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Episode 114 - How Human Connection Turns Organic Visibility Into Revenue with Sara Torpey · Business & Marketing Strategies for Online Entrepreneurs | Email List & Leads Growth | Organic Strategies | Create Online Business Success!

• 0:00
  SPEAKER_00: You're visible, people are seeing your posts, some of them are liking them, some of them are watching your stories, and some of them may even have joined your email list.
• 0:08
  SPEAKER_00: Hooray! And yet, your Stripe account is not exactly throwing a parade.
• 0:14
  SPEAKER_00: Why?
• 0:14
  SPEAKER_00: Because being seen online and being genuinely connected to the humans in your audience are two very different things.
• 0:21
  SPEAKER_00: And that connection piece is where revenue is either created or it's quietly lost.
• 0:26
  SPEAKER_00: Today I'm joined by fellow business coach and my friend Sarah Torpe.
• 0:30
  SPEAKER_00: She is the creator of Selling for Weirdos.
• 0:33
  SPEAKER_00: Is that not the most fun name ever?
• 0:35
  SPEAKER_00: She teaches entrepreneurs how to make sales, how to trust themselves, and how to make business growth feel far more human and a whole lot less complicated.
• 0:44
  SPEAKER_00: We're talking about how human connection becomes the missing bridge between organic visibility and actual revenue.
• 0:51
  SPEAKER_00: Ready to grow your online business without losing your mind?
• 0:54
  SPEAKER_00: You're in the right spot, my friend.
• 0:56
  SPEAKER_00: Welcome to Create Your Online Business Success.
• 0:59
  SPEAKER_00: I'm your host, Tracy Beaver.
• 1:01
  SPEAKER_00: And this show is all about practical strategies, creative ideas, and sanity saving solutions that you can use right now.
• 1:08
  SPEAKER_00: Let's crank up the dial on your business growth and make it fun.
• 1:12
  SPEAKER_00: Let's create your online business success.
• 1:16
  SPEAKER_00: Sarah, welcome.
• 1:17
  SPEAKER_00: I am so glad you're here.
• 1:19
  SPEAKER_01: I'm so happy to see you.
• 1:21
  SPEAKER_01: You are one of my very, very favorite human beings.
• 1:23
  SPEAKER_01: So I'm delighted.
• 1:26
  SPEAKER_00: So for listeners and YouTube watchers that are meeting you for the first time, why don't you tell us a little bit about more, a little bit more about what you do?
• 1:34
  SPEAKER_00: And also, I have to know where did the name selling for weirdos come from?
• 1:40
  SPEAKER_01: Um, from my weirdo brain.
• 1:42
  SPEAKER_01: It was funny.
• 1:44
  SPEAKER_01: It was like the course I was building, and I was like, it's just like selling for weirdos like me.
• 1:49
  SPEAKER_01: And I was, and I said to a friend, I probably can't call it that.
• 1:52
  SPEAKER_01: And she said, why not?
• 1:53
  SPEAKER_01: And I was like, Oh, hey, now I'm just gonna call it that, which feels like the most me choice ever.
• 2:00
  SPEAKER_01: I'm not good at naming things, except sometimes I am.
• 2:03
  SPEAKER_01: Um, and that is uh an exercise in self-trust, if there ever was one.
• 2:12
  SPEAKER_01: So for me, um, what I do with people and business owners is really try to not even try, what we actually do is look at their business and themselves as a whole and strip out the extra, keep the stuff that's working, focus on growth through connection and invitation, and really being visible out in the world, but in a way that says, I am an expert, I am here to help you, I am grounded in my expertise, I am connected to human beings who can connect me to other human beings, and inviting people to step closer, which I think you know, you can create all the content you want.
• 2:56
  SPEAKER_01: You were talking about that at the start, but if you're not actually inviting people in and you're not telling them why they want to come, it's like the difference between, hey, I'm throwing this party, it might actually happen.
• 3:08
  SPEAKER_01: I don't know if we're gonna have snacks.
• 3:09
  SPEAKER_01: Right.
• 3:10
  SPEAKER_01: And hey, I'm having this amazing party, we're gonna have so much fun and I make the best guacamole.
• 3:15
  SPEAKER_01: Yeah, yeah.
• 3:15
  SPEAKER_00: Which part is when you go into it, the one with the guacamole, of course.
• 3:19
  SPEAKER_01: The one with guacamole, of course, but also the one that you're like, well, it might not happen, and she said there may not be snacks.
• 3:24
  SPEAKER_01: That seems weird.
• 3:25
  SPEAKER_01: Like, who who wants to go to that party?
• 3:27
  SPEAKER_01: Right?
• 3:28
  SPEAKER_01: Nobody, nobody, and so if you're just like making stuff and hoping, that's not a strategy, right?
• 3:37
  SPEAKER_01: That's coping mechanism.
• 3:39
  SPEAKER_00: Yes, yes, I agree.
• 3:40
  SPEAKER_00: Okay, I always like to know, and I know my audience does too.
• 3:44
  SPEAKER_00: Why did you decide to get into this roller coaster of entrepreneurship?
• 3:48
  SPEAKER_00: What possessed you in your right brain, right mind to do this?
• 3:54
  SPEAKER_01: Well, you know, it's really funny is um I think of myself as an accidental entrepreneur.
• 4:00
  SPEAKER_01: I a former teacher and forever teacher.
• 4:03
  SPEAKER_01: And then I was in the business world accidentally teaching sales.
• 4:07
  SPEAKER_01: That's a whole story.
• 4:08
  SPEAKER_01: Um, and then I my first business is in the product space while I was teaching college kids.
• 4:14
  SPEAKER_01: And I forget sometimes that I am the child of two entrepreneurs eventually who both own their own businesses.
• 4:21
  SPEAKER_01: That at some point I was like, oh, my parents did this.
• 4:23
  SPEAKER_01: That's weird.
• 4:24
  SPEAKER_01: But this is for me, um ultimately everybody's got like a higher order purpose.
• 4:31
  SPEAKER_01: And mine is twofold.
• 4:33
  SPEAKER_01: Mine is to be useful to as many people out in the universe as I can be, but also to do that in a way that has the flexibility that the life I have now.
• 4:42
  SPEAKER_01: Yeah, yeah, I get it.
