Superhuman Selling

When we think of outsourcing, we don’t often think of African countries. Why is that? There are so many myths and misconceptions about African countries and the result is that we are missing out on an incredible opportunity. This guest interview is so exciting as you get to meet one of our She Sells $10K Club community members and an amazing woman who is truly changing the world with her business. In this episode, she shares some behind the scenes live coaching as we work together on her business model and how to achieve her revenue goals. With over a decade of experience living in East Africa, Valerie has helped some of the most recognizable brands in the world do business and investment in Africa. She helped launch the Ethiopian Outsourcing Association and works in partnership with the top tech outsourcing companies in Africa. She is the founder of CRDLE, the most diverse B2B marketplace that connects African brands to global customers. Her advice and experience in African countries have been featured on PBS, Huffington News, NBC News, Yahoo, and the Washington Post. Before launching her career, she backpacked the entire length of Africa by herself. Listen on to get even more excited about the amazing things Valerie is working on and connect with her to begin your partnership with CRDLE. Show Notes: [2:38] - Valerie describes the experience of backpacking the entire length of Africa. [5:14] - Businesses in Africa that were creating jobs were the ones that were making the biggest impact, even over non-profit organizations sending aid. [6:28] - Local businesses, exporters, tech outsourcing, etc. are a sustainable way to decrease poverty and increase education and nutrition. [7:03] - There’s even an unexpected environmental impact. [9:17] - It is better to do business with African businesses than to give donations through charity. [10:00] - If you’re not sourcing from Africa, you’re missing out. [13:07] - CRDLE helps set up work with businesses in Africa. Don’t let foreign labor laws hinder you. [15:10] - Elyse and Valerie discuss ways to reach larger corporations to work with CRDLE. [17:04] - Lowering costs is one compelling reason to contract in Africa. [18:57] - Go directly to the person in charge of outsourcing. [20:24] - Whenever it is possible, referrals are the best. [22:14] - What’s going to catch their attention? [23:48] - How can Valerie position herself as the expert in order to receive inbound clients? This is more long term. [25:09] - Valerie is intrigued by starting a podcast, using Instagram reels, and applying for LinkedIn Live. [27:43] - Businesses the Valerie works with are very different. [30:16] - What is the Content Diamond? How can Valerie repurpose content later? [31:31] - It is worthwhile as well to pitch her work on other podcasts. She and Elyse will work on creating a media kit. [32:56] - Podcast listeners are a great audience because they trust their host. [34:23] - Who already has your audience? [35:40] - Everyone will always have an opinion. As an entrepreneur, be mindful of who you share ideas with. [37:27] - Elyse and Valerie talk about podcast ideas. [39:19] - Don’t wait till you have the following to start. [40:54] - When you are lit up about something, other people will get excited about it too. [42:17] - When you can, make it video and audio. Also consider what structure the podcast should have. [43:30] - When launching a podcast, record a few episodes ahead of launching. [46:18] - There’s a lot for Valerie to consider when launching her podcast. [49:21] - Valerie has spent so much time abroad that she has forgotten that most Americans do not know this information about Africa. [51:21] - Connect with Valerie and book a free consultation. Connect with Valerie: CRDLE Website Instagram | Facebook | LinkedIn Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

I’m so excited for our conversation today because I know I personally am going to learn a ton about building and leading a powerful sales team. Our guest today is one of the best in the industry in this field. While his specialty is helping companies scale from $0 - $25 million annual recurring revenue (yes please), I want you to listen in regardless of where you fall on the scale. If you’re an individual sales contributor or a sales leader, which I know a lot of our listeners are, this conversation will be hugely impactful for you too. Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. Based in Austin, Texas, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, 3-time author, and a highly sought-after consultant, advisor, leader, and sales trainer. In this interview, Scott shares his innate ability to build strong and diverse teams. He doesn’t sugar-coat the tough stuff but emphasizes the importance of hiring teams of people who are different from yourself. We also discuss the topic of systemizing and creating documented processes for everything, which really hits home for me as that is something I am working on myself! Show Notes: [3:34] - Scott shares the inspiration behind Surf and Sale. [5:39] - So much of what Scott does helps people think deeper about what they can do. [6:41] - You don’t have to be an extrovert to be great at recruiting and team builder. [7:45] - Scott knew in the beginning that he didn’t want to hire people who were just like him. [8:53] - Diversity showed up on his team as “a band of misfits” but by hiring people who think differently from him, the team got the results. [10:40] - In the beginning, it was very organic, but over time Scott developed systems to find the right people. [11:50] - If you are not intentional, it could all fall apart. [13:08] - Scott likes to hire based on “can do” rather than “has done”. [15:30] - How does Scott build such a loyal “army” of people on his team? [16:51] - Scott doesn’t see this as a talent, but rather a priority. [19:15] - He responds to all messages personally no matter the platform. [20:47] - People will pick up on your sincerity, especially when you focus on the people over the numbers. [23:01] - Scott describes how he handles issues his team members might have and how he actively communicates with transparency. [25:49] - There has to be a process in place. The biggest mistake companies make is to not have documented processes in place. [27:53] - Now, Scott helps people build sales playbooks and executing strategies. [29:18] - The importance of systemizing everything in the business hits home with Elyse as she is experiencing some new exciting changes. [31:55] - Scott shares how he executed a process alongside team members. [33:27] - Everyone’s inherent team building strategies will be different. The sales landscape is changing. [34:40] - Now, people want flexibility. [35:47] - Scott believes that AI will create an even different sales landscape that will replace human sales interactions. [37:24] - AI does quite a lot already. [39:51] - Scott shares the most influential woman in his life and what he learned from her. Connect with Scott: Scott Leese Consulting Website LinkedIn Thursday Night Sales Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page

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