Superhuman Selling

Writing sales copy, for many entrepreneurs, is the most difficult and dreaded task for developing a brand and online presence. If you want to uplevel your brand and learn how to create website copy and positioning that sells you as the best in your industry, then today’s interview is for you. I simply adore today’s guest, Kris Jones, and I know you will, too. Kris is one of the brightest minds I’ve ever met in branding and copywriting and her expertise shines through this interview. Kris is a StoryBrand guide and Founder of Red Door Designs. She was mentored by StoryBrand founder Donald Miller himself and with over 20 years of experience and clients like Nike under her belt, Kris has been able to achieve incredible transformations for her clients including increased revenue by 300%, record-breaking lead calls and clients booked, scaling from $30k months to $300k months, and charging 6 times more for the same service. We all want that, right?! Kris is extremely passionate about helping self-employed women get website copy that sells so they can double their revenue and focus on what they do best. And be sure to listen to the end, because Kris has some great resources that will help you get started. Show Notes: [2:50] - Welcome to the show, Kris! [3:45] - Originally Kris majored in Education in college but realized she wasn’t passionate about it. She shares her background. [4:58] - All of a sudden, Kris realized she had been doing all of these things and the moment she knew this was “her thing”. [6:30] - Design is important, but it isn’t enough. You have to lean on the right words. [7:33] - Effective messaging is the most important thing and is the most difficult. [9:09] - Copywriters create copy in a silo and it doesn’t always feel like your voice. [10:24] - With Kris’s process, it takes a lot less time to write a sales copy and feels like your own voice. [11:57] - Honor the challenge of storytelling. There is a recipe for every story. [12:56] - The StoryBrand approach narrows down the simple recipe. [13:51] - Your call to action is important because it establishes you as the guide in the story. [15:11] - The mistake Kris sees 99% of the time is that the business owner establishes themselves as the hero. The customer needs to be the hero and you are the guide. [17:13] - What problems do your clients come to you with? [18:38] - People don’t buy from the best. They buy from the people who they connect with the most. [20:04] - Repelling the wrong people is another benefit of the right copy on your website. [22:16] - When following up, don’t lead with features. Lead with results to show them what is possible. [23:47] - Photography is a way to repel the wrong people and attract the right ones. [24:50] - Kris shares why there is so much resistance to writing this way. [26:32] - Starting with the hero with a problem engages everyone. [28:05] - Features are important, but creating the connection is a priority. [30:14] - An outlined detailed plan is important but it has to be simple. [33:01] - The StoryBrand strategy makes it apparent for customers to see themselves with the happy ending. [34:23] - Invest in yourself. You can’t figure this out on your own. [36:34] - Kris describes what she is offering that will definitely be a helpful program for She Sells listeners. [37:59] - There is an excellent free resource on Kris’s website that will help you communicate your work and repurpose your copy. Connect with Kris: Red Door Designs Website Clarity with Kris Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

With probably the most energetic guest on She Sells Radio, we dive into how to “jolt” your results. What does that mean? It means upping your game, boosting your energy, and pumping yourself up. Because according to Larry Long Jr., “Success doesn’t happen by accident.” Larry Long Jr. is the founder and CEO of LL Jr. Enterprise, the host of The Midweek Midday Motivational Minute, and the author of Jolt!, a book on how to get zapped into intentionality. As a coach, Larry focuses on helping professionals take their game to the next level. As an experienced sales leader with a demonstrated history of success, he brings a unique perspective to the table and understands many of the challenges faced by sales professionals. In today’s interview, Larry’s energy will leave you feeling energetic and just as enthused as he is. We talk about the fear of failure and how your highest peaks come from your lowest valleys. Larry really encourages us to rediscover the greatness we have and gives us the jolt we need for success. Show Notes: [3:12] - Larry explains his background and how he “fell into sales.” [4:27] - During a slump, Larry had a different experience with two different managers that made a huge difference in his perspective. [5:58] - After experiencing failure, Larry started speaking from his heart. [7:31] - Larry had the opportunity to coach a kids baseball team and started helping other team leaders coach. [8:23] - His drive is to transform the lives of his coaching clients. [9:42] - In a previous position, Larry was making 150 calls per day. [10:40] - To make a large quantity of quality calls, Larry had to pump himself up. [12:17] - The fear of rejection is a hard hurdle to get past. [13:20] - We are conditioned to think that failure is final, but really it is where we learn. [14:50] - “Some of my highest peaks have come from my lowest valleys.” [16:02] - A couple of years ago, Larry was not fulfilled with his job because he felt stuck. [17:33] - What story are you telling yourself that you are believing? [20:15] - It’s not just thinking about it. You have to speak it. [21:44] - You need people around you who are supportive but also hold you accountable. [23:15] - Clear vision, mission, and an understanding of what you want to accomplish makes your whole business more purposeful. That compass grounds you. [24:29] - Success rarely happens accidentally. [26:15] - What are you doing to help others? [27:40] - We have to make relationship deposits before we can make a withdrawal. [29:49] - Larry shares how he stays positive. [32:21] - Ask for help. Don’t do it alone. [34:07] - Larry shares what he has learned from his mom and other women in his life. Connect with Larry: Website LinkedIn | Instagram | YouTube Jolt! By Larry Long, Jr. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

In today’s episode, not only are you going to meet a dear friend of mine but you will also get to hear us work on his business together and get an amazing new course ready to launch. This episode, I’ve got my coaching hat on and together, Dave and I iron out some pain points regarding pricing and we really dig into the nitty gritty of the amazing ideas he’s got. I know that after today’s conversation, we’re both clear on what Dave’s goals are, what products he is passionate about, and the price points for a clear target audience. Dave Baldwin is one of the most heart-centered and smart people I’ve ever met, and I know you will resonate with him. As a listener of She Sells Radio, for you, it’s not just about the money. It’s about the AND - creating abundance for yourself and your family, while also living out your life’s purpose and serving people in a big way. So listen in on what Dave is creating and as we work through any challenges that are coming up to arrive at a really great mapped out plan for him and his course launch. Show Notes: [2:21] - Dave describes his business and what his online course will be about. [4:09] - Start with your why. Dave shares the “why” behind the course launch. [6:04] - While not everyone is driven to be an entrepreneur and may be better suited for the corporate world, working in alignment is crucial. [7:50] - Dave begins with ideas on pricing and structure for the course and what tricky parts he’s running into. [9:41] - Dave outlines his ideas on pricing, offerings, and requirements. [11:29] - The goal of a six session process is to help a coach overcome unconscious competence. [12:49] - If you’re launching something new, you must have a checklist of the qualities of your target. [15:02] - Pricing is all about alignment. [16:13] - To Elyse, the amount Dave is charging feels low, but it is in alignment for Dave. [18:48] - Making his courses easily accessible is important. [20:40] - Elyse brings some components to the table regarding pricing and subscription averages. [22:20] - What strategic decisions go into pricing? [24:35] - When pricing, we want to think about value. [26:37] - Dave shares what he wants to become clearer on with his higher ticket offerings. [28:12] - Elyse shares her opinion and experience as a coach herself. [30:22] - There is a viable target audience for what Dave wants to provide. [31:58] - There are a lot of elements to scaling a business. [33:26] - Everything can be learned if you are driven to learn it. [35:27] - Dave describes the process of his product development. [37:14] - One personal dilemma that Dave has experienced regarding fully creating course content for a client, is that he wouldn’t want to put in the work and not own it. [39:17] - If it sounds like something you just absolutely do not want to do or know that it will take your time and energy away, put the idea aside for now. [41:10] - Elyse shares her current (at the time of recording) pricing on sessions. [43:08] - If you like what Dave is offering, get in on the ground floor before prices are raised through growth. Connect with Dave Baldwin: Website Escape 8 to 5 Course Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

In this inspiring and mind expanding episode, you’ll learn the importance of a morning routine. Not just why you’ll be more productive if you have one, but the deeper reasons why having a solid morning routine can change everything for you. Today’s guest doesn’t shy away from the science behind it all, the spirituality component, and the raw truth of his experiences that led him to make a change. Glenn Lundy is today’s podcast guest and if you aren’t already a big fan of his, you will be after this episode. His story, both past and present, is emotionally moving. Glenn Lundy is a husband to one and a father to eight. He’s the host of the wildly popular Facebook Live show Rise and Grind and the top Clubhouse group Breakfast with Champions. He’s been seen at places like Hustle and Grind Con, Grow Your Business for God’s Sake, and many more places across the country. He’s been spotlighted on ABC, NBC, and CBS and he is an expert in dealership culture development and leadership training. With a background in sales and finance, he uses his skill sets to create growth as well as tapping into the mental side of human development. Show Notes: [2:12] - Welcome to the show, Glenn! [3:35] - Glenn’s story has not been easy. He shares some of his early experiences with a victim mindset. [7:49] - Glenn shares that the worst part of homelessness is becoming invisible. [9:04] - Because of his situation and his choices, Glenn shares that he believed that suicide would have been an act of love for his family. [12:10] - He realized that he was blaming everyone else for his problems but in reality, he created this existence. He was now on a journey of self discovery. [14:31] - It is important to take full responsibility for all the things in your life. [16:14] - This process has been slow and Glenn explains that he still falls back and is still on this journey. [17:22] - Sometimes results can look as simple as waking up and being grateful. [18:49] - Glenn’s spiritual shift was when he really saw progress. [20:24] - There’s more to the story of The Three Little Pigs than we think as kids. [23:39] - The reason we have to have a powerful morning routine is not for ourselves. It is to be a strong foundation for the ones that we love. [24:57] - The morning is the time of day for you to be solitary and selfish. [25:41] - Glenn says to never press the snooze button. [27:42] - Don’t touch your phone first thing in the morning. [29:41] - The next morning routine step is to write down your goals. But there’s a way to do this with gratitude. [31:19] - The next step is to keep moving and take care of your physical body. [32:51] - When you have a strong morning routine, your positive energy is contagious. [35:30] - Glenn is great at marketing himself and his creations but from a place of service. [36:14] - Confidence comes from competence. [38:11] - We see it often in the animal world but it feels dangerous as humans to stand out. [40:07] - It is your unique gifts that will allow you to break out from the masses. [41:10] - It is never going to be natural and there will always be doubt. But through discipline, confidently display what makes you unique and you will attract the people you are the solution for. [42:50] - Glenn desires to make the most of his life. You cannot live a fulfilled life by playing it safe. [45:38] - Glenn describes what he has learned from his wife. Connect with Glenn Lundy: The Morning 5 eBook LinkedIn | Instagram | YouTube Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

