Latest / Ambitious Podcast / EP.79: The Secret to Overcoming Sales Objections Without Pressure, Force, or Manipulation | The Ambitious Podcast

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EP.79: The Secret to Overcoming Sales Objections Without Pressure, Force, or Manipulation | The Ambitious Podcast · Ambitious Podcast

0:00
If you do this, you will never get objections in your
0:02
marketing. And respectfully, BS objections
0:05
are not a bad thing. They're not about your offer.
0:08
They're not about this person objecting working with me.
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They're not about this person objecting my price.
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Objections are not about you. People want to feel like you
0:16
empower them. People want to feel like you
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support them. People want to feel like you
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care about them. Listen to me, doing sales in a
0:23
heart centered way does not mean that the sales are not going to
0:26
close. We're not talking pressure,
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we're not talking about taking away agency or independence.
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We're talking about being there and sitting in it with them to
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see how you can support. Hello and welcome back to
0:36
Ambitious. Today we are talking all things
0:39
objections. And in going into today, I want
0:43
to have you think of this in two ways.
0:45
And this could be very much #1A guide for you on what to say to
0:52
those people in your world who seem to have resistances to
0:56
investing with you, to moving in the next step of maybe investing
1:00
in your service, investing in your coaching, investing into
1:03
your offer. But this also might hit for you
1:07
on a different level, which is to think about maybe reframing
1:12
how you're thinking about taking that next step.
1:15
So maybe you're thinking about investing in your health.
1:18
Maybe you're thinking about investing into your business.
1:20
Maybe you're thinking about hiring A-Team member.
1:24
And you yourself have resistances, You yourself have
1:27
objections. This might also be an invitation
1:30
to say, is there a different way that I could be looking at
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thinking about taking that next step in something in my life
1:37
that I want to spend on, in something in my business that I
1:40
want to spend on. And so today what I'm going to
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do is I am going to go through the top quote UN quote
1:45
objections or resistances that many of us, including myself,
1:49
experience when it comes to taking a next step in spending
1:53
money. And I'm also going to give you
1:56
some opportunities on how if someone comes to you with this
1:59
objection, how can we reframe this for them?
2:02
And what are ways that we can help to present a different
2:06
belief around what fear is actually coming up in that
2:09
moment? The other reason I wanted to
2:11
talk about objections today is because I think it's important
2:14
for us to acknowledge objections are not a bad thing.
2:18
I've seen a lot of marketing online where people talk about
2:20
the fact of like, I don't get objections.
2:22
And if you do this, you will never get objections in your
2:24
marketing. And respectfully BS because
2:28
objections are the normal resistance that all of us have
2:34
in our nervous system, in our brain, in our mindset when we
2:37
are on the brink of change. Think about this in the context
2:43
of something different. If I put you on the edge of a
2:45
Cliff and I said we're gonna base jump for the first time, if
2:50
you didn't have resistance, I'd be curious as to why that was.
2:55
And that's because it's normal when we take a big leap on
2:58
something, investing in a team member, hiring your first
3:01
personal trainer, maybe it could be an investment on buying a
3:05
home. There's a natural feeling that
3:07
comes up in a lot of us. Sometimes it's excitement.
3:10
Sometimes that kind of excitement or that that
3:12
butterfly feeling feels a little bit more like anxiety.
3:15
Sometimes it's paralyzing fear. I want to also normalize that
3:20
when we take big leaps in our business, in our life, it is
3:24
normal. It is understandable that you
3:27
will have resistance. And This is why it's also
3:31
important for us to understand how to unpack this with people,
3:35
because the belief that objections means something's
3:38
wrong, or if you're from the camp of, well, I don't overcome
3:41
objections. What you're really saying by
3:44
saying I don't overcome objections or that I don't deal
3:47
with objections is that you're actually saying I don't care to
3:51
validate somebody else's fears around taking a big leap in
3:55
their life for business. That's what that tells me.
3:57
If you don't overcome objections, it means that you
4:00
don't actually want to sit with someone in the natural emotion
4:04
that they're having and taking a big step within their life for
4:06
business. So what we're going to do today
4:09
is we're going to break down all the common objections and I'm
4:11
going to help you to think about ways to reframe these.
4:22
So if I was going to teach you this at a very, very high level,
4:27
the understanding of objections is first, acknowledging that
4:30
they're normal. Second, when someone explains an
4:33
objection to you or shares an objection with you, it's really
4:36
important that you also validate the feeling, not the phrase.
4:43
OK, we are validating the feeling, not the phrase.
4:47
So let's just take a different example.
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If I said to you right now I feel like a failure, right, it
4:54
doesn't necessarily mean that if you say, yeah, I agree, I can, I
4:58
totally appreciate you being a failure.
5:00
You could say I could appreciate the feeling that's coming up for
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you, for sure. The thing we want to acknowledge
5:05
is the feeling that someone shares with us, not necessarily
5:07
the phrase in which they share it, OK?
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So for example, if someone shares to you that they feel
5:15
right now is not the right time maybe to invest or they feel
5:19
like maybe they need to wait, we want to acknowledge the feeling,
5:23
which is I do feel anxious about whether right now is the right
5:26
time. We don't necessarily want to
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say, yeah, you're totally right about like, I totally get you
5:31
wanting to wait. That is saying I completely
5:34
agree with all of what you're fearing right now.
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Instead, what we want to do is we want to make sure that people
5:40
feel validated in the things that are coming up for them
5:43
because again, it is normal. It is common.
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Imagine going to your therapist and sharing something that felt
5:50
so real and felt so raw and felt so honest for you and her
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completely not acknowledging it or not addressing it in any way
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and just providing here's what you should do instead.
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You want to be seen. All of us want to be seen and
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heard and understood. And so that's the first step
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anytime that someone is going to share this with you.
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So you need to #1 make sure you understand objections are
6:12
normal. It doesn't mean anything about
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you of like I can't sell and this is not right because people
6:16
are not supposed to have objections.
6:18
I have been doing sales. I was a closer for sales as a
6:21
high ticket phone closer. And I also obviously do sales in
6:24
my own business in DMS on the phone in all different buckets.
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I still to this day experience objections all the time.
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And those people who experience objections are also now my
6:36
clients or have been clients for several years after having an
6:39
objection. So objections are normal. 2, we
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want to validate the feeling that is coming up for someone.
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And 3rd, we need to get curious because this is not about just
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taking what someone feels at face value.
6:54
What we know again, if even if we take it out of the context of
6:57
sales, what we know is that when someone experiences fear, that
7:03
doesn't necessarily mean that what it presents as is actually
7:06
what it is, right? So when someone shares the
7:09
selling feeling, often times when we really peel that onion,
7:13
we're starting to uncover layers and layers and layers underneath
7:17
it that never were mentioned, that were never presented
7:20
initially in the discussion. Same thing is true when it comes
7:23
to objections. We have to go in with getting
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curious. So the kind of high level is
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acknowledge that they're normal. 2, validate and three, get
7:33
curious. Now here's the important thing.
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If you do not change your personal perspective or
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relationship when it comes to objections or when it comes to
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resistances in a sales process, that is going to change the way
7:46
that you handle these situations, not if, but when
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they come up. And so it's really important
7:54
that your perspective is ready and primed to be able to sit in
7:58
that with somebody who shares it.
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Because the other thing that I have seen and that I have
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absolutely heard from people that they've shared it with me
8:07
is that they've been talking to somebody and they've shared with
8:10
someone that they were nervous to invest.
8:12
Or they shared with somebody that they felt like they wanted
8:15
to do it, but they were kind of, you know, curious about XYZ or
8:18
had some reservations. And the person said, yeah, let
8:21
me know when you're ready. Like, let me know if you have
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any questions. It felt like they got shrugged
8:26
off. It felt like the person was not
8:28
interested in having that conversation with them.
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And so ultimately, that person didn't invest with them.
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And the same person came to me and said, you know, to be
8:37
honest, Kate, I really want to work with you.
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But the investment in the thing that she was investing into was
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basically the investment of like a small car.
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Like, it was, it was not a small purchase by any means.
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It was a big investment. And she said, I'm really nervous
8:50
and I'm feeling, you know, like, I really want to do this.
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But I'm also kind of like wondering, you know, is this the
8:55
right time? Do you feel like anyone else
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who's done this has had nerves? And I said, yeah, 90% of the
9:00
people who have gone to this offer had jitters, 1000%.
9:05
Like the feeling that you're having is normal.
9:09
And because I sat in it with her and I acknowledged what was
9:13
coming up for her and I shared my own experiences and I
9:15
provided A reframe, which we're going to talk about today.
9:20
It allowed her to shift and say, you know what, yes, let's do it.
9:24
That client eventually became a client of three years inside my
9:29
coaching. So I am a big, big advocate for
9:33
overcoming objections, but I'm also very conscious the fact of
9:37
how it's being done. One of the things that I've I've
9:39
focused on in the way that I teach sales is that I teach
9:43
sales from a heart centered place.
