1
00:00:00,000 --> 00:00:05,760
what your vision is about your entire business and where you're at today.

2
00:00:06,880 --> 00:00:14,400
That's awesome. So my business is all about taking the leads that my clients already get.

3
00:00:14,400 --> 00:00:18,560
So they do their own lead generation. They do whatever they need to do to get leads into their

4
00:00:18,560 --> 00:00:25,520
business. I help them convert those leads into paying clients. Okay. And so there's two ways

5
00:00:25,520 --> 00:00:30,320
that we do that. First, you can't have a sales conversation unless the person is sitting in front

6
00:00:30,320 --> 00:00:36,400
of you. So setting those appointments. So I have a full appointment setting service that we set

7
00:00:36,400 --> 00:00:42,320
appointments. And then you have those appointments, but maybe you're not closing as many as you should

8
00:00:42,320 --> 00:00:52,480
be closing. And so I do sales coaching to help improve the conversion. And I promise that most

9
00:00:52,480 --> 00:01:00,160
of my clients will get double, if not more of their sales conversions by working with me in the first

10
00:01:00,160 --> 00:01:08,320
three to six months. Wow. Well, I definitely like that. And speaking as a real estate business owner,

11
00:01:08,320 --> 00:01:17,120
I'm like, that's the world we want to live in. Yes. Yes. So what's your close rate right now? Do

12
00:01:17,120 --> 00:01:22,160
you know? I don't have the numbers on it right now because I often don't even think about it when I

13
00:01:22,160 --> 00:01:30,400
come on here. If I do time, my mind is all shot for the rest of the day. But in the last year,

14
00:01:30,400 --> 00:01:39,680
I believe I had at least six or seven closings and these, I also own a, I conduct not own, I conduct

15
00:01:39,680 --> 00:01:46,400
a seminar, a buyer seminar. So a lot of them come from there. So we've already made that connection.

16
00:01:46,400 --> 00:01:52,240
Now it's the conversion. And I say all of that is because I have a great understanding of what

17
00:01:52,240 --> 00:01:58,080
you're talking about. Yes. Yeah. And you know how hard it is to get people in that room anyway,

18
00:01:59,120 --> 00:02:03,360
and then to then convert them if you don't have the skills to be able to convert them,

19
00:02:03,360 --> 00:02:08,800
all that work, getting them into the room or into that chair in front of you, if you're doing one-on-one

20
00:02:08,800 --> 00:02:14,960
appointments is all for not if you can't close the deal. And my whole thing, my whole vision

21
00:02:14,960 --> 00:02:22,560
is to take sales and make it more heart centered. And that's why I wrote the book Selling with Heart

22
00:02:23,280 --> 00:02:29,360
because it's in the 20 years I've been in business for myself, actually it's 30 years,

23
00:02:29,360 --> 00:02:35,040
I've been working for myself as an entrepreneur. Sales was always such a struggle for me.

24
00:02:35,600 --> 00:02:40,480
And I always thought that sales was a verb, like that's something that you do to somebody,

25
00:02:40,480 --> 00:02:46,880
you sell them something. And when I first had my fitness business, I almost went broke because

26
00:02:46,880 --> 00:02:52,240
that's what I was trying to do. I was trying to sell workouts to people that don't want to work

27
00:02:52,240 --> 00:02:58,800
out. That's why they were looking to lose weight. And once I realized that it's all about having a

28
00:02:58,800 --> 00:03:03,760
connection with the person, just having and having a conversation with them, asking the right

29
00:03:03,760 --> 00:03:09,520
questions, because that's like the big thing in communication these days, I don't know if you've

30
00:03:09,520 --> 00:03:16,160
noticed this yourself. But most people don't ask enough questions. They're the ones that want to

31
00:03:16,160 --> 00:03:20,880
talk and just answer everything. It's the people that are asking more questions that are really

32
00:03:20,880 --> 00:03:24,880
the smartest people in the room, because they don't know the answers, they know they don't know the

