Sales Expert Shelby Sapp: The Simple Sales Framework You Can Use in Work, Money, and Relationships (Follow THIS Method to FINALLY Get The Life You Deserve)

This is an iHart podcast. Guaranteed human. Everybody thinks that sales is a job when it's a skill set. Sales is a way to have better relationships, better friendships. The way that you talk to yourself in your own mind. Sales to me is freedom. I fully heartedly believe that if you teach anybody sales, she'll never go broke again. Hey everyone, welcome back to On Purpose. Today I'm joined by Shelby Sap, entrepreneur, sales leader and founder. Shelby went from door to door hustling to building a powerful online movement, using social media to help thousands of people gain real sales skills, confidence and financial independence. Today she's sharing why the skills that helped her succeed in sales can help you communicate better, build trust, and create the life that you've always wanted. Whether you work in sales or not, this episode is for you. If you want to know how to negotiate better and persuade people, this episode is for you. And if you want to know how sales skills could transform the entirety of your life, this episode is for you. Please welcome to On Purpose. Shelby Sap. Shelby, it's great to have you here. I know, I'm so grateful to be here. This is amazing. Thank you. Well, ever since I discovered your content, I remember messaging you and just thinking, I can't believe we weren't taught sales in school. Oh, it's ridiculous. I can't believe how many mistakes we make in our life because we're bad at sales. And I just think if everyone had better sales skills, as I said earlier, whether you work in sales or you don't, I feel like our whole life is sales. We're constantly pitching. We're constantly presenting. We're constantly trying to communicate our ideas to people. All of those things are sales, right? So I want to hear in your words, whether someone's in sales or not, why is it important to have sales skills? So everybody thinks that sales is a job when it's a skill set. And yeah, you can monetize that skill set very well, but sales is a way to have better relationships, better friendships, the way that you talk to yourself in your own mind. Like you can roll your own objections that tell you, "I'm not good enough. I don't deserve this." To make you really believe that you do deserve a better life in every single aspect. So sales to me is freedom because I fully heartedly believe that if you teach anybody and specifically a woman's sales, she'll never go broke again for the rest of her life. There's always something to sell. Your stuff, other companies, and not only just the money side, but also, you know, it changes your friendships. It changes your relationships in every facet of your life. It allows you to gain control because you have to have, if you want to be good at sales, you have to develop a figure it out mentality. Like you just have to figure it out. Your mentality is like, if somebody tells me no, that's fine. Everybody's going to tell me no. I'm just going to go, no, no, no, no, no, until I get my S. And that kind of a mentality that sales has to teach you, it will make you successful no matter what you do. Yeah, I don't have a sales job, but the amount of things I constantly have to pitch, share, communicate, it's unbelievable just how every area of our life is a sales job without even thinking about it. One thing you just said really resonated with me, I've never heard it put like that. You said that we even have to sell ourselves in our own mind to ourselves. Talk to me a bit about that because I've never had someone say that. Right. So rolling objections in sales is like the scariest thing that everybody's like, oh my gosh, I have to turn a no into a yes or a negative into a positive. But when you roll other people's objections and when you really fight for somebody to transform their life, whether that's in your own business that you sell, or whether you're selling somebody else's offer, you learn how to fight for other people and then you replicate it in your own mind. So everybody goes through the same thoughts of, you know, this is too risky or I should stay safe, or I'm not good enough, or, you know, these limiting beliefs, but you have to tell yourself, okay, I'm feeling that fear, I'm feeling that kind of hesitation, that's negative energy. I need to turn it into positive energy in order to move forward. So you can roll your own objections, which is like, I'm not good enough. And then it's like, I totally hear you calming, easing. Can I challenge that belief? That's what I always say to people. Whenever I roll objections, it's always, I hear you, but can I challenge that belief for a second? And then you challenge that own belief with somebody else, but also with yourself if you need it too. And it's how you just reframe your brain into, okay, I'm inputting something that's negative, but I'm going to feel that I'm going to roll that objection, reframing it and output something positive. Yeah. And I love that acknowledgement that the feeling's real and the fear is there, but how do we challenge it? And I think you're so right that most of us, if our mind says something, we just believe it to be true. Exactly. If your mind says you're not good enough, you're like, yeah, I guess I'm not good enough. Exactly. Or your mind says, no, people like you don't get to places like that. Your mind says, yeah, that's probably true. And we give up, talk to me about what are the three sales skills that we can use everywhere in our life to get everything we want. Knowing somebody's leverage, okay, you can set in sales. You can sell the same thing 10 different ways. Tell me about that. Okay, for example, if I am selling a fitness program, okay, I'm going to close, I'm a closer on a fitness offer. I can sell to somebody who wants to lose weight. I can sell to somebody who wants to gain weight. I can sell to somebody who has some health problems in an urgent need right now. And I can sell to somebody for prevention, for just overall health. So there's a bunch of different ways that you can sell things. So if you try to sell the same thing the same way to different types of people, you're only going to get those specific people that the leverage was built. So what your job is is to identify the specific leverage. And by leverage, I mean pain points. So different people have different pain points and what's going to motivate them in order to make a buying decision. So to kind of like back up, you need to understand somebody's leverage points and what they specifically want and what will change their day to day life by making a decision. And once you find the leverage points, that's the problem. The solution is whatever you're selling them. Right. Or you know, whether that be a promotion, whether that be, you know, your boyfriend rolling objections with him, whether that be, literally anything. The world is problem and solution. And if you can build enough value around people's pain points, there you go. You can solve anything. So that's the fast skill. What are the other two? So leverage and then building value. So if you can provide value to people, you will never be broke again. But you can also just unlock so many different relationships because you can build value with people. So value looks like you insert their pain points, which is what they want solved. But then you not only provide them a solution and just reading off what's included or, you know, how you're solving it. I call it sell this is will not the stake because nobody cares about what you're selling. They care about what it does for them on a day to day basis. So that's the solution part. Then we get into the third, which is I call it the kiss method, but it's keeping it simple, stupid. Life will get so much better for you. If you understand that people don't necessarily say no to you because they don't want it or they don't, you know, want you around them or whatever. It's because you're not clear. You know, so if you make your ask clear to where somebody knows exactly when I hand over my credit card or exactly when I give this person this promotion or exactly when I give you this job. I know exactly what's going to happen. You give them clarity. And then the fourth thing is just ask you never get anything done if you don't ask for it. Like I created a career off of being annoying. Literally like selling people you have to be a little annoying. Growing a business you have to be a little annoying content. You have to be a little annoying. But those people that step out of the box and just accept that being annoying or maybe a little pushy or just a little out there delusional. That is what's going to put you in their rooms that you didn't really think you deserve. But the plot twists is you do deserve it because you asked for it. Tell me about the people and I want to speak to the skeptics or the cynical people who are like, if I'm talking to people's pain points then I'm manipulating them. I'm taking advantage of them. What's the difference between ethical sales and doing it properly and then taking advantage of other people or manipulating them? How would you talk about the difference? For sure. So everybody thinks that sales is manipulation but it's actually emotional leadership. So what I mean by that is when you are selling somebody that's a qualified buyer, which means they're somewhat interested in what you have to offer. They are here talking to you because they have a problem that they need solved. So it is your duty to if they don't solve their problem, if they don't, you didn't do your job, you didn't help them. So what helps with this is actually selling something that you believe in. And so if what you're selling is yourself, like on a job interview or talking to a friend or your boyfriend, you have to believe in your worth. That's a big thing. But again, if you're selling something, you have to believe in the worth of what you're selling because that comes off in the conviction of your voice. And sales is 80% the conviction of your voice and the energy that you have when you're talking about your product. Like I always say, people buy your eyes and the way that you have passion coming through when you're talking about something. So at the end of the day, it's only manipulation if you don't believe that you can actually help this person. But when you really step into emotional leadership where you're leading people through kind of a hard decision, do I buy something? Do I not? Do I change my life? Do I get a new job? Do I join this fitness program or whatever? You are helping people make a better decision for them in the long run. And if you do it right, they'll be thanking you. So it's very fulfilling. Yeah, absolutely. I'm thinking back to my first work experience when I was like 16 years old. My mom had asked for a favor from a family friend of ours to get me a job at this company at the business design center. This is a event space in England. And I worked at a company where we'd be selling event space to people for these big events. So there'd be an event about bikes and we'd have to call up all these bike companies and sell them stands. There was a car exhibition and we'd have to call up all these car companies. I knew nothing about sales. And I remember being trained to cold call. Like 300 people. Yeah. Okay, so what was your pitch? What was your cold call? I can't remember it. I can't remember it fully because I was 16 years old. Yeah. And I'd be on the phone and I remember just the amount of times I'd be like, "Hey, I'm Jay Shetty calling from the business design." I think we were called upper street events. I'm Jay Shetty calling from upper street events. They're the amount of people that just put the phone down immediately. And it's what you just said a few moments ago where you just had to get used to the fact. Now, the business design center was this beautiful event space. I really believed that it was a cool space to have events. It was one of the few places that really, like there were big fashion shows that took place. There was a really cool space. And it goes back to what you were saying that it took me time to get comfortable with failure and rejection. We get some conviction in my voice. And then finally get to a point where it was like, "You're going to be exhibited at the number one exhibition center in the UK." I believed it. Yeah, et cetera. And you learn from figuring out what's actually going to happen. And you're so right that if you don't reset the product, you can't just read a script. For sure. And I think that's where the energy goes wrong when you're just repeating a script but you don't believe in it. Well, you said something interesting. It's like people will just immediately put the phone down. Just, no, I'm not interested. Boom. A lot of people think that in sales you have to sell every single person. And when you get a no, that's an indicator that you're a bad sales rep, right? But in sales, you're talking to unqualified and qualified buyers. So a lot of the times, if you're talking to someone that's unqualified, that you shouldn't sweat it. Your job, if you are cold calling or doorknocking or doing any sort of cold approach, is just the way that I like to explain it, is you're almost sifting through the unqualified buyers. And you're more qualifying if they are worth your time. You're like, okay, you slam the door in my face. No problem. I'm one step closer to getting somebody that will