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Now I know when I say that most people will say like, oh,
9:48
that's, that's kind of, you know, Foofy.
9:50
I want to make sure that it closes.
9:52
Listen to me doing sales in a heart centered way does not mean
9:55
that the sales are not going to close.
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It means that when the sales close, you're not pressuring
10:00
anybody, you're not manipulating anybody.
10:02
You're giving the person agency and you're helping and
10:05
supporting them along the way. My sales approach is heavily
10:08
influenced by my time and understanding of social work,
10:12
actually, because it was helping people to get to their own aha
10:16
moment versus forcing an aha moment because I want to happen
10:20
on my timeline. So that is the basis of what
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we're gonna be diving into today.
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So let's start with the, you know, the number one thing that
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especially as someone who sells high ticket myself, I hear a lot
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and I know many of my clients hear as they get frustrated
10:36
because they feel like they get on calls with people.
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And maybe you're experiencing this as well.
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You're getting on calls with people and they're saying it's
10:43
too expensive or it's just too pricey or the price tag.
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It's just it's more expensive than I had been anticipating and
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what I want to look at is again, validating.
10:53
So I want it again like that client acknowledge that yes,
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you're right, you're not wrong. This is a big investment.
10:59
This is an investment into your business.
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This is an investment into, you know, us as an agency.
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This is an investment. The other thing that I also want
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to ask or that I would inquire somebody is OK.
11:12
You know, let's just look at obviously we've got the
11:14
investment. Let's look at the other side.
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What would you say to play the alternative?
11:18
Let's just say we don't make this investment and you walk
11:20
away today and and I stay where I am and I move on with our day
11:24
and we have this great call together and we never speak
11:26
again. What do you feel would be the
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cost of staying where you are today?
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Right. And so we want to try to get
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that person tuned into asking there's a cost to moving, but
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let's also look at the cost to not moving.
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And you know, I think about this for myself, one of the things
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that I had the most objections with because I find I, I invest
11:48
very easily within my business, but I struggle to invest
11:51
personally into things. So like if I invest like I've
11:55
invested with my eyes closed, $30,000, forty, $1000 into the
11:59
business, ask me to spend $300 a month on my health because I
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finds that I operate differently as a buyer in my personal life
12:07
than I do my business. I often am the person who has
12:09
objections and I'm like, OK, well, like, you know, should I
12:12
invest in the extra $300.00 for this program, whatever it might
12:15
be? And when I had even someone
12:17
present this to me and they said, OK, well, you know, let's
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just look at, let's just say you don't invest in this, you know,
12:22
three $600 a month program for my health.
12:25
What would that look like? How long have you been trying to
12:30
hit this goal for your health? How long have you been working
12:33
at, for example, hitting this strength goal or hitting this
12:36
overall health goal? What is the cost of staying
12:40
where you are? And I just sat in that.
12:43
They didn't say that I had to move right then.
12:45
They didn't push me. It was just a reflection to ask
12:47
myself that critical question of what does it mean if I don't
12:51
invest right now? What would it mean?
12:52
What would the cost be to stay where I am right now?
12:56
And the other question could also be, is this a cost to you
13:02
or do you see this as an investment?
13:05
And so the reason we want to start to unpack that is let's
13:08
think about other situations. This is what I would share with
13:10
someone if they said, you know, I'm really scared to invest.
13:13
And I'd say, OK, well, why are you scared to invest?
13:14
Because it's a really, it's a really big investment.
13:17
OK. So it's very expensive.
13:18
I understand that if you're thinking about investing,
13:21
though, let's take this out of the context and you're gonna see
13:24
me do this a couple times today because one thing I also think
13:27
many people don't do is they don't pull parallels from other
13:31
parts of our life. Often times we are always
13:35
explaining in the context of what we're selling, but there's
13:38
also a lot of principles that we can learn that we can see
13:40
ourselves within by pulling parallels from other parts of
13:43
our life. For example, let's look at how
13:46
much we spend on going to college or going to university,
13:51
right? So on average you're going to
13:53
spend, I'm obviously in the Toronto area of Canada, but I
13:57
would probably say on average you're looking at about 10,
14:00
twelve, $15,000 a year with books and all the things to go
14:05
to university. So let's just say over a four
14:07
year undergrad, that's $40,000. You're going in and you're
14:12
spending minimum $40,000 on tuition with the belief that
14:17
when you come out you will look to get a decent high paying job
14:23
as a result of having your degree.
14:26
So we're willing to invest $40,000 / 4 years in the hope
14:33
that we get the position, not the guarantee, the hope that we
14:36
get the position. We, for example, in paid
14:38
advertising, if you are somebody who does paid ads in your, in
14:41
your business, we know that in paid ads, you have to spend
14:45
money to make money. So we know that the impact of
14:48
how much you generate with ads is always typically correlated
14:51
in some capacity to how much you're spending.
14:54
We also know, let's just say with the stock market, if you're
14:57
somebody who wants to make money in the stock market, what does
15:00
it mean that you need to do? It means you need to put money
15:04
into the stock market. The more you've got in, the more
15:07
upside that there can be to you winning and having a preferable
15:13
outcome in the stock market. So we see in many different
15:18
instances within our lives that there are many opportunities in
15:23
many places where we are putting money out in the belief in the
15:27
hope and the anticipation of winning.
15:32
So the curiosity that I would have for that person who says
15:35
that this is an investment and this is a lot of money to put
15:37
out. And so many people, right, want
15:40
this guarantee of success. We are so willing to flex this
15:45
muscle in so many other areas, but the question is why are we
15:49
not willing to flex that muscle in this area?
15:52
And what I have found when I start to unpacks with people is
15:55
that when they put money into the stock market and it doesn't
15:58
win, they blame the stock market.
16:00
When they put money into ads and it doesn't win, they blame Meta
16:03
or they blame, you know, Facebook or whatever it might
16:05
be. If someone puts money into their
16:07
undergrad and they don't get a career that they're looking for,
16:10
for the compensation they want, they blame the job market.
16:13
They blame anything other than themselves.
16:16
There's also a very presenting experience when we invest and we
16:22
don't have something come of it that the only person to blame is
16:25
ourselves. So there's many ways to look at
16:29
this of the idea of this is a big investment or this is very
16:32
expensive. You can look at the fact of,
16:35
yes, there's the cost of the actual thing itself that you're
16:37
spending on, but what's the cost of staying the same?
16:41
So for example, if there's a fear of buying a new car because
16:44
it's a big purchase, OK, well, let's look at the other side.
16:46
If you keep your car right now that's old, how much maintenance
16:51
do you think that that's potentially going to cost you in
16:53
the next year? Is it possible that the
16:55
maintenance that that could cost you might actually be the
16:58
equivalent of your car payments this year for a new car that you
17:01
would have guaranteed success that you can get to and from
17:04
work each day, right. So this is not just in the
17:06
context of online business can be pulled from all different
17:10
analogies and examples. And I want to invite you in
17:14
sales to do that with people to invite them into picturing
17:17
different situations. The reason that you want to do
17:19
this from more of a psychology perspective is it removes the
17:23
emotion from what they're about to do, which is invest.
17:27
They're starting to experience and play with the idea of taking
17:31
that step in neutral examples, not just in the example in front
17:35
of them, which is them processing their credit card
17:37
today. So it allows them space to feel
17:40
and play out the hypothetical of taking that action without
17:43
necessarily having to do it immediately right now in front
17:45
of you. So when we think about it's too
17:48
expensive, what I help people to do is understand the cost of the
17:51
move versus the cost of not moving.
17:54
And I also help to explain and ask questions and unravel where
17:58
other areas in their life where they also have invested money in
18:02
the belief that down the line it will help them to win.
18:05
The curiosity is if they are the kind of person who has that
18:08
muscle before they've bought a house with the hope of equity
18:11
they've invested into school with the hope of making the
18:13
money back in their career. If you've already flexed that
18:16
muscle, what is the difference between flexing that muscle here
18:19
today? And that would be something that
18:22
I would again, be curious to know as to what really is the
18:25
disconnect. So there's many ways to unpack
18:30
the expensive aspect, but I also really think that an important
18:34
thing too. But I've also asked people is
18:37
I've said to people when they say, you know, well, this is
18:39
very expensive. And I would say, OK, well, you
18:42
know, out of curiosity, in comparison to what?
18:46
So if you say to me, you know, my, let's just say coaching is
18:50
very expensive, which I've heard many times, by the way, if
18:53
someone says my coaching is very expensive, number one, I
18:55
validate, I say 100%, You're right.
18:57
It is, it is an investment. So I can appreciate the feeling
18:59
of it feeling like a big step. But also when you say it's
19:02
expensive, for example, in comparison to what?
