Behind The Spotlight: Jamie Gulino Davis

Good morning, and to everyone who's watching the replay, welcome to the show. This is the start of a great couple of interviews. I'm super excited about today. My friend Jamie's coming on. Jamie is— I call her the sales whisperer. All those people that you see have these huge launches and you want to know who the team is behind them. My girl Jamie is actually the team.

Up this morning. It is gray and dreary here in Jersey, but you know, the show must go on. We must get out of bed, we must go to the gym, we must bring our friends on to talk to. Hi, Jane!

Yay, good morning! Okay, I heard what you said. I'm not that cool. I love sales and I love teaching sales, but I'm not that cool, at least not on a Monday morning. Yet. Good morning!

I will not allow you to do that because you are my sales whisperer. Sales Whisperer, and I know you are a lot of other people's Sales Whisperer. Maybe it's a new term I gave you for the next visibility thing that you're on. America's Sales Whisperer. I think I like the sound of that. Okay, okay.

I'm like, I have that Tim McGraw, like, stay humble, or whatever, like, in my head going on. It's okay. I love sales. I love teaching sales. They're beautiful. Yes. I'll warm up to the Sales Whisperer. I like it, I like it.

I'm gonna go ask the ladies that I know that you've worked with and see if I say that, they're gonna be like, "Oh, yes, that's exactly it." We're gonna get t-shirts made, it'll be a whole thing for your birthday. It'll be a whole thing, it'll be a whole thing. Well, thank you so much for coming back to the show. I'm so happy to hear you, to have you here. But why don't you then give everybody the little synopsis of where you come from and how you got here?

Oh my God. Wait, you said we have like 30 minutes. That's like 5 hours. That's true.

That was the highlight. All the highlights.

High life. Yeah. So basically, like so many of us, you know, that beautiful— like I did traditional academics, right? And then from there went into corporate. And you know, when I was playing in the corporate world, I loved it. The truth was I was excellent there. Top of my game, top 4% in the Buffalo-Niagara area where I reside. Rose's Hub quickly, involved in all the things and loved it, loved it, loved it. But like many of us, I was also juggling, you know, family and I was evolving as a woman and I just thought like, there has got to be more. There's gotta be a better balance to all of this. I was, one of the reasons I love sales is because someone that helped me honestly along my journey and I had, you know, the fame and fortune and all the goodness and someone was like, you know, Jamie, who's, bringing your children to the birthday parties? Who's doing this? And I was like, oh my goodness. And it was this moment where I realized along this journey, you're like, how did you get here? That was it, right? I had the glory, I had the fame, the money was pouring in, but I wasn't showing up as the best version of myself. So after that corporate life around, I think I'm going into my 7th year, woo, time flies by, into the coaching industry, right? And so I stepped into this beautiful industry and like many of us at first I was like, is this viable? Is this a real thing? You know, does this exist? And what I realized is, yes, it does. And what it offered me is flexibility to show up as the mom that I wanted to be, show up as the best version of myself, show up as the partner that I wanted to be, and really essentially kind of have my all. And here's the thing, I got like, man, you know, I rose to the top in corporate and I was there like a little over 12 years and I have to be here 12 years again to like make it big, if you will. And then I was like, you know what? I learned very fast that sales is sales. You know, when you kind of take the beauty of connection and communication and those deep relationships relationships. It really translates across any industry. So here I am now, 7 years in, doing my thing, still loving sales and teaching the world how to love sales as well.

And you really do. So that always makes me think of like, where did sales start for you? It didn't start in the corporate, right? In the classroom, you're like, oh, I'm getting my— you have your MBA?

Yeah, yeah, you're right. Yeah. Which is funny because I never talk about it, but I do have an MBA. Correct. Yes.

Yeah. So you were sitting in your MBA class going, I love sales, but where did sales, like, start for you? Where did the love affair begin?

