Why Q4 Is the Time to Go BIGGER with Heather!

25:08They look so bad. You know, I don't know if you feel like that, but it was always it like downstairs in the basement under the government agency in some dark room. They take a picture of you and you're like, you just got out of workout. That was typically what my passport photos look like. But this one is so good because it's from the photographer in L.A. And it's just like, bam, my son says, you care more about your new passport than your trip to Dubai. And he was right. I was so fired up about it. I'm like, this is this is like five years I get to have this now or six years. I'm so excited. OK, so there is this new AI.

25:39Just Google AI passport photo or something like that and you'll find it. I am not a partner for them. I'm not advertising for them, but I'm just letting you know as a hot tip, do this. It's so much better than those other random ones that you get in the government building. OK, so got the passport done. I was so excited. That was like this amazing plot twist that I hadn't expected. And it all happened pretty easily, right? Like I had forecasted it was going to be a complete night. This is going to be awful. I'm never going to get this thing renewed. And it turns out I get the best passport of my life.

26:09And it took me like 48 hours and probably in total, like three hours that I had to sit down in that office. That was about it. Like it was not horrible. And it was definitely worth it to go to Dubai, right? I went to completely, I went to UAE, a whole new country that I hadn't been to. Well, I'd been to Dubai, but only, as you know, for like an hour. So this was my first real trip there. I was there for a week and it was incredible yet again. Okay, cut to, so I had all this going on. I had to submit the questions for Peter. ahead of time. So I didn't really have a lot of time. I'm going to tell you the truth.

26:40I went to chat GPT and I just said, if I was to be interviewing Peter Jones live on stage at the WHX tech conference in Dubai, what are the best questions that I should ask for a tech audience, an audience of AI and founders? And, you know, just kind of described who was going to be there and what ways could I add value? What type of questions and conversation could I have with them. Well, it sent me back great questions. I copy and pasted, sent it to the team and they responded, Heather, these look good. We'll let you know if there's any other issue. But for right now, this works. OK, problem solved.

27:14Let's move on on to the next one. So we move on. And now I fly out to Dubai again. Flight is not the best. It's long. But we got there. Super tired. I had my keynote the first day, the second day I'm going in, I wake up that morning. And by the way, my emails were a complete nightmare out there because I'm eight hours ahead of time. I'm basically missed 15. Like anyways, I was missing so many emails. It was a nightmare. So if I did not respond to your email while I was in Dubai, please email me again. I have had so many people tell me, oh my gosh, you never responded. Here's the reality. I never got it.

27:49And remember this for business and for life too often. We're like, oh, this person didn't respond to me. They might've been on a plane for 15 hours and never saw it. Because when I land, there's some reset that happened to my phone. And there was like 9 million messages and I just didn't see them all. And then I literally went to bed and then I woke up the next day and went to work. Right. So I miss for sure many messages that could happen to a lot of people. Put the onus on you to keep following up with someone when you want to get a hold of them. Once they say to you, hey, I got the message.

28:16I'm not interested. OK, then, you know, problem solved. Let's move on in life. But you know what? I'd rather hear back and get confirmation. They at least did know that I've been trying to contact them. So that was just another hot tip from your girl, Heather, because too often people think we are bothering people when the reality is we are not bothering them. We just probably didn't even get their attention because we live in the loudest and craziest world. Okay. So that morning I wake up, I'm going to interview Peter and I get an email. I see an email because I saw a WhatsApp message. Use WhatsApp over in the Middle East, not your message, your regular messaging, your regular text.

28:54And I get a WhatsApp. Hey, did you see the emails? Well, in the middle of the night, because Peter's in a different time zone, he's in London, right? I'm from the U.S. Now everybody's in the UAE. He had responded, hey, I have some changes to what Heather, you know, had submitted. So now it's last minute because it's that day. And I had to get over to the venue and I'm trying to print out these new questions. And now I'm not familiar with what, you know, is in this document. So that was a little like, ah, yet again, there's always going to be a solution. I'm like, if I get it printed, worst case, I just bring these papers out with me onto stage.