19:05
And they say, well, you know, like I was thinking about this
19:06
course or I was thinking about XYZ.
19:09
And then what I help them to understand is that means that
19:12
when you say I'm going to compare it to, let's just say a
19:14
group coaching program that's available, they are comparing A
19:19
limousine private luxury experience to the equivalent of
19:24
a Honda. So what I then help them to
19:27
understand is the discrepancy between the two things that
19:29
they're comparing it to. So then I, I again validate, I
19:32
say 100% if that, if the Honda experience is the kind of thing
19:37
that you're looking for, then IA 1000% agree you should go with
19:39
the Honda because that is that experience and that experience
19:43
is fairly priced for that type of experience.
19:46
But the difference is that that's not really what we're
19:48
investing into here. So what I help people to also
19:51
recognize is that the thing that you're investing into is not a
19:55
Honda. So if a Honda is what you feel
19:57
like you need, then I fully support you in going and getting
19:59
your Honda. And I go also, by the way,
20:01
nothing wrong with the Honda. I'm just kidding this for
20:03
analogy purposes. So if you feel like you need a
20:05
Honda, go get your Honda. But also if you are someone
20:07
who's here to experience the luxury experience of having a
20:10
Porsche or the luxury experience of, of, you know, driving a
20:13
Lamborghini or the valet experience of having somebody
20:17
who goes and, and really has this custom experience for you,
20:20
if that's what you're here to buy, it's a very different thing
20:22
than buying a Honda. And so I also help people to
20:24
understand, are we really comparing apples to apples?
20:27
If I feel for whatever reason that they're comparing my price
20:30
to something else that they've seen.
20:31
So this is also something you'll see a lot for people who are
20:34
price shopping. OK, so the second thing that we
20:38
always hear right is I need to think about it.
20:40
So like all this sounds great. I love this.
20:43
I just, I really feel like I need to think about it.
20:45
And one of the things that I, and again, this is my personal
20:48
perspective, I don't believe in pushing people.
20:51
One of the things that we know from the different types of
20:53
buyers that there are, there are people who are analytical buyers
20:56
and they are the kind of people that if you push them, if you
20:59
overdo it, if you tell them like, no, you got to move right
21:02
now and like this is the moment and that's it.
21:04
You will lose them because you are pressuring them into moving
21:08
into an investment when the time is actually something that
21:13
supports them and helps them to understand that they're ready to
21:16
take that next step. So one of the things that I
21:19
often ask people when they say that I want to think about it, I
21:22
typically again, will again, validate the emotion of what's
21:25
coming up for them. But I'm also curious as to, you
21:27
know, when you say you want to think about it, what kind of
21:29
things are coming up for you right now?
21:30
So is there anything specifically that I potentially
21:32
hear today could help you with that you want to think through?
21:36
So maybe there's questions. Maybe they want to know what
21:39
kind of support they get or they want to kind of sit with, you
21:41
know, maybe they're they're thinking, should I hire a
21:43
consultant or should I hire someone to do done for you?
21:46
Often when someone needs to go think about it, there's two
21:50
reasons why that is they want to go think about it because they
21:52
kind of have internal questions that they need to get answered
21:55
or they want to think about it strictly out of the place of
21:57
fear. And so the first bucket I want
22:00
to solve for is do they have questions, curiosities or
22:04
concerns that I can help to support them with in the time
22:07
that they would want to think about it?
22:09
And I've asked that question. I said, you know, I totally
22:11
respect, obviously, if you want to take time to think about it,
22:13
I so get that. I myself have had times where I
22:16
feel like I need to step away and think about it, just to
22:18
obviously make sure that I can support you in any way possible.
22:20
When you say you want to think about it, what kind of things
22:22
are are coming up for you? Maybe as you know, questions or
22:24
things you want to, to sit with? And so they'll say, well, you
22:28
know, the thing that I'm struggling with is I just, I had
22:30
someone, for example, who is, by the way, an existing client and
22:34
she came to me and she said exactly that.
22:36
She said, you know, I want to think about it.
22:37
I asked her this question and she said, well, I right now I'm
22:42
trying to decide whether to hire truthfully you or whether to
22:45
hire a marketing agency. And I just don't know what to do
22:48
because I feel like I need someone to do my socials.
22:50
I don't have time, but I also feel like I don't understand
22:53
other parts of my business strategy and I kind of feel like
22:55
I need both. And so I said, OK, great, let's
22:58
let's dive into that. I said, when you want to hire
23:01
the marketing agency, what's the goal there?
23:02
And so we started to unpack it and I said to her, great, what
23:05
do you want me to help you? Let's actually figure out, is
23:08
this a matter of me or them, or is there actually potentially
23:12
from the financial aspect of your business, an opportunity
23:14
for you to invest in both? And so that's what she did.
23:16
She hired the marketing agency and she hired me in addition to
23:20
them at the same time because I helped to educate her and
23:23
support her in understanding the fact that she actually
23:26
financially could definitely afford both.
23:29
And I also advised her that I didn't think it was smart to
23:32
outsource most specifically marketing strategy if she
23:35
herself didn't understand it. Fast forward, she said, Nope, I
23:38
want to move forward with the agency.
23:39
It feels like I really need this the done for you support.
23:41
I said no problem. Fast forward a couple months
23:43
into coaching. She had then let go of the
23:46
marketing agency because she said that she had basically
23:49
handed over the keys to her marketing and they took the
23:52
marketing in a wrong direction, meaning that they actually
23:55
reduced the impact, the efficiency, the results of her
23:59
marketing because they took over.
24:01
And so she thankfully was inside of our coaching, inside of
24:05
accelerator and we supported and kind of helped through.
24:09
Okay, great. Like let's unpack this for you
24:11
and Fast forward. She's now getting better results
24:14
doing her own marketing than this person got by managing and
24:18
entirely handing over the marketing to them.
24:20
So what I did is I supported her in her question, in her desire,
24:25
and I sat in that with her and I said, OK, great.
24:27
Like let's unpack that. Let's get educated.
24:29
Let's, you know, kind of see what would make most sense here,
24:32
what some different options are of what could be the next step.
24:35
And I also didn't say, well, you don't need an agency, you need
24:38
me. I said, here's different
24:40
perspectives of how you could look at this.
24:42
Do you feel like you understand your own marketing?
24:44
Do you feel like you'd know how to coach them if they weren't
24:46
getting the results that you wanted?
24:47
I started to ask questions. This, again is really important.
24:51
We're not telling people in objections.
24:52
We're asking. It is not.
24:55
You're gonna say, well, Kate, I know what they need to hear.
24:57
I know because so do I. But the difference is that this
25:02
is not about you telling someone.
25:03
Think about people in your life who keep telling you things and
25:05
telling you things versus the person who comes to you and asks
25:08
you a question and says, well, how do you feel about that?
25:10
What's coming up for you? What do you think you should do?
25:13
You feel like you're coming to the aha moment and you feel in
25:16
control versus someone taking away your control.
25:18
That's also very important when it comes to objections.
25:21
The other thing that I look at is maybe it's not logistical.
25:24
Maybe there is a little bit more of an emotion based here of
25:26
needing time for it. Meaning that they just are the
25:29
type of person who feels like they always take time because
25:33
it's the only thing that makes them feel safe.
25:35
And So what I ask is if you're pausing, would you say that you
25:41
are pausing because you're trying to kind of align yourself
25:44
to this decision? Or are you pausing from a place
25:46
of what you feel is coming up right now, a fear, right?
25:50
So do you feel like you're pausing from a place of trying
25:52
to figure out this is aligned? Or are you pausing and taking a
25:56
moment because you really are actually scared of this
25:58
investment? And so if you are someone who's
26:01
trying to figure out if this is truly aligned, then OK, like I'm
26:05
not going to be the person who's like, no, you're not allowed to
26:07
think about it. Are there going to be sales
26:10
coaches who tell you that 1000% because they believe that if you
26:14
go think about it, you're never coming back?
26:17
I don't personally agree with that perspective because what I
26:21
feel to be true and what I know to be true from evidence in my
26:23
own business and others that I've coached is that people want
26:27
to feel like you empower them. People want to feel like you
26:29
support them. People want to feel like you
26:31
care about them. So if I am like all about me,
26:36
what am I going to do? I'm not going to allow you to
26:37
think about it. I'm not going to allow you to go
26:39
talk to your spouse. I'm not going to allow you to go
26:41
have a second to run your numbers.
26:42
I'm not going to allow you to have a moment to breathe.
26:46
That's because I have scarcity and fear.
26:49
The only reason that I would not allow that is because I would
26:52
have scarcity and fear that if I let you off the phone, you're
26:54
never going to come back of anybody that I have ever had in
26:58
this approach that I'm talking about.
27:00
Go and think about it. I would say 98% of them have
27:03
come back and have become long term clients.
