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A podcast for multi-skilled coaches and experts who are ready to leverage their unique expertise, create money overflow all while embodying ease. Real conversations about integration, embodiment, and building a business that honors all of who you are. Solo episodes, guest interviews, and guided meditations.
Sam, so nice to have you here. I we've met each other, like, a little while ago, and I'm intrigued with all the things that you do and everything that you do in terms of messaging and sales support and all the things. And, we already had a little bit of a chat what you're doing right now, but can you give us a little bit of an insight on, like, what what are you doing and how did you get there? Because I know that's been a journey.
Sam Morton:Thank you, Rolinda. I appreciate you having me on. Yeah. So so, man, where to start? Because I could kinda start with, like, my background and my journey of where I got, you know, how I got here.
Sam Morton:But just in a nutshell, what I do is, like you're saying, you know, I I call myself the sales architect, because architecting a sale, especially in 2024, is way different than it was, you know, 6 years ago or what. Yeah. I I I don't even remember how long you've been in this space. Probably longer than I, I think. Just this market is sophisticated so rapidly right now because, especially with COVID, everyone jumped into the, like, let's make money online train.
Sam Morton:Right?
Relinde Moors:Yeah.
Sam Morton:And that means that, you know, that just it's for anyone who doesn't know what market sophistication means, it's actually this, you know, copywriting term from the book Breakthrough Advertising, which is this, you know, from the early 1900, you know, kinda crazy, like this old copywriting book. Actually, maybe it's from the fifties. I can't remember. But it's, like, it's old school. And if you find a physical copy, it's worth, like, 3, $400 or something like that because they're so rare.
Sam Morton:But, basically, what they talk about is when the market sophisticates, things have to change, basically, for copywriting and for messaging. But then also now we have all these funnels and automations and da da da. Right? So it's it's everything has to really, what I call it is is multimodal. Right?
Sam Morton:Because it's it's we're no longer in the days where you could just, like, shove people in a webinar, and then all of a sudden, oh, like, sales are coming through, and it's you know what I mean? There's so many different aspects to be to both in the communication of the messaging side. Right? But then also in well, where does the traffic come from? And then what do they see?
Sam Morton:And then what happens next? That that whole sort of funnel process, the funnel architecture of it. So, you know, I love I love it all because I I'm actually background was a musician. And so a lot of music is about, well, music is about a lot of things, and, actually, I've carried over so much of what I've learned from my musical journey, you know, from when I was, like, 9 years old, like, learning songs, you know, growing into playing in bands when I was a teenager and then going to music school and studying jazz And then, you know, discovering that I wanted to be a songwriter and, like, actually getting into that, like, you know, very, very creative highly creative brain, but then also learning production and and all the technical side. So I'm I'm like a quadruple Virgo, have, you know, all of the, like, compartmentalization and systemization kind of brain, even for creative, even for songs is like putting together pieces of a puzzle to me.
Sam Morton:You know what I mean? But I love the the craft of of messaging and storytelling because I get that feeling in my body when something just resonates with me. You know? And and we all get it, but I think being a really good storyteller or a really good songwriter is being sensitive to that and when that's working well for you and then moving forward from there. Rather than just trying to copy something or just trying to, like, do something unique for the sake of it being unique, it's really about the feeling, and that's why the best songs are so simple.
Sam Morton:You You know what I mean? And that's why, you know, the especially the super timeless ones are not, you know, incredibly complicated. They just feel really good in your body. And so I literally just took so much of what I had learned from songwriting, production, band leading, you know, writing, doing studio stuff, doing music videos, all into this world of online business and, and, you know, coaching, personal development, sales, marketing. And so the crossover for me is just so, like, night and day.
Sam Morton:It just it it's so clear. You know what I mean? Being my quadruple Virgo brain, I guess. You know what I mean?
Relinde Moors:I love this. Oh my gosh. And I mean, you helped me a whole bunch with like storytelling and messaging and we went deep. I'm honestly still unpacking all of that. And it's so clear to me what you just said that you have that, like, I for, like, this is what matters.
Relinde Moors:This is what is actually about something. And this is what that also says about you, about your brand, about what you offer, why you offer this, how you change the world with this. And then you're also really good at sales. So, yeah, really, you are like definitely one of those people that is super, I would say sensitive, spiritual, super strategic and analytical. And you have like a bunch, like so much energy.
Relinde Moors:So all that together makes that I'm super excited to unpack a unpack a couple of things.