• 4:43
  SPEAKER_01: And that is if I get those two things and I do, the roller coaster becomes worse.
• 4:49
  SPEAKER_01: And also, I'm bad at following directions.
• 4:53
  SPEAKER_01: So, and I don't mean like geographical directions, I'm absolutely bad.
• 4:58
  SPEAKER_01: I am bad at when you know the boss of the boss says, like, ain't this thing blue?
• 5:02
  SPEAKER_01: And you're like, God, that's so ugly.
• 5:05
  SPEAKER_01: So, like, I've never actually been in a job that I didn't turn into something else.
• 5:11
  SPEAKER_00: I love that.
• 5:12
  SPEAKER_00: I know.
• 5:12
  SPEAKER_00: I have the same issue.
• 5:13
  SPEAKER_00: It's like, don't, don't tell me what to do because I will and I heard you say this the other day because I was listening to your masterclass, and it was so funny, and I can't remember how you phrased it, but I was like, same.
• 5:24
  SPEAKER_00: You said something like, the minute somebody tells me what to do, I immediately need to do the opposite thing.
• 5:30
  SPEAKER_01: Yes, my inner five-year-old has thoughts.
• 5:33
  SPEAKER_01: Exactly.
• 5:33
  SPEAKER_01: She has like, she's like, say what I'm saying.
• 5:35
  SPEAKER_00: Right, right, right.
• 5:36
  SPEAKER_01: You you told me I can't write what and actually what was funny is I was listening to, I don't know what I was listening to recently.
• 5:44
  SPEAKER_01: And there was a woman that's was saying she was like, Some people are motivated by praise, and some people are motivated by tell me I can't.
• 5:53
  SPEAKER_01: It was like, I am a tell me I can't.
• 5:56
  SPEAKER_01: She was like, Because you can tell me I'm doing a great job, and I'll just be like, whatever.
• 6:00
  SPEAKER_01: But the minute you're like, well, you're not allowed to do that, I'm like, watch me.
• 6:04
  SPEAKER_01: Yes, yes, amen.
• 6:06
  SPEAKER_01: And I thought that was such an interesting distinction to make.
• 6:10
  SPEAKER_01: Because I'm definitely the second, like, you can tell me it's great.
• 6:13
  SPEAKER_01: I don't care.
• 6:14
  SPEAKER_01: But like, if you're like, you're not allowed to do that, I'm like, oh yeah, yeah, let me go get one too.
• 6:19
  SPEAKER_01: Right.
• 6:19
  SPEAKER_01: Hold my purse.
• 6:21
  SPEAKER_01: Watch.
• 6:21
  SPEAKER_00: Yeah, right.
• 6:23
  SPEAKER_00: Hold on for you.
• 6:24
  SPEAKER_00: So I always like to ask my guests also for a fun fact about you.
• 6:27
  SPEAKER_00: What's something that very few people know?
• 6:33
  SPEAKER_01: Um gosh, the first thing that comes to mind is um, I am the daughter of generations of cemeteries.
• 6:43
  SPEAKER_01: Um, I grew up at the cemetery.
• 6:45
  SPEAKER_01: Um, my dog ran cemeteries growing up, his dad ran cemeteries.
• 6:49
  SPEAKER_01: Uh, we didn't live in the house in the cemetery, but my dad did growing up.
• 6:53
  SPEAKER_01: Um, and I grew up like the kid picking flowers behind the crematory.
• 6:57
  SPEAKER_01: So if that explains some things, my first job was at the cemetery when I was 14.
• 7:03
  SPEAKER_01: It was like cutting the obituaries out of the paper and putting them in the folders for the people that were gonna come in and like do all the things.
• 7:09
  SPEAKER_01: Oh my gosh.
• 7:10
  SPEAKER_01: So I I don't know.
• 7:12
  SPEAKER_01: Um, as I've grown up as a kid, I was like, well, I don't ever want this job.
• 7:16
  SPEAKER_01: So I that motivated me to go find other jobs.
• 7:18
  SPEAKER_01: But also, like it is very much in my the older I get, the more I realize as a kid, I was like, I'm not like my dad because he could literally talk paint off the walls.
• 7:30
  SPEAKER_01: But as I get older, I'm like, oh, here I am talking to the paint.
• 7:34
  SPEAKER_01: Exactly.
• 7:35
  SPEAKER_00: Yes, exactly.
• 7:36
  SPEAKER_00: That is fascinating.
• 7:37
  SPEAKER_00: All right, let's dive into the big problem that we're here to talk about today.
• 7:41
  SPEAKER_00: Yes, I work with, and I know you do too, with a lot of online entrepreneurs who are doing the visibility things, they're posting, they're networking, they're trying to grow their audiences and their lists, but they're still telling me, Tracy.
• 7:53
  SPEAKER_00: I feel like people are seeing me, but not enough are converting.
• 7:56
  SPEAKER_00: So I, Sarah, I want to know, in your opinion, what is usually missing there?
• 8:03
  SPEAKER_01: Directness.
• 8:06
  SPEAKER_01: Um, and when I say that, I mean so what I think happens, one of the things that happen, I don't think that's everything for everyone, but I think that's one of the big ones, is people get when you're in content creation mode, you get really tied to, and I have been there, and I like words so much.
• 8:28
  SPEAKER_01: I don't know if you can tell.
• 8:29
  SPEAKER_01: Yeah, I can tell.
• 8:30
  SPEAKER_01: Words so much.
• 8:33
  SPEAKER_01: Where like you tell the story and you ask the questions and you do the value thing, and then you're like, you know, by the way, I have this thing and you sidestep it, right?
• 8:45
  SPEAKER_01: You walk around, it's like imagine a puddle in the middle of your driveway that you walk around and then you dip your toe in and you do like, and I have this thing, it's very cute, but you never come out and say, I have this thing, it's what you right, right?
• 8:59
  SPEAKER_01: You never lead with it, it's always uh sideswipe at the end.
• 9:03
  SPEAKER_01: Instead of saying, Hey, here's what I do, here's why it matters, here's what it costs and why that why that's relevant to you.
• 9:14
  SPEAKER_01: Yeah, here's what it means if you don't, yeah.
• 9:17
  SPEAKER_01: Right, here's what it means if you make this change, here's why it's hard and why I get it.
• 9:24
  SPEAKER_01: Right?
