#508 From Dubai Detours to 37 Million Views, and The Mind Movie Technique To TRANSFORM Your LIFE, NEW Q&A with Heather

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27:54That's talkiatry.com slash confidence to get matched in minutes. OK, next question. Do you know any great networking events for entrepreneurs in Miami? me. I actually don't. And you know what? I'm going to have one of my friends, Syph, on the show over the next couple of weeks because he is the ultimate networker and the ultimate connector. And I'm going to have him lean in and talk a little bit about that. I'm actually going to have my friend Scott McGregor on the show too. I need to write myself a note to actually get into this topic more because I want to help you guys network and connect with people.

28:27There's so many different ways to do it. The best and most important way is this. Keep asking, right? Ask other people how you can leverage their network, how can you access their network, what's working for them. Like have real genuine conversations, add value to others. When you're adding value to other people, people are going to unlock and open doors for you to bring you in. And it just literally can take one person to be a game changer for you and for your network. Okay. Maybe I should host a networking event in Miami. What do you think about that? That could be, okay, that's a question mark.

28:58I'm going to put a question mark on that. Maybe I should do that. Maybe I'm being divinely led right now that I need to start hosting events in Miami. I'm down for it. Let me know if you guys want that. Okay. When sales aren't materializing, how do you stay motivated? Oh my gosh, so many different ways. So people ask me all the time, how do you get your energy so high? How do you stay motivated? It's not by chance, people. It's strategic. Remember my second book, Overcome Your Villains? It's all about removing negative people and negativity from your life, right? Things that aren't meant for you, getting rid of the negative self-talk, getting rid of the the frenemies that might be around you, getting rid of the co-workers that might put you down, creating boundaries with the people that you need to.

29:36Read that book. If you haven't read Overcome Your Villains yet, it's super helpful. That's one of the great ways that I keep myself motivated. I get rid of negativity. That's like the crux of Overcome Your Villains. It's a three step process. I call it the back process. But if you haven't listened to that book yet, get it on Audible because it's just me reading it to you. But it's really going to encourage you to remove the negativity out of your life, to remove the things that aren't meant for you. No fish is great at climbing a tree, but a fish is great at swimming in the ocean, right? So another thing is like, are you in a negative work situation because you're not doing the work that you're actually meant to do, that you're called to do, right?

30:12Like start really asking yourself these difficult questions. What were the things that you loved doing when you were a kid? That way, when sales aren't materializing, you have such a passion for the work you're doing and you have that conviction like I had when I was kicked out of the Dubai airport, I knew I was getting back in. You have to have this knowing, this belief, and this commitment to, I don't know how it's gonna work out yet. I haven't unlocked it yet, but I just know that it will. This is an opportunity to strengthen your faith, right? That way will be shown. When you're doing your life's work, you've got this conviction, you know it's gonna happen.

30:47I'm not sure exactly how it will. And this is what goes on for me as an entrepreneur with my own business, right? I'm like, am I leaning into the right things? Am I doing the right things? I don't know. I don't have a crystal ball, but I just know if things feel right, keep leaning into it. When things don't feel right, start assessing it. Like, what is it about that's going on right now? Am I not with the right people, the right partners? Am I not serving people correctly? Start questioning what's happening and pay attention to how you feel. Journaling is a really powerful way to help you do this.

31:16It helps you unlock solutions and answers for yourself. Okay, other things when I need to stay motivated, I run. I go outside. I give myself a break. I meditate, right? I need to get better at that. We keep leading into meditating. I watch my mind movie because it gets me so fired up, right? Like there's so many different things that you can do. There's this patch called the Joy Patch from the company. It's called Super Patch. It gives you feelings of positive energy without chemicals. There's so many different things that you can do. I listen to my playlist, my theme songs of my life, like all my thug life hip hop.

31:51It fires me up. I remind myself of other times I've struggled in my life and how I got through it, how I will get through this as well. I surround myself with super positive people that stretch me to grow, that challenge me to go bigger, right? I go to conferences. I invest in myself. I do the different things to help me get out of the funk and get back on track. And you can do the same. Okay. The launch phase was so exciting and there was a lot of initial clients, but getting them from prospects to clients is a low success rate. That's interesting. Data doesn't lie. So we've got a breakdown here.