We have a true powerhouse on the show today who is all about doing sales the right way, which we’re all about here on the podcast as well. He’s built a mega-brand in the sales space with close to 500,000 followers looking to him for sales training and advice. He’s John Barrows and we can learn so much from his outlook on the sales industry in this interview. John Barrows is the CEO of JB Sales, an organization focused on elevating the profession of sales through training, content, and events. They train some of the world’s fastest growing sales teams like Salesforce.com, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers. John’s goal is to change the negative perception of sales and help sales professionals achieve success by doing it the right way because he believes that when sales is done right, it’s one of the greatest professions in the world. But when it is done wrong, it’s one of the worst. To further support this goal and introduce sales as a career to the younger generations, he is also the proud author of an Amazon bestselling children’s book called I Want to Be in Sales When I Grow Up that he wrote with his daughter. Show Notes: [2:44] - John explains the Anti-Launch Company and what they do differently. [4:17] - As a children’s author, John inspires young readers and shares how fulfilling this experience was to write a book with his daughter. [5:47] - John’s daughter was selling Girl Scout Cookies and he helped her realize what sales is. [7:41] - The proceeds from book sales go to charity. [8:45] - John shares what he has learned from women in sales, specifically empathy and how many more women should be in sales. [10:58] - The bro culture is not inclusive or at all valuable to the sales industry. [12:19] - Most women in sales feel that if they bring up every situation of sexism in their career, they would be labeled a complainer. [13:05] - The sales teams that are the most diverse are the most successful. [15:31] - John explains his beginning in sales and his misconceptions at the start. [16:50] - The delineation for John applies only to those who care or don’t care. [17:57] - The goal of success is happiness. [19:20] - What industry is as flexible and recession-proof as sales? [21:09] - What can you do right now that a computer can’t do? [22:31] - You can’t beat the technology, you can leverage it. [24:33] - Marketing is content but sales is context. [26:50] - Take a step back and look at your values. Are you in a company that matches your value? [28:17] - In a recession, it may be hard to reassess your values because you don’t want to put your job on the line. John shares his tips on this situation. [30:38] - What if your side hustle is better than your primary source of income? [32:04] - Managers don’t like to be told about their opinion, but if you bring data in, leaders would be stupid not to listen. [33:19] - It’s important to lean in to authenticity and not focus so heavily on the numbers. [34:50] - If you live your values out loud, you will attract buyers with the same values. [36:49] - John shares the story of someone who was afraid to tell his authentic story, but it turned into an opportunity to reach the right people. [38:05] - If you start a business with the end in mind, you’re doing it for the wrong reason. [39:42] - It will take longer to find the followers you want on social media, but by being true to yourself, you will find the right people. [42:30] - Be very clear on your values. Connect with John Barrows: JB Sales Website LinkedIn | Twitter I Want to Be in Sales When I Grow Up by John Barrows Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Today’s guest is someone I am so excited to share with you and in this episode he demonstrated selling with ethics and integrity, but also shares some incredible sales strategies to help you earn more money this year. I met Marcus Chan through the Salesforce Top Sales Influencers program and I’m thrilled to learn more from him. Marcus Chan is the founder of Venli Consulting Group. He helps Account Executives sell and earn $50,000 to $100,000 MORE each year through his coaching and training programs. Marcus is an official member of the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He has also been named as one of the top sales experts to follow by Salesforce and LinkedIn. Prior to this, Marcus was in Corporate America for 14+ years. In that time, he worked for two Fortune 500 organizations and was promoted 10 times in 10 years with them. He has won countless awards and has been ranked in the top percentile every single year. In his last role, he led one of the top sales regions in the company with over 110 employees. But beyond his official bio, Marcus is an incredible human being who has taken the lessons he learned and continued to invest in himself and his mindset. And in today’s episode, he shares just that and more. Show Notes: [2:59] - Welcome to the show, Marcus! [4:06] - Marcus shares his background and how his upbringing impacted him. [5:02] - As a child, you can’t help living with a scarcity mindset if that’s your norm. But Marcus traveled to poorer countries and realized he had it okay. [6:47] - Marcus shares an experience from his upbringing that proved to him how much he wanted to earn money with his brain. [8:39] - Even strong and successful individuals in sales started small and have had struggles. [10:55] - In the beginning, there were a lot of strategies that Marcus wasn’t familiar with, but he also didn’t have the right mindset. [13:05] - Because of his appearance, he learned that he needed to invest in himself. You sell how you buy. [14:26] - A prospect feeds off your confidence. [15:41] - If we are cheap in how we spend and present ourselves, it is hard to show value. There is a huge difference in result if you sell from abundance. [17:14] - Your level of conviction travels through the entire sales process. [19:06] - Words are powerful. [21:10] - Marcus then began the journey of training his brain. [22:33] - What would the best version of yourself do? [24:04] - Surround yourself with people who are doing bigger things than you. [26:18] - Marcus’s plans were not to be an entrepreneur and he admits that his mindset had an influence on that belief. [28:49] - Marcus explains how he got to the point of thinking, “What else can I create?” [32:07] - Working with other entrepreneurs and the micro experiences he had continued to help build his mindset. [34:14] - Video content is a long game. Where the attention goes, the money flows. [36:27] - Optimize your profile so it is designed to convert. [37:22] - If you don’t have a message, don’t personalize it. [38:16] - Marcus shares his hack for determining if a message he receives is automated. [39:46] - The Law of Reciprocity is important to remember. Give something first. [42:19] - There are a lot of things to consider when creating video content. [43:20] - Marcus runs down the steps to sending out content. [44:40] - Another hack is to purposely spell something incorrectly and correct yourself. [47:18] - What is the result of giving someone attention through value? [49:03] - People do not want to decrease status. [51:35] - When you work hard on yourself, it multiplies everywhere else. Connect with Marcus Chan: Six Figure Sales Academy LinkedIn | Instagram Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

In perhaps one of the most impactful episodes of She Sells Radio, the phenomenal Nikki Ivey shares her experience and journey as a black woman in the sales industry. I was recently recognized as a Salesforce Top Influencer of 2022 and shared that recognition with the most incredible group of some of the brightest minds in sales today. Nikki is a fellow Sales Top Influencer and as I connected with her, I knew she needed to be on the podcast. Nikki is an award winning B2B Revenue Growth Leader and Sales Culture Subject Matter Expert. This one woman demand-gen engine was recently recognized as a 2020 LinkedIn Top Sales Voice, and Sales Success Summit Top 100 LinkedIn Sales Star. Nikki is coaching and training sales development reps through SDRDefenders, a company she co-founded. In this episode, Nikki opens up about her experiences in sales including the good, the bad, and the ugly. But what stands out about her story is the honest truth she presents and the way she brings awareness to the topic of social justice in sales. Nikki is 100% herself in all ways, but she admits that it wasn’t always that simple. Show Notes: [2:48] - Speaking and connecting with women is important to Nikki. She loves words, wigs, and women in charge! [3:56] - For most of her career, Nikki was the only black woman on her team. She shares how she wanted to emulate a teacher she had. [5:40] - Nikki knew she wanted to become an expert communicator. [7:30] - Nikki shares an experience from her 20s that was eye-opening to her in the field of sales. [9:18] - While working in car sales, Nikki learned many of the wrong things to do and the right strategies to connect with people. [10:53] - One impactful moment for Nikki was an experience that demonstrated the toxic culture in car sales. She used it as her starting point. [13:27] - Later in her sales career, Nikki found herself in car sales again in Texas. She shares another impactful experience. [15:01] - Nikki shares the origin story of her journey with tech sales. [16:25] - In her career, Nikki experienced a lack of diversity. [18:01] - She demonstrates the unfortunate experience for women of color in the sales industry. We have to acknowledge the overall impact of culture on people’s success. [19:02] - A career in sales is not the best for mental health. [20:39] - Many people begin a career in sales very young and make early impressions when they aren’t mature enough to know better. [23:18] - Nikki faced bipolar disorder and learned ways to manage her mental health. [25:19] - Nikki presents herself in her own style and is very authentic in her self-expression. But she wasn’t always like that. [27:03] - Sharing an experience she had, Nikki realized why she was hired. [29:18] - She reached her boiling point in 2020 and didn’t want to teach others to shrink themselves. [31:49] - Elyse and Nikki highly recommend the book Untamed and Nikki shares a powerful quote from it. [34:50] - Do not be afraid to speak up. You are not crazy. The exclusion you are feeling is real. [35:47] - Join a community that serves to lift each other up. Nikki co-founded a community designed to do just that. [38:01] - Send Nikki a message on social media to connect with her. Connect with Nikki Ivey: LinkedIn | Twitter | Instagram Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

In this unique episode, we compare manifesting to cooking! This concept came to me while I was listening to Ask and It Is Given for the umpteenth time. This is one of those books that I continuously learn something new from each time I read it or listen to it. This is because as we grow, level up, and change seasons, we are a different person each time we read something. In this case, I read this book and was inspired by the cooking and manifesting analogy. In this episode, I share that portion of the book and explain the new takeaways I had. Listen for tactical things you can do and some mindset shifts you can have to have an energetic match for the greater things you want to create. And ask yourself, are you cooking something that you don’t want to eat? Are you using ingredients that make sense for your recipe? Show Notes: [1:46] - There’s a higher level of creating that doesn’t involve constant grinding. How can you be an energetic match for what you want to create? [3:57] - Elyse shares a few lines from the book that inspired this episode. [4:59] - How can you create this match with less resistance? [7:22] - If you are a part of this community, you are ready for big change. [8:17] - When you decide to love yourself for who you are, there is a mental shift. [9:10] - The analogy of being a chef in a kitchen is so powerful. Think about your goal as something you create in the kitchen. [10:29] - Think about the energy you have when you are cooking. It doesn’t have an impact on your emotional wellbeing if it doesn’t turn out okay. [12:02] - You’ll know you are a match for something when it feels natural. [13:15] - If your goal is to earn a certain amount in a month, what are the ingredients to make that happen? [15:45] - When you make a simple grocery order for your ingredients, you don’t stress about it. That’s the energy needed to manifest. [16:29] - Pay attention to the nudges. [18:03] - Just because there are a lot of ingredients in the kitchen, doesn’t mean you have to use them all. If something winds up in the pie, you put it there. [20:14] - You will start to notice the scarcity mindset in others. [21:41] - Don’t reach for the ingredient of doubt when it is not in alignment. [23:44] - You create with your focus. [25:02] - The easier you let it be, the more in alignment you are. Your resistance to receiving what you want is the only thing in your way. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

