Shelby Haas-Sapp: Top Sales Strategies to Convert and Scale Your Online Business | Sales | E345

Sales isn't a chase. It's a dance. And when you chase somebody, they're gonna run away. I like to say you have to be a complete literal psychopath in sales. You're gonna go call, call, call, door, door, door of no, no, no. But you have to go into every single encounter thinking this is the person that's gonna buy from me. And I got some stats. Female reps are 11% more likely to win deals than men. So talk to us about why women are so good at falling. So this is what I've found is, people believe 0% of the words that come out of a sales person's mouth because, duh, your sales are up. But they believe 100% of the words that come out of their own mouth. So a lot of my job is asking the right questions and getting them to say the words that they can't go back on later. So on Instagram, what do you feel like goes most viral? There's like two buckets. One bucket is. Yeah, fam, we get a lot of big names on the show from Gary Vaynerchuk to Mel Robbins to Adam Grant. And it turns out, even though this is a young and profiting podcast, most of the people that I interview aren't young at all. And if you guys listen to the show, you know that. But from time to time, I do like to keep my eyes open for rising youngsters that we could learn from. This is all about actionable advice, real advice that we can use in entrepreneurship. And sometimes there's a young person out there that just really knows their stuff. And even if they're at the start of their entrepreneurial careers, they understand a certain topic and they understand how to teach that topic. And that's why I'm so happy to welcome Shelby Sap to the show. She's 23 years old. She's taken the sales community by storm. She's a sales expert. She's completely dominated the female sales training space. And she's a founder and CEO of the She Sales Academy. Her purchase sales training has garnered her hundreds of thousands of followers on Instagram and TikTok. In this episode, we're really going to focus on two things for sales strategies. We're going to talk about objections mindset, how to be a sales psychopath, how to hot girl and hot guy sell. We're also going to talk about how to build an online community and sell to them. If you guys want a masterclass and hot girl hot guy sales training, you guys are in for a treat today without further delay. Here's Shelby. Shelby, welcome to Young & Profiting Podcast. Thank you for having me. I'm so excited to talk to you today because I love sales. I feel like I'm a natural sales person. Everything I do at my company right now, the main focus is sales. I've been selling since I was 10 years old, I would say. But many people think that sales are scary. And Jerry Meiner came on my show. I know you talked to him recently and he says that nobody is born a sales person and you've got to work at it. So that's my first question to you. What kind of person do you think is cut out for sales? Do you think everybody is cut out for sales? You would never guess who's going to be good at sales is what I've learned. And that's coming from my sales trainer background from different industries is I would put money on like this guy that would come out and do door to door top of the football team super extravagant extraverted guy. I'm like, you're going to do so good. He does it at all. But then like the shy person that just studies knows the script works hard doesn't sit down. That person completely outsells the other one. So you really just never know, but I think the main trait of like what makes somebody good is intrinsic motivation. And I think at the end of the day, no matter your personality type shy extraverted outgoing. If you know that you are so motivated that nothing else is going to stop you. That's what it's going to make you good. Because at the end of the day, you can teach anybody sales, right, but it's like the work ethic. And when you're so down going for that extra call rolling that extra objection, you can't really teach somebody that so I always look for that in the girls that are in my account, I mean, really try to instill the intrinsic motivation in them. You have like mindset, motivation, what kind of limiting beliefs do you feel like people usually have that's holding them back from actually being good at selling. I would say that people are scary. People are not scary at all, especially I teach a lot of women, the men, they're like so scared to sell these alpha males. And it's like those guys are more than often the teddy bears. And they kind of respect when you are a little bit pushy with them, like, they're like, okay, like I respect this girl, I respect the hustle. So just kind of knowing that other people aren't as scary as they seem, and they have no idea what you're saying. So you can just have fun with it, bring back the human connection to sales rather than just like selling with a script. You're like blowing up on social media, you're doing really well on Instagram and TikTok. And I thought one of your videos and you were talking about how you need to be a sales psychopath. Yes, you do talk to me about that. I like to say you have to be a complete literal psychopath and sales because a lot of people think, you know, sales is super cool, the shiny thing, you can make a lot of money. It's like, yes, but you don't get paid to show up. You get paid to go the extra mile and sales is something to where it's a direct reflection of your work ethic. You really want to make it worth it and to be that top 1% cream of the crop, you have to be a little bit of a psycho, not only in your work ethic, but also in your ability to just know how to regulate your motion throughout the day. Like for example, you're going to go call, call, call door, door, door of no, no, no, no, but you have to go into every single encounter thinking, this is the sale, this is the person that's going to buy from me. When maybe the last 10 people told you to yourself, so to me, that's so psychotic because that's not normal. That's not normal human behavior. You have to trick yourself into being this psychopathic mentality in order to really reap, in my opinion, the true benefits of sales because that really does come from the top of the top the best the best. It's so true because like nobody really knows like what your track record is. Nobody knows how many sales he made before that day. The customer knows nothing about you. They don't know your ranking. They don't know anything about you. So you can come there with good energy and just have the confidence to know your stuff and they have no idea how well you've done in the past. Exactly and it sounds so simple, but it's really not because having that conviction in your voice and that sure tone and that confidence, that energy and the aura when you just got demolished by every single person before is so hard, but like you said, they really have no clue. You almost have to like brainwash yourself into being like, this is the client that's going to buy and that one client that buys that commission is going to make up for all of the knows that you had that day. So all it takes is the one you can't let the other people get to your one, I feel like before I get on any big sales calls. I literally am telling myself like, holla, you're the number one person at this. You've crushed so into like I always like give myself like a little pep talk like listen, you've got this. You're the best expert at this. And when I don't come with that kind of energy, like if I'm having a bad day or just like tired or sick, I feel like totally go the other way. I always say your energies, your currency and being sad will literally make you poor. No matter what you do, especially in sales though. And that's not saying you can't be sad. We're all sad sometimes, but you do have to almost just fake it sometimes. And that's the psycho is like, like it doesn't matter. Sales does not matter what's going on in your life, what emotions you're going through. If you're having a bad day, if you're down or if your boyfriend broke up with you, like the client has no idea they don't care. So it's like, do you want to make money or not? You can either turn it on or not. So I know that you spend a lot of your time focused on selling to women. And there's been a lot of recent reporting saying that women are betting better at selling than men. And you really built your whole brand around female sales reps. And I got some stats female reps are 11% more likely to win deals than men. So talk to us about why women are so good at selling. So this is what I've found is one, women get a little bit underestimated when they hop onto a sales call. And this can be either really good or really bad thing because if you don't know how to run the call, if you don't know how to establish your authority or credibility or respect, then you're just going to get walked all over. And then that's why some women think, oh, I'm just I'm just not good because they don't respect me. It's like you didn't demand the respect. So that's kind of like the way it could go negatively if you don't know how to use your advantages to your advantage. But the best way is you get a little bit underestimated in the beginning, but then you kind of like take charge and put your foot down almost in the sale. That way they're like, oh, this girl knows her stuff. Like I respect that. So then it kind of almost becomes a positive. And that's what I train my girls on is how to use like, yes, we're going to have a little bit of a stereotype no matter who you're talking to older women might look down on you younger women might look up to you older men might be like, oh, she has no idea what she's talking about. So using those different stereotypes as a way to actually be a plus side in sales. Also men, I've trained a lot of men specifically more in door to door. They have that credibility. Like as soon as they hop on a