1 00:00:00,140 --> 00:00:00,700 Hello friends. 2 00:00:00,770 --> 00:00:05,800 I'm Kendra Losee at kendralosee.com and you've tuned into the Invisible 3 00:00:05,800 --> 00:00:09,000 to Invisible podcast where unapologetically driven business 4 00:00:09,000 --> 00:00:12,720 owners share their journeys from hidden gems to industry leaders. 5 00:00:13,330 --> 00:00:17,180 Together we'll uncover the secrets, mental shifts, and business strategies that 6 00:00:17,180 --> 00:00:20,040 turn hidden gems into undeniable forces. 7 00:00:20,639 --> 00:00:22,560 Hit that subscribe button and let's dive in. 8 00:00:23,110 --> 00:00:28,070 Our guest today is sales coach and trainer Justine Beauregard. 9 00:00:28,250 --> 00:00:29,190 Welcome, Justine. 10 00:00:29,770 --> 00:00:31,100 Thank you so much for having me. 11 00:00:31,750 --> 00:00:32,390 Absolutely. 12 00:00:32,420 --> 00:00:33,640 I'm excited you're here. 13 00:00:34,030 --> 00:00:37,220 For those of you listening, Justine has been a sales coach and trainer 14 00:00:37,220 --> 00:00:41,570 since 2008, helping hundreds of small businesses and entrepreneurs 15 00:00:41,639 --> 00:00:47,400 increase their income up to 22, 300%. 16 00:00:48,400 --> 00:00:49,440 And have fun doing it. 17 00:00:49,489 --> 00:00:50,429 Is that right? 18 00:00:50,880 --> 00:00:51,680 It is right. 19 00:00:51,680 --> 00:00:58,130 That individual client went from 3, 000 months to 70, 000 20 00:00:58,180 --> 00:00:59,230 monthly recurring revenue. 21 00:00:59,930 --> 00:01:00,140 Okay. 22 00:01:00,150 --> 00:01:01,580 We're diving into this for sure. 23 00:01:02,580 --> 00:01:06,650 So before we do, and before you dive into that story, I would love to hear 24 00:01:06,950 --> 00:01:09,080 about your business and what you do. 25 00:01:09,140 --> 00:01:10,750 How do you help people as a sales coach and 26 00:01:10,750 --> 00:01:11,120 trainer? 27 00:01:11,685 --> 00:01:12,175 Yeah. 28 00:01:12,275 --> 00:01:15,795 So I mean, it's pretty straightforward when you think about sales, I 29 00:01:16,005 --> 00:01:19,095 teach people how to sell things and more things to more people. 30 00:01:19,095 --> 00:01:23,465 And I think a lot of people when they think about sales, they envision 31 00:01:23,605 --> 00:01:28,575 like a slicked back hair style and like a business suit that's 32 00:01:28,625 --> 00:01:33,765 a little, you know, ill fitting and like an overage of cologne, 33 00:01:33,775 --> 00:01:36,355 like a very masculine sales image. 34 00:01:36,885 --> 00:01:42,200 And it's funny, because I will often use the example of a used car salesman, When 35 00:01:42,200 --> 00:01:48,700 I talk about sales and how brilliant it actually is, like a lot of components of 36 00:01:48,700 --> 00:01:53,800 the sales modeling that car dealerships use and different approaches and 37 00:01:53,800 --> 00:01:58,820 strategies to sell in the same exact scenario, but in a different way. 38 00:01:58,929 --> 00:02:02,510 So I help people not just understand. 39 00:02:02,840 --> 00:02:07,290 Sales dynamics and sales psychology and what to say and how to overcome 40 00:02:07,290 --> 00:02:12,120 objections and all of that, but it's almost taking it back a layer and talking 41 00:02:12,120 --> 00:02:16,250 about what is your ideal sales process and then taking it back a layer from there 42 00:02:16,250 --> 00:02:19,330 and going, well, what exactly is your offer in the thing that you're selling? 43 00:02:19,340 --> 00:02:23,520 Because sometimes you're not successful with sales because. 44 00:02:24,205 --> 00:02:26,645 You just don't know what to say when you get on calls with people and 45 00:02:26,645 --> 00:02:31,425 you don't know how to navigate those conversations in a way that feels 46 00:02:31,425 --> 00:02:35,095 really authentic and that feels easy and seamless and that's part of it. 47 00:02:35,525 --> 00:02:38,695 But a lot of the time, it's just that we don't have a process. 48 00:02:38,715 --> 00:02:39,745 We don't have a set process. 49 00:02:40,745 --> 00:02:45,305 So usually when you are selling to people and you're having 50 00:02:45,305 --> 00:02:47,765 trouble doing it, it's not just. 51 00:02:47,935 --> 00:02:49,175 the sales process. 52 00:02:49,175 --> 00:02:51,085 And it's not just knowing what to say. 53 00:02:51,485 --> 00:02:54,515 It's also what you're selling and your belief in the offer and how it's 54 00:02:54,515 --> 00:02:55,785 structured and all of those things. 55 00:02:55,785 --> 00:02:58,445 And so I help people kind of figure out where is the 56 00:02:58,445 --> 00:03:00,225 sticking point in the process? 57 00:03:00,285 --> 00:03:03,935 Is it that you're not clear and certain on your offer and excited to 58 00:03:03,935 --> 00:03:05,555 sell it and feel like it's a steal? 59 00:03:05,885 --> 00:03:08,225 Or is it because you lack a process? 60 00:03:08,245 --> 00:03:12,245 Or is it because you're just having a lot of trouble overcoming objections? 61 00:03:12,275 --> 00:03:16,015 And for some people, It's not even all of that. 62 00:03:16,065 --> 00:03:19,285 It's that they have no, and especially for your listeners, because they're 63 00:03:19,285 --> 00:03:23,455 self proclaimed hidden gems that are trying to be trusted leaders, for those 64 00:03:23,455 --> 00:03:27,525 people, it's lead gen and demand gen for what they sell and understanding 65 00:03:27,525 --> 00:03:28,925 where and how to meet people. 66 00:03:29,295 --> 00:03:33,345 And that's an interesting part of my background as a former, you know, someone 67 00:03:33,345 --> 00:03:38,605 startups, I kind of bridged the gap. 68 00:03:38,785 --> 00:03:42,255 between marketing and sales and marketing is just pre selling. 69 00:03:42,265 --> 00:03:46,615 So if you can nail some of that messaging and really speak to the value of the 70 00:03:46,625 --> 00:03:51,685 offer sooner, then by the time you get on sales calls, you're objection free, right? 71 00:03:51,685 --> 00:03:54,025 And there's no friction in the sales process because those 72 00:03:54,025 --> 00:03:55,855 people already want to buy it. 73 00:03:55,925 --> 00:03:59,465 So it's a variety of factors, but we work on all of it. 74 00:04:00,465 --> 00:04:00,855 I love that. 75 00:04:00,855 --> 00:04:04,255 And I have so many questions for you, but first, I want to talk to you 76 00:04:04,275 --> 00:04:06,055 about how you started this business. 77 00:04:07,055 --> 00:04:09,305 Tell me a little, you mentioned you're a marketing manager. 78 00:04:09,325 --> 00:04:14,755 Tell us a little bit about your journey to starting your business. 79 00:04:15,480 --> 00:04:17,920 And then I'm going to just a teaser. 80 00:04:17,920 --> 00:04:22,090 I want to also dive into the decision to name it after yourself. 81 00:04:22,860 --> 00:04:23,290 Yeah. 82 00:04:23,950 --> 00:04:29,050 So my entrepreneurial journey really started when I was five or six years old. 83 00:04:29,110 --> 00:04:31,940 My maternal grandmother was a serial entrepreneur. 84 00:04:32,340 --> 00:04:34,850 She was one of the founders of Women in Electronics. 85 00:04:35,190 --> 00:04:37,540 She had her own company in the tech space. 86 00:04:37,540 --> 00:04:39,530 She had real estate investments. 