32:22We've got to analyze why are we not converting at a higher level? What are the objections? Make a list of them. Overcome the objections. Can we guarantee success for clients? Can we do 100 % money back guarantee? Like, how can I remove the barrier to entry? Find out. Ask better questions. Ask people why they're not signing with you. The more you can understand and the more you can get them to empty their glass to you, the more you can solve the problems for them, the higher conversion rate you'll have. What do I need to do to increase that conversion rate? Stop where you are currently. Ask better questions.

32:53Go back and do a post moratorium. Like you want to find out why did I lose that client? Why did I not close that client? Ask better questions. Reward people for the behavior you want. Give, you know, FOMO work sometimes. Like this offer is only going to be good for so long. Like there's so many different strategies to help you convert at a higher rate. I go through all this on my coaching calls, my group coaching program. Maybe I need to actually do one just on sales for you guys here in the podcast. Let me know if you want that. I am happy to do it because if you're struggling with sales, your girl can help you.

33:27I want to help you if it's relevant to you guys. But I don't know. You need to let me know. Okay. I used to work for a company that made me dim my light. F that and told me not to post about my business. Oh, please. Pound sand. I started posting in there and left the company two weeks ago. Yeah, I love this. Do you have any great tips for positioning on LinkedIn as a small company with not a lot of following? We have about 70 followers now and they're all connections of mine. Yes, of course I do. Oh my gosh. This goes back to, I have a whole group coaching program on this. So number one, consistency is what pays.

33:57You need to show up and post every day, right? Identify 10 competitors. I call them competitors. Like Alex Hermose is my competitor. Gary Vaynerchuk is my competitor. Mel Robbins is my competitor. or figure out people that are in the space that you wanna be in at a higher level than you are. Success leaves clues, right? Like go look at their content, see what's working, engage on their content so people start to know, like, and trust you in their feed. Then they're gonna start to follow you. Be a guest on podcasts and encourage people to go to your LinkedIn, follow me there and you get my free ebook on blah, blah, blah.

34:28Give people a reason and a return to do something, reward the behavior that you want. When you keep showing up every day, when you keep adding unique and different value and giving and pouring into others, they're going to start showing up for you. Ask them to do the things you want. Hey, click here to follow me, right? Like reward the behavior that you want. Give people something for it and it works and show up every single day and you will gain traction over time. And also know you could go viral in one minute. Like you could literally have a school hard knocks minute. Who knows? One post can go viral.

34:59Test and try different hashtags. Test and try not using hashtags, right? Like see what your competitors are doing. See what's working. emulate it. And realize this, people get all caught up in, well, I can't do that because I don't want to be a copycat. Here's the thing. There hasn't been an original piece of work since the Bible. That is fact, right? Like everything is being reimagined through the lens of you and your experience. And that's all like when Sarah Blakely created Spanx, she had no idea that Kim Kardashian, you know, 30 years later was going to create Skims. I mean, Skims is very similar to Spanx, different name and through the lens of like the colors and the fabric that Kim Kardashian likes, but it looks really similar to what Spanx was in my opinion.

35:40Do I think that's bad? No, because Kim Kardashian should reimagine things through the lens of her and you should reimagine things through the lens of you. It's always going to be unique. It's going to be different and you're going to serve and connect with a different audience, right? So don't get too caught up in I can't do that. It's copying someone else. No, reimagine it through the lens of you, what you like, and then it's yours. Okay. I have a business partner that's a co-owner. We're friends. He doesn't put in as much work as I do. And he's made some comments like, I don't want to do all this work and not get paid.

36:10Ooh. Okay. That does not sound so great. Okay. When we talk about acquiring other companies, there's been other concerning comments too that show he has unrealistic expectations. He wants the business to succeed, but I don't think he has a founder's mentality. Do you have any advice? Listen, this takes me back to overcome your villains. It sounds like, it sounds like I don't have enough information, so I don't want to like dictate this to you, but it sounds like that could be a villain, right? Like ask yourself this question. Do you feel good about partnering with this person? A business partnership is no different than a romantic partnership.