call, they have that authority. They have a little bit more respect. And so for them, it's more about building the softer side throughout the sales process versus girls. I teach them to do a little bit of the opposite because people already want to open up to you. That makes sense. So it's like women already have natural empathy and the men you actually teach them how to have better empathy so that they can be more like women in the sales process. So it's kind of like a blend of the soft side, but also like maintaining that respect and credibility because that's what sales is is it's perfectly teeter in the line between let's get the deal done. This is what makes sense. Like the business side the logical side of your brain, but then the other side of your brain is emotions. And I always tell my students that I teach you can't sell with logic because then a buyer is going to make a logical decision. They're going to take your logical pitch and they're going to make a logical decision, which is, this sounds great. Send it over and we'll talk about it later. That's the logical thing to do right is not to spend thousands of dollars on a 30 minute call. But what creates that buying atmosphere is using the logical side, but also pulling that emotion in order to create the buying atmosphere. So both sides, I love that. I'm going to get into the emotion part of it later with you, but first I want to stick on this like hot girl concept right so like you call your sales girls hot girls you yourself very beautiful blonde skinny young. So do you think that looks has anything to do with your success in sales. I think it would be stupid to say that like looks have nothing to do with it, but I think that it can go like I said a good way or negative way. I think you can be taken not as seriously if you're a pretty girl and you don't know your stuff. Well, just assume like oh, she's just another pretty face like I'm not going to trust her with my business is what I found, especially with a lot of the girls that I would train oh my gosh back my door to door days I would recruit all of my best friends from my sororities all pretty girls they would some of them did terrible. It's because like pretty girls haven't had a lot of rejection before so it's like people would waste their time and if you don't know how to do it right it's kind of a negative so the looks things I think everybody has advantages and disadvantages you just have to know what to use. But the hot girl mentality that I always talk about in my content has nothing to do with looks it also has nothing to do with being a girl there's so many guys that I'm like you are a hot girl. But it is this I tell people that I want them to imagine like the hottest girl they know walks into a room how does she walk in is she hunched over looking at her phone kind of like oh my gosh who should I talk to should I go stand in the corner or is she the girl that walks in her energy is just so infectious and other people are like oh I want to figure out what she's about I want to go ask her questions. So it's more about the aura and the energy that you have that you carry into every single conversation so do you ever get people telling you like you know what do you know you're 23 years old why you teach in sales all the time and it's so funny because I like to say I've lived 30 years in the last probably four years so I feel like I'm like 60 years old but I do get that and what I like to say is I don't have kids. I don't know like this is my thing this is every single piece of my energy goes into this and I also bring a different layer of I know what works to sales training and sales changes every single day especially with online how people perceive things a lot of the sales techniques that a lot of the older sales trainers use when I was like a sales rep I would listen to that try it and get the doors and in my face so it's like there's a lot of little things that you just have to know like realistically with that work or not and I think that's kind of where a lot of my content people see it and they're like oh that would actually work. Yeah and you have a track record you've done great in sales and here's the thing you're a good teacher so when I hear feedback about or if I've seen stuff when people are like kind of hating on you I'm like she's saying I'm a sales person she's talking the right stuff and she's doing good job teaching and like she's she's able to teach it and I think that's really the difference right so kudos to you I'm really proud of everything that you've done and I think you're awesome thank you. I remember I was talking to somebody and I couldn't for the life of me remember who the person was so if you guys are tuning in and you remember this conversation on the podcast let me know. But I remember I was telling a story on this podcast and I was talking to somebody super credible and I was telling them how when I worked at Disney and corporate everybody I look much younger than I am. And so everybody used to think I was like 10 years younger than I was and I was treated like an intern even though I had all this experience and I ended up leaving corporate to be an entrepreneur one of the reasons why is because I looked too young to be taken seriously and the guy told me that in business the age you want to look like is 35. I agree whether you're older or younger and to me like I always like remember that I was like okay I just need to look like 30 35 forever that is so funny because I always tell my friends I'm like I feel like girls want to look younger I will I make myself try to look older you know like I put my hair up glasses on red nails like I'm trying to make myself look a little bit more older. Because you're so right I feel like that's like the perfect age for respect but also still being like somebody that people really are like oh my gosh like I really want to talk to her. Exactly you've got experience but you're still young enough to be like hungry and tech savvy and so like 35s the age that you want to emulate and I never forgot that. When it comes to sales I personally feel like my femininity wearing makeup dressing nice grooming helps me close deals when I was saying before like if I'm ever like sick tired or like don't have time to do my makeup or hair and I get on a sales call I'm like 50% chances is not going to close because like I don't feel my best I don't look my best maybe the lighting is bad I'm like in a hotel or something and so I wanted to get your thoughts on that like grooming men and women what do you think matters. 100% so the majority of the sales that I teach are like face to face so like you can see the other person and I straight up tell well I told my girls or my guys when I was doing door to door and I tell my girls now you need to look good like looks do matter in a sales process they make people want to talk to you hear you out a little bit more but also like yourself when you look and feel your best self you're going to be more open with people you're going to have just a better energy. And that kind of comes back to the hot girl mentality of I am that girl and when I show up I'm going to look my best I'm going to feel my best and I'm going to act my best. Cody Sanchez spin on the show a couple times and she told me that women who wear makeup make 30% more on average men who have better grooming make 15% more so it's what it's not about your looks it's not about like how actually like symmetrical your faces it's really about the grooming a good haircut nice clothes white teeth like all that kind of stuff really matters. Okay, so let's get into some more tactical stuff I want to stick on the gender topic a bit talk to me about how a woman should sell to a man versus a man sell to a woman and I'll give you some other scenarios. The biggest difference is a woman really needs to establish frame super early on or else she'll lose it and so what that basically means is you need to establish your credibility as somebody that knows her stuff knows exactly why they're on the call isn't getting on the call and saying. Oh, where are you based out of oh my gosh, I love your outfit, where's it from it's like no just get to the actual point of the call first or else the report can actually have a negative effect on you I like to teach my girls to really establish that credibility early on into the pitch and then you open up the rapport for the question based selling and for women this is the biggest part to let the other person talk a little bit more. So asking really good questions in order to get somebody to open up and then also being super simple when it comes to closing a lot of women try to talk a lot when it comes to the clothes and almost like justify why the prices are there when somebody didn't even ask. I've been able to 100% afford it and they're like yeah so this is the price you know it's because there's a lot that goes into it and blah blah blah it's like no this is the price shut up I always say kiss him keep it simple stupid just shut up so that's more for the women is really leading with that respect getting them to open up to you and then ending with the respect like little sandwich for the men I like to have men be a little bit more warm in the beginning and then leading with the credibility and then a little bit more warm at the end so it's almost a flip flop. Just because I think especially if they're selling to another woman if there's a man on the other side of the screen they're almost like. Oh sales rep so they have the stigma of like oh there's just another sales bro sales guy so when they kind of drop that boundary and they're a little bit more human in the beginning it's a plus side for the men. And how about a woman selling to a woman okay so woman selling to a woman a lot of the girls that I trade in the beginning they're like oh girl like they try to go the bestie route too soon and it comes off a little fake and women buyers