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In this episode, Wendy Coulter chats with sales coach, consultant, and speaker Liz Rossilli about the powerful concept of the Hummingbird Effect—how small innovations can lead to significant wins in business. Liz shares her personal journey into sales, inspired by her inventor father, and discusses her transition to becoming a sales consultant. They highlight practical sales strategies, the importance of confidence, the value of intentional networking, and how even small changes can yield big results. Tune in to hear inspiring stories and actionable advice on improving your sales game.
00:00 Introduction and Mindset Shift
00:09 Meet Wendy Coulter: Unlocking Brand Power
01:07 Introducing Joe: The producer
01:33 Guest Spotlight: Liz Rossilli and Sales Savvy
04:38 Liz's Sales Journey: From Polishing Brass to Sales Success
09:12 The Hummingbird Effect in Action
17:32 Sales Strategies and Overcoming Fear
27:48 Building Relationships and Networking
31:28 Conclusion and Final Thoughts
Creators & Guests
What is The Hummingbird Effect with Wendy Coulter?
Welcome to "The Hummingbird Effect," a podcast dedicated to uncovering the subtle yet powerful ways that small innovations can transform your business. Hosted by Wendy Coulter, CEO of Hummingbird Creative Group, this show delves into the stories and strategies behind successful brand building.
For over 25 years, Wendy has helped CEOs and business leaders redefine their brands through innovation and compelling narratives. In this podcast, she shares the insights and lessons learned from her extensive experience, exploring how a strong brand orientation can significantly increase the value of your business.
Each episode features engaging conversations with industry leaders, business advisors, and innovators who have harnessed the power of branding to make a substantial impact. Discover how focusing on core values, mission, and vision can drive your brand beyond mere marketing tactics, fostering a culture that resonates with your audience and enhances your business's reputation.
Inspired by the concept of the Hummingbird Effect—where small, adaptive changes lead to remarkable outcomes—this podcast aims to help you understand and implement the incremental innovations that can elevate your brand and business.
Join Wendy Coulter on "The Hummingbird Effect" and learn how to evolve your brand, attract more customers, and ultimately enhance the value of your business through strategic branding.
[00:00:00] Liz Rossilli: if I don't call them and tell them how I can help them, I can't help them. They're not gonna know. So if I don't tell them, they won't know.
[00:00:07] And that has that mindset. Just like saying that in my head helps me to then take that next step and pick up the phone Hi, I am Wendy Coulter, and I help CEOs and marketing leaders unlock the hidden power of their brands. For years, business leaders have focused on marketing tactics, but what truly matters, building a strong brand, think of it like the Hummingbird Effect. Small innovations and branding can lead to surprisingly big results, increased valuation, stronger culture, and a marketing message that resonates.
[00:01:07] Wendy Coulter: Today I have the guy hitting the buttons over in the corner. Joe, you guys haven't
[00:01:12] Liz Rossilli: Hello?
[00:01:13] Wendy Coulter: Yes. Haven't heard him much on the show in the past. Um, but he's joining us today, um, to just add his flavor to the show and be my, my partner in crime. So, hi Joe.
[00:01:26] Joe Woolworth: Hello. Excited to be here. Thank you.
[00:01:27] Wendy Coulter: So today we're going to dive deep into the Hummingbird Effect with one of my friends in business.
[00:01:33] Liz Rose, silly with sales savvy. She's a sales coach, consultant, and speaker who really loves to help her clients celebrate the wins. I've got this cute, celebrate the Wins poster up on the wall in my office. Which keeps me motivated in my sales cycles at Hummingbird. Um, Liz and I first connected, I believe, I think I have this right, many years ago when you were selling swag to marketing directors in the pharmaceutical and healthcare space.
[00:02:01] Um, she's a powerhouse networker and we farm. We formed a small group of professionals who would get together and help each other with our businesses. Um, fast forward today. She is all things sales training, guiding clients with process list building and accountability building teams. Um, so today we're going to chat with Liz about how she has seen the Hummingbird effect in action as seemingly small innovations lead to those big wins.