Yeah, and this is interesting. I think if you would have asked me back then, and I actually remember in my very first, I remember my first direct sales role, I was like, I'll never directly sell. And then I was like, oh my goodness, I kind of did like a high-level review of any job I ever had, and I was like, oh, I guess I was always selling in some capacity, right? And we talk about that, but I think, you know, if I really think about like where my love for sales You know, I think a couple of things. I think, um, there's all these fancy tests out there. You know, when we look at Human Design and Enneagram and all this goodness, I mean, the truth is I have so many open centers. So I love connecting and understanding people in depth to begin with. That's my nature. But I think it actually goes back, you know, you and I have joked about this before. I think it goes back to childhood. You know, I'm pretty sure I was hustling like back then and like offering people services for probably what was like 50 cents or a dollar back then. Right now my kids are like $5 for something. Something that takes like 2 minutes. But, you know, I think, I think I always loved the idea of serving people in exchange, like being rewarded. I find it super fascinating. And then when it's like win-win, hello, like it doesn't get any better than that.

No, I was actually writing a blog post this morning about the win-win and thinking about, because I've been in sales like you, I've been in sales my whole entire life. My parents do high-end travel, so I was selling, you know, $75,000 bar mitzvahs when I was a teenager. But I grew up— so my dad's in— he's an entrepreneur, multiple— you know, we had gas stations, from car washes to electronic companies, limo companies. But the constant in my house growing up, like a Thursday night activity, was straightening out all the dollar bills so they were all going the right way.

Oh, yeah. I remember doing— yeah, you had to turn them the right way and separate them in like currency, the dollars and the fives and the tens. Absolutely.

Right, so you can go to the bank in the morning. And as a family, we would do that. and I would get money at the end of that. And that always, I was like, oh, I do stuff and I get money. And when I learned that I can just speak and get money, that for me was like the turning point. And I know for you too, it's about how you're standing out and how do you get that personal salesperson? Because so many, I'm sure you hear all the time, I hate sales, I can't do it, it's the worst.

I know, it makes me so sad when people are like that too, because I'm like, no, it's in my mind, it's quite beautiful and transformational.

That's how I feel about live video. I can't come on live video. I'm like, it's my favorite place to be. It's my favorite thing to do, is to have real conversations out in the public. But I think I like your philosophy a lot about standing out and not following this formula. And I know that you have a gift for everybody that's watching, and everybody comes to see your space in the world. Tell us a little bit about standing out.

Yeah, absolutely. Absolutely. So, you know, what we know, like definitely pre-pandemic, but post-pandemic, you know, not to keep bringing up that term, but what we know when you look, right? I'm like over it. But when you look at consumer confidence, what we know is that people need more touchpoints than ever before, right? You have to establish the whole know, like, and trust. It's the same if we kind of step away from it for a second and all of a sudden you're like, okay, why do you, why does everyone have all these apps and why are they requiring my phone number here? And you know, why does like Google like track us? And I can't, that A word, word, her name is always like listening to us. Well, it's really, it's really like all market knowledge, right? And they're finding ways, they take all this data and collect it and they're saying, okay, like how can we stand out? How can we do things differently? And it's the same thing when you think of sales. Um, we have to set ourselves apart because the cookie cutter model does not work and it surely does not. If there's one thing we know, nobody wants to be in that model. It's not sustainable. It doesn't work for everyone, right? So when I think about standing out in sales, I really think about, human connection, deep and meaningful relationships, more touchpoints needed now than ever before. And my philosophy is I would rather front load all of that work, do it on the front end, build up the whole know, like, and trust to really establish that rapport, then spend time following up with people a million times after they already got to that point of uncertainty. Right? So just put the touchpoints in place, find a way to stand out upfront. And I share some of those tools. You know, Beth, one of the things you were touching on is, um, The sales script, which we're gonna gift you today, is super duper exciting.

This is the— I know, yay!

Cue the music. So this is the same script that I use to train sales teams that are known for their 70%+ conversions during very big launches and live events. And the beauty— yes, wow, right? Huge. But these goddesses do it because what the sales script does, it's one tiny small way of teaching us how to increase our sales conversion, which is another way to stand out and bring people in sooner.

So I've been having a lot of these conversations lately, um, because I love doing these interviews, so we kind of actually end up having the same conversations over and over again. And the last conversation I had was with Tracy Goodwin was about like, now people need all these touch points.