33
00:03:24,880 --> 00:03:29,840
answers, and they want to find them out. So be the smartest person in the room and start asking more

34
00:03:29,840 --> 00:03:40,720
questions. Yes, yes. And I think it's that balance though with listening. Begin to ask questions

35
00:03:40,720 --> 00:03:47,840
that are pertaining to what that individual is talking about. A lot of us, and I believe that

36
00:03:47,840 --> 00:03:54,320
it's sometimes we get in our head and we listen to respond, rather listen to be

37
00:03:54,320 --> 00:04:02,720
to be inquisitive, you know, asking and wanting to know. So that's definitely something I think

38
00:04:02,720 --> 00:04:07,760
everyone could utilize, not to mention you said something that's really heartfelt, is the fact

39
00:04:07,760 --> 00:04:13,840
that it's a built upon relationship. We don't necessarily want to sell someone anything.

40
00:04:13,840 --> 00:04:20,640
We want to get to know them to see what we can do to be of service to whatever need or want they have.

41
00:04:20,640 --> 00:04:26,560
So I definitely understand that. Yeah, that's exactly the way to approach it too, because if

42
00:04:26,560 --> 00:04:31,040
you're always thinking about, oh, I just need to make the sale, make the sale, it just doesn't do

43
00:04:31,040 --> 00:04:38,560
anybody any good. So when you get the people that you help or clients and you realize that they're

44
00:04:39,760 --> 00:04:48,320
profit focused rather than people focused, what do you do to shift that or if you do anything to shift?

45
00:04:48,320 --> 00:04:56,720
Well, that's a great question. Generally, because of the marketing that I do and the

46
00:04:57,760 --> 00:05:03,200
videos that I produce and all that, I generally don't get those people. They opt out anyway,

47
00:05:03,200 --> 00:05:06,960
because they're like, oh, heart center, I don't want to do that. That sounds stupid,

48
00:05:06,960 --> 00:05:12,080
which I've gotten those comments on social media before. It's like, yeah, right. Yeah,

49
00:05:12,080 --> 00:05:19,760
it's not for you. Delete. Yes. So I generally don't get those. But if I do, it's really about

50
00:05:19,760 --> 00:05:25,600
asking, again, going back to the questions, it's asking that particular person I'm coaching,

51
00:05:25,600 --> 00:05:33,040
asking them the questions about what's driving the profit. Why are we so focused on profit rather

52
00:05:33,040 --> 00:05:40,320
than focused on the value that we're providing to our prospects? And once we have that conversation,

53
00:05:40,320 --> 00:05:47,680
generally, it's not really a profit focus. They're just in scarcity mindset and we need to make some

54
00:05:47,680 --> 00:05:53,280
sales because the business isn't doing great. And for anybody that's only closing like 10 to 20%,

55
00:05:54,000 --> 00:05:59,120
especially in the health and fitness and health and wellness arena, if they're closing like 20%,

56
00:05:59,120 --> 00:06:06,800
30% or less, the business is in real trouble. And I can see that, that the scarcity mindset

57
00:06:06,800 --> 00:06:16,080
is starting to hone in and become, respectfully stating, self-centered, right? Because we all

58
00:06:16,080 --> 00:06:21,280
have needs as business owners. And if that need isn't getting met in order to take care of our

59
00:06:21,280 --> 00:06:29,200
family, our mind completely shifts to, hey, money, money, money, money, and miss the mutual

60
00:06:29,200 --> 00:06:34,960
relationship and the respect that we can create so that that can flow. I've always said that money

61
00:06:34,960 --> 00:06:41,120
can grow on a tree. I'm just trying to find the right tree. That's right. I think so. It's so

62
00:06:41,120 --> 00:06:48,880
funny during the pandemic, everybody's like, oh, money's tight right now and it's not happening.

63
00:06:49,360 --> 00:06:55,440
Money didn't go anywhere. It was the same amount of money in the whole world. It just wasn't moving.