Sam Morton:It's my generator energy. Right? My human design is generator too. So I'm just like ready for it. Like, you know what I mean?
Sam Morton:Constantly.
Relinde Moors:Yeah, you are. Yeah, I know. And it's so good, but, and that I love how you've brought all this together because in a way funnels and analytics for some people that feels very different than storytelling and meaning and connection. And for you, I feel this comes together really nicely. Can you, can you share a bit more about, like, how
Sam Morton:We're in an interesting part of the world and just history of just online business right now. Right? Because and this is totally my perception, so someone might have a totally different perception than me. But we're coming from a lot of bro marketing that's been happening for the last, like, 10 years. You know, since the dawn of of, like, really coaching and courses and per because it all came from, like, you know, personal development, Tony Robbins, and stuff like that.
Sam Morton:Like and and there's honestly, I love that stuff. You know what I mean? It's like like, it's it's the rah rah, get up off your you you're going to
Relinde Moors:go for the hot what's the hot call? So what's it called? Work on fire.
Sam Morton:Like Correct. Yeah. Like hustle harder and get it done. And, honestly, like, some of that can be totally valid for the right person. Right?
Sam Morton:And and what it happened was it went into the coaching and and, you know, online business space. And then that's the kind of style of messaging that people had for for such a long time. And I think we've all been talking about, like, oh, like, anti hustle culture, but it's more of, like, it it even goes into the business model. Right? Because if you go into some of these companies and I've been on the inside of some of these, like, 7 figure companies.
Sam Morton:And the culture around what are we focusing on is very different than someone who's coming from it from a more I'd like to call it, like, feminine space. But I also see it as, like, direct response copy, which is typically kind of masculine, very direct. Like, here's exactly what you need. What you need is a lot of that because just the level of specific specificity of what you do has to be very clear these days. You can't just be super, like, wishy washy.
Sam Morton:I'm a little bit of this. I'm a little bit of that. It's not gonna, like, agitate someone enough to actually come towards you. Right? But then at the same time, a lot of those guys, they don't even touch brand stuff at all.
Sam Morton:They don't really, like, it doesn't matter. You know what I mean? It's just all about the sale and making sure there's enough, you know, energy in the sale. Whereas, you know, what I've seen women really, like, just, like, blossom into over the last, like, 3, 4 years since I've been in the space is, like, reclaiming, like, what a sales process could look like or what, you know what I mean, a a brand should look and feel like, and that that's what's actually, you know, driving a lot of the the, you know, traffic currently in the space right now is is women and, you know, expressing their brand values and things that, like, actually make them tick. And that's why it's almost a little bit more about lifestyle.
Sam Morton:And so, you know, there's kind of these 2 almost like schools of thought of, like, how to get the sale. You know what I mean? It's like, should you focus on just your lifestyle and, like, you know, who you are and how you do it, or should you focus on, like, what the what the prospect is missing and all the pain points and just go into the pain more? You know what I mean? And so I kinda believe in the merging of the both worlds because, like, if you just have one and not the other, it's just an incomplete message.
Sam Morton:You know what I mean? And it is possible to be holistically balanced in your masculine and your feminine or in your brand and your copywriting. Right? So, it's this, yes. It's it's like this emergent philosophy right now that I'm believing in, which is, like, that you can you can do both really well and really effectively.
Sam Morton:And, actually, the most effective, funnels are typically ones that do, you know, kind of have mastery in both worlds.
Relinde Moors:Yeah. I love that. Can you give, like, an example maybe of a client that you worked with or something that you tweaked or changed and what that what the result was of that because I'm curious.
Sam Morton:Yeah. Of course. Well, I mean, just just an example right now as a client I'm working with that, you know, coaches, massage therapists, right, who are typically, I mean, like 80, 90 percent women. Right? And, you know, when we came in and, you know, looked at the funnel, it was it was actually very nonspecific what this was.
Sam Morton:You know what I mean? So we actually did have to go more into the specificity of, like, well, what is the actual mechanism? Most most coaches don't even, like, think like this. Right? But there's there's always gotta be something that's, like, the anchor point to, like, what is the thing that actually gets the result.
Sam Morton:Right? Because if it's just trust me, believe me, come into my coaching, and I'll just transform you, there's not a lot of belief there behind that. Right? They really have to believe you. Now if your personal brand is, like, rocking and rolling, then it's true.
