1
00:00:00,000 --> 00:00:01,000
Tell me about your vision.

2
00:00:01,000 --> 00:00:08,920
Well, my vision is to help people that feel uncomfortable with the sales process get comfortable

3
00:00:08,920 --> 00:00:09,920
with it.

4
00:00:09,920 --> 00:00:15,680
There are a lot of times that people have a really wonderful mission and vision and

5
00:00:15,680 --> 00:00:22,960
they freeze or get extremely uncomfortable with the actual transaction of making money

6
00:00:22,960 --> 00:00:25,360
from what they're doing.

7
00:00:25,360 --> 00:00:32,920
And although my focus right now is on coaches, it could translate to anyone.

8
00:00:32,920 --> 00:00:39,320
My background is in insurance sales and I've coached a lot of people in insurance sales,

9
00:00:39,320 --> 00:00:40,320
but it doesn't really matter.

10
00:00:40,320 --> 00:00:42,840
A sale is a sale.

11
00:00:42,840 --> 00:00:49,260
And learning what it is, what obstacle people are actually having and feeling comfortable

12
00:00:49,260 --> 00:00:55,280
and fluid in that process is something that's very much individual.

13
00:00:55,280 --> 00:01:00,640
I would never do a group coaching of this because your obstacles are going to be different

14
00:01:00,640 --> 00:01:04,960
from Harry's, from Sally's, from Jodi's.

15
00:01:04,960 --> 00:01:09,720
We're all different and they're all different things that we have to deal with.

16
00:01:09,720 --> 00:01:12,920
I never, I couldn't agree more.

17
00:01:12,920 --> 00:01:20,400
It's one of the most, ironically, it's one of the most under coached talents, tasks,

18
00:01:20,400 --> 00:01:21,400
priorities.

19
00:01:21,400 --> 00:01:25,240
You can call it whatever you want.

20
00:01:25,240 --> 00:01:30,640
Financial mechanisms, psychological traits that there is in the business world.

21
00:01:30,640 --> 00:01:38,360
It's often because it's super misunderstood from one side or it's taught with an extreme

22
00:01:38,360 --> 00:01:43,720
amount of force or oversimplicity on the other.

23
00:01:43,720 --> 00:01:45,720
So I love the way you talked about that.

24
00:01:45,720 --> 00:01:48,080
So you talked about where it came from.

25
00:01:48,080 --> 00:01:52,080
I'm going to ask a different question.

26
00:01:52,080 --> 00:01:55,440
What is the story behind your why?

27
00:01:55,440 --> 00:02:01,640
Well, the story behind my why is again, very personal.

28
00:02:01,640 --> 00:02:06,200
When I was married, I wanted to be an intellectual.

29
00:02:06,200 --> 00:02:11,800
I was married to very young and I was married to an intellectual, but he told me that I

30
00:02:11,800 --> 00:02:15,400
would be a great salesperson.

31
00:02:15,400 --> 00:02:25,600
And that was like a slap in the face because I wanted to have a more profound impact on

32
00:02:25,600 --> 00:02:27,240
the world.

33
00:02:27,240 --> 00:02:33,840
And I felt that sales was basically only for money.

34
00:02:33,840 --> 00:02:41,520
So it was almost like calling me something that it's just extremely insulting that I

35
00:02:41,520 --> 00:02:47,520
would sell myself, basically sell my soul.

36
00:02:47,520 --> 00:02:55,800
And then with time and traveling through Texas, like we were speaking about earlier, in time,

37
00:02:55,800 --> 00:03:01,600
there was a CEO of a company that I was working for that told me, he says, I want you to be

38
00:03:01,600 --> 00:03:02,600
a salesperson.

39
00:03:02,600 --> 00:03:04,280
And he threw a sales book at me.

40
00:03:04,280 --> 00:03:09,400
He was kind of ordinary, but he threw a sales book at me.

41
00:03:09,400 --> 00:03:14,880
And I wish I remembered the name of the book, but that wasn't what did it for me.

42
00:03:14,880 --> 00:03:21,640
What did it for me is that he actually flew me all around the country working with salespeople

43
00:03:21,640 --> 00:03:25,720
on how to refine their process.

44
00:03:25,720 --> 00:03:30,120
And in doing so, I fell in love with sales.