36:45And I actually, the guy that I'm dating advised me on this the other day. He said, listen, it's super easy to answer a question if you should get into a formal business partnership with someone. If this was a personal romantic relationship and you felt the way that you did, would you move forward with this or would you back out? Well, I think the reality is this. For some of us, business is harder. For some of us, romantic situations are harder. I'm not sure which one is for you, but like seeing it through that lens of, oh, wow, when I took a step back and said, if I was questioning something this much and it was in my personal life, I'd end the relationship for sure.

37:18But then why was I doing that in business? It's no different, right? A partnership is a partnership. And if you're going to be a partner with someone, you need to trust them. You need to be ride or die with them. And if you're giving that level and they're not giving it back, sounds to me like it's not a great partnership. So maybe give them that opportunity to step out of the partnership or and or maybe have a really direct conversation and create some clarity and some communication that can say, hey, I'm not sure if you're feeling or sensing this, but I feel like we're not on the same page, we're not aligned.

37:51Can we talk a little bit about expectations and what each one of us are doing? And then can we put some things in writing to make sure we stay on point? Maybe we need to revisit this once a month, once a quarter, whatever it is, but I'd rather be on the same page with you or have the conversation that, you know what, maybe we aren't aligned and what could this look like moving forward, right? Like, but at least be direct, be honest and put it out there instead of just wondering about it. But I'd also look through it through that lens of, okay, if this was a romantic relationship? Would I move forward with this or would I exit it?

38:22Because I think that's just an interesting exercise to put yourself through that might help open your mind to what that actual answer is. Based on what I read here, TC, sounds to me like that might not be your person, but maybe worthwhile having a direct conversation first to get some clarity. Okay, so I hope that helps. Quinn's is all about elevated essentials that feel effortless. Designed for layering and mixing, each piece helps build a timeless wardrobe made to last. With versatile silhouettes and thoughtful details, they're the kind of styles you wear again and again. They've got the wardrobe staples with quality that's made to last.

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41:06However, I need help closing. Okay, so here's the thing. We could do a whole podcast episode just on closing. But what's important to know is this. You need to ask for the order. First of all, in every exchange, someone will be sold, right? A closed mouth does not get fed. That's in the Bible and in Jay-Z's songs. Okay, so here's the thing. You need to ask for what you want. You can't think that you're miraculously going to just stumble into something. That's not a close. I remember when I first got into the radio business and I was in my early 20s, my old boss used to say, drop the pen and ask them to sign every single meeting.

41:42So I conditioned myself. I would not leave a meeting without dropping the pen and asking them to sign something. What I did was I broke through that fear of going for the close. And I understood pretty quickly, if I'm not dropping the pen figuratively and literally, how do they even know that I'm trying to get them to sign. That's on me. I've got to do that work. So yes, there's a million different ways to close. There's the assumptive close. That's one that I love, right? Like there's walking somebody through, getting them to say yes a number of different times throughout the pitch and getting that.

42:16So Todd, what I'm hearing you say is if I came up with a solution that helped you to overcome blah, blah, blah, you would be willing to start working together today. Is that correct? Like you're pre-qualifying the close along the way. That's a really positive way to do it. But, you know, again, getting them to empty their glass to you so you understand the problem that they have. Reiterating it back to them. That's called parroting. Like basically saying what they're telling you. Letting them feel safe and heard. Right? Repeating things back to them. Mirroring them with your behaviors, your body motions.

42:48Like really being present, being an active listener. Parroting back. Those are really powerful strategies in regards to setting somebody up for a close. But in the end, here's the thing. you're either going to be sold on them or they're going to be sold on you. And every exchange is the same way. Your husband's going to sell you on cooking him dinner tonight or you're going to sell him on taking you out. Right. In every exchange, somebody sold. The more you approach sales as a game like that and something fun to test and try, the better you're going to get at it. Right. So I'm always thinking about, OK, who's selling who here?

43:20I'm always being intentional. Well, I'm trying to always be intentional before I enter into something. like set your intentions before you go into the meeting, set your intentions. I'm going to walk out of this meeting with a signed deal, a date and time to come back for a follow-up to overcome an objection I couldn't overcome or I'm never going back again, I'm getting kicked out. Like that's typically how I set myself up before I go into a meeting where I wanna close someone. Get clarity for yourself first. Write down what your goal is first. Walk through what those potential objections could be first.