[00:02:29] Liz, welcome to the show. Thank you. I'm so happy to be here with you today. I'm excited to have you here. Um, so I wanna cover some fun facts first about Liz. So I have one. Um, I know that, um, you love your clothes, shoes, and bags just like I do. So that would be my fun fact. Um, and Liz and I have some similar tastes 'cause we were in an airport.
[00:02:52] And she went and picked up this gorgeous blouse, um, when we were traveling with the Carrie Chamber. And I was upset 'cause you got to it first. But it's been really fun to travel with you, um, with the Chamber and continue our relationship. Um, there now that you're serving on the board there. Um, and I think I'm the one who convinced you.
[00:03:16] Liz Rossilli: You are the one when I said at first, I don't think so. You're like, no. Yes. And so you convinced me to join the board and I pretty much do whatever Wendy tells me to do with the board. Like, you have to go to this event. You have to come to.
[00:03:30] Nashville. I'm like, okay. Wendy says I have to go. And so she knows. I listen to what she says.
[00:03:36] Wendy Coulter: It's so much fun and it's great to see you thriving as a board member at the Carey Chamber. I just love that. Um, you're adding so much value with your small business, um, series that you're doing for. Um, small business owners and it's great to see that like come to fruition within the Chamber.
[00:03:56] Um, the chamber was always about small business, but I think you've really elevated that program. Yeah, so thank you for doing that. I
[00:04:02] Liz Rossilli: didn't realize how much it needed. I needed that, like the voice for small businesses, so. Now, two years in a row, I brought in the most new members. Yay. For the membership drive.
[00:04:13] So, um, yeah, a rock star. I'll have to keep that that going next year too. Well,
[00:04:18] Wendy Coulter: and that just kind of ties into you being this amazing, um, salesperson. Why don't you tell us about yourself a little bit and your business journey and talk to me, I know I've heard part of the story about your dad and. Um, how you kind of got into sales at a young age.
[00:04:38] Liz Rossilli: Yeah, so my dad was a entrepreneur and an inventor, and we always thought he was a little crazy down in the basement or in the garage tinkering and building things and trying new coming to come up with the latest new product. But he invented, when I was in college, he invented a product called Cape Cod Polish, which is a metal polishing cloth that works on silver brass every metal.
[00:05:05] It took him seven years to invent it, to create it, and it was one of those things where he used to have an antique lighting store, so I would spend my summers polishing brass lamps. Wow. And yeah, I knew every product on the market and it was, I. Messy and smelled bad and all the things, and we had to use all different products and it was just gross.
[00:05:27] And he said there has to be a better way. And so he went and researched at the Boston Public Library every Monday the patents of other products. And then he created Cape Co Polish. And so when I graduated college, I ran the office for a few years and then decided I wanna get outta the office and wanted to go have some fun.
[00:05:47] So I started cold calling on hardware stores when I was about 24. My brother had been doing it for a couple years and it seemed like a great life, just, you know, traveling. And so I started selling and it, that's where I fell in love with sales because that, you know, it's that fear of like doing it, getting out of the car, like walking into a hardware store and asking to talk to the manager.
[00:06:11] Um, as a young woman traveling by myself, it seems crazy. Now, I probably would never let my daughter do what I did with no cell phones and no. GPS, but um, and I just walked in and when I could get the demo and when you feel like everything you say is the right thing to say and they're nodding and they're, you can tell they're interested and getting excited about it, that adrenaline rush you get when they say yes was just like infectious.
[00:06:40] And so I just, that made me fall in love with sales. And so from that day forward, I have. Done many, many different sales jobs, but, um, whatever I try to do in another form, I end up back in sales. So, um, and I thought over the years that everyone loves sales. Um, and during Covid I had been selling promotional products and then, um, had to pivot a little bit and started helping some of my friends with their businesses and figure out how to pivot during covid and.
[00:07:12] Was kind of pushed to be like, this is what you need to be doing. You need to be helping other people. And I, I didn't realize that it, like what comes so naturally to me from all my experience did not come naturally to other people. So I love being able to help with the prospecting and the outreach and the.
[00:07:29] All things sales.