45
00:03:30,120 --> 00:03:31,120
That's awesome.

46
00:03:31,120 --> 00:03:38,440
I am fascinated by the sales process because that's predominantly my background.

47
00:03:38,440 --> 00:03:46,080
And at the same time, it's just a fraction of what I do and one of the hats, one of the

48
00:03:46,080 --> 00:03:49,680
many hats that I wear as an entrepreneur, podcast host, et cetera.

49
00:03:49,680 --> 00:03:54,640
But I'm constantly looking for new resources related to sales, related to psychology, related

50
00:03:54,640 --> 00:03:59,600
to influence, related to getting my point across, related to how do I help other people.

51
00:03:59,600 --> 00:04:02,320
That's really what it centers around.

52
00:04:02,320 --> 00:04:04,000
It wasn't always that way though.

53
00:04:04,000 --> 00:04:12,040
It wasn't always that clear because one, we have our own selfish desires and two, we then

54
00:04:12,040 --> 00:04:13,680
learn from people.

55
00:04:13,680 --> 00:04:19,920
And a lot of people focus how to manipulate or use these tactics for their own selfish

56
00:04:19,920 --> 00:04:20,920
desires.

57
00:04:20,920 --> 00:04:24,480
And so there's different levels of training, different styles.

58
00:04:24,480 --> 00:04:32,400
I got a very clear sense early on in our conversation and just what you submitted that you have

59
00:04:32,400 --> 00:04:37,640
a deeper, more profound respect for what sales really is, especially with the story about

60
00:04:37,640 --> 00:04:39,760
your husband and how you reacted.

61
00:04:39,760 --> 00:04:45,560
But now you've come full circle on your desire to be involved in sales and your influence.

62
00:04:45,560 --> 00:04:48,720
I wouldn't separate intellect from sales coach.

63
00:04:48,720 --> 00:04:51,000
I would say those go hand in hand.

64
00:04:51,000 --> 00:04:59,520
So have you succumbed to your former husband or your husband's reality or do you consider

65
00:04:59,520 --> 00:05:02,000
yourself an intellectual and a sales coach at this point?

66
00:05:02,000 --> 00:05:03,000
What does that look like?

67
00:05:03,000 --> 00:05:06,920
Well, it's interesting because, well, that marriage is over, but they had nothing to

68
00:05:06,920 --> 00:05:07,920
do with sales.

69
00:05:07,920 --> 00:05:09,480
I'm quite divorced as well.

70
00:05:09,480 --> 00:05:14,760
I couldn't remember if I was projecting or if you said it was your former husband.

71
00:05:14,760 --> 00:05:16,760
Well, I'll just be very clear.

72
00:05:16,760 --> 00:05:21,880
The marriage did not survive the transformation.

73
00:05:21,880 --> 00:05:28,960
However, it had nothing to do with it.

74
00:05:28,960 --> 00:05:35,280
I wanted to be a writer and I was a freelance writer back then and I'm still a writer.

75
00:05:35,280 --> 00:05:40,280
I write all the time and right now I have a newsletter that I'm sending out to help

76
00:05:40,280 --> 00:05:46,280
people with sales and the storytelling is there.

77
00:05:46,280 --> 00:05:55,520
You can incorporate everything into it and that is actually the secret sauce.

78
00:05:55,520 --> 00:06:03,560
The secret sauce to whatever you're selling is you and what you think and your stories

79
00:06:03,560 --> 00:06:07,000
and what your purpose is.

80
00:06:07,000 --> 00:06:11,220
So yeah, the two things have merged.

81
00:06:11,220 --> 00:06:14,240
How can a leader, how do leaders lean into funding it?

82
00:06:14,240 --> 00:06:15,480
What do they need to do?

83
00:06:15,480 --> 00:06:19,760
What I shouldn't say need, what are their opportunities, their resources that they're

84
00:06:19,760 --> 00:06:21,200
overlooking?

85
00:06:21,200 --> 00:06:27,160
How do they get the funding they need to turn their dream into a reality and make it happen?

86
00:06:27,160 --> 00:06:31,480
Well, I mean, there are so many grants out there.

87
00:06:31,480 --> 00:06:35,880
I would find a really great grant writer.

88
00:06:35,880 --> 00:06:38,040
How do you do that?