27:05
And that is because we build the relationship off the fact that I
27:09
am not getting you to invest because of only my personal
27:11
desires, but I'm also getting you to invest because I believe
27:14
it's truly what's right for you and I'm going to allow you to
27:16
have your own process and taking that step.
27:18
So the thing that I also let people know is that there's a
27:22
big difference when you need a pause in thinking about
27:27
something versus when you've hit a stop sign, okay?
27:31
Even I had this investment that I made and it was, I want to say
27:35
the time around like $12,000 a month that I was signing on for
27:39
an extended period of time. And I remember at the time I was
27:44
kind of like, that's, you know, it's enough, it's enough.
27:48
And at the time I was I, you know, obviously I've invested
27:50
more than that now, but at the time it was, it felt stretchy.
27:53
And I remember saying, you know, hey, like, are you cool if I
27:56
just think about it? And again, this person was very
27:58
supportive and really like kind of coached me through it.
28:01
And I said, do you feel like you just need to kind of like take a
28:03
breath and think about it or, you know, what's coming up for
28:05
you? And I said, like, I just feel
28:07
like I just want to take a breath for a second.
28:09
I just need to pause to kind of like just TuneIn and again,
28:12
alignment. It's not that I fear it, like I
28:14
know I need to do it. It's just, I just want to take a
28:16
breath to sit with it for a second.
28:18
So this is literally what we did is we didn't let it stop the
28:21
process. So at the time this person said,
28:24
listen, go, take your pause. Let's circle back later today
28:27
and take your moment. Sit with it, think through it
28:29
and we'll circle back. And if anything comes up for
28:31
you, we'll have kind of a connection later today.
28:33
We can talk about it. I said great.
28:35
And that's what I did. I literally went to the backyard
28:37
and I put my face in the sun and I thought about it and I was
28:39
like, yes, I want to do this. And it was 321 go and I ended up
28:43
investing, you know, the 12 KA month kind of thing to move
28:47
forward with this person. So it wasn't that I wasn't going
28:49
to do it. It's not that I didn't want to
28:51
take that step. It's the fact that I didn't want
28:53
this person being like, we have to do it right now because if
28:55
you don't do it now, then you can't get in.
28:58
It's the last spot. And all this BS that you and I
29:01
both know is not real. It's all just urgency to make us
29:05
move. And what do we feel when someone
29:07
does that to us? We feel icky.
29:09
And my whole thing is I would never objection handle somebody
29:12
else the way that I would not want someone to objection handle
29:14
me. I will never sell someone the
29:18
way that I would not want to be sold.
29:20
If I had a daughter or a best friend or my sister being sold
29:24
into something, do I feel that the way I'm selling this person
29:27
would be consistent with the way I would want those people to be
29:30
sold to? That's really how I think about
29:32
like kind of that the ecosystem of selling and my perspective on
29:34
how I do it. So when someone shares the need
29:37
to really think about it, I also look to say, do you feel like
29:41
you need a pause or do you feel like you need a full stop sign,
29:43
meaning you just need to completely take space and you're
29:46
going to come back in two weeks. That's very different than
29:48
saying, I really just feel like if I had an hour to just sit
29:51
with this, let's circle back and, you know, chat later today.
29:54
Very different than saying I'll take two weeks to think about
29:57
this and message you eventually when I'm ready to move forward.
30:01
The other objection that you probably have experienced is
30:04
that someone has invested in something like what you offer
30:08
before. They have invested maybe for me
30:10
into business coaching. They've invested into an agency.
30:13
They've invested into social media.
30:15
You've invested into something before and they either got
30:18
burned or they feel like they had a bad experience and as a
30:22
result, they're scared to do it again.
30:24
And one of the easy analogies that I use for this is
30:28
relationships. And so I say, listen, I can
30:31
totally appreciate that. I myself as well, again,
30:33
validate and be transparent. I myself have also had those
30:37
situations. I have had very bad investments
30:40
to the point where I've invested into websites, for example,
30:43
thousands of dollars and through a variety of events never even
30:47
received a website. I have invested into coaching
30:50
that was just truly terrible. I've invested into to a variety
30:54
of things that did not work out in my favor and I still invest
30:58
today. And so I share with people this
31:00
analogy and I say, you know, curious, are you currently
31:03
dating someone or you're currently in a relationship or
31:05
like, are you someone who's, you know, looking or have you had
31:08
basically a partner in the past? So I'll say something along the
31:10
lines of you, do you have like a a boyfriend, girlfriend at this
31:13
time and say, yeah, I do. OK, great.
31:14
And curious before them, have you ever had any other, you
31:17
know, boyfriends or girlfriends in the past?
31:19
And they say, yeah, yeah, I have.
31:20
OK. So if you think back on any of
31:24
your partners that you've dated before, was there ever one of
31:27
those that you feel like you look back and you're kind of not
31:30
really excited about it. You think about how they treated
31:32
you. You think about how it ended.
31:34
You think about how you were supported.
31:35
You think about maybe some situations that came up.
31:37
And they say, yeah. And I'm like, OK, so picture,
31:40
picture him or her in your mind. And I'm curious what allowed you
31:46
to be able to date again? Or if they're not dating, I
31:50
would say, curious from that relationship, would you say that
31:55
you feel confident that you'll never date again?
31:58
And not a single person I've ever asked us to number one has
32:01
said like, Oh yeah, I've sworn off dating for rest of my life.
32:04
Or someone has said, you know, well, I, I definitely was
32:06
nervous when I met my current partner.
32:08
And this, this, this happened. But I, you know, kind of got
32:11
back out there and now I've met the love of my life or now I'm,
32:15
I'm really happy and say, well, how do you feel in your current
32:16
relationship? I feel amazing.
32:17
OK. The same thing is true for the
32:21
investment you are going to have as I have, as you have, as the
32:25
woman next to you or the man next to you will have.
32:28
We are all going to have the bad boyfriend.
32:30
We're all going to have the person who was not great to us,
32:36
the person who gave us a very bad taste in our mouth
32:39
experience wise. The person who you know we have
32:43
interacted with in some way and we didn't have a necessarily
32:45
pleasurable experience. The difference is though, we
32:49
can't stop dating. We can't stop opening ourselves
32:52
to love or opening ourselves to business or opening ourselves to
32:56
the next step in our lives, in our businesses, whatever it
32:59
might be, strictly based off of the fact that we had a bad
33:03
boyfriend once. And so the question is, are you
33:06
going to let the agency invested with the coach that you invested
33:09
with the bad boyfriend you had keep you from loving again?
33:15
And that's always something that you can answer.
33:18
That's not something for me to tell you.
33:21
And if you are in the mindset you're like, no, I am never
33:23
dating again and I do not want to do it.
33:25
And you know, I have another client.
33:27
She's a marketing consultant and she shared this with me.
33:31
She had a awful, and I mean awful, awful, awful coaching
33:34
experience. And she said she watched me for
33:37
over a year and we got on a call because she had shared me in the
33:40
DM. She was very nervous.
33:41
And so I said, listen, I don't want to, you know, message back
33:44
and forth. Let's just get on a call and I
33:46
will answer any and every question that you have.
33:48
And I also want to get on a call with her because I recognize
33:50
that, you know, there is an aspect of seeing someone's
33:53
emotion and seeing, you know, someone's empathy and their
33:57
genuine desire to help you that you can really only get when
34:01
you're face to face with somebody.
34:02
So I said, OK, great, let's get on a call.
34:04
So we did and she shared this with me and she said, Kate, I
34:07
literally have, and this is not an exaggeration.
34:10
She is literally gone to see someone about this.
34:12
She literally from this experience in the way that she
34:14
was treated, has PTSD from it, which is very serious.
34:18
And so I was obviously extremely empathetic to that.
34:22
And so I said to her, listen, OK, again, explain to her the
34:24
aspect of what I just shared with you, which is, you know, we
34:26
all have these bad relationships.
34:28
The question is, do we want to love again?
34:30
And she says I do, but I, I think I, I very much am anxious
34:34
to get into that quote UN quote, new relationship with my new
34:37
coach, IE me. And so I said, OK, great.
34:39
Well, my question would be if you were going to quote UN quote
34:42
love again, if you were going to get into that relationship
34:45
again, what would you feel you need to hear, see or understand
34:51
that would make you feel comfortable?
34:54
And she said, well, I'd want to know from past clients that it
34:59
wasn't just the results you got, but the experience.
35:01
So it's OK, great. Would it make you feel
35:03
comfortable if today I connected you with a two or three of my
35:07
current or past clients, whatever you prefer.
35:09
And I connect you guys in the DMS and I'll let you guys chat
35:12
privately. And I just say, hey, I'd love to
35:15
for you to share the experience you had of our coaching versus
35:20
just, hey, I got you this much money because you and I both
35:22
know everyone can market the results they get.