29:31We're going to be okay. You know, we can rip off things, but I'll have his template of what he is suggesting. Took a little bit of time, effort and energy. We've got to print it out, made it to the venue. And all of a sudden, And I get a message, hey, Peter's here early. He'd like to meet you. Great. I was so happy because it makes it easier. Usually, I mean, listen, I'll be honest. There are a few celebrities that I've met that I was interviewing live on stages before, and they were not the nicest. I'm not going to say who. And in those moments, you're like, oh, boy, this is going to be a lot of fun.

29:59Because when you are interviewing someone or moderating a panel, it's your job to make it fun for everybody. It's your job to get the energy up for everybody. It's your job to add value, right? No matter how boring, flat, nasty someone could be or how great they are, it's your job to like shine that light of their greatness so that they can bring more value to the audience and make the audience have a great experience. That's on you. Right. So when you're the moderator or you're the interviewer, that's your job. And so I always pray that the people are great. But no, there's you know, like I said, there's a few times that people have not been so great.

30:34So getting to meet Peter was incredible because he, I will say, probably also say like Jesse Itzler was very similar. Like just unbelievable humans, high energy, smart, funny, could riff, like cool, great stories. I'm like, oh, this is perfect. And just like a really nice human, a good, good person. So I was so excited. I was so happy. And our outfits match. We were like both in navy blue. It was perfect with the set. Like the whole thing, it just I was like, boom, knocked it out of the park. I was so happy. So he said, you know, people didn't know who I was in Dubai. However, they definitely knew who Peter was.

31:14So he was getting swarmed. So his team came along and said, why don't we get you guys to a private area so that Peter's, you know, not having so many pictures because we were supposed to talk and talk about what we were going to say on stage. So they took us to a private place. We went to have coffee. We were sitting down and talking and he's telling me such cool stories about being a shark. I'm asking him what it's like to be a billionaire and raise kids. He's telling me that he makes his kids like work so hard in the warehouse. And it was such like all these cool stories. And then I was asking, what is it like on Shark Tank?

31:44And do you ever argue with the other judges? And like, what are your funniest moments? And he's telling me the best dirt on the show. And it was so good. So at the end of that conversation, I said, hey, I have an idea. If you're cool with it. the questions that I just asked you, could I bring those up while we're out there live on stage? He said, yeah, absolutely. Like, why not? Let's do it. He was so cool. Anyhow, so I incorporated some of the AI questions that he and I had agreed to in advance and then some of the on-the-fly questions. What was so cool that happened after is people had formed a long line to meet us after, really to meet him.

32:19And the reality is this, every single person brought up that their two Two favorite questions and two favorite stories were the one about his kids and how is it being a billionaire and keeping your kids normal and ensuring that they have good values and work ethics to grow up similar to how he did, even though he came from nothing. Like, how do you handle that juxtapose? They loved that one. And then they loved what is it like? What's the dirt on Shark Tank and Dragon's Den? And like, do you ever argue or have moments with other judges? And when he got into that, people loved it. And it was so cool because what I found interesting, those were the only two real human questions.

33:02The other ones I really adapted from what AI told me to do. So what does that say to you? That the most resonating, the most impactful questions were the ones from conversation, connection, and human, not the ones from AI. Just something to think about because I know everyone is so paranoid about AI taking over the world. And I get it. And I definitely leverage and use AI every day for my business. And I'm so grateful for it. Oh, my gosh. Just P.S. my Zoom note taker has changed my life in ways that you can't even imagine. It's incredible. Made my coaching, my group coaching so much better, so much more impactful and so much better for my end users because they always have in real time transcripts, notes, everything available to them, which has been so cool.

33:46Like it's allowing me to have more impact and do a better job doing the same thing I was doing before. So technology is helping in big ways for us to impact more people and get more results for people. But at the same time that day, it really reminded me, wow, like the human touch, that human connection. That's the magic, right? Like, so don't forget that. And don't let's not rely completely on AI because that is when then we are replaceable, right? Show up as that real version of you. Own your unique perspective, your unique curiosity, and your unique feelings and connection with others. And know that that's your difference maker.