listen to me or you hung up the phone super quick. Awesome. Thank you for not wasting my time because it would have drained my energy on somebody that I actually can help. So in life, in general, too, you will learn that not every single person is worth your time. And there's a difference between somebody that does and doesn't. It's unqualified buyers and qualified buyers. So there comes a point in life where you just get some sort of confidence because you know that life is a numbers game. Yeah, and absolutely. And I think the point going back to my manipulation point is that if someone doesn't want it, you're not trying to convince the person who already put the phone down on you. For sure. To pick the phone back up to convince them because you want to get a good target. Right. You're accepting the fact that this isn't the right person. They obviously don't need this or want this. And that's okay. Talk to me about what people you're in your 20s. What should people in their 20s be doing to have a great financial future? Oh my gosh. Okay. Couple of things. One, move out. You cannot change yourself if you are still tied to the perceptions that everybody else has around you. Like the people that you grew up with, they see you as your old version of yourself. So if you truly want like exponential quantum leap change of yourself, you need to almost kind of have a clean slate and not feel bad about you know presenting yourself a little differently or trying new things out. So I think you know old friends old family members even not that they're the problem, but it just makes it a lot easier when you do change your physical surroundings to also change yourself internally. I would also recommend when you do move by the most expensive gym membership sit in the sauna and talk to everybody. One connection can literally change your life and the amount of people that I've met just from talking to people in the elevator, you know sitting in the sauna and just being open, not having a frown on your face all day and being a little bit approachable. It will change your life and again it's a numbers game. You might have some weirdos, you might have some randos but that very few people that you do interact in a conversation with, you know keep them in your back pocket because your network is your network obviously. I would say user credit card like your debit card. I've been a big, you know, proponent of that invest every 20 cents to the dollar is a good one. I wish I knew that a long time ago because I was always just spend, spend, spend, but I would literally shake myself and be like and just throw it into the market. It doesn't matter. Put it all in Bitcoin, whatever. And then I would say learn a high income skill because you need to provide value in the marketplace if you want to get paid for it. So mine was obviously sales, but there's copywriting, tech, AI, content creation, whatever your skill is just hone in on it and be the best of the best and try to provide other people value because if you, if you become an irreplaceable asset, you'll never be replaced. And then the last thing, do the complete opposite of what everybody else around you is doing. If you look left and right and everybody's doing the same thing, do the opposite. If you want to have a different result, you need to do different things in order to have a different result. And then also be the best at whatever you're doing. So whether you are working as a barista, whether you're a server, whether you're a teacher, be the best, like take pride in your job because that's something that nobody can take away from you. And a lot of that effort and skill set that you're getting right now is going to translate to what you actually want to do in the future. You just might not see it right now. That is a great list. I love that list. I just like, I remember like working at a coffee shop. I was a barista. It was one of my first jobs. And I was the best barista ever. Like I was picking up every extra shift. I was door dashing on the side. Like I loved making money. And I knew it wasn't my forever job because I would look left and right and everybody was just showing up doing the bare minimum. Yeah. But I mean, maybe they were smarter because we were getting paid the same amount. But I think that sort of mentality where it's like you know you're a star. You know the job that you're in right now might just be a stepping stone. It's okay though because the skill sets and the work ethic that you have right now are going to pay you dividends throughout your whole life. So maybe you're getting paid the same amount as someone that's just showing up right now, but it's the work ethic that can never be taken away. Yeah, you're reminding me of, I don't know if you ever seen this tiktok called Mark L. Washington. No. So he used to work in subway. And he would sing to the customers as he would make their subway sound like. How cute. And people loved it. And that's how he got discovered. Someone filmed him, put it up on tiktok, got millions of views. And now he has all these followers. Now he's left subway. You know, I couldn't agree with you more. I always think if you can find a way to even make the job you hate. Attractive fun and be passionate about it. It's just a great skill in life. And it transforms everything. You talked about building high income skills, high value skills, which I wish was talked about in college. I wish it was talked about earlier in school. I feel like it's completely missed because you kind of get taught or at least I didn't want to teach you. It was like kind of be good at this. Kind of be good at this. Kind of be good at that. No one ever tells you like, hey, pick something and becoming credible at it and pick something that the world's actually going to value. How do you now that we've all left school, we're post college. How do you actually build a high income or high value skill? What does the process look like? Well, there's so much free content on social media. Like we literally live in an age where you know, there's multiple YouTube videos. I literally just filmed a six hour YouTube video going over every single part of the sales process. If you want to learn, we now live in an age where you can learn. You just have to do the thing that nobody's willing to do, which is sit down and learn and take notes and practice with yourself. Reach out to companies, you know, get some experience and climb the ladder just like that. So I would say learn from social media completely free. So many mentors right now will teach you anything. And then step number two is practice. And so when it comes to practicing, obviously we all have a dream job in our head, you know, I would love to sell for this person. I would love to be on this person sales team. But in the very beginning, you might need some data. You might need some experience. So I would challenge people to yeah, keep that dream job in your head. But more so like build your data, build your experience right now with amazing lead quality with, you know, just a good system. That way you can have something in your back pocket when you do go to pitch yourself for that dream job. Yeah, absolutely. I can agree with you more. I feel like there's so much free content out there. But it's so hard because I think we look at like 30 seconds of a real for sure. And a lot of this is sitting down for a few hours. Like I remember when I was first learning social media, I was spending three hours every Saturday and Sunday morning just studying. Like for hours and hours and hours for weeks on end three hours six hours a week on top of my day job. And I feel like if I hadn't done that, I would have understood social media the way I did and eventually became every day after work. And I had a full time job at the time. It became five hours a day after work sometimes up until two, three a.m. Just trying to learn and study only to go back to work next day. I think there's so much truth to that and it is all out there. What do you find is the biggest difference between people who have sales skills and people who don't mind set. It's your ability to give context to a negative in order to turn it into a positive in your own brain. What do I mean by that? So in sales sales people develop this skill set that makes them great, which is somebody slams the door in your face or hangs up on you. And you kind of tell yourself you're like, maybe she just got pulled over this morning and she's in a bad mood. Maybe he just got served divorce papers. Anyways, not my problem. I'm going to the next person. Even though it's probably isn't true. You're almost, I call it being a psycho because you literally have to be some sort of level of psychotic in order to feed yourself a little bit of lies to give context around rejection. That way you can take it a little bit easier because it's like they're not rejecting you. They're rejecting you know the time or what you're actually selling. But it's your ability to really just play mind games with yourself of saying, hey, maybe they just had a bad day. Anyways, I'm moving on to the next person because there is someone who wants to talk to me. Even though the last 10 people might have told you know, you still have to walk into every conversation expecting that yes. So that level of skill set that you get from sales. It trickles into everything into dating into like friendships into the way that you talk to yourself being able to handle rejection will get you anything in life. What's fascinating to me is how you need it to get promoted for sure you need it to convince. Like you said, potentially even a partner to know whether they're committing or not committing. You need it. Of course, if you run a sales job, let's walk through the sales process for people who are like, Shelby, I need this advice. I need everything you're selling right now. Yeah, for sure. Because I need to transform my life. What's the first step? So sales as a skill set, if you want to learn like 60 second sales masterclass right now, here it is. So the first thing that you need to do is to establish frame and ease tension. Because anytime you walk up to a person, their sales resistance is high. They're like, who are you? Why are you here? Why are you calling me? I feel a little weird. So a quick little compliment goes a long way. But also just getting straight to the point. People try building so much fake rapport and trying to be a friend at first when it just comes off a little fake because they know why you're here. You're trying to sell them. So quick little compliment something super easy and then just getting straight to the point. Hey, I'm busy. I want to be very tentative of your time as well as it cool if we just kind of jump right in start the sales process easy. Then we get into question based selling. So everybody thinks that you just start selling. You don't even know what you're going into yet. So question based selling is, you know, figuring out what somebody's leverage is figuring out those pain points. So like, what made you book a call? What are you going through? Take me through your day. What made you want to figure something out? Then you will gather a little bit of data. I call it gathering ammo that you're going to kind of put in your back pocket in order to sell on later. So once you get these pain points from this person, that's your problem. Then you go into the solution, which is obviously what you are selling. And it's very, you have to be very careful because what you are selling is different to every sort of person. So you take these specific leverage points and you plug and play with specific solutions that only solve these leverage points. Nothing else. Keep it super simple. And then you pitch the price. Very simple. And when you pitch price, when you initially close someone, it's all about your energy. If you are almost anticipating an objection or anticipating a no, it's going to come off in your energy and someone's going to give you an objection or tell you no, you know, the metaphor of the Starbucks cashier. So when you go up to Starbucks and you're ordering, you're like, medium vanilla ice latte or I guess, Grande vanilla ice latte, you go up to the window. What does the cashier rep do? He holds the apple pay thing in front of you. And he's like, okay, awesome. It's going to be $7. And he's like turning around doing something else. No option, no like weird vibes. He's just like, here, this is how much it is. Okay, awesome. And you're almost like scrambling around for your credit card. You're like, oh, sorry, I should have had that out. Here you go. That's the energy that you need when you pitch price and when you close people is, hey, you have these problems. Here's a clear game plan, a clear solution. And here's how much it's going to take in order to get you there. Like it's very simple. It's problem solution. And then I think what a lot of people forget to do is to solidify the sale, you know, because a lot of people will, you know, process a credit card and then just go straight to, you know, filling out paperwork or just acting like a robot and they stop actually connecting with this person. And meanwhile, after you like run somebody's credit card and after the initial close and they say, yes, now you need to even further connect with people. So a little trick I have is you can positively future pace someone, which is, I'm so excited for you to get started. And a lot of people like to text me when they hit their first 10 K months or when they lose