• 9:24
  SPEAKER_01: It's like talk about the work, but be direct.
• 9:29
  SPEAKER_01: Yes.
• 9:29
  SPEAKER_01: We especially women on the online space are sort of conditioned away from directness.
• 9:36
  SPEAKER_01: And I was actually doing a training today in my lab group.
• 9:40
  SPEAKER_01: I run Uncomplicating Business Lab, and we were talking about how I over the years more and more have begun to think of pricing as a measure of confidence.
• 9:50
  SPEAKER_00: Ah interesting.
• 9:52
  SPEAKER_01: Interesting, very like that your ability to hold on to your pricing is really almost directly correlated to your ability to hold on to your confidence.
• 10:05
  SPEAKER_01: Right?
• 10:06
  SPEAKER_01: And the same with the directness of your messaging.
• 10:09
  SPEAKER_01: So if you are connected to your expertise and your knowledge and your value, you are gonna be able to say, hey, this is what I have and this is why it matters.
• 10:19
  SPEAKER_01: And this is what it costs.
• 10:21
  SPEAKER_01: But if you are letting your brain run all over the place in circles, you're gonna disconnect from your value.
• 10:29
  SPEAKER_01: You're gonna not be able to go at it directly, and then you're gonna be like, I don't know how much does this cost.
• 10:34
  SPEAKER_01: And then we're in, you know, as I say to people all the time, it is really hard to sell a mean.
• 10:39
  SPEAKER_00: Yeah, for sure.
• 10:40
  SPEAKER_00: For sure.
• 10:40
  SPEAKER_00: Yeah, I get what you're saying, and I agree.
• 10:42
  SPEAKER_00: It's like we we don't want to be direct.
• 10:44
  SPEAKER_00: We don't it and I I often remind my students people can't either opt in for your free thing if they don't know it exists, or they can't buy your offer if they don't know that exists either.
• 10:57
  SPEAKER_00: So we have to be direct and we also have to stand in our confidence, just like you're saying.
• 11:01
  SPEAKER_00: Yes.
• 11:02
  SPEAKER_00: So let's let's take it a step further.
• 11:05
  SPEAKER_00: Um, I am I teach my clients and students that not only do we need to be direct, like you're just saying, but I feel like we need to be making connections.
• 11:15
  SPEAKER_00: And you share publicly that something like 90% of your revenue comes from connecting.
• 11:21
  SPEAKER_00: So I want you to share with my audience what does that mean for you?
• 11:25
  SPEAKER_00: Because I think people listening are putting all their faith into the content calendar, the algorithm, the posting, just like we're talking about, and throwing the content out there.
• 11:36
  SPEAKER_00: But content for content's sake is a waste of time.
• 11:39
  SPEAKER_00: So tell us what you mean by connecting and how does that work and how does that translate into that revenue for you?
• 11:46
  SPEAKER_01: So I'm a service business owner, right?
• 11:51
  SPEAKER_01: You are a service business owner.
• 11:53
  SPEAKER_01: One of the things that I learned early on was that my best business strategy, I have a dear friend that refers to this as my four-word business strategy, and it's two more people.
• 12:06
  SPEAKER_01: Like actual human beings.
• 12:08
  SPEAKER_01: So for me, connection means having actual conversations with actual human beings.
• 12:13
  SPEAKER_01: I had a call earlier today with an actual human being who was not known to me.
• 12:18
  SPEAKER_01: A friend of mine said, This guy that I subscribe to his email list, I love the way he talks about business.
• 12:25
  SPEAKER_01: I love the way you talk about business.
• 12:26
  SPEAKER_01: I think you should be friends.
• 12:28
  SPEAKER_01: So I sent him a linting request and I said, Melissa, thinks should we we should be friends?
• 12:32
  SPEAKER_01: Can we talk one-on-one?
• 12:34
  SPEAKER_01: Yeah.
• 12:34
  SPEAKER_01: He thought that was delightful, right?
• 12:37
  SPEAKER_01: But here's the thing.
• 12:39
  SPEAKER_01: Six years into this, I know a ton of people.
• 12:43
  SPEAKER_01: So he said to me today, I'm looking to be, he's like, I'm really trying to figure out how to connect with X, Y, and Z people.
• 12:50
  SPEAKER_01: And I was like, Oh, I know three of them.
• 12:51
  SPEAKER_01: Yeah, let me make those introductions.
• 12:54
  SPEAKER_01: But for me, when I say connecting, I mean actually meeting people.
• 12:58
  SPEAKER_01: And I think it's not just going to the networking meeting and being present.
• 13:04
  SPEAKER_01: Right.
• 13:05
  SPEAKER_01: Because it is a different thing.
• 13:07
  SPEAKER_01: Networking connection can happen at networking, but networking in and of itself is not connection.
• 13:13
  SPEAKER_01: Correct.
• 13:14
  SPEAKER_01: Yes.
• 13:15
  SPEAKER_01: And so it is incumbent on you, the person, to say, Hi Tracy, I would love to actually know you.
• 13:23
  SPEAKER_01: Can we have an actual conversation?
• 13:26
  SPEAKER_01: That human connection, yeah.
• 13:28
  SPEAKER_01: Messages like that all the time where I say, Hey, we're both in this world.
• 13:32
  SPEAKER_01: I would love to actually know you as a human being.
• 13:35
  SPEAKER_01: Would you be okay with that?
• 13:36
  SPEAKER_01: Can we provide some time?
• 13:38
  SPEAKER_01: And people, what is fascinating to me is how little people must do this.
• 13:42
  SPEAKER_00: Well, because people are Yeah.
• 13:45
  SPEAKER_00: Well, they're sending the DMs, but they're not being human about it.
• 13:49
  SPEAKER_00: They're being weird about it.
• 13:50
  SPEAKER_00: They're being just like they don't know how to use words anymore.
• 13:54
  SPEAKER_00: You know what I mean?
• 13:54
  SPEAKER_00: And they're saying things that they would never say to somebody if they were standing in front of them.
• 13:58
  SPEAKER_00: But what you just said is something that you would say to me if we met in a coffee shop.
• 14:04
  SPEAKER_01: Correct.
• 14:04
  SPEAKER_01: Well, and I also think that sometimes when we get a DM, we know that they might use the words right, but they are doing it for their purpose.