34:23No computer or robot can take that.

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35:54Okay, so the one thing that I took, and I actually just requested to get the actual interview, even though I was dead tired and I'm not at my best. So give your girl some grace when you hear it. It is not like me right now. I've been home for over a week and I'm fired up and I'm feeling good. I was definitely not feeling like this that day. However, it still went great. Not my best moments, but I lost my footing a couple of times and definitely stumbled over words, which I typically don't do, but you know what? Again, we're gonna give you some grace and Peter definitely gave me grace. He was so kind after, I couldn't believe it.

36:30But here's the thing. I requested the footage. I'm going to get it back so that you can hear it. And I will drop it to you here just so you can learn from him because he came from nothing, created this billion, with a B, billion dollar empire. He's such an amazing human. So cool. So real. Literally, other than Jesse, it's like that's the only person I can compare him to. Like real, cool, smart, like relatable, nice, give back. Like, I mean, Peter is definitely like the top of the tops, like coolest cat out there. So you're going to love him. I loved him. And one of the big messages I took from him, you'll hear the whole interview, but one of the big messages I took from him, it's the standout big message, is just go bigger.

37:13Just go bigger. Because it's like sitting with him, I said that to him when we stood up. I said, wow, Peter, getting to hang out with you. I was with him for a couple of hours before we went on. I just said, getting to hang out with you. I just feel this one thing. I want to say it to you. I said, I just feel like I need to go bigger. And he's like, yeah, you do. He said, you definitely do. He had said it a number of times. Like, it just basically sums up that I want to be basically delusional about things. And I want people to tell me I'm delusional. That's when I know I'm on the right track.

37:47And he said, I also know I'm never going to fail. I'm just getting feedback. He truly believes he'll never fail because he's just going to get feedback, which can adjust his course. so we can get on to the next thing, take that turn, make that pivot. It's like failure is not even an element in my life. There's no possibility of it. I'll just get feedback. I'll readjust. I'll go bigger and I'll get that. Other people are going to think I'm delusional. Maybe I am, but it just seems to keep working out for me. So that's so contrarian way of thinking. So many of us think, oh my God, I'm going to fail.

38:19I'm going to fail. This isn't going to work. Like we obsess about the failure, which isn't even a factor in his forecasting or planning. And then when other people tell us we're delusional, we back off. When people tell him he's delusional, he leans in. That's like a compliment to him. So just go bigger. And it's all kind of summed up by this attitude that I want to be called delusional. That's when I know I'm onto something big. Like that's when I know I'm onto that. Next thing, I'm going big enough. And so be a little delusional. Just go bigger and challenge yourself. And I've been saying this to everyone in my life since I got back.

38:52whenever someone asks me a question or like, Heather, what do you think about this? Or what do you think about this? Or even when I'm sitting alone at my house and I'm working on my business, I'm like, how can I just go bigger than this? So this week, I want you to ask yourself this, especially in Q4 right now, like whatever your goals are for this quarter, for this month, I want you to know this, just go bigger and allow other people to think you're delusional because that will mean you're actually on the right track. So I hope that inspires you. I'm definitely going to get you that footage. I can't wait to get it for you.

39:22And I want to share something else with you. October is your month, right? Like this is a time and it's got to be your time right now. I want you to know there's two ways you can work with me so I can help you to elevate to the next level. One is through my October ladies only team. That's Fridays, four Fridays in October, starting on the 10th at 1 p.m. Eastern every Friday. You are not going to want to miss us. We just had the most incredible September team. I can just give you a couple of quick highlights. Miranda, one of the September masterclass attendees had her first 15K week ever in business.