It isn’t just a catchy marketing title. This episode is genuinely filled with things you can implement right now to double your sales this month. Doesn’t that sound great? Just because it is summer, does not mean that everyone takes a step back. If you want to keep moving forward, there is nothing stopping you. In this episode, I share five primarily tactical strategies you can use right now that will help reach your goals this month and beyond. They are things I have done and continue to do for the summer that are sure to bring in more sales than the usual summer months. In addition, I’ll be weaving in some inner work strategies and I encourage you to go back and listen to some other episodes on these topics to continue working on your mindset. And be sure to stay tuned to the end because I am also including a fabulous and very exciting opportunity to improve your foundational skills in sales to keep growing in your business. Show Notes: [1:43] - Just because it is Summer doesn’t mean that things have to stop. You do not have to take a break if you don’t want to. [2:45] - If you want to double your sales this month, you have to feel worthy of it. [5:01] - Your level of income will never exceed your level of self worth. [6:29] - If there is any part of yourself stuck in old patterns and not feeling worthy, you’re not going to raise your sales. [8:55] - Check in with yourself. Would you buy what you are selling? [10:02] - When you come to a prospect, how do you show up? [11:20] - Ask for referrals from your existing and happy clients. [13:42] - Think about how you can make it super easy for people to refer you. [15:07] - One idea is to offer an affiliate program. [18:02] - Low-hanging fruit is key to doubling sales. [19:20] - Elyse doesn’t do discounts, but she does offer bonuses and incentives for moving forward this month. [20:16] - It’s not about false scarcity, but rather creating a sense of exciting urgency. [21:01] - Pressure dilutes your power. [22:32] - There is no excuse to say that you don’t have enough people to talk to. [23:41] - If this were your last sales call, how would you show up? [25:20] - Take a look at who you are reaching out to. Don’t make yourself available to the people you don’t want to work with. [27:08] - People want to be acknowledged. Reach out to them! [29:28] - There are a lot of things you can do to automate to help you check in with prospects. [31:06] - Elyse announces a great opportunity called Sales Summer School. [33:41] - Are you a good fit for Sales Summer School? [36:05] - Sales Summer School will cover tactical skills to improve your sales process. [38:13] - It makes a big difference when you have a rock solid foundation. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Your relationship with money is one of the three foundational pillars of the She Sells curriculum and that’s what we’re digging into today. Combined, these pillars will skyrocket your income and sales if you hone in and then layer some tactical sales strategies, but your relationship with money not only helps your business, but your entire life. In today’s episode, learn why people fear making investments, even the seemingly small ones and why we have a fear of making mistakes with money. Sometimes we say no to things that are actually amazing opportunities and we say yes to things that are not in alignment. Listen on to start looking at money differently and get ready for those quantum leaps. Show Notes: [2:06] - Do you evaluate investments you make through the lens of the amount of money you have right now? [3:18] - Regardless of outside circumstances, you can be in charge of your own money mindset and situation. [4:37] - You can create money on demand. [5:53] - If you are letting your current bank account balance dictate whether or not you say yes to something that is in alignment with you, you are making money finite. [6:47] - Notice how you evaluate opportunities. [8:22] - Your dreams will never fit your bank account. [10:08] - If you want to get a different result, you have to “step into a different box.” [11:18] - When something is a stretch for you, you will likely not have the amount of cash on hand for the whole thing. [12:28] - Your brain is all about minimizing effort. [14:22] - Elyse is committed to saying yes to the things that light her up. [15:44] - Once you know you want something, look for the low-hanging fruit. [17:33] - Our own social programming tells us that if we invest in something and it doesn’t go according to plan, we’ll lose everything. [18:51] - When we really need it, money is there for most of us. [20:04] - The purpose of money is to help you expand. You cannot create abundance from scarcity. [21:32] - You do not need to be perfect on this. When we have the fear of not being perfect, we miss out on opportunities. [22:33] - Ask yourself if money wasn’t an issue, if this would be a yes for you. [24:51] - Elyse shares an example of something she recently released that wasn’t in alignment. [26:27] - When we want something different, we need to make space. [28:22] - At the time of this recording, Elyse has an opening for a private coaching client. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Like seasons in nature, our lives and even our businesses experience different seasons. Not only that, but everyone’s seasons are different and vary in length of time. Today’s episode is very much inspired by what’s been going on in my own life lately and recent behind the scenes conversations with clients. In the past, it was hard for me to accept the season I was in because I didn’t understand its significance. But as I have learned to honor the season I’m in, both in business and in life, I have found that I find my way moving forward much more quickly and successfully. So listen to this episode full of personal anecdotes and real-life examples of the seasons we all experience at various times. Know that whatever season you are in has its purpose and open yourself up to learning the lesson it holds. And most importantly, avoid playing the comparison game. The more we get out of comparing our seasons to those of others and focus on our own, the more successful we’ll be. Show Notes: [1:57] - Elyse began her career in sales selling yellow pages. She remembers in those roles, she was in constant anxiety. [3:05] - There are seasons for things and a life cycle of a relationship. [4:16] - We need to take the amount of time necessary to replenish. [5:20] - We tend to set ourselves up for a lot of pressure. [7:30] - Just because you see someone you admire or is where you want to be doing something specific to grow, that doesn’t mean it should be an automatic yes for you. [9:14] - Elyse describes the behind-the-scenes pieces going on in She Sells that show the season she’s in. [10:50] - If you don’t know the season you are in, it is so easy to get lost in comparison. [12:31] - There are generic seasons and energy cycles that impact us in different ways. [14:38] - Elyse shares something she does when in a quiet season. [16:46] - Remember that there’s nothing wrong with being in a pause period or quiet season. They have their purpose. [18:20] - When we don’t honor these pause points, we burn ourselves out. [19:46] - When we stop pushing against these seasons and make ourselves available for the lesson, we grow and the faster we move out of it. [21:03] - You can structure your life based on what season you are in. [23:21] - Elyse shares her current daily structure that works for her in the season she’s in. [25:50] - Another piece to this is knowing when to plan and when to sell. [28:02] - Because of their inner work, accepting the path they were on made the level of disappointment and understanding their goals easier. [31:04] - In their current financial season, the new places Elyse wanted to look at to live were just not in alignment. [33:41] - Once they accepted what is in alignment with their current season, Elyse and her husband found the perfect living situation. [35:36] - What season are you in? DM Elyse to share! Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Whether you are an entrepreneur, sales professional, or in sales leadership, this episode is jam packed with highly valuable tips and tricks from one of the best in the industry. Whatever your role, the most important thing in the growth of your business and income is selling. But how much of your time each day is spent actually building a relationship with clients to make these sales? Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes. For 10 years prior, Jamie ran Sales for Life - the world’s largest Social Selling training program for mid-market and enterprise companies. Sa;es for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines, and Intel. Today, Jamie walks us through a few activities, so you’ll want something to take notes with. You’ll learn about social selling, relationship signals, and the Law of Reciprocity that can help increase your sales productivity. Show Notes: [2:46] - Pipeline Signals is Jamie’s second business. He shares his inspiration to launch Pipeline Signals through his premise of social selling. [4:49] - Prior to Covid, Jamie was spending most of his time traveling to speak. He used his time when things shut down to begin working on Pipeline Signals. [6:35] - Jamie demonstrates what relationship signals are. [7:27] - The time spent on account selection and prioritization is the single determining factor of hitting sales goals. [8:57] - Selling into previously developed relationships is more successful than cold calls. [10:47] - As an entrepreneur, founder-led sales is key. Jamie guides us through an activity. [12:48] - With different categories, you can better determine where to spend your time. [13:41] - If relationships haven’t been developed yet, you do have “pending relationships.” [15:11] - Breaking the ice with a new prospect can feel awkward. Jamie shares how he does this with the Sphere of Influence. [16:56] - An easy tip is using Google Images. [17:34] - Jamie is a big believer in the Law of Reciprocity. [18:15] - How can you give something in advance to spark interest? [20:15] - The increase in digital sales in the last few years has changed the way we approach strategies. [21:37] - Low hanging fruit is the easiest to latch on to for a sale, but we can overcomplicate things. [24:08] - Develop the outbound motion now and scale it. Then go back and feed inbound. [26:05] - Referencing a recent LinkedIn post, Elyse and Jamie discuss his main tips for selling in 2022. [28:17] - Focus on the things you can control. [31:04] - What have the women in his life taught Jamie? Connect with Jamie Shanks: LinkedIn | Pipeline Signals Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