Sam Morton:Like, sometimes people just they will buy anything that you put on the table, and and that's why personal branding is so powerful. But when it comes to running an ad to a completely cold person, right, if that's what your business model is, because that's really what you have to get to in level of scale. If you wanna be making, like, 6 figure months, you know what I mean, 7 figure years, you pretty much gotta have ads in there. Right? There's obviously ways to do things organically where you're doing all these different partnerships.
Sam Morton:But, like, with this one, the ads was was gonna be an integral part of this, and there just wasn't enough communication of, like, what is the actual mechanism here? So that's something to take away for any of your listeners. It's, like, thinking about what what is the actual thing that does get a result? It almost removes you from the thing at all. It's like it's not about the Rolinda show here.
Sam Morton:It's about the process. Right? And what is that process called? How does it work? How is it differentiated from other things that they could be trying?
Sam Morton:Right? And so that's one of the thing. We went went in and wrote a new VSL for her. This it's converting like crazy right now. So it's just, you know, it's it's shorter.
Sam Morton:She had this big long form webinar into, like, you know, fall asleep halfway through just to be able to get to the end to get to the offer. You know what I mean? So, yeah, we changed a bunch
Relinde Moors:of for people that don't know what a VSL is, is. I mean, I know a video sales letter. Okay.
Sam Morton:You share
Relinde Moors:it quickly. So instead of the webinar, you created a shorter video sales letter for yourself with her, and that converts much better. I mean,
Sam Morton:you can they're interchangeable. Right? Some people say video webinars. Some people say VSL. Typically, what I think of is a VSL is, like, it's not live.
Sam Morton:It's prerecorded. It's, you know, it's done, you know, in in like, you just watch it. It's evergreen. Right? It can just go on at any time.
Sam Morton:And those are really powerful because you could you could have those that's where you have, like, sales coming in your sleep. Not necessarily. Or if you have a call system, it's applications coming. You know what I mean? So we're running like hundreds of applications because that one video is converting so well from someone just being interested in, like, what's this new opportunity?
Sam Morton:And they go in and they check out the video. It's only 15 minutes long, So we get a lot of applications from that video because it's very consumable. It doesn't actually give them, like, the whole obviously, you don't wanna give away your whole system in the one thing. You you wanna talk about the benefits of it. You wanna talk about the transformations that's provided.
Sam Morton:You wanna talk about the story behind it. And then you wanna say, and if you wanna learn more, then here's the next step, etcetera. So this is the type of funnel architecture that we've been doing, in a in a market that's that's quite tough. You know what I mean? Like, massage therapist is like they're very skeptical, you know what I mean, of of people, because they've worked with, like, marketers, local marketers, SEO people.
Sam Morton:You know what I mean? They've spent money on the on their stuff, and and they haven't got results. And so much of it is they actually need the coaching. You know what I mean? Just like entrepreneurs, like, you know, the coaching and the mindset is just as important as, like, here's actually what to do, the right thing to do.
Sam Morton:Sometimes people have the right thing to do, and they still don't do it. Right? Or they they don't have the you know, they have the mindset together, but they just don't know the right thing to do.
Relinde Moors:Yeah. Okay. I love that. Yeah. That is that is really cool if in 15 minutes you get that and you get so many people reaching out to you, that are interested already in working with you.
Relinde Moors:And so I know you as well. Like, I wanna go for a moment to that storytelling aspect of this because I know you're so freaking brilliant at it. You even, like, introduced me to, like, using, like, Gene Keys in there and, like, personal stories. And can you tell me a little bit about this and I've all come together with the funnels, but I feel that you are really good in helping people finding their really their core message that and then also the mechanism, but that message. So Yeah.
Sam Morton:And this is the other side of it too. Right? Because as much as there's, like, all of the, like, what's it's like the the copywriting, direct response thing is where you can remove the personal brand from it, and it still works. Right? Because it's all based on there's a mechanism that gets a result.
Sam Morton:Do you want it or no? You know what I mean? It's very direct. Right? Very linear, very masculine.
Relinde Moors:So also and and one one moment with that one. So you can also and that's what I've been doing as well. It's like you have the mechanism, and you can sell different products or different services or different, programs from that same funnel because you're not, like, having a funnel for a program. Yes. But you can Correct.
Relinde Moors:Right? Okay. Yeah. Yeah.
Sam Morton:Because when it's all in the program, then that means it's either, like, you do the program or you don't do the program. But when it's a mechanism that can be sort of tiered, it could be like, okay. Well, you just get just the information on the mechanism, or you get the information and the implementation, or we implement it for you or whatever. There's, you know, stacks for it.