• 14:16
  SPEAKER_01: For me, I am always I know that meeting the people takes care of the business part.
• 14:24
  SPEAKER_01: And so for me, I am just hella happy to meet the people.
• 14:30
  SPEAKER_01: I think the people are fascinating.
• 14:32
  SPEAKER_01: So I today, is that guy gonna hire me?
• 14:35
  SPEAKER_01: Absolutely not.
• 14:36
  SPEAKER_01: Because we run parallel businesses, but we're super interesting.
• 14:40
  SPEAKER_01: Yeah, he and I know a bunch of shared people.
• 14:43
  SPEAKER_01: I'm gonna make him some introductions.
• 14:46
  SPEAKER_01: He's doing some really interesting social justice farming things outside of his own.
• 14:50
  SPEAKER_01: Interesting, like fascinating, yeah.
• 14:53
  SPEAKER_01: And so for me, I know we joked about it.
• 14:56
  SPEAKER_01: He and I, at some point, I'm gonna meet somebody who needs social justice from him.
• 15:00
  SPEAKER_01: It'll happen.
• 15:01
  SPEAKER_01: He was put in my path for a reason, and I'm gonna be like, Oh, there's that person that aims to meet Mark.
• 15:06
  SPEAKER_01: Yeah, yeah.
• 15:07
  SPEAKER_01: Right.
• 15:08
  SPEAKER_01: And that is how this works.
• 15:10
  SPEAKER_01: Yes, it's a virtuous cycle, but you have to participate in it.
• 15:14
  SPEAKER_01: You have to engage for sure.
• 15:15
  SPEAKER_01: You cannot wait for engagement to come to know.
• 15:18
  SPEAKER_00: No, I I I say that a lot.
• 15:20
  SPEAKER_00: My audience hears me say, we have to go first.
• 15:22
  SPEAKER_00: We have to send the email, we have to send the DM, we have to go shake the hand, we have to walk into the room.
• 15:28
  SPEAKER_00: But one of the things I know that people are probably wondering at this point in the interview is this, because human connection is super important, but what does that actually look like in a practical week?
• 15:40
  SPEAKER_00: Because I know for me, sometimes I feel like I do not have time to have 50 million coffee chats a week.
• 15:47
  SPEAKER_00: Um, so how do you manage that?
• 15:50
  SPEAKER_00: How long are your coffee chats?
• 15:51
  SPEAKER_00: How many do you have?
• 15:52
  SPEAKER_00: Do you schedule a certain day for it?
• 15:56
  SPEAKER_01: I okay.
• 15:57
  SPEAKER_01: So I my calendar is different every day, every week, every moment.
• 16:02
  SPEAKER_01: I don't pick a day because that's not how my life works.
• 16:09
  SPEAKER_01: I have boundaries on when it's allowed.
• 16:12
  SPEAKER_01: So, like I don't coffee chat with people before noon on Mondays or afternoon on Fridays.
• 16:18
  SPEAKER_01: Um, but then in between there, they fit where they fit.
• 16:23
  SPEAKER_01: Mine are 45 minutes.
• 16:24
  SPEAKER_01: Wow, yeah.
• 16:25
  SPEAKER_01: Because I really want to know people.
• 16:28
  SPEAKER_01: And I do not want to get really into it and then have it be cut short.
• 16:32
  SPEAKER_01: It's okay if it ends before that.
• 16:34
  SPEAKER_01: And sometimes they do.
• 16:36
  SPEAKER_01: If you meet somebody and it's just like weird, we all go about our own way, and that happens.
• 16:41
  SPEAKER_01: I don't feel weird about that at all.
• 16:42
  SPEAKER_01: Where it's like, okay, this is great.
• 16:44
  SPEAKER_01: I think we've done what we need to do here.
• 16:46
  SPEAKER_01: Have a great rest of your day.
• 16:47
  SPEAKER_01: Like I don't know.
• 16:48
  SPEAKER_01: You're gonna be like, uh need to sit through it if it's gonna be like pulling teeth.
• 16:52
  SPEAKER_01: And sometimes you meet people and you're like, okay.
• 16:57
  SPEAKER_01: I aim for um my goal is 125 new connections.
• 17:03
  SPEAKER_01: Oh, nice.
• 17:05
  SPEAKER_01: Now, do I hit that?
• 17:07
  SPEAKER_01: No.
• 17:08
  SPEAKER_01: But is that the goal?
• 17:09
  SPEAKER_01: So it's really eight to ten a month.
• 17:12
  SPEAKER_01: But I will say, like, I probably let's see, I keep track.
• 17:15
  SPEAKER_01: So I was nine in January, I was two in February, I was eight in March, I was seven last month.
• 17:22
  SPEAKER_01: Yeah, nice.
• 17:23
  SPEAKER_01: So, like, does it average out okay?
• 17:26
  SPEAKER_01: In what July, there will be none because my life is busy.
• 17:30
  SPEAKER_01: Will come, it comes and goes.
• 17:33
  SPEAKER_01: So for me, what'll happen is there's like some weeks I'll have two or three, some weeks I'll have none.
• 17:43
  SPEAKER_01: And I'm good with that variability, but I know if I am meeting new people, it's because I'm doing outreach and I'm doing the right thing.
• 17:52
  SPEAKER_00: Yeah.
• 17:53
  SPEAKER_01: I don't does that tell you enough.
• 17:56
  SPEAKER_01: I wish it was like this is the four point, but for me, like last formula is more free.
• 18:01
  SPEAKER_00: Yeah, yeah.
• 18:02
  SPEAKER_00: No, I we all have to make it work for us.
• 18:05
  SPEAKER_00: I'm just always curious how people do that for themselves and their business.
• 18:09
  SPEAKER_00: Um, let's go back to the making more offers thing and um not being afraid to be direct and not being afraid to stand in our confidence with regard to our pricing.
• 18:19
  SPEAKER_00: Um, I would love for you to talk about where do the offers come in?
• 18:28
  SPEAKER_00: What counts as an offer in the everyday rhythm of the online business?
• 18:32
  SPEAKER_00: And how people think that it means just pitching constantly.
• 18:37
  SPEAKER_00: Now, you and I know that's not true.
• 18:39
  SPEAKER_00: So, in the everyday rhythm of the online business, where does the offer come in and how do they do this without feeling like they're just constantly saying buy my stuff?