After reading the book Patriarchy Stress Disorder by Dr. Valerie Rein, so much in my life made sense that had never made sense before. Things just clicked and the experience was truly transformational. And specifically in business, so much of what I saw in sales wasn’t designed with women in mind. With that knowledge, I recently shared a quote during a retreat from the book and it shifted the entire retreat and the lives of the women there. It resonated strongly with every attendee and I knew I needed to chat with Dr. Valerie Rein. Dr. Valerie Rein is a psychologist, women’s mental health expert, and business consultant who has discovered Patriarchy Stress Disorder (PSD) and created the only science-backed system for helping women achieve their ultimate success, happiness, and fulfillment by healing the intergenerational trauma of oppression. She holds an EdM in Psychological Counseling from Columbia University and a PhD in Psychology from the Institute of Transpersonal Psychology. Her bestselling book, “Patriarchy Stress Disorder: The Invisible Inner Barrier to Women’s Happiness and Fulfillment” has been heralded by Amazon reviewers as “the most important body of literary work of our modern times” and “perhaps the most important book of the century for women.” Dr. Valerie is most passionate about the intersections of deep inner work and business. She is a sought-after speaker at conferences and companies committed to diversity and inclusion, leadership development, and unlocking people’s full potential. In today’s powerful conversation, Dr. Valerie shares her background and how she came to discover Patriarchy Stress Disorder. She describes studies that prove through science that there is more to it than “just stress,” and through these scientific breakthroughs, she shares what can be done. The icing on the cake is that through this work, Dr. Valerie shares that every aspect of her life is better than anything she could have even previously imagined and it be that way for you, too. Show Notes: [3:21] - Dr. Valerie’s personal development journey started early and was guided by the question, “What’s wrong with me?” [5:01] - She was living the life of her dreams, but she kept getting a message that there was something different for her. [6:04] - In addition to working in her private practice, she was pouring everything she was earning into a new business. No matter how hard she worked, nothing changed. [7:01] - Dr. Valerie wound up in the hospital with symptoms of a stroke, but was determined to be “just stress.” [8:04] - Despite years of therapy and personal development, Dr. Valerie could not crack the invisible wall. [9:01] - For thousands of years, women were oppressed and Dr. Valerie discovered how trauma response can be inherited. [10:27] - Our subconscious still recognizes success and wealth as unsafe. [12:14] - Once Dr. Valerie understood what the problem was, she was able to take her new business from no money to six figures in a year. [14:40] - What is the Cherry Blossom study from her book. [16:14] - This study demonstrates how trauma response is transmitted through genetics. [17:26] - Through her work, you can rewire your subconscious and trauma adaptations. [18:53] - There were many trauma adaptations that Dr. Valerie was experiencing and holding her back but she had no idea they were there. [20:21] - Currently, every aspect of her life has overshot her limited imagination. [23:16] - Through the healing journey, you can create your life from a place of alignment. [24:46] - “Prison guards” can come in the form of Imposter Syndrome, critical negative thoughts, and distractions. [25:32] - Stress is created and driven by unprocessed trauma. [28:02] - How much time do you spend on average engaged with your prison guards? [30:35] - These issues are not character flaws. It is a part of us and not our fault. [31:52] - We work so hard but more can be accomplished and with a lot more joy. [33:14] - Elyse shares an experience that demonstrates how her brain held her back. [35:10] - The theme of Dr. Valerie’s book takes readers from “How much can I tolerate?” to “How good can it get?” [36:23] - There is a five step journey that Dr. Valerie describes. [37:40] - Once we reclaim our time and energy, we can dig even deeper. [39:49] - You can download the first chapter of her book for free, including the audiobook, on Dr. Valerie’s website. [41:39] - Dr. Valerie shares what she is currently working on for herself, including her relationship with money. Connect with Dr. Valerie Rein: Dr. Valerie’s Website Download the first chapter of Patriarchy Stress Disorder Facebook | Instagram | LinkedIn Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Sometimes when we are working towards a goal, especially a big one, it takes a while to see the progress. We become used to hitting our goals pretty easily but when we get to the point that the goal is bigger than we ever imagined possible, they sometimes feel out of reach. Remember that the goal is stretching you and when we set that next level goal, it might feel like nothing is happening. This juicy topic was inspired by recent client conversations. Everyone in this community is going for goals that are big and it is important to know that the only failure is giving up. The goal is not too big. In this episode we dive into why you could be holding yourself back by not seeing things as happening now, setting goals that are not in alignment, or simply not understanding the cycle or season you are in. But one thing is for certain: you can hit that goal and you will. Show Notes: [2:58] - Sometimes when you exceed what you expected, it is difficult to see what’s next. [4:11] - When things don’t happen quickly with your goal, it is tempting to give up and see this as a failure. [5:17] - You could be holding yourself back from being prosperous and abundant by trying to skip levels. [6:53] - The only failure is giving up. [8:14] - Things are cyclical and seasonal. [9:36] - All seeds have a gestation period, including your ideas and goals. [11:04] - Like a pregnancy, there’s not much action and effort until the end. [13:24] - Also like a pregnancy, if things don’t happen in the time frame you plan on, you approach things differently. [14:27] - Don’t adjust the goal. Adjust the date. [16:03] - If you think of things as happening in the future, it will always be in the future rather than right now. [17:28] - How do you know that the goal is on its way? Is it really in alignment? [18:23] - If you feel good about the goal, it is on its way, even without evidence. [20:21] - Your hormones are cyclical and that impacts your motivation and goals. [21:30] - If you want to speed up your goal, you get more details when you feel good. [22:56] - When we do inner work and feel like the goal is already done, it feels natural to have a new reality. [24:27] - A belief is a thought that you think again and again. [25:30] - You have to have faith and understand what is happening. [27:05] - Signs don’t precede, they follow. [28:54] - Don’t wait for a sign to start. All you need is the desire. [29:42] - Ask what is one thing you can do to move things along. [31:12] - If your downloads and nudges don’t make any sense, you are still responsible to follow them. [32:37] - Act from the standpoint of things already being done. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Expansion is a hot topic right now, especially among the members of the 50k Club. As we wrapped up an amazing retreat, I knew that this needed to be shared with the She Sells Community. In this solo episode, I share some of the biggest takeaways from the retreat and how you can lean into this element of expansion in your own life. This isn’t just about business. It’s everything. Every aspect of your life is worthy of expansion and what you’ll learn is that you may be putting a self-imposed prison upon your desires. This stops you from taking action. You’ll want to take notes for this episode and get ready for those quantum leaps. Remember to check out the links below and if you are ready to join the 50k Club, we are taking applications! Show Notes: [2:00] - The $50k Club is a program that Elyse offers for women working towards $50k months. [3:27] - Elyse shares some of the highlights of the 50K Club Retreat. [4:19] - The main topic that members of the program wanted to dive into was expansion. [5:39] - Check in with yourself to find what expansion means to you. [6:48] - The only limits for you are the ones that are in your own mind. [8:11] - When you feel like there’s nothing more you can do, that is a sign of a self-imposed prison. [10:01] - Some self-imposed boundaries are healthy, but don’t let it become a prison. [12:13] - The quantum leap means to go farther with far less effort. [13:44] - Push your mental boundaries and notice where your self imposed prison is. [14:42] - Take a big step back and find the elegant solution. [16:09] - Scaling to six figures is much more difficult than scaling to seven. [17:58] - Elyse shares what she did differently years ago that was a big realization for her. [20:01] - Get all your ideas out to avoid blocking yourself from breakthroughs. [21:44] - Start to look at your desires as “green lights.” [23:28] - Most of us have been told that we are just too much. [24:24] - Your desires have limitless capacity for their fulfillment. Accept your desires. [25:31] - The ideas don’t come until you accept that it is possible for you. [26:13] - Your desires are there to help you with expansion. [27:03] - What is one thing you can do today to take action and move forward? [29:26] - Healing and inner work is important and you can take action from that empowered place. [30:26] - You must place your trust in action. [31:43] - The distance and gap feels huge. You won’t be able to see the entire picture. [32:51] - Taking action will feel uncomfortable. [34:50] - Fear is present before you take action. Once you start taking action, it will feel more comfortable. What is the worst thing that could happen? [36:29] - You are in your worst case scenario right now if you don’t take action. [37:34] - The $50K Club is open for enrollment! Apply here. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

If you want to build a show-stopping brand that generates attention, creates tons of leads for you, and positively impacts the world, you want to pay very close attention to today’s episode with guest, Josh Pitts. I am beyond excited and honored to bring you this conversation with Josh who is a dear friend and former client of mine. Josh is the founder of Shred Media, the world’s #1 Attention and Impact Network, he has completely changed the game for branding and social media specifically in the mortgage industry, and he’s the host of the Shred Show, which is the most popular podcast and live show in the mortgage space and beyond. Josh draws in listeners from all industries since his content is so powerful and recently I’ve been honored to be on the show. Josh is such a great show host and interviewer and I was privileged to be interviewed by him. Outside of all this he’s a dedicated family man with a beautiful family, he has a huge heart for service, and is just a standout guy all around. You do not want to miss this conversation with Josh as we talk about building a brand. But not just building a brand, but to break through obscurity. It’s not easy, but with consistency and authenticity, Josh is confident that you can impact your audience, even if it's just one person at a time. Show Notes: [3:14] - Elyse is the one who helped Josh solidify the brand obscurity focus through coaching. [4:09] - Don’t make noise, make an impact. [5:26] - Will your posts make an impact or add to the noise? Impactful posts will catch someone’s eye and make someone stop and think. [6:29] - Put out meaningful content instead of posting too often. [8:10] - Don’t just check the box that you have done something. Think about content coming from your heart. [10:20] - Josh shares his background and journey to his current career. [11:30] - In 2009, Josh and his wife were taken advantage of with a high interest mortgage and it inspired him to help others out of the same issue. [13:49] - With his newfound knowledge and passion, Josh grew a mortgage firm and used social media to help grow business. [15:40] - Building a brand takes time and is hard. But it is possible. [16:54] - Josh has always had a “challenge accepted” mentality when it comes to obstacles. [19:13] - Consistency is the key to everything. [20:48] - Metrics will be distracting and discouraging. Stay consistent. [23:21] - Being the real you is the most impactful. [24:20] - Think about what scroll-stopping content looks and sounds like. [25:34] - Social media is meant to entertain and educate, not to constantly sell. [27:23] - What if you impact just one person a day? [29:04] - What has Elyse seen that impacts people’s lives? [31:14] - Listen to your body and feelings when making a real post. [32:55] - Everyone’s audience is a little different. Even if someone says the exact same message, you might be the one to have an impact on someone else. [34:53] - If you don’t feel compelled to post something, you have to find the balance of posting something just for the sake of posting. [36:20] - When building a brand, where are you coming from? [37:32] - You can’t do every single thing. Start small. [39:08] - Josh shares one major thing to do to grow 1% better everyday. [40:16] - Always show up even on days when it is hard. [43:13] - Josh shares the most life-changing lesson he learned from his wife. Connect with Josh: Instagram | LinkedIn | Podcast Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

I discovered today’s guest through the high praise of a previous episode’s guest, Mark Magnacca. In that episode, Mark gave examples of Catherine Tindall’s exceptional relationship building skills and how his experience as a client of her CPA services has far exceeded his expectations. I knew immediately I needed her on as a guest to share how she stands out and to share her magic with the She Sells Community. Catherine is a CPA specializing in advanced tax reduction who proactively works with clients to reduce what they pay in tac while supporting their greater wealth building and life goals. She aids successful entrepreneurs and business owners through this process through tried-and-true systems and automation that have changed the way she does business and has improvedthe lives of her clients. In today’s episode, Catherine shares with us how making small adjustments in your business process can allow you to make stronger connections with clients and potential clients while making things easier and smoother for you as an entrepreneur. Show Notes: [2:36] - Catherine realized when she had her daughter that she had to treat her day to day life like a system. [4:31] - Catherine shares her background as a CPA and why she was drawn to having her own practice. [5:39] - She noticed the hiccups and client relationships in other firms not flourishing. She wanted to streamline things through systems. [7:43] - When beginning, Catherine had not ever been trained in sales. [8:47] - In her role as a CPA, trust is a crucial element for clients. [10:18] - When interacting with others, she assumes it will be a lifelong relationship. [11:44] - Catherine describes her initial system for beginning work with a new client. [13:23] - Systems should be developed to make things move smoothly and it can feel very empowering. [14:40] - Map out the details for a perfect client experience. [16:15] - One of the little things you can do is make people feel seen. [17:53] - Catherine describes some of the work she does for clients in her practice. [20:01] - The goal is to find the right professional for someone and sometimes that isn’t Catherine. [22:28] - Put the very next step on the calendar, even if it seems like a simple step. [23:52] - What does onboarding look like for Catherine’s firm? [25:30] - Catherine has a system set up on her calendar that automatically populates when onboarding new clients. [27:42] - Do the things you are really good at and sub out everything else. Connect with Catherine: LinkedIn Dominion Enterprise Services Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

From rock bottom to soaring success, today’s guest interview is such a treat for listeners. Not only does this episode expand your mind with high level sales skills and strategies, but it is also a transformational story that will motivate you to go for your biggest dreams. Today’s guest is Ian Koniak and he is a very big deal. As the #1 rep for Salesforce, the #1 CRM in the entire world, for 19 years, it’s obvious Ian knows what he’s doing. But more than that, he has transformed his life from addiction to serving others. He and I have worked together on his personal brand and I got to know him as a person. I have been absolutely blown away by who he has become through this journey and am constantly amazed by how he continues to grow. In this conversation, we talk about both tactical sales strategies and his transformational journey. Ian is now the founder of his own company and with his background, you are sure to find value in this episode. Stay tuned because he shares amazing resources and ways to connect with him in a new fabulous coaching program. Show Notes: [3:15] - Ian shares his background and history in sales. [4:35] - While experiencing a very scary moment, Ian turned to prayer and saw his life flash before his eyes and felt deep regret. [5:56] - Ian made the promise that he would immediately begin serving others. [6:47] - Brandbuilders is the program Ian joined and connected with Elyse amidst battling addiction. [8:35] - Ian got to a point with living outside of integrity and he knew he needed to be honest. [10:00] - Through being honest with his wife, he went into recovery. [11:39] - Now, Ian can truly be the coach and leader he wants to be with integrity. [12:44] - So many people have a secret they are suppressing. [13:53] - Outside of sales, Ian truly believes his calling is to share his story to help others through addiction. [15:16] - When coaching sales, Ian is able to infuse mindset and spirituality elements. [17:44] - Money doesn't buy happiness, but it does buy you opportunities and freedom to do things that make you happy. [19:13] - Focus on the process, not the prize. [21:09] - Ian shares what he does when he finds himself focusing on the wrong thing and worrying about money. [23:50] - Once you break through your comfort zone, you see what is possible. [25:10] - Ian shares how he approached other coaches to find what was possible and changed his environment. [26:48] - Anything is possible but without the right things, you won’t experience success. [27:41] - Ordinary people can do extraordinary things but many people don’t try. [30:13] - What are RAD goals? [31:53] - Start small and increase your stepping stones. [33:48] - Success in any endeavor but especially as an entrepreneur, it is all foundational. [35:18] - Yes, you have to know how to sell, but it is dependent on more than just that. [36:33] - Ian shares tips for elite performers. [39:10] - Elite performers do top down selling. [40:05] - Don’t put anyone on a pedestal. [41:42] - Practice active listening. [42:36] - You leave the best impression by stopping trying to impress. [44:52] - What is the biggest life lesson that Ian has learned from his wife? Connect with Ian: Untap Your Sales Potential Coaching Ian Koniak’s Website Ian Koniak LinkedIn Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