35:24
Whether people have good experiences or whether they feel
35:26
truly supported is a very different thing.
35:29
So I said to her, would that make you feel supported?
35:31
She said, yes, so it could beautiful.
35:33
So what we're going to do is I'm going to connect you with some
35:36
of my past and current clients and they're going to be able to
35:38
share with you the one O 1 of their experience.
35:41
And what we'll do is you and I will connect, you know, later
35:45
tomorrow and I would love to connect and answer any follow up
35:49
questions that you might have or anything that comes up as a
35:51
result of that. And we'll touch base tomorrow.
35:52
How's that sound? She said great, that client has
35:55
now been a client inside of our mastermind ever since that day.
35:59
And she has since written posts on social media about how she
36:03
swore off that she hated business coaches and she did not
36:07
want to invest again and how much this experience has changed
36:11
her perspective. And the reason I share that is
36:14
because so many of us, again, perspective wise, we need to
36:18
change our relationship with objection handling.
36:20
If I hadn't done that, she might have never gotten coaching or
36:24
consulting ever again in her business.
36:26
She might have stayed stuck for a very long time in her business
36:29
by as a result not getting coaching.
36:32
And so she would have stayed stuck in this cycle of again, no
36:35
more boyfriends or girlfriends, no more love, no more support.
36:40
So me quote UN quote, challenging her or inviting her
36:43
to a different perspective or reframe was not about her being
36:47
in my offer. It was about the fact that I
36:49
said to her on the call, whether it is me or someone else, you
36:52
need to know that you can love again, you can be supported, you
36:56
can have somebody who can coach and consult you from a place of
36:59
care and consideration that is possible for you, that is out
37:02
there for you. And so this was not about me and
37:05
my offer, it was about getting her the help that she needed.
37:08
And again, that person is a client today.
37:10
So it really is, I find again, you'll see here another theme
37:14
pulling an analogy from a situation that is different or
37:17
outside of the situation that is currently at hand for them.
37:20
OK, so I want to take a quick little brief interruption from
37:23
today's episode to let you know about something really exciting.
37:26
And I want to 1st preface, there is nothing here that I have to
37:28
sell you. This is about something that is
37:29
entirely free that I think would be a massive support for you if
37:33
you are someone who's loving all things Ambitious podcast.
37:37
So we have created an absolutely incredible community that is
37:41
called the Ambitious Network. This is really a place where
37:43
coaching and masterminds meet high level networking of other
37:46
women who were just like you. So a little bit of what you can
37:49
anticipate, this is a place for you to grow, to connect, and
37:52
ultimately to get the support that you need to elevate your
37:54
business. And so some of the things you
37:56
can anticipate inside #1 live Hot Seat Coaching.
37:59
This is literally live coaching in the way that I would do
38:02
inside of our masterminds are different offers only inside of
38:05
this community, entirely free. You'll also get the opportunity
38:08
to get access to exclusive giveaways that are not available
38:10
anywhere else. So these are things like
38:13
giveaways of different books and resources that I'm obsessed with
38:16
that have really helped me in my journey of business, but also
38:19
things on a larger scale, like some of which have been six
38:22
months of private coaching type of giveaways.
38:25
So all of this to be said, massive, massive amount of
38:28
resources being given inside and also trainings and resources,
38:31
tools of frameworks and downloads and worksheets and
38:35
master classes that are going to be things that will really help
38:37
to take you and your business to the next level.
38:40
Now, it's also not just about me.
38:41
I have an incredible network and a community of other
38:44
entrepreneurs who also want to give back to you if you've loved
38:47
their interviews and their discussions on the Ambitious
38:49
podcast. So we have guests that are also
38:52
providing resources in the community that will only be
38:54
available inside the ambitious network.
38:56
But there's also the networking aspect.
38:58
And this is a place for you to not Only Connect with other
39:01
women about what's going on in your business, what's currently
39:03
working or not working in today's current market.
39:06
It's a place to share wins, but it's also a place to connect
39:08
with me and get my feedback and support for you and your
39:12
business. Now all of that to be said, this
39:14
is a, as I said, mastermind meets networking.
39:18
And I really have created this as a community that I want to be
39:21
something you've never gotten anywhere else.
39:23
It's not this low ticket membership that you feel like
39:25
you're paying for. You know, this graveyard of
39:27
resources that the person has they don't know what to do with.
39:30
And it's also not that Facebook group that you're inside of that
39:33
you feel like you get tons of notifications, but you don't
39:35
really want anything that's inside of it.
39:36
It all feels surface level. We want to give you the ability
39:40
to have mastermind meets high level networking all in one
39:43
place. And the ambitious network is
39:44
where you're going to find that. So how you can get inside?
39:47
If you want to go to the show notes beneath, you can click a
39:50
link to join, join us inside the Ambitious network.
39:52
And if you also want to connect with me on Instagram, I'm also
39:55
happy to chat with you about it. So if you DM me the word
39:57
ambitious, we'll be sure to chat a little bit more about the
39:59
network for you and give you the link to get inside.
40:02
So all of that to be said, I don't want to take any more time
40:05
away from today's episode with. So without further ado, let's
40:07
get back into the show. The next one that we have is I'm
40:10
just not ready yet. And so the question I would ask
40:13
people is to say, OK, well, if you wanted, for example, to feel
40:17
ready, what would ready look like?
40:20
So if we were to think about, I don't feel ready, what would the
40:23
ecosystem, the situation, what would, what would need to happen
40:27
in order for you to feel ready? And so the question is,
40:31
depending on what they describe, what I then follow up with is,
40:34
would you say that for you ready is the decision or would you say
40:39
that being ready for something is a destination?
40:42
OK. So is it a decision to be ready
40:44
or would you say a destination, meaning I have to be at a
40:47
certain place before I'm quote, UN quote ready?
40:50
And so sometimes, depending on the level of what I know about
40:52
that person, I will, you know, look to say, for example, like
40:56
if you're a mom or if you're somebody, for example, who's
40:59
gotten married or if you're someone who's bought a home.
41:01
Is there anything ever in your life that you've done that you
41:05
made a decision to be ready, even though maybe the
41:07
destination or the situation in front of you told you you
41:10
weren't? And what I help people to see is
41:13
that every single day we do things that we're not ready for.
41:17
For example, I see somebody does ice baths.
41:19
I'm like, do you ever feel ready to get me ice bath?
41:22
No, I'm somebody who that loves a good ice bath.
41:24
And every time I think I don't want to do this, I don't want to
41:26
do this, I don't want to do this.
41:28
And that's because you're never ready.
41:29
You psych yourself into getting ready.
41:32
You don't wait till you wake up and want to do an ice bath.
41:34
Because I will be very honest with you, I would never do an
41:37
ice bath for the rest of my life if I had to wait to be ready.
41:41
I'm not ready, but I get myself ready.
41:44
And so the question is, would you say, or you know, what if we
41:49
could look at ready as more of a decision than a destination?
41:55
And that's something that I ask people and I want to understand
41:57
what would ready look like? And if someone says why I need
42:01
this, this and this and this all handled before I'm quote UN
42:03
quote ready, I would say, OK, and just to to kind of, you
42:07
know, again, play devil's advocate, what would it look
42:09
like if you took action without that being the case?
42:12
What would that mean? And So what it, it helps me to
42:16
understand is what is the fear they have?
42:18
Is it a matter of certain logistics?
42:20
Is there, is there a matter of something that they're seeing or
42:23
believing to be true that, oh, if I move at this time before
42:27
I'm quote UN quote ready, here's what's going to happen.
42:29
I want to know if they are to think that they take action
42:32
before they're quote UN quote ready, what do they see that to
42:34
mean? What do they believe is going to
42:36
happen? What do they think is down the
42:37
line for them? That's something that helps me,
42:40
again, to better understand how to support them.
42:43
The other thing that we see as an objection is I need to be
42:46
able to do blank before I invest.
42:50
So a big one we see is I just really want to make a little bit
42:54
more money or I really want it, you know, be able to, yeah, just
42:57
generate a little bit more income before I invest in XYZ or
43:01
I want to save a little bit more money before I invest.
43:04
And So what I tell people is, again, validate the feeling.
43:07
I totally can appreciate the idea of feeling like there's a
43:11
certain, you know, place that you want to get you before
43:13
moving and a feeling of how much maybe like safety or, you know,
43:18
I guess security that that might provide to you.
43:20
But I'm curious, do you feel or maybe you know, what would it
43:24
look like if the very thing that helps you to generate more
43:28
income was actually getting the support in the area that you've
43:33
thus far been putting off? So if someone says to me that
43:36
they're not getting any leads or sales right now and they're
43:38
like, I just want to make a little bit more money before
43:39
coming into business coaching. My whole question is if right
43:43
now we're not generating any leads or generating any sales,
43:47
the curiosity would be, is this really the chicken or the egg?