64
00:06:55,920 --> 00:07:02,560
It's that movement of money that makes the economy go around. It's not printing more dollars or yen

65
00:07:02,560 --> 00:07:10,640
or whatever pesos or euros or pounds. It's moving that money, spending the money in a smart way,

66
00:07:10,640 --> 00:07:16,400
of course. You don't want to be frivolous about it, but moving that money around is going to get

67
00:07:16,400 --> 00:07:22,400
out of the scarcity mindset and get to abundance mindset a lot easier. And that's the shift that

68
00:07:22,400 --> 00:07:28,880
I've had to make over the years as well. I used to be very scarcity mindset. And I would nickel and

69
00:07:28,880 --> 00:07:37,680
dime everything because I was taught, my parents look after the pennies because the dollars were

70
00:07:37,680 --> 00:07:42,480
taken care of themselves. There's a lot of really good truth in that. But if all you're doing is

71
00:07:42,480 --> 00:07:47,920
just looking at the pennies, nickels and dimes, you're missing the bigger picture on what else

72
00:07:47,920 --> 00:07:52,560
that you could be doing and creating value for your clients. Yeah. That makes

73
00:07:52,560 --> 00:07:59,280
things pun intended. That makes sense. Awesome. Well done.

74
00:08:03,360 --> 00:08:08,320
I wish I had one of those things. Oh, I don't have my soundboard.

75
00:08:11,120 --> 00:08:15,840
How does selling with heart redefine the sales process for businesses?

76
00:08:15,840 --> 00:08:23,520
Oh, yes. So first of all, it's all about the conversation and asking the right questions.

77
00:08:23,520 --> 00:08:35,920
So that's at the heart of the matter. And heart itself is an acronym. So A-E-A-R-T. And that's

78
00:08:35,920 --> 00:08:42,160
the process that I take people through. So the H is hugs. It goes along with heart. Hugs is all

79
00:08:42,160 --> 00:08:50,800
about rapport building and creating that environment that makes it easy for a buyer to buy. And that

80
00:08:50,800 --> 00:08:55,760
hugs starts at the very first moment that they know about you, whether it be a Facebook post that

81
00:08:55,760 --> 00:09:03,040
you do, a speaking engagement, an ad that you have. The hugs start there. And then go all the way to

82
00:09:03,040 --> 00:09:08,320
the sales conversation at the very first part is where you want to put them at ease so that you are

83
00:09:08,320 --> 00:09:16,240
able to have a good conversation with them. The E in heart is engage. So that's getting them to talk,

84
00:09:16,240 --> 00:09:22,240
ask questions, get them to respond to those questions. The A is ask. And this is, I flipped

85
00:09:22,240 --> 00:09:29,120
the script on ask. So it's not you asking the prospect to join your program. It's your prospect

86
00:09:29,120 --> 00:09:36,320
asking you to join. And when you do the first part of the sales process the right way,

87
00:09:36,320 --> 00:09:43,920
it will become a lot more easier, a lot easier to have those prospects ask you for the sale,

88
00:09:43,920 --> 00:09:50,320
which is a nice shift to happen. And then the R and the T are what happened after the sale.

89
00:09:50,960 --> 00:09:58,240
R is referral. I know as a realtor you are really good at asking for referrals or anything.

90
00:09:59,520 --> 00:10:05,120
And that's one thing that a lot of business owners fail to do is ask for referrals in a good way.

91
00:10:05,120 --> 00:10:10,960
And then the appropriate time right after you make the sale is not the appropriate time to ask for a

92
00:10:10,960 --> 00:10:19,040
referral. It's once they've gotten some results. And then the T is testimonials. Referrals and

93
00:10:19,040 --> 00:10:24,560
testimonials go hand in hand and help your marketing and the rest of the sales process

94
00:10:25,360 --> 00:10:30,640
go so much easier. You get a referral, you know they're going to buy unless you screw up everything

95
00:10:30,640 --> 00:10:38,640
else. Testimonials get to know you based on somebody that they saw that looks like them,

96
00:10:38,640 --> 00:10:44,080
you know sounds like them, has the same problems as them, get results because of you. Now that

97
00:10:44,080 --> 00:10:51,440
person's going, hey the common here is Javonica so I want to hire her for what I wanted, you know,

98
00:10:51,440 --> 00:10:58,240
that solution that I'm looking for. Yes. And so remind me of E again.