Relinde Moors:So Yeah.
Sam Morton:Great, brilliant, astute observation, Melinda. And, yeah. No. So and then the other side of it is where someone is making posts and they're just not differentiating themselves. They're not connecting with people.
Sam Morton:You know what I mean? They don't feel like like, who am I? Like, what am I actually here? Because it's just everyone and their mom is a coach. You know what I mean?
Sam Morton:So, like, what are you gonna just do, like, another copy and paste or, like, someone else did? You know what I mean? Or, like, or just you're you're just not feeling this is this is where embodiment comes in, which is this kind of, like, hip word of, like, oh, what is embodiment? Right? It's very intangible.
Sam Morton:Right? But just like I said, you know, you need the systems and the masculine and the technical side, and then you also need the the feminine and the embodied and the intangible side. And so my process for doing that, because there's a 1,000,001 processes to sort of unlock someone's, you know, inner essence and being able to translate that essence into action. Right? The process that I've, you know, kind of was inspired by was Simon Sinek, who's essentially, like, very well known as very, very popular books, Find Your Why.
Sam Morton:Right? And when I read that book, because it was very relevant to me at the time, I was like, who who you know, what how do I differentiate myself in the market? Right? Or, like and that why statement. You know what I mean?
Sam Morton:How do I come across that why statement? Well, in the book, he was like, well, you you do storytelling with your with a partner, basically. You know? Just just to summarize it for someone who hasn't read it. It's it's literally you just a process of of, like, really working through some of these, like, times in which you had to you demonstrated some type of essence or some type of struggle overcoming.
Sam Morton:You know what I mean? Just like a hero's journey. Right? And we all kinda know this hero journey. Yeah.
Sam Morton:Talk about your hero's journey, but it's there's there's so many more layers to it than I think people typically actually really recognize. And so there's 3 different ways in which storytelling and that process will be able to unlock that essence of your brand so that every time you're posting now, people are like, oh my gosh. Like, that is that is a very unique human being. Relinda is amazing at this, by the way. Like, her storytelling is so good, and there's always this massive you know, there's value to take away from it it too because it's it's relevant to me as I read that.
Sam Morton:I can, like, picture myself in Melinda's shoes, and I'm like, I'm I'm connecting with her values. And, you know, that's where the gene keys can come into. Like, the more she's, like, in expression of who she naturally is, the more I can feel in expression of who I naturally am as well. Right? So it's a shared kind of connection.
Sam Morton:But just to go into these three things, the first one is where are you coming from? Like, who who were you? And Melinda has this incredible story, guys, about, like, who she was as this, like, you know, dense rebel. You know what I mean? Like, when she was in her early twenties, like, just trying to figure out life from a small town moving to a big city, just just like movie level storytelling.
Sam Morton:You know what I mean? Like, literally, I would watch a biopic on that. You know what I mean? Because there's some epic, epic stories there. And that just has nothing to do with, like, business or, like, unlocking your your message or running a webinar, anything.
Sam Morton:You know what I mean? It's it's all just about you and your essence. Right? And, like, who you the origin story. So let's let's call that one the origin story.
Sam Morton:Right? The next one is the story of the offer. So that's where you, you know, discovered a new and this is where the mechanism could come in. Right? You discovered a mechanism that was able to get you a level of freedom that you you previously were just looking on the outside in on.
Sam Morton:Right? And for some people, that freedom is gonna be the relationship of their dreams. Some people, the freedom is gonna be, you know, no longer, feeling the pain of a chronic illness. Like, there's so many different types of freedom out there. And if you don't have that very deep connection to what is the freedom that I'm offering someone, then I'm sorry, but you're going to have a tough time making sales because making sales in this space is all about, like, what freedom are you providing for someone.
Sam Morton:And so it's the connection between the mechanism that provided a new level of freedom and how you were able to discover that, how you were able to then, you know, package it or or reproduce it or whatever that thing was that you started to do from that point forward. That's your that's your story your offer origin story. Right? There's your personal offers personal origin story, your offer origin story, and then there's just stories that just happened to you. Right?
Sam Morton:Things that are just, like, throughout your day. Because after that offer origin story, now you're a new person. It's almost like you have a spiritual awakening, and you'll never go back to, you know, who you were before that. And now you see the world in a totally different lens, and people are are so voyeuristic. Right?