[00:07:31] Wendy Coulter: Well, I know you've helped me in so many different ways over the years, um, and I think it's really cool to hear you say that you were kind of scared of it in the beginning. Um, I think there is a fear that comes, you know, with sales no matter how long you do it. I mean, I'm like you, I was selling shoes in dad's shoe store at a really young age, like as a little child.
[00:07:54] Mm-Hmm. Um, and. That probably, I don't remember a fear being around that necessarily, but I know when I started my business, it was just always, okay, I've got to do this. I've got to find the next thing. And if you're in business, I don't really, you know, even with some of the larger companies that Hummingbird works with some now, um, you know, the people who run the businesses own the businesses and are even in other departments other than the sales department have to be selling.
[00:08:22] I mean, in one way or another. It's kind of just part. Of the world we're in. And so, but I love that you use the word fear and it makes me know that it's okay because I'm still scared sometimes. No, I
[00:08:35] Liz Rossilli: am too. I mean, anytime, especially if you pick up the phone, the phone is like, you can't see the person on the other end.
[00:08:42] You know? Everyone feels like, I don't wanna bother them, I don't wanna interrupt them. And so I think the mindset, I, I always, I still have to tell myself to this day that, um. If I don't tell them, if I don't call them and tell them how I can help them, I can't help them. They're not gonna know. So if I don't tell them, they won't know.
[00:09:03] And that has that mindset. Just like saying that in my head helps me to then take that next step and pick up the phone.
[00:09:10] Wendy Coulter: That's great. That's great. Well, so we wanna talk about the Hummingbird Effect today and, um. I think, you know, the thing to remember, and I told you a little bit about this before the show with the Hummingbird Effect, is it's about how these small things can have a big impact in another area that's kind of unexpected.
[00:09:33] And so I'd just love to hear if you can kinda share a specific instance where a seemingly small change in something that you did. Marketing, branding, or sales. Um, strategic. Maybe Mm-Hmm. Um, in it, in your case, led to a significant or positive outcome in like, another area of business?
[00:09:56] Liz Rossilli: Yeah. I, I will talk about one client that I worked with when I was, um, a sales consultant who, um, was just struggling and just so stuck in her business and just wasn't getting any momentum.
[00:10:09] And, um, I just said to her, I said, well. You know, talk to me like, like you're talking to a potential client, like what you do. And she couldn't tell me what she was gonna do for them. Like she did, she didn't have that plan. The pack, like what the package was, what they were gonna get. She didn't have that clear in her head.
[00:10:32] And so we sat down and we took like an hour and kind of wrote out what the actual like. Physical what, how long each meeting was gonna be, what they were gonna go over. And like at the end it was like this aha moment where I could just see her whole demeanor change and like she got excited to reach out to people.
[00:10:53] Her confidence went way up and it was just like by just talking through. You know, when she just, I think so many people in business, they're not clear on, on those, all those specifics and people can't buy if they're confused. I. And so it was just this awesome like, like I can't even tell you how it was like this light around her happened of just like she sat up straight, like she just seemed it was amazing.
[00:11:22] So that was a huge, I think just talking through what it was that she did really helped her.
[00:11:29] Wendy Coulter: That's awesome. That's awesome. She gained some confidence as the result of a sales strategy, right? Yeah. Yes. Or a business strategy. Yeah. That sounds almost like you went deeper. Um, so talk about, um, how that change was implemented.
[00:11:48] Like have you seen the results of that now for her,
[00:11:52] Liz Rossilli: even just in her like social media, like I. And I won't say use the word forced, but. I strongly recommended that she get on video, on social media and talk about what she does and, and, um, and just her confidence. And then once she was clear on what she was going to offer, she was able to reach out to so many more people.
[00:12:16] So her business just really grew after that, which was just so great to see.
[00:12:21] Wendy Coulter: That's awesome. Well, and it sounds like that's measurable for her too. Yes. Which is, which is really good. That's the great thing about. You being a sales consultant is the measurable is pretty easy to find in what you do, right?