99
00:10:58,240 --> 00:11:10,480
Engage. Engage. I was right. Hugs, engage, ask, referrals and testimonials. Yes. I love it. And

100
00:11:10,480 --> 00:11:16,160
I think that my most favorite part as I smiled from ear to ear was hugs, right? Because you have

101
00:11:16,160 --> 00:11:21,920
to come with open arms, right? And that's the part that you're open to receiving whatever,

102
00:11:21,920 --> 00:11:28,880
if I may say, the universe has for you, right? And then as they come closer to you because you're

103
00:11:28,880 --> 00:11:37,120
choosing to invite someone in, your arms begin to circle around them, right? And that shows a

104
00:11:37,120 --> 00:11:42,480
thought of protection, right? And security. That whatever I've said to you to bring you a little

105
00:11:42,480 --> 00:11:50,080
bit closer in allows me to protect you and tell you that my service is for you. And that's

106
00:11:50,080 --> 00:11:58,560
you know, and not just for the money piece to it. And then once you grab and they come a lot closer

107
00:11:58,560 --> 00:12:09,920
to you, you're now completely engaged in trust and honesty. And at that moment, they're probably

108
00:12:09,920 --> 00:12:19,200
going to say, why are we hugging, right? Where did this lead us to? And at that point, you now

109
00:12:19,200 --> 00:12:28,320
have the H, the E and the A because you were open enough to receive whatever the universe has for

110
00:12:28,320 --> 00:12:35,520
you. So yes, I took that to a whole different level, but I love it. I love it. That's great.

111
00:12:37,040 --> 00:12:40,720
Wow. Can you write the second version of my book then?

112
00:12:40,720 --> 00:12:49,920
I mean, you know, when you truly, I love people, Tom, and you have to love people to do exactly

113
00:12:49,920 --> 00:12:56,800
what you do and more so than what I do, right? And of course, there is profit in everything.

114
00:12:56,800 --> 00:13:02,320
And that's the goal is to make money. But without the person, there is no profit. And without

115
00:13:02,320 --> 00:13:10,880
purpose, there is neither one of those. And so for you to create an acronym, that's so big, right?

116
00:13:10,880 --> 00:13:16,480
Because without the heart, you can't, there's not much that could happen. Tom, I was an organ,

117
00:13:16,480 --> 00:13:22,960
tissue and eye coordinator when I moved to San Antonio, Texas. So I have some thoughts about

118
00:13:22,960 --> 00:13:29,360
hearts and what it's like to give and revive someone else. So I'm totally on a whole different

119
00:13:29,360 --> 00:13:37,520
level. I won't take the show, but I'm glad you led me there. Yeah, I love it. Yeah. How did you get

120
00:13:37,520 --> 00:13:45,040
started? Well, it came out of pain. Right? So when I first, yeah, I've been an entrepreneur for 30

121
00:13:45,040 --> 00:13:52,640
years, but the first really big business that I did without any safety net was my fitness business

122
00:13:52,640 --> 00:13:59,040
that I started in Houston, Texas, in 2008, the height of the housing crisis, which was a great

123
00:13:59,040 --> 00:14:06,160
time to start a new business. And I learned very quickly that I wasn't going to grow, I wasn't

124
00:14:06,160 --> 00:14:12,000
going to stay in business unless I learned how to sell at a high level. Because the way I was doing

125
00:14:12,000 --> 00:14:19,680
it now was, or then when I first started was awful. I was maybe closing one person out of 10. So 10%

126
00:14:19,680 --> 00:14:28,720
close rate. Once I dove deep into sales, got a coach, understood the psychology of sales,

127
00:14:28,720 --> 00:14:35,760
human psychology of making decisions, read tons of books on sales and marketing and psychology,

