Hello my beautiful listeners! Welcome back to another episode of the She Did It Her Way podcast. This episode is going to be a little bit different in that I have some news to share and I am going to do it in a very full-circle way, joined by my very first podcast guest ever and dear friend, Shauna VanBogart.

This news has been some time in the making and while it certainly is bittersweet and definitely not the easiest to share it’s important to remember that sometimes the things that aren’t the easiest are actually the most necessary. 

The purpose of having Shauna on the show is that she will actually be interviewing me and pulling some things out of me, as opposed to me being on the other side of the mic, so to speak. 

I hope that this episode gives you permission to pivot, or potentially close a chapter that no longer feels aligned with you, no matter how challenging the transition may be. Especially when you know, in your gut, that it's time for a change.

As always, my beautiful friends, keep doing it your way.  

Insights:

• “Oh, she’s gonna do this.”
• “Go inward. Stay out of your head. Stay in your heart and your gut.”

Resources:

• Check out how you can use Podia in your business
• Get more info about working with Shauna VanBogart

Hello everyone, welcome back to another podcast episode. This week I am joined by Emily Mills. Emily is an illustrator, designer, business owner and author. We're going to dive into how she started her business as a side hustle and decided to make her ultimate leap, leaving her corporate job in the rearview mirror and building out her business to what it is today. 

Emily describes herself as an illustrator - a big umbrella term covering all of the amazing things she does. Alongside her husband in their business, Emily does animation, whiteboard explainer videos, live event illustration and is the founder of Sketchnote Academy. Inside Sketchnote Academy Emily is a coach and teacher, teaching others how to do something called ‘sketchnoting’. 

Sketchnoting is basically writing and drawing at the same time. It helps with memory retention and it’s creative, fun, and overall really fun to look at. 

“I never planned on niching down like that. But it turned out that it was a really good melding or marriage of all of my personal passions and skills.” 

Her Story

Early on in her journey, Emily found herself working at a church as a graphic designer. It was her second job out of college and she was already feeling the internal struggle of changing jobs and relocating every few years because of the recession. At one point she joined a Facebook group with an author who wrote books about starting your own business and believing in yourself. At first, her goal was to pay off debt and she achieved this through freelancing her graphic design services, because working at a church doesn’t pay much. Through her freelance work she was able to pay off her car as well as her credit cards and realized that she could just keep going and see what happens. 

Eventually Emily relocated again to Nashville for a different job, and again, was disillusioned with just how the corporate world is.

“I knew that it wasn't a great fit for me and my personality and my goals and my values.”

Emily found herself double-dipping, so to speak. Her day job offered flex time so she would work 7am-3pm (no lunch break) then head to a co-working space and work on her freelance business until roughly 9pm. In a new city this was a great opportunity to meet people and grow her side hustle at the same time. 

She eventually got to the point where she was using her vacation time from her day job to go do freelance client work and when she was almost out of vacation days she decided it was time to make a big decision. After praying over it and fate stepping in, Emily was forced out of her day job and she took it as a sign to make her ultimate leap. As soon as she made that leap she landed her highest paying gig and it continued to snowball and grow from there.

Emily believes in rolling with what falls into your lap. While she loves planning, she has learned that if she simply follows the things that fall into her lap she will have a lot more success and be able to live in the moment. 

“I'm just going to do it. It's going to be scary, but everything's going to be okay.”

Emily has achieved some incredible things but one of the things she is most proud of and excited about is Sketchnote Academy. 

What does 2022 look like for Emily?

“My biggest goal [for 2022] is kind of shifting the balance needle on client work versus sketchnote Academy. I'm really excited about the things that are happening with sketchnote Academy, it grew a ton this year, more than any other year, and I'm just really excited about maintaining that growth and excitement and reaching more people. So I'm excited to do new courses, I'm excited to keep the community going and maybe even break into coaching and do more small groups or one on one teaching. There's just so much opportunity out in the world and when you start seeing those doors open, it's just really exciting.” 

Emily’s Final Note

“I believe everybody has the potential to make the leap and create their own business and I'm excited for all the great things that the world is going to have because you're in it.”

You can connect with Emily on Instagram (@emily_a_mills) and find out more about Sketchnote Academy on her website.