[00:12:34] Yes. Yes. Do you have another example of something like that? Um,
[00:12:37] Liz Rossilli: I will say that, yeah. One of my favorite, when I was selling promotional products back in the. Nineties when I used to sell the only farm, only GlaxoSmithKline, um, I, they were getting ready to launch a product and he was gonna be ordering a million pens.
[00:12:52] Wow. And I wanted this order, you know, and so everyone at the time was doing the B wide body pen. And, and, and I was, and um, he was like pushing me, saying like, I want this pen. And I knew that my competitors would all be coming in with that pen. So I brought in a different pen. And I just faced it so he couldn't see the logo on it, so it was facing me.
[00:13:16] And so all he saw was the pen. And I put the big pen next to it and I said, do you want, like, this will be the, the drug name. This will be your pen compared to ev, the pen that everyone else has, you know, and just like, just flipping it around so he couldn't see the logo. And just saying like, do you wanna be like everyone else or do you wanna have your own?
[00:13:37] Branded pen, you know, and so just that little, and it was something I didn't plan to do until I was in that meeting, but. I was like left there, like just, and I got the order, you know, for a million pens. So that was a look at how that
[00:13:51] Wendy Coulter: ultimately led to a success for you, right? Yes. That's amazing. And then
[00:13:55] Liz Rossilli: it was like known as the, you know, as his pen, you know, compared to the same pen that everyone else did.
[00:14:01] That brings me to like creativity and innovation when it comes to the hummingbird effect. Um, I think we hear the word innovation. I was actually with a client, um, last week and. We were using one of, um, one of the people in the room was using the word innovation to describe the company. Um, and this is not a tech company at all.
[00:14:56] Wendy Coulter: And the marketing director was like, I don't really think we're that innovative. But I think like those little things like that are innovations. When you come up with an idea that something different, something creative, that's, that's an innovation. Um, and that's what the Hummingbird Effect really is too, is these really small innovations that lead to something big.
[00:15:21] Um, and for him, I think it might have really opened his eyes to how to differentiate, which is an even bigger. Like marketing strategy is just through a, this little pen. Mm-Hmm. This one tactic. You were able to kind of open up his eyes to the idea of being different. I think that's huge. Um, did you ever get feedback from him?
[00:15:48] Like, did you get other orders? Did he let you be creative going forward?
[00:15:52] Liz Rossilli: Well, there was a million of those pens out there then, so I would see them sometimes and be like, there's my pen, you know? And I, and I was just very proud of. Thinking outside the box and doing it a little differently instead of trying to fit in and, and just go in on price and try to go 2 cents less than everyone else to get that order.
[00:16:11] I just wanted it to be unique and different. So I think, um, yeah, so I think that's true where the innovation and. Just try, I always try to look at things from a different angle than the, than the norm and see, like, comment in at it and say, okay, if ev, if this is how everyone's doing it, how can we do it a little differently to make a bigger impact?
[00:16:32] I.
[00:16:33] Wendy Coulter: So talk a little bit about maybe some different strategies or even tactics that you've seen in sales, you know, like packaging up a, a program, right? Mm-Hmm. But what are some other things that you've seen in sales that are small things that people can do? Um, to kind of move the needle because I know for me it's like a continuous struggle.
[00:16:58] I've been doing sales for 30 years. Yeah. And I still am like, oh my gosh, I'm gonna pick up the phone and I'm gonna call this company and I'm gonna get this voicemail tree today and I'm not gonna be able to get to a directory where I can actually put in a person's name. And this is so hard and it can really like wear you down.
[00:17:17] Um, so talk about like some small things that maybe people can do in their sales, um, kind of cycle that help get you through that, that can help lead to, you know, more confidence and bigger things.
[00:17:31] Liz Rossilli: Yeah. I think that there's, you know, a, people have this negative feeling when they feel, hear the word, um, sales, you know, I have to do sales and.
[00:17:42] Um, and I think it doesn't have to be that way. And I tell people that it's really about just sharing your passion is what sales is. That's selling, is sharing your passion. And so I think that first of all, I compare it to like, if someone's applying for a job and there's someone who the, the hiring manager.