Yes.

It's not good enough to come to a webinar, go to the landing page, and it's having multiple, multiple conversations. And I hear so often in the ethos, I want to do this without my face. I don't want to have to talk to anybody. But there's that juxtaposition between what's actually gonna work in the marketplace and what marketing is telling us to do.

That's right, yeah. And I think also, you know, there's different, there's also different price points, different investments, right? And up until a certain investment, what we've kind of seen across the board is maybe, at least in the online coaching industry, maybe up to around $2,000, you can still click to buy. However, we're starting to see that slightly evolve right now as well. But really anything more, There's beautiful— when I talk about sales conversions, and you were just saying like, you know, getting people to register, getting people to show up. When we look at sales conversions and I say high touch points, it's every single step of the way. So if you have an event or a launch coming up, I don't want you to think, okay, great, we created this beautiful landing page and now we're done. As we know, there's psychology in the landing page, right? There's psychology in getting people to register, but also get— what are we doing to get people to show up? Because look at— we all know industry stats, and yes, the These can change and evolve and are dependent on the size of your audience, but we know that 30% of those people should show up, right? So what can we do to get them to show up? Are you offering something within the first few moments? Are you sharing something that you've never shared before? What are we getting them to do to stay throughout the duration? Are there surprise gifts, surprise raffles throughout? Do they get points? Is there live coaching only if they're there? What are we doing to ensure that they are absolutely there during your pitch, that they stay through your pitch, that they book at sales conversations. So what we want to do is strategize, not put all the prettiness into the gorgeous landing page, but really think about from start to finish, how can we— is that a bless you? Bless you! Yeah, I'm the truth. If you do 2 more, you get a wish, I hear. But what we want to do is, it's so gorgeous and we put all this work into it. As you know, you just came out of a launch. It requires so much work. And when we think about like, what are ways that we can stand out from point A to Z, they're really going to help you along the way, really drive your sales conversions. Conversions. And the reason this is epic is when we increase our sales conversion, as you know, we're putting more money into our business. We are putting time back into our calendar and hello, we are serving in a beautiful way. We're making that impact that we're meant to make.

Getting it and getting in front of more and more people as we do this. You know what comes up for me, Dave, is like, I feel like so often people are telling us like the things to do, but what comes up for me is like, are those little things that I didn't do actually the reason why I don't have more sales?

Ooh, that is a great question. So, you know, we can always point the finger at all of the things. And here's what I say, you know, when we're in evergreen models, we can tweak every single month. You know, unfortunately when we're in these live, or live, excuse me, launches or events, it's a big splash. A lot of times people don't realize we're planning a good, like, there's usually like a 60, 90, maybe even 120 day like runway lead up to these things, right? There's a lot of planning that goes in. So, I think, you know, I really look at this like as an athletic event. It's really kind of like, over time, you have trained so hard for this. This is not where you choose to kind of stop, you know? This is where we pull out all of the stops. And you know, when we're tired, we just have to really go into overdrive. We have to know that we're really doing all of the things. And I wanna talk to you a moment about this too, because with launches, I don't want anyone to ever think like, oh no, I didn't hit the number of registrations, so I can't make that goal that I set up front. That's the beauty in sales conversions. There's always time to pivot along the way and you can like modify like how you're pitching to who's in the room. You can modify like how you're showing case studies, how you're connecting with these people, offer them calls sooner. Don't project your calendar so far out, like pull it back. There's so many different opportunities that are strategically smart to increase your conversions. And for you, her like, oh no, if I didn't do it, You know, did I miss it by not doing these little things? There's still time. Like if you're post-launch, you're still in your downsell upsell period and we could still do some high-touch efforts and retarget the people that either registered and didn't show up. Like life happens, we know it. So what I'm saying is it's never too late. There's always time to still drive those sales conversions. Can you see? I'm like, oh my goodness, it's like Monday morning and I am like sales loving. Like I'm ridiculously passionate. I sound like a little 12-year-old every time I get so excited.

