaching processes and how it really connects people deeply.
My mission drives me so deeply from the depths of my soul that I can't bring myself to stop doing it. I will have to do this all my life to help those others who need me.
My father was a genius and ended up on welfare. How bad this is and how sad it was for him that his behavior got in the way like that.
366 comments
Thank you for sharing Marcel. It is a scary thing in a world where there is no time for the real deal... hence my slowdown emphasis in work and marketing. Deepconnection and be you, not a distortion. I stopped using make up for that reason. I'm bad at creating illusions...
How does thisdeepwhy work in your company?
477 comments
Thank you for your question, Sin.
It is the foundation for my company. The essence of what I want to achieve, that people become connected to the values they share with each other. That behavior can promote or hinder this connection. That they learn to deal with their paradoxical behavior by being able to understand it and from there make choices for behavior that is more in line with who they really want to be without make-up or other ego facades.