Until next time, keep doing it your way! 

Insights:

• “I never planned on niching down like that. But it turned out that it was a really good melding or marriage of all of my personal passions and skills.”
• “She eventually got to the point where she was using her vacation time from her day job to go do freelance client work and when she was almost out of vacation days she decided it was time to make a big decision.”
• “I believe everybody has the potential to make the leap and create their own business and I'm excited for all the great things that the world is going to have because you're in it.”

Resources:

• Connect with Emily on Instagram
• Learn how to Sketchnote with Emily
• Grab your copy of The Art of Visual Notetaking by Emily Mills
• Find out more about how you can use Podia in your business

Hello friends! Welcome back to another episode of the She Did It Her Way podcast! In this episode I’m diving into how, and why, you need to learn to start tapping into and trusting your intuition and how doing this can get you to become the best version of your future self, right now. 

What is it? 

Tapping into your intuition can also be known as listening to your inner voice. It is knowing. Rather than looking outside of ourselves for answers, we instead go inward. It isn’t necessarily what we hear, rather what we feel. It’s that gut feeling. Scientists have said that your intuition can make a decision so quickly that it doesn’t register at the conscious level. Sometimes it feels like knowing that logically, it may not make sense but intuitively it makes all the sense.

Learning to tap into and listen to your intuition is something that everyone is capable of. I believe it to be just like exercising a muscle. Over time, we can expand our capacity to trust our intuition by increasing the exercises and ability to listen and trust. Sometimes you may be nudged to do something and you don’t know why but rather than resisting the nudge because it doesn’t make logical sense, you follow it. You say yes to it. 

Tapping into your intuition is something that most people struggle with at first because as humans we can be extremely logical in wanting to know everything and understand why. It requires us to let go of logic, going within ourselves, and trusting. 

Why and Benefit? 

Following those nudges can help us align ourselves with our passions, life goals, outcomes, the way we live our lives, and so much more. Imagine if you kept getting the feeling or nudge that something was off about your career. But you keep pushing because that’s what you think you should do, until one day you’re overworked, exhausted, burnt out, and finally have a breakdown. It is possible that your intuition nudged you but you didn’t hear it or didn’t want to hear it. Oftentimes we get these nudges but choose to ignore them because listening to them can be scary. It can be where we come face to face with our reality.

The benefit of listening to our intuition can help us align ourselves with the present in order to align us with our future self of tomorrow. Sometimes we don’t know exactly what our life may look like in 6 months or a year but if we can make decisions today that are intuitively led then we can trust that where we are right now is where we should be.  

How to Start?

1. Create space. Part of the challenge of listening to our intuition is that there is so much noise that exists around us that it often makes it difficult to even hear. Sometimes it is about tuning out, to tune in. Limit input; whether that be a social media detox, news detox, reduce time on your cell phone, or creating constraints for less interruptions. 
2. Listen. Listen and wait for those nudges. They can be as simple as deciding what to eat. If you’re not sure what to eat, ask yourself what feels right for you in that moment. 
3. Feel, trust and follow your gut. When you listen, trust, and follow your gut you start to build up capacity and strengthen that muscle.

Until next time, keep doing it your way!

Insights:

• “Scientists have said that your intuition can make a decision so quickly that it doesn’t register at the conscious level.“
• “Tapping into your intuition is something that most people struggle with at first because as humans we can be extremely logical in wanting to know everything and understand why.”
• “Following those nudges can help us align ourselves with our passions, life goals, outcomes, the way we live our lives, and so much more.”

Hello my beautiful friends!

In this podcast episode I’m sharing all things about why creating consistent content is important and I’m sharing my 5 step process on how to exactly do it without the overwhelm!

In this episode, you will...

• Learn how to break down weekly content
• Follow a process in producing content that will not overwhelm you
• Know about my step by step process when creating content
• Discover the importance of SEO
• Be more efficient when delivering your content and more! 

Insights:

• "The sooner you get ready to be ready, the more you're going to get the process into your world, into your life, and into your business."
• "Timer is your best friend." 

Resources:

• She Did It Her Way Training Vault

Hello friends, I hope your week is off to a great start! This podcast episode is going to be short and sweet and was inspired by the conversion I shared with Jack Born from Deadline Funnel a few weeks ago on the show. Today, I’m diving into how you can find your ‘quick win’ - how you can get yourself into action, and continually take steps to move forward without getting caught in the cycle of overthinking or overwhelm. 