No, I, I, you make me excited about it. But honestly, what's coming up for me is like, I, I don't know anybody else who's so spiritual and so like glassblowing over and does sales. You know, usually it's like a separate part of the brain. That's one of the things that I love you. And we got a Miranda also loving it here. Thank you, Miranda. Um, but it's about, right, lovingly understanding what to do for your business next because Right, according to the numbers, and that's the thing that saves me, and probably a lot of people are watching and listening to what you're saying too, it's like, I have to look back and see what happened last time to see how well I actually did, not what my bank account says.

That's right.

Testing, which is a dirty word in my house, because I hate this piece of our business, is you have to test it, and tweak it, and test it, and tweak it, and test it, and when I speak to newer business owners, 'cause I have a new bonus coming out called How to Make $10K from Your Next Podcast Interview, I literally got this question, how long did it take you to do that?

Ooh, ooh.

There's no length, right? There's following what I say and following how I do it, and then incorporating that into your business so it works. It's not about the time, it's about, right, the data until it hits, because we're all told, I have this 7-figure funnel, this 7-figure funnel, but it took you 3 and a half years to make that work. That's the part that I want you to talk about a little bit.

That's right, and I wanna be vulnerable here too, because you know, you're talking about like testing and tweaking, so, We have to be careful with that because some people, you know, like myself, I could be so guilty sometimes of wanting to get it right where instead of taking imperfect action, I'm not taking any action. You know, so the beautiful thing is I have all kinds of amazing entrepreneurs, you know, with their launches and their live events. And I come in and cultivate these amazing sales teams and train them. But the truth is often so many people are like, Jamie, when are you rolling out Stand Out Sales again? Which is my 12-week training. And I'm like, So I'm just as guilty sometimes because I want to go in and revise like parts of it and take it to the next level. And I realize it's like, great, it is good to go and I could help so many people make money right now. So when you're talking about the test and tweak and the time it takes, the thing is, you know, as in sales, the time is always right now. There's no better time than now. And when we look at like refining it, I also want to talk about that too, because I think sometimes we're so caught up on, like as you said, you know, what it means financially. Okay. I love money. I will talk about money. I love making money. However, my love currency has evolved over the last few years. Like the money comes, you know, opportunities continue to come. But for me, time is huge. So when you're talking about, you know, testing and tweaking, there's other things we're tweaking. It's not always, you know, when I think about increasing conversions, it's also what's going to free up time in my calendar. What's going to make me feel not so depleted coming out of this launch? You know, How many more women or people, you know, can I serve during this time? You know, am I in community too much? Am I in community not enough? So when we're talking about tweaking, it's not just what's increasing the numbers, it's really what's increasing the brilliance from start to finish in our business model.

Ooh, that was just preach. But you also left us a little gem that we have a program coming soon. I don't think you meant to say that, but I think we can hold you to it if you said it Oh my gosh, that's like a little accountability there.

Yeah, so a little bit of accountability. So we will erase this now.

Edit?

But can you edit a live? Okay, if you're watching, get off right now. No. Yeah, so listen, I love helping in a huge, huge way, and people kindly have come to me and said, how do I get my version of a Jamie? You know, how can I have a Jamie, right? And as much as I would I'd love to go alone myself and be all the places. Yeah. The truth is when I think about the sales teams that I've cultivated over the year, when I say goddesses, I mean beautiful human beings from the inside and out, because everything we teach, it is not like the cheesy one-liners or the twisting of the arm. It is teaching how to connect with people in a deep and meaningful way. It is teaching them how to drive those conversions, to work in a very smart way. And I know I've done this for teams and I'm like, I need to make this available to the masses. I need to make this available to— yes, whether you are that entrepreneur still taking your own calls, whether you have that person on your team that really wants to move up within your business and it's like, hey, I just need to be trained on how to— or even like right now I'm helping an amazing visionary that has a sales team in place, but we just need to fine-tune and streamline some of their systems. You know, they're kind of right at that like $700,000 to $900,000 mark and they're ready to like surpass that million-dollar mark. And in order to do that, we have to streamline and put like tighter systems in place, right? So I'm like, I want to make this available to the masses. So yes, here in the next few months, we're going to be rolling out Standout Sales, which is so sweet of you. This is not— we don't have to do this right now.