their first four pounds or whatever you're selling. Would you mind keeping me in the loop for that transformation like I would love to be a part of your journey. Now somebody's like envisioning themselves not only following through with the process, achieving the transformation, but also they see you as more of like an accountability coach rather than just the frame of the sales rep. And they actually motivates them to for sure because they're like, oh, now that I've committed to this, I could actually make that change. And I've actually committed to the process that makes that happen. What's fascinating is that we're constantly being sold to, but we don't have sell everything you buy has been sold to you. And I feel like whether it's the clothes that you're wearing the coffee you drink, the coffee shop you go to the laptop that you use the phone that you carry like we're constantly being sold to. But we find sales so scary. No, for sure, I mean, even the videos that you watch on social media, somebody's selling you on why they are worth your time out of every other content creator that you could swipe to whenever you hit the follow button. Somebody sold you on why they should be on your for you page every day. Like I went to the taning salon yesterday. The most mean thing ever, just a simple taning salon. He sold me on a $200 tan package and I don't even live here, but I just loved his sales process and I love supporting other sales reps. Like when you learn sales, you just see life in a completely different way where when you get sold to you almost appreciate it. I feel you respect it. I love being sold to me too. I love being sold to like if someone's because I also know when it's not working. There are shops that I'll go into where I'm like ready to buy. Right. But then the experience is not great and then I won't buy. And then there are other shops where I'm like, I'm not sure if I want to spend any money today. And someone's really trying to sell to me and I'm like, I love this. For sure. Like they really great what they do. I respect it. Yeah, sales is all about like, you know, making someone feel important and listen to. And that's why women are so good at sales. It's because women all day. What do we do? We call our friends. We talk to our friends. We hype our friends up. That's literally sales. Sales is hyping people up into, you know, pushing them into this higher version of themselves and making them really believe that they can achieve a transformation if they're given the tools to do so. That's sales. That's what you're doing. Yeah. It's a whole new life when you learn how to sell. Yeah. Yeah. What's the, what's the best thing you've ever been sold? My pink to you, Agon. Okay. How did you, who sold it to you? How did that process go? So I was kind of a lay down for it. I'm not going to lie. But I saw videos on it. It was this girl car sales rep on social media. She's making videos of it. I get tagged in it a ton of times. I click on it. I'm like, oh, it's a cool car. I don't really need a new car right now. I'm driving an Arizona, which is where I'm from. I look to my right and it's in the freaking window. And I'm like, out of all places, there's only one car that existed in the whole United States. I'm like, it's an Arizona, like, what are the cases? So I go in there and the car sales rep. She shouts, she'll be, she's, she'll be. Hey, I've been to so many of your master classes. I love you. I follow you on everything. And I think that initial connection and rapport. And then when she was showing me the vehicle, obviously she let me test drive it. But she was also telling me like, you could use this for content. This car is your name written all over it. And then she sincere closed me, which was turning the know away from the client to the product. And she made me have to say no to her, which I couldn't. So the sincere closes just like, I know you're going to buy a car at some point. I'm going to sell this to someone. If it's not you, it's someone else, but I want you to have it. And I want to be the one to help you get this dream car. So. Wow. Are you still friends with that? Oh, yeah, she's awesome. Yeah, she's great. Yeah, that's amazing. Yeah. And it's, and obviously you're happy with the purchase, which makes it better. I think that's the part is like when you're not happy with the value that you received, you're like, I'll wait a minute. And you know, I've been to some fancy car spots trying to sell you some fancy cars. And they're not some of them. There's the technique that I read about. Talk to me about this, because I saw this on social media. And I've experienced it a few times. Okay. Where these fancy places try and make you feel less than so that you buy. Yes. Yes. I don't like that because it feels uncomfortable. So it is a real phenomenon. So I call it the Louis Vuitton sales technique. It's not specific to Louis Vuitton, but it was just a name I picked on. But yeah, so they won. They hire attractive sales reps. And two, they train those attractive sales reps to be a little bit dismissive to you when you're in the store. And this is a true thing because as a client, when you walk in and somebody's not all over you, hey, what are you in here for? What do you want? Oh, what did you see this jacket? You almost feel a little bit like you're trying to earn a sales reps time because you want to prove that you belong in the store. And so what are they doing? Well, it's actually pretty smart. Even though I would say that's slightly manipulative. But what they're doing at smart is they know their brand has weight. And so they know kind of the feeling that they have with the brand and that they are so, you know, up there and sophisticated. So they make you assign yourself to feel like you deserve to be with the brand. How do they do that? By buying a bag. So you almost feel like, you know, when a sales rep does come up to you. Oh, I promise you I have money. Like I am a buyer and then makes you want to buy more things. Yeah. And it's sad that we fall for that. Right. I think a lot of this. Would you say that people will actually spend more mindfully if they understood sales 100% don't we about that? So when you learn sales, you understand the sales reps perspective. So you're a little bit more cognizant of the techniques that they're using. And so if it's something you actually want and the sales reps amazing makes you want to buy more stuff because you're like, okay, I respect the game. I appreciate it and I do want this. Let's do it. But when it's something that you don't really want or maybe it's something you do want, but a sales rep is being rude to you or trying to make you feel less than you understand the tactics and the way that they're approaching the sale and you're like, how would you do that? You know, I wanted this. I am a buyer, but the way that you're being dismissive or the way that you're just trying to hard turns me off. And so sales is all about like push and pull. And so a buyer's brain will literally turn off when you try to sell too hard or when you try to use these cringy pushy aggressive tactics because in their brain, it's like, if you have to try so hard, obviously what I'm getting sold is not that valuable because why would you have to try so hard. So in fact, the pull method actually works a little bit better, which is when sales reps kind of take a step back and they're like, well, I mean, I don't know if you need this right now. Like tell me about what you're going through and we can kind of figure it out together. Yeah. Where do you think confidence comes from? You're so confident. You talk about this idea of being able to turn it on, like, you know, just switch on. And how do people access that? Because I think so many people today feel like a smaller version of themselves. We shrink, we get shy, we get scared. Like you said, just before you're about to say the amount you kind of hesitate because you're scared about it. And it's not you do believe in the product. You do care about what you're doing, but you always kind of care about the other person. Where does that confidence come from? Everybody thinks that you have confidence and then you do big things when it's flip flopped. You do big things. You put yourself out there. You're scared. And then you build confidence. Like I know I look like this girl that's super confident, all these things, whatever. But when I first started, that was literally so opposite from the case. Like I had so much anxiety. I could not talk to people or someone would ask me, you know, how's your day going? And I would stutter and think about it for the next like five to seven business days. Like I literally hated it. I was just insecure. And I didn't do enough big things in order to have something to be confident about. So someone told me, you know, sales will make you confident. I got into sales. I got literally doors slammed in my face. Cops called on me, the neighborhood watch, like name it. But going through experiences like that. And going through what I call the suck and coming out on the other side. You know, with monetary things to show, but also confidence, that kind of data points, those kinds of data points that you have where you can say, I deserve to be confident because I did this, this and this. I deserve to be confident because I got told no 10 times in a row in the 11th said yes. Now I'm more confident that every other person I talk to, if they say, no, that's fine. I'm going to go get somebody else to say yes. Yeah, it's doing hard things for sure. Yeah, absolutely. It's do I couldn't agree more everyone always thinks you somehow feel confident in your mind. And then you take action. And it's completely opposite way around your spot on it's take action. Do uncomfortable things do hard things. Do big things. Do scary things. And then all of a sudden confidence comes to you. Right. And because you have evidence, you have proof. Exactly. Well, you have a list of things that like, hey, I did all these things and it's not the external achievement. It's the fact that you put yourself in that position, whether it was getting rejecter 10 times moving out your house, going out there and taking on a job you never did being out of your comfort zone. Like all of that builds confidence. And you know when someone's sitting there and going like, show me I want to be better at sales, I get you, but like, I just don't know how to start. What would you say to that person who says I don't know how to stop? I would say you don't have to. You don't have to know how to start. You just have to do it. And by do it, I mean you need to learn everything that you possibly can. And again, good for you. It's all on social media. It's right on your phone. But the number two is start and know that you're going to suck. Like half of confidence is knowing that it's going to suck in the beginning. And you need to know that you are going to get rejected. You're going to mess up. But plot twist is if you do that enough time and if you get enough reps in that's how you build true confidence. So it's not the whole fake it till you make it. But I mean, kind of. It's like you have to believe you are the best. And then with enough data, like you kind of just said, you can truly, truly know that you are the best when you can look back at your experience. Yeah. We found some questions in social media that we think would be good. So I want to hear you take on this. What's something people struggling with money, think is smart, but actually keeps them broke. Spending money on networking events. I should be pro networking right now. So I have a very kind of controversial, but specific take on networking. So I think, you know, majority of people that show up to random networking events. I'm talking the ones that are just random cocktail hours, random people in your city. A lot of the people that show up to those networking events are looking for people external to cling on to because they don't have anything to offer. So I want you instead of to focus all of your energy on networking because I used to be the same. What rooms can I get into who can help me with this? Like look into yourself first build up your skill set first figure out a way to provide real value to other people and become someone that other people want to network with. Like I was always the girl dying to be in group chats with people like you or people like my business partners or people like you know that I am currently in group chats with right now. I was dying to be in those. But you need to figure out a way to be someone that other people are dying to be in a group chat with. So instead of focusing too much on putting your energy out into how do I figure out these other people. Put that energy into yourself and when you truly have something going for you or you truly solve people's problems. The right people will reach out to you because people that are worth networking for don't spend every day at different cocktail hours just trying to help people for fun. It's just not reality but that's different from specified networking which is if you have a purpose of going to it you know if you're a real estate professional and you're going to a real estate event amazing if you are a closer and you're going to a closer event amazing a life coach going to a life coach event amazing. But I think the general networking cocktail hours are just a waste of time money and energy that you should be putting into yourself. Yeah I love the idea that your reputation