• 19:33
  SPEAKER_01: Well, first I would say I am not mad if you are constantly saying buy my stuff.
• 19:38
  SPEAKER_01: Nice.
• 19:38
  SPEAKER_01: I don't have a problem with it.
• 19:40
  SPEAKER_01: I like here's the thing.
• 19:42
  SPEAKER_01: Do you think Coca-Cola feels bad for saying buy my stuff?
• 19:45
  SPEAKER_01: Not a bit.
• 19:46
  SPEAKER_01: Not one second.
• 19:47
  SPEAKER_01: Right?
• 19:48
  SPEAKER_01: You're not saying and there is difference between buy my stuff because I think it's gonna help you, and buy myself or else.
• 19:57
  SPEAKER_01: And so for me, if you're saying, hey, I have this resource for you and this is why I think it's useful, if you want it, it's here.
• 20:04
  SPEAKER_01: That's very different than if you don't buy this, you're gonna miss out and you're gonna fail without right.
• 20:11
  SPEAKER_01: So it is in the spirit in which it is offer, is part of it.
• 20:16
  SPEAKER_01: So I don't you can say it honestly.
• 20:19
  SPEAKER_01: I teach a class that's called three offers a day.
• 20:21
  SPEAKER_01: Uh-huh.
• 20:22
  SPEAKER_01: Like specifically that for a reason.
• 20:25
  SPEAKER_01: Right.
• 20:26
  SPEAKER_00: Um what does that look like?
• 20:28
  SPEAKER_00: Break that down.
• 20:28
  SPEAKER_00: Like what it because immediately, if I say three offers a day, I can hear my audience going, I have to talk about my paid offer three times a day.
• 20:36
  SPEAKER_00: What kind what it constitutes as an offer for you?
• 20:39
  SPEAKER_00: What goes on that list?
• 20:42
  SPEAKER_01: Um, I will tell you that the rule of thumb is being overly generous with yourself.
• 20:49
  SPEAKER_01: So if you're like, does this count?
• 20:51
  SPEAKER_01: The answer is yes.
• 20:52
  SPEAKER_01: Okay.
• 20:53
  SPEAKER_01: The answer there, like, do not be shitty to yourself about the rules.
• 20:57
  SPEAKER_01: Sorry.
• 20:58
  SPEAKER_01: Um, like that, if you're gonna make the rules, why be one?
• 21:01
  SPEAKER_01: Number one.
• 21:02
  SPEAKER_01: Number two, for me, it is anything free or paid that allows people to take one step closer in your way.
• 21:10
  SPEAKER_01: Right?
• 21:10
  SPEAKER_01: Maybe it's try this masterclass, maybe it's join my email list, maybe it's pay for this workshop, maybe it's coach with me or join my community.
• 21:20
  SPEAKER_01: But it is not, it's any version of that, and it is all about remembering that for me, three offers a day was a function of remembering that if I let's say I post ten things, you Tracy, are only gonna see three of them.
• 21:42
  SPEAKER_01: Yep.
• 21:43
  SPEAKER_01: So if I only post three things, you're seeing none of this.
• 21:46
  SPEAKER_01: Yeah.
• 21:48
  SPEAKER_01: So it is for me, I have to make ten things for you to see three.
• 21:54
  SPEAKER_01: And if I'm not making ten, then I'm doing something, I am doing you a disservice because I'm not as visible as I could be.
• 22:03
  SPEAKER_01: And so more offers is just me saying more often, hey, I have this interesting thing, hey, I have this interesting thing, hey, I have this interesting thing.
• 22:11
  SPEAKER_01: Here's this other interesting thing.
• 22:13
  SPEAKER_01: But it can be in the context of a story or not.
• 22:16
  SPEAKER_01: But like Coca Docola doesn't care if they you saw their commercial seven times.
• 22:20
  SPEAKER_00: Right.
• 22:20
  SPEAKER_00: Exactly.
• 22:21
  SPEAKER_00: Or every hour.
• 22:22
  SPEAKER_00: I mean, I I a lot of people, a lot of people in my world know this about me.
• 22:25
  SPEAKER_00: I have my TV on all day just so I can have some background noise.
• 22:29
  SPEAKER_00: And it's on this, it's on NBC.
• 22:31
  SPEAKER_00: Sarah, do you know how many times the same commercial is run throughout the course of a day?
• 22:36
  SPEAKER_00: If I hear one more commercial for some pharmaceutical drug, I'm going to scream.
• 22:40
  SPEAKER_00: But It's the truth.
• 22:43
  SPEAKER_00: They're way they're making way more than three offers a day.
• 22:48
  SPEAKER_01: Well, and you know, there is a difference.
• 22:53
  SPEAKER_01: So what I think happens is we as business owners worry that we are gonna come off as sleazy or slimy or salie or whatever.
• 23:03
  SPEAKER_01: And that is about intent, not uh implementation.
• 23:09
  SPEAKER_00: Yeah, I think they're hiding behind their visibility because and and avoiding that direct human connection.
• 23:15
  SPEAKER_00: And so let's let's walk down that road for a second.
• 23:18
  SPEAKER_01: Yep.
• 23:21
  SPEAKER_01: So, like here's a good example.
• 23:25
  SPEAKER_01: I was at a networking lunch last week, and somebody said to me, Oh, tell me about what you do.
• 23:30
  SPEAKER_01: And I was talking to her about it, and we were doing like the human connecting things, and she said, That sounds really interesting.
• 23:36
  SPEAKER_01: And I said, Oh, well, if it would be useful for you, I have this tool that I share with people.
• 23:41
  SPEAKER_01: Right.
• 23:41
  SPEAKER_01: Do you want me to send it to you?
• 23:43
  SPEAKER_01: And she was like, Oh, actually, I do.
• 23:46
  SPEAKER_01: Offer in person to a human being.
• 23:49
  SPEAKER_01: Nice.
• 23:49
  SPEAKER_01: Who gets credit for that?
• 23:50
  SPEAKER_01: Yeah, but like that is the thing.
• 23:53
  SPEAKER_01: So what people in my world say to me all the time is they think, like, oh, I have this thing that would be useful for her.
• 23:59
  SPEAKER_01: And then they get fun up in their brains, like, should I say it?
• 24:02
  SPEAKER_01: Should I not say it?
