Abundance Selling vs. Scarcity Selling with Ian

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welcome to She Sells Radio I am doing something kind of fun and new and

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different um as we move into a new phase

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with the podcast so if you heard one of my most recent episodes I don’t remember what day it was but I was sharing just

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about how I have felt so called to evolve the show and evolve what we’re

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doing and Elevate what we’re doing and um securing an in-person recording

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studio uh really upping our Gabe on YouTube and um and with the podcast and

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just with a lot of different things we’re doing and what I had shared in that episode was you know how you may

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have heard the phrase that in the middle of a surgery it looks like a murder that that was a little bit of how I was

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feeling just being so honest with you it was a little bit of how I was feeling with this show and if you’ve ever had

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those moments where you think oh my gosh like I can see the vision I know where I’m going I know what I’m doing I know

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what I’m calling in and there’s this bit of the in between time when you’re

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Quantum leaping and when you’re building that out so um I am farther along than I was when I recorded that episode maybe a

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month or two ago which I’m really excited about and we have some amazing things happening behind the scenes for

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the podcast that uh you will be hearing and seeing very soon as well and I’ll be sharing more on social as we go so make

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sure that we’re connected I’m at Elyse Archer uh all the places but Instagram

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and Linkedin are where I hang out most of the time and in the meantime though I

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wanted to make sure that we are continuing to bring you really quality content really quality conversations and

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so um huge shout out to one of my team members cat who said bring everyone some

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of your favorite episodes from the show and this is uh this is something I’m

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actually so excited about you know I’ve gone through and pulled and we’ve had over 350 episodes now which is crazy to

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say um and every single conversation we had with a guest I think was so powerful

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um but what I’ve done for the next little bit is pulled some of what to me

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have been the conversations that stood out the most that are some of my personal favorites the ones that we’ve

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gotten the most feedback on um and that I want to bring to you and whether you

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already listened to one of these when it originally or whether you’re brand new to the show by the way if you are

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welcome and if you’re a longtime listener I love you thank you shout out to you um but I’m going to be bringing

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you content that I think is more relevant today than ever and something

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too that I know to be true is that every time you come back to a book a podcast a

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piece of content that moved you you’re coming to it from a new level of Consciousness so even if you listened to

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the episode that you’re about to listen listen to today when it originally aired I want you to go in and listen because you’re going to hear it with a whole

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different set of ears because you have evolved since then and so the very first

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episode I’m excited to bring to you in our best of series is actually the second podcast interview if not the

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third I can’t remember now if I’ve had this guest on two or three times either way he’s amazing um but Ian Koniak who I

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feel like is my brother in sales um phenomenal sales coach Mentor leader

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phenomenal human being as well um and I always find that when we come together

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and have a conversation around sales and mindset that just it’s like magic unfolds so the episode today is a

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conversation we had on a concept about called abundance selling versus scarcity selling and your whole business and life

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will transform when you learn how to lean into what we talk about as abundant

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selling which has way more to do with your inner State than about the tactics

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or strategies you’re using although it will influence those but you’re also going to get a very different outcome in

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terms of results so if you are in any way shape or form feeling lack or

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pressure whether you’re working within an organization or maybe you’re an entrepreneur and you’re putting the pressure on yourself right and you’re

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feeling like oh my gosh I’m feel like this is kind of pouring over into my sales conversations and I feel like I

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need people to buy from me I want you to listen to this even if you’re in a really good place with your sales

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listening to this it’s going to help you elevate your abundance mindset even more so that you call in more of what you

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desire and want so I love this conversation I’m so excited to bring it to you and with that let’s dive in to

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this powerful best of episode with Ian

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Koniak welcome to She Sells RadioI am so excited to bring you a very special

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episode today where I’m actually going to be sharing a live training that I did

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along with my colleague Ian Koniak and Ian’s been on the podcast before I feel like this is the third time now actually

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that I’m uh sharing and featuring him here with uh with my audience he is a

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phenomenal leader in the sales space um he actually a former coaching client of mine and was the number one rep uh for

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Salesforce which you got to be a really good salesperson to be the number one rep for sales course but he uh left a

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few years ago and went out and started his own coaching company and he and I uh recently did a live training on a

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concept of abundance selling versus scarcity selling and so if you want to know the sales mindset and strategies

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that multi- figure sales professionals use who have a lot of inbound leads who

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have a lot of client opportunities and conversions um but aren’t having to

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forge Hustle Hard close push the sale then you want to tune in to this episode

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so we break down our personal perspective on abundance selling versus scarcity selling you’ll also hear some

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live coaching that we did with the attendees it was really really powerful and so I wanted to make sure to bring

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you this episode and this conversation so that you could go deeper into it and hear for yourself so without further Ado

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let’s listen in on the training welcome everyone hello hello

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so good to see beautiful faces popping on in welcome to abundance selling

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versus scarcity selling I love that this topic is resonating um awesome as you

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come in just letting everybody in here share in the chat where are you coming

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in from and what is resonating with you about this topic why did you Ian and I

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were just talking about how awesome it is that we can like share an invitation to this a couple days before and people

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rearrange their SCH come on and talk I know there we go this an important

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conversation but we want to hear what’s resonating with you about this what spoke to you you’re here with us on a

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Friday morning or Friday afternoon or Friday at night depending on your time zone and we are grateful for you being

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uh being here live with us and we want to honor that today and uh and cover

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let’s see Ian what we’re seeing here in the chat okay colia representing Daniel

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what’s up um hiring slowed down a lot challenging economy I’m curious why

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abundant selling you think will help you in a in a challenging a yeah I think he’s smart to know it

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will but I’m curious with you Ian like what’s yeah what’s connecting the dots there oh Ash I think I think in a

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challenging economy people get desperate they get needy they get like I have to get the sale because I’m there’s not

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much opportunity and that actually propels people so when you don’t feel

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actually is as attached to the outcome a lot of times that can drive the outcomes you want um so it makes it easier to

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sell in a challenging challenging economy versus oh my gosh no buying what do I do I need to get this deal deal

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yeah absolutely absolutely um let’s do this let’s go ahead shout out to uh to

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everyone popping in if you’re coming in here now live we’re so glad to have you uh type in the chat where you’re coming

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in from and what is resonating about this topic why are you here with us on a Friday

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when you could be doing any number of things tell us what is speaking to you about abundance versus scarcity selling we want to serve you today um Ian do you

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want to take a moment and introduce yourself I’ll introduce myself and then we’ll we’ll kick things off I need

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diaper money congrats po pen on having a baby like that people want to sell more

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essentially learn new sales techniques um I’m Ian conak I’m CEO of untap your sales potential and I spent 20 years in

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Tech sales and now I get to coach salespeople on how to sell in a abundant

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outward-facing service oriented manner which actually makes you sell a lot more when you use that

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approach 100% 100% And if I could just say because I have the pleasure of

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knowing Ian personally amazing family man um one of the best in the business