For entrepreneurs, one of the commonly misunderstood and confusing elements is PR and how to get featured in the press and media. For many, this is the next big step in getting more eyes on the business and you might be tackling it the wrong way. That’s why I’ve asked Renee Warren onto She Sells Radio today to help us gain better PR and press for your brand. Renee Warren is a mom, award winning entrepreneur, investor, drummer, author, and public speaker. Not only is she a mom and businesswoman at the same time, she shares her story about starting her business while pregnant and then having two babies in one year. Talk about incredible! Her business, We Wild Women, is all about helping female entrepreneurs transform their visions into massive impact with programs, courses, and even a podcast called Into the Wild. In his episode, we dive into all things PR: what to do, what not to do, and how we can show up powerfully in the media and press all while maintaining authenticity. Show Notes: [3:08] - Renee lives her life as an unapologetic risk-taker. She shares what that means to her. [4:34] - There’s so much freedom when we step outside the boundaries of expectations. [5:54] - Society is so mean for mothers and as a mom, she realized that she can throw out those expectations for her business as well. [7:35] - Renee scaled to seven figures with two babies at home by taking risks. [8:27] - When committing to something publicly, Renee always follows through. [9:45] - Tag the people online who you know are going to hold you accountable. [10:25] - Those you inspire won’t always tell you but it’s your calling to keep going. [11:22] - An audience of one is still an audience. [12:24] - Renee shares tips on inspiring you to keep going. [14:15] - Create a media kit. This forces you to be organized. [15:44] - Media kits don’t have to be complicated and Renee has free templates on her website. [16:54] - Credibility is important to share with potential PR. [18:12] - Elyse shares her strategy and what she advises her clients. [20:05] - In order to make news, you have to create news. Make something newsworthy. [21:24] - Your hook depends on who you are pitching. [22:22] - Renee advises to never mass pitch. [23:59] - What is it about you and your business that is different from everybody else? [25:40] - There’s a strategy to following up. [28:27] - Podcasts are actually a form of PR. [30:01] - Podcasts have a very specific niche audience and are great for sales. [31:33] - Everyone on an executive team needs to have a personal brand. [33:18] - Renee shares her favorite pitches for getting people on her podcast. [35:40] - You will stand out by taking the time to be intentional. [37:42] - Renee is launching a new membership through We Wild Women that will help with PR. [39:21] - Renee’s advice is to be okay with failing. [40:15] - With taking risks comes judgment from others. You have to put it aside. Connect with Renee: Instagram Into the Wild Podcast We Wild Women Website Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

When it comes to virtual selling, we are all or all have been in a place where it is absolutely necessary. Due to the Covid-19 pandemic, virtual buying and selling has become the method of choice and with information constantly at the buyers’ fingertips, the sales process is different. In this community, we want to sell from the heart with heart and it might feel impersonal in a virtual setting. But today’s guest shows us that it can be even more personal than before. Mark Magnacca is the co-founder and President of Allego, one of the world’s leading sales learning and enablement platforms. We first connected through a mutual friend and client and have known each other for many years. The lessons I have learned from Mark have been powerful and the content he provides in this interview is extremely valuable no matter what industry you are in. Mark is also the co-author of several books, but today we zoom in on Mastering Virtual Selling. Show Notes: [3:22] - Mark shares the inspiration behind his most recent book as the change in selling due to Covid-19. [4:47] - Mark had already brought remote working to the company years prior to the pandemic. [6:38] - It is about the buyer and not about what you want. [8:31] - Ask your clients, employees, or teammates their preferred mode of communication. [10:02] - Geographical location makes a difference in meetings as well. [12:06] - The more you can do to elicit the knowledge of what buyers want, the more power that you have. [13:44] - What if buyers follow a journey that is different from the way the sales funnel is organized? [15:26] - Mark demonstrates the power of information with LinkedIn. [17:06] - The salesperson is a guide and that is a mindset shift. [18:42] - Mark describes a recent buying experience that blew him away. [21:36] - The differentiation isn’t the technology, it’s the way you use it. [24:10] - Mark took the core message of branding to a different type of audience. [25:16] - It doesn’t have to be unique. The value is in customization to your subset. [27:29] - The momentum in relationship building creates an opportune time to close a sale. Waiting too long will cause that energy to dissipate. [29:22] - Trial closing is a strategy that will help create a balanced relationship. [31:10] - Both people in a relationship must want something to make it happen. Oftentimes the balance is not 50-50. [33:25] - Go where you are wanted to avoid chasing the sale. [35:14] - Lack of self worth is one of the reasons many women avoid going into sales. Do it a different way. [38:15] - If you are a parent, don’t underestimate the power you have in shaping your child’s mindset. [40:42] - Mark shares some things he has learned from his own children. Connect with Mark: Mastering Virtual Selling Website Mark Magnacca on LinkedIn Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

As a raving fan of her music, I am thrilled to have Toni Jones join the She Sells community! Her music has become a mantra for the women in this community. We played her music on repeat at the Sedona retreat. We’re listening to her songs while getting ready in the morning, working out, walking into work, and today we get to learn even more through her experiences. Toni Jones served for six years as a Life coach and Mental Health advocate for women and youth. Now as an Affirmation Musician, she found creative ways to promote the message of conscious well being through her music. Toni started making music as a tool for her life coaching clients to practice healing on the go. After great response from her first album she decided to make music full time. She has since released five projects so far: Affirmation for the Grown Ass Woman, Affirmations and Chill, I See Me Mantras, and Get Cha Mind Right (the mental health mixtape) Toni’s music is healing music, she coined it as Affirmation music. Affirmations set to modern music, which is different from the traditional way of saying Affirmations and mantras that are usually set to relaxing new age music. By creating affirmations to modern music this allows the listeners to ride, be on the go and vibe, just dance to the music while still reciting healing words. Show Notes: [2:46] - Pain and heartbreak has always been a point of entry for Toni’s evolution. [3:38] - Toni shares how she discovered narcissism and the inspiration for learning as much as she could to help other women through a wellness company. [5:50] - Within 24 hours of praying for direction, she knew she needed to create affirmation music. [6:58] - Toni never intended to become a musician. [8:37] - Toni describes the first experience of creating the first song for clients. [9:17] - Her first affirmation album was 9 songs created to help a woman grow. [10:38] - She had a mission to create something relevant but not corny. [12:58] - Because it was such a knowing, Toni was able to create her album with no fear. Before she knew in her head, she knew in her body. [14:51] - Toni did not experience imposter syndrome in the beginning but admits that she experiences it from time to time as her music grows. [18:20] - What is an evolved way of doing business? [19:42] - Sometimes we feel that we have to sacrifice our wellbeing for the grind. [21:34] - Tap into how you feel when creating. [22:17] - The vibration of your business is important. [23:42] - An evolved way of doing business is putting yourself first. [26:21] - Toni highly recommends the book The Energy of Money by Maria Nemeth. This book changed her relationship with money. [29:06] - Learning and unlearning was one step. Embodying this new mindset was another step. [31:06] - Whether money is there or not, it is important to maintain the right mindset. [33:02] - Toni’s spiritual connection with God is what keeps her feeling worthy. [34:55] - You are worthy of healing without effort. Worthiness is a birthright. [35:50] - Toni lists some ways she taps into her worthiness. [38:19] - Once Toni saw how she developed her own coping mechanisms she began treating herself as a newborn who needed comfort and guidance. [40:47] - There’s a shadow and light side to everything. [43:28] - What is the focus of Toni’s affirmations lately? [45:31] - Practice listening to your intuition through meditation. [46:49] - There is so much noise going on in our lives, so you have to slow down and listen. [47:58] - You only get better. Look at your past and how much you’ve progressed. Connect with Toni: Instagram | YouTube | Website | Facebook Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Johanna White is back for a part 2 by popular demand! If you haven’t already listened to episode 134, you’ll want to at some point to learn about Johanna’s powerful backstory which is the most inspiring interview I’ve ever done on the podcast. In that episode we talk about the power of belief but our original intention was to talk about branding. So Johanna has graciously come back for that conversation today. We aren’t talking about just any old branding. We are talking about branding for high dollar sales, high ticket sales, luxury products and services, whatever you like to call it. It’s what you deserve, but how can you brand and position yourself to attract your ideal client? Johanna’s zone of genius is all things branding and marketing and we are so fortunate to have her expertise. Through her sense of humor, down to earth realism, and storytelling skills, she will have you hooked on her every word. Show Notes: [3:31] - Johanna’s expertise is branding for high dollar sales. If you want to attract the best, you have to look like the best. [4:34] - What does Johanna mean by Best Kept Business Secrets? [5:46] - When the experience matches the scale of the brand, the price is not surprising. [7:50] - Johanna demonstrates the power of branding and what happens without it. [10:55] - If you want to look like the best, look at competitor’s inside and outside of your industry to find an image of luxury. [12:06] - You want your brand positioned in the mind of your consumers next to something that they already perceive as high value. [15:20] - Johanna explains brand positioning. [17:12] - Using the coaching industry as an example, Johanna gives tips on how to position your brand as high end. [18:42] - Consistency is perceived as high value. [19:57] - Branding is either done by you intentionally or it is being done to you anyway. [22:57] - You have to show authenticity and mix it with brand positioning. [24:39] - At the very least, stop undercharging. Premium and luxury are relative. [25:35] - First, you must know your value then you show it. [29:08] - Branding doesn’t stop with just your website or your service. [30:40] - What do you do better than anyone else for your ideal client? [32:19] - Why should you always look for ways to provide more value? [33:49] - Johanna actually does not use automated emails to clients. [35:42] - Expand your vision of what is possible. [37:14] - Johanna doesn’t need a lot of clients and that is on purpose. [38:46] - Always look for ways to get personal with your customers. [41:15] - Johanna offers a brand analysis where she does a deep dive into your brand and finds your opportunities. Connect with Johanna: Website | Facebook | Instagram Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