Regardless of where you're at in your online business journey or in your life, the goal of this episode is to teach you how you can get out of your own way and really find that quick win in that moment to help move you forward to that long term goal. 

I define a quick win as something that gets you closer to your final destination or your goal. And while it’s typically very simple, it's not necessarily the immediate default action step. Really what stops us from finding our quick win, or achieving our goals, is that our primitive brain loves to overcomplicate some of the things that are very simple. Also, we've been conditioned that success ‘should’ be difficult.

Our primitive brain is designed to protect us and to overthink. Stalling out is one of the things that it can do in the event that it wants to protect us and really what I know to be true is that our primitive brain really wants to know all of the steps in order for you to even get started. 

This is something that I've had to personally work through and coach myself on, and took time for me to build, knowing that it's totally okay to not know every single step. Actually, not knowing every single step is an indication that I can take one step forward because I know that if I am taking one step forward, then steps two, three, four, and five will unveil themselves because I took that first step. 

I want you to find one thing you can do to move that needle forward. Whether it’s something as simple as signing up for a free webinar and actually attending live or using your network to reach out to an ‘expert’ in the field you’re interested in. Then, let the next steps unveil themselves.

Taking these small steps allows you to feel light about your movement, rather than heavy and constricted.

“Think about your quick win and get into action. Release the ‘how’ by not trying to overthink your way through it.”

Until next time, keep doing it your way!

Insights:

• “I define a quick win as something that gets you closer to your final destination or your goal.“
• “Stalling out is one of the things that it can do in the event that it wants to protect us and really what I know to be true is that our primitive brain really wants to know all of the steps in order for you to even get started.”
• “Think about your quick win and get into action. Release the ‘how’ by not trying to overthink your way through it.”

Resources:

• Listen to Episode 470: How to Create Urgency with Your Offers with Jack from Deadline Funnel

Hello everyone, welcome back to the podcast! This week I am sitting down with the lovely Reese Evans, Founder and CEO of Yes Supply. Reese is a master manifestation and abundance coach, creator of the Yes Supply Method, and is on a mission to teach the world the power of their subconscious mind and universal laws to create the life that they are meant to live.

After starting on her own path with her coaching business and working with dream clients, Reese knew there was something missing. It was getting difficult to maintain 10k and 20k months and she wanted to go so much deeper with her clients to make lasting and deeply impactful shifts on a spiritual, emotional and energetic level, and create more abundance. But she didn't know how. She discovered the power of the subconscious mind - our doorway to the infinite with coaching techniques like neuro-linguistic programming, hypnotherapy, emotional freedom techniques, tapping and energy work she found her answer. Reese now coaches her students in the Yes Supply Method to create six figures as a coach and broke through her income ceiling, now creating six figure months in her global coaching biz. 

Reese is a mother, a wife, and a mindset and abundance coach. Growing up she always felt very different from everyone around her. She grew up and went to school in a town where there were very few people of color and was bullied for that. Her mother got into an abusive relationship when she was 10 years old and Reese recalls going to school and acting like everything was just fine, but going home to a home full of violence, verbal and emotional abuse - all because of a toxic person in their life. It severely impacted her self-esteem and how she saw herself, and her ability to love herself. 

She finally broke through this, saying;

I remember just having a realization that what other people think of me or what other people say to me doesn't have to be my truth.

While climbing out of her hole of low self-confidence and feeling like she would not achieve anything, she worked at a string of restaurant and retail jobs. She found herself surrounded by people with dreams such as being an entrepreneur, or an artist, but she heard them say over and over, ‘but I could never do that’.

And then one day she found herself wondering…’but what if they could, and are just saying ‘no’ to themselves?’ This thought was quickly followed by the thought of…’what if I’m just saying ‘no’ to myself?’ 

At the time, Reese was not familiar with the world of online business and really didn’t see what was possible for her. Reese then created a platform with the kind of mentorship she wished she would have had. Beginning with a blog and interviewing people, she shared her own perspective on the world around her. Reese’s business has now grown into so much more as a thriving coaching business. Reese created something out of nothing and just kept saying; ‘I hope this works’, and kept moving forward, never relying on things being perfect. 

