Latest / Profit With A Plan / EP327 Influence Beats Authority - The Leadership Skill That Changes Everything

Transcript

EP327 Influence Beats Authority - The Leadership Skill That Changes Everything · Profit With A Plan

• 0:00
  Tami Reiss (she/her/coach): Let's do it.
• 0:04
  Marcia Riner | Profit Booster®: Why is it that some leaders get instant buy-in when others, even with authority, can't seem to make things happen?
• 0:12
  Marcia Riner | Profit Booster®: Because authority doesn't equal influence.
• 0:15
  Marcia Riner | Profit Booster®: Influence-driven leadership is a real power behind team alignment, collaboration, and results. It's the skill of getting people excited to follow you, and because they want to, not because they have to.
• 0:29
  Marcia Riner | Profit Booster®: This week, we're joined by Tammy Reese to talk about how to lead through influence using practical tools that make your message land, your ideas stick, and your results multiply.
• 0:42
  Marcia Riner | Profit Booster®: We'll break down how personalizing every pitch, how to ask smarter questions, and how to tap into what really motivates your team.
• 0:50
  Marcia Riner | Profit Booster®: So if you're ready to lead with more impact, not just authority, this episode of Profit with a Plan is your playbook.
• 1:01
  Marcia Riner | Profit Booster®: Hey entrepreneurs, are you working too little for too little profit, or too hard for too little profit? Welcome to Profit with a Plan Podcast, where we help you scale smarter, increase profitability, and build a business that's worth more, whether you keep it or sell it.
• 1:16
  Marcia Riner | Profit Booster®: I'm Marcia Reiner, business growth strategist and Profit Booster behind Infinite Profit. I've helped countless entrepreneurs to turn their businesses into highly profitable and sale-ready assets, so they enjoy more income now.
• 1:29
  Marcia Riner | Profit Booster®: and a bigger payday later. So join me for practical strategies, expert insights, and proven steps to make your business more profitable, more valuable, and built to last.
• 1:40
  Marcia Riner | Profit Booster®: By the way, today's episode is sponsored by Infinite Profit, where we don't just talk profit, we deliver it.
• 1:47
  Marcia Riner | Profit Booster®: But before we dive in, I've got something special for you.
• 1:50
  Marcia Riner | Profit Booster®: If you're tired of flat revenue or marketing that just doesn't seem to pay off, my new Profit Booster Growth Map might be for you. In just a few minutes, it'll show you exactly how to bring in more qualified clients and plug the profit leaks that seem to be eating your cash.
• 2:07
  Marcia Riner | Profit Booster®: So you can get your growth map now at ProfitBooster.biz, and go click on the growth map. And it will, start turning missed revenue into real money.
• 2:18
  Marcia Riner | Profit Booster®: Alright, let's jump into today's episode. Tammy Reese is an influence-driven leadership expert who helps professionals turn authority into authentic impact.
• 2:30
  Marcia Riner | Profit Booster®: She is the CEO of The Leader Within, a keynote speaker, and a corporate trainer known for making leadership skills practical and actionable.
• 2:40
  Marcia Riner | Profit Booster®: Through tools like her LEAD framework and her MAP map, you'll, your influence, Canvas, sorry if I get my mouth twisted, and the Confident Communicator GPT.
• 2:55
  Marcia Riner | Profit Booster®: Tammy helps leaders master the art of influence so that they can motivate, connect, and drive results.
• 3:02
  Marcia Riner | Profit Booster®: She's also bringing leadership lessons to life in a totally new way with her latest project, the illustrated rhyming book that makes influence fun and accessible for all ages. Tammy's based out of Miami and brings both warmth and wisdom to every conversation. Tammy, thanks for coming on to Profit with a Plan. I'm excited to have you on today.
• 3:22
  Tami Reiss (she/her/coach): I'm so happy to be here, Marcia. That was the best intro I've ever had.
• 3:25
  Marcia Riner | Profit Booster®: Thank you! I'll thank my boyfriend, Chad, GPT, for, yeah, it's been amazing to be able to fine-tune things that I never would have, you know, thought to look at, but it just makes it easier and flows off the tongue when I don't mess with it.
• 3:41
  Tami Reiss (she/her/coach): Well, you should check out the Confident Communicator GPT.GPT, and I took all of my blog posts, like, 55, every speech I've ever given, every podcast transcript I've ever had, and pumped it in there, and it gives…
• 3:59
  Tami Reiss (she/her/coach): more confident communication, like, more short, more concise, more executive communication style and advice than regular ChatGPT. But it's free, so, yeah.
• 4:09
  Marcia Riner | Profit Booster®: I love it. Well, my growth map's an actual GPT that I created, too, so I love that you're playing in the AI space. It's just so much fun for me right now. I'm doing videos and all sorts of things, but that's a whole nother, whole nother conversation. But let's talk about that, but, well, before we do this.
• 4:28
  Marcia Riner | Profit Booster®: How in the world did you get into influencing people and driving leadership this way? Because people don't do it this way.
• 4:36
  Tami Reiss (she/her/coach): So, my background is in product management, and product managers talk about the need to have influence without authority, because the developers we work with, and the designers we work with, and the salespeople we work with.
• 4:47
  Tami Reiss (she/her/coach): they have no reason to listen to us unless we're good at influence. But beyond that, I spent half of my career as a consultant.
• 4:54
  Tami Reiss (she/her/coach): And so much of being a consultant is influencing your client to be excited to work with you, to understand the change that you're asking them to make, to actually have them make that change. And so, I've spent my career in this space where my ability to influence made or, like, broke my…
• 5:15
  Tami Reiss (she/her/coach): effectiveness. And for the past few years, I've done executive coaching with product leaders and other technology leaders, and what I realized was, even in the C-suite, most of the time, the advice I was giving them was about interpersonal influence.