43:51
That's really, that's really the conversation we're having, which
43:53
is there's two options. You can take the leap to learn
43:56
how to generate the leads in sales or you can wait and
43:59
potentially end up with still consistently no leads in sales.
44:02
And if So, what would that look like?
44:04
And is it possible that by doing this, it would actually help to
44:09
teach you or understand or master or generate the sales or
44:13
the inquiries that you're looking for?
44:15
And So what I do is I help people to understand that this
44:19
is also not just always an expense.
44:22
A lot of us believe that when we ask someone to invest, we're
44:24
taking from them, right? Like we're asking someone to
44:26
spend money. We're asking them to, you know,
44:29
give to us and give away to us. And an extent, yes, that's true.
44:32
They are paying us. But the other thing that I also
44:34
believe to be true in my own journey, not just other people's
44:37
as well, is that investing is not an expense.
44:41
It's a catalyst. I would not be where I am today
44:45
if I had looked at everything that I ever have done as an
44:49
expense. Could I cut expenses and have
44:54
less team? Yeah.
44:55
Could I cut expenses and not have a coach?
44:57
Yeah. Could I cut expenses and not
44:59
have done the photo shoot, the website, the brand, any of that?
45:03
Sure. But it's not an expense, it's an
45:06
investment. And those things that I invested
45:08
into, similar to what we noted earlier of the stock market,
45:11
they are the difference and have been the catalyst for our
45:15
growth. So really what I help people to
45:19
understand is that many people, like, I mean, most people don't
45:25
have a rainy day fund for the things that are, for example, in
45:29
their business, the bank account for hiring a business coach.
45:33
No one has a, a bank account that's sitting around being like
45:35
the business coach bank account that I've had allocated for
45:38
seven years for when the time comes.
45:40
And I, I share this with people as a business coach.
45:43
And you can also, by the way, ChatGPT, you could do this for
45:46
your own business. I pull stats for people and I
45:49
said, listen, did you know that 77% of small businesses use
45:54
their personal savings or personal loans to get their
45:57
business started? 77%.
46:00
So this idea that like I have to make money and I have to have a
46:04
certain amount of savings or a certain amount of money in order
46:06
to be able to generate or start the business, I can appreciate
46:10
that feeling. And if that's what feels like
46:11
the right next step for you, then by all means, I'm not the
46:15
one to tell you that this is the thing you have to do.
46:19
What I'm doing instead is I'm creating an invitation to say,
46:21
is there a different way for us to think about it?
46:23
And the reason I use the stat is because I find that the stat
46:27
helps people to feel less alone. I'm not saying, Oh well, I
46:31
borrowed money to start my business of $20,000, so you
46:34
should do the same. I'm not the person to say just
46:36
cuz I did it, you should. But what I'm saying instead is,
46:40
listen, I am also part of a larger stat.
46:43
There are 70% of entrepreneurs are just like myself and just
46:48
like what you're considering right now, which is the fact
46:50
that they're thinking about spending money that they don't
46:52
have sitting waiting in a bank account.
46:55
That's OK. Or if you're even potentially
46:57
the person who does have money sitting in a bank account and
46:59
you have a personal savings and you think, well, I can't
47:02
possibly spend my personal savings on my business. 77% of
47:06
entrepreneurs do that so that I unravel, you know, what is to
47:10
say that we can't, we can't do that.
47:11
And again, another client had a client who's in the career
47:15
coaching space and she said to me, she joined one of our, our
47:18
highest ticket offers. And she said to me, OK, I want
47:21
to let you know, just be very transparent.
47:23
I am spending this for my personal savings.
47:25
And I said to her very bluntly, I said, I cannot be the person
47:28
to tell you to do that. That's not like, you know, I'm
47:31
going to tell you like this is what you should do versus the
47:33
right thing to do or any of that because I'm not the person to
47:35
tell you how to manage, spend or allocate your personal finances.
47:39
But here's what I can say. You will not be the first client
47:42
that I've ever served who's done that.
47:44
So if it does feel like the right next step for you, I don't
47:49
want you to feel that by doing so, it necessarily means it's
47:51
irresponsible, but it is something that you have to feel
47:53
confident with. So the that's totally in your
47:56
court as to whether you feel that this is something that's
47:59
the right next step for you. And again, like I, I validate,
48:03
but I create agency. I allow them to find themselves
48:06
within it to really understand. Does this feel like it's true or
48:09
right for me? OK.
48:10
The other one that we also know is I'm worried that I won't
48:13
follow through. And this one's really
48:15
interesting, especially with coaching, because it's
48:17
interesting that someone reaches out to like, let's just say a
48:19
fitness coach for coaching and accountability, but then they
48:22
don't invest in the fitness coach because they're scared
48:25
that they won't do it, even though they're hiring for the
48:28
aspect of accountability. So what I do is I say, listen,
48:31
it's very valid to feel that way, especially if you feel that
48:36
maybe in the past you've been let down by some of your
48:40
consistency or some of your momentum before.
48:42
I can totally appreciate that. The question that I would ask
48:45
though, is what if being supported and seen and held
48:50
within this transformation is actually the catalyst for you
48:53
finally being consistent? Like what if you've been trying
48:57
to work out and eat healthy and do all the things and you
49:00
haven't been consistent? Is the reason that's happening
49:03
is because you're not getting support?
49:04
What if getting support in the thing that you're doing right
49:06
now actually literally was the catalyst for you being
49:09
consistent? So it's kind of like hiring a
49:11
social media manager and saying, well, I'm worried that I'm not
49:13
going to consistently produce content.
49:15
Well, what if actually having somebody whose main job it is,
49:17
is to support you in generating ideas, creating and, you know,
49:21
developing the content, writing the copy, etcetera.
49:24
Would that be something that actually by having that support
49:27
allows you and enables you and, and helps you to be consistent?
49:32
So a lot of the time we have this fear of when we hear this
49:36
idea of I'm worried I'm not going to do it, They're worried
49:39
they're not going to do it, often times based off of
49:42
reference of them doing it on their own.
49:44
So what I try to do in this objection is I try to help
49:47
people to understand that the reason for it working is going
49:50
to be because you're not doing it alone anymore.
49:53
You're not doing it on your own, you're not trying to DIY, you're
49:56
not trying to just bootstrap it on your own.
49:58
You're actually getting support and seen and helped within this
50:02
transformation. And by having that, that in
50:05
itself often times is the catalyst for you finally being
50:09
consistent. There's a reason that when
50:12
someone has a coach or a fitness coach, let's just say, or a
50:14
mindset coach, that they're able to do things that they don't do
50:17
on their own. And that's because they are
50:19
seen, they're held accountable, they are supported within it.
50:22
And so I often give people the question.
50:25
Again, you'll see here, it's not statements, it's questions.
50:27
What if being supported in the very thing you're looking to do
50:31
is finally the unlock that allows you to be consistent.
50:36
And I allow them to share with me and to process that with me.
50:39
The other objection that we hear is what if this doesn't work for
50:43
me? I'm worried I'm not going to see
50:45
results. The other way that this can also
50:47
sometimes present is can you guarantee results, which is
50:51
always a fun question to answer. So I tell people, listen, I
50:56
cannot guarantee results. While I appreciate the desire to
50:59
have that because everyone, all of us would love to have a
51:03
investment with no risk, myself included.
51:06
So while I can appreciate the desire to have a guarantee or a
51:12
certainty that something is going to work for you, I will be
51:16
the first to tell you I can't guarantee you the results.
51:19
And I will also tell you if any other coach or any other agency
51:24
can guarantee you results without fail, it would be my
51:29
advisement to run in the opposite direction.
51:32
And that is because especially within coaching for myself, I
51:37
know that I have incredible results that we've generated and
51:42
I know that we've had clients who've hit seven figures and a
51:45
couple calls together, people 5X their business in six months.
51:47
I've got tons of social proof and testimonials all on my
51:50
website that you can binge. That is not necessarily up for
51:54
debate as to whether I can get results because obviously you're
51:56
here because you know that I can get results.
51:58
The difference is you're asking can I guarantee them?
52:01
And I can't guarantee them because I have no idea in this
52:06
current moment how you're going to show up within this
52:09
container, how you're going to actually move inside my world.
52:15
So here's what I can guarantee you.
52:17
I can guarantee you that if you lean into this program, if you
52:22
lean into the support, if you are on the calls, if you're
52:24
consuming the modules, if you're reaching out and you're at any
52:27
point, if you are stuck, you're not trying to DIY, but you're
52:30
like, hey, Kate, I'm ringing the bell.
52:32
I need some help with XYZ. If you lean in, what I can
52:36
guarantee you is that you will have access to the same
52:39
information, the same support, the same awareness as in the
52:43
insight that all those clients that you read through on my
52:46
website also had. So can I guarantee like person
52:50
A, that you're going to be able to hit 7 figures and three
52:52
calls? No.