[00:18:03] Already knows them. Maybe they're, you know, it's someone's, someone in their, in their network or someone's kid who's in their, but there's some connection already, right? Compared to someone just sending in an application. So if you just send an email to somebody, like there is no attachment to that at all.
[00:18:23] But if you have somehow gotten so that they get to know you even just a little bit. So I always tell people to start with their existing network. Um, and you don't have to be always trying to get out there and get all new people. Like we have people in our network that either know people or could be potential clients themselves.
[00:18:44] Um, so I think that's a really. Important thing lately since COVID people have been focusing so much on social media, 'cause at the time that was the only way we could be growing our business and getting the word out that they haven't come back to realize that, you know, that's not the only way now so.
[00:19:04] Doing little things like sending a handwritten note. I mean, it seems like so basic and like, oh yeah. But think of how many people actually do it and what you feel like when you receive that note too. Right. Um, and like the phone, I talk about the phone all the time. Like if you send an email to someone they can't see.
[00:19:25] They can't feel your passion. They can't hear it in an email, and how many emails do we get? And you just fly through them compared to if you pick up the phone and even if you have to leave a voicemail, you can still share your passion and they'll hear it on the voicemail compared to, um, compared to an email or just a social media post or something.
[00:19:45] So I believe in you are always the face of your brand. So being out there and. And showing who you are is going to really, I think, help your brand. But I always tell people like, if you're afraid of the phone, think about your comp, your competitors picking up the phone and they're probably not. So if you wanna stand out, pick up the phone and just, but don't do it to just be like, oh, I made my 10 calls like.
[00:20:12] You have to make them, you have to make sure you're calling the right people and have the list, like a good, solid list of people that are truly your prospects. But I think that can really, really have a big impact.
[00:20:25] Wendy Coulter: Um, talk about that a little bit and how you've seen the difference between someone who has just.
[00:20:33] Just calls a list versus a list of good prospects. 'cause I think, I think you and I have talked about that recently and how important that is. Yeah.
[00:20:41] Liz Rossilli: Someone, one of my, someone I talked to, a, a client had bought a list, you know, and had like 500 or a thousand companies on this list. They're like, oh, I have a list.
[00:20:52] I'm like. What does that list mean to you? It means nothing. You don't know who anyone is on that list and, and how do you know they're really qualified compared to like going through and there's so many resources out there now to really hone in. I, I feel like a lot of companies are. People are tired of hearing like, who's your target market?
[00:21:13] But, but truly knowing who your target is and like niching down as much as possible to say, my target is companies that have between 25 and 50 employees and are, you know, this size and, and, um, here's their values that line up with my values and just the more, and that they live and they work in Raleigh.
[00:21:35] Like, or what, or pick a place and just. Really start there and then you can expand out from there. But the more specific you can be, you can do research on them, you can use LinkedIn, you can use, um, some of the resources. You can Google, you can look at their website and really get information. Have they written an article lately?
[00:21:54] What can you, so when you call, you have more information than just their name and their phone number.
[00:22:01] Wendy Coulter: Right. Well, and you gave me great advice. I was. You know, I've, I've worked on lists on and off different ways and, um, I think you're tied to branding and culture, um, that led us to, you know, talk about that.
[00:22:17] Best places to Work list. Mm-Hmm. That's been a great key for me because. I can relate to those people. Like I'm trying to build a great workforce and so I can relate to other people who are part of a great workforce. And that culture piece is part of branding is a great tie. I usually can get a conversation going really easily with that.
[00:22:37] Mm-Hmm. Um, and so that has been really good and I mean honestly like talk about a hummingbird effect, just a little tiny piece of advice from you and I, I. Feel like I'm on a, a great track with a new list. And that's been, that's been pretty, pretty cool. Especially when, let's see, I won't say the company, but, but when a marketing director at a pretty large company actually does answer the phone.
[00:23:05] Yes. Which was, um, a bit surprising. I hadn't done calls in a really long time just because it does get frustrating, but when someone actually answers the phone and has a great conversation with you and is. Is attentive and listens. Um, it does, it gives you this adrenaline rush. It's a great feeling. So that's such
[00:23:22] Liz Rossilli: a big win.