89
00:06:38,040 --> 00:06:41,520
Well, I happen to know them.

90
00:06:41,520 --> 00:06:43,800
That's great.

91
00:06:43,800 --> 00:06:44,800
That would be super awesome.

92
00:06:44,800 --> 00:06:47,800
You can start somewhere like the SBA.

93
00:06:47,800 --> 00:06:52,080
Yeah, you can start at an SBA situation.

94
00:06:52,080 --> 00:06:53,520
You can get out in network.

95
00:06:53,520 --> 00:06:55,560
You can Google.

96
00:06:55,560 --> 00:06:57,560
People are out there.

97
00:06:57,560 --> 00:07:00,880
Use social media and say, hey, who's a grant writer?

98
00:07:00,880 --> 00:07:01,880
I used to be a...

99
00:07:01,880 --> 00:07:05,120
I know a lot of grant writers that waste a lot of time.

100
00:07:05,120 --> 00:07:06,120
Yeah, that's true.

101
00:07:06,120 --> 00:07:10,960
I met some decent ones and we had a whole grant writing division of one of my marketing

102
00:07:10,960 --> 00:07:16,880
companies in Toronto and that was really helpful because it was, we just married the two entities,

103
00:07:16,880 --> 00:07:20,360
we were in separate entities and nobody ever asked questions.

104
00:07:20,360 --> 00:07:23,680
But I've met a lot of people who waste time in that space.

105
00:07:23,680 --> 00:07:29,140
So that's why I'm curious for those who are listening later, do you know a specific entity

106
00:07:29,140 --> 00:07:30,640
or person that...

107
00:07:30,640 --> 00:07:35,680
I know somebody who's absolutely phenomenal and lives in Miami.

108
00:07:35,680 --> 00:07:41,040
No, actually right now she's in Fort Lauderdale, but I definitely know somebody that I can

109
00:07:41,040 --> 00:07:42,040
recommend.

110
00:07:42,040 --> 00:07:52,960
But even when you know somebody who's doing that, you can't let go of the reins because

111
00:07:52,960 --> 00:07:59,640
it's your mission, it's your vision, it's your passion and how are they possibly going

112
00:07:59,640 --> 00:08:02,480
to know it as well as you do?

113
00:08:02,480 --> 00:08:09,160
So I think that when you hire the help or they get a percentage or however it is that

114
00:08:09,160 --> 00:08:17,240
you decide to work with it, you still have to take the time and be part of it because

115
00:08:17,240 --> 00:08:20,160
it's your baby, it's nobody else's.

116
00:08:20,160 --> 00:08:26,600
That is your baby and you've got to take care of it even if you have a surrogate mother,

117
00:08:26,600 --> 00:08:28,600
it's still your baby.

118
00:08:28,600 --> 00:08:32,800
So is this somebody you can publicly name or is this somebody that needs to be a different...

119
00:08:32,800 --> 00:08:34,440
Oh, no, no, that's fine.

120
00:08:34,440 --> 00:08:37,320
She's my sister from another mister, Hilda Hall.

121
00:08:37,320 --> 00:08:38,320
Hilda Hall.

122
00:08:38,320 --> 00:08:39,320
Awesome.

123
00:08:39,320 --> 00:08:41,600
We're actually in a day apart.

124
00:08:41,600 --> 00:08:45,160
So we're sisters from another mister.

125
00:08:45,160 --> 00:08:46,720
Well, that's fantastic.

126
00:08:46,720 --> 00:08:47,720
I appreciate that.

127
00:08:47,720 --> 00:08:51,880
That's like an ultra, that's probably the most tangible answer we've had yet to this

128
00:08:51,880 --> 00:08:52,880
question.

129
00:08:52,880 --> 00:08:53,880
Really?

130
00:08:53,880 --> 00:08:58,760
Well, yeah, I mean, you gave an exact resource of where people can go.

131
00:08:58,760 --> 00:08:59,760
Are there...

132
00:08:59,760 --> 00:09:02,600
Why are people...

133
00:09:02,600 --> 00:09:06,040
We just gave the secret to the world for grant writing, right?

134
00:09:06,040 --> 00:09:10,400
There's going to be a bunch of people who hear that and don't take action.

135
00:09:10,400 --> 00:09:11,640
Why?