• 24:03
  SPEAKER_01: Do I know what to say?
• 24:04
  SPEAKER_01: I just I did she could have said no.
• 24:07
  SPEAKER_01: I wouldn't have applied, I wouldn't have turned into a puddle person.
• 24:10
  SPEAKER_00: It would have been yeah, and you made it really easy.
• 24:12
  SPEAKER_00: And that's what I that's one of the things that I resonate with you on is you want business to be simple and easy, like I do.
• 24:21
  SPEAKER_00: And I think our business owners are making this so much harder than it has to be because for some reason, like you're saying, and also okay, so I got two things going on in my head.
• 24:31
  SPEAKER_00: One is they're making it harder than it needs to be because they think it has to sound different than a human being for some reason, because they're supposed to be selling and they have put on this sales hat and they start acting not like themselves.
• 24:44
  SPEAKER_00: But you've just I I refer to that as the business body.
• 24:47
  SPEAKER_00: Yes, the in the the marketing uh person that's in the a robot and a blazer kind of a deal.
• 24:52
  SPEAKER_00: Um, but you've just demonstrated how human it can be.
• 24:56
  SPEAKER_00: And also, I think in the online space, tell me how your thoughts on this.
• 25:02
  SPEAKER_00: What I find for my students and clients is especially if they're going to send a DM to someone, they all of a sudden think the conversation needs to be different.
• 25:11
  SPEAKER_00: That somehow the DM convert, and I'm like, no, the conversation is the same, whether you and I are in a DM conversation or standing in front of each other.
• 25:20
  SPEAKER_00: It's just the location of the conversation that has changed that's confusing your brain.
• 25:25
  SPEAKER_01: Do you I mean well, and I agree.
• 25:29
  SPEAKER_01: It's funny.
• 25:29
  SPEAKER_01: I have clients that will send to me like little snippets of things they're getting ready to send to people.
• 25:35
  SPEAKER_01: Often I reply, would you say this in the grocery store?
• 25:39
  SPEAKER_01: And they'll be like, Oh damn.
• 25:43
  SPEAKER_01: Because it's like what happens is somebody sends a DM and it's like, Dear Miriam, love to have seen you today.
• 25:51
  SPEAKER_01: I hope that your world is wealthy and healthy.
• 25:55
  SPEAKER_01: And I would like to invite you to my masterclass that features 17 verts.
• 26:00
  SPEAKER_01: And we will be having penguins, and there will be six other offers attached to this.
• 26:06
  SPEAKER_01: Please reply to the following four questions.
• 26:09
  SPEAKER_01: You're what on earth is this?
• 26:12
  SPEAKER_00: Oh my stars, I'm laughing because it is so true.
• 26:14
  SPEAKER_00: It is so true.
• 26:16
  SPEAKER_00: It's like the in your life, yeah.
• 26:18
  SPEAKER_00: Okay, they've turned into a um uh a lieutenant in the 1700s war, going, dear reader, you know, just using all these weird words and flowery language and practically writing in calligraphy is what I was seeing when you were talking.
• 26:34
  SPEAKER_00: This, you know, the calligraphy feeling.
• 26:36
  SPEAKER_00: Yes, okay.
• 26:37
  SPEAKER_00: So what should we focus on first?
• 26:39
  SPEAKER_00: I want to land the plane here.
• 26:41
  SPEAKER_00: Um, we've been talking about being more direct, we've been talking about having our pricing set um and standing in our confidence with it.
• 26:51
  SPEAKER_00: We've been talking about being human, about making sure people know what we have, making those offers, not hiding behind our visibility.
• 27:01
  SPEAKER_00: So for the entrepreneur listening who feels that visibility is working, but they're not profitable yet, out of the stuff that we've talked about today, what would you tell them to focus on first?
• 27:17
  SPEAKER_01: There are for me three, I think of them as three buckets.
• 27:23
  SPEAKER_01: Okay, right.
• 27:25
  SPEAKER_01: You don't have to do everything in the bucket, you have to touch each bucket most days, right?
• 27:31
  SPEAKER_01: Bucket number one is groundedness.
• 27:34
  SPEAKER_01: It's like, do I remember who I actually am and what I'm good at?
• 27:38
  SPEAKER_01: Right.
• 27:39
  SPEAKER_01: If you're not, you need to sit down and give yourself 10 minutes to come back.
• 27:42
  SPEAKER_01: Yeah, right.
• 27:44
  SPEAKER_01: Reconnect.
• 27:45
  SPEAKER_01: Bucket number two is connection.
• 27:48
  SPEAKER_01: Am I meeting new people?
• 27:49
  SPEAKER_01: Have I reached out to anybody?
• 27:51
  SPEAKER_01: Okay.
• 27:52
  SPEAKER_01: That can take all of about 15 seconds on LinkedIn.
• 27:56
  SPEAKER_01: Go find somebody you think is interesting and send them a note.
• 27:59
  SPEAKER_01: Like, you won't die.
• 28:00
  SPEAKER_01: I promise.
• 28:00
  SPEAKER_01: They'll be like, this is delightful, and you'll be like, look at me, I'm awesome, and off we'll go.
• 28:05
  SPEAKER_01: Like be human.
• 28:07
  SPEAKER_01: And then the third thing is go out into the platforms you like and say something about something you sell directly.
• 28:15
  SPEAKER_01: Period.
• 28:17
  SPEAKER_01: Make an invitation.
• 28:18
  SPEAKER_01: Say, come closer into my world.
• 28:21
  SPEAKER_01: Done.
• 28:21
  SPEAKER_01: Yeah.
• 28:21
  SPEAKER_01: If you do like we're talking, if we just touch each of those three buckets every night, maybe we're talking 35 minutes.
• 28:31
  SPEAKER_01: Yeah.
• 28:33
  SPEAKER_01: Maybe, right?
• 28:34
  SPEAKER_01: Yeah.
• 28:34
  SPEAKER_01: I like it.
• 28:36
  SPEAKER_01: Well that's that's that's can you do more?
• 28:39
  SPEAKER_01: Sure.
• 28:39
  SPEAKER_01: Yeah.
• 28:39
  SPEAKER_01: Would you like a gold star?
• 28:41
  SPEAKER_01: Great.
• 28:41
  SPEAKER_01: You can have four.