128
00:14:37,040 --> 00:14:43,360
that people make decisions and specifically the sales decision and the buying decision

129
00:14:43,360 --> 00:14:50,960
because of emotions. And when you come to any conversation with heart versus head,

130
00:14:50,960 --> 00:14:58,160
that's where all the emotions are. They're in your heart. And once I learned just how to have

131
00:14:58,160 --> 00:15:04,160
a real heartfelt conversation with people, ask the right questions in the right order,

132
00:15:04,640 --> 00:15:11,440
and then present my solution that addresses their exact problems, I took that 10% close rate and

133
00:15:11,440 --> 00:15:18,960
turned it into a 90% close rate. In a matter of like three months. It became a joke with one of

134
00:15:18,960 --> 00:15:22,480
my coworkers, she would see a prospect come in and she'd just shake her head and goes,

135
00:15:23,200 --> 00:15:28,160
they're giving us some money today. They're giving us money. Got another client signing up,

136
00:15:28,160 --> 00:15:33,040
even before they started talking to me. And sure enough, you know, two seconds, not two seconds,

137
00:15:33,040 --> 00:15:37,200
but like 20 minutes later, I'd be walking out to the printer to grab the contract and she goes,

138
00:15:37,200 --> 00:15:44,880
yep, knew it. Well, I once like once your attitude shifted, I'm sure something in you shifted

139
00:15:44,880 --> 00:15:53,040
tremendously. I think that positive people receive positive results. 100%. Yeah. Yes. And I wonder,

140
00:15:53,040 --> 00:16:08,000
do we ever realize that? Have you patted yourself on the back, Tom? I just did. Once in a while,

141
00:16:08,000 --> 00:16:14,640
I will do that. And I think maintaining a business coach and I've had the same business coach,

142
00:16:14,640 --> 00:16:21,840
kind of a general business coach that I work with for since then. So almost 20 years.

143
00:16:21,840 --> 00:16:27,920
And so almost 20 years now that I've known her and she's really good about making me give myself

144
00:16:27,920 --> 00:16:32,000
props, which I think us as business owners don't always do that. Nobody else is going to do it

145
00:16:32,000 --> 00:16:40,560
either. So we need to do it ourselves. Thank you for that reminder. I'm like, I think he needs to

146
00:16:40,560 --> 00:16:48,000
pat himself on the back because at the end of the day, you know, we don't receive results or change

147
00:16:48,000 --> 00:16:53,600
unless we want to, you know what I mean? And so that was a want and a strong desire. Yes, it had

148
00:16:53,600 --> 00:17:01,360
a lot to do with numbers, but it took you to be people centered in order to make that change.

149
00:17:01,920 --> 00:17:08,400
And so interesting, you've said it a couple of times, you're in Taiwan and was in Houston before,

150
00:17:08,400 --> 00:17:13,760
how has living in Taiwan influenced your perspective on sales and business compared to when you were in

151
00:17:13,760 --> 00:17:22,160
Houston? That's a great question. You know what, it hasn't at all. Yeah, because, you know, people

152
00:17:22,160 --> 00:17:29,280
are people no matter where they are in the world. People need to sell things and people need to buy

153
00:17:29,280 --> 00:17:36,320
things. And it doesn't change. My business is completely online anyway. And I work with US and

154
00:17:36,320 --> 00:17:43,920
UK and Australian, you know, English speaking clients primarily. And so, you know, it's all remote

155
00:17:43,920 --> 00:17:49,840
anyway. So it doesn't really matter where I am. But what I've noticed is that, you know, being in

156
00:17:49,840 --> 00:17:56,480
a foreign country, and not knowing the language, learning the language, and the culture and all

157
00:17:56,480 --> 00:18:03,920
that does open your mind and your heart quite a bit to, you know, different different perspectives.

158
00:18:03,920 --> 00:18:13,600
And I think everybody needs to leave their home state, at least. And if not, leave your home

159
00:18:13,600 --> 00:18:18,720
country for a while. And explore the world because there's just so many really cool

160
00:18:19,840 --> 00:18:24,880
cultures out there that we, you know, we can see it on TV, but it's so much different when you're

161
00:18:24,880 --> 00:18:30,720
sitting in a restaurant in the middle of Mexico City, and there's gunfire going off next door.