87 00:04:39,930 --> 00:04:42,090 So she was really like a go getter. 88 00:04:42,090 --> 00:04:43,429 She had five kids. 89 00:04:43,429 --> 00:04:47,180 Like just, Totally went all in on the entrepreneurship side, like 90 00:04:47,180 --> 00:04:49,720 she was just an amazing role model. 91 00:04:49,720 --> 00:04:54,490 And I remember when I was about 17, she passed away, her and my grandfather 92 00:04:54,490 --> 00:04:56,110 actually passed away five days apart. 93 00:04:56,870 --> 00:05:02,620 And I remember sitting with her on her back porch and she said, 94 00:05:02,620 --> 00:05:04,050 you know, I know I don't say. 95 00:05:04,450 --> 00:05:08,700 Well, I know we don't talk as often because, you know, she was just a 96 00:05:08,710 --> 00:05:13,200 busy woman and we didn't spend a ton of quality time together, but I used 97 00:05:13,210 --> 00:05:17,230 to shadow her at work a lot and I loved cause my mom was a single mom. 98 00:05:17,230 --> 00:05:19,780 I would always be like, can I come to work with you or can I go with Nana 99 00:05:19,780 --> 00:05:21,350 and can I, you know, check things out? 100 00:05:21,370 --> 00:05:24,370 And I would pretend to be one of the salespeople and I would 101 00:05:24,370 --> 00:05:25,880 carry around a little notepad. 102 00:05:26,440 --> 00:05:31,210 And you know, I had like lemonade stands and friendship bracelet businesses 103 00:05:31,210 --> 00:05:35,620 and all sorts of the fun things that you have as a kid, but seeing her and 104 00:05:35,620 --> 00:05:38,600 right before she passed away, we had this conversation and she said, if 105 00:05:38,610 --> 00:05:40,180 anyone's going to follow in my footsteps. 106 00:05:40,660 --> 00:05:41,390 It's going to be you. 107 00:05:42,290 --> 00:05:46,420 And I think you have the potential to do some great things in business. 108 00:05:46,420 --> 00:05:50,640 I see the spirit of entrepreneurship in you and I want you to nurture 109 00:05:50,640 --> 00:05:53,650 that as much as possible because you could do really great things. 110 00:05:54,470 --> 00:06:00,150 Fast forward to her passing away, my mom being a single mom, needing 111 00:06:00,150 --> 00:06:05,080 to make money and kind of ingraining into me like two different stories. 112 00:06:05,090 --> 00:06:06,340 One, you can be anything. 113 00:06:06,590 --> 00:06:10,350 And anyone that you want to be, but on the other side, it was, you need 114 00:06:10,350 --> 00:06:14,630 to pay the bills and you need to have stability because I never want you to 115 00:06:14,630 --> 00:06:16,330 not be able to provide for yourself. 116 00:06:16,380 --> 00:06:18,990 I don't want you to be reliant on other people. 117 00:06:19,450 --> 00:06:23,430 So I, she raised me to be very fiercely independent, which was great. 118 00:06:24,070 --> 00:06:26,050 But that's what drove me into corporate. 119 00:06:26,660 --> 00:06:32,140 So fast forward from my corporate career of about eight years, I had 120 00:06:32,150 --> 00:06:35,680 tried my hand at a lot of different startups and a lot of different things. 121 00:06:35,680 --> 00:06:37,910 I did a little dabbling in publishing. 122 00:06:37,910 --> 00:06:41,440 I did a little dabbling in educational nonprofit, and then 123 00:06:41,440 --> 00:06:43,860 I got pregnant with my first son. 124 00:06:43,930 --> 00:06:49,950 I have two boys and I just remember thinking, Oh my gosh, my whole life 125 00:06:49,950 --> 00:06:52,920 I've wanted to climb the corporate ladder and work my way up to a 126 00:06:52,920 --> 00:06:54,660 VP level and all of these things. 127 00:06:55,410 --> 00:06:59,640 And now that I'm pregnant, I really want to be the one to raise my own kid. 128 00:06:59,760 --> 00:07:03,950 And I had this conversation with my husband and he said, why 129 00:07:03,950 --> 00:07:05,720 not start your business early? 130 00:07:05,840 --> 00:07:10,220 Because I had always had the dream of semi retiring, starting a consulting 131 00:07:10,225 --> 00:07:13,160 firm in my fifties and going that route. 132 00:07:13,190 --> 00:07:15,110 And at the time I was in my late twenties. 133 00:07:16,080 --> 00:07:19,170 And I was like, okay, I guess this is what I'm doing now. 134 00:07:19,180 --> 00:07:21,100 So I launched my business. 135 00:07:21,130 --> 00:07:24,950 And like most people, it was not successful in the first year. 136 00:07:24,990 --> 00:07:25,950 I picked it off. 137 00:07:25,950 --> 00:07:28,920 I had no sales for the first three months, everything that I 138 00:07:28,920 --> 00:07:30,190 was good at helping others with. 139 00:07:30,190 --> 00:07:32,110 I was terrible at helping myself with. 140 00:07:32,660 --> 00:07:35,270 And that is when I started. 141 00:07:35,270 --> 00:07:35,410 Yeah. 142 00:07:35,805 --> 00:07:38,435 To think about, okay, what do I really want? 143 00:07:38,445 --> 00:07:41,355 And I made the decision to go all in on my business. 144 00:07:41,385 --> 00:07:46,095 And once I did that and hired mentors and worked really hard and learned all 145 00:07:46,105 --> 00:07:51,695 the things that I had helped other people do in a variety of ways for myself, that 146 00:07:51,695 --> 00:07:53,325 was when my business really took off. 147 00:07:53,365 --> 00:07:57,265 And from year one to year two in my business, I grew 1800%. 148 00:07:57,855 --> 00:08:02,185 And my clients started to get great results, like the 2300 percent growth 149 00:08:02,205 --> 00:08:03,975 client example that I told you about. 150 00:08:04,405 --> 00:08:06,055 I've had hundreds of clients since. 151 00:08:06,755 --> 00:08:11,455 Some of them have gone from zero to 3, 000 months in a couple of months. 152 00:08:11,465 --> 00:08:14,705 Some of them have gone from 6, 000 to 78, 000. 153 00:08:14,715 --> 00:08:19,455 So, I've had big transitions and, and most of the people that I work with. 154 00:08:19,925 --> 00:08:23,495 Are exactly who you have described your audience on this podcast to be. 155 00:08:23,505 --> 00:08:26,975 They are the people who are just really talented. 156 00:08:27,045 --> 00:08:28,085 They have a gift. 157 00:08:28,095 --> 00:08:30,675 They have something within them, a great business idea. 158 00:08:31,005 --> 00:08:32,195 They're really smart. 159 00:08:32,435 --> 00:08:34,805 They know how to do what they do really well. 160 00:08:34,855 --> 00:08:37,915 But when it comes to the sales and marketing, they freeze. 161 00:08:37,915 --> 00:08:39,085 They get uncomfortable. 162 00:08:39,105 --> 00:08:41,005 They think it's something they don't want to do. 163 00:08:41,005 --> 00:08:41,995 They shy away from it. 164 00:08:42,275 --> 00:08:45,595 And instead they pour their energy into the things that either make them feel 165 00:08:45,595 --> 00:08:49,425 productive or that they just enjoy and they don't actually hit their goals. 166 00:08:49,435 --> 00:08:53,505 So my job is to bring the fun back into the sales and marketing side so 167 00:08:53,505 --> 00:08:55,255 they can actually enjoy how they grow. 168 00:08:57,195 --> 00:08:58,795 You said so many different things there. 169 00:08:58,795 --> 00:09:01,055 I'm like, okay, okay, remember this. 170 00:09:01,575 --> 00:09:07,805 What, first of all, honestly, what a gift to have that powerful of role models. 