Sam Morton:Anyone who doesn't know that word, that means that it's like they want to see what you see or they want to see inside your life, why we watch reality shows, and why we, you know, are so curious about the neighbors and stuff like that. We're voyeuristic human beings. Right? And so this is where you share insights, perspectives from your perspective of having surpassed this threshold of freedom that they are looking to surpass themselves. Right?
Sam Morton:Now you see it from the other side of the mountain, and you get to share with them what life looks like for them, having this new sense of, you know, perspective, you know, on this freedom. And you can share that in just, like, general storytelling of, like, things that are happening to you today. Does that make sense?
Relinde Moors:Yeah. A 100%. And and while I'm listening, just on also like reflecting for myself about I see also with my clients and people, it's a big journey to step into that and to be able to hold that, to see yourself like I'm to really be able to put it in one story, multiple stories, and to communicate them and to open up and to know what you share and what you don't share and how you deal with people responding to it. And like, I feel there's a lot to it. I don't know.
Relinde Moors:Is there something that you have gone through even already, like, being a musician and everything? Like, how do you, as a person, hold that? I think you
Sam Morton:It just comes back to what I said earlier that the the best, most universal, timeless songs are very simple. Right? And so a lot of what it is is stripping away what's necessary or not necessary and getting to the core essence. And that's so, you know, transferable from when you talk about, like, how do you speak about your offer, like, who you help and what you do. You know what I mean?
Sam Morton:Yeah. All the way to, like, you're speaking about your story and where you came from and who you are. The more that we can practice simplicity and brevity, you know what I mean, is that's where, you know, you can really get that universal level of impact where now you can say it on a stage in front of, like, a 1000000 people, and it resonates with them. How is it that some people are able to get to that level, and most people are kinda stuck in this, like, trying to, you know, complexify what they're doing to make themselves seem bigger? Right?
Sam Morton:It's the opposite. You're you're missing the point. You actually have to simplify in order to get bigger. Does that make sense?
Relinde Moors:Yeah. It really makes me think of acting classes. It's like when I was in theater academy, which I did before then. So that I thought, you know, you people often think that acting, you have to do something like do you know, actually, I have to strip everything off so that you're so open that you're responding to what comes in in a very authentic way. And maybe you've decided that you're an 80 year old lady and you're responding differently.
Relinde Moors:But so there's something to the physicality and transformation, but really it still is being in the moment and allowing that to come in. And what I'm hearing you say is like stripping everything that isn't real and to be with that, like, realness. We kind of know when it is there. And that's also where we humans come together and share and, like, feel like, oh, yeah. I'm touched by this too.
Relinde Moors:Or where we can all like in music or any art, but then also in marketing, feel. That's why people go crazy on comments on something where they feel a connection even though the story isn't exactly theirs, but it is that mutual. And you said it so beautifully, journey to, like, I want more freedom or something.
Sam Morton:Correct. And and, again, like I said earlier, you feel it in your body. It's the same feeling that I get when I'm on a sales call, and I can feel I've got that emotional hook of why this person needs to do this. You know what I mean? And and, again, sales is all about getting the other person to tell you, not you telling them you need to do this because but it's like this discovery process of, like, so why are you here?
Sam Morton:Why did you book this call? Like, why are we, you know, gonna do something together here to be able to, again, bring you to a new level of freedom? And sometimes you hit that note where it's like, boom. You know? That's the reason for the sale, and I feel that in my body just like I do when I find the right lyric or I find the right melodic phrase.
Sam Morton:You know what I mean? To tie the end of a a first together or something like that. So that's that's just you know, it's you know, it's it's a feeling in your body, and we all have it. We all get it. We all watch movies.
Sam Morton:We all, you know, do these things that, like, you know, storytelling. We're all just human beings here. And so it's getting sensitive to that and then being able to recreate that, you know, in little ways, in in whatever modality you choose. And so you already I guarantee do it in whatever modality is that, you know, whether it's like a bodywork thing or whether it's like a coaching type thing or whether it's like finding that, like, inner child, like, you know, oh, that's the thing that's been blocking you and self sabotaging you. Like, whatever that modality is, you probably already do it.
Sam Morton:So now it's just about transferring that into your sales mechanism process or into either way you tell your story about, like, who you are, how you came across to be, what you're doing now. Does that make sense?
Relinde Moors:Yeah. A 100%. And, something comes up for me that I see a lot with my clients. And I think you have wise words, for example, in a sales call that I can take somebody there, but I don't want to be manipulative. I don't want to be that pro marketer.