In today’s transformational conversation, you will learn the science behind abundance and worthiness. We talk about it constantly in the She Sells Community and today it all comes together with the neuroscience behind it all. Joining me for this episode is Dr. Hillari Hamilston, a researcher for Dr. Joe Dispenza’s research teams. You know how much of a die hard fan I am of Dr. Dispenza and his work and everyone in the community who is doing this work is experiencing profound transformations and quantum leaps. But how is that happening? Dr. Hamilton helps us to understand the science behind meditation by demystifying it. Dr. Hillari Hamilton has spent most of her career developing programs to best serve individuals in transforming their health from a state of disease to one of ease by uncovering the root cause of imbalance, mentally, physically, and chemically. She assisted in the co-creation of trans-disciplinary clinics to treat chronic pain in the Empire Valley in California in 2015, where she uncovered the foundational piece to healing, which begins with becoming familiar with the impact our thoughts, feelings, and behaviors have on mental and physical pain. She educates her patients on how the mind-body connections work and how to observe and implement change, which empowers her to take an active role in healing their body from the inside out. Dr. Hamilton has been working with Dr. Joe Dispenza for the past three years on his life-changing approach to health, to quantify his work through research in cooperation with UCSD and VitaMed Research. Dr. Hamilton is a chiropractor, certified hypnotherapist, research coordinator, wellness coach, and meditation facilitator. She is currently pursuing her passion traveling with Dr. Dispenza, assisting in human transformation with the intention of demonstrating through science the effects meditation has on the regulation, prevention, and treatment of disease. Show Notes: [5:03] - Welcome to the show, Dr. Hamilton! Hillari shares her background and what sparked her interest in this healing. [6:30] - Dr. Hamilton explains her experience with a meditation and the results. [8:40] - Through meditation, people were healing and Dr. Hamilton’s practices have continued to grow. [9:42] - The new paradigm is healing from the inside out. [11:18] - The medical perspective is to remove the problem, but with the research they’re doing, Dr. Hamilton and her team are solving problems through a vitalistic approach. [13:01] - The key is to create coherence and ease by changing the energy. [14:12] - Dr. Hamilton describes current research and the results of a trial with cancer cells. [17:06] - It all comes down to awareness. [18:09] - When you become aware, you can be an observer. [19:11] - Coherence is all about tuning into the greatest ideal of yourself and regulating your own energy. [19:56] - When your heart is closed, you stop trusting yourself. [21:19] - Dr. Hamilton shares an example to show the impact of checking in with her body and emotions. [22:49] - The only place you can store your emotions is inside your body. Your thoughts create your emotions. [24:14] - Where you put your energy is the energy you are attracting. [25:15] - Elyse shares her personal backstory in how her work on worthiness and abundance made huge changes in her life. [27:39] - It’s not how you present yourself to the world, it’s how you feel on the inside. [29:37] - What is the size of the gap between how you present yourself and how worthy you feel? Dr. Hamilton explains the science behind this gap. [31:46] - In a meditative state you are overcoming the past by tuning into the present. [33:46] - Through meditation, your mind is in control rather than your body. [37:54] - What happens when you overcome your environment? [38:54] - There’s no separation in the fifth dimension. [41:01] - Dr. Hamilton describes the experience of a man in a study a couple of years ago and how he showed coherence. [44:48] - Dr. Hamilton explains how she put this work into action to pull in donations for the research fund. [47:47] - People are more powerful than they ever thought. [49:03] - Dr. Hamilton shares ways to connect and donate, including the prison work that is being done through a non-profit. Connect with Dr. Hamilton Give to Give InnerScience Research Fund Dr. Joe Dispenza’s Website Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

We know it as “time management,” but really, it is all about managing yourself. In this episode, you’ll hear about the strategies that were absolutely transformational in how I approach my work day and view the concept of time. These strategies shifted me from being someone who was always overwhelmed and feeling behind to being happy and productive. I am constantly asked about time management. Everyone does things differently and still feel overwhelmed. Why? Because traditional time management is about working harder and working more hours to find success and it just doesn’t work that way. This episode will challenge and invite you to move on to next level thinking around time and when I applied them to my personal life and business, I experienced incredible results. The key is always to have an open mind and try these out for size in your own life and business. Show Notes: [2:07] - Elyse shares that her time management strategies have shifted because of changes in the company. She admits that she has felt tempted into the overwhelm. [3:50] - With a growing company and being a mom, Elyse is often asked how she gets things done. [5:40] - Traditional time management strategies might be burning you out. [7:26] - You actually cannot manage time. You can manage yourself and what you do. [8:37] - Your level of success and how quickly you scale will depend on how quickly you can go fluid. [10:52] - At the end of the day, it's the same result. [12:00] - There’s fluidity in how you reach your goals but also how you manage yourself. [13:27] - What would it look like to go more fluid even if it is a challenge? [14:51] - Ask yourself how you want to show up in the next segment of your day. [16:06] - Release tension and set intention. [17:12] - Stop deriving your value from how much you do. [18:21] - Do the things that are moving the needle for you and release everything else. [20:23] - Redefine your belief system around success. [23:11] - Your energy cycles cause your activities to shift on a weekly basis. [25:01] - Stop doing the things that are not in alignment with your goals. [26:38] - You have to shift your idea of time. [28:11] - You will only experience the things that you feel are possible for you. [29:55] - Invest time in your mindset. [31:50] - You reach a certain point where your old strategies won’t work anymore to continue leveling up. [33:25] - If it feels heavy, put it down and stop pushing. [36:32] - After putting something down for a bit, focus on getting your energy where you want it to pick it back up. [38:20] - You can get a lot done in 60 seconds. Thinking in smaller increments of time will help you control it. [40:04] - The final piece is to understand universal laws. [43:19] - Ask for the things you need. You may be surprised by what comes your way. [44:16] - Let Elyse know what strategies you are implementing on social media. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

At the root of it all, sales and success strategies all come down to confidence. Confidence leads not only to productivity, but also a healthy growth mindset as well. But confidence isn’t always easy to maintain. Negative thoughts and limiting beliefs can haunt us and definitely hold us back. So join me for this episode about how we can build more confidence in sales. For this episode, I highly recommend jotting down your takeaways or bookmarking the episode to come back to later. Let this episode be a reminder of the ways you can stay in control of your thoughts and confidence even when your brain throws in that negativity. Show Notes: [1:35] - At the root of it all, strategies come down to confidence. [2:47] - Start asking better questions. Rephrase how you ask yourself questions. [4:25] - Are you arguing for your limitations or your greatness? [5:52] - Celebrate your small wins. [6:56] - You have to make it about the journey and not the destination. [8:39] - Keep a journal of all of your wins, especially if you feel any sort of distance from your goals. [9:20] - Put your pride into the things you can control. [10:58] - Elyse sets up incentives for herself that help her celebrate small wins. [13:19] - Keep a list of positive feedback for your review. [14:46] - Take credit for the good things that happen and not just the negative things. [16:42] - Celebrate how you show up for your clients and how you have overcome limitations. [17:32] - Keep your environment positive, including the people you are surrounded by and your physical space. [19:50] - There are ways to navigate relationship changes as you level up. [21:29] - Create your own professional and personal development curriculum and set aside time for your own studies. [24:09] - Making time for personal development and growth is crucial. [24:40] - Compare down. Elyse explains what this means. [26:08] - Give yourself credit for every experience along the way in your growth. [27:38] - Share your biggest “ah-ha” moment with Eylse on social media. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

Being a small business owner is great and all, but it means needing to find time for the big S.C. - self-care! Self-care is so monumentally important because being a small business owner often means being under a lot of pressure and sometimes even means sacrificing a lot, and that is exactly why self-care is so important even though it's often overlooked because of our busy schedules. What does self-care even mean, though? We define it mainly as the practice of taking action to preserve or improve one's own health, especially during times of stress. We give some examples of ways that some people take care of themselves, such as journaling, exercising, having a cup of coffee, making food choices, and so forth. We also list off some ways that those of you who don't implement enough self-care into your days can start doing so, including being intentional about doing things that bring you joy (such as touching base with family and friends, taking a relaxing bath, meditating, and so forth). We also talk about how important it is to be mindful of our health and listen to our bodies, especially as women business owners. Remember that if your car's check engine light is on, driving the car without getting that taken care of is not going to be good for your car and could even do irreversible damage, and our minds and bodies are no different. We also, however, need to figure out what our own version of self-care is and not allow other people to ridicule or dictate it. Make sure that self-care becomes a priority! Until next time, we appreciate you tuning in again and encourage you to reach out to us via the email address provided in the show notes if you have anything that you would like to share with us! Time Stamps [0:41] – Michele introduces the topic of self-care. [2:37] – Karamel stresses the importance of self-care. [4:05] – Karamel poses the question of what self-care means. [4:29] – Michele offers insight about what self-care is. [5:47] – Karamel admits that she needs more self-care in her life. [8:05] – Michele compliments Karamel on how she has delegated an outsource. [9:41] – We learn about a time when Karamel did treat herself. [10:31] – Michele lists some things that Karamel can do to implement self-care. [11:48] – Some of the benefits of exercise are shared with us. [13:00] – Karamel stresses the importance of small steps over grandiose resolutions. [15:12] – Michele argues that women business owners have to be especially mindful of their health. [17:40] – Michele points to a rule that she set for herself when she first opened her agency. [19:15] – Karamel and Michele clarify why rules about self-care are important. [21:30] – Karamel sums up what she is getting out of this conversation. [23:14] – Karamel discusses the importance of having people who support us. [23:40] – We are encouraged to find what our own version of self-care is. Resources CEO Chronicles – Website Email us: [email protected]

I am rarely as excited as I am today to be presenting this episode. I recently went to an in-person Dr. Joe Dispenza retreat and learned so much. The challenge today will be if I can fit it all into one episode! In this episode, I share with you the ten main takeaways from the event and the profound impact it has had on my life already. The experience was incredible and as we continue on our own unique journeys, you can start to implement these changes into your life and meditation practices as well. I am not exaggerating when I say that this experience was absolutely life-changing. Listen on and I advise you to take notes because you’re going to want to remember this one. Show Notes: [2:12] - Elyse shares announcements including an upcoming workshop. [4:01] - Last week, Elyse was in Florida at Dr. Joe Dispenza’s retreat. [5:04] - Joe’s work is all about the scientific and spiritual connection in how we create quantum leaps. [6:11] - The body is an extension of the mind. You are working from the inside out to create change. Elyse experienced physical changes during the retreat. [8:15] - Elyse was able to experience this because of her focus on getting out of the way and healing the person she was working with. [9:31] - Elyse’s husband also experienced profound energy and love. [10:59] - There’s so much more available to you than you realize. [13:25] - The intensity of the experience was blissful and profound for Elyse. [15:26] - This event pushed Elyse and she realized how much farther she could go than she ever imagined. [16:50] - While there, meditation lasted several hours rather than the usual few minutes. [17:51] - Think of yourself as wearing a virtual reality headset. [19:08] - You can become addicted to a life you don’t even like. You have to be willing to lay down the character you play in the VR headset. [21:04] - Who are you pretending not to be? [22:03] - What character would you play if you could create anything you wanted? [23:00] - Nobody chooses you. You choose you. [25:52] - There are two different ways to create: matter on matter and energy on matter. [27:49] - The closer you are to source when you create, the faster it happens. [30:00] - Don’t expect any magic to happen in your life if you stand up as the same person you were when you sat down. [33:01] - Elyse also learned the power of minding your emotions and being attuned to them. [34:04] - People are only open to information equal to their own emotional state. [36:07] - Elyse admits that used to stuff her emotions down. [37:23] - The moment you think about your problems, you’re in the past. [39:43] - When you feel yourself going back to dwelling on a past problem, you have to be able to shift quickly. [41:20] - When you make these changes, your old self will fight you and try to keep you from moving forward. [44:03] - Stay out of your own way by letting go of your grip. [45:09] - Be conscious of your own language and when you are disempowering yourself. [47:10] - Elyse reached a point before the conference that she was wondering what was next. [48:42] - The divine in you will always match your efforts. [51:25] - If you want to experience the divine, you have to be divine. [52:46] - There is always more love to experience. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