171 00:09:08,320 --> 00:09:09,080 That early. 172 00:09:09,110 --> 00:09:14,220 I think that growing up a lot of us, you know, it's changing 173 00:09:14,220 --> 00:09:18,250 generation by generation, but a lot of us didn't have role models of 174 00:09:18,910 --> 00:09:22,680 female business owners, a female entrepreneurs and the entrepreneurial 175 00:09:22,690 --> 00:09:25,730 spirit because there just wasn't an opportunity for them if they had it. 176 00:09:26,570 --> 00:09:31,390 And to be able to see that as a role model and be taught some of that at 177 00:09:31,390 --> 00:09:33,540 such an early age, that's incredible. 178 00:09:34,540 --> 00:09:35,740 Yeah, I feel really lucky. 179 00:09:36,495 --> 00:09:36,905 Yeah. 180 00:09:36,905 --> 00:09:40,215 And being able to pull that in and actually make that change. 181 00:09:40,365 --> 00:09:43,980 So when you decided to go all in on your business, And you 182 00:09:43,980 --> 00:09:45,210 decided to start your business. 183 00:09:45,880 --> 00:09:49,030 What, let's talk, I want to talk about personal branding. 184 00:09:49,040 --> 00:09:53,070 Because both of us have businesses named after ourselves. 185 00:09:53,460 --> 00:09:53,630 Yeah. 186 00:09:53,630 --> 00:09:56,070 What was your reason for doing that? 187 00:09:57,070 --> 00:10:00,610 Most people buy me because I am in. 188 00:10:00,830 --> 00:10:02,880 the intangible space of services. 189 00:10:02,880 --> 00:10:07,150 So most people, when, you know, they come to me and say, well, I 190 00:10:07,150 --> 00:10:09,080 want, I want what you're doing. 191 00:10:09,100 --> 00:10:10,380 I want to talk to you. 192 00:10:10,850 --> 00:10:14,160 And it actually wasn't an easy decision. 193 00:10:14,190 --> 00:10:18,020 And it wasn't really a decision that I was prepared to make. 194 00:10:18,020 --> 00:10:21,770 For many years, I've hidden behind stock photography and a company name. 195 00:10:22,360 --> 00:10:24,760 When I started my business, it was a company name. 196 00:10:24,760 --> 00:10:25,750 It wasn't my name. 197 00:10:25,800 --> 00:10:30,370 This was only a recent rebrand in the past like year or two years that I 198 00:10:30,370 --> 00:10:33,960 actually started calling my company what it is now, which is Justine Beauregard. 199 00:10:34,000 --> 00:10:40,230 But when I was working with a branding agency to figure out what 200 00:10:40,230 --> 00:10:43,990 my next level of growth looked like and really wanted something 201 00:10:44,380 --> 00:10:46,700 that represented me in the brand. 202 00:10:47,490 --> 00:10:51,570 It was never my intention to have the brand be me. 203 00:10:51,940 --> 00:10:54,140 That was like a pretty big leap. 204 00:10:54,180 --> 00:10:58,700 But this agency that I hired was like, well, you're the thing they're buying. 205 00:10:58,750 --> 00:11:02,060 And, you know, I think it needs to be you. 206 00:11:02,080 --> 00:11:06,160 And the more of my clients that I talked to and the more like voice of customer 207 00:11:06,160 --> 00:11:10,350 research I did for, you know, that whole branding project, everybody was like, 208 00:11:10,760 --> 00:11:12,870 Well, it's, we're really buying Justine. 209 00:11:12,910 --> 00:11:14,040 We're buying your knowledge. 210 00:11:14,040 --> 00:11:15,950 We're buying, you know, all of those things. 211 00:11:15,950 --> 00:11:20,070 And so as I started to think about it more, I'm like, what do I want to do 212 00:11:20,070 --> 00:11:22,060 with this business in the longterm? 213 00:11:22,780 --> 00:11:25,220 Because that's going to have a big deciding factor. 214 00:11:25,220 --> 00:11:28,480 If I want to end up building an agency and selling it, I'm going to have 215 00:11:28,480 --> 00:11:29,950 to keep it a company name, right. 216 00:11:29,960 --> 00:11:32,120 Versus really going in. 217 00:11:32,120 --> 00:11:37,610 So About two years ago, I started thinking I want to do more on less 218 00:11:37,610 --> 00:11:41,850 on the consulting side, more on the coaching training side, which means when 219 00:11:41,850 --> 00:11:43,580 people meet me, they're going to go. 220 00:11:43,580 --> 00:11:44,830 Justine Beauregard. 221 00:11:44,990 --> 00:11:46,420 She's the one I want to work with. 222 00:11:46,430 --> 00:11:51,480 She's the one that I'm hiring, which in some ways can be limiting because 223 00:11:51,660 --> 00:11:55,660 if I get hit by a bus tomorrow, my business dies with me, right? 224 00:11:55,690 --> 00:11:56,490 Because it is me. 225 00:11:57,340 --> 00:11:58,460 But that's also. 226 00:11:58,470 --> 00:11:58,530 Thank you. 227 00:11:58,775 --> 00:12:02,035 A truth that I'm not going to escape either way because I 228 00:12:02,045 --> 00:12:03,675 don't want to grow an agency. 229 00:12:03,675 --> 00:12:07,475 I like the model and the structure of my business and I love working with people 230 00:12:07,475 --> 00:12:09,605 one on one and I love for it to be me. 231 00:12:10,125 --> 00:12:15,105 So in that way, it felt like a natural, you know, this is what I want to do long 232 00:12:15,105 --> 00:12:16,755 term and this is how I want it to look. 233 00:12:16,755 --> 00:12:19,665 So it just felt like it made sense to do it. 234 00:12:20,585 --> 00:12:23,235 I love this and because it's something I've gone through 235 00:12:23,235 --> 00:12:24,735 myself and I think that a lot of. 236 00:12:25,100 --> 00:12:28,100 People that I talked to and a lot of business owners that I 237 00:12:28,100 --> 00:12:30,480 talked to are struggling with the very same thing, right? 238 00:12:30,930 --> 00:12:38,210 Because it's really really easy to hide behind a logo and behind hide behind a 239 00:12:38,210 --> 00:12:45,415 different company name And it's easy to use stock photography It is hard or it can 240 00:12:45,415 --> 00:12:52,095 be hard to decide to show up as yourself and show up on video and show up with 241 00:12:52,095 --> 00:12:56,975 your face on your website and on social media and your emails and your content. 242 00:12:57,565 --> 00:13:01,465 What made you, was it the branding agency that made you decide to make 243 00:13:01,465 --> 00:13:03,024 that change and start showing up? 244 00:13:03,215 --> 00:13:07,215 As yourself on your own face on everything, or was it 245 00:13:08,215 --> 00:13:10,195 another combination? 246 00:13:10,285 --> 00:13:14,565 I mean, like the agency definitely pushed me further than I had been 247 00:13:14,565 --> 00:13:16,365 pushed before in that direction. 248 00:13:16,375 --> 00:13:22,245 But just before that time, I had started working with some assistants and they were 249 00:13:22,245 --> 00:13:26,905 all like, we're seeing trends on Instagram and, you know, LinkedIn and all these 250 00:13:26,905 --> 00:13:28,715 places like people want to see your face. 251 00:13:28,715 --> 00:13:30,125 They want you to go live on video. 252 00:13:30,125 --> 00:13:31,335 They want you to do reels. 253 00:13:31,940 --> 00:13:36,960 And I remember a couple of years ago, I created my first reel and it was 254 00:13:36,960 --> 00:13:41,220 about how I didn't want to create reels because I was like, no, I don't want to 255 00:13:41,220 --> 00:13:43,580 be on video and I don't want to dance. 