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that you’ll ever meet like truly Heart of Gold um I’m not like trying to embarrass you and I’m just saying like I

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think what’s cool is what we get to do today is talk about how embodying these concepts of abundance

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and generosity will actually create way more revenue and way more sales for you

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so it’s a both and does which is really fun and which I think kind of flips the Paradigm that so many of us have been

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taught on its head of like to get ahead in sales you have to hustle Force compete you’ve got to do things that are

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unethical like there’s just so much that’s taught that isn’t true um and so it’s just Ian I think you embody um what

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we’re talking about today which is thank you great yeah absolutely yeah I mean and you too it’s it’s a it’s ironic

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right the less you need something the more likely it is to manifest and um the

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more attached you are to it like getting it oftentimes that that makes it that much more unattainable

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so how this stuff works out uh I see a lot of familiar faces if every if anybody wants to go on camera you are

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certainly welcome to I’m Corey Teresa I see you guys there H if not no worries at all but always good it’s always good

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to see faces on these things um we got people representing Hudson

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Valley New York London uh Karen just worked on her business full-time congratulations Karen

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to Welcome to the other side Idaho um people want sales coaching and um yeah

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well thank you for considering my program Jason hopefully we can give you a lot of value regardless of whether you

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decide to join so cool I think we’re we’re filling up

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pretty good so I don’t know if you’re ready to kick it off let’s let’s kick off Absolutely I’ll do a quick um I’ll

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introduce myself super quick and then we’ll kick off and we do um who here was here for the last joint training we did

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did anybody join in for that mindset and habits of sales Champions this was like months and months ago um if you were

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here then you know we like to keep it interactive so I’d love we’ll be monitoring the chat I’d love if you have

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questions on what we’re talking about pop it in the chat we are going to aim to have time for some live conversation and coaching with those those of you who

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are here live too so um so I always think that’s fun so yeah I’m Elyse Archer I’m the founder and CEO of She

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Sells and superhuman selling and um I think my my heart and my mission is is

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similar to Ian’s I’m slightly different with my own angle on it but spent many many years in corporate um hustling and

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grinding my way to the top I did a lot of what we’re going to talk about today is not you know not the right way to

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sell but that was how I was taught and brought up and um found myself in my mid-20s uh looking on the outside like I

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was doing great having it all together but on the inside struggling a ton with anxiety panic attacks Eating Disorders

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scarcity mindset all of it changed my life with the concepts we’re going to talk about today um sales results

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skyrocketed and my my passion now is empowering sales professionals and entrepreneurs to have Quantum leaps and

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sales and income um but doing it with the these these Concepts that we’re talking about today so um so let’s get

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into it so Ian why don’t we why don’t we just talk about abundance selling versus scarcity selling and what that means to

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you well you as you’re talking before I Define it um you have to ask yourself

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what is sustainable can you see yourself working the way that you’re working right now in 20 years if the answer is

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no then something’s got to give right so when I think about you talking about

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eating disorders or anxiety or any of these I’ll call them mental health

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challenges I I see this across sales all at minimum high levels of stress high

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levels of anxiety and people take that home to their families it influences their their work and it certainly did

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for me I struggled with addiction I would work really hard grind hustle and

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then I just had nothing left in the tank and I would want to escape to you name it I did it and that was the pattern you

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know work card play hard for you know 15 years in sales and until it got me into recovery and and and frankly it wasn’t

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sustainable and so when you think about abundant selling versus scarcity based

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selling scarcity based selling is like I need to hit my quota I need to you know

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um there’s pressure I got to perform I got to grind it out and ultimately um my

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goal is to make as much money as possible get to the top of leaderboard and and get results it’s a very inward

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focused way of selling where you are attached to your outcomes abundance selling is I don’t need anything okay

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I’m here to serve I’m here to help my clients and if they don’t want to work

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with me and they don’t see value it’s their loss it is literally shifting from

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a neediness to a service outward Focus where you are not attached to the

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outcome the only thing you’re attached to is helping your clients and if they don’t want need or willing to work with

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you to get help on to the next so that’s kind of how I think about scarcity versus abundant is service oriented

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versus inward you know self self-serving oriented yeah I love that

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so much and I’m I’ll share a thought um Ian on what you said and then I also would just love for those of you live um

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if you want to share in the chat like where do you feel like you are right now and there’s no there’s no shame if you

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feel like you’re in a scarcity selling mindset it’s how we’re conditioned I think it’s how most people are taught to sell um it’s how I did it for so many

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years because it’s it’s the only thing I knew but everything changed when I learned to do it a different way so I

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would just be curious to kind of get a temperature read maybe like scale of one to 10 where 10 is full abundance selling

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like Ian just shared and one is I’m aware that I’m currently in scarcity selling like where are you right now um

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I will say one other thing that I think shifts a lot when we’re making this

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transition from scarcity to Abundant selling is where you getting your validation and this is so important um

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and I remember I was I was coaching A Private Client a while back who um he

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wanted to hit a million in his business and I I just was like why I’m just curious why and he sat back and really

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thought about it and to his credit he was super honest and he said you know

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what it’s I think I’ll finally feel good enough then so when we are placing our

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worth our selfworth on sales numbers Revenue numbers results that is 100%

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scarcity selling because there’s a gap in a separation right we’re creating a gap in a separation between us and our

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goals and we’re saying when I am there then I will be good enough then I will be valid then I will be worthy and we’re

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always chasing It’s never enough in that energy so to Ian’s point when you come

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from the standpoint of I am always good no matter what like I am good enough no matter what and I have validation I

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validate myself that can be through your spiritual connection whatever that looks like for you um from that place of

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wholeness and already being enough we can tap into an energy of abundance in

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our selling where we don’t feel like we have to chase in order to be good enough

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um and it’s interesting and you know Ian we’ll see how far we want to go down the rabbit hole today but from that energy

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you’ll find that you draw in and attract way more but you don’t feel like you need it does that is there anything you

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would add to that yeah you’re spoton I think the question of where do you get

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yourself worth from is one that people and certainly I needed to come to come

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to grips with because if I wasn’t hitting my number I felt like a failure and it took me missing quota three years

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in a row looking in the mirror and not even recognize my not even recognizing

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myself before I realized something had to change and I’ll tell you the ship that we’re going to teach had to make

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today got me to number one at Salesforce and it was nothing to do with my selling skills ironically it was having to do

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with being a person and showing up in a way that I could feel proud of every single day and when you’re seeking

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external validation and external validation is money recognition status

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anything that’s outside of you right it’s always going to fall short because there’s always someone doing better

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there’s always more money there’s always you know a new year that you have to do it all over again but when you find

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internal validation which comes from connections from growth from contribution from purpose from feeling

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like you are actually living with Integrity with your values and giving your all to something

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that you actually care about you can sleep well at night and again we’re kind of getting into that but that’s a

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separation from you know external that’s I’m doing all I can and what I find when

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I coach people and I see this almost with everyone who starts in the program is they are at a place where they’re not