• 5:30
  Tami Reiss (she/her/coach): How do you influence the CRO, or the CMO, or the CEO, or the board? And… or how do you influence your team? And I said to myself, if only we learned these skills earlier.
• 5:44
  Tami Reiss (she/her/coach): If only we had them at our fingertips, if we could make them more accessible, how much more powerful would organizations be?
• 5:52
  Tami Reiss (she/her/coach): And so, that's where I got to this.
• 5:55
  Marcia Riner | Profit Booster®: Wow, I love it. It is so fresh, because, you know, when you think about influence, you're thinking, how can I persuade or sleazy make someone to come onto my side?
• 6:05
  Marcia Riner | Profit Booster®: But it's not like that. It's really you just being able to communicate the direction and vision that you want to go, and the value, and how they…
• 6:15
  Marcia Riner | Profit Booster®: how they can actually participate in this and make it happen. And for me, that's so exciting to…
• 6:23
  Marcia Riner | Profit Booster®: to do that in a way that, you know, just makes it effortless. They want to, they want to participate.
• 6:30
  Tami Reiss (she/her/coach): Well, it's not only they just want to participate, when they want to participate, when you get them to want to participate.
• 6:36
  Tami Reiss (she/her/coach): They bring their best selves. They themselves are motivated to reach that goal.
• 6:42
  Tami Reiss (she/her/coach): Because they feel ownership, because they feel connection, and when they bring their best selves, they bring the best solutions. And staying an extra 20 minutes to finish something isn't a big deal.
• 6:53
  Tami Reiss (she/her/coach): Or, other things like, hey, I'm gonna call up this person because I think that's the right thing to do right now. They think about the right thing to do.
• 7:02
  Tami Reiss (she/her/coach): and the best thing to do, as opposed to, oh, this is what I was told to do.
• 7:07
  Marcia Riner | Profit Booster®: So I'm gonna just do the thing.
• 7:08
  Tami Reiss (she/her/coach): Right? When we're told to do something, we go through a checkbox, and we make sure we checked the box. But when we actually want to do something, we want it to be good. We want it to be a reflection of us.
• 7:21
  Tami Reiss (she/her/coach): At which point, we bring our best selves to the work, and what boss doesn't want their employees bringing their best selves to the work?
• 7:29
  Marcia Riner | Profit Booster®: Oh my gosh! You know, business is hard enough, right? And you can't do it alone, so your next best thing is to hire people to help you get to your goal that you want.
• 7:40
  Marcia Riner | Profit Booster®: But to do it, it just always seems like I'm dragging people, right? You know, I've got this ball and chain, and we're all trying to push this boulder up the hill, but they're like, well, it's lunchtime, right? But, like, you just flip this, and they want to do it.
• 7:56
  Marcia Riner | Profit Booster®: so much better sense, and it creates a better culture, it makes them, like, you know, you said, work extra 20 minutes if they want to get this thing finished. It's a much better, happier place.
• 8:09
  Marcia Riner | Profit Booster®: And considering that they're… as a business owner, your people are your most valuable asset, why not fine-tune them to make them run like a great, you know, sports car?
• 8:19
  Tami Reiss (she/her/coach): Yeah, and so many leaders have to step in
• 8:24
  Tami Reiss (she/her/coach): when their employees get blocked by someone else. Oh, Sally doesn't want to do this, she's too focused on her own work. Oh, Jim won't run that report because he has other priorities. And then you as a business owner, you as a leader, need to step in and say, hey, Jim, I need you to do this for so-and-so. Sally, get on this for… and…
• 8:41
  Tami Reiss (she/her/coach): When your individual employees know how to work together, because everything is a group project.
• 8:48
  Tami Reiss (she/her/coach): And they know how to influence each other so that they can feel connected, and they can feel co-ownership.
• 8:55
  Tami Reiss (she/her/coach): you have less of this, like, playing mom, dad, parent… Babysitting. Babysitting, and you actually get to focus on the strategic work and the strategic relationships that are going to move your business forward.
• 9:10
  Tami Reiss (she/her/coach): Okay. Nothing is more valuable with our time.
• 9:12
  Marcia Riner | Profit Booster®: I'm sold. This is fantastic and amazing, and it seems like the perfect scenario that the… your company can run at optimal production, right?
• 9:24
  Tami Reiss (she/her/coach): Yes!
• 9:25
  Marcia Riner | Profit Booster®: So, how do we do this? I mean, come on, I don't just come in and put on a great face and go, cheerleader!
• 9:32
  Tami Reiss (she/her/coach): You definitely don't. But that's what MAP is about. It's a very simple 3-step process.
• 9:37
  Tami Reiss (she/her/coach): for influence. And map, I'll go through the letters in just a second. This is applicable when you're the boss, this is applicable when you're talking to your coworkers, people on your level, investors, customers, partners, or your at-home partner when you're trying to convince them to do something else.
• 9:55
  Tami Reiss (she/her/coach): you know, Chad GBT is a little bit more compliant than the average human partner.
• 9:59
  Marcia Riner | Profit Booster®: Exactly. If he had arms, he'd be my real boyfriend, right?
• 10:03
  Tami Reiss (she/her/coach): Exactly. So, the way MAP works is M is for manifest where you want to go.
• 10:11
  Marcia Riner | Profit Booster®: Okay. Before you can get anyone else on board, you have to know where you want to go.
• 10:15
  Tami Reiss (she/her/coach): And why that's important. You build out a real picture.
• 10:19
  Tami Reiss (she/her/coach): Of not only the thing you want done, but what are the downstream impacts? What's the world look like once this thing happens?
• 10:28
  Tami Reiss (she/her/coach): Who else benefits? And when you have that complete picture.