256 00:13:43,870 --> 00:13:46,060 I don't want to have like things. 257 00:13:46,090 --> 00:13:50,010 I want to just be myself and I don't want to have to use 258 00:13:50,020 --> 00:13:51,500 gimmicks to try to reach people. 259 00:13:51,560 --> 00:13:54,240 And I don't think I need a huge audience to hit my sales goals. 260 00:13:54,260 --> 00:13:56,500 I'm proof that I, you don't need that. 261 00:13:57,190 --> 00:13:57,690 buT. 262 00:13:57,935 --> 00:14:01,615 Just thinking about all the different layers of hiring people 263 00:14:01,615 --> 00:14:05,395 to work for me, outsourcing some of my projects to other people. 264 00:14:05,395 --> 00:14:07,245 And everyone's telling me the same thing. 265 00:14:07,245 --> 00:14:09,415 My clients are saying, I bought you. 266 00:14:09,495 --> 00:14:13,915 I didn't buy like generic sales coaching or program. 267 00:14:13,945 --> 00:14:17,895 I really bought access to your brain and your process and the way that you think. 268 00:14:17,895 --> 00:14:23,015 And all of that kind of solidified into, okay, they're really buying me. 269 00:14:23,065 --> 00:14:29,470 And I can't let my discomfort of posting pictures of myself on my homepage, 270 00:14:29,950 --> 00:14:35,450 pull me away from building trust in a very important way for my brand. 271 00:14:35,460 --> 00:14:37,530 And it's certainly not for everybody. 272 00:14:37,580 --> 00:14:41,840 And I think there are, you know, going back to the example from before. 273 00:14:42,270 --> 00:14:47,040 There are pathways where maybe you are certifying people in a process and you're 274 00:14:47,100 --> 00:14:52,350 leaning have a heavier on your IP or like building out some sort of agency model or 275 00:14:52,350 --> 00:14:56,510 have an aggressive goal to be able to sell your business and three to five years. 276 00:14:56,510 --> 00:14:58,710 And it doesn't make sense to brand it as you. 277 00:14:59,230 --> 00:15:02,520 But for me, it was actually a really empowering lesson to be 278 00:15:02,520 --> 00:15:07,375 like, Yeah, I need to, as you said, show up authentically as myself. 279 00:15:07,375 --> 00:15:11,805 And I think I told myself for many years, Who am I? 280 00:15:11,905 --> 00:15:13,745 My story is not interesting. 281 00:15:13,805 --> 00:15:18,895 I'm just a normal person who lives in a normal town with a normal family. 282 00:15:18,895 --> 00:15:19,795 There's nothing. 283 00:15:20,325 --> 00:15:21,915 Stand out about me. 284 00:15:22,645 --> 00:15:24,005 That's what I believed. 285 00:15:24,025 --> 00:15:26,985 And then every time I do a podcast interview, it's inevitable. 286 00:15:26,985 --> 00:15:30,705 People go, wow, your story is so fascinating, or I love that you grew 287 00:15:30,705 --> 00:15:32,305 up with a strong maternal figure. 288 00:15:32,355 --> 00:15:34,455 And for me, it's just that's just, that was my Nana. 289 00:15:34,575 --> 00:15:38,995 I don't, that doesn't seem remarkable, but to many, everyone has a story 290 00:15:38,995 --> 00:15:40,305 that's remarkable in some ways. 291 00:15:40,630 --> 00:15:41,060 Right. 292 00:15:41,060 --> 00:15:46,320 I think that's one of the most amazing things is that I speak to these 293 00:15:46,440 --> 00:15:48,240 primarily women, but some men too. 294 00:15:48,730 --> 00:15:51,400 And they're like, Oh, I've done all these things, but that's 295 00:15:51,400 --> 00:15:53,020 not really that was before. 296 00:15:53,050 --> 00:15:53,890 It doesn't really matter. 297 00:15:53,890 --> 00:15:54,660 It doesn't count. 298 00:15:55,130 --> 00:15:59,630 And when we take those things that we've done for granted, 299 00:16:00,630 --> 00:16:03,410 it's really hard to Thank you. 300 00:16:03,410 --> 00:16:03,509 You're welcome. 301 00:16:03,750 --> 00:16:06,990 Help connect with your audience because you're like, you don't 302 00:16:06,990 --> 00:16:07,800 want to talk about yourself. 303 00:16:07,800 --> 00:16:10,450 You don't want to talk about these things that could potentially be things 304 00:16:10,450 --> 00:16:11,830 that they're going through as well. 305 00:16:12,430 --> 00:16:15,750 Yeah, they can be things that they have faced. 306 00:16:16,130 --> 00:16:19,320 I mean, I actually did the same exact thing almost around the same 307 00:16:19,320 --> 00:16:23,340 time because last year I rebranded from I was actually two different 308 00:16:23,340 --> 00:16:27,300 businesses because why do one if you can do two and I didn't want to do an 309 00:16:27,300 --> 00:16:29,120 agency model I'd worked in an agency. 310 00:16:29,120 --> 00:16:30,830 I didn't want to do an agency model anymore. 311 00:16:30,830 --> 00:16:34,120 I was starting to go down that road and why like I didn't love it. 312 00:16:34,430 --> 00:16:36,780 I like working with people exactly like you're saying. 313 00:16:37,500 --> 00:16:40,260 And I did a very similar thing from consulted to coaching 314 00:16:40,770 --> 00:16:41,830 and doing more of that. 315 00:16:41,830 --> 00:16:44,314 And I do like some consulting, but I love you. 316 00:16:44,475 --> 00:16:47,835 The one on one and let the transformations and I love taking people who don't 317 00:16:47,835 --> 00:16:51,955 want to show up, who are afraid to show themselves, who are afraid to 318 00:16:51,955 --> 00:16:55,475 talk about what they're doing and helping them scale their personality. 319 00:16:56,045 --> 00:16:56,295 Yeah. 320 00:16:56,305 --> 00:16:56,645 Right. 321 00:16:56,665 --> 00:16:59,495 If people are buying you, why are you hiding? 322 00:17:00,495 --> 00:17:00,865 Right. 323 00:17:01,135 --> 00:17:04,875 And how do you expect them to buy you if you're not showing them who you are? 324 00:17:06,005 --> 00:17:06,515 Exactly. 325 00:17:06,905 --> 00:17:07,515 Exactly. 326 00:17:07,555 --> 00:17:10,035 So I love, absolutely love everything you're saying in 327 00:17:10,035 --> 00:17:12,565 your story that you got to. 328 00:17:12,835 --> 00:17:17,605 If you were to give someone advice who is on the fence about showing 329 00:17:17,605 --> 00:17:20,975 up, who's on the fence about putting themselves out there from a marketing 330 00:17:21,025 --> 00:17:26,305 and sales perspective, what is the like number one advice you give to people? 331 00:17:27,305 --> 00:17:33,525 So I am not in the camp of like Favorites or my number one tip 332 00:17:33,525 --> 00:17:36,705 or any of these things because for me, it's super personal. 333 00:17:36,705 --> 00:17:39,515 Like when I meet someone, I get to know them and I figure out 334 00:17:39,515 --> 00:17:41,555 where their gap is pretty quickly. 335 00:17:41,565 --> 00:17:43,925 That's one of my skill sets as a salesperson is to 336 00:17:43,925 --> 00:17:45,565 really dive deep quickly. 337 00:17:46,035 --> 00:17:48,855 So I will understand like this is where they're struggling. 338 00:17:48,855 --> 00:17:50,775 This is the thing I'm going to tell them or this is the 339 00:17:50,775 --> 00:17:51,845 thing I'm going to give them. 340 00:17:52,255 --> 00:17:53,755 And so it will vary. 341 00:17:54,085 --> 00:17:57,985 It's also dependent on my mood and I'm always learning and growing and, you 342 00:17:57,985 --> 00:17:59,725 know, changing my mind about things. 