52:54
But what I also know is that you will have access to all the
52:57
things that all of the top success stories that you just
53:00
read also had access to. So if you want to have the
53:04
ability or the opportunity to tap into a portion or
53:08
potentially all of the same results that you just read on
53:10
there, it is going to be on the other side of this investment.
53:16
So that I can guarantee that I will support you that you have
53:18
the same information that they had, that you have the same
53:21
community, the same resources, the same person in your corner,
53:24
the same accountability. But I can't guarantee results
53:27
because I also explained to people, and this is also whether
53:29
you're a coach or an agency, this is a 5050 relationship.
53:33
I actually explained to people typically that, you know, it's
53:35
5050, but even better, it's a 5149.
53:39
And they say, well, why? And I'm like, because I can't
53:42
have a perfect 5050 relationship with you because I have to be
53:47
the 49%. And that's because I can't want
53:50
your business to work more than you want your own business to
53:53
work. I'm not your business partner.
53:55
You still have to have 51% in this investment of your energy
54:01
and your time and all of that in this because I cannot want your
54:05
business to succeed and to work and to pour more into your
54:08
business than you pour into your own business.
54:11
So like I'm in this with you and I'm locking arms with you and
54:14
I'm ready to go. But I can only confidently give
54:19
my understanding of my 49%. But if like those clients you
54:23
ran through and that you read through, you show up in the way
54:27
they do, like ABC and D in the following ways in your 51%, I am
54:33
confident that we will get you great results inside of this
54:36
program. Now, I can't say I'm going to
54:38
help you to hit 7 figures specifically in this time.
54:40
I can't say I'm going to help you to make, you know, $10,000
54:43
cash by tomorrow. And again, it's #1 not legal.
54:46
But two, it's not ethical to do that because I don't have
54:49
certainty that that's going to happen, but I have certainty in
54:51
what I bring to the container. I've certainty to what I provide
54:54
to that client. I've certainty to what I know is
54:56
possible inside of our world that I'm certain of.
55:00
And so if you are willing to take the leap on me, I can
55:04
guarantee you that I will support you in any and every
55:07
single way inside of my world that I can guarantee you.
55:11
And again, the other things that I mentioned of the resources,
55:13
the supports, the coaching, etcetera.
55:15
So what I use of this idea of like what if it doesn't work for
55:20
me or you know, I want this guarantee of it will work.
55:24
The guarantee is because again, when we really get down to it,
55:27
there is a fear here. There's a fear that I don't want
55:31
to have any skin in the game. And I also, depending on the
55:34
entrepreneur I'm talking to, you will have to have a very blunt
55:35
conversation with. Being an entrepreneur means you
55:40
don't get to blame somebody else.
55:43
So like, I will have 49% ownership in this transaction
55:46
together, this relationship 100%.
55:49
But that can't be that, oh, if you don't show up to calls, if
55:53
you don't consume the modules, if you don't reach out, that's
55:55
100% our program's fault. That means that in this
55:59
relationship you will take 51% ownership and I will take 49%
56:02
ownership. Is that something that you feel
56:04
comfortable to move forward with?
56:05
Right. So again, these are really a
56:07
matter of asking questions and unpacking together.
56:09
The other one that people ask is I'm just wondering if I should
56:12
try it a little bit longer on my own.
56:14
So maybe again, not even in business, but it could be in
56:16
fitness, it could be in mindset. Like maybe it's just more a
56:18
matter of like a little bit more journaling.
56:20
Maybe it's a matter of taking the resources.
56:22
Also very common that you'll hear taking the resources that
56:25
I've learned somewhere else. Like I really feel like I just
56:27
want to sit with them longer and integrate them.
56:29
And what I often tell people is there's a couple different ways
56:33
to look at this. Again, validate, but I asked
56:36
people, you know, I could do it on my own and I say, you know,
56:40
yes, obviously 1000% you could do it on your own.
56:42
I will be the first person to tell you, you do not need a
56:45
business coach in order to be successful.
56:47
I fully believe you do it on your own.
56:49
The question I would say is if you were going to invest into X,
56:54
why would you do that? Well, if you versus doing it on
56:56
your own, why would you invest? If you had to hypothetically
56:59
say, you know, This is why I'd invest, for example, into an
57:02
agency versus doing it on my own.
57:04
Why would you invest into a social media manager versus
57:06
doing it on your own? What would be the incentive for
57:08
you doing that? Right?
57:09
And often times, you know, having clarity of strategy,
57:12
having the ability to get your time back, right?
57:14
Like there's a reason that you're doing it.
57:16
So the question then to me becomes just because you could
57:21
do it on your own, do you think you should?
57:25
Because I am somebody, for example, who says, OK, let's
57:30
just say I again, social media manager, we're using that as a
57:33
lot of examples today. If I'm a social media manager
57:36
and someone says, well, yeah, I'm just like post on my own
57:38
maybe. And like try a little bit longer
57:39
on TikTok and Instagram. I would say, yeah, like you 100%
57:43
can post your own social. There's no question that you
57:45
have access to Instagram and you can do all that on your own.
57:48
But if you're going to invest into a social media manager, why
57:50
would you do that? And often, you know, it's
57:52
because they will, for example, want to have someone to manage
57:56
it for them and to help them be consistent and all of that.
57:59
So the question is, do you feel like maybe you've been
58:01
consistent on your own? Well, yeah, I, you know,
58:05
sometimes maybe not as much. OK, great.
58:06
So just because you potentially could be consistent, do you feel
58:11
that you should own the entire responsibility of social, for
58:14
example, at the stage of your business?
58:17
Is that something cuz you could do it that you should do.
58:20
I could do my own design, for example, of my business
58:24
materials, but it's not something that I should be doing
58:27
anymore because it's not as leverageable for me to be in
58:30
that bucket. My, you know, vision of the
58:33
business, etcetera is needed in other buckets outside of design.
58:36
So I could do design. I'm sure if I wanted to, I could
58:39
learn how to edit my podcast. I could learn to do, for
58:44
example, click up build outs or whatever it might be.
58:46
There's many things I could learn, but it doesn't
58:49
necessarily mean I should because I can hire somebody as I
58:52
have. I have an incredible team shout
58:54
out Dear Kelsey and also AHA Agency who helped me with this
58:58
podcast. I have Dear Kelis Agency who
59:00
helps me with our back end of our operations.
59:03
She's been our operations lead for years and years now.
59:06
I could learn, click up, but I shouldn't because Kelsey is 10
59:09
times better than me. So it's really understanding
59:12
where are you leverageable? Where are you intentional within
59:16
what you do within your business?
59:19
And so that would be the way that I explain that.
59:21
The other thing, which is the last one, oh, this is the
59:23
classic one is I have a lot going on right now.
59:26
So I will tell you a story about this.
59:27
I had a client who came to me eventually became a client.
59:30
So you'll, these, you'll see that these are very effective.
59:33
They, they help to make people feel seen and supported in
59:36
taking the next step in, in moving forward.
59:39
Hi, this client came to me and she said, Kate, I am pregnant, I
59:43
am moving. I am feeling beyond overwhelmed
59:48
and I really just feel like this might not be the right time and
59:54
I feel like I've got a lot going on.
59:55
It just feels like right now in my life, this is not necessarily
59:58
the right time to do it. So I just I'm wondering if I
1:00:01
should maybe hold off till for example, things slow down in
1:00:05
life till we're not moving. And even for myself coaching a
1:00:08
lot of women, people will say maybe I should wait till after
1:00:10
the baby. Like what do you think about
1:00:12
that? And So what I explained to them
1:00:14
is, OK, curious. And again, I say like, just just
1:00:17
play with me here. Do you feel like you will still
1:00:21
be building your business during this time?
1:00:23
So like even if you are, for example, pregnant, if you are
1:00:25
somebody who, for example, who's moving homes, do you feel like
1:00:28
you're still going to work on your business during this time?
1:00:29
Do you still want to grow it? Are you still going to be
1:00:31
working on it? Yes.
1:00:32
OK. Well, the question is how many
1:00:34
hours do you feel like you probably during the season will
1:00:37
be working on it? Let's just say 5 hours a day,
1:00:39
OK? So if you have say between 4:00
1:00:42
to 5:00 hours a day, the question becomes would you not
1:00:45
rather know what to do with those four to five hours to
1:00:49
scale your business, to support your family, to support the next
1:00:53
phase, to support maybe Matley to prep your business for that
1:00:57
versus working on what you're working on right now or feeling
1:01:00
the same stage right now, say a year from now.
1:01:03
The other question that I ask people is, do you yourself feel
1:01:08
that your business is something that you only want to grow in
1:01:12
slow seasons? Do you feel that your business
1:01:16
is only going to scale when life is slow and calm?