• 10:32
  Tami Reiss (she/her/coach): You have the ability to connect other people to it better.
• 10:35
  Marcia Riner | Profit Booster®: Nothing. So then you get A.
• 10:37
  Marcia Riner | Profit Booster®: Well, wait a minute, hang on, before you go on to A, when I think of manifest, I think of sitting here and quiet and dreaming and coming to this kind of thing. We're not just keeping it in our head, are we?
• 10:49
  Tami Reiss (she/her/coach): Yeah, hang on.
• 10:50
  Marcia Riner | Profit Booster®: paper and actually building it out.
• 10:52
  Tami Reiss (she/her/coach): Yay!
• 10:53
  Marcia Riner | Profit Booster®: can shoot.
• 10:53
  Tami Reiss (she/her/coach): Maybe drawing pictures. Maybe drawing pictures.
• 10:56
  Marcia Riner | Profit Booster®: Pictures!
• 10:57
  Tami Reiss (she/her/coach): There's a conf…
• 10:58
  Marcia Riner | Profit Booster®: People.
• 10:59
  Tami Reiss (she/her/coach): I'm sure a lot of your listeners know about the concept of a prototype, right? You might have, like, a sample version of something. And so there's this other concept called vision type.
• 11:08
  Tami Reiss (she/her/coach): Which is a visual storyboard sort of thing, which talks about this future that you want to build, and how people are interacting with your products and services, and the rest of the world because of your products and services.
• 11:28
  Tami Reiss (she/her/coach): Right? If you're… if you're in the business of some sort of coffee brand.
• 11:32
  Tami Reiss (she/her/coach): Right? And maybe it, like, has a better melon… like, it's not about, oh, we have coffee at a certain caffeine. It's about, we have coffee that has this caffeine, and that produces a more steady day for somebody. They no longer, at 3pm, need to go get that espresso.
• 11:49
  Tami Reiss (she/her/coach): Right? They don't crash at 2PM without a Diet Coke, or whatever it is, and you have to think about it. It's not about producing a coffee that has a certain profile, it's all of the downstream impacts.
• 12:03
  Tami Reiss (she/her/coach): It's the benefits.
• 12:05
  Marcia Riner | Profit Booster®: so that, because of, and this is what you get, because it's so important, even when you are talking to your customer, I think in marketing, you're not talking about the features and the bells and whistles, you're talking about the benefits and what's in it for them, not how great I am, but what they get and what they can do with it.
• 12:24
  Marcia Riner | Profit Booster®: And it sounds like you're talking, you're sharing that same influence when you're trying to get someone to buy in to your vision and your dream. So you're still there. Absolutely, but before that, you have to…
• 12:37
  Marcia Riner | Profit Booster®: I'm gonna dream it.
• 12:38
  Tami Reiss (she/her/coach): Right? And then, the A and the P are what people miss. People think, okay, I have this big dream, I'm gonna share this big dream with everybody.
• 12:45
  Tami Reiss (she/her/coach): And the answer is no. No one cares about your big brain.
• 12:48
  Tami Reiss (she/her/coach): They care about the parts of that big dream that are impactful to them. So that's what assess is about. Assess where someone else wants to go.
• 12:56
  Tami Reiss (she/her/coach): where does Marcia want to go with her podcast and her consulting business, right?
• 13:01
  Tami Reiss (she/her/coach): How am I going to be a good guest on your show that serves your people so that your podcasters listen through the whole episode?
• 13:10
  Tami Reiss (she/her/coach): Right? That's what you want. And so, as a business leader, we have to think about what do our employees want? What do our potential customers want? What do our potential partners want? Right? If you're thinking about selling your business.
• 13:23
  Tami Reiss (she/her/coach): Who would be potentially interested in this based on the sorts of things that are important to them?
• 13:29
  Tami Reiss (she/her/coach): Because once you have all the different dominoes in your downstream impact, you can see, oh, well, this set of 5 might be applicable to this group. And this other set of 3 is applicable to this other group. And that's why that that's the first step.
• 13:44
  Tami Reiss (she/her/coach): Because then, you can assess all these other people.
• 13:48
  Tami Reiss (she/her/coach): Understand where they want to go, and that brings us to our final step, which is the selling. P, promote where you can go together.
• 13:56
  Tami Reiss (she/her/coach): So rather than sharing the entire big picture of the manifest.
• 14:01
  Tami Reiss (she/her/coach): Share the VIN diagram. Share where there's overlap.
• 14:04
  Tami Reiss (she/her/coach): Share where, after you've gone through this assessment of what someone else values.
• 14:09
  Tami Reiss (she/her/coach): What are their priorities? What are their goals? Share where you can work together to help them benefit.
• 14:17
  Tami Reiss (she/her/coach): Help them get where they want to go by collaborating with you, by hiring you, by listening to your idea, by following the change you want to make in the organization, or anything else.
• 14:30
  Tami Reiss (she/her/coach): But you have to frame it first about what's in it for them.
• 14:35
  Tami Reiss (she/her/coach): And then…
• 14:37
  Tami Reiss (she/her/coach): they're captivated, then you have a chance of motivating them to actually take action. All of those things that it starts with, you gotta know yourself.
• 14:47
  Tami Reiss (she/her/coach): Know the other people.
• 14:49
  Tami Reiss (she/her/coach): And then, figure out where you can go together.
• 14:52
  Tami Reiss (she/her/coach): Because no one wants that. Wow.
• 14:54
  Marcia Riner | Profit Booster®: That is so…
• 14:57
  Marcia Riner | Profit Booster®: Simple, but yet on point, right? You know, 3 things to do. This is not an overwhelming process of, like, years of building this thing out. This is something you can sit down and go, look, here's my idea.