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upset because they’re not hitting their numbers per se they’re not hitting their goals they’re upset because they’re actually

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not doing the things they promise themselves every every single day and they don’t feel like they’re giving 100%

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towards the areas that are most important and there’s so many reasons for that it’s not their fault I think people are working very hard but it’s

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this feeling of the end of the day is here and I didn’t do what I wanted to do and it’s this kind of vicious cycle so

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that’s really what it takes to get to a place where you can feel Worthy is did

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you put in a day where you feel proud of did you plan the day and execute the things that you actually um need to do

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to control the controllables and when you get to that place consistently over and over again you’re going to really

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get your worth from the efforts and from really addressing some of your your challenges of how you show up and and at

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the end of the day the results are a simple outcome of of that way of working

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um but that’s ultimately if you look at any any of the top coaches in the world

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we’re talking about Nick Sabin Alabama or Joe Walsh or you know any anyone UCLA

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Bruins um it’s always process process process process and people are chasing

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prize prize prize prize prize and that’s the that’s the challenge that I see is

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is when you can just trust the process and show up consistently you don’t need to get that validation because you’ve

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already won period so I think we’re jumping ahead a little bit but it touches on what you’re what you’re

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talking about is where does your worth come from and your worth should come from your effort and getting to a place

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where you really are doing all you can and and that’s hard to get to because of habits and distractions and limiting

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beliefs and imposters and you name it Perfection is but that’s that’s ultimately the work that we’re talking about here I love that well and I think

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that actually ties in and I see some great questions coming in in the chat so we’re going to circle back to those um

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but I think that ties in with the next thing we wanted to talk about Ian which is what is the application of this so

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what does this actually look like to make that like how does abundance selling show up in your day in your life

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um we’ll talk next about how to make the shift but how do we know if we’re in abundance selling and what even on a

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sales call or a a DM an Outreach how do you here’s how it looks here’s how it

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looks okay No Agenda your agenda is to actually see if

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you could help somebody when you go on a discovery call with a client when you actually like show up it’s I don’t know

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you I’m not here to pitch my product I actually want to learn about you and see

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where you’re struggling why you took the call and see if we potentially can help you if so great we can talk about what

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that looks like but I don’t want to pitch or sell or show anything until I know your situation because I’m here to

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serve so let’s talk about you and why you took this call where are you

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struggling tell me what the impact of your challenges are today what are the outcomes you want what are the metrics

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you want it’s all about them we’re talking 20% talking and 80% them talking

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right it’s all really questions about them their business their role what’s

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not happening and really digging deep so the one word I would I would say is uh

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listening well two words curiosity and and active listening and when I say

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active listening what that looks like is listening with the intention of

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understanding rather than the intention of replying so if you’re thinking about what you’re going to say next based on

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what they say your brain is already holding that thought versus actively listening and just being curious so um

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that’s kind of like how it feels in a sales call it feels like hold on let’s let’s get to the truth you know let’s

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get to what someone tells me they’re a pro they’re having a problem like okay so what why is it a problem how do you

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feel about it how’s it impacting you how long has it gone on for why do you want to change it now it’s literally four

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five six seven questions to get to the truth because if they don’t really need help

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or want help then let’s not go down this road of demos and proposals and business

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cases let’s really understand at the beginning why they’re they’re talking

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this isn’t a showand tell this isn’t get more information we are here to help and to serve and it’s a very

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conversational motion about their business and that’s kind of how it feels on a on a sales call yeah absolutely and

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something I want to talk through because we’re getting quite a few questions um in the chat which I think is a really good question like I get this I know

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this and there’s requirements there’s quota that has to be met there’s

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pressure economy I’ve got to meet these numbers how in the world do I balance

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that with being in this type of non-attached energy where like if it happens it happens if not I’m good how

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did I mean I can speak you speak first and then I’ll share kind of my own experience I want you to speak I’m giving I’m given a lot of I want to

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hear I know you have a lot to say on this so one you yeah yeah I mean so so I

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can’t speak to this without pulling in spirit for my like for me like there’s no way to do it um without because when

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I was so attached to the number and so attached to having to hit it um and that

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was my selfworth and my validation it also was coming from a place of that was

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the only place where I got my safety my security my validation Etc was an

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external perception and what other people thought of me for me it involved going on a deeper spiritual journey of

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learning who I really was um getting my validation and self-worth from something

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completely outside of my numbers which was inside of me um and my my connection

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with my own uh with my Creator and how I see that and then um learning to it

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helped me be very detached from the numbers from that place from that energy

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of detachment um I was able to shift the energy into one of let me see how I can serve

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because I actually realize I don’t really need this person to buy from me to be okay I don’t need this money even

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to be okay which I know can feel challenging when there is so much pressure um whether it’s from corporate

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or whether it’s from yourself we I think all pressure is really self-imposed you can get pressure from outside but you

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can decide whether you want to accept that or not um and then from that place

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of non-attachment my sales improved dramatically um but it was an inner it

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was an inner shift first Ian would you say the same thing or it was for me was kind of like an awaken yeah I would add

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to that I think again when I when you hit a rock bottom whether it’s with anxiety or addiction or just

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feeling like just horrible and miserable because you’re not performing you you get to a point where you say something’s

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got to give I can’t keep living or thinking this way because it’s exhausting and it’s not healthy right

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and and that’s kind of sometimes what it takes to get to and when you go down that road and you find that there’s a

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void that you can fill in a spiritual sense absolutely that’s the foundation

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of everything right if you if you can show up with love and with service and with kindness when you overcome those

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kind of behaviors that you know you’re you’re personally doing um you’re so

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proud and you know if I can do this I can do anything sales is nothing me that’s really how I felt when I was able

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to overcome addiction and and um and it was like this is easy compared to that

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right saving my marriage wow this this is really Val so I think that that personal piece is really important to

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like look at yourself in the mirror and really work on yourself and do that deep work and that’s foundational um and once

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you’ve kind of done that there is the reality that sales is a performance

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Sport and and you are paid to perform if you do not perform you do not keep your

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job that’s the reality that’s what we’re all here we signed up for it okay and so I I don’t want to dismiss or um minimize

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the pressure aspect and the quota aspect because that’s our job and we have to do it so here’s the way I think about that

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is the pressure I put on myself is the pressure to give a full day every day

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and execute on Revenue generating activities plain and simple if I’m spending six hours a day out of my eight

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or nine hours I work either creating advancing or closing pipeline my numbers

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will come it’s the pressure on being able to say no to distraction say no to

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time stealer say no to admin work that doesn’t matter say no to everyone else and everything else so I can say laser

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focused and say yes to my goals and that’s the only pressure that matters because if I do that the goals in the

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income’s going to come and it always does 100% of the time I do not have a single client that doesn’t hit their

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numbers when they focus six seven hours on rgas it’s inevitable it is inevitable it’s all the other stuff that gets in

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the way the average seller spends two to three hours a day on rgas it’s all this

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inability to say no spending too too much time on things perfectionism fear whatever you like those it’s the mental