• 28:43
  SPEAKER_01: But like if you are grounded in yourself, if you're connecting and you're inviting, I think that is where we start to convert because you become a human to the people you are needing to be human with.
• 28:54
  SPEAKER_00: Yep.
• 28:54
  SPEAKER_00: Yep.
• 28:55
  SPEAKER_00: And it all that human connection is what turns the organic visibility into revenue for sure.
• 29:03
  SPEAKER_00: Yes.
• 29:03
  SPEAKER_00: Absolutely.
• 29:04
  SPEAKER_00: Okay.
• 29:05
  SPEAKER_00: I have two just for fun questions.
• 29:07
  SPEAKER_00: The first one is if you could tell your younger self one thing about business, what would it be?
• 29:15
  SPEAKER_00: Stop thinking so hard.
• 29:17
  SPEAKER_00: I like that.
• 29:18
  SPEAKER_00: I like that.
• 29:19
  SPEAKER_00: Okay.
• 29:19
  SPEAKER_00: And then she thinks so hard.
• 29:24
  SPEAKER_00: And if you had to rebuild your business from scratch tomorrow, what is the first thing you would do?
• 29:29
  SPEAKER_00: And what would you absolutely not do again?
• 29:35
  SPEAKER_01: I would go straight at talking to people and connecting.
• 29:39
  SPEAKER_01: And I would unlikely build, I would likely not have a website for the first three years.
• 29:45
  SPEAKER_00: You know, I, because I'm stubborn, we've talked about this.
• 29:47
  SPEAKER_00: You and I share this gene.
• 29:49
  SPEAKER_00: Um you know, when I started this business, people were like, Well, do you have a website?
• 29:53
  SPEAKER_00: And I got so irritated with people saying, What's your website?
• 29:56
  SPEAKER_00: What's your website?
• 29:57
  SPEAKER_00: And I said to myself, I am going to see how long can I go making money and helping clients without a website.
• 30:06
  SPEAKER_00: And it was 18 months.
• 30:08
  SPEAKER_00: It was 18 months.
• 30:09
  SPEAKER_00: And the only reason why I built a basic website at that point was because I wanted to get a little bit more PR.
• 30:16
  SPEAKER_00: And to some people that didn't know me very well, that website was a piece of credibility they had to see or whatever.
• 30:21
  SPEAKER_00: And I was so I was like, okay, fine, I'll build it.
• 30:23
  SPEAKER_00: But yeah, for sure.
• 30:26
  SPEAKER_01: Well, but truly, like it is your colors don't matter.
• 30:31
  SPEAKER_01: Eventually you'll want to make it cohesive, right?
• 30:34
  SPEAKER_01: But like none of it, all of the things that you are busy making come second to people.
• 30:40
  SPEAKER_00: Yes, I agree.
• 30:41
  SPEAKER_00: Because those those things that you're making, I mean, unless you're making a paid offer, then it it I yeah, I we've got to make the connections because we have to have people to feel to.
• 30:51
  SPEAKER_00: We have to have an audience.
• 30:53
  SPEAKER_00: If you don't connect to the people, what are you doing?
• 30:58
  SPEAKER_01: You are serving people.
• 30:59
  SPEAKER_01: And and I understand people are like, well, I'd want, listen, I am a teacher.
• 31:04
  SPEAKER_01: I want my ducks lined up in alphabetical order before I do anything.
• 31:08
  SPEAKER_01: Trust me, I feel you.
• 31:10
  SPEAKER_01: And also, you can't do it like that.
• 31:15
  SPEAKER_01: It doesn't work.
• 31:16
  SPEAKER_01: I wish it did.
• 31:17
  SPEAKER_00: The ducks and I really do wish it.
• 31:20
  SPEAKER_00: I know.
• 31:20
  SPEAKER_00: I wish it did too.
• 31:21
  SPEAKER_00: I wish we could.
• 31:22
  SPEAKER_00: Gone are the days where you could make something, throw it out there, and everybody would snatch it up like it was potato chips.
• 31:28
  SPEAKER_00: So we've got to make those connections.
• 31:30
  SPEAKER_00: Okay.
• 31:30
  SPEAKER_00: I have loved this so much, as always, Sarah.
• 31:32
  SPEAKER_00: Where can everybody find you to connect with you online?
• 31:36
  SPEAKER_00: Um, LinkedIn or Facebook or TikTok.
• 31:40
  SPEAKER_01: Um, I'm just plain old Sarah Torpey.
• 31:43
  SPEAKER_01: As I tell people at the end of my podcast and at the end of other people's podcasts, I am an actual looking.
• 31:49
  SPEAKER_01: So if you were to send me a LinkedIn request and say, hey, Sarah, I saw you on Tracy's show and I would love to connect one-on-one.
• 31:56
  SPEAKER_01: I would be delighted.
• 31:57
  SPEAKER_01: And look at you doing your room.
• 31:58
  SPEAKER_01: Yeah.
• 31:59
  SPEAKER_01: Like if you have not met the amazing Tracy Beavers and you just follow her like a stalker instead of meeting her like a human, you could also reach out to Tracy and be like, I followed you and I think you're great, and I'd love to talk.
• 32:11
  SPEAKER_00: Like she would also be delighted.
• 32:13
  SPEAKER_00: Exactly.
• 32:13
  SPEAKER_00: No one would doubt.
• 32:14
  SPEAKER_00: Exactly.
• 32:14
  SPEAKER_00: Yeah, you and I are not these untouchable business coaches that people can't actually hug and talk to and have a chat with.
• 32:23
  SPEAKER_00: Yeah.
• 32:23
  SPEAKER_00: And I and I love that about us.
• 32:25
  SPEAKER_00: I, you know, you know the big people, the big names that don't really have time for any of that nonsense.
• 32:31
  SPEAKER_00: And um, I don't think I ever want to get like that.
• 32:34
  SPEAKER_01: And I I no, and I don't, it doesn't, it would never matter size to me.
• 32:39
  SPEAKER_01: Like it's always people first.
• 32:41
  SPEAKER_00: For sure.
• 32:41
  SPEAKER_00: You have a freebie for everybody.
• 32:43
  SPEAKER_00: I've got it in the YouTube description and in the podcast show notes.
• 32:46
  SPEAKER_00: It's um a free masterclass.
• 32:48
  SPEAKER_00: Do you want to tell everybody about it?