precedes you in the sense of and I think people often get confused that you have to have some big brand for that. My friend started his content creator journey more recently. He has like 6000 followers but the video content he's creating is so high quality that people are introducing into people because his level of research his communication skills. It's only a matter of time before he gets to 100,000 followers and a million and whatever else it may be but right now I think people often think oh yeah but shall we have a million followers for someone to notice me. No. It's like no you could have 5000 followers maybe 10,000 but because of the content you're creating and the way you're communicating people will looking and be like oh you're the stylist that comes from a mind you're the coach that comes from a mind you're the car salesperson who comes from a mind like you don't have to have many things. You're the person who's going to have millions of followers for someone to notice you and I think that's a really important part as well. And I think a big thing too you need to be what we call the pattern interrupt. So in sales a pattern interrupt means someone that breaks the pattern because 99% of sales people sound the same. They sound like robots. So if you want a different result than every other salesperson that gets denied you need to do something different. A.K.A break the pattern of the cringy sales rep pitches that people here but in life you need to break the pattern you need to be different and do different things than everybody else in order to stand out like your friend who made you know the most high quality videos he was probably a lot different than everybody else who's just putting mass amount of videos out there to where somebody recognized that. Absolutely. Yeah, he's really thought about it. It's very specific and so people in that specific niche are paying attention to even though he's not got because he's an expert exactly exactly he's actually good at what he's doing. It's absolutely. Okay, what's the biggest this is another one. Okay, what's the biggest mindset difference between someone making $50,000 and someone making $500,000. A year or a month. That's a show of the question right there. Let's start with a year. I would say exactly that. I would say the $50,000 a month person thinks that they're on top of the world and that you know that's all there is to live and I think the $500,000 a month person knows that you're uncapped. There is no cap on what you can do in this world. None. And I think that's the biggest thing that sales teaches you is you eat what you kill. There's no floor, right? But that's also so freeing because there's no ceiling. Genuinely, if you want to make more money, you just talk to more people and close more deals. Like that should excite you. That should be like, oh my gosh, there's all of this money to make in the world. And there's proof of so many people making so much money. Why not me? That was my biggest thing. I always like heard of these people on social media making so much money. And I'm like, you? You like that. I'm not like, if you can do it, I can do it. And I think that blind level of optimism is what somebody making $500,000 a year or a month has because they stepped outside of the scope and the realm of reality. And they truly just said, I'm not playing by everybody else's rules. I'm doing my own thing or I'm doing my own thing on the side or I'm going to pull myself out of this because I know that I can do it. So for example, if you're talking in years perspective, I think the $50,000 a year type of person just sees money as a side thing or they see, you know, they are not the business. They're working for someone. Versus the $500,000 a year person, they know that they are the business and they know that whatever they do in this life, it will turn to gold because they are good. So that's why you need high income skills in order to be that person that you can step into anything and produce. Yeah. And I think the truth is that high income skill matters even when you're an employee. Because if you have a high income skill, that person never wants to lose you. And therefore they're going to keep investing in you and keep giving you promotions and raises because they know they can't live without you. Even if you're not an entrepreneur, if you're a part of someone's team and you have a high income skill and you add lots of value to that place, people are never ever going to take a risk. I mean, you're an employer. I'm an employer. I don't want to lose not best people. Like I would never take that risk. Replacing people sucks. It's so hard. Yeah, we find someone who's really amazing what they do. You want to pour into them. Exactly. Yeah, you want to invest in them. You want them to grow with you. You're excited about it just as you are in in love in one sense. Where it's like, yeah, I want to see what we could achieve together. Exactly. But I think that goes back to like the person who's making $50,000 a year and is completely fine with that. They just see it as a job. And they won't go above and beyond versus the person that maybe their paycheck doesn't reflect $500,000 a year. But they believe that they are in a $500,000 a year opportunity if they act like it. And so when you go above and beyond, people notice that. So every single ounce of hard work that you put into yourself right now, maybe it might not benefit you now, but it will benefit you dividends in the future. It's just you have to put it in in order to get it out. Absolutely. Great answers. All right. If someone wants to go from making a hundred K to 300 K in one year, what's the year? Yeah. What's the 30 60 90 day plan from 100 K to 300 K in one year. Are they working for someone or working for themselves? Let's do both examples. So let's do somebody's working for someone and then let's do somebody's working for themselves. Someone who's working for someone. So I would say that you need to job hop. You're never going to have, you know, a $200,000 raise into in three years, like it's just not going to happen. So the way that you would do it is you would go to different employers and you would kind of like pin them between each other. So the company that you're working for now versus another one, right. You go to their competitor or somebody in a different niche. And you show them the value that you provided for the other company because you have data points behind it. For example, I helped X company grow to X revenue in X amount of time. Given these tools, but I feel like I can go even farther given these right tools. Let me the ability in order to do it. I would job hop if you are in a company. I think it's very sound advice actually. For sure. Yeah. But if you are on your own. If you want to go from 100 to 300, the very first thing is mindset because 300,000 dollars a year. That's a completely different mindset that then somebody making just 100. So you need to, I would say, be the best and get paid to be the best. That's how you're going to do it. But also look at scaling yourself. If you're on business, you know, create many means of you or higher and please, which is hard, you know, going from 100 to 300 trusting other people to do the quality work that you do. But you need to hire superstars. Pay them very well. And the time that you get back from hiring other people and duplicating them work on growing your business, growing different avenues of it. And then I would also say content plays into both of them. I think content can amplify anything you do. If you work in a job, you can make content around that to where other companies want to hire you because you now have value as distribution because of your content because you're selling yourself through your content. And if you own your own business, I don't have to explain that content will help no matter what you are pushing in your content. Yeah, I think that's really sound advice for both of them. I think you're spot on that you're not going to suddenly catapult inside of an organization that much. And if you are running your own thing, it's what you said earlier as well. Sometimes you have to triple your output. Like you will have to find ways to, if you're trying to go from 100 to 300 K, that means you've got to look at how many people you've sold to, how many customers or clients you have, you're going to have to find a way of tripling your failure rate. Because that's going to get you that same success rate. That could mean more people. It could mean more hours yourself as well. Right. So like a good example is like you don't have to start a business in order to be on your own and do 300,000 dollars a year. There are so many side hustle type jobs that you can do without taking a risk, you know, of starting your own business, pouring a ton of money into it. And also without posting content. What are the examples of jobs are there in sales that you think giving people opportunity to really take their finances into their control. So door to door sales is where I started out. And it's amazing. You will have the, you will walk out with the best sales skill set. Because you're in person, you're getting rejected to your face. It is more gritty. It is more rejection based because you are the first person they see and you're also closing the deal. You have to be outside and you know, 100 degree every single day. It's, you know, not the best for lifestyle wise. But if you're young, like a college person, I would definitely think about door to door sales. There's also insurance sales. I would say that's good if you want to recruit. They make a lot of their money from recruiting other people to do it. There's also med sales, tech sales, marketing agencies have sales teams. There's software sales. There's a bunch of different sales history. I would just urge people to think about what their lifestyle is and what would be best according to your lifestyle. So there's, you know, the gritty in person, you know, grind sales like door to door and insurance. But then there's also the more corporate, which is like office job type sales. Where you work for a larger company, you have quotas, you have minimums, all these things. But then there's freelance sales, which is like setting and closing. And this is where you are your own closing business. And you can talk to someone for 30 minutes and they want to buy you get a commission off of it. If people can make this much money in sales, why is it everyone doing it? One, because it's a limiting belief that you have to do the right thing in life in order to have success. Like people brainwash you from a young age that you need to go to school for 16 years. You know, go to college, get, you know, a general education degree. Then you get into the workforce, which is a general job because you have general education. And then you're working a job because you have debt to pay off, let alone being, you know, maybe you don't even get to get a job where you might be replaced by AI soon. So a lot of people think that that's like the normal path. But I think people are kind of starting to get more keen to the idea of doing other things. But then I would also say it's mindset. Sales has taught me that 80% of people's mindsets just suck. They're very self limiting. Like a lot of people won't even put themselves in the position to do something on their own because they're afraid that they're not going to be able to do it. And so that mindset itself is proof that you won't be able to do it. So that's when I say you have to change the mindset first before you actually do it. And then also rejection. People aren't, you know, used to getting told no nowadays. It's very, you know, instant gratification. If you want to look something up, you can have it on your phone right then. If you want to order something, it's at your door in two days. Sales is a game that you play over a long period of time because in the very beginning, you're putting so much hard work into it. But you're still building the skill set. So you might not see it reflected in your paychecks for a couple days, maybe, you know, a week or two. But at some point, all of the work that you did in the beginning will compound results for you over time. But you have to go through that period of the suck. Yeah. What are the mindsets you're seeing that are holding women back especially? They don't believe that they deserve to do something different. And that can get deep. And no one will come out and say, you know, I don't believe that I'm, you know, can do this. But it's on a more subconscious level where people do not believe that they could achieve something. Maybe it's because of what their friends tell them or what their boyfriend tells them. Or, you know, maybe you got fired from your last couple of jobs, like you can focus on negative data points in order to pull a negative story. But what you need to do is you need to pull the positive data points, even if there's only a few, but focus on the positive data points of your life that pushes a positive story of, no, no, I do deserve this. And I deserve this because of all of the data points that I can look back at. So everything that happens to you in your life, if you're wanting more like tangible advice from this, everything that happens in your life, not just in sales, just life, you can pull a negative story from it or you can pull a positive story from it. Focus on the positive data points in order to believe a positive story. Yeah. Yeah. I always say everyone can