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game that’s where people need the work so if you work on the mental game of

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being able to to actually work on your discipline work on your focus your time management your planning your facing

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your fears getting to Executives all these things the numbers are an outcome so my My Philosophy on this is once

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you’re doing everything you can to do your job to the best of your ability right that’s all you can do put the

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pressure in yourself to get the right inputs every day to show up every day to focus and execute on what you actually

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said you’re going to do that’s all you can put the pressure on and the number is going to come the number is external

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to you okay but how you show up and what you what you choose to do with your time

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you control so that’s the first thing the second thing is this is not a mutually exclusive way of working you

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have your quota here and we’re talking about how you engage with your clients and how you interact with people when we

29:20

talk about abundant selling so this has nothing to do with your quota okay this has to do with how you show up for your

29:27

clients in service if you’re needy and you’re thinking about I need to perform you’re not going to be thinking about

29:32

them because you’re thinking about yourself first so here’s what I will tell you there’s a a great quote um

29:38

called from Zig Ziggler and he says the best way to get what you want is to help others get what they want

29:45

first and and that is that’s what abundant selling is in a nutshell it’s

29:50

really about understanding what other people want what are the outcomes they want what are the priorities they want

29:55

what are the goals they have and how can you help them get it through use of your

30:00

product and service and the expertise around making that customer successful in the areas that you can impact for

30:08

them that’s what this is about it’s nothing more than that so it’s not mutually exclusive if you sell this way

30:15

and you approach this way customers you will win at 60 or 70% of your deals you will versus 20 to

30:22

30 because you are going to understand more you’re going to go deeper you’re going to do the right thing you’re going to bring in partners you’re going to

30:28

look at customer success you’re going to look at their situation a lot closer versus jumping to demo jumping to proposal before it’s fully qualified so

30:35

I just think that the two are totally different you just kind of gotta ease the pressure and say the pressure is on

30:40

myself to do the right thing and help my clients and then the the the results are going to be what they’re going to be and

30:47

and typically again they they end up being wildly more than if you’re just focused on closing which kind of like

30:54

again it’s very salesy customers can smell the commission breath mile away and it ends up actually hurting your

31:00

deals versus helping your deals amen amen amen I love it I love it I would

31:06

add two things um to that I think that was so brilliant and such a like very tangible okay I get this I understand

31:12

it’s on the like let me focus on um the work I’m putting in every day I think two things that are important to

31:20

remember are number one the energy in which you do a thing will determine the outcome of a thing so if you were going

31:27

into your your sales calls and your conversations or your prospecting with an energy of scarcity

31:34

with an energy of fear with an energy of not enoughness you’re going to get that back in your results so if you can come

31:41

into it with that energy of abundance generosity service which by the way feels a heck of a lot better to you

31:48

anyway than the others so be kind to yourself like giving yourself the gift of just being able to show up in that energy you’re going to feel better the

31:54

whole way you’re going to get better results but that’s your results are going to be mired in that so I’m very conscious of my energy when I’m going

32:02

into a sales conversation or prospecting um or a Sit you know a webinar whatever

32:09

it is just being so mindful of what’s my state right now because that’s going to be mirrored back you’re going to pick up

32:15

on that that’s going to be mirrored back your customers are going to feel that um and then the second thing I and this was

32:21

really where I had to like drop my ego it was getting really humble and looking

32:26

at if the when I was in scarcity selling mode what results is it producing if it’s producing the results

32:34

I want cool then that means I should keep doing it but if it’s not producing the results I want and it wasn’t there’s

32:41

got to be a different way even though my belief systems and my ego are telling me this is the only way to get there

32:46

because that’s what I’ve known so I started studying top producers who and I think this is so important with coaching

32:52

and mentoring because I firmly believe in it obviously it’s what I do it’s what Ian does um but I would start to look at

32:58

people who not only had the results that I wanted but also had the energy and the

33:03

way of being that I wanted because you can out compete Force hustle your way to

33:09

the top but that’s still scarcity selling and you’re going to get there and that’s when people have Health crisis they have Things Fall Apart in

33:15

their life it’s it is never enough so I want to learn from people who have great

33:21

results and have the sales and financial results that I want but also seem to be

33:26

happy and have a great for me family life is important so have a great family life and they’re healthy and what’s

33:32

their energy and what what what is their way of being when they are running their

33:37

day I love how Ian broke down like just bringing your top performance to everything you do throughout the day and just um really focusing on what am I

33:45

putting in because that is what we can focus on so I would study like okay how if I was studying I it would be like

33:50

okay how does he show up what’s his energy um is he generous right because that was something I had to recondition

33:56

generosity wasn’t something I was really conditioned with growing up and I and I wanted to be so bad but I had a lot of

34:02

limiting beliefs that I was going to get taken advantage of or there wasn’t enough money and I had to like look and be like well is that getting me the

34:08

results I want or go ahead Ian you’re like you there’s so this but yeah I’m just I’m just dying right now because

34:14

like you’re right it’s you actually have to be a good person to be a good salesperson I know it sounds kind of

34:21

like cliche what I mean is you you have to care about others yeah in a way that

34:27

is bigger than just you and and I I think I didn’t honestly I think I I

34:32

didn’t I think I cared about myself I think I cared about my family but I didn’t genuinely care about my customers

34:38

being successful I cared about them signing on the dotted line yeah and that’s like a big shift now in my

34:45

program I mean it’s just like I really freaking care about helping

34:52

salespeople yes make more money okay whatever that’s not what I care about what I care about is helping them feel

34:58

good about themselves and helping them get to a place where they are the person

35:03

that they’ve always wanted to be um people talk about manifesting a lot and

35:09

um manifesting is like a big buzz word or whatever and I I got interviewed um a

35:14

couple days ago on what is manifestation 2.0 and think of manifestation 1.0 as I

35:21

want this beautiful home and I’m gonna Manifest this thing that I want and I’m gonna get to this thing this future

35:29

state of having these things and it can work if you put in the work you can’t just wish something obviously but

35:36

genuinely if you watch the secret or if you watch any of um anything on manifestation it’s about having Vision

35:42

visualizing it and looking that every day so you know kind of what you’re working towards but it definitely is

35:49

like a future this is this is what I want my life to look like whereas

35:54

manifestation 2.0 is this is the person I want to

35:59

become and if you think about that you have that opportunity every day in other

36:06

words what I do every single day is going to determine how I feel at the end

36:12

of the night did I show up living my values did I show up with Integrity did

36:17

I show up in service did I show up working hard when no one’s

36:22

watching so that’s to me what

36:28

really I work on when I coach people is how do you want to show up what kind of person do you want to be and how are you

36:35

now and if you can kind of bridge that Gap again it doesn’t matter the neediness goes away because you don’t

36:41

need anything because ultimately what we need is to become the person we’ve

36:46

always wanted to become versus watching ourselves do these things that we know are not with Integrity with who we want

36:53

to be so that’s what I talked about with like manifestation 2. no because ultimately if you show up as the best