343 00:17:59,725 --> 00:18:02,545 I also have ADHD, so that contributes to it a little bit too. 344 00:18:02,935 --> 00:18:04,545 Welcome to the club. 345 00:18:05,155 --> 00:18:05,605 I'll Thank you. 346 00:18:05,610 --> 00:18:06,445 I love to be here. 347 00:18:06,915 --> 00:18:11,445 It, I would definitely say though, even just what we were talking about a 348 00:18:11,445 --> 00:18:13,065 moment ago, just because that's what's. 349 00:18:13,280 --> 00:18:19,810 feels relevant to the conversation now is this idea of going back and reflecting on 350 00:18:19,900 --> 00:18:26,270 your strengths and skills and things that have made you feel the way that you want 351 00:18:26,290 --> 00:18:28,620 others to feel when they experience you. 352 00:18:28,630 --> 00:18:33,505 So for me, when I was going through this whole rebranding process, I remember 353 00:18:33,515 --> 00:18:37,175 being challenged by multiple people. 354 00:18:37,235 --> 00:18:40,835 The agency I was working with, I hired a copywriter to help me with some things. 355 00:18:40,835 --> 00:18:43,925 I was working with my business coach at the time on it. 356 00:18:43,925 --> 00:18:47,045 There were so many different people's perspectives and opinions. 357 00:18:47,775 --> 00:18:52,765 And what I ended up doing was going back and reflecting on what makes 358 00:18:52,765 --> 00:18:58,005 my story worth telling to me, which not everybody is going to have the 359 00:18:58,005 --> 00:18:59,925 same perspective on that, right? 360 00:18:59,925 --> 00:19:03,255 But I went back and I thought about what are the accolades? 361 00:19:03,265 --> 00:19:05,425 What are the standout moments? 362 00:19:05,425 --> 00:19:08,025 What are those little pieces that made me who I am? 363 00:19:08,025 --> 00:19:09,705 And it was really interesting to go back. 364 00:19:10,265 --> 00:19:15,960 I never told these stories to people before I did this exercise of, the 365 00:19:15,980 --> 00:19:21,200 influence of my maternal grandmother as much as like hindsight is 2020 looking 366 00:19:21,210 --> 00:19:26,080 back and like seeing all those visits to her business and shadowing her like I 367 00:19:26,080 --> 00:19:31,780 didn't think much of it or the fact that I went on a vacation my father and my 368 00:19:31,780 --> 00:19:34,450 stepmother for my high school graduation. 369 00:19:35,035 --> 00:19:38,755 I am a quality time is my love language type of person. 370 00:19:39,155 --> 00:19:41,635 And when they said we could give you money or we could give you an 371 00:19:41,635 --> 00:19:43,405 experience, what do you choose? 372 00:19:43,435 --> 00:19:45,415 And I said, obviously I want the experience. 373 00:19:45,435 --> 00:19:49,035 So they took me to Aruba for a week after I graduated from high school. 374 00:19:49,665 --> 00:19:56,160 And when we were there, I brought homemade earrings that I like Swarovski crystals 375 00:19:56,160 --> 00:20:02,250 were all the rage back then and I made these earrings and I brought 35 pairs 376 00:20:02,280 --> 00:20:06,060 and I sold every single pair before we left and made hundreds of dollars on 377 00:20:06,060 --> 00:20:12,899 my vacation because I just have this entrepreneurial spirit or that, you know, 378 00:20:12,900 --> 00:20:18,790 I had, I was flown to Arizona to have lunch with Drew Bledsoe when I was a kid. 379 00:20:19,415 --> 00:20:24,355 Because I won this like award and I just thought it's so 380 00:20:24,385 --> 00:20:25,565 interesting to go back and look. 381 00:20:25,635 --> 00:20:29,645 I was published in a book of poetry when I was nine years old, like 382 00:20:29,705 --> 00:20:33,965 all these little things that have contributed to like when people say, why? 383 00:20:33,995 --> 00:20:35,495 Oh, you're such a strong writer. 384 00:20:35,495 --> 00:20:37,635 You're so great with copy and messaging and things. 385 00:20:37,925 --> 00:20:40,145 I'm like, yeah, I've been a published poet since I was nine. 386 00:20:40,165 --> 00:20:41,415 I write every day. 387 00:20:41,455 --> 00:20:43,815 I read things about how to write. 388 00:20:43,815 --> 00:20:46,495 I read a lot of nonfiction and fiction. 389 00:20:46,945 --> 00:20:48,789 I learn about these things and like it. 390 00:20:48,830 --> 00:20:53,440 Thinking about all those experiences, whoever is listening, you have that same. 391 00:20:53,995 --> 00:20:58,775 Ability to to go dive into the archives and look through the story of your 392 00:20:58,775 --> 00:21:04,165 life and pinpoint where are those like really special standout circumstances 393 00:21:04,165 --> 00:21:08,835 that make you feel a little bit more confident, a little bit more ready, a 394 00:21:08,835 --> 00:21:13,755 little bit more worthy, a little bit more excited to put yourself out there 395 00:21:13,795 --> 00:21:16,185 and go grab that collection of stories. 396 00:21:16,970 --> 00:21:19,320 And use hindsight to your advantage. 397 00:21:19,320 --> 00:21:23,980 So you can then compelling, you know, craft this really compelling brand 398 00:21:23,990 --> 00:21:28,080 story that people can see themselves in because often it's those little 399 00:21:28,080 --> 00:21:32,640 moments and details that we just overlook or think aren't important. 400 00:21:32,680 --> 00:21:36,050 And as you've seen in the beginning of this interview, you immediately 401 00:21:36,050 --> 00:21:40,210 attached to that story about my grandmother and a lot of people do. 402 00:21:40,250 --> 00:21:41,150 And for me, it was just. 403 00:21:41,560 --> 00:21:42,340 That's how I grew up. 404 00:21:42,410 --> 00:21:44,500 That was just a little detail, but it matters. 405 00:21:45,500 --> 00:21:48,060 I think it's, there's something that you said in there. 406 00:21:48,060 --> 00:21:51,340 A lot of it, actually, if you guys are listening, please take notes. 407 00:21:51,340 --> 00:21:54,710 There's some really good, great insights in here. 408 00:21:54,750 --> 00:22:00,480 I think that what it's really easy for us to look back and say, okay, here's 409 00:22:00,480 --> 00:22:03,480 the big things that happened, right? 410 00:22:03,530 --> 00:22:04,790 I've been laid off six times. 411 00:22:04,850 --> 00:22:06,370 I finally decided to start my own business. 412 00:22:06,440 --> 00:22:07,640 That's one story. 413 00:22:08,340 --> 00:22:10,230 But what are the deeper moments in there? 414 00:22:10,230 --> 00:22:11,800 And those little moments, right? 415 00:22:11,840 --> 00:22:17,530 Not just the big things, but what are the little things that we often forget? 416 00:22:17,530 --> 00:22:20,180 And I think journaling, you know, really, really helps. 417 00:22:20,210 --> 00:22:26,090 And as well as just going back and looking and tying that in. 418 00:22:26,350 --> 00:22:28,810 I'm going to take what you said once up farther and tying that in. 419 00:22:29,475 --> 00:22:33,825 So what do you really want, because when you know what you really want, and you 420 00:22:33,855 --> 00:22:38,615 know who you want to help and what you want to do, it also can help start pulling 421 00:22:38,625 --> 00:22:42,855 those stories out and aligning them for your brand and for your brand stories. 