39:57And that was in her last week of September after being in the program for 30 days. Massive results for her. Dana, another attendee who is coming back again next month. Actually, they're both coming back again for the October masterclass. She closed more clients and billed more in the month of September than she did in the entire previous year. Fact. You can check out those testimonials. They are all over the internet, but I will tell you this right now, people are getting massive results. So if you've got big goals, you've been holding yourself back, you need accountability, you want a team of champions cheering you on daily on the WhatsApp team.

40:33I am telling you this, we are going to elevate your presence on LinkedIn. We are going to go over the sales strategies, tips and tactics that are holding you back and teach you how to overcome the adversity that you're facing in this moment and hold you accountable to these big goals. Just go bigger. Let them think you're delusional because that's when you know you're actually on the right track. Okay, now we are going to cut to, I'm going to give you a little bit of insight from the September masterclass from one of our meetings and some of the things that I was teaching that helped the team get to the next level.

41:10I put together a bunch of different closing techniques and specifically because sponsorship I know is important. And I also did coaching client strategies. And some of these are really, really good. So I just want to talk through to high level pretty quickly. Oh, this is such a good one. Okay. This is, first of all, everything is sales, right? So it's like, this can be applied to anything, right? So this is you pitching you to be on an event. This is pitching a client. Like this could be anything. These are just some different closes for you to try. I love this one. The transformation close. This is so good, you guys.

41:40And this is like when I used to hire people back in the media business. this is like the kind of close that I would get somebody to come to work for me. In six months, you could still feel stuck or you could have the clarity, confidence and plan we'll build together. Which future do you want to choose today? I think the decision is pretty easy, right? It's like, it's like moving forward with the confidence, like, come on, where do you want to be in six months? Where I am over here, you want to still be sitting right there. I think more of you than that. Like you got to speak life into people, right?

42:05So that's called a transformation close, showing someone from point A to point B. So everyone gets like to understand what that looks like okay the identity clothes this is such a good one too investing in coaching is what leaders do when they're ready to level up are you ready to own that identity now so it's like showing them a picture of someone that everybody wants to be like a leader like who doesn't want to be a leader right i don't want to be a follower i want to be a leader right so like you're attaching identity and saying and like kind of putting it on a pedestal and saying aren't you ready to be that person now i love that one social proof this is testimonials guys testimonials sell, right?

42:42While we can sell ourselves, someone else standing next to us saying, oh my God, she's not lying. She's that good. Like she's changed my life. Let me tell you what she did for me. That's always going to be the most powerful thing. So reading testimonials to people, one of my clients was right where you are overwhelmed and uncertain within 90 days, she doubled her confidence and was leading at a new level. Do you want to own your version of that transformation now? Like, so you're putting them in the shoes of that other testimonial. Does that make sense? The commitment close. Would you like to start with bi-weekly sessions or go all in with the full program.

43:13You're giving them like one of two options, right? Like which one, that's also the assumptive close, right? Like you're just assuming we're moving forward. At this point, we've walked through it. Which one do you want to do? You want to pay upfront right now, 100 % or do you want monthly installments? The silent close. And this Dana goes back to like the power of the pause. Power of pause is super important in sales. Are you ready to step into this next chapter with me? He who speaks first loses. Once our pitch is done, we do not talk ourselves out of the sale. We're very confident and silent, right?

43:43So like, that's a really important strategy is not to talk yourself out of the sale, but instead hold strong, confident, and powerful in your silence. And that makes the other person feel like I got to say something like, cause they're going to get uncomfortable. We don't get uncomfortable. We're fine. Okay. Now to sponsorships. I love these. These are really good. The partnership close. This isn't just about a logo on a flyer. This is a really good line. This isn't just about a logo on a flyer. It's about positioning your brand as the one investing in women leaders. Do you want to make that impact together with me?

44:16Like that's boom. Like it's not about, it's not about a logo. This is about the impact that you have. Oh my gosh, Andrew for domestic violence. Like, Ooh, you could kill it with this, right? You could be like, who doesn't want to change the lives of millions of people. You're no longer a logo on a wall anymore, Jim. You're saving women's lives. Let's get in that game now. Like who could say, know to that. I don't know anyone that could. Okay. The ROI close. Our last sponsor saw a 3x return in visibility and new business. Would you like me to reserve that same kind of opportunity for you this year?