Reese kept moving, getting out of her comfort zone and despite things not being perfect and the mistakes she made along the way - it has been a massive success. 

Reese stands firm that if you are putting your energy into something it should always align with your purpose - because your customers will also feel it if it doesn’t.

“If it's not in the right energy, your ideal customer, your ideal client is going to say something's missing, I don't feel 100% confident, I feel like I should do more research, they feel like they should be more logical rather than having that instinctual trust.” 

Something else Reese reminds herself (and her clients) is that money is simply an exchange of value. Before money existed there was bartering: 

“I have five tomatoes and you have five potatoes. Let's switch because I don't know how to make potatoes, and you know how to grow tomatoes.

When we stop worrying about the external and we just say, ‘who am I’, ‘what is my body of work that I can put into the world’, and ‘how can I add value in my unique way’; that's how you actually become valuable in that sense. We tend to put so much focus on money, but at the core of it, it's really the exchange of value.”

Want to know more about Yes Supply and how saying ‘yes’ can empower and change you for the better? Visit the Yes Supply website or connect with their team on Instagram.

Until next time, keep doing it your way.

Insights:

• “I remember just having a realization that what other people think of me or what other people say to me doesn't have to be my truth.”
• “And then one day she found herself wondering…’but what if they could, and are just saying ‘no’ to themselves?’ This thought was quickly followed by the thought of…’what if I’m just saying ‘no’ to myself?’”
• “When we stop worrying about the external and we just say, ‘who am I’, ‘what is my body of work that I can put into the world’, and ‘how can I add value in my unique way’; that's how you actually become valuable in that sense.”

Resources:

• Find Yes Supply on Instagram
• Visit the Yes Supply Website
• Subscribe to Reese’s YouTube Channel
• Breaking the Habit of Being Yourself by Dr. Joe Dispenza
• The Magic of Thinking Big by David J. Schwartz

Hello, hello my beautiful She Did It Her Way listeners. Welcome back to another podcast episode. Today I have a treat for you; today I am welcoming the very first male voice to the podcast! Please help me welcome Jack Born, of Deadline Funnel. Deadline Funnel is a software tool we use at She Did It Her Way and has provided so much value to our business and can help you to automate certain aspects of your own business, generate more leads, increase your revenue, and ultimately grow and scale your business.

Like so many others, Jack got his start working in corporate America and after several years of working in a few different jobs and positions, he finally came to the conclusion that it just wasn’t for him. After quitting his job on a whim, he quickly realized he needed to figure out his next move, fast. 

“It’s the entrepreneurial version of jumping out of the top of the penthouse window and trying to build a plane on the way down before you hit pavement.”

He had an idea for a platform that he wanted to build with something he had experience with which was helping to bring together travel nurses and healthcare workers. With his previous experience in recruiting health care workers this was a familiar space for him, and a need he knew existed. He created this virtual job board, while learning how to build his own website (this was circa 2002). He built what he now calls “the ugliest website you’ve ever seen” and it was off and running. When he was one year in, his wife came to him and told him it was time to decide whether it was worth continuously working various side jobs to keep the business going, or if it was time to go all-in on the business. 

He decided it was time to go all-in and gave himself a deadline. He made an announcement, launching, without really fully knowing what his ‘plan’ was going to look like. After sending out email after email, he turned the volume all the way up on the final day, reminding people of the value and the deadline. It took off. 

“People can be leaning into your message, they can love your product, or your service; and they're eventually going to buy or they're thinking about buying, but they're just procrastinating. They're on the fence, they're dragging their feet, and the power of a deadline gets people to take action.”

He did this for a while before deciding to learn from someone who he admired, author Perry Marshall, joining his team for nearly six years. But of course, he began to get that entrepreneurial itch again, so we started back in software on the side. Perry knew that he was hiring an entrepreneur and that Jack’s focus started to get pulled away as the software became more and more successful.

Jumping ahead, Jack developed and sold another business before he started building Deadline Funnel. He realized that he wanted to be able to use one of the most powerful and consistent triggers for helping someone make a decision, which is having a deadline using urgency to close a sale. But he wanted to do it in a way that did not sacrifice his own integrity. He started really digging into the specifics of what he was envisioning for this ‘tool’ and discovered that no one else had created anything like it. Enter: Deadline Funnel. 