This is so kind of you, but I can't wait to be a part of it and get all my people to be a part of it because we all need your help, Jamie. It's not like, you know, like Yeah. The simple question I have for you next was like, can you share a tip on how to close more sales in less time? Which to you is like, you know, to us is like, this is why we need more Jamie.

Thank you. And just like, and thank you for asking that because you're right. For me, I'm like, oh my goodness, everybody knows how to do this. Right. And we all think that about our own thing, which is exactly why we need to all be out there doing our own thing. Because what I've learned is it's not as comfortable and easy for everyone else. Right. Yes. So a couple of ways, you know, bird's eye view, take the drive, your sales conversions. You want to know how to connect with people in a deep and meaningful way and fast. So we can do that through the sales conversation. If you're like, Jamie, I'm not having sales conversations. Here's the thing. If you are writing email copy, if you are posting on social anywhere, if you are virtually speaking or in person speaking, if you are doing a hosting a webinar masterclass, yes, you are having sales conversations. It is all part of the sales conversation.

Okay.

So we can learn how to to increase and improve our sales conversations. The other thing we wanna do is really understand buyer characteristics, all right? And what I mean by that is really identify not only how you're showing up, but really how to connect with people and understand, you know, what their love language is, what's their buyer's language, you know, what do I need to get across to them, right? And we do this by like intense training when it comes to really understanding human beings and buying. There's so many tests out there that are amazing where people are like, oh, I'm this and I'm that. And what we do is we take that information and teach you how to use it instead for yourself, how to use it to connect with others, and of course, like systems, right? But there's one little tip. When you're thinking about the sales conversation, right, we always like establish rapport. One thing I always want you to do, whether you are leading a masterclass, a webinar, hosting a sales conversation, whatever that is, I want you to frame every single conversation. And I'm gonna share this tip because for anyone out there, raise your hand or drop, you know, oh yes or heart in the chat if this is you. If there's any part of you that is uncomfortable when it comes to the investment part of the sales conversation, or if you had this amazing conversation and you're like, oh, I need to tell everyone, you know, what the investment is, do this upfront. Make sure you are doing this upfront. Right after you establish rapport, frame what you're going to be talking about. Okay, so something like this would be like, ready for a little role play, Beth? So something like this would be like, guys, I feel like I can talk to you all day, but what I really want to do is I want to take the next 30 minutes and really dive in because the truth is I have more questions about, you know, your business, your life, your intentions, and I would love to support you in a bigger way. And you know, you'll have opportunity to ask me questions as well. And if it feels like I could properly support you, I'll tell you a little bit more about Standout Sales and the investment. How does that sound?

Ooh, I'm in. I don't care how much it is.

So what we wanna do here, and the reason we always wanna frame whatever we're teaching is because one, it allows us to go from that friendly relationship to really showing up as the authority and the expert. Two, it gives a timeframe, right? So people know what to anticipate and in which time we're moving forward. Three, it also allows them, excuse me, to know that we're gonna be talking about a program. So not all of a sudden a surprise when you say, hey, I'm offering this. And then also let them know there's an investment. And when it gets to the point of investment or how to work with you, it's not like, oh my goodness, can you believe that they put this out there? We told them upfront within the first few moments that we were going to do this. And guess what? They said, it sounds good. So just make sure you're framing everything, have fun with it. It really will set you up as being like the expert and it will really gain their attention and they're going to dive right in and they're going to be like, okay, what are they going to ask me next? I love it. It's so much fun.

Oh my God, I love that advice. That is so critical. Critical.

Let's make up— no, we can make up— wait, we can like make crucial and critical. We can combine— we can make our own word on this fine Monday morning.

Crucical.

Crucical.