136
00:09:11,640 --> 00:09:14,200
And I call it hiding from finding their vision.

137
00:09:14,200 --> 00:09:15,200
Why?

138
00:09:15,200 --> 00:09:18,520
It's very intimidating.

139
00:09:18,520 --> 00:09:24,180
I mean, I've done a little bit of it and even when you're searching, and there's so much

140
00:09:24,180 --> 00:09:26,520
money out there, it's crazy.

141
00:09:26,520 --> 00:09:33,280
When you're searching, when you get into a state website or a county or city website

142
00:09:33,280 --> 00:09:39,640
where they have all the different grants and they have all the different business opportunities,

143
00:09:39,640 --> 00:09:40,640
it can really...

144
00:09:40,640 --> 00:09:43,360
I mean, it's just...

145
00:09:43,360 --> 00:09:49,720
The lists are just so long and the specifications are so...

146
00:09:49,720 --> 00:09:57,160
I mean, there's so much minutia to it that if you really want the funding, it's out there,

147
00:09:57,160 --> 00:10:01,000
but you have to do your homework and you have to work at it.

148
00:10:01,000 --> 00:10:03,440
But the funding is there.

149
00:10:03,440 --> 00:10:07,400
One thing I love about what you've done is you haven't allowed me to lead the witness

150
00:10:07,400 --> 00:10:09,040
and I appreciate that.

151
00:10:09,040 --> 00:10:14,040
You went right for something that you don't do, which showcases your desire to serve.

152
00:10:14,040 --> 00:10:16,560
I'm actually going to lead you back to the witness, right?

153
00:10:16,560 --> 00:10:17,560
Back to you.

154
00:10:17,560 --> 00:10:18,560
Right?

155
00:10:18,560 --> 00:10:22,720
So you coach sales and funding comes in many forms, not just grants, right?

156
00:10:22,720 --> 00:10:29,120
If I've got a coach in front of me and that coach wants to sell a $4,000, $8,000, $10,000,

157
00:10:29,120 --> 00:10:36,480
even a $2,000 service, then the best way to raise funding for a high ticket product is

158
00:10:36,480 --> 00:10:39,040
to get clients, in my opinion.

159
00:10:39,040 --> 00:10:45,640
It's talk to people and learn how to sell because if you've got a $2,000 ticket and

160
00:10:45,640 --> 00:10:51,160
you meet 20 people over the course of the next two weeks and you learn how to close

161
00:10:51,160 --> 00:10:55,840
20 to 40% of them, then you're solving your funding problem.

162
00:10:55,840 --> 00:10:57,840
So what's going on?

163
00:10:57,840 --> 00:11:00,880
If you're a high ticket coach, what are you doing?

164
00:11:00,880 --> 00:11:06,000
So how do they start looking at it that way?

165
00:11:06,000 --> 00:11:16,680
I think that from accounts that I hear every day, that the biggest, biggest, biggest problem

166
00:11:16,680 --> 00:11:19,060
is in follow-up.

167
00:11:19,060 --> 00:11:20,600
People don't follow up.

168
00:11:20,600 --> 00:11:22,840
They'll be on your podcast.

169
00:11:22,840 --> 00:11:26,160
They'll post things on all the different social medias.

170
00:11:26,160 --> 00:11:28,080
They'll have the website.

171
00:11:28,080 --> 00:11:34,320
They'll go to the networking meetings and they won't pick up the phone.

172
00:11:34,320 --> 00:11:35,320
Nobody calls anymore.

173
00:11:35,320 --> 00:11:36,320
No.

174
00:11:36,320 --> 00:11:39,320
Nobody calls and it's great.

175
00:11:39,320 --> 00:11:40,320
It's great.

176
00:11:40,320 --> 00:11:41,320
It's hilarious.

177
00:11:41,320 --> 00:11:42,320
It's strange.

178
00:11:42,320 --> 00:11:46,400
I mean, it makes it easy because when I call people, because I'm that call guy, I'm like

179
00:11:46,400 --> 00:11:49,000
the one phone call people get that's not a robot.

180
00:11:49,000 --> 00:11:50,000
Right, right.

181
00:11:50,000 --> 00:11:55,080
And then we have a genuine conversation and it's, yes.

182
00:11:55,080 --> 00:11:57,760
And aren't people genuinely happy you called?