Relinde Moors:I don't want to be, you know, selling somebody just for the sales. And this, this is not the people that are doing that. The people that really need to get out are what what will you say to somebody, you know, with great high levels of integrity, but that can also be broken Of course. In the in the wrong ways.
Sam Morton:Yeah. No. It's I mean, it's it's a good conversation because we have to be real about, like, you know, of course, there there is and has been manipulation in in our industry. Like, if you give human beings, like, the an opportunity, like, there's someone's gonna take it somewhere. Right?
Sam Morton:Now does that mean that you should, like, you know basically, it's it's accepting, like, I'd have to shut my business down if I was never willing to go out a little limb with someone and and have that courage to be able to, you know, show them what they're missing basically is kind of what it is. Right? In in the way, again, that I, you know, sleep easy at night and that it's it's non manipulative is that, like, all I'm doing is asking questions. Right? So, like, like, of course, you know, it's really just about getting them to come to you, you know what I mean, in that process.
Sam Morton:You know, I'm really not a heavy handed, you know, salesperson. Like, I really don't like I mean, the thing is is that some people, they they need a push in order to get to, you know, where and my my business partner has been in sales for, like, like, 2 decades, and he cannot count the amount of people who came to him and said, like, years later, thank you for giving me that push on that call because I probably wouldn't have done it, and my life is so different now that I did that. Right? And, of course, not everybody's gonna be this, like, crazy success story. It would literally be impossible for everyone to be this crazy success story.
Sam Morton:So what you have to do is just, like, be in integrity with yourself. That's why I I practice, you know, the the four agreements. First one is just being impeccable with your word. Like, when I really started to try to be very noticeable for myself about where am I am or not being impeccable with my word, that actually changed my sales results a lot because, you know, I I believed myself. You know what I mean?
Sam Morton:That, like, I I actually, you know, truly would recommend x or, you know, it's it's again, it's I'm just using this paraphrasing. I'm not I don't actually, like, say this stuff. Syntax is a whole other thing of, like, what to say on a sales call to get someone to really, like, shift their beliefs. But that's what we do is is as transformation, you know, artists or whatever you want to call us salespeople. You know what I mean?
Sam Morton:Like getting on a call with somebody is actually like bringing it out of them just through a process of discovery. Right? And then showing them what we're seeing in terms of, like, they're there for our perspective. So that's that's for us to show them what we see as the biggest gap of opportunity for them where they could be getting to where they want to be going in their embodiment, in their communication, in their, you know, whatever that that thing is that you're is on offer. And then from that point forward, it's about, like, basically just, like, chopping down all the, decomplexifying the process.
Sam Morton:Right? Because they might have all these complex objections or all these complex things that are going like a past experience that went bad. Okay. We just gotta all you have to do is basically just, like, pull pull all the Lego pieces out because it just looks like a mess, and then put the LEGO pieces back together as best you can. And if you do it well, then you can get that sale.
Sam Morton:And if you miss, then you miss. It's just you know, it's another one. That's my perspective on having done, you know, thousands of calls probably at this point.
Relinde Moors:I know. And you're having crazy conversion rates and, like, such okay. No. And that's really good one. And I also always say to people like you holding their vision.
Relinde Moors:They come, how many people, if you do sales, you see so many people come here with a dream and a vision, and then you see them talk themselves out of it. And if you can help somebody to not do that and to actually stand up for that vision and actually go through and have that transformation, it is is the most beautiful thing. Yeah.
Sam Morton:And you and I should do a sales clinic, by the way. We should totally just, like, have a jam where we'd
Relinde Moors:I always do role role plays at people. It's in my program and it's just the best thing. And so you just feel what Yeah. Yeah. And how I'm like, I just handed it to you.
Relinde Moors:I'm already set. Yes. I do. And then people like it's, it's, it's really good to start seeing that, but I do feel, and I thank you for giving us all this transmission. It starts first of all, by the belief that you're doing something really helpful and to do some, to help somebody into a program that you've created because there's tons of value there and it has nothing to do with, you know, the things that we've gotten afraid of.
Sam Morton:Yeah.
Relinde Moors:Like being.
Sam Morton:There's things that you can control, and there's things that you can't control. Right? Like, you can control, you know, you can't control what they do. That's like you can't control what they do after the point of sale. Right?
Sam Morton:Like, if they were because you'd sometimes people just hold this like, oh, I I better be able to get the person the result. You know, you have to remove yourself from that because that's actually outside of your control, outside of what you do for them. Right? Like, you can do your absolute best, and that's it's almost like people when you're a solopreneur, you really do have to think like different departments because what regular companies do is they have a marketing department, and then they have a sales department, and then they have an operations and fulfillment department. And so, like, your salesperson is also your ops person.