tell two stories of their life. For sure. They could be like, I got all these opportunities, my life changed, I'm at the love of my life, like looking where it is now or at the same time and it's equally true. You could say, this person screwed me over, this person tried to sue me, this person, whatever it may be. For sure. And both are true, both happen. Oh, for sure. But it's like, which one am I going to focus on? And even some of the most, you know, horrific things that have happened in my life are very scary. I always think to myself right then and there, this is going to be a great story to tell my kids one day. Or there's going to be something great that I'm going to be able to talk about on a podcast or on stage. Yeah. You know, so everything that you go through, you have to believe that it is not happening to you, it's happening for you. And maybe it's a negative in the moment, but it could be a positive in the future. And this is not, you know, something big like getting sued or getting broken up with. It could be you're driving on the freeway and you miss your exit. Yeah. You know, it's, oh, I miss my exit. I'm so stupid. I'm going to be late. People are going to hate me. I always do this. No, it's, hey, I miss my exit. Thank God, because maybe I would have gotten into a car crash or gotten pulled over. But because I miss that exit, now I'm just going to add on two more minutes to my time. I'd rather take two minutes of redirection than, you know, what could have happened. Shelby, we wanted to put your cells skills to the test in the room. Okay. So I'm going to ask you to sell a few things to me. And I'm also doing research for myself. Okay. So the first thing I'm going to ask you to sell to me is my and my wife's tea. This is ours. Okay. She grabbed the drink. And so I'd love for you to sell this to me so that we can learn how to sell it better. Okay. Try it for me. Oh, yeah. Okay. What do you think? It's very tasty. Okay. Why would you even want? What is this an energy drink? It's calming drink, like it's a balancing drink. Okay. And what does it do for you? It helps you de-stress your mind. It helps you bring back your body into regulation. It helps calm you. Okay. When do you crack one of these open? When do you need that? I probably open it midday. Like probably like my midday picked me up or like around 3, 4 pm when you start hearing that. It's got enough caffeine in it as the amount of natural amount in tea. Okay. Oh, well. So it's not energy. It's not like 200 milligrams of caffeine. It's like like 24, 25. I saw somewhere, you know, tea reminds you of talking with your mom or something. Yeah. Yeah. Yeah. So tea was when I used to get back from school, my mom would sit me down and she'd pour me a cup of tea. But it would be like a hot cup of tea. Okay. And she'd ask me how my day was. And so like every day that was our ritual. She was super busy. But that was a moment that we sat down together and had that moment. Okay. So tomorrow comes around like 3, 4 when you have your little crash. If you don't have one of these, what are you doing? I'm like, well, it'll be something unhealthy. Like this is only 5. This is only what is it? It's 5 calories and 0 grams of sugar. Right. I would usually have reached for something sugary to push sugar into my body. Lots of caffeine. I try and stay off of refined sugars. Okay. So caffeine and heavy sugars. And when you do that, what's the result? Less energy, less motivation. Like, you know, it's like you feel like you've been in the gym all week, but what's the point? Right. Because you're just like putting rubbish into your body. Maybe more sugar spikes and then low moods and down points. Okay. So what does that like mean for you though? If you're not able to show up with the energy or with, you know, knowing that what you're putting in your body isn't necessarily the best. Like what does the crash actually mean if you were to go through that tomorrow? I mean, in one sense, you could argue that it's like, it is whatever it is. But I think I really appreciate being alert all the time, being focused and making sure that my snacks are not unhealthy. Right. You don't want to live a life that just is whatever it is. You want to live a life where you're at your best. Yeah. Exactly. So that's kind of what I'm getting at is it's not about, you know, this is an energy drink or, you know, adapt, an adaptogenic tea. It's about the result that it can have for you on a day to day basis. When someone like you, you need to be on, right? So my question to you is if you tomorrow could show up your best self for podcasts for your work, for your clients, what would that be worth to you to show up as the best version of yourself? Probably everything. Yeah. Absolutely. Okay. Well, I'm not asking for everything I'm just asking for five bucks. There you go. That was really good. Thank you. I love how personally it was. Yeah. So it's, and I'm glad that we did that because I want a lot of people to understand selling something the wrong thing to do would have been, okay, awesome. Jay. So this is obviously the canned super pretty. I'm reading that it has 150 milligrams of this. It's manufactured here. It is the best quality drink that you could have right now by it. Yeah. I didn't know what I was walking into in this context. I don't know anything about your day to day life. I don't know anything about what you would substitute if you didn't do this. And I didn't know obviously this is going to give you energy, but it's what that energy does for you, which in your case prevents crashes when you're trying to show up as your best self. So you really need to step back and gather context and ask questions. That's literally all sales is. It's what I just did. It's just asking questions about what somebody actually wants. And if it fits into it and I knew exactly when it fit into it because you said, you know, I would crash and I don't want to crash when I'm trying to run like a high level lifestyle, right, when I'm running a business having family, right. So that's what people buys. They don't buy what it is. They buy the transformation. So your job, a couple of different steps is one, be the pattern interrupt, which is instead of getting straight to selling. Just ask, have a conversation. And then it's figure out the leverage points, which I did that by asking you questions. Then it's provide value and provide a clear solution, which is this. And then it's also, you know, anchoring someone before you price drop. So what did I ask? I said, what would that be worth to you? It'd probably be worth everything, right? To show up as your best self. Well, I'm not asking for everything. I'm just asking for five bucks. And so it makes it a little bit more attainable. Yeah, it's such a good demonstration. Let's do that with something that I know less about. I want people to see that. So like maybe you got a pen. Oh, yeah. Yeah, there you go. Okay. Hopefully someone's not chewed on that. Not me. Not me. Is this the only pen you have around you? Do you want to make me do me every pen you have? Can I go find the right one? We did it with a product that I know a lot about. Right. And obviously you want, right? Obviously you want this product, right? No, no, no, no, but I think the way you. I still think what you did was brilliant. I'm just saying it would be good to. Oh, I know. Yeah, yeah, yeah, yeah. Yeah. Okay. Do you have any other pens in the room or is this it? That's it. Okay. Is that bad? Do you want nicer one? This is fine. Okay. This is every pen though, right? There's no other hiding? No, no, no. Okay, awesome. Step number one, create a need. No, no, no, no, no. But let's see. That's good. That's funny. Do you want paper? I don't want you to have to write one. No, no, no, no. This is fine. I want to play TikTok, too. If you win, I'll then owe you $100. Okay. If you lose, nothing happens. And I just give you all your pens back. Okay. The only trick is. Where's your pen? I don't have one. Well, I'm selling all of these pens for $5 each. I will let you choose. Basically, $5 entry fee in order to only have an upside in order to win $100. Which one would you like the right other one? Oh, that should be good. Obviously, this is a joke. Yeah. You guys are right. So it's obviously a joke. But what it is is it's another concept of a pattern interrupt. Yeah. And sometimes when you're selling something, you know, people expect you just to try to sell a pen. When that's the whole trick. So the whole trick of is. And I'll show you a little bit of a more tangible way to sell a pen after this. But the trick with the time old to sell me this pen is. Everybody wants you just to start selling the pen. Right? All this pen is so amazing. It's all black, monochrome, signature engraving right here. It never runs out of ink. Like it'll look nice on your desk. Like nobody cares about your pen. Right? Like literally nobody cares. So what you would do is you would one like break the pen. And literally nobody cares. So what you would do is you would one like break the pattern, be different. What I just did is obviously a little bit of a joke. But it is different. Yeah. And then number two with this is I'm selling an experience. Yeah. I'm like, hey, play me. The upside is all literally right now Venmo you a hundred bucks. Yeah. But the entry fee I created in need by gathering all your pens even in the other room. Yeah. The entry fee is five dollars. Yeah. Do you want to play or not? Well, obviously someone would probably take a five dollars to get a hundred dollars. And then the other thing is too like. Like if you just create something that's clear, super simple, a lot of people try to over complicate the sales process, it's just problem solution. Yeah. Your problem was, you know, you probably wanted to play, but you didn't have any pens. Yeah. And my solution was giving you back one of your pens. So the right way to actually sell the pen now. Right. If anybody ever asks someone that's watching, how do you sell the pen? It's a trick to see if you are a trained sales rep. So don't do this. This is just a joke. Right? So what I'm going to do is you would hold the pen and you would be like, I mean, why would you even want a pen? Like, what do you do for work? Yeah. What do you do for work? I have a podcast. I write books. And I coach people. Okay. Do you write books? Probably on a laptop though, right? Yeah. Everything's online. So what would you even use a pen for? Yeah, barely use a pen. Maybe randomly to sign checks, but like very rarely. Oh, to sign checks. Very rarely because now it's docu-sign and. For sure. Yeah. So take me through signing a check. Is that someone's paycheck or is that to pay for something or. Maybe it's like to pay for something, but like so rare. I can't even remember the last time I did it. And it's always one of those things where it's like, you don't need a pen until you need a pen, right? Yeah, exactly. Or maybe I do do a while on the phone. Yeah. Sometimes I'm just like, you know, playing around with someone where you're trying to write down notes. Sometimes, yeah. I'm still writing down notes. Yeah, by hand probably. Okay. So somebody calls you up and they give you amazing tangible advice for your podcast or your next book. And in that moment, you don't want to go on your notes app because you're trying to like stay focused, stay concerned, right? You reach over for a pen. Kind of like how we just did it. And this guy pops up. Yeah. It looks like this. Yeah, I go on that thing. How do you feel writing down million dollar advice with this pen? Probably not the best, right? Yeah, it's not great because I'm thinking someone's. Someone in the office is too dumb. Two-way on the right. Do you want to take down million dollar advice with a 50 cent Sharpie pen that's been chewed on? Probably not, right? Probably not, yeah. But then this pen is on your table instead. You know, instead of that one reaching for it, maybe has gum on it because it's been in the bottom of the backpack. Instead, this pen always stays on your office. No matter what, even though you'll probably never use it because everything's on a docu-sign, but when you do need it, it'll be right there. It's not about the pen. It's about peace of mind. Yeah. When that one person does call you, you won't be frantic trying to search for another pen. It'll just be right there, and you can just write down all the advice. So I would sell, basically, your leverage point was, I don't need a pen, but I could. Right? I don't really use it. So I did the leverage of insurance. You know, it's like, you might not need one tomorrow, but when you do need one, you're gonna really need one. And you want to have the peace of mind that it will be there. So what did I do? So I asked questions in order to understand context of what you do for work, why you would even want it. What the scenario would be if you had a pen that you didn't like versus a pen that you loved and just looked at it and felt super confident about writing that next book or writing somebody's advice down or signing someone's paycheck is a big deal as well. Hiring someone for impressions matter. So you kind of extrapolate whatever you are selling from like the actual object and you broaden it out into something that somebody actually cares about, which for you, it's peace of mind in order to be prepared at every point in time. Yeah. What's impressive is that no point did you sell me the pen? No, none. Like at no point where you like look at the