37:02

version of yourself every day Monday to Friday the results are inevitable it it

37:08

just doesn’t it it doesn’t work any other way um what happens though

37:13

typically is you know people get frustrated they’re overwhelmed what am I gonna do I have this big list and I

37:19

abandon ship I I don’t want to prospect right now I how am I goingon to hit my number and they just get overwhelmed and

37:25

they they it’s like a they defeated right versus no matter what happens these are the things I’m going to do

37:31

today this is specifically my goals and regardless of how I feel I’m going to

37:37

show up I’m going to do it anyway versus letting that feeling of overwhelm or anxiety overtake them and now they

37:43

actually don’t do the behaviors that they wanted to do so if you think about kind of mindset right in in terms of um

37:51

I’m a huge practitioner of stoicism and I read the daily stoic every day and it’s just something I live My Life by

37:59

the way we think about something let’s say quota I got a big quot determines

38:05

how we feel okay and how we feel determines our actions and our actions

38:13

okay determine our results and so if you feel like oh my God this quote is too

38:18

big I’m never gonna hit it I’m gonna feel anxiety I’m going to feel overwhelmed and the way I’m going to be

38:23

working and my action is going to reflect that it’s going to be a place of desperation whereas if I take that same

38:30

I got a big quota and no one’s hitting their number okay which may be the case for some places and I take that same

38:36

thing and say this is a challenge this is an opportunity I gotta get better I gotta I gotta grow from it and if I hit

38:42

this I’m really G to stand out from everyone else in a tough market now I’m motivated I’m inspired and my actions

38:48

reflect that I show up with even more intensity with even more excitement so it’s the exact same situation but the

38:54

way two people can interpret it is one is scarcity fear-based oh the other

39:01

is this is an opportunity for me to grow and get better and inspiring so I I just

39:07

again what you’re saying really resonates because it starts with how you think and what you care about and and

39:14

and so yeah I just want to provide that context because that’s where everything

39:19

starts right is your thoughts about a situation so you got to catch yourself what story you’re telling yourself what

39:25

beliefs you have because that’s going to determine how you act and if you act in the wrong way you’re not going to get

39:31

the results and it’s going to be a self-fulfilling prophecy and vice versa if you act in the right way it’s going to be a self-fulfilling prophecy yeah I

39:38

love that so much it all literally all of it stems from your belief systems

39:43

which by the way were given to you and you can change them so I think that’s so

39:49

important I’m just like I’m so agreeing um with what Ian said because this is to

39:54

go back to the manifestation 2.0 which I like that phrase um you don’t get what

40:00

you want you get what you are so you can say I want to hit this sales result I

40:05

want to hit this are you a match for it and this is where people get it messed up because they’re like oh I’m GNA

40:11

Manifest this I’m gonna sit on the couch I’m gonna like and I’m going to visualize it and see it um and to Ian’s

40:17

point that maybe occasionally right occasionally but it won’t last so if you

40:23

want to create true lasting change um in your result results you have to become a

40:28

match for it and that means what are your thoughts about what you’re doing

40:33

what are your feelings and then what are the actions so this is something I have my clients do and I have I do it for

40:39

myself too um because it literally is and I love how you said it’s like the real gift the real prize is becoming

40:46

someone who you’re really proud of and becoming someone that that’s actually the gift you think that what you’re

40:52

going for is the money you think that what you’re going for is the sales numbers the acttion thing that you are

40:58

going to be so elated with is who you transform into when you start focusing on being a match for what you want and

41:05

so just keep a note on your phone this is something I do and I have old personality versus new personality and

41:11

I’ll look at all right what’s my goal that I’m going for and then what are the thoughts feelings and actions of someone

41:18

who would have that goal manifested in their life and this is part of the value of coaching and mentoring is like I this

41:24

is why I invest in the coaches I work with I want to know how they think I don’t want them to give me a secret

41:29

strategy necessarily I want to know how they think because I want to learn to model my thoughts off of theirs because

41:34

I know if I can learn to think in the right way to Ian’s point I’m going to feel differently and then I’m going to take different actions which will get me

41:40

a different result but I want to be very aware of what are the thoughts feelings and actions of someone who has that

41:46

abundant result in their career in their sales and then I also want to be very

41:52

self-aware so this is this concept in Neuroscience called metacognition where we become aware Ware of our thoughts and

41:58

this is something that’s so important is just because you think a thought it doesn’t mean it’s true when you realize

42:05

this that your thoughts stem from your belief systems most of which you were given from the age of zero to seven when

42:11

you didn’t have an analytical function in your brain to be able to determine is what I just heard true is it true that

42:17

money doesn’t grow on trees is it true that scarcity is real is it true that little girls should be seen and not

42:22

heard um is it true that uh Big Boys Don’t Cry like right like are these

42:28

things actually true you didn’t have the ability to decipher so you picked up a bunch of junk growing up is the bottom

42:34

line you were you were in a hypnotic brain State you picked up a lot of beliefs that aren’t actually true so

42:40

this is where mindfulness meditation Consciousness learning to

42:45

identify is that thought of scarcity true is it really true or is it in

42:52

alignment with someone who has the result that I want and we want to get aware and start writing what are the

42:57

thoughts that I’m thinking on repeat every single day what are the feelings that I’m feeling on repeat every single

43:03

day anxiety fear overwhelm your body actually gets addicted to those feelings and it will start it will Kickstart

43:09

thoughts to trigger the feeling the chemical feeling because it’s addictive it’s cortisol and then what are the actions I’m taking every day that aren’t

43:16

in alignment with someone who has that result and then daily it’s how can I get a little closer to being a match for the

43:23

person who has the result that I’m looking at so I review this almost every day old Elyse versus new Elyse because

43:28

I’m constantly evolving and changing um just like you are and and in that

43:33

process when you focus on just becoming a match for what you want and that match

43:39

is someone who’s generous abundant leans back nonattached on sales calls puts their focus on their work ethic and what

43:45

they’re doing every day uh the results will naturally shift so and we can keep

43:51

going or if there’s anything you want to add on to that yeah I want to um just kind of pull in this point again it’s

43:57

it’s like John Wooden has a great quote he said he says this and I I use this a

44:02

lot it’s it’s success is the peace of mind and knowing that you’re doing

44:08

everything you can to become the best you’re capable of becoming okay that’s that’s what it is

44:16

and and when you do that you don’t you the attachment goes away because you’re going to realize man I have a lot of

44:22

work to do I can be a little kinder to my spouse I can be a little more

44:27

disciplined with my my time wait a minute I need to get organized and it’s like you are constantly

44:33

identifying areas that you you can improve and grow in and again when you’re constantly getting better and

44:39

constantly working on yourself your skills get better your engagement gets better your time management gets better

44:44

everything gets better so it does start with actually working on yourself and I

44:49

didn’t think we would go here I thought we’ just talk about what the selling looks like but it really is that that’s

44:55

the first step is you got to look in the mirror right and say why am I a scarcity based seller well it’s because I’m