• 15:11
  Marcia Riner | Profit Booster®: I've mapped it out, right? Then I, as you said, assess, then I'm looking at where can I get you to benefit from this, right? Or how… what would you like to do out of this? Take a chunk of that, and then talk to them about it, and show them just that chunk to get them on board. Yeah. Duh!
• 15:28
  Tami Reiss (she/her/coach): And so let's do it for you, right? I don't do this often, but Marcia, right? Marcia has, in her mind, a certain number of entrepreneurs she wants to help exit, or have long-term profitable businesses.
• 15:40
  Marcia Riner | Profit Booster®: Yes, love it.
• 15:41
  Tami Reiss (she/her/coach): But the downstream impact of that is community benefit, and generational wealth, and security, and all the other things that come with profitability, right? And higher valuation. But when you assess entrepreneurs, what's important to them? They don't want to waste their time.
• 16:00
  Tami Reiss (she/her/coach): They don't want to be in the weeds. They want profitability so they can go on vacation and increase the value of their company so they can exit. So when you do a promotion for your services.
• 16:11
  Tami Reiss (she/her/coach): You're not talking about, oh, I go through this assessment. Let's go through an assessment together. No one, no one really turns down an assessment, right? But you're talking about the downstream impacts. If you work with me, I will help you increase your profitability.
• 16:26
  Tami Reiss (she/her/coach): I will help you spend less time on the things that don't matter, and I will help increase the value of your company if you at some point want to sell.
• 16:37
  Marcia Riner | Profit Booster®: Love it! You're hired!
• 16:40
  Tami Reiss (she/her/coach): But, I mean, it's marketing. It's marketing.
• 16:42
  Marcia Riner | Profit Booster®: It is!
• 16:42
  Tami Reiss (she/her/coach): sales, and we think of those things as dirty words, and it's… as a product person, I used to say, oh, I don't sell, I'm a product person. If you have a need, and I have a product, I will show you how they can match. And salespeople are more into showing you you have a need that you might not have realized it.
• 17:00
  Marcia Riner | Profit Booster®: But.
• 17:01
  Tami Reiss (she/her/coach): Either way, it doesn't make a difference. You're showing someone else why them giving you money
• 17:08
  Tami Reiss (she/her/coach): Time, social capital, is going to benefit them.
• 17:12
  Tami Reiss (she/her/coach): Because they can put that stuff anywhere. Why are they gonna give it to you? Why is an employee gonna join your organization?
• 17:21
  Tami Reiss (she/her/coach): Why does someone want to stay with your organization?
• 17:25
  Marcia Riner | Profit Booster®: This is… this is really smooth and fantastic, because I'm hearing all the right things that
• 17:33
  Marcia Riner | Profit Booster®: that we want as business owners, right? We want to have people come in that want to work with us. We want to talk this way to our clients, we want to sell this to our customers, we want to have that buy-in from everybody. It sounds like… now, this may be a little on the rough edges for you.
• 17:52
  Marcia Riner | Profit Booster®: But it sounds like I'm influencing people by…
• 17:58
  Marcia Riner | Profit Booster®: with the same skill set that I would sell to them with, a good salesperson.
• 18:03
  Tami Reiss (she/her/coach): 100%, good salesperson. I like to say, I train non-sales people in sales tactics.
• 18:09
  Marcia Riner | Profit Booster®: Yes!
• 18:10
  Tami Reiss (she/her/coach): Because engineers aren't taught to sell. And then, how can they advocate for the new technology they want to adopt?
• 18:19
  Tami Reiss (she/her/coach): How can they advocate for the table structure they want? How does a designer who's looking at a screen mockup have the ability to say to the decision makers, this is what's gonna move the needle?
• 18:32
  Marcia Riner | Profit Booster®: Yeah.
• 18:33
  Tami Reiss (she/her/coach): And when I've worked with executives, a lot of executive coaching is telling them how to translate what's important in their business unit to the larger financial business unit, to the business-level metrics. And that, again, is about influence. You're selling why you should get more headcount.
• 18:50
  Tami Reiss (she/her/coach): You're selling why you should get budget to buy a tool for your team, because if they're more effective, this other thing's gonna happen more, at which point we're gonna deliver more business value and more profitability. We're gonna cut… we're gonna cut OpEx, right? We're gonna reduce costs if we do this tool.
• 19:08
  Tami Reiss (she/her/coach): But you have to learn to do that. And it's always about selling, it's always about influence.
• 19:14
  Marcia Riner | Profit Booster®: I love it. It's completely flipped around, and I think it's great, because when you have this skill set.
• 19:21
  Marcia Riner | Profit Booster®: It goes through life, it goes through business, it goes through relationships, it goes through, you know, gosh, everything, because you're really starting to think about, in this simple process of, this is what I want, this is how it'll benefit you, and here's how I'm going to explain it to you. Yeah.
• 19:41
  Tami Reiss (she/her/coach): benefits.
• 19:41
  Marcia Riner | Profit Booster®: Bye.
• 19:42
  Marcia Riner | Profit Booster®: It's so… it's so simply amazing that… that I can see now that if you're… if you're not… if you're using this well in your business environment, right? Not just for your customers, but for your team, you get them to come with you.
• 19:58
  Tami Reiss (she/her/coach): Yeah, that's what leadership's all about. A leader without followers.
• 20:03
  Marcia Riner | Profit Booster®: Isn't a leader.
• 20:03
  Tami Reiss (she/her/coach): They're gonna walk, they're not a leader, right.
• 20:04
  Marcia Riner | Profit Booster®: They're alone.
• 20:05
  Tami Reiss (she/her/coach): And so, exactly. And so, the thing that I really love that, when it really clicks for people, is when someone who has authority.