color, look at it will make you didn't even try and sell me the prestige of it. No. Like you weren't like, oh, if you hold this pen, everyone's gonna think you're fat because I don't care about that. Right. Because nobody cares and it's so interesting because I think we're constantly trying to think we know what the other person wants. So like if someone like me walks into wherever you're assuming I want to be certain things or for sure, if someone sees you walking and they assume that, oh well, Shelby's character profile must be this, this, this. I don't know like until I talk to you. There are so many times and this is actually my biggest pet peeve when I'm getting sold is somebody will look at you and make a stereotype out of it. It's like I walk into a car dealership and people think, I don't know what I'm talking about. They think that daddy's just gonna swipe, you know, I'm gonna use my dad's credit card to buy some vehicle or you know, they can charge me a bunch because I know nothing about the sales process. When in reality, if a sales rep instead of making assumptions, just stopped and just asked, you would actually get to know people and then you can help them through simple problem and solution. That's why everybody thinks sales is manipulation and trying to push things on people. It's not. It's literally just taking a step back asking questions, getting to know somebody. And if it works, then you can plug and play your solution and empower them in order to make a decision that will genuinely change their life. When you're actually in practice with it, like when you see it, like what you were just doing, you're like, yeah, what no point did I feel forced? At no point did I feel like, and if I said to you, no, I never use a pen. I don't need it at all. You probably would be like, okay, awesome. You're not qualified. Yeah, great. Exactly. And I think that's partly as well where it's like, yeah, if I would have closed the conversation, whereas I was actually thinking. I mean, I probably rolled that objection a couple times. Yeah, yeah, I do see. When somebody gives you like straight off the bat, not interested, what they're doing is it's called a brush off objection. It's not a true objection. What do you mean you're not interested? You haven't even like seen what we have to offer. So it's, I wouldn't say that, but that's what I'm thinking, right? Obviously, they're not interested, but they're not interested in the time spent with you rather than what you have to offer. So when they brush you off, you brush it right back off. No, for sure, I'll just take two seconds out of your day to talk about XYZ. You literally just keep going. And if somebody is a qualified buyer, they will take the time to actually talk to you and you can roll that objection into more time, which then you can sell. Can I have a drink of that one? Of course. Yeah, of course you can. Do you like that flavor? Would you like another? I think it's a blue one that you gave me. Yeah, the peach one or I thought it was blue. Was it blue? Yeah, peach. Oh no, we have a, we don't have any blueberry anymore. I don't think it was blue, but it was like some berry. It was a raspberry or cherry lime. It was raspberry. Should we get you that one? I think this will be good. Okay, if you want that one, I can get you that one. But they're really good. Thank you. You're the best. Do they not have caffeine in them? They do have caffeine with the same amount of cup of tea. So there is caffeine in it. But it's a natural amount. That's a decaf wonder. Oh, yeah. You want one with caffeine in that? So we need to get you the raspberry one. That's one of that has, that's the one that has caffeine in it. Okay, okay. I'm like, oh, nevermind. You're a caffeine Andy. Okay, okay. That's cool. Yeah. Alright, so we're going to test you on the objections. You got to know them. Okay. The first one is it's too expensive. So a lot of people think that you know, you're comparing a price versus nothing, right? But the price is what you pay today. The cost is what you pay years down the line and you don't solve the issue. So you said your business is bleeding $15,000 a month revenue, right? Yeah. So you don't just like walk away and just, you know, pay nothing. It's actually comparing, you know, a $5,000 solution to your problem versus a cost of, you know, 60 grand down the line over a couple of months. So which one are you more comfortable paying the price for the cost? Right. Yeah. It's a good one. You just reframed it. Yeah, yeah. And it is good because half the time that person hasn't done that refram either. All right. I need some time to think about it. Do you need quantity of time or quality of time? Quality. It's like I really need to like digest what you've told me today. Yeah. I'm glad you said that. A lot of people think they just need quantity of time, which is, you know, a couple days, weeks, whatever. But few people actually understand which I'm glad you do that you need quality time, which is the quality of information that's in front of you. But also quality time to sit down and make a well thought out decision, right? I'm literally the same way, but like I said, we have 20 minutes left of intentional time on this call. You're busy. I know as soon as you shut this laptop off, it's like you got kids. You got to run the business all the things. So we have 20 minutes left of intentional time. And I've got all of the information right here in front of us in order to make a well decision. I need to chat with my wife. And you will. You're either going to come to her though with a problem or a solution. You know, a problem of, hey, honey, I really want to do this. But I don't know if I should end that or, hey, honey, I found somebody that can really help me solve my problem that I've been wanting. I really trust it. And I thank you for your support, which one do you think would go over better with your wife? Probably the solution, right? Also another one I love for that. And I've never talked about this either is the flip flop. So for example, if somebody tells me, you know, I need to talk to my husband or my wife. I just be like, no problem. Can I challenge that? Yeah. Okay, awesome. So if instead instead of it being me and you talking, what if it was me and your wife? You know, when she came to me and she's saying, I'm going through this, this and that. And I finally found someone that I think can solve my problem. And I really want to do it. But I want to check with my husband first. Would you support her in making that decision? Yeah. You probably would, right? So is it fair to say that she'd probably support you in the same way that you support her? Right. And this works really well if you're talking to a woman. You know, if you're talking to a woman, you're talking to a woman, you're talking to a woman. And then you're like, you know, I'm going through this. for you right now. No for sure and I'll just make it easier for you because you know the bandwidth to think about things over a long period of time by yourself it just that's how stress gets created right. So I'll just clear that up for you. So when you say you don't have the time you know to think about it into process bandwidth a lot of people think that they need to be in a situation where they have every single ounce of intentional time but in fact the best decisions are made in the gray area. Some of the best companies were started in the recession it's because while everybody else is moving forward you need to be the person that maybe takes a step back but while everybody else is sleeping you need to be the person that makes a decision in order to get better. So what do you want to be right now? Someone that just follows along with what everybody else is doing or someone that actually moves forward when everybody else is kind of just moving along because are you going to wait for life to happen to you or are you going to make your life happen for you right now? And sometimes people may even take them but I still need time but you've helped them think about in a different way. So I always start every objection with I hear you can I challenge that thought because it allows you to separate the objection from you. I'm not saying can I challenge you? You know it's not me versus you it's like hey can I challenge that thinking for a second? And it's like a lot of people think this but it's actually this will help you get one step closer to your goal. Yeah I love that. These were some other things that came in from social people of things they're struggling with. So how should this moving away from the objections? How should someone approach a conversation to ask for a raise? Ooh so step number one is you have to have some sort of experience behind you and some sort of numbers in order to deserve a raise. You can't just get hired the first day and ask for a raise or you can't be the worst employee ever and ask for a raise. So you have to have a reason to ask for a raise. So that means be the best at your job right? Have some sort of reason in order to ask for a raise. Then when you ask for a raise have other competitors data in order to compare to. So for example if I want to ask for a raise from you I would go to one of your competitors and say hey I've been working for Jay Shetty for a while we've done X amount of revenue with him. What is the offer that you have for me? Then I would take it back to you and I would say hey Jay I love working for you and I'm really sold on the long game with you. Like I want to grow with this company and I want to stay here but I need to make it make sense for me just on a monetary standpoint because I have other competitors such as this guy and this guy offering me a little bit more. So I want to stay with you that's why I want to have this conversation be you know grounded with it but I just need it to make a little bit more sense on the financial side in order to grow with you long term. So even if you don't believe that you're going to be with this company long term you need to sell the long game and sell the vision to your employer because like you said that's the leverage point that an employer has is they want to invest in people for the long game. So hey I want to be here for a long time but in order for me to put all of my resources here I need a little bit back because other people are recognizing my value and I'm not saying you don't but I need it to make it make a little bit more sense for me. What about if someone's if someone's going to interview with the company what are the top three things they need to show numbers what you've done for the company I would say audit what you can do better and have a mathematical easy game plan way to show what you can do with the company given the raise. So you can't just ask for a raise just because you deserve it corporate America does not like entitlement right but people will pay you if they think there's an upside. So this is creating value right it's hey if you pay me $20,000 more I'm going to generate $800,000 a year more for the company and I'm willing to do this this and this for it. It's just like in sales you can't drop the price when negotiating with someone for no reason right you need to actually have a reason and justify a price drop in order to not sound salesy right. So data and then also like have a clear game plan and you want to make it super easy for someone to say yes to you and say hey if I give this girl a promotion this is exactly what we're going to get for her. Okay awesome let's do it. Yeah how do you deal with it when you don't get what you want and what's the right response. Never burn the bridge that's a very good question that not a lot of people talk about you never burn the bridge because a no isn't a no forever it could be just maybe later it could be you know a little bit of insight to where you need to improve a couple things and then re ask again when you have more leverage there so just know that a no isn't forever it's just not right now. Yeah I think yeah I think it comes back to what we've been talking about this whole conversation where it's like when you deal with rejection badly it starts to affect everything because then you're like you know it could go in multiple ways you're like shrinking yourself you're moods a bit dull you're not walking in with that smiling with that confidence that you had and all of a sudden it's affecting everything. Yeah for sure. It's crazy how quickly we kind of shut the door on ourselves what about if you're going to interview for a job for the first time. So what an interview is looking for when you're interviewing for a job. Right so they're looking for people that are bought and on the long term vision exactly but also they're looking for people that ask really good questions that show that you kind of know what you're doing through the questions that you ask. So for example if you want to become a remote closer and you get on an interview with someone and they're like so what made you apply and you're like I just really want to make more money I just want sales experience what is that that's all about me nobody cares about what you want right they care about what you can do for them in the context of the situation so it's you know instead of oh I really want to make money but it's hey I've been following ex creator or ex mentor for so long I have this sales background and I would I've been closing for other offers right but I would love to close for her offer because I have true conviction in what she's selling