Deadline Funnel, at its core, helps creators (course creators, coaches, consultants, etc. - anyone who is selling something) to be able to maximize their sales by automating them. This traditionally is a very labor intensive process but Deadline Funnel takes out all of those ‘middle steps’ taking care of it for you. It helps creators to scale and grow their reach so they can focus on the end-product. 

With a sales page, anyone can show up and make a purchase and it works. However, the typical conversion rate of even the most well written sales letter, depending on the origin of the traffic, is going to be on average around 1%. This typically is not enough for you to be able to buy advertising and to really scale your business. What Deadline Funnel offers is the mechanism to give people a timed deadline, and visually see when their specific offer is expiring. 

“It gives you the ability to give someone a special offer with a deadline and keep it accurate across devices and make all of the tough technical stuff just happen automatically.”

When you do a launch, or holiday promotion, typically the biggest sales days are when you first open the cart, and the last day before the sale ends or closes. There's a whole bunch of people who have been paying attention to your Instagram or Facebook lives, your webinars, your emails, your replays, etc.; whatever messaging you're using, people are watching and leaning in, but they just haven't pulled the trigger yet. It's right at the deadline that it's either you're in or you're out and that's when people take action. 

One thing Jack is passionate about in his own life is mindfulness. Being present and aware so that he can really focus with perspective on what’s most important. He also says that for his team, having integrity is non-negotiable.

“One thing I that communicate to my team is that no one woke up this morning saying ‘I hope someone has yet another software that I can sign up for monthly or annually’. But the reason why we have 1000s of really happy clients is because we understand that what we do is we help people reach a bigger audience and to automate their business so they can do the things they love with the people they love on a time schedule that works for them.”

Want to see how Deadline Funnel can help you with your next launch? Visit their website, or reach out to a member of Jack’s team for a free screen-share or onboarding call. Their customer service is unparalleled and I can honestly say this first hand that you will not be disappointed with their high-level of service.

To all of my listeners out there, until next week, keep doing it your way!

Insights:

• “He decided it was time to go all-in and gave himself a deadline. He made an announcement, launching, without really fully knowing what his ‘plan’ was going to look like.“
• “He realized that he wanted to be able to use one of the most powerful and consistent triggers for helping someone make a decision, which is having a deadline using urgency to close a sale. But he wanted to do it in a way that did not sacrifice his own integrity.”
• “With a sales page, anyone can show up and make a purchase and it works. However, the typical conversion rate of even the most well written sales letter, depending on the origin of the traffic, is going to be on average around 1%.”
• “It's right at the deadline that it's either you're in or you're out and that's when people take action.”

Resources:

• Check out Deadline Funnel
• 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More by Perry Marshall
• The One Thing: The Surprisingly Simple Truth About Extraordinary Results by Gary Keller and Jay Papasan

Hello my beautiful friends, welcome back to another episode of the podcast. This week I’m going to be talking about how to make money with affiliate marketing. We will be diving into how affiliate marketing works, the benefits of affiliate marketing, how to decide which programs to be an affiliate for, how to organize your affiliate links, and finally sharing some final notes on best practices when it comes to affiliate marketing. 

This episode will only scratch the surface of everything you can possibly do with affiliate marketing, but I want this to serve as a starting point for anyone who wants to start using affiliate marketing in their business or wants to better utilize it. For the purpose of this episode, we’re discussing how affiliate marketing works when you are an affiliate of someone else's product, course, or software tool.

Webster’s online dictionary defines ‘Affiliate Marketing’ as: 

“A marketing arrangement by which an online retailer pays a commission to an external website for traffic or sales generated from its referrals.”

So rather than a company paying for ads to market their product or service, you, as an individual become the marketing ‘arm’ and because you market their product, you are compensated. 

When I first started using affiliate marketing it felt ‘icky’. But once I realized that the company may not have made that sale without my recommendation, it became a lot more natural for me to utilize affiliate marketing for my benefit and as long as it is a tool, program, software, etc., that I use and personally believe in. I eventually realized it doesn’t need to feel ‘icky’ at all.