You know, I've done those conversations that you're— where somebody, you know, they're trying to sell me and I'm like, we're talking about like the weather for 9 minutes. Like, what's going on? Are we having this conversation? 'Cause I know when I use, 'cause I have a script I've developed over the last couple years, when I use my script, it just flows better. When I'm like, oh, let's have a conversation, everyone's confused, know where we're coming from. So if you're watching and going, I need Jamie in my life, because I know you do, and when I do this, you know it's the right thing to do, go into the comments, you'll see her link, go to her LinkedIn bio for the new Stand Out script. That's not just a script, Jamie, you're also giving us a training. Is that right?

Yeah, there's a training and there's a template to really make it your own. One of the— one of the— it's okay. See, it's good that I have— you could hear Beth's dog right now. It's good that I have my headset in because if my dog heard her dog, my dog would be barking too. This is life. This is what happens. This is what happens.

There's geese outside.

Oh, of course. The geese are making an appearance on a Monday morning. They're happy. So here's the thing. Yes, you have access to the script, which is awesome. We also gave you a template as well to make it your own, because you're gonna see at the top of the script, I talk about the beauty in a script is really kind of making it your own. I do not want you to repeat my words. I want you to really feel comfortable with it, feel confident with it, and I really created this beautiful outline so you get to make it your own. You get to walk away with it. It's super easy, super user-friendly. There's a training as well, and have fun with it. And you know, if you have questions, you're like, Jamie, I don't know how to get to this part, Send me a message, send Beth a message, because what we both want for you is we want you to be out in the spotlight. We want you to be more visible and confident making sales. Why? Because all of us, for our businesses to continue to move forward, we need to generate sales. That is what allows us to put money into our business. That's what allows us to make a greater impact and to have that freedom and flexibility with our calendar that we all want as entrepreneurs.

And don't you want to learn from somebody who has such passion and such energy? I was just talking about a script. In a script, a template, a training, all the goodness. So if you need— if you're looking for a sales whisperer, I think we just proved it. She's right here. James, as always, I appreciate you so much coming on. Uh, I am going to ask you one more question to throw you off. Okay, what is your favorite non-child— so something you're not going to eat on your child's plate— something that you like? What's your favorite snack?

Oh, my favorite snack. I don't, well first, I love to snack. And what is my go-to? You know, I'm kind of corny, but I love dehydrated things, like dehydrated bananas, dehydrated strawberries. 'Cause if I'm sitting here and I'm working, but I will say we always have fruit cut up too, so I'm grabbing like fruit. You know, with this kind of role often, you know, first of all, don't judge me. I know I should be sitting down and having that full-blown like meal and stuff. But often in like back-to-back meetings, it's like the bowl of cantaloupe envelope or something like right next to me that I can literally, like the bowl of strawberries, that I can literally grab and go. And I will also say to you, you will usually see me multi-handed with lots of water and a tea and sometimes even like a smoothie that always has protein in it as well. Yes. So I'm often like drinking, consuming, kind of like really because I have lots of high energy, I do require lots of like snacks and lots of hydration to keep me going throughout the day.

Well, inspirational because we're not all eating fruit and snacks and stuff like that, but I am. I have dried blueberries. Yeah. Sorry, freeze-dried strawberries with yogurt and then fresh blueberries in it.

Yeah.

Coconut yogurt. So I'm with you. You get the glowy skin.

The glowy, this morning we have it, my daughter and I, we named it golden oatmeal. And it's so silly. It's literally just, we take maple oatmeal and we put a little almond butter in it with chia seed and then sliced up banana and we call it golden oatmeal. So I say, do you want golden oatmeal for breakfast? And she says, yes, that's what we had this morning.

Oh, you want good fiber, good carbs, and good protein? Good job, Mom. Thank you. That's awesome. Jamie, thank you so much for sharing a little bit of your heart today. I really appreciate it. As I said, all of Jamie's links will be in the captions so you can go find out about her, about her free download, and then keep an eye out because those tickets are gonna go fast. I appreciate you so much, Jamie. Thank you so much for coming on. And once again, thank you for coming back to Behind the Spotlight. Site. All week we'll be having amazing women come and tell us about their passions and maybe their snacks. We'll see what happens.

Maybe there's snacks.

Bye, babe.