162
00:18:30,720 --> 00:18:38,720
True story. Versus, you know, going downstairs and getting some dumplings at midnight.

163
00:18:40,720 --> 00:18:47,200
I love dumplings. I just had to say that I love dumplings. Yeah. And the sauce, whatever they put

164
00:18:47,200 --> 00:18:54,720
in the sauce. It's like the life. So you're living life. You're living the life. You have art,

165
00:18:54,720 --> 00:19:02,640
you give out hugs, you engage with people, and you eat dumplings downstairs. What? I know.

166
00:19:03,680 --> 00:19:08,000
I'm blessed. Oh, man. If you didn't know it, you should know it now.

167
00:19:11,040 --> 00:19:13,440
Life is good. What's your why?

168
00:19:16,160 --> 00:19:21,840
Wow, this is actually something I struggle with quite a bit because, you know, I've been

169
00:19:21,840 --> 00:19:28,320
with my family for a long time. I have a family of my own. I have brothers, but I don't have

170
00:19:28,320 --> 00:19:34,160
kids or anything like that. So a lot of people put their why as their family and their kids,

171
00:19:34,160 --> 00:19:43,760
which is really cool. I don't have that. So my why becomes my clients. Not that they're children,

172
00:19:43,760 --> 00:19:53,760
and sometimes they act like that. But I want other businesses to be, and especially in the health and

173
00:19:53,760 --> 00:19:59,360
wellness field. And I work with a lot of functional medicine doctors and chiropractors and people

174
00:19:59,360 --> 00:20:06,560
that are doing some holistic wellness, which is so needed in the world, that I want them to be so

175
00:20:06,560 --> 00:20:13,600
much better at getting more patients so that they stay in practice. Because our health care system

176
00:20:13,600 --> 00:20:22,720
in the US is at a crisis. The last time, like, I'm outside of that system now, but the last time I

177
00:20:22,720 --> 00:20:30,560
went in, it was a five minute conversation, and it ended with a prescription. And did I really need

178
00:20:30,560 --> 00:20:36,720
the prescription? I don't know. I guess maybe the doctor said so. But looking, you know, yeah,

179
00:20:36,720 --> 00:20:40,000
we're gonna put you on cholesterol medication, Tom, because your cholesterol is too high.

180
00:20:40,000 --> 00:20:44,160
Talking to a functional medicine doctor, they're like, well, which cholesterol is too high? Is it

181
00:20:44,160 --> 00:20:48,480
the fluffy kind? Because you need that coming egg yolks, because that's the good stuff. Or is the

182
00:20:48,480 --> 00:20:56,240
hard kind that stick to your arteries? We don't know, because nobody tests. But like, do I need

183
00:20:56,240 --> 00:21:04,800
to be on Lipitor? No, probably not. So it's just, you know, those questions that don't get answered

184
00:21:04,800 --> 00:21:11,120
in a five minute conversation with your doctor. That's my why is to get, you know, functional

185
00:21:11,120 --> 00:21:17,360
medicine, get getting to the root cause of people's issues, get that out there, don't have another

186
00:21:17,360 --> 00:21:23,520
medication created for some symptom that doesn't need fixing. Thank you for being here today. I'm

187
00:21:23,520 --> 00:21:28,800
really happy that you tuned in to Vision Pros Live. I'm looking forward to seeing your reactions as

188
00:21:28,800 --> 00:21:33,040
these episodes continue to move forward. This is going to get more and more fun. We'll have more

189
00:21:33,040 --> 00:21:37,440
and more engagement as well. We'll invite people to participate in the show. And thank you for

190
00:21:37,440 --> 00:21:42,320
giving us your time and attention. Have an excellent time building out your vision and becoming a Vision

191
00:21:42,320 --> 00:22:07,120
Pro yourself.