and I want to help you guys grow your business so it's all about making the game plan clear but also using the leverage points of the other person not yourself. Yeah absolutely yeah I think the amount of people that interview these days and they don't have that it's entitlement it's yeah the answer is just it shocks you sometimes you're like like someone I've interviewed people and they've said things to me like yeah I just didn't like what I was doing right and it's like and I'm like cool like that's fair like I get it I've not liked some jobs that I have but like you don't want to be here you you want to come off as someone that is ready to do the most ready to go above and beyond and doesn't just see it as a position because from an employer's perspective we don't want someone who just wants to show up and do the bare minimum yeah we want someone who sees the value so much in themselves and takes pride in their work and is bought in on the long-term vision so if you embody that you should be good to go for an interview and asking questions that relate to you know the business you know what's your guys' close rate what's your guys' lead flow like tell me about the offer when you make the interviewer sell themselves on why you should work for them yeah you want that in that sales it's taking a step back and saying well I mean I'm interviewing for a few positions but I just wanted to know a little bit more about how you guys do this what your process is like what it would look like if I did get hired what your salaries like and then I can come back to you with a decision yeah and I think I think there's a lot of tests of your worth too like for example if you're going to be confident enough to say I've got these offers and I'm doing that you better back it up because that person may also just go yeah good for you like right we don't need you either and I feel like sometimes if it's if it's all a story then it doesn't always play well like I find like even like I do a lot of corporate coaching work that's where most of our coaching is in me working with large organizations and I have there's a few experiences of the first of my other experiments when I first began this was like maybe I don't know like 10 years ago maybe even 12 years ago before before the brand and yeah so maybe even longer and I remember being in an office and I asked all the questions and before I was about to give my solution to their problem I realized that my solution did solve their problem and so I was going yeah yeah I just need to be like all right great thank you and I walked down like thank you so much like I just want to be honest with you I don't think I have what you need but really grateful and I hope we can keep this conversation open fast forward five years from that point I went back and saw a really great contract to this client because they could see the honesty too like where I was eight I was happy to be like guys you know what actually I don't have anything you need but I will come back exactly and that's ethical sales because you can sell someone and then walk away from the conversation and both of you guys don't feel good about it and that doesn't do any good at all so it's like when you sell someone or when you apply for an interview and you are really trying to sell yourself do you genuinely believe that you can provide this business value because that doesn't just come off in the words that you say that comes off in your energy and I'm sure you could feel like when you kind of felt like oh I might not be ready for this right now your energy was probably like oh wait I don't know what I got right into but that's why you really need to build the data points in order to have conviction yourself or whatever you're selling in order to show up that way and like energetically be like I'm here I deserve this like let's go cancel all the other interviews because I'm your person and until then I like how you just kept the bridge open you burn it and it worked out and I've had that with so many things that we're doing right now where I got rejected from something seven years ago and this year it will become one of the most exciting parts of our business and it's like there's just seven years of relearning patience figuring it out for sure developing new skills and I just think that long game is so healthy for everyone to always play because your current employer may write your reference one day your current employer may be end up being one of your biggest clients for sure like you just have no idea like I worked at a company called Accenture and Accenture was a place that invited me back to do so many keynotes when my career took off but if I hadn't had a good relationship with them for sure you burn it to your point of burning again well then that wouldn't have been the case exactly and I feel like there's too much short-sightedness now because we think there's lots of opportunities but at the top everyone knows each other exactly but I think what you're saying is exactly what someone listening should take away from it which is it's not a yes or a no it's a yes or a lesson and so sometimes the lessons are more valuable than if you got that contractor you got that client years ago because the lesson taught you to never walk into a situation like that again and so sometimes that lesson can be way more valuable than getting what you want in the moment Couple more of these before we go to the final five this one's great what's the right way to talk about your strengths without overselling or apologizing so I like to sprinkle in you can call them testimonials are like subtle ways to flex right I subtly threw it in there but then extrapolated a lesson from it that pertains to the other person because people don't care about your flex they care about what your flex can do for them so you can use it but use it as a lesson in order to provide value to somebody else ego just always is such a turn off like I don't know I generally just I struggle so much when someone I feel is ego-tistical and the way I think about the difference between confidence and ego is evidence and reflection so it's like if someone can give me evidence and they can reflect on the evidence to prove that it's real experience now it doesn't feel like a name drop doesn't feel like a number drop which just feels like it's it's a bit distasteful I hate when people name drop it's my least favorite thing yeah when somebody name drops or says you know all these different numbers it is a literal indicator that they probably don't have the skills in order to do what I need them to do yeah because they feel like they have to name drop or they feel like they have to you know show their numbers I would also challenge that though because it is a very fine line with when you are you know new to a space there's a lot of people that might not know who you are so sometimes you know the numbers that you've done for a company or your experience will speak volumes and so nobody's gonna you know sell yourself like you will so sometimes it it's a fine line of not having ego but it's also a line of like being loud about your accomplishments when they are valid yeah and like shouting it from the rooftops because you deserved it if you worked for it but it is a very fine line yeah which which sales call or sales deal challenge do you the most oh that's a great question okay so um I was talking to I was talking to a gay guy okay love talking to gay guys so fun like it was very girls girl vibe energy he was awesome okay he keeps giving me the spouse objection I keep rolling it blah blah blah keeps giving me the spouse objection I'm like okay fine we keep rolling it then his spouse walks in the frame sits down I'm talking to spouse and spouse again okay so I'm like okay awesome now I know the other spouse is the decision maker kind of turn the attention of the sale towards him because I know the decision lies in his hands right that's what you need to do then I'm talking to him he goes I need to talk to my husband so I look at this guy and I'm like you brat I thought you you know I thought it was him not you like we could have had this done a long time ago like what's the issue and so I you know direct to him he says I need to talk to my husband I redirect to him he goes no I really need to talk to my husband he's not here right now and I go is there three of you no no no it was a threesome no it was a gay threesome but let me tell you the way that I close the steal uh I sincere close them and I go you guys this is one for the books I was like I've never been in this situation and you guys are gonna use someone probably the next person that comes up you're gonna have to buy something at some point because you do have some issues I want that person to be me I've never sold a threesome before in my life like I would die to be able to go tell my boss and my co-workers that I just had this experience would you guys please allow me just the glory of having you know my first throttball sale and they still send me Christmas cards to this day I love that it's kind of a funny sale but it's so funny I was so backwards I was mad at them because I was like I thought you were the decision maker but it's you but it's you but it's you wait they're not here with that so that's so yeah that's wild it was pretty pretty I was actually speechless so you're pretty much prepared like because obviously that's something you'd never be careful you're pretty much prepared oh yeah for any direction it can go and when you're training people you're training them in sales training for every scenario possible that yeah so you have to train like things are gonna go wrong you have to train for payments link payment links not working you have to train for your zoom maybe crashing you have to train for different objections different scenarios if they need to call their bank like different things you just need to preempt them rather than waiting for some monstrosity to happen and then you attack it then in there like you always need to preempt every sort of objection and so then the follow-up question is probably like how do you preempt objections well you kind of get key indicators from someone you're talking about so if I'm talking to a girl we'll call her Stacy and Stacy's wearing like a fat rock on her finger I know Stacy's married right so later on into the call she might give me the spouse objection or she might be saying words like we when we did this us okay there's probably someone else in the picture that's not on the call I might ask Stacy like have you ever signed up for something like this in the past and if she did okay were you the one that made the decision or is there anyone else you know in the picture for that if there is anyone else in the picture you got to get them on the call but if not easy you just preempted the objection so you always plan for things and that's just that's how a well funneled sale works yeah everybody thinks that sales is overcoming every objection in the book ten times over with every client it's not it's just creating a trusted buying atmosphere and true rapport with someone and just a good energy around the sale that makes it so easy for someone to say yes yeah why do you why do you think we're all so like ready to save up for a month to buy a bag but struggle to invest in ourself right it's because you're worried about what everybody else thinks you're shifting perception from how do I feel about myself to how do other people feel about me because buying a bag I mean if you want to buy a bag you can do that right like if it makes you feel good like I love buying designer like if it makes you feel good but buying it just for other people when you have other priorities is where it becomes an issue like I never bought designer until maybe like a year ago yeah even though I could it's just I had so many other things I wanted to check off I wanted to do rental properties networking events higher mentors move like there were so many other things that mattered to me more then just worrying about other people's perceptions because nobody's really thinking about you as much as you think it's a there's a metaphor it's called like the invisible guest at a wedding like you show up to a wedding and you want your hair to be perfect you're worried about what dress to wear you're worried about the conversations that you're having with people when everybody's thinking that yeah you'll probably never see a lot of these people again so you're so in your head but so is everybody else and so in somebody else's perception you are just the invisible wedding guest they won't remember you so why worry about if every single word is going to be perfect and you can carry that into everything in sales nobody knows what you're supposed to say they don't know your script if you mess up you just roll with it you keep going like this podcast I don't want to be perfect if I was perfect I would be AI and I wouldn't be relatable to people so just know that you know some sort of respect of I don't have to be perfect in fact it's better if I'm not perfect that is what makes you human and that is what makes your story so amazing to inspire other people yeah absolutely absolutely and and also I just feel like I guess what I was getting out was this idea of we don't even know we're being sold by most of the people that are selling to us like they're just saying life tricks as we feel we made independently but we were all sold on what it meant oh yeah and and it's like but when it