• 20:16
  Tami Reiss (she/her/coach): because they're the CEO, the CFO, the CRO, the vice president of XYZ, the general manager, whatever it is, they recognize that even now that they have the authority to tell someone to do something, it is better
• 20:31
  Tami Reiss (she/her/coach): If they use the influence tactics, because then someone will want to do something.
• 20:37
  Tami Reiss (she/her/coach): And bring your best selves. And that's so key that… and that's what I learned from executive coaching, was that even the CEOs who I worked with needed to use influence tactics to get their team motivated towards a new direction.
• 20:53
  Tami Reiss (she/her/coach): Love it. Or to accept something that they wouldn't necessarily otherwise accept, or whatever it is, and it's…
• 21:00
  Tami Reiss (she/her/coach): We forget that we still have to turn that on.
• 21:04
  Tami Reiss (she/her/coach): That these skills that helped us rise through the ranks, because you're not rising through the ranks without them.
• 21:10
  Tami Reiss (she/her/coach): You don't get to just leave them in the chair as you now have a corner office, right? Like, you need to bring them with you, and just use them in different ways.
• 21:20
  Marcia Riner | Profit Booster®: Love it.
• 21:21
  Tami Reiss (she/her/coach): But we're still working with people!
• 21:23
  Marcia Riner | Profit Booster®: Exactly. So what happens when you,
• 21:27
  Marcia Riner | Profit Booster®: When you get a little pushback, or you start to get a little salesy, or you get a little over the top, is that bad?
• 21:35
  Tami Reiss (she/her/coach): It depends on the audience.
• 21:37
  Marcia Riner | Profit Booster®: But I think that that gets into…
• 21:40
  Tami Reiss (she/her/coach): When you say salesy, does that mean you're pushing it down someone's throat?
• 21:45
  Tami Reiss (she/her/coach): Right?
• 21:47
  Tami Reiss (she/her/coach): You're no longer using influence. They're no longer wanting it, because they're about to throw up, right?
• 21:54
  Tami Reiss (she/her/coach): Take a pause.
• 21:55
  Tami Reiss (she/her/coach): And sit back and reassess.
• 21:59
  Tami Reiss (she/her/coach): sit there and say, okay, what is it that I know about this person? Maybe I need to reframe it. Maybe there's another thing I should be promoting.
• 22:08
  Tami Reiss (she/her/coach): Or, maybe I'm not the person to promote it at all.
• 22:12
  Marcia Riner | Profit Booster®: The best!
• 22:14
  Tami Reiss (she/her/coach): Leaders understand that sometimes they need to deliver the message, and sometimes someone else does.
• 22:22
  Marcia Riner | Profit Booster®: Because someone…
• 22:23
  Tami Reiss (she/her/coach): Has more gravitas, has built more trust, more confidence with the particular person they're trying to talk to, or the organization they're trying to influence.
• 22:33
  Tami Reiss (she/her/coach): And that is, like, that's like the jiu-jitsu master version of influence, right? When you recognize, it's not me.
• 22:43
  Tami Reiss (she/her/coach): That's supposed to deliver this message.
• 22:46
  Tami Reiss (she/her/coach): There's a domino effect that I know someone else, I'm gonna influence them, and then they're going to influence others.
• 22:55
  Marcia Riner | Profit Booster®: I like this. So, you brought something up that was… that was, really important, because we just assumed, because I'm the CEO, or the… or the leader, or the team director, or whatever it is, that my title gave me that authority and trust.
• 23:11
  Tami Reiss (she/her/coach): Mmm…
• 23:12
  Marcia Riner | Profit Booster®: So, if we take a step back.
• 23:16
  Marcia Riner | Profit Booster®: Trust is built based on relationships and understanding and give and take, right? And connection.
• 23:23
  Tami Reiss (she/her/coach): in…
• 23:24
  Marcia Riner | Profit Booster®: How do we step back and, like, maybe develop that trust a little bit more so the influence is more impactful?
• 23:30
  Tami Reiss (she/her/coach): When I coach people, I say, you need to think about every situation, every interaction with somebody else, as an opportunity to build more trust and confidence, to add to your trust bank.
• 23:43
  Tami Reiss (she/her/coach): That's every email you send, every meeting you're part of, every meeting you present. And it's not so that you are always driving yourself crazy, but you at least take a moment to say, okay, what could I be doing in this moment that will help the people who I'm interacting with
• 23:59
  Tami Reiss (she/her/coach): Trust me more. Do I need to put in an executive summary?
• 24:04
  Tami Reiss (she/her/coach): So that people understand, I speak like an executive. Do I need to include a chart?
• 24:10
  Tami Reiss (she/her/coach): Right? Do I need to make this not an email, but an in-person conversation? Right? All of those things are the things, the aspects of what's culturally appropriate, what's
• 24:24
  Tami Reiss (she/her/coach): situationally appropriate to what's going on that's going to help me build trust and confidence. What do I have to give? You said give and take. What kind of collaboration should I be doing with these potential partners of mine?
• 24:38
  Tami Reiss (she/her/coach): So that they understand, I have their back.
• 24:41
  Tami Reiss (she/her/coach): Because when I try to promote where we can go together, if they don't believe me, and they have no trust that we could ever do anything together.
• 24:50
  Tami Reiss (she/her/coach): You're not going very far.
• 24:51
  Marcia Riner | Profit Booster®: Right. So that's why I asked about that trust thing, you know, because that's important to get people to start following you, not just doing that. So, I would think that it's maybe, let me do something for you first, right? Let me help you with your…
• 25:09
  Tami Reiss (she/her/coach): It's up there.
• 25:09
  Marcia Riner | Profit Booster®: Yeah.
• 25:10
  Tami Reiss (she/her/coach): There's a hook there.
• 25:11
  Marcia Riner | Profit Booster®: Oh, yeah!