422 00:22:43,255 --> 00:22:47,265 And there's so many different pieces that you can then start to use to craft your 423 00:22:47,265 --> 00:22:50,175 marketing messaging to connect better. 424 00:22:50,265 --> 00:22:53,765 So as Justine mentioned earlier, when sit, when people are coming to you as. 425 00:22:54,265 --> 00:22:56,365 For sales, they already know you. 426 00:22:57,365 --> 00:23:00,245 They can already point to things they've already decided in their 427 00:23:00,245 --> 00:23:04,775 head or in their gut that they like you and they wanna work with you. 428 00:23:04,775 --> 00:23:10,195 So it's those extra pieces that help just add those layers because we're not just 429 00:23:10,200 --> 00:23:14,620 one thing I also love, so like I said, I'm a perpetual student. 430 00:23:14,620 --> 00:23:19,780 I love to read and a couple of things that really helped me in this department. 431 00:23:19,900 --> 00:23:22,840 There was a, there's a book by James Clear called Atomic Habits. 432 00:23:23,840 --> 00:23:27,880 I'm sure a lot of people have read it, but it's the idea that 433 00:23:27,980 --> 00:23:31,680 these tiny moments, it's not like the big decisions that you make. 434 00:23:31,680 --> 00:23:36,010 It's these tiny habitual choices that we make that are what 435 00:23:36,010 --> 00:23:37,300 get us where we want to go. 436 00:23:37,420 --> 00:23:39,950 And so that book was really powerful. 437 00:23:39,960 --> 00:23:41,160 Also, The Big Leap. 438 00:23:41,325 --> 00:23:45,275 By Gay Hendricks talking about what's your zone of excellence versus your zone 439 00:23:45,275 --> 00:23:49,465 of genius versus your zone of competence and incompetence to really understand. 440 00:23:49,485 --> 00:23:53,885 Because for me, for many years, I was like, Oh, I'm a great writer. 441 00:23:54,315 --> 00:23:58,325 And so I told myself, I'm just going to write email campaigns for people. 442 00:23:58,325 --> 00:24:01,335 I'm going to write, you know, sales copy for people because 443 00:24:01,335 --> 00:24:02,745 that's what I'm good at. 444 00:24:02,745 --> 00:24:04,865 I've been writing my whole life and I enjoy it. 445 00:24:05,340 --> 00:24:08,680 That's actually my zone of excellence, not my zone of genius. 446 00:24:08,720 --> 00:24:13,340 My zone of genius is more critical thinking and instant problem solving. 447 00:24:13,340 --> 00:24:18,230 So when I hear somebody say something, I immediately attached to it and can 448 00:24:18,230 --> 00:24:19,970 reverse engineer success from it. 449 00:24:20,300 --> 00:24:23,630 I can hear someone talk about their business and sell them better than they 450 00:24:23,630 --> 00:24:25,400 can within five minutes of meeting them. 451 00:24:25,400 --> 00:24:27,730 And I do this for hundreds of people like Okay? 452 00:24:27,745 --> 00:24:31,315 I really have this skill in the sales side. 453 00:24:31,335 --> 00:24:33,945 And for so many years, because I have a marketing degree and a 454 00:24:33,945 --> 00:24:38,955 background in marketing, I told myself that story, I'm a marketer. 455 00:24:39,645 --> 00:24:43,155 And now it's, I'm an expert sales trainer and coach. 456 00:24:43,205 --> 00:24:44,875 And that's what I really love. 457 00:24:44,875 --> 00:24:46,405 And that's what I really help people do. 458 00:24:46,405 --> 00:24:49,785 And yes, I can help with the marketing pieces, but really that 459 00:24:49,785 --> 00:24:52,665 sales piece is where I thrive. 460 00:24:52,715 --> 00:24:58,630 And I think a lot of people As you ask yourself those questions of what do 461 00:24:58,630 --> 00:25:05,850 I really want, you'll go to what am I good at versus what do I really want? 462 00:25:05,960 --> 00:25:07,400 What is my zone of genius? 463 00:25:07,430 --> 00:25:12,350 And why I love The Big Leap is because Gay will ask specific questions in 464 00:25:12,350 --> 00:25:18,520 that book to help you identify what your zone of genius actually is. 465 00:25:18,550 --> 00:25:21,210 And I didn't know until I was in my 30s. 466 00:25:21,780 --> 00:25:22,620 Which is mind blowing. 467 00:25:22,660 --> 00:25:24,740 I don't want anyone to wait that long to know 468 00:25:25,740 --> 00:25:27,620 both of those are excellent, excellent books. 469 00:25:27,920 --> 00:25:29,000 Absolutely. 470 00:25:29,690 --> 00:25:30,780 I loved the big leap. 471 00:25:30,870 --> 00:25:33,960 I was given to me and I was like, another one of these books and I 472 00:25:33,960 --> 00:25:36,170 read it was like, oh, oh, oh, oh, 473 00:25:36,170 --> 00:25:40,010 I would be a multimillionaire at this point. 474 00:25:40,010 --> 00:25:41,840 I've recommended his book so many times, 475 00:25:42,540 --> 00:25:42,950 right? 476 00:25:42,960 --> 00:25:45,120 It's really, really, it's solid for sure. 477 00:25:45,120 --> 00:25:49,680 And it's a great book to pick up if you're trying to find that thing, because I 478 00:25:49,680 --> 00:25:53,910 always write As the marketer working on my own stuff is always the hardest thing. 479 00:25:54,980 --> 00:25:59,280 Like you said, I can, I can help people look at their business and assess where 480 00:25:59,280 --> 00:26:02,320 the problems are and figure out where the solutions are beyond just marketing. 481 00:26:02,640 --> 00:26:03,700 But here's what we need to do. 482 00:26:03,750 --> 00:26:05,870 Here's where it's actually gonna work best for you. 483 00:26:05,880 --> 00:26:06,930 Here's how you can talk about it. 484 00:26:06,950 --> 00:26:07,720 Here's how you connect. 485 00:26:07,750 --> 00:26:11,340 Like I thrive on doing that. 486 00:26:12,140 --> 00:26:17,120 Yeah, but it also comes down to, I didn't know it, you know what I mean? 487 00:26:17,120 --> 00:26:21,620 Like you put yourself in these boxes and you decide what you can and can't do. 488 00:26:21,960 --> 00:26:23,660 And it's a lot of times it's those things. 489 00:26:23,660 --> 00:26:25,390 And this is what's in the book talks about as well. 490 00:26:25,390 --> 00:26:26,550 It's the things we take for granted. 491 00:26:26,990 --> 00:26:29,770 Like you, I always thought everyone could write. 492 00:26:30,205 --> 00:26:34,305 I mean, I was writing my dad's sales emails at 15, and this was back before, 493 00:26:34,485 --> 00:26:36,885 you know, before the internet really. 494 00:26:37,095 --> 00:26:39,165 So there was no real examples to use. 495 00:26:39,205 --> 00:26:42,175 And so trying to figure it out, how to connect and find the problem and figure 496 00:26:42,175 --> 00:26:46,605 out the structure of something with no resources is really challenging. 497 00:26:46,605 --> 00:26:49,065 And so I just always assumed everyone else could do it too. 498 00:26:49,535 --> 00:26:51,955 But it's learning that not everyone can. 499 00:26:52,745 --> 00:26:55,845 It's what are you, what, that thing that really makes you, you, 500 00:26:56,305 --> 00:26:57,485 and then how do you talk about it? 501 00:26:57,535 --> 00:26:58,245 How do you share it? 502 00:26:58,275 --> 00:27:02,815 How do you position it in a way that is going to connect with people in a, and 503 00:27:02,815 --> 00:27:04,565 that's really such an exciting process. 