44:50Or are you good where you are? Come on. Like who doesn't want that? Right? I love that one. The exclusivity close. We're only taking 20 partners, X amount, a certain finite amount. Spots are filling up fast. Once they're gone, they're gone. Don't you want me to hold a spot for you. I don't want you to get on the wait list and miss this opportunity again. Let's do it. Like it's a fear of missing out. Like there's only X amount of spots left. Come on. You don't want to have to wait until next year. This is the time the alignment close your company's mission perfectly aligns with this event. Being on our stage puts you in front of the exact audience that you've been trying to reach.

45:24Should we lock this in for you? I mean, that's again, it's saying like your brands align with the audience that I have, but it's also the assumptive close that like, come on, like this is exact. This is what you just told me. Here's what I heard you say that you serve women who are empowered and looking to move forward. I just share with you exactly who my audience is. They match. Like, I think, I think our work is done here. Let's, let's take it forward. FOMO closed. Competitors are starting to step into the space. This is your chance to lead the conversation, not be a follower in it. Why don't we confirm you as the lead sponsor today?

45:54Like, again, it's going back to the identity, like be the leader, don't be a follower. That really gets, especially in men's head or a competitive alpha woman, like this girl right here. I'm like, I'm like, I don't want to be a follower. I want to be a leader. Like put me in coach. The silent close back to what we did before. Do you want to secure the sponsorship now? And then just wait. And like, whatever they're going to say, whatever they're going to say is feedback. This is where a lot of people get lost. And I saw someone on the chat thread saying this, like, oh, should I lower prices or whatever?

46:23This is where everything is a negotiation. Everything's a jump off. There's no need to get upset about it. Get curious about it. I'm always like, Hmm, what did I not sell them on well enough yet that they're like balking back on price. Now, something interesting about price is that oftentimes it's, we didn't sell the value enough, right? That could be it. And we could get better. And there's plenty of tools that we can use that we can role play. We can go through different ways to do that. So that is one option, but oftentimes, you know what it is? We're fishing in the wrong pond. We're going to pitch a hundred thousand dollar sponsorship to a company that only has a budget of a thousand, right?

46:55Like We have to qualify that people are the right avatar for us to pitch. And sometimes that's hard to know, like, especially when we're starting in. I remember when I started the speaking business, I was like, nobody has the kind of money to pay me what I want. I was fishing in the wrong pond. I started looking at who books Mel Robbins, who books Brene Brown. They have between 50 to 200K a speaker. I want to fish in that pond, right? So instead of I wasn't qualifying, I was just like going wherever who called me. And then I'm like, they only have a grand to pay. They only have this to pay. Get strategic about it.

47:28And so sponsorships, you guys, is a good one. Dana, I know you and Miranda both look at this. It's all out there. You can look at the events that are similar to yours and then look at the logos at the bottom. Look at the testimonials on the website. Like you can see who actually is pulling the trigger at these companies for these sponsorships. And you can see the events that they've sponsored before. And then if there are repeat sponsors, you know that they like it. It's working. Right. So it's like, why wouldn't you go after that? You know they have the budget and you can find the name on the testimonial.

47:57I ask you to try to find your passion. I'm here to help you. Check the show notes below to get the link so you can join my October Masterclass team. Now, if you're like, Heather, I need bigger than that. I need more than that. Like, and I'm a guy, right? You could be a man or a woman. I've got three seats left for my annual mastermind. This is my biggest, biggest deal of the year. We do two in-person events during the year. You get access to me. You get one-on-one with me. You get the entire team, which is next level. And I was just looking at my services page on LinkedIn because every once in a while, we need to go back down the rabbit hole on ourself and say, hey, let's look at our own business.