have such good intuition so it's really good to connect but making sure that it's not a fake connection so I always like to lead with like the business first and then if I genuinely like. Love her shirt or I genuinely love the way she carries herself or talks i'm going to say that but i'm not just going to try to be all bestie bestie with her when it comes off fake because they can sniff that and as soon as that happens it's completely completely done okay how about selling to an alpha male versus a beta male. I love this one so selling to an alpha male you have to make him think that it's his decision you can never tell him like okay yeah this is your problem this is the solution like this is how much it's going to be let's go he's going to be like no I think that it should be done this way or in the back of his head he's going to be like well we tried that before or I need to look at this competitor first it's his decision so I always like to say things kind of like okay well I mean you're the one that's been dealing with this first so long like why do you think this is happening. Or I mean i'm sure you guys have tried so many things I mean you've been in business for quite some time like what else have you guys tried and like why didn't that work out and they this is the point where they. Yeah yeah yeah yeah they're like oh my gosh well Stacy try to do this and that didn't work and then we tried this and blah blah blah and then it's perfect you're giving me so much ammo that i'm going to use later on when i'm more of just the helper and the problem solver rather than a sales rep at the end so the alpha males yet you have to like put them up on a pedestal and make them feel all good about themselves in order to really let them be super comfortable buying from you beta males also. Some of my favorite sales ever I have a lot of vivid memories selling beta males very funny I remember this one time when this was maybe my first year doing door to go or sales I remember sitting down on a curb at a grown man's house for him with 45 minutes going over everything every question he just can't make a decision and I just told him i'm like okay Ben like it's a 30 what's your last name and he was like let's just say Blanco he's like. Long go but why I'm like we're signing you up that's it we've been talking for way too long i'm going home like we're just signing you up you need it and he was like okay if you're going to make me do it. So betas not that extreme of a case but they like when you outline a game plan so they like when you listen to what they're saying you really get that problem and then you say okay a lot of people similar to that what we've done with them is this this this and this and then they've gotten this in this result so as soon as they know the game plan. And the results that other people have it makes it an easy yes for them because they're like okay I like being told what to do a little bit more. Yap gang there are certain services you don't think about until they stop working an internet and mobile are at the top of that list when connectivity is slow and unreliable everything from work to content creation to just basic communication gets so much harder. 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Or just super loud I hate when people call me like little lady I feel like that's like a big queue that I get sometimes and then beta males they are a little bit more timid a little bit like they let you completely steer the call and with that person i'm going to maintain that control outline that control and then they're going to follow that control the whole way through. Is it the same thing with selling to women can there be alpha women and beta women is it just basically the same for sure yeah it's just the women on women dynamic you have to make sure that you're being like genuine and relatable to this girl and not super like unrelatable or try to be fake besties with her. Do you feel like as a woman you should tone down your hair and makeup if you're going to sell to a woman yes so I have had a couple girls experiment with this and we had a little threat on it in my community yes and I think that this makes you a little bit more relatable but also like you want the client to feel like the superstar the whole time you never want to be the one that's like shiny wearing all these fancy jewelry like nobody wants to buy from somebody that. Looks like that so people want to buy from somebody that like makes them feel good it's the same thing with dating I was really a lot of sale stuff back to dating is like you could go on a date with a guy and you're like oh my god. This guy is so cool he's amazing he's done all these things that so cool or you could go on a date with a guy and you walk when you're like he made me feel so cool like he made me feel like the shining star and what you're going to do is you're probably going to go on a date with the guy that made you feel amazing. More than the other guy so that's how I always like to treat that dynamic with my clients is I want you to feel like that girl. And I feel like especially after you close them like let's say you have some sort of an agency I have to keep continuing to see that person. You really don't always want to be like so dolled up to their like oh here you are coming on the call again like so dolled up and we're just having a business meeting you know so I try to be very casual in those situations. Okay last one young versus old okay so young people so you can either sell with pain or pleasure and everybody knows selling with pain is way better just because people buy with pain more than they buy with pleasure. People sell pain killers a lot easier than they sell vitamins basically so you always want to look for the pain and pleasure with every single person so every single person is going to be different. You might be on a call with a young person who has a lot of pain you're going to sell with that but for the most part generalization young people are buying the dream and older people are buying a pain point so you're selling a little bit more with dream state questions with young people of like. Okay you have so much potential like where do you want to get to I could see that for you versus older people it's a lot of past stuff that you're bringing up which is going to be more provoking questions emotional pain and then I always like to say with old people. You need to let them talk about their life maybe their deceased wife or their grandkids or like whatever is going on in their life but make sure that they're not wasting your time and like bring them back into the sale periodically that way you're not stuck there talking about little Jimmy's football game last Sunday and you're like okay like I'm here for a sales call so like let's go. I feel like older people and I'm talking about like 60 enough you know like they tend to ask a lot of questions and I feel like the sales process just takes longer they ask a lot of questions they're scared of sales people and they don't they're not as trustworthy and they seem to have a million questions that's my experience. Million questions they like to know every single scenario and old people yes that's also a lot of the beta people to and a lot of women to women love to know they buy comfort so they like to know every single detail exactly what happens when you purchase all the next steps and everything so if somebody needs a little bit more comfort I would say you sit there with them and you give them the cover and those people will be your best customers because they asked every single question in the book they won't come to you later being like. Oh well I didn't know this I don't know this I don't know this you're gonna be like you ask me every single question you know like we went over everything so in my experience they're actually some of my favorite customers because they know what they're buying yeah I totally agree. So Shelby you started your sales career with door to door selling and I honestly couldn't think of a better sales training to get thicker skin get comfortable with rejection so first off tell us about your doors door to door selling experience and what kind of. Sales skills did you learn everything under the sun oh my gosh so I started doing door to door sales when I was 18 years old I was working like all these different jobs in college and I just remember thinking I'm gonna be successful I just don't know how I was so scared of sales because that was the one. Business internship that I haven't dabbled in and so I remember talking to one of my mentors and he's like yeah I did door to door sales great skill set made a lot of money and I'm like okay cool so I'll go out and try it I went out there first of all I almost quit before I went out there thank God I didn't quit because I wouldn't be here but my first summer it was amazing I was the only girl and I really kind of like what you were saying when you what you felt at your corporate job that's kind of what I felt is like no matter how much I sold no matter how. Top of the leader boards I was every single week there's just a level of like respect that's hard to get when you work with either older people in a corporate setting or all guys all sales bros but I love that I just love being able to walk up to a door and somebody open the door and they're like oh my gosh how do I get this girl off of my door I'm cooking dinner right now like I just put my kid to bed and then you say the right words and kind of like disarmed them and then they're giving you their MX like 10 minutes later it's the most confident building activity you could possibly do and that skill set carries over so well I always like to say door to door sales is like the number one sales skill set that you could possibly get it's the hardest because you have to go out to a market obviously being person a lot more rejection there's a lot better opportunities than door