504 00:27:05,425 --> 00:27:05,885 Yeah. 505 00:27:05,935 --> 00:27:09,625 And it's hard to see when you're not looking for it because why would 506 00:27:09,625 --> 00:27:14,435 you dig into any of that without a reason, without a prompt, right? 507 00:27:14,435 --> 00:27:16,945 It's figuring out why do I brush my teeth? 508 00:27:17,165 --> 00:27:17,555 I don't know. 509 00:27:17,555 --> 00:27:19,795 I just do it every day in the morning and at night. 510 00:27:19,805 --> 00:27:23,715 Like that's, you were just raised to kind of inherently do some of these 511 00:27:23,725 --> 00:27:28,245 things and you never really stopped to question until it gets to a point where 512 00:27:28,245 --> 00:27:30,925 you're like, okay, I have a cavity. 513 00:27:30,975 --> 00:27:34,285 Now I need to figure out what I need to do differently or how I need 514 00:27:34,285 --> 00:27:37,165 to change this process or how I'm doing it to make it more efficient. 515 00:27:37,175 --> 00:27:41,835 Like most of us do have these innate skills or things that we've 516 00:27:41,835 --> 00:27:46,640 just Nurtured or have had nurtured by people in our environment. 517 00:27:46,990 --> 00:27:48,470 We don't really give them a second thought. 518 00:27:48,490 --> 00:27:49,820 And why would we? 519 00:27:49,890 --> 00:27:53,360 So just and part of the reason why I'm saying that is because there's 520 00:27:53,360 --> 00:27:58,570 a lot of shame and like guilt and feelings of remorse and not pain 521 00:27:58,590 --> 00:28:03,730 knowing sooner or not taking that time to do those things earlier. 522 00:28:04,050 --> 00:28:07,790 I know there was for me and thinking about, you know, like I 523 00:28:07,800 --> 00:28:10,750 just said, I didn't know my zone of genius until I was in my thirties 524 00:28:11,310 --> 00:28:13,040 and it's I wish I knew that. 525 00:28:13,050 --> 00:28:14,610 So I want other people to know that. 526 00:28:14,610 --> 00:28:17,960 But at the same time, what's meant to be always is that's 527 00:28:17,970 --> 00:28:19,430 my favorite Irish proverb. 528 00:28:19,590 --> 00:28:22,290 And I feel like there. 529 00:28:22,795 --> 00:28:25,625 You're always given exactly what you need when you need it. 530 00:28:25,665 --> 00:28:26,755 I believe that. 531 00:28:26,775 --> 00:28:31,335 And so there was a reason why I was meant to follow the pathway that I did. 532 00:28:31,855 --> 00:28:34,765 And if you're listening now and something is sparking, 533 00:28:34,815 --> 00:28:36,295 maybe it's not even that point. 534 00:28:36,305 --> 00:28:37,975 Maybe it's something about atomic habits. 535 00:28:37,975 --> 00:28:41,015 Maybe it's something about the story earlier, but you're 536 00:28:41,015 --> 00:28:42,355 hearing it for a reason. 537 00:28:42,355 --> 00:28:43,885 And so lean in. 538 00:28:44,280 --> 00:28:48,930 Don't, don't pull away when you feel the draw that's when you lean in, even if 539 00:28:48,930 --> 00:28:53,110 it's uncomfortable, even if you don't know what to do with it yet, just sit 540 00:28:53,110 --> 00:28:57,100 with it, pay attention to it, notice how it feels in your body to receive 541 00:28:57,100 --> 00:29:01,860 it it, it really does make a difference when you start to open yourself up to 542 00:29:01,930 --> 00:29:07,710 Oh, I really liked that, pause, write it down, put it somewhere, think about it 543 00:29:07,710 --> 00:29:11,920 more, take an action on it if you want to, but don't just let it pass you by. 544 00:29:12,920 --> 00:29:16,670 And I'm going to add to that, especially if it makes you uncomfortable or 545 00:29:17,130 --> 00:29:20,650 provide some sort of discomfort because that's where some of those 546 00:29:20,670 --> 00:29:25,960 things that we are outside of what we normally think about and approach and 547 00:29:25,960 --> 00:29:26,910 Oh, that's going to be uncomfortable. 548 00:29:26,910 --> 00:29:27,650 I don't want to do that. 549 00:29:28,280 --> 00:29:31,490 Those are usually the things where you can make those bigger leaps and 550 00:29:31,500 --> 00:29:34,670 make those bigger connections and that will have the biggest impact. 551 00:29:35,670 --> 00:29:36,770 Justine. 552 00:29:37,165 --> 00:29:38,355 You have been awesome. 553 00:29:38,385 --> 00:29:42,245 I could talk to you for another half hour to an hour, at least 554 00:29:42,655 --> 00:29:46,785 you guys will enjoy me talking with my new best friend, Justine. 555 00:29:47,785 --> 00:29:48,145 She is 556 00:29:48,165 --> 00:29:48,635 fantastic. 557 00:29:49,635 --> 00:29:50,175 No, I'm just kidding. 558 00:29:51,765 --> 00:29:53,565 I said, see you for cocktails at five. 559 00:29:53,935 --> 00:29:54,775 Exactly, 560 00:29:54,815 --> 00:29:55,775 exactly. 561 00:29:56,145 --> 00:29:58,405 Before we start to wrap up. 562 00:29:58,900 --> 00:30:04,200 I would love to hear a little bit about what, where you are right now. 563 00:30:04,230 --> 00:30:06,510 Are there any accomplishments that you have recently that 564 00:30:06,510 --> 00:30:07,740 you really want to celebrate? 565 00:30:08,380 --> 00:30:13,480 And my last question as part of that is, what does your business allow you to do 566 00:30:13,480 --> 00:30:15,650 now that wasn't possible when you started? 567 00:30:16,330 --> 00:30:16,720 Hmm. 568 00:30:17,490 --> 00:30:18,490 I love these questions. 569 00:30:19,490 --> 00:30:23,670 Okay, where I am now is in a totally different place from when I 570 00:30:23,670 --> 00:30:27,280 started because I'm not even doing the same things that I was doing 571 00:30:27,280 --> 00:30:29,240 when I started, which is okay. 572 00:30:29,320 --> 00:30:32,980 By the way, I feel like again, there's a lot of shame and 573 00:30:32,980 --> 00:30:34,560 guilt and changing direction. 574 00:30:34,570 --> 00:30:38,190 And as a multi passionate ADHD entrepreneur with multiple 575 00:30:38,210 --> 00:30:42,000 autoimmune conditions, like I've had to pivot quite a few times. 576 00:30:42,000 --> 00:30:46,305 I know that word is not everyone's favorite, but It is real, right? 577 00:30:46,305 --> 00:30:48,815 We have to make choices and decisions that suit us. 578 00:30:49,435 --> 00:30:54,725 And I have to say, I am the most free, which is one of my core values is freedom, 579 00:30:55,405 --> 00:31:01,995 feeling free to be who I am, to love who I am, to do what I want, to serve who 580 00:31:01,995 --> 00:31:04,565 I want, how I want all of those things. 581 00:31:05,015 --> 00:31:08,365 And so, you know, my business has gone through many iterations 582 00:31:08,365 --> 00:31:09,885 and evolutions over the years. 583 00:31:09,925 --> 00:31:13,005 I am now at the point where I do whatever I want. 584 00:31:13,280 --> 00:31:14,250 Whenever I want. 585 00:31:14,260 --> 00:31:18,080 So I'm working with people in a way that's really flexible. 586 00:31:18,130 --> 00:31:19,580 I'm taking summers off. 587 00:31:19,610 --> 00:31:22,070 I'm taking multiple weeks off throughout the year. 588 00:31:22,090 --> 00:31:24,770 I'm working 25 hours a week at most. 589 00:31:24,790 --> 00:31:26,460 I have the perfect clients. 590 00:31:26,500 --> 00:31:30,370 I have loads of money, all the things that is great. 591 00:31:30,420 --> 00:31:31,680 And I love that. 592 00:31:31,720 --> 00:31:36,770 I love to celebrate those wins because I was not an overnight success. 