Something thing to keep in mind about affiliate marketing is that it can really be a passive form of income. You don’t need to create the product, you just need to believe in it and recommend it to those you feel would benefit from it, especially when it can fill a gap for your audience. Products or services that you know, like and trust, and you feel aligns with your audience; these are the ones you want to market.

One of the biggest recommendations I have when it comes to affiliate marketing is that you always want to make sure you are aligned with the offer or product and that you’re excited about sharing it and authentic when doing so. Another recommendation I have is to always disclose that you are using affiliate links. It is a good thing to be upfront about them, and in some cases/ locations you’re legally required to do so.

Tips for Getting Organized

• Create a Google Sheet (easy!) for all of the affiliate programs you are already signed up for or a part of
• Make columns for the name of the company, product/ service name, your login information, the unique URL that you’re given that is specific to you, and any redirect you’ve created for this URL for your own website. (For example, I am an affiliate of Podia. My affiliate URL for Podia includes a long line of numbers and letters that is impossible to remember. So I created a redirect on my Squarespace website to make it easier for my audience to find what they are looking for, and easier for me to remember. So if you go to www.shediditherway.com/podia it will redirect you to my affiliate link.)

There are so many ways to keep your affiliate links and information organized and this is just the tip of the iceberg. I also recommend creating a resource page on your website, keeping all of your recommended resources, with affiliate links, in one place on your website making it easy to find. Additionally you can create individual blog posts, highlighting each of them, digging deeper into why you recommend them. If you really want to exercise affiliate marketing and get into it, you need to make sure you're driving leads or eyeballs to those pages so that people are clicking on those links and purchasing as well. 

Another thing to consider is not to piggyback too many affiliate offers (unless that is your sole business) one after another. If you tend to recommend products or services back to back too frequently it becomes too much for your audience. I would rather recommend my top three programs that are really strategic and intentional, that I can focus my time and energy on when it comes to launching and marketing those programs rather than trying to do a bunch of different ones.

I don't think there's a right or wrong way to go about this. This is just more of my personal experience with affiliate marketing. When it comes to affiliate programs that I've been part of it takes work. It's more than just throwing up a landing page and telling people about it once. You have to market the program or product. 

Until next time, keep doing it your way.

Insights:

• “So rather than a company paying for ads to market their product or service, you, as an individual become the marketing ‘arm’ and because you market their product, you are compensated.”
• “Something thing to keep in mind about affiliate marketing is that it can really be a passive form of income.”
• “I would rather recommend my top three programs that are really strategic and intentional, that I can focus my time and energy on when it comes to launching and marketing those programs rather than trying to do a bunch of different ones.”

Resources:

• Visit Pat Flynn’s Website
• Check out one of Pat Flynn’s Podcasts

Hello my beautiful friends, welcome back to another episode! This week I’m diving into a topic that I absolutely love and feel will be extremely helpful to so many listeners: how to handle objections. 

Sales is something that I think can be scary at times, but is absolutely necessary especially if you're a business owner. Learning how to sell with confidence is highly important, whether it’s through customer conversations, sales calls, or learning how to sell in an online digital space using sales pages, landing pages, and through copy and content. But for the purposes of this episode, I want to focus on the piece of a sales conversation specifically if you are a coach, or if you have an offer that has some sort of sales call component to your sales process.

When you get to the end of the sales call, or invite someone to sign up and actually pay you, this is the point when you typically meet resistance. Sometimes the objection is price. It could also be a timing issue, or that they simply don’t have the bandwidth. There are a lot of objections and sometimes the default thinking is to think that each objection is different. 

One of the things that I have learned by leading training and experienced myself through sales conversations is that objections tend to be pretty universal. It's how we move through that objection and handle that objection in the moment, that will dictate the outcome of that sales call.

What I have found most commonly happens with the sales conversation when an objection comes up is that we freeze up, get nervous or we start to ‘feature-dump’, listing all of the features, bells, and whistles to our buyer. 

One of the top reasons that I have found is that they don't fully understand the value of the offer that you're presenting. They don't quite understand what your program or service does for them. Always make sure you touch on these:

• What is the benefit of your coaching program? 
• Whether it's in a group, or whether it's one on one? 
• What is the transformation that it will provide? 
• What is the value that it offers?