to door but like starting out that skill set you'll learn is insane yeah because it's like kind of like cold calling but in real life and nobody invited you to their house. No so it's not like in a store like I got my sales skills like I worked in so many clothing stores and that gave me a lot of experience but people were coming into my house. You're like going to it like they're like we're like busy right now go away. Oh my gosh yeah busy right now sometimes like you even have to get them out of the house so like everybody has the ring cameras now. So a lot of people see a door to our sales rep and they're like oh they don't even answer the door so a lot of it is like the art of trying to get somebody out of the house and peaking their curiosity within the first like five seconds that way they just at least listen. Like a big thing with that industry is just getting people to listen to your sales pitch versus like what you're saying warm leads. This is why like my academy is for high ticket sales because it's all warm leads and I try to tell the girls I'm like you have no idea how good you have it like somebody's actively coming to you. I would have killed for that I know so it's great skill set well now you know how to handle rejection and I know that you say we need to love rejection not just like we need to love it we need to make sure not we're not being soft girls so what do you mean by that okay there's a couple things with that number one the rejection thing I always train people especially with mindset because sales is big with mindset is it's pretty much a math equation so if you're closing ratios let's say 40%. That means every 10 people you talk to you're going to close four of them if the first six that you talk to are just no no no no no you should be so excited because literally mathematically the next four are going to buy from you. They have to and so you know that not every single person is going to say no to you forever so the more knows you get I look at it like you're just sifting through the the non qualified buyers and getting to the qualified buyers that are actually going to buy from you. So it's more like every time I get a no I'm like okay for sure like thank you like I'll never call you again well that's false because I will be blowing up your phone but it's like okay done done done done and then I wait for the person that's like actually sitting down serious ready to go so yeah old saying of every knows closer to yes is so true but it's more of like the mathematical reasoning behind it is true so that and then the soft girl I have a problem with the soft girl I can't do it it's a big trend. It's a big trend right now and it's like the soft girl demure life sitting back relaxing letting a man pay for your whole life not really working too hard letting everything come to you attracting which I'm all here for a lot of the things that I do with my girls is mindset spirituality law of attraction being delusional manifestation so I get that but you can't just do that you have to do that. And then you have to put your actions behind that you have to put your money where your mouth is and actually show up like you can't show up to a sales call me like I'm going to manifest this person to buy and you get hit with one objection and you're like yeah for sure follow up with you tomorrow is like no you're going to sit there and you're going it's going to be uncomfortable and it's going to be require a lot of effort but you're going to sit there you're going to roll. Objection after objection after objection until they either buy from you or literally want to kill you know I'm kidding but I always tell my girls like yes you can be soft girl but when it comes to sales and when it comes to like work your hard girl so you can like turn it on and off. But if you want to make money there's literally no way around it when it comes to sales yeah you got to just go after you got to make sure that they know that you know your stuff and that's not a passive thing that's like an alpha attitude that you have to have. It is yeah so I see that trend I'm like I don't know about that yeah and not to mention those girls that just get their lives paid for they have no control over their lives at the end of the day. And that's the thing is like money's energy and so I totally get like you're marrying somebody and they want to take care of you I love that because that's like a protective energy of like you're good I got you but it shouldn't be the be all and all because what if said person leaves which is a true reality nobody ever thinks they're going to leave in the beginning. So it's always knowing that you either have a skill set that you could turn into money at any point in time which in my opinion I could sell anything you could sell anything so it's like learning skill sets that can never be taken away from you or having a business that can never be taken away from you. It's always just the most confident building thing with a woman to know that she could if she wanted to but also just the smartest. So you were bringing up objections before and I know there's like a limited number of things that people can really say like you can actually think through all the objections that somebody's going to have for your product or service. So I'm going to rattle off an objection and then I want you to tell me how to respond okay okay for sure I love that okay I need more time how much time do you need. I don't know maybe a couple months. A couple months okay let's double it I'll give you you said you want one month I'll give you two months just because if we were to move forward I would want to make sure that you are super sure 100% confident because in this program. These people are confident these people are ready to go and a big part of my job is making sure that everybody's good to go when they get in that way we have proper testimonials so if you're not there yet. Let's just not make a decision and in the meantime while you're doing your job and kind of thinking about it I'll do my job and send you over all of the information. In order to make sure that when you do think about it you'll have a really good educated decision so what are two things you want me to include in those email flows that way you can make an educated decision. I love that you're taking it away and people want what they can't have so suddenly like oh no no I really only need maybe I only need a week you're taking it away now they can't have it. That's what I say is like the hot girl is when it comes to a point and normally this I need to think about it objection is just a smoke screen so I handled it as it was a real objection but most of the time it's a smoke screen so it's just kind of like no for sure and kind of like brush over it because people are just scared at the end of the day. But when it's a true like you've done it a couple times they're like no I need to think about it it's like okay give them the time then but you give them fake time the illusion of that and then you can just get back into the sales pitch by giving them what they want disarming them and then getting back into the pitch. So you're saying by asking them like what do you need to see in their proposal you feel like that's going to shorten up the time that they actually want it or just like they didn't really want the time they wanted the information. Yes that was my point with that is you would then say oh well can you send me over some reviews can you send me over some testimonials can you send me over everything that's included all the package options. And then as you're like typing up the email you're like oh my god for sure like I actually have all the testimonials pulled up here let me just show you. And then you're just right back into the sales pitch and you're showing them if that doesn't work another angle I like to use is convenience and this is something that you tie back in from earlier is you know if you're a busy mom or your business owner whatever you're doing. I always like to say you can always think about it but to be honest like do you want to think about it like you're a busy mom your business owner you're never going to have intentional time like we do right now to make a decision and when it comes with a decision maybe you need time but what you need is more information in order to make a great decision. So we have the time and we have the information which is me so what are two things yeah. And depending on the solution if they say they need more time we could be like well how much time have you wasted not making a decision or how much time and money you're going to lose if you wait two months to implement XYZ right. One of my favorite things too is when people are like let me sleep on it I always like to say well don't you get the best sleep when you already made a decision it's already good to go. Like you're going to get the best sleep ever once we make that decision so do you want to wait a while and be thinking about this every night oh should I do this or do you want to just do it we've been talking for like an hour let's just do it you'll get the best sleep tonight let's go. Okay how about it's too expensive I mean you get what you pay for depends on what you're selling but I always position myself is the most expensive person so I'm telling this person like for sure there's 40 other people lying down the street that'll take your business in a heartbeat but when it comes to a service based business or when it comes to. A fitness program a health program whatever you're selling if you're going to do it you might as well do it right and so if you want cheap that's definitely not us there's other people but if what you want is a great product or great service in a good reputation behind that that's actually going to get you the results then that's what we do. I love that so I know with me like I have two businesses I have my podcast network I have my social