183
00:11:57,760 --> 00:11:58,760
Yes.

184
00:11:58,760 --> 00:11:59,760
I mean, thank goodness.

185
00:11:59,760 --> 00:12:03,880
I don't, you know, I don't spam people so it helps, you know, because they know the

186
00:12:03,880 --> 00:12:05,680
quality of the call they're getting.

187
00:12:05,680 --> 00:12:06,680
Right.

188
00:12:06,680 --> 00:12:08,680
That really helps.

189
00:12:08,680 --> 00:12:09,680
Absolutely.

190
00:12:09,680 --> 00:12:14,480
And, you know, I think that especially after the pandemic and with all the different things

191
00:12:14,480 --> 00:12:20,000
have gone on with the world, you know, we all have a bit of PTSD and we're just hiding

192
00:12:20,000 --> 00:12:21,000
in our shell.

193
00:12:21,000 --> 00:12:23,840
We're like, we've all become turtles.

194
00:12:23,840 --> 00:12:27,480
And it's like, stick your head out and say hello.

195
00:12:27,480 --> 00:12:28,480
Yes.

196
00:12:28,480 --> 00:12:37,440
Earphones in, sunglasses on, mask, hoodie, you know, forgot to connect with people after

197
00:12:37,440 --> 00:12:38,440
that.

198
00:12:38,440 --> 00:12:39,440
Yeah.

199
00:12:39,440 --> 00:12:40,440
That's terrifying for the next generation.

200
00:12:40,440 --> 00:12:43,640
We'll leave that for another podcast.

201
00:12:43,640 --> 00:12:49,200
So with the sales aspect, heaven forbid, right, we're going to have some salespeople jump

202
00:12:49,200 --> 00:12:55,600
in here with all sorts of condescending attitudes and zero proof of how great they are at sales

203
00:12:55,600 --> 00:12:59,680
saying, oh my gosh, she just said follow up.

204
00:12:59,680 --> 00:13:00,800
She's a terrible closer.

205
00:13:00,800 --> 00:13:01,800
Where's the one call close?

206
00:13:01,800 --> 00:13:05,200
You know, well, why are you not doing one call closes?

207
00:13:05,200 --> 00:13:06,200
Right.

208
00:13:06,200 --> 00:13:13,240
So I'm a big fan of you mentioning follow up and the importance of the long term relationship

209
00:13:13,240 --> 00:13:14,760
aspect.

210
00:13:14,760 --> 00:13:17,720
So there's this one call close fat that's being talked about.

211
00:13:17,720 --> 00:13:23,040
There's people who think that if they don't close the call, like they're horrible at sales,

212
00:13:23,040 --> 00:13:26,160
you know, or they don't know what they're doing.

213
00:13:26,160 --> 00:13:30,560
I think there's a lot of myths within that reality.

214
00:13:30,560 --> 00:13:34,320
What's your take on the one call close fat?

215
00:13:34,320 --> 00:13:39,840
It happens, but it's kind of like a one night stand, you know.

216
00:13:39,840 --> 00:13:41,840
Yes, it is.

217
00:13:41,840 --> 00:13:45,840
I'm sure there's happy marriages that have happened that way.

218
00:13:45,840 --> 00:13:49,480
I don't know them, but I'm sure there's probably at least one.

219
00:13:49,480 --> 00:13:50,680
It can happen.

220
00:13:50,680 --> 00:13:52,160
It can happen.

221
00:13:52,160 --> 00:13:56,000
But you know, that's not really how people connect.

222
00:13:56,000 --> 00:13:57,720
Thank you for being here today.

223
00:13:57,720 --> 00:14:00,200
I'm really happy that you tuned in to Vision Pros Live.

224
00:14:00,200 --> 00:14:05,000
I'm looking forward to seeing your reactions as these episodes continue to move forward.

225
00:14:05,000 --> 00:14:06,600
This is going to get more and more fun.

226
00:14:06,600 --> 00:14:08,720
We'll have more and more engagement as well.

227
00:14:08,720 --> 00:14:11,000
We'll invite people to participate in the show.

228
00:14:11,000 --> 00:14:13,280
And thank you for giving us your time and attention.

229
00:14:13,280 --> 00:14:17,280
Have an excellent time building out your vision and becoming a Vision Pro yourself.