• 25:13
  Tami Reiss (she/her/coach): If you do something for somebody else, I have, like, a little, like, YouTube short about this, do… and they say thank you.
• 25:20
  Tami Reiss (she/her/coach): So many of us say, oh, no worries, It wasn't a big deal.
• 25:25
  Marcia Riner | Profit Booster®: God, do you know.
• 25:26
  Tami Reiss (she/her/coach): Oh my god.
• 25:26
  Marcia Riner | Profit Booster®: it to do all that?
• 25:28
  Tami Reiss (she/her/coach): You don't have to be melodramatic, but you can say, instead of no worries.
• 25:32
  Tami Reiss (she/her/coach): I'm glad you appreciated it. I'm glad you found it helpful.
• 25:37
  Marcia Riner | Profit Booster®: I like that.
• 25:38
  Tami Reiss (she/her/coach): And that says to the other person.
• 25:40
  Tami Reiss (she/her/coach): I gave you my time, and my time is valuable.
• 25:44
  Tami Reiss (she/her/coach): I'm happy to do that, because you needed it.
• 25:50
  Tami Reiss (she/her/coach): And at some point, if I say to you, I need some help, You might…
• 25:57
  Tami Reiss (she/her/coach): Have that seed that was planted, not in a tit-for-tat fashion, but in a, we're laying the groundwork for a relationship?
• 26:05
  Marcia Riner | Profit Booster®: Love it.
• 26:06
  Tami Reiss (she/her/coach): And… I value this relationship enough to give you my time, And it's not nothing.
• 26:13
  Marcia Riner | Profit Booster®: I'm glad you appreciate it, because I appreciate it, too. I'm glad you came to me with this problem.
• 26:20
  Marcia Riner | Profit Booster®: You know what, that is a huge shift, or hook, that you just dropped down here, because so many of us,
• 26:29
  Marcia Riner | Profit Booster®: Yeah, like you said, it was nothing, it's okay.
• 26:32
  Tami Reiss (she/her/coach): No is nothing. No big deal.
• 26:34
  Marcia Riner | Profit Booster®: You're saying, yeah, because you're saying… subconsciously, we don't
• 26:38
  Marcia Riner | Profit Booster®: think before we speak often, and what comes out is not the intended thing, because you said it was not a problem. I wasn't doing anything at the time, so it's okay, right? Instead of saying, look, I went out of my way to help you, and.
• 26:55
  Tami Reiss (she/her/coach): Yeah!
• 26:55
  Marcia Riner | Profit Booster®: Glad you appreciated that. You don't have to say you went out of your way, but I mean, you want to give that impression of, I did something for you.
• 27:03
  Tami Reiss (she/her/coach): Yeah!
• 27:03
  Marcia Riner | Profit Booster®: out, and…
• 27:04
  Tami Reiss (she/her/coach): That you could not do by yourself.
• 27:06
  Marcia Riner | Profit Booster®: Exactly, and I'm glad you appreciated it, because then it makes them think, oh, I should appreciate this, right?
• 27:13
  Tami Reiss (she/her/coach): Yes! You've planted a seed! Yes, this is so good. That, like, thank you, like, people, thank you isn't just a platitude, you said thank you because you appreciated it.
• 27:21
  Marcia Riner | Profit Booster®: Yes.
• 27:21
  Tami Reiss (she/her/coach): I delivered you value.
• 27:23
  Marcia Riner | Profit Booster®: Yes.
• 27:25
  Marcia Riner | Profit Booster®: Yes.
• 27:26
  Tami Reiss (she/her/coach): You're gonna deliver it back?
• 27:28
  Marcia Riner | Profit Booster®: Yes.
• 27:29
  Marcia Riner | Profit Booster®: You know, in a relationship, it is give and take, right?
• 27:33
  Tami Reiss (she/her/coach): In a, in a.
• 27:33
  Marcia Riner | Profit Booster®: proper relationship, right? If you're giving, giving, giving, and they're not, you know, they're not reciprocating, then it's a one-sided relationship, and you need to figure out why they don't value you at the same time, right? This isn't dating relationships, but, you know, it goes across boards.
• 27:49
  Marcia Riner | Profit Booster®: But it's even the same way as when you're working with a customer, or a partner, or a team member.
• 27:56
  Marcia Riner | Profit Booster®: And you want to be able to do that, and I'm a… I'm a giver, so I do do a lot of giving, and I do do a lot of work, extra work.
• 28:06
  Marcia Riner | Profit Booster®: And I don't always say don't worry, but I think that that's more impactful to say, I'm glad you appreciated it, that I… that I did this for you, that you couldn't do by yourself, right? Or that you.
• 28:17
  Tami Reiss (she/her/coach): Yeah.
• 28:18
  Marcia Riner | Profit Booster®: help with, you know, and you say it in a way that just leaves that little… that little fishing hook in.
• 28:24
  Tami Reiss (she/her/coach): I'm so happy I was able to help.
• 28:27
  Marcia Riner | Profit Booster®: Yes!
• 28:28
  Marcia Riner | Profit Booster®: That's really good. That's really good.
• 28:31
  Tami Reiss (she/her/coach): Maybe I was able to help you figure this out.
• 28:33
  Marcia Riner | Profit Booster®: Yeah, okay.
• 28:34
  Tami Reiss (she/her/coach): Brings me joy.
• 28:36
  Marcia Riner | Profit Booster®: So when you're doing that, I think that's a… I think that's a test and check as well, that it's not always just a, here, follow me, follow me, follow me, it's because I'm, you know, I'm great, or I'm influential, or, you know, I can convince you to come this path. It's part of the relationship and foundation that you build early on.
• 28:56
  Marcia Riner | Profit Booster®: that develops into being able to say, yeah, let's go this path, right? Yeah.