media agency and if somebody tells me my social media services are too expensive we're like the number one LinkedIn marketing agency we charge $10,000 a month. So a lot of people are like whoa that's expensive and I'll be like well are you selling right now yes if I made you an influencer on LinkedIn and you got 10x to 100x more leads every month you would make that $10,000 back right away right exactly give them the track record of who stayed with you I'm like you know I've had these clients that have been with me for six years and they're happily paying the 10k. I also like to do the inverse so you can do the positive of like obviously like it costs this much a month but I mean let's say we get you two clients make that back in this whatever so that's the positive but also the negative which is the opportunity cost of like okay so you're right here what's the cost of you not doing this let's say we can get you here and you're here you're actually losing all of this over the next two months so you can take that positive which I love and then you can also do the negative if you want to get more mathematical and more granular about it in like a make money offer so I love that. And it's really important to actually ask questions so that like for example I know how much they're charging for their offer how they get leads what are the typical way of getting leads do they close deals on their own so it's important to know like whatever your business is what questions do you need to ask the person so that if they do give you the objection you're like well no if you get two clients to pay for the service I'm going to get you 100 clients a month you know well that's the biggest thing with these objections that I try to teach my girls is indoor to door it was like. Objections central but in high ticket and anything that's more warm leads than anything you can do so much front and work to where these objections shouldn't even really be that big of a deal towards the end I call this shutting doors so I basically say there's about six different doors that are open you know time price anything they've done before fear priority money and you need to shut every single door that way they can't open it back up later into the sales pitch so like for example the objection that you know you just gave me the first one of I need to think about it or it's not the right time I would ask a question in the beginning of the sale saying something like okay well I mean you've been in this business for quite some time like why haven't you done this before or on a scale from one to 10 how ready are you in order to get real results with this and they'll say maybe seven okay seven's really high but why not attend what would make you attend and so those kind of like shutting the doors in the beginning will prevent them from saying I need to think about it and even if they do you can use the ammo that you got to the objection to like tailored to that person so smart yeah so it's a little bit of a different way to train every industry but I prefer the warm lead one all the way because these cold hard objections it's like if you do it right you'll have so much ammo to where you're actually excited to hear an objection so you're like girl you just told me you are a nine like come on let's be fun. You know yeah basically like the front and work of the sale everybody's like when they see me they're like oh well how do I roll the subjection what do I say when they say this how do I close somebody it's like okay the end should be the easiest part the beginning is the part that everybody overlooks everybody just hops on is like oh nice to meet you blah blah let me show you a little bit about what we do price oh I need to think about it it's expensive I've already done something like this before it's like because you didn't do the front part right exactly like if you get them to tell you what their objections are or to like dismantle these objections in the beginning with those doors that you mentioned they're not going to go back on their word they're not going to want to contradict themselves because people always want to be right. Well that's what I always say is people believe zero percent of the words that come out of a sales persons mouth because though your sales are up but they believe a hundred percent of the words that come out of their own mouth so a lot of my job is asking the right questions and getting them to say the words that they can't go back on later. Because it would feel so unnatural and it would make them like you said not right and to go back on their word also I know a lot of the people watching our males. So I have a little analogy that I like to relate to a lot of the guys but a lot of people underestimate the front end of the sale but if you think about it I always like to relate it back to dating. It's like when you take a girl out on a date you know you're going to do you're going to set the date up right you're going to butter up open up her chair pay for the meal tell her what to wear all this stuff like send her a car that way the clothes at the end of the day is so much easier right if you don't do the whole date right that you're just going to be digging yourself out of a hole when you go to kiss her at the end of the night. Yeah, good analogy okay a couple more I tried something similar and it didn't work out are you married no do you want to be married yeah have you had an ex boyfriend before yes many do we hate him no I don't hate anyone I know those funny but my point is you know if your goal is still the same it doesn't matter what else you've tried before that shouldn't stop you from still reaching that goal. So same like I hate my ex boyfriend says well but I still want to get married have that family and everything so that doesn't stop me from going on dates so what should stop you from trying out a different avenue in order to get to XYZ whatever you're selling that's one of my favorite ones just because as soon as I asked that they're like I mean yes or I mean no like it doesn't matter what they say. And then I like to use analogies to sell a lot just because it makes things come in people's brains so pretty much no matter what objection you can use an analogy like one with prices like organic groceries you can do costs said with different Starbucks drinks or gas tanks but I was like to bring it back to something that they know to where they're like oh my god yeah get it and so the marriage one is easy because it's like okay well do you still want to get leads for your business do you still want to blah blah blah. Yeah the problem hasn't gone away right you can also ask them like and this is something that I would ask in the beginning of the pitch is what else have you tried before why didn't you like that what are you looking for that way when they're like at the end of the pitch they're not going to tell me oh I've done something else it's like we already talked about that girl we're already good on that. And I love what you say you say like an objection is like an infection if you don't resolve it it just gets worse and worse down the down the pipeline. And like the infection starts in the beginning so that would start for example like if you're on a call with a girl and she has like that rock she's obviously married. And if you don't ask the proper questions and shut the door of the spouse objection in the beginning you're going to get it at the end like nine times out of 10. And so you can either one save an hour of your time asking Stacy about oh like has your husband have you guys ever talked about this before what does he think about this does even know that you're on this call do you guys have a budget set aside for this. That if she's like oh yeah note he handles everything he doesn't even know I'm on this call I would just be like okay no problem you go grab your husband and we'll schedule a follow call with your husband because I want everybody be in on the same position because you can just waste so much time if you don't resolve the spouse objection in the beginning. But you want to be careful not to assume that the guys bringing in all the money you would be surprised how many times the guys would give the spouse objections it's pretty. 50 50 and the worst thing that all the guys that I would turn a door to doors they would always assume that the husbands would do it and I'm like no you don't understand like a lot of the guys need their wife's approval. So you really do never know so that's why it's important to ask those questions in the beginning. What's up yap gang when you start a business nobody really tells you how many hats you're about to wear one minute is a creator the next year the marketer then you're the finance team and customer support before you know it can feel like way too much on your shoulders. But that's why I love Shopify and what it does for entrepreneurs Shopify is an all in one commerce platform that helps you sell online. 