Sam Morton:This is also your marketer. And so when they get super mixed up together and emotions come in, that's when things typically start to get messy. Right? So as much as possible, we have to remove the, like, who you are as a salesperson from the who you will be once you actually get into their operations and get into the fulfillment side of working with them from Yep. You know, who the marketer needs to be when they show up on a Instagram reel or something like that.
Sam Morton:It's like they have to kind of be separate people. And when you're starting out, like, you've got no choice but to be all 3.
Relinde Moors:Yeah. Yeah. And that's sometimes that's a really good one. That's and then also work creatively with them. And, like, I at one point, it was just somebody else do all that sorta and I feel the same sometimes with my clients.
Relinde Moors:It's really hard if you have to talk about whatever they have laid on payment, like something like that. Like sometimes, of course, that happens. And then I also have to coach them really, deeply. And I'm like, okay, let's have somebody else do those conversations so that we keep that clean. But if you can't yet, then you have to kinda separate it.
Sam Morton:It's a ton of energy for sure. And that's why it's so important to, like, you know, have a business that is quite scalable and functional because, like, it's you could burn out if you're trying to do all three things forever. And so the model that you're using, right, like, how much fulfillment do you do or, like, how much marketing does it take in order to produce a lead or how much leads does it take to produce a sale? The more that you really know that stuff, the more scalable your business is. And, ultimately, as owners, as creators, we wanna be on the top level, which means that, like, we make the bigger decisions.
Sam Morton:We have the bigger vision for, like, where the brand is going, where the marketing is going, what the offer is. But, otherwise, we we're we're we have seats that are available for people to take. Like, maybe we do have to fill the sales seat for a while or something like that. But, ultimately, it's a scalable process so that someone could take that. Or, you know, marketing, it depends on what type of model.
Sam Morton:You don't always need sales calls in your model. But, you know, just for for our purposes, yeah, there's it's important to have to know how you would fill that role should you be able to, you know, fiscally, you know, economically being able to do that in your business.
Relinde Moors:If you you've been working on on many sides that you've been coaching people, like helping them implementing, but you've also been the setter or the salesperson.
Sam Morton:Everything. Literally, pretty much any, you know, role in a business from, like, video editor to, like, copywriter to setter sales, you know, like, to to team leader of the, you know, fulfillment team, like, literally yeah. Like, I've seen ever since I've done that.
Relinde Moors:If you I think there could be people listening, that are in a space where they already have, you know, they have clients, they have things working. They're still in that space where they may be, they're 1 person plus maybe a VA. That's what's happening. They do everything themselves. What would you say is a role that's that they could hire maybe one of the first?
Sam Morton:It's so dependent on the model. You know what I mean? Because yeah. Like, I I sometimes you can go without a VA for quite a long time. Sometimes you could go without a a sales hire for quite a long time.
Sam Morton:How does what is the funnel architecture? Right? Like, what's the price point of it? Is it all is it is it quite passive, or is it quite active? Is there a lot of fulfillment?
Sam Morton:Is there not a lot of fulfillment? So all these things are really gonna make a difference in terms of what's costing you. But what they can do is to just take stock of you know, do, like, a journal exercise of, like, well, how how much of my day do I actually spend in what activity? Right. And if you're doing that day to day, really tracking, like, your time because it's so easy for time to just like, you know, entrepreneurs to like they want to quit their 9 to 5 so they can work 80 hours for their own business.
Sam Morton:Right? Like, it's like, if you actually track what you are doing with your time and how much time it actually costs you and think about, like, what what what would be the cost of me hiring someone to be able to do this? You also have to think the cost of training them and the cost of your HR, etcetera. So it's not like just all of a sudden everything's magic and someone's doing it for you for 10 bucks bucks an hour. But, there is ways to sort of systemize what you do.
Sam Morton:This is why I build a lot of SOPs and, like, back end systems with Monday and ClickUp and all the things, you know, you use Notion. Right? So, like, the more that you have systems for what you do, the more it's very clear. Oh, I could easily hire someone to do x, and that would save me x time so that I could focus on x income producing. When you're in the first, like, 5 years of your business, all you're gonna be focusing on is income producing activities.