• 29:02
  Tami Reiss (she/her/coach): Exactly.
• 29:02
  Marcia Riner | Profit Booster®: earned it.
• 29:03
  Tami Reiss (she/her/coach): Because trust is really important.
• 29:07
  Marcia Riner | Profit Booster®: It is, and so overlooked, we just assume
• 29:11
  Marcia Riner | Profit Booster®: because I'm the authority in this space, or I have the title or a name badge, or, you know, that I… I'm the best price. God forbid that should be your… that should be your.
• 29:23
  Tami Reiss (she/her/coach): God forbid.
• 29:25
  Marcia Riner | Profit Booster®: Yeah, bad play. But, you know, that I should have…
• 29:29
  Marcia Riner | Profit Booster®: that I should be entitled to that deal, right?
• 29:32
  Tami Reiss (she/her/coach): Yes!
• 29:33
  Marcia Riner | Profit Booster®: And it's not like that.
• 29:35
  Tami Reiss (she/her/coach): No, I bring value.
• 29:37
  Marcia Riner | Profit Booster®: And that's why you're here.
• 29:39
  Marcia Riner | Profit Booster®: And I think if you go back and you test that value against the map strategy, right, you're gonna evolve that value based on the assessment of them.
• 29:50
  Tami Reiss (she/her/coach): Yes, that is the most important thing that people… like I mentioned, they just, like, sell the… they think they have one elevator pitch. No, everybody…
• 29:58
  Marcia Riner | Profit Booster®: Buy my shit.
• 29:59
  Tami Reiss (she/her/coach): A personalized pitch. Everyone needs a personalized pitch.
• 30:03
  Marcia Riner | Profit Booster®: Mmm…
• 30:04
  Tami Reiss (she/her/coach): designed to help them turn on. It is so hard right now to get anyone's attention.
• 30:10
  Marcia Riner | Profit Booster®: Right?
• 30:11
  Tami Reiss (she/her/coach): And…
• 30:13
  Tami Reiss (she/her/coach): This is a way to get people's attention, because you're talking to them about something that's valuable to them!
• 30:20
  Marcia Riner | Profit Booster®: Makes sense. And then they're saying, oh, yeah, I totally want that.
• 30:23
  Marcia Riner | Profit Booster®: How do I get that to happen? Oh, let's collaborate and make this thing happen.
• 30:26
  Tami Reiss (she/her/coach): This is the thing that's gonna help you get there.
• 30:30
  Marcia Riner | Profit Booster®: Wow. But we have to captivate them, we have to get their attention, we have to get them to listen.
• 30:35
  Tami Reiss (she/her/coach): And THEN we can motivate.
• 30:37
  Marcia Riner | Profit Booster®: Mmm.
• 30:38
  Marcia Riner | Profit Booster®: Yay! This is so good, Tammy! This is so good! And across so many different platforms, not just as a leader trying to motivate their team to help them produce better, you know, bigger, better, faster, stronger, cheaper, whatever.
• 30:55
  Marcia Riner | Profit Booster®: But… and then in business, I can see it going in a dozen different directions, but… Externally.
• 31:03
  Marcia Riner | Profit Booster®: Relationship-wise, gosh, just…
• 31:07
  Marcia Riner | Profit Booster®: You know, I'm like, can I get in front of you, right? Yeah. In line.
• 31:12
  Tami Reiss (she/her/coach): At the airport, I like to say these skills are equally impactful in helping you get a promotion.
• 31:17
  Tami Reiss (she/her/coach): Or hire an employee, or land that sale, as they are in convincing your partner to go to Greece, or convincing your mother-in-law that Christmas should be at your house this year.
• 31:27
  Marcia Riner | Profit Booster®: Yeah!
• 31:28
  Tami Reiss (she/her/coach): All the same, like, think about convincing your mother-in-law that, like, it's time to let go.
• 31:33
  Marcia Riner | Profit Booster®: Right?
• 31:33
  Tami Reiss (she/her/coach): isn't gonna be at your house. And you have to say, okay, well, you want to be able to see your grandchildren, and you don't like them breaking things in your house, and, like, get into, like… and the preparation, but, like, you love making the turkey.
• 31:46
  Tami Reiss (she/her/coach): So, bring the turkey over. We all love your turkey too, but wouldn't it be great if the grandkids, like, we have the big screen TV, and whatever else it is?
• 31:56
  Marcia Riner | Profit Booster®: Right!
• 31:57
  Marcia Riner | Profit Booster®: You think about it from their point of view, and what would get them to say yes.
• 32:03
  Tami Reiss (she/her/coach): Yes!
• 32:05
  Tami Reiss (she/her/coach): And that's where it starts, because that's what we would want.
• 32:08
  Marcia Riner | Profit Booster®: I love it.
• 32:09
  Tami Reiss (she/her/coach): How often do we want to be sold something that's good for somebody else?
• 32:13
  Tami Reiss (she/her/coach): Or generic.
• 32:14
  Marcia Riner | Profit Booster®: I could care less about you! I want it for me! What's in it for me, right?
• 32:18
  Tami Reiss (she/her/coach): And looping back to the beginning of our conversation.
• 32:23
  Tami Reiss (she/her/coach): GPTs make this so much easier.
• 32:26
  Tami Reiss (she/her/coach): It used to take so much energy.
• 32:29
  Tami Reiss (she/her/coach): To think and personalize and say, okay, how…
• 32:33
  Tami Reiss (she/her/coach): 3 seconds later, you've got a brand new pitch!
• 32:36
  Marcia Riner | Profit Booster®: Wow.
• 32:36
  Tami Reiss (she/her/coach): It has your whole proposal, it has the manifestation, right? It has all those domino effects. And then you type in, what would make this attractive to this particular person that I know this about?