45:01

attached to this external thing and and um I I have a I’ll just share this I

45:08

think I probably can give this to um I don’t know if I can give this out I might be able to if I if I can I will

45:15

um this is you know what just to kind of share a quick story um I back in 2020

45:23

okay I started I started a coaching business it was going well um and I had a baby and I also got into recovery and

45:30

like by every measure like I was was really successful in that sense like I

45:37

overcame some demons I solid you know saved my marriage

45:43

um I had this beautiful boy and you know life was so beautiful and then I go on

45:49

paternity leave and I come back and I’m staring 50% of quot with only quarter to

45:55

go it’s like oh and then boom that

46:00

impostor Sy him took over it’s like I’m not worthy if I don’t hit my number I’m

46:05

gonna fail and I literally was so close to quitting just to do my coaching business because I didn’t want to face

46:11

the possibility of failing and I was in therapy at the time and I told my therapists this and I told some mentors

46:17

this and I said you know should I quit and when I was

46:23

quitting and my reason for wanting to quit was so I can leave on a high note I could leave over plan without you know

46:30

missing or facing the possibility of missing my quar because God forbid I could coach and be a successful coach

46:36

without being a top performer right that was my limiting belief and that’s when I knew I had to face my fear okay and I

46:43

went back because I said if I’m Really Gonna teach and coach that you’re more than your number I need to face risking

46:50

missing my number so here’s what I did and it was very hard to do but I

46:57

said I am going to leave nothing on the table I am going to stop my coaching business I’m going to just be laser

47:04

focused on this one goal because I want to leave with my head held high saying I did all I can I don’t want to leave in a

47:11

place of fear I want to leave in a place of confidence regardless of what happens

47:16

I’m gonna have a story to tell if I miss it I’m gonna be able to sell you know what I was okay I didn’t die I still

47:22

feel good and if I made it I can tell a story of hey if you focus if you’re laser disciplined if you really want

47:27

something you’re going to get it if you make that one thing your one thing so either way I got a story to tell and

47:33

every single day I looked at a 12-week vision I had 12 weeks to sell a million

47:38

dollars and I wrote it down and it was I will build the muscles of commitment and

47:45

self-discipline which help me understand and Inspire others for my coaching business see it wasn’t about hitting the

47:52

number it was about doing the thing I didn’t feel like doing it was about facing my fear it was actually about

47:57

risking not you know getting my worth from my numbers and I said I will grow

48:03

learn and have a powerful story to tell from this experience no matter the outcome I will lean directly into my

48:09

fears every day by doing what’s uncomfortable and here we go the big commitment I will sell a million dollars

48:15

in 12 weeks and finish over plan my last year in Salesforce and I said this every

48:20

single morning and then I had a whole entire plan around it right in order to

48:26

do this I will prioritize Salesforce plan and execute every day say no to bad

48:31

habits and distractions and I said this affirmation and I want to say it really really powerfully and it was this every

48:38

morning today I will give it my all because when I’m all in there’s no such

48:44

thing as losing giving me all my all means feeding my focus starving distractions staying positive and

48:50

focusing on the output rather than the outcome so this ended up leading to me

49:00

selling 1.1 million in 12 weeks and it was all about becoming the person who

49:07

shows up as the the version of me that can actually sell a million dollars so

49:13

it’s not like oh this is what I need to do it’s all about again having a plan I put together a plan what was I going to

49:19

do week by week to get there and literally you know I had a 12we plan I I

49:25

I practiced my first first uh 12we year which is a great system that I now Implement with my coaching program and

49:32

it started with the vision and it’s all again about how can I show up where I leave nothing on the table and that’s a

49:38

person who sets goals who has the plan who has the discipline who executes and when you do that you cannot feel bad you

49:46

can’t lose because you’ve done all you can and that’s what life is all about and when you’re doing that okay that is

49:52

abundant selling it’s I’m going to show up the best I’m going to show up working hard in service of my clients showing up

49:58

every day facing my my you know myself right and and I did you I’m sorry but

50:06

you I see it over and over again I see it with hundreds of clients that I coach

50:11

they do this and the results come and know where they come from usually they come from somewhere you least expected some lead came out of nowhere some

50:18

opportunity that you didn’t think was going to close reserves but God always rewards you when you show up with

50:24

Integrity work really hard and do the right thing you get rewarded you get that aha Pat in the back yes you get

50:30

your number yes you hit it okay but it’s hard to do that it’s hard to do that what I’m talking about it’s not easy to

50:36

show up every day I get that that’s why again mentors coaches exist that’s why environment of other people to lift you

50:43

up to help you during these times of Doubt so anyway I just want to share that story because it’s so relevant to

50:49

everything you’re saying Elyse and it really does make all the difference because at that point there’s no such

50:55

thing as losing when you get to that place where you’ve done all you can so good oh my gosh it’s so good there’s so

51:01

many people inspired in the chat right now wow do do we want to open it up yeah

51:07

no that’s incredible do we want to open it up for some some questions and talking I think live coaching are you up

51:13

for if we have people raise their hands and we can if you could yeah if you can raise your hand in the chat Lisa and I will Coach any questions you have for

51:19

the next um 12 minutes or so and then and then we can from there yeah it’s intense because I feel very passionately

51:26

about it yeah and I think it’s the goal in life it is the goal in life it’s all that matters it’s only thing that

51:31

matters in life is getting to be the person you’ve always wanted to be and it’s an everyday job brother and sister

51:37

it’s an every single day job yeah and you can switch it in an instant I think that’s what’s so powerful too about what

51:43

you’re saying here Ian is like if you’re listening to this and you’re like man I haven’t been showing up that way just

51:48

decide you’re going to do it now decide you’re going to start now like what would that energy be like what would that intensity be like for me to start

51:55

to bring into the things I can control every day and what would the rest of today you got rest of Friday what would

52:01

that look like for you right and have fun with it um does anyone want so we

52:07

can we’ve got some questions in the chat which we can go through does anyone want to come off mute and share a question or

52:13

be coached I think this is a really good opportunity take advantage of it there are no bad questions if you have a question somebody else does I promise

52:20

you it’s gonna help somebody else by you asking your question awesome Daniel I see you’ve got your hand raised let’s have you uh come off mute

52:27

thanks Le I am I really admire your work I’ve been following you and I’m going to

52:33

be completely honest this is my situation I joined the company I received an underperforming team I turn

52:39

it around then I was up for a promotion I’m a sales manager to a director it didn’t come because we got switched I

52:46

was going to be promoted to senior sales manager I wasn’t put out a nomination by my director she had other thoughts I

52:53

feel like doors are closing in I mean my team’s started to underperform because our quotas got really really increased

53:00

this year so I feel I’m in scar City that’s why I’m here and I don’t know how

53:06

to turn it around right now you go first

53:12

Ian all I heard was external my friend I heard doors are closing I didn’t get the

53:19

promotion my manager had other thoughts you’re already in that space of negativity where I’m screwed I’m a