593 00:31:37,645 --> 00:31:43,375 And I don't think a lot of people are, some people are, but I was not and 594 00:31:43,635 --> 00:31:49,765 everything that I learn, everything that I gain, and one of the other books that 595 00:31:49,765 --> 00:31:53,254 I really love is Florence Scovel Shinn. 596 00:31:53,255 --> 00:31:58,615 She wrote a collection of works in the 1920s about business and there's a 597 00:31:58,615 --> 00:32:02,835 book called The Secret Door to Success. 598 00:32:03,280 --> 00:32:04,220 And it's great. 599 00:32:04,340 --> 00:32:06,180 There's also the game of life and how to play it. 600 00:32:06,260 --> 00:32:08,420 Another one of my favorites from her, but there's four 601 00:32:08,420 --> 00:32:09,610 different books that she wrote. 602 00:32:10,370 --> 00:32:15,070 And there's a quote that reminds me of my grandmother, actually. 603 00:32:15,730 --> 00:32:19,920 And it says, I do wonderful work in a wonderful way and give 604 00:32:19,930 --> 00:32:22,130 wonderful service for wonderful pay. 605 00:32:23,130 --> 00:32:28,635 And for many years, I thought I do wonderful work in a wonderful way and give 606 00:32:28,635 --> 00:32:33,665 wonderful service and I didn't want to talk about money and I didn't want to talk 607 00:32:33,675 --> 00:32:40,545 about my desire for more of it or, you know, leaning into even what my clients 608 00:32:40,545 --> 00:32:42,215 were generating in terms of income. 609 00:32:42,215 --> 00:32:45,345 I always shied away from it because I didn't want to be unfair. 610 00:32:45,425 --> 00:32:48,325 Some of my clients are making millions of dollars. 611 00:32:48,355 --> 00:32:49,905 Some of my clients are making. 612 00:32:50,505 --> 00:32:54,355 Thousands of dollars or hundreds of dollars and they're brand new and I 613 00:32:54,385 --> 00:32:59,235 think it's an unfair comparison and we live in a very compare and despair 614 00:32:59,235 --> 00:33:03,805 society that's brought about by social media, seeing other people's success. 615 00:33:03,805 --> 00:33:08,505 And so when I say I helped a client go from 3000 to 70, 000 616 00:33:08,505 --> 00:33:11,895 months, that's not typical. 617 00:33:11,950 --> 00:33:14,560 of most business owners, right? 618 00:33:14,580 --> 00:33:19,000 And the types of clients that they're serving and what they offer 619 00:33:19,010 --> 00:33:22,400 and the price point and all of the things like there's so many factors. 620 00:33:23,130 --> 00:33:27,390 But over the years, as I've done more work on my money mindset and more work 621 00:33:27,400 --> 00:33:30,630 thinking about who I want to be and how I want to show up in the world and 622 00:33:30,640 --> 00:33:36,230 being in the industry of sales where people, it is a metrics oriented, revenue 623 00:33:36,230 --> 00:33:41,495 oriented business, talking about the numbers is I'm going to keep it real. 624 00:33:41,495 --> 00:33:45,275 I'm going to tell you that a client of mine just booked 120, 000 of 625 00:33:45,275 --> 00:33:49,435 business in eight weeks, but that doesn't need to be your story. 626 00:33:49,475 --> 00:33:52,905 And it also could very well be your story. 627 00:33:53,025 --> 00:33:55,055 You could blow them out of the water too. 628 00:33:55,175 --> 00:33:57,495 So it's not about comparison. 629 00:33:57,555 --> 00:33:58,875 It's about proof. 630 00:33:59,025 --> 00:34:03,145 It's about understanding what lights you up. 631 00:34:03,285 --> 00:34:07,525 What you connect to, what you desire and really asking yourself that 632 00:34:07,525 --> 00:34:09,375 question, not what should you be doing? 633 00:34:09,385 --> 00:34:10,635 Not what could you be doing? 634 00:34:10,635 --> 00:34:12,545 Not what do other people want you to do? 635 00:34:12,815 --> 00:34:14,155 What do you want? 636 00:34:14,965 --> 00:34:19,695 Because whatever you decide, like you said, you can have it if you're clear 637 00:34:19,705 --> 00:34:21,665 and you create that pathway forward. 638 00:34:21,675 --> 00:34:23,295 So that is. 639 00:34:23,605 --> 00:34:25,175 you know, my ADHD kicked in. 640 00:34:25,175 --> 00:34:31,375 I don't even remember your original tangent, but that's, you know, 641 00:34:31,385 --> 00:34:35,835 that's something to, to, I hope people take away from this is you 642 00:34:35,835 --> 00:34:39,325 can be and have anything you want, but you need to be clear about it. 643 00:34:39,335 --> 00:34:42,805 You need to be direct about the pathway to get it, and you need to be intentional 644 00:34:42,805 --> 00:34:45,335 about your decisions and get after it. 645 00:34:45,900 --> 00:34:51,160 Don't do one thing and say another, do the thing, say the thing, be 646 00:34:51,160 --> 00:34:54,370 the thing, own the thing, like really go all in on that thing. 647 00:34:55,370 --> 00:34:56,220 Absolutely. 648 00:34:56,290 --> 00:34:58,920 That is fantastic advice. 649 00:34:59,920 --> 00:35:07,050 Those of you who are tuned in, you can reach Justine at, where would 650 00:35:07,050 --> 00:35:09,650 you like people to, what's the best place for people to find you? 651 00:35:10,105 --> 00:35:11,575 Yeah, Justine Beauregard. 652 00:35:11,575 --> 00:35:16,305 com is my website and I also have a podcast called People Over Profit where 653 00:35:16,305 --> 00:35:21,825 we talk about and dig into for under 15 minutes an episode on average, different 654 00:35:21,825 --> 00:35:26,745 sales marketing and growth strategies or concepts that I think are valuable for 655 00:35:26,745 --> 00:35:29,599 people like how to be more productive with your time or how to you know. 656 00:35:29,660 --> 00:35:32,560 You know, close more sales conversations or how to generate more 657 00:35:32,560 --> 00:35:34,500 leads or be 10 times more visible. 658 00:35:34,510 --> 00:35:37,720 Things like that, that are really hopefully going to help people build 659 00:35:37,720 --> 00:35:41,740 up their sales, marketing and growth muscles a little bit more so they 660 00:35:41,740 --> 00:35:43,650 can make more impact and income. 661 00:35:45,895 --> 00:35:47,195 Thank you so much for being here. 662 00:35:47,195 --> 00:35:48,625 I love this conversation. 663 00:35:48,625 --> 00:35:52,275 Like I said, I would continue it easily for much longer, but we're not going to, 664 00:35:52,275 --> 00:35:58,075 you have to go find us on our podcast and on our website and on social media. 665 00:35:58,855 --> 00:36:00,125 Thank you for joining us today. 666 00:36:00,125 --> 00:36:04,565 And remember at KendraLosee.Com, you can find business coaching and our upcoming 667 00:36:04,575 --> 00:36:09,385 invisible to invincible lab and mindset marketing course designed to bring you 668 00:36:09,385 --> 00:36:14,475 clarity, confidence, and consistency to how you and your business show up. 669 00:36:15,040 --> 00:36:20,860 We are all about unapologetically driven entrepreneurs guiding you to 670 00:36:20,860 --> 00:36:26,280 success in both business and life because it's never too late to make 671 00:36:26,280 --> 00:36:28,680 your business and career work for you. 672 00:36:29,030 --> 00:36:30,660 Not the other way around. 673 00:36:31,310 --> 00:36:31,910 Until next time.