[00:23:23] I say if a human answers the phone, like put a star up, that's a win, you know?
[00:23:28] Wendy Coulter: Okay. I'll put the star up on my poster when I go back to the office. Um, so talk to me about, um, any other, any other stories around Hummingbird Effect you can think of.
[00:23:41] Liz Rossilli: I will use the one, talk about the one when I started, how I started my consulting company.
[00:23:47] 'cause I think that is, um, a pretty remarkable story. So, um, there is a local person named Wyn Port. I don't know if you know him, but he, we met on a, I think I would
[00:24:00] Wendy Coulter: know that name if I knew
[00:24:01] Liz Rossilli: him. Yes. And he's an amazing person, but I met him during Covid on, we're on a panel together. Um, for some nonprofit that we were just speaking on Zoom 'cause that's all everyone had.
[00:24:14] And I decided to just, there was something about him on the call and I, so I reached out to him, connected on LinkedIn. We scheduled a one-to-one, we had this great call and then he said to me, I was telling him about my history and my story and I was still selling promotional products and he said. We're gonna start a, um, a YouTube channel together.
[00:24:36] And I was like, okay. And, and, and so he is like, you need to come up with a name and it's gonna be all about, like, he called him, my dad's name was Bill, so he called him Bill iss. We talked about Bill ISS and your history and sales. And so I was like, okay. So we, every two weeks we created, it was called Say Selling Success.
[00:24:56] And we got on YouTube every two weeks. No one ever. Watched it, but we made them every two weeks for two years. We made these, these videos together where we didn't plan. He just asked me questions and he's really great at like taking what you say and listening and then like, sounds better when it comes out of his mouth, I think.
[00:25:15] But after two years and within that time, about a year in or a year and a half, I started my sales consulting company and. And after two years he is like, we're done. He said, we're done, we're stopping. And I said, okay. I just enjoy talking to him so much. But what he was doing was he was showing me how much I knew about sales because I thought everyone.
[00:25:38] That not what I knew was nothing special. Right? And so what he was doing was showing me how much I knew, building my confidence. And because of that, um, YouTube channel that no one watched, um, I had the confidence to go ahead and put myself out there and start my sales consulting company.
[00:25:55] Wendy Coulter: So are, have you thought about like optimizing the YouTube channel and actually promoting the bill iss?
[00:26:02] I don't in your business today and getting some people to watch this,
[00:26:06] Liz Rossilli: maybe I could re I don't know. It was just kind of this, one of these things that, it was just like an exercise that he was like giving me this gif, you know? That's so, you know, and so. Yeah, it was amazing. And so
[00:26:18] Wendy Coulter: what's your favorite Bism?
[00:26:19] I want to hear that, right. My,
[00:26:21] Liz Rossilli: my dad and I still tell people this today, that he would say to me, we would, we worked in the office together all the time and, and there was no roadmap. You know, when you're, when you're. When you're, when you're creating a new company, there's, there's nothing to really follow.
[00:26:37] You're just trial and error. Right. And there was, this was, computers were just starting, so there was no software, there was no, like, we used to advertise in the New York, in the um. In the New York Times magazine or something and people would call and when they called, there was no database of like, you type in their zip code and it tells them where to buy it as we were growing.
[00:26:59] So I used to have to make Microsoft Word lists and then every time we got a new account, I had to add them and then reprint out the list. And I had a binder with every state and I would have to go through and look up. Um, so there was just always trial and error and I would get frustrated sometimes and.
[00:27:16] Things wouldn't work. Right. And he would say to me, he would always say, if it was easy, everyone would do it. And I still hear him, he's passed away. And I hear him in my head saying that if it was easy, everyone would do it. And that's what kind of makes me, you know, keeps me going when things are hard to be like, yeah, this isn't for everyone.
[00:27:36] This is not, this is hard and that's okay. And, and I'm gonna figure it out. That's great. That's great. If it was easy,
[00:27:44] Wendy Coulter: everyone would do it. Yeah. Mm-Hmm. Yeah. Very good. , how do you think in today's environment, um, people can stay kind of nimble and so what are some trends that you see that kind of help people adjust as that environment changes?