48:38And as we move to Q4, I was thinking the same thing. I'm like, oh, I need to go check out my own pages. I need to improve on how I look on social media, which I'm encouraging you to do as well. and I will tell you this, I decided to take a look and add some testimonials. Here's a couple. These are from mastermind attendees from me from last year. This one's Kristen Petronio. I'm so grateful for you at Heather Monaghan. Your encouragement gave me the courage to take a chance and share my story. Something I never imagined would resonate with so many people. Thank you. And just FYI, her mother had passed away and she knew she had a message on her heart that she wanted to share.

49:18She's a real estate agent. She's out in Arizona. And she was, she felt called to do something more, but didn't know how to do it. And that's why she came to my mastermind. She said, you know, there's no right way to navigate grief, but if you think there's something painful in your life and you can turn it into purpose, I truly encourage you to try. I've said it before and I'll say it again, losing my mom woke me up in a way I didn't know I needed. In the midst of that loss, I somehow found myself again. And I know she's been guiding me every step of the way. For the first time in a long time, I found peace.

49:47When we're caught up in pain, drama or healing. It's hard to see clearly, but life truly begins to shift when your mindset does. There really is so much more peace on the other side of that change. And I love that testimonial. I love that she shared her message with the world and the feedback that she's been getting from people, the impact that she's having. If you felt like there's a calling on your heart, that there's something more for you out there, that you have a message that you need to share, Please send me an application. Click the link below. There's an apply it to the mastermind. Listen, I have this group of people that are working together to get their message out to the world, to elevate their brands.

50:26Some of them are in corporate America and want to get to the next level and land board seats. Some of them are entrepreneurs. Some of them are people going through pivot moments in their careers right now. Everyone's in a different situation, but they all want to get to the next level. They want to reach more people and they have a message on their heart. Okay, this one's from Erica Glenn. Heather's coaching helped me get through a difficult time in my career. as we spoke about different strategies, next moves to make and how to grow. I leveled up twice and we worked one-on-one. She hired me for one-on-one executive coaching and she joined my mastermind.

50:53She did a lot to help me gain confidence and taught me the importance of building a personal brand. The brand continues to pay off and my confidence continues to grow. As a result, I just finished my second TEDx and I'm leveling up again. So I worked with Erica when she was at a Fortune 10 company and we got her promoted twice and then we got her out of there when she wanted to make the pivot and become an entrepreneur and start her own company. And since then, her TEDx has gone viral and she is reaching millions of people. Okay, Stacey Kaufman, the single best investment I've made in myself was hiring Heather to be my mentor, mastermind coach.

51:28Her ability to create confidence and help people believe in themselves so quickly is truly a gift. Stacey's message on her heart, she was unhappy as a senior level executive in corporate America. She was killing it and had golden handcuffs and didn't believe there was anything else out there for her. Since then, she has, during my mastermind last year, she's my mastermind again this year, but during last year's mastermind, she ended up resigning from her company, starting her own job. And wouldn't you know, months later, that company went bankrupt. That company is letting people go left and right.

52:00And the fact that she left before that happened is so serendipitous and divinely led. And I am so proud of her. She literally jumped over a landmine and never looked back. And that was a catalyst for her to go to the next level. So far this year, she has made more money than she did the entire year last year in her corporate position. And her one fear was that that wouldn't happen. So not only does she have freedom, not only is she so much happier, not only is she feeling like a more confident version of herself as she stepped into her purpose and her passion, she has more free time with her kids too.

52:35So she's gone on more vacations this year. It's been incredible to watch, and I'm blessed to have the opportunity to teach people the things that I've learned through my corporate career, through sales, sales leadership, through starting my own company, through writing a book, through launching a speaking career, and through landing board seats, right? So I'm here. I can teach it to you. Join the team. There's nothing more important than community these days, and the impact of doing things as a collective has a domino effect in your life, in your business, and in the world. So click the show notes below.

53:06I've got two links for you to join my October team for women only or to join my mastermind, which is men and women. I'd love to see it. Love to talk to you and answer any questions that you have. Until next time, keep creating your confidence. You know I will be. I decided to change that dynamic. 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.