• 32:49
  Tami Reiss (she/her/coach): And so, leverage AI to power The interpersonal relationships you have.
• 32:57
  Tami Reiss (she/her/coach): And use those as inputs for how to make them better, and more productive, and more impactful for you.
• 33:03
  Marcia Riner | Profit Booster®: And in a flash of a second, it can happen, right? With just a little bit. So, you mentioned you have GPTs. Tammy, we're… this is so amazing, and… and I am 100% bought in on this new plan, and I'm gonna use… practice using the map methodology here on… going forward, but…
• 33:22
  Marcia Riner | Profit Booster®: You know, I know it's just… we've just scratched the surface of your abilities and your bright ideas that can really help, so where can listeners find out more about you and get… start doing math for themselves?
• 33:36
  Tami Reiss (she/her/coach): So, first things first, you have to spell my name right.
• 33:39
  Marcia Riner | Profit Booster®: Yes.
• 33:40
  Tami Reiss (she/her/coach): So, Tammy from Miami, so it's T-A-M-I, just spelled like Miami, Reese, R-E-I-S-S, and if you find… if you type that in, you will find TammyReese.com, you will find Tammy Reese on YouTube, you will find Tammy Reese, which is Reese Tammy on Instagram, but if you want this map canvas, it's TammyReese.com slash influence.
• 34:00
  Tami Reiss (she/her/coach): They're trying to make it hard for everybody. I know. R-N-F-L.
• 34:06
  Tami Reiss (she/her/coach): But beyond that, the thing that I always give any podcast audience that I'm part of is that I talked a little bit about this little YouTube video around this word choice stuff. I created a whole course
• 34:20
  Tami Reiss (she/her/coach): It's only an hour of your time, but it's totally worthwhile, on mastering executive presence.
• 34:25
  Tami Reiss (she/her/coach): Because executive presence is a really big part of being a leader, and earning that trust and confidence, and having people want to follow you.
• 34:33
  Tami Reiss (she/her/coach): It's a core part of influence, but a lot of people don't know how to define it, or what they could be doing to make it better. And so, this is a course that I sell for, like, $4.99, and I give anybody who's
• 34:46
  Tami Reiss (she/her/coach): invited me onto the process, their whole community, the same course for $49. Like, I give you a discount code, and it's $50, incredibly, incredibly well spent.
• 34:57
  Marcia Riner | Profit Booster®: Absolutely, it would be. You know, it is so much of how we're influencing the world around us, and as leaders, as business owners, as salespeople, as employees, we want to influence people in the right way, not pushy, salesy, persuasive.
• 35:16
  Tami Reiss (she/her/coach): Yeah.
• 35:17
  Marcia Riner | Profit Booster®: Strange Tactics, NLP, or whatever it is. We just wanna make them… make it a win-win.
• 35:24
  Tami Reiss (she/her/coach): Yeah!
• 35:25
  Marcia Riner | Profit Booster®: And I think this is a fantastic tool, and an easy way to do it, to start to get your mind shifted in that place.
• 35:32
  Tami Reiss (she/her/coach): Yes!
• 35:33
  Marcia Riner | Profit Booster®: So…
• 35:33
  Tami Reiss (she/her/coach): Of course, the number one thing I talk about is authenticity.
• 35:37
  Tami Reiss (she/her/coach): If you have been listening to this podcast, and you think, I want you to become a salesy, like, used car person, I'm not! I don't want you to do that. I want you to feel that you are excited about where you want to go.
• 35:51
  Tami Reiss (she/her/coach): That that manifestation of the future you want to build is exciting to you, and I want you to learn how to pitch it to other people.
• 35:59
  Tami Reiss (she/her/coach): In your own authentic fashion.
• 36:01
  Marcia Riner | Profit Booster®: Love it. This is so good. So good.
• 36:04
  Marcia Riner | Profit Booster®: All right, listeners, thanks for tuning in today. I hope you've picked up some valuable insights and actionable ideas. I know I have. I've got a whole list, I'm so excited to go dive in on it, that will help you make your business more profitable, your life more enjoyable, get you that raise you wanted, find the perfect mate, or, you know, get your mother-in-law to have Christmas at your place this year, so…
• 36:29
  Marcia Riner | Profit Booster®: I know this is the path to do it, and learning it, it's an essential skill that will make your life a whole lot easier. So I encourage you to go take Tammy up on her offer, for the course. It'll be an easy investment for sure.
• 36:45
  Marcia Riner | Profit Booster®: Alright, before we go, if you want to bring in more of the right clients and keep more of what you earn, go grab your free Profit Booster Growth Map. It will pinpoint 3 top moves to grow revenue and stop those profit leaks fast.
• 37:02
  Marcia Riner | Profit Booster®: Get yours anytime at profitbooster.biz, and go hit the, the,
• 37:06
  Tami Reiss (she/her/coach): I'm gonna do this when my…
• 37:08
  Marcia Riner | Profit Booster®: Growth map, right? It's super fun, super easy, 6 questions, no hard push or sale or anything after it. It's just some really valuable ideas on it, so go check it out.
• 37:18
  Marcia Riner | Profit Booster®: And while you're at it, don't forget to subscribe! You don't want to miss future shows! You can always find Profit with a Plan on any of your favorite podcast platforms.
• 37:29
  Marcia Riner | Profit Booster®: We're turning 7, in January of 2026, so I'm just mind-blown that it's gone on for this long, but it's still rolling forward with fantastic guests like Tammy.
• 37:39
  Marcia Riner | Profit Booster®: And so, we're looking forward to sharing more profitable strategies on next week's show, so until then, make your plans and profit with them. Thank you so much, Tammy, this was so good.
• 37:49
  Tami Reiss (she/her/coach): Thank you so much, Marcia, for having me. It was so awesome to share this knowledge.