43:52Why would this person potentially say no to me? What does the data tell me from other pitches that I've been on that someone could write out all those objections? Create a Word doc where you save all those different things. Answer those objections along the way in your pitch so at the end there aren't any potential objections. You've already resolved them ahead of time. You could even say to someone, and listen, I've been doing this for a long time, so I know some of the concerns that you're going to have. Would you be open to me just firing them at you right now to see if you've been thinking about this a little bit?

44:20Sure, Todd. Go ahead. Great. Okay. So oftentimes people say this to me. They're afraid to commit on the front end because blah, blah, blah. Like call it out. Call out those negatives so that you're doing it in advance for them. That's like the whole Eminem video when he calls himself out in the rap at the end, in the battle rap. It's so good. When you call out the potential negatives ahead of a client doing it, you're disarming them, right? Like you're taking that power away. And that's super powerful. Call out all the potential objections. Overcome them all. Be super transparent. obvious. Get back to the outcome that they want in their life.

44:56What does it look like when they buy this from you? How much better is their life? Like whatever it may be, get them to focus on that and how you're committed to that future for them. Right. So it's maybe it's that, you know, can you imagine what your life is like when you finally have purchased this jet and where you're going with your family and the freedom that you have, like start living in that mindset with them in the conversation. That's if you're selling someone a private jet, right? I'm thinking of that because This is my movie. And so get them to focus on that future outcome once they sign and feel what it's going to feel like and get excited about it.

45:31Right. And the more that they feel that you've already overcome the objections. Now it's just asking them to sign. OK, so listen, I want to get you in that jet tomorrow. So drop the pen, drop the paper. And when you sign today, you're going to get a, you know, free tank of gas, whatever it is, like reward the behavior you want. Give them a reason to sign now and then drop the pen and get them to focus on that vision of the future, what their life is like and how different it is once they've signed. I hope that helps in regards to closing. But you can't be fearful. You've got to be confident. People buy from confident people, right?

46:06They don't buy from desperate, fearful people. People can sense desperation. So you've got to hype yourself up. You've got to believe in what you're selling. You've got to believe in that future outcome and that you can deliver that for people. and when you truly believe and truly feel confident and then paint that picture for them and you've overcome those objections and you've called them out ahead of time and you're solving the problem that they have, boom, drop that pen, ask for that order. A closed mouth does not get fed. Again, that's in the Bible and Jay-Z lyrics. Let's go. All right, you got this.

46:38I believe in you. I just need you to believe in you too. Okay, you wanna work together? Go to my website, heathermonahan.com. There's so many different ways to work with me. I'm opening up my mastermind. My annual mastermind is opening in the next four weeks. You can get on the wait list now. It is incredible. This year we've had, oh my gosh, one of my speakers was just named a top speaker in USA Today. I've had so many of my speakers land TEDx talks this year, leave careers that were not serving them, step into their own personal brand, start elevating themselves on social media, building communities.

47:10It's been mind-blowing what we've done this year, and I'm super, super proud of the team. If you'd love to be a part of my team and ride with me for a year, it's a ride. We see breakthroughs and changes like nothing you've ever seen before. I'm so proud of the work that we've done. You can sign up for my Elite Mastermind at heathermonahan.com or on Instagram or on LinkedIn. I've got my weekly group coaching. If you're looking at being a part of a team that is elevating their personal brands, it's an eight-week program. You can find that link at linkedin.com at Heather Vonahand. And of course, we always have one-on-one coaching, very limited.

47:49But if you would like to apply for that, you can do that at the website, heathermonahand.com. Okay. Read the books. Check out the books. Confidence Creator. Overcome Your Villains. Let me know what you think about the soul episodes. I'm really wanting to hear from you. And then if you have questions that you want me to answer, submit them anywhere, social media or at the website. and know this, your girls got you. I'm going to answer them. I'm going to support you. I'm here for you. I believe in you. Until next time, keep creating your confidence. You know I will be. I'm on this journey with me.

48:18I'm going to make it all over again. I decided to change that dynamic. I knew I'd feel it. I couldn't be more excited for what you're going to hear. Start learning and growing. Inevitably, something will happen. No one succeeds alone. You don't stop and look around once in a while. You could miss it. I'm on this journey with me.