Sam Morton:What's the most amount of leverage that I can do for the most amount of, you know, cash flow energy so that I can redispersed and reinvest it in a way that grows my business so that becomes more scalable at a higher level and more fulfillment. Obviously, we're in this, you know, staying in alignment with our purpose and, like, you know, the vision of, like, helping people, you know what I mean, is always comes first. Because once you lose that, you lose, you know, all integrity and stuff. Right?
Relinde Moors:No. But this is what I love about you that this comes so this is the thing you need to have that, that purpose and everything, but also the systems and the scalability and the profitability and like, look at the numbers and like all these things are needed because if you yeah. If else I don't know. I always come back to that, like, really old book, the EMS or really old, but like quite a classic, where he says that a lot of people just build this busy jobs for themselves and they don't think as an entrepreneur. They're basically just thinking as, you know, I think the example that he gives us somebody who has a bakery and she says, like, baking, she's never thinking as an entrepreneur.
Relinde Moors:And for me, that really hit home. Yeah. Because like, oh, wow. And then yeah. And I have the manager and I have the entrepreneur and then I have the coach or the healer or like whatever.
Relinde Moors:That is one thing. But there's these other parts of me that need to be there or I need to hire somebody that really fulfills that part.
Sam Morton:Right. Yeah.
Relinde Moors:And you have some gifts where all of that comes together, I feel, like, really beautifully. Is there anything I didn't ask that you wanted to share?
Sam Morton:No. This was awesome. I mean, you and I could just go for hours. You know, we're just, like, scratching the surface. We didn't even get into anything, like, really that deep.
Sam Morton:But, listen, I I I love you so dearly. Like, I've just such, you know, a fond, you know, feeling in my heart when I think of you and all the work we've done together and that I know that we can continue to do. I'd love to do a sales clinic. That'd be super fun. We could provide a lot of value for people with that.
Sam Morton:So so let's do that. And the only other thing is just yeah. For anyone who's listening, you can follow me on Instagram at the as in the Sam Morton, m o r t o n. So that's my that's my handle on Instagram. And if you go on there, the link that you'll see is for a freebie of, you know, a copywriting cheat sheet, which is basically filling the gaps in your messaging.
Sam Morton:Right? So that if you're putting copy out there as whether it's emails, whether it's social posts, reels, you know, if you're talking about an offer, you wanna get sales. So there's just so many people like, I'm posting, but it's not selling or whatever. Right? And it's because there's a gap somewhere.
Sam Morton:Right? Here's what the gaps could be. And so it's basically every angle. When I work with a client, this is every angle that I look at in order to understand, like, where is the potential sale, like and that goes through the pain points. It goes through the the consequences of inaction.
Sam Morton:It goes through, like, where they are, where they wanna be, dah, dah, dah, dah, all the desires, dreams, everything. So that cheat sheet is gonna be right there as a freebie if you go to my Instagram and, and go and check that out. The Salesforce.
Relinde Moors:That's awesome. That opens a whole other conversation. Like, I want to talk about these gaps. That is great. We're going to download that.
Relinde Moors:I will make sure that the links are, in the show notes and everywhere, that you can get them. Sam, there's one question that I ask everybody at the end of the choosing ease podcast, which is, you know, all of this can be quite overwhelming. You personally, if you want to get back to ease, how do you do it?
Sam Morton:Music is a pretty good way for me because it's just just again, I think the world can kind of dissipate. You know what I mean? When you just tune into a song, especially my favorite my favorite is, like, the first time hearing a brand new song by an artist that I love that I that I really connect with that song. There's nothing like the first time you hear a great song. And they don't it doesn't happen that often these days.
Sam Morton:Like, it used to be all the time. I'd like, oh, like, someone came out with a new song. It's less and less, but when it does happen, oh, is that just such a good feeling that I feel it, like, all over my body and just the world just goes away, and I'm just like, yes. This is what life is all about for me. I'm just such a music head.
Sam Morton:I can't get it out of me.
Relinde Moors:I love that. That is beautiful. Thank you, Sam. I feel there's there might be follow ups on this. We're gonna have some more fun things coming out.
Relinde Moors:Thank you so much.
Relinde Moors:Thank you for joining us today on the Choosing Ease podcast. Remember to subscribe so you never miss an opportunity to connect. And I'd be so grateful if you could share your thoughts in a review. Join me next time as I continue to explore the powerful skills and strategies that will help you to let go of everything that keeps you from fully sharing your genius. You are destined for greatness, and through the Choosing Ease podcast, I'm here to help you own your unique wisdom and share it with the world.
Relinde Moors:Until next time, keep choosing EASE.