53:27

victim and and the question is how do you turn that into an opportunity how do you say this is going to make me

53:33

hungrier and I don’t need that validation of a promotion I don’t need that I’m here to serve my team I’m

53:39

hearing it’s all about you but your team is under performing as a leader your job is to make your team successful and it

53:46

feels like you’re making it more about you so I’d say reframe how can I do the right thing which is show up for my team

53:53

because if you’re showing up making about you and your promotion your team is is going to suffer the the culture of

53:59

the the team is the behavior of the leader and so I’d say this is an opportunity to say none of that matters

54:05

my team is struggling right now how can I be of service to them and make it not about me and that’s what an abundant

54:11

leader is going to be doing in situations versus making it about you that’s that’s kind of what I’m what I’m

54:17

hearing right now is just take the focus off yourself and really your team is underperforming what do they need how

54:23

can I help them versus my quote is too big my manager didn’t get the promotion and and it’s going to change everything

54:29

just how can I be of service and make my team successful that’s my number one job it’s not about me yeah yeah

54:36

thanks no I love I love that I would completely agree and I think just a mindset shift you’ve probably heard this

54:42

like the setback is the setup so for any of anyone you meet or encounter who has

54:49

any level of success that’s remarkable they went through an experience where it

54:54

looked like everything was against them and they had to decide in that moment what am I going to make this mean and so

55:01

I think something that’s a really powerful opportunity and this is something I say to myself whenever it feels like stuff isn’t going right it’s

55:07

like I’m thrilled this is happening because I’m thrilled this is happening because and then I make myself write a list why am I thrilled this is happening

55:14

okay I’m getting to develop resilience um I’m getting to um whatever it is

55:20

right I’m getting to expand and learn more about abundance and make that list to start to shift the energy into why this is actually positive for for you

55:27

and then to that point what’s the outcome that you want what’s the outcome if you could have it any way what’s the

55:33

outcome that you want and then how do you become a match for that right so make that list what are the thoughts

55:38

what are the feelings what are the behaviors of someone who is going to have that outcome and if you go all in

55:43

and you do that and it doesn’t happen the way that you think it is literally because there is something better that’s

55:49

all it is when we’re when we’re showing up in that energy that Ian has talked about today but something doesn’t happen

55:55

the way that we want it is only and always because there’s something better for you but this is how I would approach

56:01

it so yeah it’s happening for you not to you it’s a good reframe it’s happening

56:07

for you not to you there’s a reason you didn’t get the promotion right and the minute you take ego and like step

56:13

outside of yourself you’ll realize like it’s so you can serve your clients your clients need you right your your AES

56:20

need you it’s happening as an opportunity for you to grow essentially because whenever bad happens that’s

56:25

a growth opportunity and it’s not bad it ends up being great it ends up being the best thing that could have

56:30

happened but you don’t see it in the moment when you’re just again this is happening to me no it’s happening for

56:36

you the problem is the gift the problem is the opportunity again and it takes every day absorbing content right mental

56:45

toughness mantras stoicism Faith you know the the way of the wise you have to

56:52

ingest every single day so you can have this mindset because if you’re going out

56:57

it alone yeah every the world’s against you right that’s that’s the thing but when you’re in a place of abundance it’s

57:02

you know it’s all for you it’s a different totally different whatever happens is for me that’s the way I look

57:08

at it if it’s if it’s not good it was not meant to be right and it’s probably going to lead to something else so thank you for that at least um aille is that

57:15

the pronunciation hey Ian hey Elyse how’s everybody doing good to see you welcome I like your background thank you

57:23

I appreciate that blue is one of my favorite colors but my question for you guys is to be honest I’m not in sales I

57:30

used to be but I believe sales in whatever career path that we do choose you are selling yourself so my question

57:38

is how do you keep a positive mindset even though when things are you know

57:44

kind of stressing you out at work and you want to get to the

57:50

abundance um I’ll I’ll take it first if that’s cool I think I think the biggest I think it’s some of what we talked

57:56

about what are you looking at what are you focusing on because there’s two sides of everything right so there’s

58:02

things we can look at and say that’s really hard that’s tough Etc or you can look at um what’s the good in it right

58:10

so like in in I’ll just share like really in our family right now in the past four weeks we’ve had a lot of

58:15

transition he knows some of my clients who are here know about this um lost our dog and uh my husband unexpectedly had

58:23

to move up to Maine and we’re I’m here with the boys on my own and we’re like we’re doing the transition and there’s been things that have felt really hard

58:31

like really hard and because I know what I know which is what we’ve talked about

58:37

today it’s been like what’s the blessing what’s the gift I’m being strengthened man it’s like I know where I’m going

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it’s bigger opportunity bigger stages bigger platforms I need to be a stronger person in order to be able to do that so

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I focus on that how am I being strengthened right now man this is a gift thank you so much WoW grief feels

58:56

it’s really hard but I like I get to focus on how much I got to love my dog before we let her go right it’s like all

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of that so what are you focusing on and if you have a specific you want to talk through we could like coach you on that

59:08

but it’s all about what’s the what side of the stick are you focusing on with the situation absolutely yeah yeah

59:16

because right now you know I’ve kind of changed my life a little bit in every aspect you know I’m getting up earlier

59:21

in the day just trying to you know conquer the day getting up around like 7 instead of like 9:00 and um basically

59:29

making sure I work out in the in the gym like Monday Wednesday Friday so my body is in a good place eating healthy with

59:36

like salads and vegetables and fruit and then you know I’m even applying to go back to school to get to earn my

59:42

Master’s Degree so you know I I want to be at a certain place in my life where

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you know there is abundance you know right right now I’m kind of getting by just fine and everything which is cool

59:53

but but sometimes for you know a lot of us even though that’s that’s not enough we want more out of life and that’s

59:59

that’s kind of where you know where I am right now but while trying to keep that positive mindset because because I’ll

1:00:05

catch myself oh don’t say that you know we’re wouldn’t keep it positive you know we’re not gonna you know say anything

1:00:11

negative so I really want to stay on the brighter things uh of life and at least what you’re saying about you know

1:00:17

counting your blessings you know I think that’s really important just being able to account for everything and say Hey

1:00:23

you know it’s not that bad you know it’s it’s actually pretty good right now family is super important Faith Like Ian

1:00:29

you’re talking about you know pray like twice a day soon as I get up I’m praying soon as I go to sleep praying you know

1:00:35

that’s all we can do that’s all you can do man I mean you just have to look at you just have to

1:00:41

look at what you are doing you’re applying to get your Masters you’re going to the gym you’re eating healthy

1:00:47

you’re going to start feeling better the key is to stay the process right let those habits solidify and ingrain and

1:00:53

become who you are and then you could add more to it right you could you know continue to stack what you’re

1:00:58

doing because now you have trust with yourself and your confidence comes from keeping your word to yourself so sounds