This episode started as one about visual branding but we were meant to hear something else from our incredible guest, Johanna White. Today, Johanna joins the She Sells community to share her story and this story truly has shaped her success not because of the circumstance but by what she chose to do about it. Listen to this emotional and powerful episode as Johanna shares her battle with a brain tumor and her bewilderment with the rollercoaster of modern medicine. In the end, Johanna learned about the illusion of certainty and chose joy instead. The experience made Johanna realize that she was meant for more than her day job and is now an award-winning graphic designer and visual branding strategist. She uses her talents to design premium brand identities that create impactful first impressions. Don’t worry. She’ll be back for a part 2 where she dives deep into her strategies in building and elevating your visual branding. But first, listen to her impactful story and fall in love with her joy and positivity like I did. Show Notes: [2:57] - Welcome to the show, Johanna! [3:53] - Johanna started three companies in one year while battling a brain tumor. [5:29] - The brain tumor and the experience with that was the catalyst for Johanna to accomplish what she has. She shares what her life was like prior to changing mindsets. [8:09] - The experience wasn’t just an obstacle to overcome. [9:12] - Johanna was working multiple jobs and shares the time she received the news of her tumor. [10:05] - Through it all, Johanna learned about the illusion of certainty. [11:33] - Without health insurance, Johanna was told by many to quit her job and receive Social Security. [14:12] - “I had reached the end of my ability to play it safe.” - Johanna White [15:07] - Johanna reached the decision that she was made for more than her day job. [17:04] - With the negativity of the people around her, Johanna changed her circle. [19:06] - We don’t fear the circumstance. We fear how the circumstance makes us feel. [20:20] - She couldn’t control the circumstance, but she could control the fear. [21:41] - It only takes one voice telling you that you can do what everyone else says is impossible. [22:51] - What you believe matters but what you do about your belief matters more. [24:52] - Johanna shares what she started doing with the help and how a close friend pushed her. [29:18] - Those in authority have a lot of power with their words. [33:14] - Johanna wanted certainty so badly that she didn’t care about the risks. [34:50] - When you get to the next level, your old fears come back. [36:37] - How does Johanna use the illusion of certainty in her life presently? [38:51] - Nothing is certain, especially in the current state the world is in, but Johanna can always choose joy. [40:51] - Certainty cannot be the goal. Joy does. [43:50] - Johanna started a business called Uniquely Yoga. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Connect with Johanna: Website | Facebook | Instagram

2022 might just be YOUR year. Many in the She Sells community are working towards that first six figure year and in this episode, I share with you my biggest mistakes and lessons learned on my own journey to that level. It wasn’t always easy, but it honestly should have been because now I know the pieces that were missing. As with any financial goal, these tips are going to be something you can apply whether you are going for more than six figures or less this year. Whatever goal you have, this episode is for you. What I have found in my own journey is that actually hitting six figures for the first time was the hardest because of so much self doubt and lack of understanding how money works energetically. So learn from my mistakes and fast forward yourself through the years I was stagnant to reach your goals now. Show Notes: [2:12] - The first six figures in a year is the hardest. Elyse assures that it gets easier. [3:01] - It doesn’t have to take long or be hard. If it feels too hard, there’s something out of alignment. [4:46] - Elyse admits that her old belief system was that she had to work more hours than everybody else to make more money. [6:43] - Elyse proves with an example that the difficulty of the work and the hours you put in do not necessarily make you the most money. [8:31] - You have to do this in a way that feels safe. [9:42] - The more at peace you are, the more money that will come into your life. [11:01] - Many people, including Elyse, plateau at their new six figure income. The only thing that is making it take too long is you. You can shift it. [13:11] - The universe likes speed and things are meant to expand. [14:16] - Elyse gives tips on what to do if you are feeling stuck. [16:32] - When Elyse learned more about how money works energetically and started to bring in six figures a month and then in a few days in just a matter of weeks. [18:39] - I’m learning how to handle massive blessings with mature care. [19:26] - Do not use money to validate your self worth. [20:49] - We get what we are in this life, not what we want. [21:50] - You have to validate yourself and feel worthy first and then the money will come. [23:34] - Be mindful of who you ask for opinions and feedback from. [25:38] - One of the most powerful messages in this episode is that you get to do it your own way. [28:16] - The way she was trained in corporate to do her job did not feel in alignment with Elyse and things did not feel right. [29:57] - Do you feel pressured to do things a certain way? [32:20] - You can trust yourself with what feels right. [33:21] - Elyse is offering a two day deep dive and training to make sure 2022 is your year for six figures. You can get more info here. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Register for Elyse’s January Workshop

What are you implementing this year to help you reach your next financial goal? While this episode is focused on breaking six figures, it applies to any financial goal for both entrepreneurs and those in sales. The past two years have been such a change in everything in our lives and the biggest thing I am excited for this year is allowing more good in all areas. One of the things required to have the beautiful life we want is the financial resources to create it. So in this episode, I’m outlining three mindset principles and three tactical principles that when combined will give you that abundance you are accepting in. This is an episode you’ll want to take notes on as we enter a new year ready to reach our goals. Show Notes: [2:00] - Elyse encourages you to allow abundance in your life. One of the things that is required is having the financial resources to create a beautiful life. [3:43] - Mindset is 95% of this. Know that you are worthy. [4:53] - Elyse shares an affirmation she uses daily: “I am worthy of everything I want and desire.” [6:29] - You can practice worthiness through your self-care. [7:12] - Make this year your “Year of Yes.” This means to also stop deflecting compliments. [8:47] - Make this a must. If you are too much in your comfort zone, you won’t grow to six figures. [10:50] - Take a look at a video on Elyse’s Instagram from last year to see evidence of the energy of must. [11:53] - Decide that it is easy for you. Make it look small. [13:42] - There is no amount of money that’s bigger than you. [16:37] - Start thinking about six figures as the bare minimum of what you will accept this year. [18:08] - From a tactical standpoint, visibility is key. [21:24] - Prioritize outbound connection and do it first thing in the day. [23:17] - Reverse-engineer your numbers. [25:38] - When you start pumping energy into your outbound connections everyday, you will see radical changes in a few months. [27:03] - Reward the activity and not the result. [29:48] - Enjoy the process while the seeds you planted are growing. [30:38] - Are your prices high enough? [32:03] - Price what you’re worth. Look at your pricing at least once a year if not more. [33:26] - If you price too low, people may see it as a red flag that the quality is low. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Register for the Sedona Retreat with Elyse

One of the pillars of the She Sells community is to do what is in alignment with your values and to follow your intuition. This constantly goes against what we have learned in the corporate sales world, but today’s guest continues to prove its efficacy as she moves from the 10K Club to the 50K Club and finds sales success in ways that feel right. Amy Kniseley joins me in this episode today to talk about how to build trust through relationship building. Sounds obvious that sales success will come from building relationships, but organizations are still not valuing this crucial piece. Amy serves as Vice President, Distribution Partners, for Highland Capital Brokerage and is leading with her heart in a very male dominated industry. Amy prides herself in her authentic leadership and a mindset of “serving clients first.” She has a passion for independent distribution and her experience provides a unique perspective in helping partners get the most from their partnership. In today’s interview, Amy is going to flip your limiting beliefs by sharing how impactful creating memorable experiences is. You CAN develop strong relationships through genuine care that will result in massive referrals. Show Notes: [2:14] - Welcome to the show, Amy! Amy shares how she entered into the sales space in the financial industry. [3:44] - Through her family’s company, she learned a lot of lessons both good and bad. [4:52] - Part of what has led to Amy’s current success is how much she still loves what she does. [6:10] - How does Amy create memorable experiences? It starts with alignment. [7:25] - There’s a lot of emotion missing in sales, but through developing a relationship, Amy explains that her job is to listen and provide information. [9:39] - There is a balance between hitting goals and not stressing about it. [11:18] - Know the goal and determine the right activities to spend your time on. The little things make a big difference in relationship building. [12:52] - When you are more intentional, you need less activity and work. [14:05] - The biggest obstacle for Amy is breaking through the perception of the current distribution model in her industry. [17:00] - You have to be understanding if a prospect has had a negative experience. [18:37] - You can change customer mindset by overdelivering and surprising them. [21:13] - Amy shares what she wishes she knew going into leadership in a very male dominated industry. [23:39] - Amy uses her voice but also brings an emotional piece to her job. [25:02] - People truly want to hear different perspectives, so use your voice. [27:18] - Follow Amy for really good video content. [27:51] - Amy shares a final piece of advice: Go for it. Don’t play small Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Register for the Sedona Retreat with Elyse Connect with Amy: LinkedIn | TikTok

After spending time together at the Sedona Retreat, members of the She Sells community are returning to their lives to finish the year off strong. We are ready to achieve our vision, but we shouldn’t forget to prioritize ourselves. What do you require to feel your best? What do you need to feel well taken care of and supported? Today I’ll be discussing three big ah-ha’s inspired by the Sedona Retreat and the She Sells community. These are lessons that you can implement in your life to align with your vision and still feel nurtured. Your vision and desire is there since it is meant for you. I’ll talk to you through the three lessons on how to embody your vision, and I’ll give actionable tips on how you can incorporate the three lessons in your life today. Prioritize yourself as you prepare to make the most of the days coming your way. Show Notes: [02:11] - Elyse recalls her feelings of seeing her vision for She Sells Radio come to life. [04:11] - Elyse shares three big lessons she took away from hosting the event. Lesson 1: Schedule space ahead of time. [06:23] - Schedule any moment that will give you relaxation or joy. [08:31] - Elyse emphasizes the importance of scheduling self-care. [09:54] - Balance how you are showing up in your masculine and feminine energy. [11:16] - What does it look like to schedule life 90 days ahead? [14:02] - Elyse shares three big lessons she took away from hosting the event. Lesson 2: The power of shifting into a new perspective. [16:27] - What are you tolerating in your life that you no longer want to tolerate? [18:36] - Do this to remind yourself of who you are. [21:02] - Elyse shares three big lessons she took away from hosting the event. Lesson 3: Stay open and available to the magic in your life. [24:02] - Elyse encourages everyone to look for the magic. Why does this work? [25:39] - Here’s a routine to help you recognize the synchronicities in the life you’re creating. [27:16] - Elyse briefly recaps the three big lessons that you can implement in your life. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