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A lot of the times when you know we work with offers I like to look at the offers content it's like okay are you using the marketing agencies that are just doing like the big neon text and you sound like you're scripted it's like okay there's a lead from that is probably not going to be as good of a lead as somebody that's. It's a genuine real with their audience that's super upfront with what they sell and they know exactly what they're getting into before they get on to a sales call and so. A lot of the training that we do with my girls is like okay once you finish my training we also coach you on like how to find the high ticket offers to sell for and so the girls it's like okay how do you evaluate how good the online coach is doing with the sales it's like okay you look at the content you look at the lead flow you look at how interactive they are. So I think the sales starts with that and then that's why it's like the closing call is closing makes our job 10 times easier yeah I really want to get into online selling with you and social media but let's actually talk about close like what's your best guidance for closing a deal. So I think that soft closing a deal multiple times throughout a sales pitch is the best way to go before you get to a hard close so I always like to layer in I do a couple different soft closes a temperature gauge and then a hard close and this is for. This is for warmly it's a lot different than if I were doing like cold calling door to door but soft closing is essentially any sort of close that makes it a little bit soft a little bit contingent so I would say something like it. If we were to even set something up would you want to do this package or this package would you want to do the calls on this day or this day what would be a priority for you if you were to be in the program what would be your commitment level if you were to join the program so it's. You can kind of tell where somebody's at before you heard close them rather than just going in for the close and you tell that based off of their responses so they can respond one of two ways number one is. I would definitely want to do like the whole thing or they could say like if we were going to do it then I would want to do this and that's the contingent part and so with that person you would sit there build a lot more value before you go in for the close because the worst thing you can do. My job is all preventing the objections the worst thing you can do is not know where the customer stands going for the hard close and then they just tell you some BS of like yeah for sure but I would need to think about it and then you're just digging yourself out of a hole so it's the layering the soft closes in kind of getting that temperature gauge of where they're at and then the clothes once you know that this person's like pretty good to go. How do you feel about giving the price on the discovery call do you like to to wait to give the price or what's your strategy there so I teach my girls so like for example DM setting or the discovery calls some setters no price at all but it's hard because you also want to make sure that this person's a qualified buyer that they have some sort of money or else there's no point in getting on a sales call. So the rule of thumb that I always give my girls with their offers is whatever your lowest packages half of that has to be the minimum so because there's payment plans a lot of the time so let's say your lowest packages 3000 dollars I would have the setters qualify them with 1500 you have at least 1500 dollars to get on the sales call because if they have 1500 then they can sell them the lowest package out of split but you never give the full price because there's zero value bill. And also this is very, very important with setting up follow up calls with spouses is I always tell them like okay for our sake just because we built so much value I don't want your husband to be like oh can I join this program for this amount obviously is going to say no so let's just do this we'll go over everything with your husband tomorrow at 5 p.m. Do me a favor let him come the same way that you came blank state just kind of to learn and then we can go over the packages so I don't want them to talk about. Even though they probably will but I don't want them to say oh marketing agency for 5000 dollars or just be like wait what no there's no value bill yeah that makes a lot of sense so basically the initial calls with call setters not the expert but once you actually go over everything in detail what they're getting. The questions whatever you can then give them the price at the end yeah so the price is going to be in the close at the end and the close for high ticket is so simple it's just in the investment in order to get you to XYZ is going to be blank shut up it's just a statement close it's easy or you can do an option close with packages depends. Yep and I love the language that you use you didn't say cost use of the investment which is way more positive investment and then you add in the goal KPI so the investment in order to get you to those 10,000 leads a month the investment in order to get the 10 to 15 pounds lost that you were telling me about you remind them of what they're buying before you give the cost. Okay last question on sales then we're going to get into social media talk to me about reverse selling so I always say sales isn't a chase it's a dance and so most 90% of sales people are just product pushing product pushing objection super aggressive and when you chase somebody they're going to run away so a dance is knowing when to push a little bit but then went to pull back. So when you ask me you know like listen shall be like I really need to think about it's like okay no problem at this point they would have told me that a couple of times so it's like okay no problem how long do you need they never really say a month they normally say like two days but then that's when you pull back a little bit because you can't give your energy too much you need at some point reverse the energy and reverse sell another way I love to reverse sell is what I call the hot potato technique. So most sales reps they'll go oh well why should I go with you guys and I'll go oh because we have this we have this we have this we have this we're the best here here and here like no your energy is going like this you're just selling them you're chasing them you're selling yourself a hot potato sales technique is exactly what it sounds it's like playing hot potato you get the potato it's hot you throw it right back same thing in sales so I teach my girls to say okay well why should we go with you guys well what's important to you oh well this this and this okay well why are you doing that. And this okay well why are those things important to you oh because in the past we've had this this this now they're selling themselves on why they should be a part of your program or whatever you're selling and it comes back to what you were saying of people believe 0% of the words that come out of your mouth but they'll believe everywhere that they say so it's about asking the right questions and making themselves. Something that I like to do on my sales calls is I try to like disqualify somebody from even being able to work with me like i'm so exclusive that actually I need to qualify you to be my client talk to us about why that works. yeah so I actually call it the gatekeeper and so I tell my girls this is something that could really only work for warmly it's right like I can't I could never go up to somebody's door and act like i'm interviewing them the gatekeeper right. So it's different but in warmly 100% and I tell them like you have to have the mindset because in high ticket this person's probably been following the creator for quite some time finally wants to book a call etc so you need to have the mindset of this person just took an hour out of their day. To sit on a sales call there's a reason for that I don't know about you but I have to have a pretty big pain point in order to take an hour out of my very busy day in order to talk about a sales pitch and getting sold a program. So having that mindset of this person has a problem our program is the best possible solution for this person with this problem and we only let people in who are going to be good testimonials. And so when I was rolling that one objection I said in part of my job is to make sure that we're screening the people that we let in the program because we don't want you to not succeed so if you're not that committed take that time for sure and I kind of make some pull back a little bit the reverse selling of oh no I am committed though like I would want to do this yeah. So gatekeeper of between this person who has a problem in this program that has their solution and you're interviewing them asking them all the questions to see if they're going to be a great testimonial and when you tell them at the end you know more of a sincere close of I really do see see you being one of our next testimonials or when you're on the testimonial side telling them this will be you can you see that for yourself can you see yourself being on the side in three months when you XYZ get all the rental properties kill it in this whatever it comes off a lot more genuine when you treat it like that yeah and it's also good to have different programs for people are at different levels like listen you're not ready for totally all the services that I can do for you with the whole team and like you're not ready for that yet because I don't want you to spend money and not get your ROI but why don't you take my course and get started and you know and I mean so it's like having different packages is really important for sure. Okay so let's talk about social media you've done an incredible job building instagram and tiktok what is like your thought process behind building a community building a brand like how are you able to just like kind of come out of nowhere in the last year and just dominate the female sales persona. I always get asked this question and my answer is very simple a lot of people try to do social media instead of just actually being the expert in something that people want to watch like everybody's always worried about what hashtags what times should I post what mark and it's like okay people see through that nowadays like you said sit because social media is sales at the end of the day people see through that so I genuinely think the reason why this time last year I had less than 10,000 followers and now I'm almost at 600,000 on Instagram is because I can pull out my camera and just talk about some random closing tip or throughout my day it's all I think about I'm consumed by it. So when I hear a sales pitch of somebody on the street trying to sell me something I'm like oh that was actually like pretty