1:01:21
And what I give people as I give them, I said, listen, this is my
1:01:23
reframe. My belief is that I actually
1:01:26
think the best time to be mentored, the best time to be
1:01:29
coached is during the times where you have been in the
1:01:35
complete tornado of life. And I'll tell you why because if
1:01:38
you can learn how to manage your time, how to manage your team,
1:01:43
how to still market, how to still sell, how to still scale
1:01:47
during the craziest of times inside your business, when the
1:01:52
baby is here and you get back into routine again, months down
1:01:55
the line, when the house move is done, when the renovations
1:01:59
you're doing are finished, you are going to navigate scaling
1:02:02
your business with your eyes closed.
1:02:05
And that is because you have now been trained in the toughest
1:02:09
season. So when the easy season comes,
1:02:12
you will do it as a breeze. You'll be working half the time
1:02:15
because you've become so dialed during the craziest season.
1:02:19
So I coach people all the time to say, listen, the busiest
1:02:22
season of your life, that's the moment.
1:02:24
That's the moment you lean in because it helps you to know
1:02:27
that you're not just an entrepreneur who has skills
1:02:31
during the easy season. You're not just the entrepreneur
1:02:35
who's able to win. When everything is dialed, when
1:02:38
everything is easy around you, when the ecosystem is perfect,
1:02:41
that's when I win. You are the entrepreneur who's
1:02:44
able to win regardless of the external conditions.
1:02:47
That is a skill that can only be developed in times where things
1:02:52
are difficult. It's not something you think
1:02:54
through, it's not something you conceptualize, It's not
1:02:57
something that's hypothetical. It's something that you have to
1:02:59
be in the tornado to learn how to navigate and dance with it
1:03:04
while running a business. So this is actually more than
1:03:07
ever the moment to move. And so that's a reframe that I
1:03:12
give to people. And this client who came to me,
1:03:15
I told her this exact same thing and same thing.
1:03:17
She joined us for six months of coaching inside of our
1:03:20
mastermind. And after that she had her baby
1:03:22
and she moved her home and she did amazing.
1:03:26
She did amazing. And I have many women.
1:03:28
I just, I have three women in our program right now who are
1:03:32
pregnant and expecting in the coming months and they have been
1:03:36
busting their butt behind the scenes to grow the business,
1:03:39
scale the business, dial in systems and marketing and sales
1:03:43
and all of that because they recognize this.
1:03:46
While everything in their mind and body might have said like
1:03:48
this is a time of rest and chill and relax, they reframed and
1:03:52
said I want to chill and relax when the baby's here.
1:03:54
I want to feel like I'm not pushing and constantly on and
1:03:56
stressed when that time comes. So by reframing this, it helped
1:04:02
these women to see that this is not the wrong time.
1:04:04
It's actually the perfect time. And many of them have soared as
1:04:08
a result of leaning in. So the reason I want to share
1:04:12
this today and obviously I, I gave a lot of examples from my
1:04:15
business because I wanted to make it really easy and
1:04:18
contextual for you to see what would be maybe ways that I would
1:04:21
explain that. Obviously this can be translated
1:04:24
to every single one of your business.
1:04:27
If someone you knows business, you want to send this to them
1:04:29
and say, hey, send this to anyone who's sending you
1:04:32
objections. The other thing I also want to
1:04:34
invite you to is that today and what we discussed can also be
1:04:37
something you talk about, not just one to one with people, but
1:04:39
I also want to invite you to put into your marketing.
1:04:42
These are common objections that people who are consuming you and
1:04:45
who are watching you and consuming your marketing or
1:04:47
having day in, day out. This is something that people
1:04:50
are already in your world experiencing.
1:04:52
So you don't necessarily have to wait for someone to come into
1:04:55
your sales process to have this conversation with them.
1:04:58
This can be something you do also in advance to help somebody
1:05:02
to have those aha moments before they get into the sales process.
1:05:06
That's even better if you can. But again, even if they happen,
1:05:09
the sales process, that's fine. As we talked about the
1:05:11
beginning, it really is very normal.
1:05:14
It's very common for that to be the case.
1:05:16
So again, we talked about this because I want to give you an
1:05:19
understanding of how to reframe. I wanted to give you an
1:05:22
understanding of what objections you're probably going to be
1:05:25
hearing and what are very normal.
1:05:27
There's also a ton of other ones we could cover that are
1:05:29
variations of these, but these are kind of the the core, root
1:05:32
or the base of where a lot of these come from.
1:05:35
And with this, recognize it's not about you.
1:05:39
Objections are not about you. They're not about your offer.
1:05:42
They're not about this person objecting working with me.
1:05:45
They're not about this person objecting my price.
1:05:48
Objections are not personal, they're not about you.
1:05:53
They're about that person's perception of what they believe
1:05:58
to be true in that moment. And the reason I say in that
1:06:01
moment is because that has the ability to change.
1:06:05
My first investment I made was $20,000 into a mastermind.
1:06:09
And I remember I said I can't afford this.
1:06:12
This is a big investment for me and I can't afford it.
1:06:15
And I remember that coach at the time, he said to me, Kate, these
1:06:19
moments are the difference of where entrepreneurs are made.
1:06:22
I'm not going to minimize to you, this is a small investment.
1:06:24
I know this is a big investment. This is the investment of the
1:06:27
equivalent of some cars, right? I get it, but I also want to
1:06:30
tell you that if you are someone who works at 9:00 to 5:00 right
1:06:33
now and you're I'm scared to invest.
1:06:35
I feel like I don't have the money.
1:06:36
I have to wait till I save up. This moment of figuring out and
1:06:41
finding a way is the difference of where entrepreneurs are made.
1:06:44
It's when you have your back against the wall and there's so
1:06:46
many reasons to say that you can't do it or that you don't
1:06:49
have the funds or it's not the right time or I'm just going to
1:06:51
wait or maybe next round and all these things.
1:06:53
This is the moment where entrepreneurs are created.
1:06:57
If he had not objection handled me, I wouldn't even be here
1:07:01
talking to you. I am a die hard advocate for
1:07:07
overcoming objections. And that is because they are
1:07:11
helping people to push past limiting beliefs when they're
1:07:15
done respectfully and when they're done properly.
1:07:19
And the difference of how to know you're doing it properly is
1:07:22
remove yourself from the equation.
1:07:24
Think of that person's best interest, truly not about your
1:07:27
offer. Meaning if they didn't even
1:07:29
invest with you, just in general, if this was your sister
1:07:32
or your friend, what would you recommend?
1:07:34
Think of that person as if they are one of your best friends or
1:07:37
family members. What would you advise them?
1:07:39
What would you recommend to them to do?
1:07:41
That is the invitation today on how you can support people
1:07:45
around objections. Because by doing that, you're
1:07:48
helping people to unlock the next stage they need for their
1:07:50
growth. I'm so incredibly grateful for
1:07:54
that person who helped me to overcome that day.
1:07:58
Almost every investment that I've made to date, I've had an
1:08:00
objection around and every single person has sat with me in
1:08:04
it and supported me effectively to get to the next stage.
1:08:07
It's the reason I am where I am today.
1:08:09
So you yourself could be a catalyst for the person who's
1:08:13
investing with you, the person who says that they have
1:08:15
resistance by you dropping the objection because you're feeling
1:08:18
uncomfortable about what objections mean or challenging
1:08:21
them or whatever it might be. You're actually potentially
1:08:24
getting in the way of that person's breakthrough by not
1:08:28
creating an invitation for a conversation.
1:08:30
We're not talking pressure. We're not talking about taking
1:08:32
away agency or independence. We're talking about being there
1:08:35
and sitting in it with them to see how you can support.
1:08:39
And if it means they don't invest, OK, fine.
1:08:41
But it also might mean that you are the difference of what
1:08:44
completely changes in their mindset, their health, their
1:08:46
social, their business, their whatever it is that your
1:08:50
business is. So know that your objections
1:08:53
could be the difference of them overcoming the fears that are
1:08:55
keeping them from the life, the business, the things that they
1:08:58
truly want within their life. So all of us to say, I hope
1:09:02
today was helpful as always, if you have any questions,
1:09:05
thoughts, concerns, shares, anything that you want to kind
1:09:08
of share with me or downloads, even, shoot them my way.
1:09:11
I cannot tell you enough how much it means to me to get DMS
1:09:14
from you of takeaways that you've had of the episodes,
1:09:17
awarenesses, just aha moments, all of it.
1:09:19
It means the world to me. And I can't tell you how much it
1:09:22
fills my bucket for you to reach out.
1:09:23
So I just want to also say thank you guys so much for doing that
1:09:26
during these episodes and after these episodes, I'd love to
1:09:29
connect with you and reach out with you.
1:09:31
And so if you have any questions, slide into my DMS,
1:09:34
you know where to find me. I hope today was helpful for
1:09:36
you. And as always, stay ambitious
1:09:38
and we'll see you.