1:01:03

like you have a lot of really good things going so kudos to you love that

1:01:09

yeah go ahead I was just saying thank you yeah Elyse I know um we only have

1:01:15

five minutes I don’t know if you wanted to take one more if you wanted to talk about what we’re gonna abundantly yeah let’s let’s let’s you

1:01:22

and I talk about how people can go deeper with us if they want to and then if we have time for another at the end I think that’s yeah that’s great yeah you

1:01:29

want to go first sure so um I am I’ve been actively promoting this uh but I

1:01:36

have a coaching program where it could be online coaching it could be group coaching or one-on-one coaching and it’s

1:01:42

been massively impactful for my clients they are getting great results in a in a

1:01:47

tough market in terms of selling this way and for people that want to go deeper and want to learn how to embody

1:01:54

not only an abundant selling mindset but also all the right habits and all the skills that you need to accompany that

1:02:01

um my untap your sales potential right now is open for enrollment it’s enrolling through the end of this month

1:02:09

it is nearly full so um as in the spirit of abundance um for anyone who attended

1:02:14

this call or registered um what I’m going to be doing is um for the first time actually um helping make it a

1:02:22

little easier for people to afford my coaching programs because it is only a couple days away um before we close

1:02:27

enrollment so I put the link in the chat and I’m having a coupon code for anyone

1:02:33

in this program any option you choose whether it’s group one-on-one online or

1:02:39

um any of the payment options the coupon code’s going to apply the coupon code is abundant okay abundant and if you put

1:02:46

that into any of the offers at the bottom of the page depending on what level of coaching you want it’ll take 15% off of either the annual rate or the

1:02:54

monthly rate and so we are closing it out we are making a um a push to to fill up the program so if you are serious

1:03:01

about bettering yourself um this is a life-changing opportunity I’d love to support you and hopefully I can see you

1:03:07

there so use that code and get 15% off and we can work together in a more extended capacity and back to you at

1:03:13

least that’s amazing that’s amazing it’s such a great opportunity to be in Ian’s energy and and get that experience um

1:03:21

yeah and I’ll I’ll share too on our end and it’s funny when we planned this we didn’t plan to like have stuff going on

1:03:27

necessarily behind the scenes where you can engage with us further but it just so happens that both Ian and I have

1:03:32

something going on um so we just wanted to give you the opportunity to go deeper if you want so we just launched a the

1:03:39

first ever I’m so excited uh group program called meet the million dooll you so having gone on the journey myself

1:03:46

of going from being a six to a seven figure earner it is so fun and so powerful to become the version of you

1:03:51

who makes seven figures and so this is also the first program we’ve ever done that are traditionally we do programs

1:03:57

for women this is for everyone so women men all of it gender doesn’t matter and

1:04:02

it’s an eight-week immersive Journey for you to tap into what’s the mindset of a

1:04:08

seven figureure version of me what’s the energy and then what are the actions we’re actually doing tactical strategy to help you scale to multi6 and seven

1:04:14

figures um in your sales and revenue too and it’s really fun um and we’re having a great time we kicked off this week but

1:04:20

you can still 100% get in um and we’ve got a code as well for $500 off so I

1:04:26

will put that um in the chat put the link to the enrollment too if you have

1:04:32

it yeah I awesome thank you um and the code is million VIP yeah you get

1:04:37

lifetime access to recordings so if you jump in now you’ll have access to everything we did this week and you can join us uh moving forward as well and

1:04:44

it’s really powerful so um beautiful do we have we got two minutes do we have a

1:04:50

question a comment a takeaway uh do anyone want to there were if anyone wants some more coaching we

1:04:56

can but there are a couple questions in the chat that we can go um go through if

1:05:01

um if uh if you want if no one else has a Live question there’s two that I can read out so I I have a Live question

1:05:08

it’s a little bit okay go for let’s do the live coaching go ahead Abby different um and I asked this because

1:05:14

Ian I actually got the idea from you about managing fewer accounts but

1:05:19

focusing more on them my question is and I luckily have a really great company

1:05:24

that is flexible with me but you talk about re Revenue generating activities

1:05:30

I’m doing a lot of managing the client because our operations isn’t totally up to scale and not as many Revenue

1:05:36

generating activities obviously I need the client to have a good experience for me to be

1:05:42

able to continue selling them additional things so what advice would you give to uh a seller in an organization who’s

1:05:50

in a new role um it’s custom created and we’re still sort of figuring out how to make manage to that simple really simple

1:05:58

so if you’re if you’re familiar with Eisenhower quadrant or the book Seven H habits of highly effective people um

1:06:06

there’s a quadrant of where to spend your time and what you’re talking about is something that’s not essentially

1:06:12

either advancing creating or um or a closing Pipeline with that being said

1:06:17

you got to get your clients healthy okay and they’re not going to buy more if they’re not healthy so I think where

1:06:23

you’re focusing is good with this caveat only if there’s no customer success

1:06:29

organization you see if you have a customer success manager or someone who’s supposed to be doing that and then

1:06:34

you’re taking over you’re actually doing a disservice because you’re not letting that person actually do what they’re

1:06:39

supposed to do and if they’re not capable or not good at it then you’re doing a disservice because you’re not escalating to leadership to get the

1:06:46

right resources to serve that customer so that will depend some startups don’t have that in place but most big

1:06:51

companies do and what I see is reps take over and they you know basically do the job of the success organization and

1:06:58

that’s not your job your job is to quarterback and to lead and to make sure that your team is doing what they’re

1:07:04

supposed to be doing and escalating accordingly so that would fall into the delegate in the four quadrants okay it’s

1:07:10

urgent for the customers and it’s important for them but it’s not important for your core role so you need to delegate anything that’s urgent for

1:07:16

other people but not important for you so there’s these four quadrants important and Urgent important and not urgent not important and Urgent and not

1:07:24

important and not urgent so this would be not important and urgent because it’s urgent for them to get healthy it’s not

1:07:29

important for your category therefore those things you delegate so make sure your team is empowered to to be

1:07:35

successful quarterback hold them accountable and escalate if needed so you can get the right support if there’s

1:07:40

more resources needed or better people needed that’s your responsibility as a leader to call that into attention for

1:07:46

your leadership team thanks Ian I don’t know if you have anything else to add at least but uh

1:07:52

probably a little bit of that delegate and uh remove control and and allow things to maybe maybe fail a little bit

1:08:00

let people do their jobs and if they can’t do it then you’re the person that makes the changes and makes people aware

1:08:05

of the changes that need to happen to give this customer the service they need so just just reframe how what your job

1:08:11

is that’s how I would look at it Elis anything to add I think we’re we’re at time we’re two minutes past no that was

1:08:16

great um thank you so much everyone this was so fun we’ll do another one of these we’re I think doing these quarterly

1:08:22

we’re talking about doing it so we appreciate all of you uh being here and and you’re amazing thank you so much

1:08:28

yes thank you everyone so much and Elyse thank you for um for co-hosting and my

1:08:34

friend bring this up great great great job everyone take care all right take care bye bye by