comes to investing in ourselves building our skills learning it's almost like we're scared to part with our hard-earned money because it feels in some way like we're being sold to well investing into yourself is one of the most freeing things that you can do if it's something that will give you an ROI there's obviously a lot of things that you probably shouldn't invest into but if you have a clear goal you should feel super confident in investing in yourself if it qualifies for ROI return on investment if you can be super clear about if I put this amount of money in what will I get out and what doors will that unlock for me yeah if you can feel good about that give and take then you should make the decision for yourself and I think the tables are kind of turning in a lot of ways with younger people because I think a lot of people love investing in themselves they love buying an outfit to wear to an interview because it makes them feel a little bit more confident like I think we're kind of shifting away from you know the stigma around oh you shouldn't spend money on yourself right I think we're gonna shifting away from that so I'm very happy for that era yeah absolutely shall we you're awesome this is so much fun I learned so much I think my audience learned so much and I know like you just said you just recorded a six hour sales training for free for YouTube so I'm excited for people to go subscribe to your channels follow you on Instagram on YouTube everywhere else we end every episode of on purpose with a final five these have to be answered in one word or one sentence maximum okay so shall we these are a final five question number one what is the best advice you've ever heard or received to go as fast as possible never slow down hmm I like that no one's ever said that I can't elaborate you can go on everybody always says you know um take it slow you have time you deserve a break like just chill when in reality you don't you literally have no time there is urgency you need to use every single waking moment to strategize what you want out of this life and then as soon as you're clear on it work yourself backwards and the cool thing is when you're clear on your goal that urgency does kick in if you're like I don't have the urgency when you know exactly what you want the urgency kicks in because you're like well how fast can I get there and don't go with other people's timelines just because some people have what you want by 45 doesn't mean you have to wait till you're 45 to have it you can literally give it to yourself now if you just work really hard and go fast yeah well said yeah I feel like that idea of moving fast you will break things but if you didn't move fast you wouldn't have had the progress and the growth and I can relate to that I was I was 28 when I started all of this and we moved extremely fast in the last 10 years and when you're doing that it's chaotic and it's messy but you learn as you go that's the only way to do it absolutely and I think if we tried to go any slow we wouldn't exist exactly yeah yeah I love that I think the same for myself in college everybody told me to slow down or why are you doing this in that like I got an accelerated master's degree and an honors finance degree which don't use either of those but again like every single ounce of hard work that you put into yourself never goes to waste right I learned work ethic and whatever but every summer that I was doing that I was knocking doors selling pest control in Minnesota to heat to strangers so it's like I was going so fast I never had a second that I was just bored and maybe that comes from trauma or whatever but I think that also just build some sort of work ethic where you're like there's so much urgency like I need to go like there is nobody else that's going to save me right now nobody's gonna come in and build your life for you you need to go and everybody in your life is gonna tell you slow down take a break oh you're doing so good why don't you just be happy here it's because your speed and your growth makes their lack of growth and lack of speed feel inferior that's the only thing it means and so you're making them feel uncomfortable because of how much you're doing in such a short amount of time so you need to be able to filter out like what other people are saying about you and why they're saying that take it for face value you know you don't need to attack it but just know if you have goals and priorities why have it take 10 years if you could have to take two literally why you might as well do it now and especially if like a woman's watching this that doesn't have kids yet you need to go now the your day is all about you you know if you don't have other kids other people in your life to tend to you have so much free time that you can put into yourself and go as fast as possible and speedrun it because as soon as like if you want to grow a family one day you've got a lot of other stuff to do and you're probably gonna be like damn why didn't I do all this side hustle things or extra learning on the side when I had the free time to do so so it's a very finite amount of time where you can go fast and you need to take advantage of it absolutely wow that's that's a very motivational thank you yeah I'm not I'm not even a woman that was like that got me right for men and women it's like just no but I know you yeah yeah yeah no I agree I agree my my mentor who I don't forget how old he is now but he was like that's not good no no no no no no no like that I was what when I was 28 he was like 55 so I'm 10 years old it's he's like 65 and he's always told me it was like Jay before you have kids you can move 200% for sure put your foot down on the pedal like do everything for sure and he was absolutely right because absolutely right like it was just for the past 10 years I've had my foot down on the gas yeah I don't regret a second exactly you built a foundation yeah we built more than just a foundation but no it's right you built it and so now like when you are able to have kids you can like enjoy that yeah and be a little bit more present I hope so I know I have to work out of survival yeah question number two what is the worst advice you ever had received finish your master's program yeah I got a master's degree by 22 what was your master's it business wow yeah so it was in business development but it didn't really do much we had a teacher it was like you have four different types of teachers for the four different types of business one of them was sales and negotiation and I was in door to door sales like making a ton of money like loved it and this professor was teaching the most menial like kindergarten level sales tactics and I'm like this is what people are teaching you like I think there's something to be said when you are someone that is in a situation whether that be a job or school or a program and you kind of look around and you don't feel like you belong but in a good way I think it's good to notice that acknowledge it and like if you still want to finish it just to be able to say you did like I think that's important but it's also like don't follow that path then if you know that you're better than everybody else around you in a non-egotistical way but you just know your special you know your destined for more than what you're doing right now that that's okay and I think a lot of the people when they told me you know just do things the normal way why are you trying so hard it's like those people now are in a position where they're asking me for advice and I'm like well there's not really much advice to give because we both started off at the same exact playing field it's just some people go really fricking fast and try a bunch of different things out and not everything worked out and I had to sacrifice nights I had to sacrifice friendships I had to sacrifice you know going out or whatever but it's worth it so yeah I wouldn't have finished my master's program if I know what I know now but I mean God I did it yeah that's cool question number four can everyone be good at sales or are some people just not meant for it everybody thinks you need to be extroverted in order to be good at sales and that's actually false and I'm not saying introverts are better than extroverts even though a lot of introverts do do well in sales because you can build that empathy but it all comes down to internal motivation of I will do what I need to do right now even if nobody's watching which means on a sales call people are going to tell you know are you going to sit there and roll a couple of objections with them are you going to sit there and even though it's a little uncomfortable are you going to do what you need to do in order to move the conversation forward or at the end of your day are you satisfied or you're going to send out some follow-up emails are going to text a couple clients from the day before to make sure you pick up every single deal that you possibly can and those people I would boil it down into one word and that's hunger you need to be hungry like you need to be maniacal in your work ethic and gritty that's who succeeds in sales is who want it who wants it the most and who does the most in order to get it what do people do when they just feel lazy stock maybe they've just wasted a bit of time and they've kind of developed bad habits I always ask her what's your morning routine what are you doing today what did you do before did you stop doing the things outside of your sales job that made you so great to where you got a little too cocky to where you say you thought to yourself I don't need to show up to these trainings I I could skip a workout if I need I don't need to you know get a little bit of extra advice about this I don't need to rewatch my sales calls because I close everyone but money is a lagging indicator so if you stop doing the things that got you to be so great it might not affect you that day but it'll affect you in two months and then you'll wake up one day and be like where did it all go well because two months ago you stopped doing the things that made you great in the first place so sales is all about being the best yes but staying up the top is a big stressor as well because you have to keep up with that level of pressure where everybody's looking at you and saying you're the best closer on our team like what's your secrets blah blah blah but also being humble enough to know that you could go down the line at any point in time so you need to keep doing the things that got you there yeah good advice good advice fifth and final question we ask this to every guest who's ever been on the show Chubby if you could create one law that everyone in the world had to follow what would it be the law that you have to use the cards that you were dealt a lot of the times I see women specifically feel bad about and it an unfair advantage that they've been dealt like everybody has a deck of cards right and maybe one of your cards is you have family money like you've got daddy's money daddy did very well for himself and you are financially set okay use that card and don't feel bad about it maybe one of your cards is you're really good at talking to people don't hump try to humble yourself by doing something outside of your skill set like take that unfair advantage and use it or maybe you're gorgeous go model go put yourself in front of a camera and go viral like use every single unfair advantage and don't ever feel bad about doing so so the law would be I guess just yeah you know using all of the cards that you were dealt and not faking humility in order to you know play it fair you don't have to play fair nobody else is playing fair so do it you can to get ahead with the cards that you were dealt yeah yeah well said yeah I think there's so many of us that totally do the opposite yeah absolutely right well I see a lot like and I think it's cool too though on one hand because it's like oh you have family money but you want to go make a name for yourself in a completely different facet like great but also it's like a lot of people have so many advantages in their book and they don't realize that they have them yeah yeah you know and it's like you do you're just not focusing on it or you're focusing on what's in somebody else's deck and you're not looking at yours and you're not doing things in order to get more cards in your deck again building these skills building experience for yourself in order to have more cards that you can be dealt so I think a lot of people just don't play the game of life to the full advantage that they could yeah well said Shelby thank you so much this is awesome your advice your insight your motivation and inspiration is contagious and I can't wait to see so many more people come to your work to be able to learn from you how to sell better to negotiate better to persuade better get the raise they deserve make the money they deserve and really create abundance in the world where more people are living a more full life so thank you so much more for it yeah thank you so much thank you if you love this episode you love my conversation with Dr. Joe Dispenser on why stress and overthinking negatively impacts your brain and heart and how to change your habits that are on autopilot listen to it right now how many times do we have to forget until we stop forgetting and start remembering that's the moment of change don't care how many times you fell off the bicycle if you ride the bicycle now you ride the bike this is an iHeart podcast guaranteed human