interesting I'm going to make a video about that. Actually being the thing before you like put that on social media that way when people see it they're like this girl actually knows what she's talking about and she loves it. Yeah you're like to go to person for sales everybody knows what to expect when they go to your page to know the energy you're going to bring the vibe they know you're talking to women primarily but anybody can learn from your page which I'm sure you've got a lot of male followers too. Yeah they always comment they're like I'm not a girl also I'm not even in sales but you have me with my confidence. Thank you. But yeah it's funny and then like the second part about building a brand is super interesting so I had a video that I posted maybe like nine months ago went mega viral it was all the girls want to live the rich Porsche Pilates mom lifestyle they want to go on walks Pilates drive a nice car and just kind of like have that be their day. You don't have to marry an ugly bald dude you can give it to yourself in the way that I give it to myself the sales and so that video kind of popped and created this brand of like Porsche Pilates match up sales hot girl sales and so it was awesome it was super fun and now that's like all of my girls they all like where they're her ponytails the gold hooks and they post their match up so it's it really is like a huge community in a real brand and. It's fun because that's the life I live every single day so it's fun posting my little match in the morning and the girls I like love it. Yeah you have built this like everybody knows what to expect when they go to your page and you're also showing different elements of you you're talking about sales everybody knows you're going to teach them about sales but then you're into working out you're into eating healthy and so you've got you can be dynamic I always get this question like can I be a dynamic person on social media and it's like yeah people want to know the real you. One of the things people wish I was more dynamic about is my dating life people are always like how can you do like day in the life get ready with me is like debriefs about your dates I'm like no I already like guys probably already look at my social meeting they're like oh my gosh like intimidated this girls loud she's going to try to sell me on a date so I'm like I can't talk too much about my dating life on social media because then nobody's going to want to date me you know. Well let's take a little tangent here to very successful women how is dating for you do our men just really intimidated especially with your age everybody thinks that everybody the comments I get are like oh it's probably going to be so hard for her to find a man blah blah blah like I have never had more options and a lot like in the way like the least weird way to say that but options aren't great because I feel the same way but it's like a different way to do it. But it's like it's almost like I can't make a choice I agree and I also don't have the time to go on all these dates so I always like to say being a successful woman that makes her own money it disqualifies all the people that wouldn't make sense anyways because like the broke guy is never going to be like oh like that's my wife you know so it's like but I also don't want somebody that doesn't have goals so I kind of like disqualifies the people that wouldn't work out anyways and then the options that you do have are like okay these are actually like great great guys and I want to be with somebody that wants their wife to be a badass and have her own thing and that I can have intellectual conversations with so I think it's it's been going great but I also just don't have a lot of time so. Yeah I hear you alright well Shelby is single if you guys want to take her out on a day yes you have to live in Miami so on Instagram what do you feel like goes most viral so the role videos do really well which is just like the five to second videos with text on it those ones do really well with me I like to say in another life I was the best copywriter on the planet because I I do all my social media myself I don't hire a single soul for it I was going to ask you do you do it looks like it's all you. Yes I hire actually that's false I have to like intern copywriters that help me out but I only have them do bullet points for stories and then they only touch stories by like nobody touches my like actual videos content broadcast channel and it's because I've tried it before because it is a lot running the whole social media thing with how much content I put out but when it's not you people can tell and it's also not fun to post for me I don't know and when it's me like it's just not fun to post for me. Like it just does so much better so I'm like I'd rather put out less stuff and it actually being me but yeah I do literally everything myself the best stuff that does well on Instagram for me there's like two buckets one bucket is the b roll with the funny copy on it but the other bucket is a really funny sales tip so I'll start a video by saying something out of pocket like you have to be a brat in sales and people are like wait what but then I follow it up with a really good sales tactic that's like okay we'll win somebody asked you a question you ask them a question back that's bratty but like that's how you get the deal done and people are like okay that makes sense and those videos get the most amount of followers the b roll ones are like no they're just like for fun but the sales tip ones are what really grow a page yeah so it's like kind of shock them with something that they're like what is she talking about and then gives them a really smart response and then they're like okay that makes sense I'm so excited because I've been like heads down building my company for four years basically like creating other influencers monetizing other influencers and for my brand I just like kind of on autopilot I have a team I've got reels it's not me like you were saying in this year I'm just like trying to get everything off my plate and I'm like gonna just go super hard and just teach and just go back to my roots because that's how I started is like I blew up on LinkedIn just teaching people I can't wait to get back to it and you've been an inspiration because I'm like damn she's so good at her videos like I was like I need to just do that no you do make that your 2025 because you are such a badass I'm like you just let the camera up and start talking I guarantee that's awesome yeah I can't wait okay so couple last questions here I know you've got a course I'm sure there's so many people tuning in I know that you do webinars for your course you probably got a bunch of different sales funnel so just walk us through how you actually sell online what's a good salesy type post you use many chat webinars like what are you doing to sell what are your main ways to sell online so it's funny because I guess this is like a sales tactic but it's actually true is we I don't let people just join like you can't book a call from my content go to the link in bio get on a call with the team and get on board it so I only open my program which is called she sells at the end of master classes at the end of webinars and I only open it for like 20 minutes and it's a time where like I have girls that DM me all the time hey can you send me the link I want to join she sells and we're like nope got to come to the master class two reasons number one women are going to be successful when they know exactly what's in it when they're super hot when they're all going together and so I make them sit on a masterclass for an hour learn the ins and outs of it for free and then it's like okay now that you know it join and you only have 20 minutes to join so you got to you got to join now so you're like condensing their decision time they can't talk themselves out of it if you only give them 20 minutes they only have whatever's fresh in their head they can't go talk they can have their spouse talk them out of it they got to decide right that and they have to pay within that 20 minutes that's genius yes like the reason is to it is a sales tactic but it also is more of a fulfillment reason to because they all getting at the same time the way that I do it is not cohort style but kind of is and women love to do things with their girls like we don't even go to the bathroom alone so it's like knowing that you're alone on a call but you're also joining with all of the girls at the same time from across the world is that's how I built my community like my community on social media is cool whatever my community in my program is in sane I will go to war with any other community in the world because my girls are so like they bleed G cells it's awesome that makes so much sense it's like people want to share identity they want to talk the same language they want to feel like they're part of a group and so having them make that decision on the call together it's like they all like kind of got like not hazed in a sorority together at the same time but kind of it's like that bond yeah I love that when I tell them to like I mean when you're purchasing anything and especially like getting into sales that's something that's scary and so that's my time to kind of talk to them and a lot of it is like mental of like okay when a decision is scary that's how you know it's right because that's how you know you're growing and so it's scary for everybody on the call right now but like if it's calling you like I do invite you to join and it's also just more fun for me because we get to onboard all the girls at the same time there's not people just trickling in we can kind of know like okay this group is going at this pace and this pace and this pace so it is nice that's really cool and are you collecting their emails and then retargeting them if they don't sign up to join the next webinar and like how cohesive is your