[00:28:04] I know CRNs have come to play in sales, like. Talk through some of those kinds of changes you've seen and and how that plays in?
[00:28:12] Liz Rossilli: Yeah, I think there's, so, I mean, I think you can get so caught up in the latest and the greatest and like in the, you know, shiny object and the squirrel, whatever you wanna call it.
[00:28:22] But I try to say, keep it, you know, keep it simple. And like the selling techniques that. That were around 30 years ago, still work now. And it's really about building relationships. So for me, I do a lot of networking, but it's about, you know, intentional net networking. You can't just go to everything and just meet people and then say, oh, if they're interested, they'll call me.
[00:28:48] You know? So I think that's what people do is they just collect business cards and then they're like, oh, I had some good conversations. So they'll call if they. If they wanna do business with me. And that's just not how it works, right? So being intentional and follow up is probably the most important thing that I can share, is that you have to follow up and you can't just follow up one time and then wait a month and follow up a month later.
[00:29:13] 'cause they're not gonna remember that you followed up the month before. So, um, so I would say consistent follow up and doing it in an intentional like, creative ways to, to show them that you're not just, oh, here's my list. I'm just gonna check the boxes and move on. You know, like building true relationships.
[00:29:33] That's, that's what sales is, is just relationships.
[00:29:37] Wendy Coulter: Yeah. Yeah. That's what it goes. It all goes back to kind of that I. That basic thing that I saw in Dad's shoe store and you saw when you went out to sell for your dad that just getting to know people, right? Yes. And for them to
[00:29:51] Liz Rossilli: trust you that you, you know, they Right.
[00:29:53] I mean, my brother and I were like the most, you know, I was, he was 26, looked like he was 16 and I was 24. And, and just, you know, us like, first of all, they're not used to seeing someone walking into the store, you know, trying to. China up copper pipes or something in there, or I've gone out in the, I had to go out in the parking lot and do someone's, the rims on their car.
[00:30:14] Car. Yeah. Like I, I didn't care. I polished whatever they wanted me to, you know, to get the sale what you need
[00:30:20] Wendy Coulter: polished.
[00:30:21] Liz Rossilli: But I think it's just like putting yourself out there like that and then, and them trusting you. Yeah.
[00:30:28] Wendy Coulter: I think you should dig back out the YouTube channel. That actually sounds really cool to me.
[00:30:33] I might be interested in listening to it. What'd you think, Joe? You wanna help Our reproduce, our YouTube channel?
[00:30:38] Joe Woolworth: Yeah. Are you just, are you just sometimes people are like the old stuff. They're a little embarrassed of it. Are you a little embarrassed of
[00:30:44] Liz Rossilli: it? I don't think so. I have, I, I should be, before I answer, I should probably watch a few of them because I don't remember.
[00:30:49] I had, I made us little shirts though. We had white shirts that said selling success on it, and he would do like the. Little, you know, the YouTube banner to go on top and stuff, so I should probably pull them up and look, but
[00:31:02] Wendy Coulter: I think you should. No, but it was
[00:31:03] Liz Rossilli: just. Like talking sales,
[00:31:05] Wendy Coulter: like you could, you could make it, um, you know, something that you just hit on social media like once a month.
[00:31:12] Like look at theism. Yeah. Just to use it as just to edit it. Edit, edit them down. Well, and you said it built your confidence and so there's probably some nuggets in there. True. That you haven't come back. True. Yes. And looked at, that's very cool. That's very cool. Well, I really appreciate you coming in today and sharing some of your stories about the Hummingbird Effect.
[00:31:34] Um, thank you so much for your time. We all have a limited time. I love spending it with you. Absolutely. So thank you for that. And thank you for all the listeners out there for joining us today. Joining. And now it's time for you to go out and find your hummingbird effect and remember.
[00:31:51] Liz Rossilli: If it was easy, everyone would do
[00:31:53] Wendy Coulter: it. That's right. Thank you, Liz. Thank you.
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