The second objection type is really a smokescreen over the actual objection/ problem and it is up to us to uncover and understand the true objection. For one reason or another, they aren’t comfortable being fully honest with you about what is holding them back. 

The first thing I want you to learn to do instead is to take a moment and acknowledge. Empathize how they might feel and why they might feel the way that they feel. I recommend acknowledging how they feel, not by saying ‘I can understand’, because that phrase can be very off putting in some situations.

Instead try: “I see how you feel that way”. You’ll experience a very different reaction because you are validating their feelings and letting them know that you’re listening, rather than trying to sell them something. When we try to sell to them when they're not in a position of actually listening, we create more resistance.

The second thing I want you to try when an objection comes up is to get curious. Get into discovery mode and start asking questions. 

• Tell me a little bit more of what is the most important thing to you right now? 
• What do you want to achieve in the next six to 12 months?
• Since timing is a problem now, what would make it the best time for you? 
• What would need to be true in order for you to make it the best time, just so I understand?

We want to clarify what is going on and when we can summarize back. This allows us to check our understanding of what they said to make sure that we are on the same page. When their resistance is lower and they aren’t objecting, they're more likely to be open to listening. When their resistance is high, we don’t want to keep pushing because our words will fall on deaf ears.

As we empathize and get curious, we understand, restate, and summarize back to them what we heard. That lets us know that we're on the same page. Then we can proceed forward in how we want to respond. Maybe we bring up a few different points that we haven't discussed, or maybe we reiterate some of the benefits of the program and how it's going to help them overcome some of their objections. 

The last piece I want to offer you are the things that we can do to reduce the number of objections that we get. 

Think about your sales intake form. When someone signs up for a discovery or sales call with you, what are the questions that you are asking on that form? Do they provide you with significant information that will put you in a stronger position when you go into the sales meeting? Or are they vague questions such as ‘tell me about yourself’? Or , can you qualify people before hopping on a sales call? When we can qualify sooner at the top of the funnel, it makes it more efficient overall saving you time and energy.

If you find that you are hearing the same objecting over and over - identify that and bring it up sooner during the call, rather than waiting until the end to address it. 

You can also optimize your FAQ’s on your website. Put those objections in there along with your response. 

Lastly, figure out your mindset going into sales calls. Are you nervous, excited, steady/ grounded/ confident in your offer? Do you believe in your offer? If not, let's go back and look at your mindset. 

Remember, friends:

Repetition builds confidence.

We're not going to win them all, but if we can win one more out of 10, we can increase our conversion rate, thus increasing our revenue. Learning how to effectively sell with confidence takes time. It’s not something we are born doing and we have to learn each step to get better and to keep moving that needle forward.

Until next week, keep doing it your way!

Insights:

• “One of the things that I have learned by leading training and experienced myself through sales conversations is that objections tend to be pretty universal.“
• “As we empathize and get curious, we understand, restate, and summarize back to them what we heard. That lets us know that we're on the same page.”
• “Instead try: “I see how you feel that way”. You’ll experience a very different reaction because you are validating their feelings and letting them know that you’re listening, rather than trying to sell them something.”
• “Repetition builds confidence.”

Hello my beautiful friends!

This podcast episode is all about how to create self-discipline and drive within yourself. Self-discipline is a byproduct of knowing your why and knowing what needs to happen in order to accomplish your goals whether they are business or personal.

Know your three:

1. What does your compelling future look like? What are your goals (This is your WHAT)
2. Know your WHY. (This is where your drive and inspiration come from)
3. Reinforce with self-discipline (This is your HOW)

In this episode you will:

• Learn why you must have a compelling future that relates to your goals
• Know your WHY behind your compelling future and goals
• How to reinforce your goals with self-discipline
• Learn how and why your thoughts create the reality you are living today
• Understand the importance of not setting goals because you believe they will make you happy
• Learn what a growth mindset vs fixed mindset is

And more! 

Insights:

• “When you change the way you look at things, the things you look at change.” - Wayne Dyer
• “If you leave your growth to randomness you’ll always live in the land of mediocrity.” - Brendon Burchard

Resources:

• Think and Grow Rich by Napoleon Hill
• Brooke Castillo - The Life Coach School