strategy in that way. Yeah so I have a whole team so I have a team of 22 and they handle a lot of like the back end emails a lot of the sequences and the stuff that I am not an expert on but a lot of it is retargeting and what we found is that somebody doesn't just join a class and then join at the end a lot of people join a couple classes and it's funny because it's the same class you would never think that but the way I run my webinars is super energetic I have caffeine I have mustaches I do role plays I handle objections live like it's fun and so I think people join for the energy but when they come like a couple times they're like okay okay I finally feel like I'm going to do it now okay let's do it yeah it's so true some people need to go two three times and then they'll buy on the webinar and webinars are so smart people I've got lots of content on webinars guys I interviewed Jason flatline Russell Brunson just on webinars so look those up if you're interested because webinars to me are like the hottest way to sell something low to high ticket it doesn't even matter it's just like the best way to sell in my opinion. I agree and people are like oh why don't you have sales you have so many sales girls why don't you have them take calls for you I'm the best sales girl to sell my product and I just I look I genuinely feel like I was born for webinars I was born for it like I'm sitting here selling one to many so fun because the way I like to sell during a webinar is I'll take every sort of customer segment every sort of target market of our girls and overcome their their objections so like you have the moms but then you have the girls that are working part time you have the students and so you're like well if you're a mom I'm talking to you handle that if you're a student I'm talking to you handle that if you're international I'm talking to you handle that so you kind of get the different angles you know what I think it is that I realize I think we're just we love sales so much and like webinars like the ultimate sales challenge and so she's like so fun and it's really fun I love to do what I look forward to them same they're my favorite part of the week okay so last question you are living in Miami and you just move there and you talked about the Miami effect so what is the Miami effect so the Miami effect is a pretty known thing but it's basically when you move to Miami you get hotter and richer no argument at all you just get hotter and richer and the reason is because everybody that lives in Miami and when I say Miami I'm really talking about Brickle which is where I live people are like no they're not and I'm like where are you from they're like little Havana I'm like okay well that's not where I live so we're talking about like Brickle the city so where I live in Brickle I mean the rent is insane that you buy a coffee it's $15 so like you have to make money in order to live there so everybody in the elevators everybody at the coffee shops on your walks makes money and it's cool and in order to make money you have to have good skill sets you have to have some sort of business you have to be a cool person so it's like you move to Miami you start meeting all these cool people side note Miami is the land of the fakers though so you kind of have to like there are a lot of people that are like real awesome but that was one of the things where I first moved here I thought everybody was like so real they're really not but for the most part like people are making a lot of money people are walking outdoors because the weather is awesome everybody here is so attractive so you need to become attractive too so it's like you just rise to the level of the standard of Miami which is your Miami effect environment is so important people don't realize it if something's not working out for you could just be that you just need to move meeting people get inspired well in atomic habits that's the biggest thing is you can change your habits like this if you change your surroundings that's why when somebody goes to rehab they don't send them right back to the same apartment same house because you start associating your physical surroundings with your every single daily habits so the best way to break your habits and literally change your life is to get into a different house the different apartment or even better a bigger city and I always like to explain it as like a fish bowl like you're a little fish and a normal fish bowl but then when you get a big fish bowl you grow to fit the size of the bigger fish bowl and that's why like a lot of people that have experienced something like this if you can relate you go back to your hometown and you feel like a big fish and you're like oh my gosh like I don't fit here anymore I don't fit so and that's the best thing to feel so Shelby this has been such a great conversation honestly I feel like you spit so much game on sales I think everybody learns so much I end my show with two questions I ask all of my guests you can answer from the heart what is one actionable thing our young and profitors can do today to become more profitable tomorrow spirituality 100% every single day spirituality when you have a why behind what you do you'll become more profitable no matter what you do and that was the biggest game changer for me as soon as I moved to Miami weirdly enough I got really into my faith as soon as I moved here and what happened a year ago my whole life complete like and it's not just because you know if you want to do that then get in touch with God but I do genuinely think you just take more risks you know who you are when you truly believe in something that's bigger than yourself so no matter what that is like find out what kind of spirituality you like to go into it and make sure that's the first thing you do in the morning and last thing you do at night and don't before that don't go on your phone scroll on TikTok after you pray at night that's like my biggest thing because your brain is so in like manifestation mode dreaming all this you're praying and then you go to bed and that's your subconscious mind so on a granular thing spirituality will for sure love that and what is your secret to profiting in life energy I like to explain to people your energy will make your life better no matter if you're a server unaccounted if you're in sales a business owner people don't want to be around you just sad and mopey all the time so the best thing that I do in order to be profitable in no matter what I do whether that's relationships business even friendships calling my mom like people have these little interactions with you and that makes up their story with you and their story with you determines what that relationship is going to be like and how much you love your life because your life is all of your relationships so carrying that positive energy and genuine energy too with everything you do in life you are so positive and it kept the whole conversation so engaging I'd ask you a question you'd be like oh my god I can't wait to question you I know this is so fun you have such good questions to I seriously enjoyed this yeah thank you so much Shelby where can everybody learn more about you and everything that you do yeah so my Instagram is Shelby dot sap my tiktok is diary of a door to door sales woman which I will be changing so don't go there but go to my Instagram and then you can see my website link in my bio amazing thank you so much for joining us on the podcast of course bye girl well guys Shelby offered up such a wealth of great sales tips and strategies today so many things she said resonated with my own experience when you are in sales like Shelby said energy is your currency and some days you will have to fake it the customer doesn't care if you are having a bad day or just broke up with your boyfriend or if you've just received 20 knows in a row before this meeting you have to rise above it and sometimes that means not behaving like a normal emotional human and maybe even acting a bit like a psychopath and today's buyers are not going to make it easy for you they have seen and heard it all and they hate being sold to so you have to be pretty savvy and I think Shelby had some ideas for how to do that here are some of my favorite tips and tactics she shared when selling to an alpha male make him think it's his decision so true women on the other hand like to buy comfort answer their questions take them through the details and help them get comfortable older people also respond to comfort but younger buyers respond more to pain or pleasure especially pain like Shelby said it's a lot easier to sell them pain killers than vitamins one more great sales tip handle potential objections in advance Shelby calls this shutting doors and whether your buyers doors are time price fear or something else try to learn what they are and shut them down early so they can't open them back up later ask the right questions and get them to make their own declarations remember people may believe nothing that comes out of a sales person's mouth but they do believe what they say themselves thanks for listening to this episode of young and profiting if you listen learned and profited from this conversation then why not reach out and share it with someone after all nothing sells a product more effectively than a recommendation from someone you like and trust and if you did enjoy this show and you learned something then why not drop us a five star review on Apple podcasts nothing helps us reach more people better than a good review from you want to watch this podcast as a video you can find us on YouTube just look up young and profiting and you'll find all our episodes there you can also find me on Instagram or on LinkedIn by searching my name hola taja finally I want to shout out my amazing production team thank you so much for your hard work this is your host hola taja aka the podcast princess signing off [BLANK_AUDIO]