In one of the most important conversations to listen in on in the She Sells community, Danny Bader shares his rare blend of heartfelt and bluntness. Danny is a return guest on the show and is here today to discuss his new book Taking the Shit Out of the Show. We are all faced with challenges, difficulties, and struggles throughout life. Why do these challenges happen to us? Danny explains that focusing on why things happen is not helpful but rather to focus on how to navigate through them to grow at the end. Members of the She Sells community are up to some really big things in the world, taking risks, and showing up bigger than ever before. But with that comes uncertainty, discomfort, and may feel chaotic. No matter where you are in your life’s journey, this episode is Danny Bader is profound as he teaches us to expect the struggles and trust that you will make it through them. Show Notes: [2:44] - Everything that is not in alignment will fall away from you which makes the transitions feel uncomfortable. [4:06] - Welcome to the show, Danny! Danny shares his inspiration to write his most recent book. [5:28] - In his book, there are several different characters on different paths, but each learns a different lesson that is applicable to all readers. [6:58] - Why do challenges happen? Danny says to focus on what you learn from the challenge rather than why it happened. [8:16] - The lesson is to know that challenges will happen and to focus on how to navigate through them in order to grow at the end. [9:33] - You’re moving upward even though peaks and valleys feel discouraging at the moment. [10:28] - Expecting struggle is the first guiding principle. [11:37] - The next guiding principles are to know that there is another side to the struggle and finding support.[13:06] - Elyse admits her struggle with reaching out for support as a fear of vulnerability. [14:20] - Danny shares one of the stories and shit shows in his book that is inspired by his brother in law. [15:43] - Danny struggled with dealing with his brother in law’s illness and regressed into old habits that he realized were hurting him. [16:44] - Awareness is when your knowing connects with something deeper inside you. [18:48] - Elyse reminds us of episode 47 when Danny was previously on the show which was all about his personal story. [19:49] - Danny explains his new perspective after a near death experience. [21:50] - When you keep in mind that your energy will move on one day, Elyse shares that it almost takes the pressure off of your current difficulties. [23:14] - Danny views his spirit as a sort of separate entity that’s an ally for your bodily form. [25:11] - Danny shares the books he has written and his website to look at opportunities to book him as a speaker or check out his webinars. [26:57] - His parting advice is to create more joy. Know and trust that there is another side of a difficult time. Hope is to want something. Trust is to know. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Register for the Sedona Retreat with Elyse Connect with Danny: Danny Bader’s Website Books by Danny Bader on Amazon

As we are wrapping up a transformational and challenging year, many of us are thinking about how to end the year strong in our sales. This time of year for many brings stress over not hitting a goal and creating unnecessary pressure to do more in this busy December. But that pressure gets us nowhere. Whether you’ve hit your goals for the year or not, this episode will outline three ways to end strong and ready to go into 2022. Today I’ll be introducing three principles that will not only help your sales during these last few weeks of the year, but they will radically improve your sales year round. And remember, you get to decide if this is going to be a strong month or not. You create your own economy and your own reality. So listen on to find out how you can end this year with a bang and get ready for another great one. Show Notes: [2:43] - Elyse admits she used to set goals that were lofty and not attainable with her mindset at that time. [3:33] - The purpose of a goal is not to achieve it, but to grow as a person along the way. [4:57] - Release the pressure you put on yourself and never beat yourself up. [6:25] - Do a quick check in on the goal. Is the goal in alignment? [8:28] - What are the things you want in your life? Look at what you want to create in the next 90 days and calculate the cost of it. [10:10] - Remember, you create your own economy and your own reality. [12:01] - Your mind is your most precious asset so filter what you listen to. [12:46] - To end the year strong, go after the low-hanging fruit. [15:11] - Use your customers’ needs as inspiration using surveys. [16:37] - What can you create now that gives a sense of urgency? [18:15] - If you have a smaller audience, focus on the higher ticket items. [19:19] - Commit to taking everything off of your plate that isn’t lighting you up right now and not applicable to your goals right now. [21:35] - Make a list of things you do everyday in your business that are actually creating money. [23:44] - Also make a list of things that are not making you money or do not light you up. Either delegate these tasks out to someone else or get rid of them. [25:37] - As you grow and evolve, things that served you and lit you up in the past might not be needed anymore. [27:43] - When we do these things, we make more space for new things and the unexpected. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Register for the Sedona Retreat with Elyse

Nothing happens by mistake and meeting Brandi Frazier is an example of that. I actually met Brandi because she was my neighbor and we were both pregnant at the same time. But as I grew to know Brandi better, I learned that not only is she an amazing mama, but she’s also a total boss. Today, she joins the She Sells community and is empowering us to advocate for ourselves even if we are not feeling confident yet. Brandi Frazier is a Mama, Wife, Speaker, and Master Educator who is passionate about empowering women in all areas of life. Brandi has spent many years as an innovative business sales and leadership expert who has diligently worked to create more engaging and results-driven organizations. After many years of training executives, managing teams, and speaking in corporate America, Brandi found a new passion, a new purpose, and a new why: Bee Empowered Mama. Bee Empowered Mama provides community, onsite training, coaching, workshops, and educational content for all things motherhood and in the workplace for women. Bee Empowered Mama also specializes in teaching women how to advocate for themselves during pregnancy, postpartum, and beyond. In this energetic episode, Brandi inspires us with her personal stories that sparked her new why and how advocating for herself literally saved her life. She is a powerful speaker that will have you hooked on every word and you’ll be listening to this over and over again to get you pumped up and feeling confident to be the expert of you. Show Notes: [3:04] - Welcome to the show, Brandi! Elyse and Brandi reflect on how they met. [3:58] - Brandi describes her background in sales and how her bubbly personality led to her discovering her love for it. [5:01] - As time went on, Brandi found herself in corporate training, speaking, and international teams training. [6:36] - Brandi was motivated to go hard so she could slow down and enjoy her pregnancy. Covid certainly changed things for her as well. [7:53] - In any scenario in your life, if you feel that you are not being treated the best you possibly can be, you should leave. [8:32] - Brandi learned through her pregnancy that she needed to advocate for herself. [10:04] - Because she knew she is the expert of her own body, Brandi explained why she monitored her blood pressure and how she continued to advocate for herself. [11:40] - As a result of using her voice and knowing her body, Brandi learned she could have died. [13:10] - After her experience, Brandi used her knowledge from her career to teach other moms how to advocate for themselves with Bee Empowered Mama. [14:26] - Trust how you feel because you are the expert of yourself. [16:01] - In the workplace, authority figures make some people feel less confident. [18:11] - While this confidence and advocating for herself is inherent to Brandi, it isn’t for everyone. Build confidence with positive affirmations. [19:10] - Seek the company of other confident people. [20:58] - Fake it until you make it and then you will become it. [23:01] - Pick who you want to be. Brandi gives an example of something she advises teams to do in her training. [25:09] - You are the director of your own movie. [26:26] - Brandi shares her number one tip for cultivating “owning the room.” [28:29] - After pumping herself up and praying, Brandi knows she’s going in to have fun and communicate the things her audience needs to hear. [29:30] - Looking good makes you feel good. When you feel good about your appearance, it reflects the inside. [31:34] - How can you practice embodying enthusiasm? [33:18] - Becoming a mom is Brandi’s biggest accomplishment. She has learned to grant herself grace. [35:18] - Stop comparing your journey to someone else’s. [35:59] - Brandi explains the BAR Method. [37:49] - Celebrate the little things all the time. Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Register for the Sedona Retreat with Elyse Connect with Brandi: Instagram | Facebook | Website

We have all experienced resistance and for most of us, we’ve just accepted it as normal. I know I did for the longest time. We’re taught that in order to get the things we want, we need to work harder, but that is simply not the case. A few months ago, I started a podcast series on resistance and recently a listener reached out to tell me how transformational it was. Upon taking a listen to those episodes, I knew I had to address this topic again. When you think of your goal, do you think it is too big? Too far out of reach? Maybe it is too hard to achieve? That’s a sure sign that you’ve got some resistance around hitting that goal which is slowing down the progression of it in your life. But where did that resistance come from? Today’s episode is all about where that came from and how to understand your resistance to something you want. And even better, we also talk about ways to overcome this resistance and how to rewire our brains to match the frequency we need to achieve the great things we set out for. Show Notes: [1:32] - Stop and notice all the good things. [3:30] - This episode is inspired by a previous series that has proven to be impactful for listeners. [5:01] - The series was designed to give you practices to help you release resistance. [6:28] - The book Ask and It Is Given by Abraham Hicks has inspired the series. [7:22] - The thing that is holding you back is some sort of resistance to getting what you want. [8:23] - We are taught by well-meaning people that the only way to get what we want is to work harder. [9:48] - Elyse was in constant anxiety and felt that every month there was a cap to the amount of money she could earn. [11:21] - She thought this was just how things were, but she shares how she realized that there was another way. [12:50] - When you learn to work with the rules that govern how things work on this planet and you learn how energy works, you get what you want. [14:36] - Everything in your life is a result of your belief system. [15:26] - Your subconscious mind determines 95% of your results. [16:25] - Where do your belief systems come from? [19:21] - We have to rewire our subconscious to eliminate the resistance. [21:27] - What is the thing that you actually want and how does energy play into it? [22:11] - Elyse reads a quote by Albert Einstein and explains frequency. [25:07] - This concept was never taught to Elyse when working in the corporate world. [25:51] - Elyse shares how to change frequency to match that of what you want. [27:20] - You do not get what you want. You get what you are. [28:26] - How can you create what you want? [30:02] - You can’t wait till you have the thing you want to feel the feelings you’ll have at that time. Feel it now to get on the right frequency. [32:26] - For something to be in your life, you would have had to have been a vibrational match at some point. [34:01] - You feeling good is what brings it in. [35:15] - There is a time lag so change in your outer circumstances won’t happen immediately. [36:08] - Your body is an amazing tool that gives you feedback. [37:40] - Resistance and limiting beliefs are lies and you will physically feel resistance. [39:58] - There’s a scale that tells you where you are based on where your emotions are. [40:51] - Elyse admits that she was very skeptical about all of this in the beginning. [41:56] - When Elyse feels a low level frequency emotion, she realizes it is because she is worried about the “how.” [43:39] - Be mindful about what you put in your mind. [44:55] - When you don’t feel resistance in your body anymore, your subconscious has accepted it. [46:58] - Don’t be afraid of disappointment. You are creating things twice. [48:41] - Your subconscious will not make you a liar, so what seeds are you planting? Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Register for the Sedona Retreat with Elyse