• 32:51
  SPEAKER_01: It is um it's about making business simple.
• 32:56
  SPEAKER_01: It's really about trying to make your business simple and make your whole life easier.
• 33:00
  SPEAKER_01: It is the framework that I teach all of my clients, and it's the framework we use in Uncomplicating Business Lab.
• 33:07
  SPEAKER_01: And it's really about trying to strip out the noise.
• 33:11
  SPEAKER_01: So if you feel like things are a little noisier than you'd like in your business and you're trying to be everything to everyone all the time, and I don't know anybody like that, that I've never done that.
• 33:21
  SPEAKER_01: Um this is really about figuring out where you want to start untangling in before it becomes like that ball of Christmas lights.
• 33:33
  SPEAKER_01: You know, the one threw right.
• 33:35
  SPEAKER_00: And no matter how well you wrap them each year, I think they purposely tangled themselves up in the attic during the summer just to drive us crazy.
• 33:45
  SPEAKER_00: Because we get them back out.
• 33:46
  SPEAKER_00: And I'm like, I rolled these up so nicely, and now I can't get them to work, let alone get them untangled.
• 33:53
  SPEAKER_01: I put new Christmas lights on our back porch last night because we've just been in this house and I put them up last night and it was literally in that cursing Christmas lights last night or May or whatever this is.
• 34:05
  SPEAKER_01: And I was like, I love it.
• 34:06
  SPEAKER_01: I love it.
• 34:07
  SPEAKER_01: But they're off and I love it.
• 34:08
  SPEAKER_01: So there we go.
• 34:09
  SPEAKER_01: Teresa Bluebirds, you are my very favorite.
• 34:12
  SPEAKER_01: So I'm delighted to be here with you.
• 34:14
  SPEAKER_00: Thank you so much for being here as well.
• 34:15
  SPEAKER_00: All right, let me close this out.
• 34:17
  SPEAKER_00: My friends, if you know your business needs more eyes on it, more leads coming in, more daily list growth without having to constantly feed an ads budget.
• 34:26
  SPEAKER_00: This is exactly what I teach inside my world with business visibility made easy with my students and then with my elite one-to-one coaching clients.
• 34:33
  SPEAKER_00: Here's what I want you guys to do now.
• 34:35
  SPEAKER_00: If you're coming to me on YouTube, go to the description notes, grab your spot in my free life masterclasses.
• 34:41
  SPEAKER_00: I've got four different ones to choose from.
• 34:43
  SPEAKER_00: They're coming up in about five days.
• 34:45
  SPEAKER_00: Tracybeavers.com forward slash masterclass.
• 34:47
  SPEAKER_00: The link's in the notes.
• 34:49
  SPEAKER_00: I'm gonna teach you four simple organic list and leads growth strategies.
• 34:53
  SPEAKER_00: And I've got some cool bonuses that you're gonna get when you show up live for me.
• 34:57
  SPEAKER_00: And this masterclass is for you if you are done with trial and error and you're ready for repeatable, sustainable lead flow system that actually works for you without exhausting you, and you're launching or you're relaunching and you need the audience that's ready to buy, like Sarah and I were talking about, you have to have an audience and you've outgrown the freebies and the some of the strategies that you've been trying.
• 35:20
  SPEAKER_00: This is going to work without sacrificing your energy or your time.
• 35:23
  SPEAKER_00: So go grab your spot and plan to join me.
• 35:25
  SPEAKER_00: And if you're coming to me on the podcast, by the time you hear this, since we're a couple of months out in production, the doors to business visibility made easy will be closed.
• 35:33
  SPEAKER_00: But you can get on the VIP wait list by going to tracybeavers.biz forward slash VIP wait list.
• 35:40
  SPEAKER_00: And if you have any questions about how to work with me, just DM me, like Sarah and I are talking about.
• 35:44
  SPEAKER_00: I'm a human being.
• 35:46
  SPEAKER_00: DM me.
• 35:47
  SPEAKER_00: Let's have a conversation.
• 35:48
  SPEAKER_00: And if you have any questions about how to work with Sarah, I want you to do the same thing with Sarah.
• 35:52
  SPEAKER_00: And it's Torpey, T-O-R-P-E-Y.
• 35:55
  SPEAKER_00: So you can find her.
• 35:57
  SPEAKER_00: But the biggest thing I want you to hear, I say this every single week.
• 36:00
  SPEAKER_00: Don't go it alone.
• 36:01
  SPEAKER_00: Being an entrepreneur is freaking hard.
• 36:04
  SPEAKER_00: Some days everybody wants to buy what you're selling, and other days nobody, you feel like nobody can even remember your name.
• 36:09
  SPEAKER_00: And that is a very lonely feeling, my friend.
• 36:12
  SPEAKER_00: You're not alone in that feeling.
• 36:13
  SPEAKER_00: We all feel that way.
• 36:14
  SPEAKER_00: So join a community of support.
• 36:17
  SPEAKER_00: Come join my free Facebook group called Be a Confident Entrepreneur.
• 36:20
  SPEAKER_00: You will get more support than you could ever imagine.
• 36:22
  SPEAKER_00: I want you to have a great balance of the week and weekend, and I want you to remember that when one of us rises, we all rise.
• 36:27
  SPEAKER_00: So that is why we have got to keep cheering each other on.
• 36:30
  SPEAKER_00: Sarah Torpey, thank you so much again for being here.
• 36:35
  SPEAKER_00: Hey, thanks for tuning in to create your online business success.
• 36:38
  SPEAKER_00: I hope you found today's episode packed with actionable tips and inspiration.
• 36:43
  SPEAKER_00: And listen, if you want to dive even deeper with me and connect with a community of like-minded entrepreneurs that totally get you and understand what you're building, then join us in my free Facebook group.
• 36:54
  SPEAKER_00: You get to promote your offers anytime, network with other entrepreneurs just like you, and possibly find some lucrative collaboration.
• 37:02
  SPEAKER_00: Just search for be a confident entrepreneur, get visible, grow your email list and your income over in Facebook.
• 37:08
  SPEAKER_00: Or if it's easier, just click the link in the show notes.
• 37:12
  SPEAKER_00: We cannot wait to welcome you in.
• 37:14
  SPEAKER_00: Let's stay connected so we can create your online business success together.