Confidence Classic: Why Your Next Breakthrough Could Be Closer Than You Think with Heather

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You never know what's gonna happen next, and this is why you need to get excited for things, right? Like you need to think bigger, you need to dream bigger, you need to write down bigger goals. You don't need to know how it's all gonna happen. You just need to have faith that it is. And the more I step into that, the more I step into this idea that I'm not sure how it will all play out, but I just know it's gonna be amazing. And yes, one door may close along the way, but a better one's going to open. And when you have that faith, you start realizing I'm not being rejected. I'm being redirected to what's actually meant for me. Come on this journey with me each week. When you join me, we are going to chase down our goals, overcome adversity, and set you up for a better tomorrow. Fasten your seatbelts. I'm ready for my close-up. Tell me, have you been enjoying these new bonus Confidence Classics episodes we've been dropping on you every week? We've literally hundreds of episodes for you to listen to. So these bonuses are a great way to help you find the ones you may have already missed.

I hope you love this one as much as I do.

Hi and welcome back. I am so glad you're back here with me this week. Okay, so it's been a minute since I've done a solo episode. I need to hear from you. Do you want more solo episodes or do you want more guest episodes? Need to know. Need to know. Okay. But I actually received a DM from an amazing listener. We're gonna call him TC. Um, TC, thank you for the note reminding me that I need to get back on, um, solos. So I'd love to hear from everybody. If you love the solos, please share this on social media, please share it with somebody else, and please shoot me a DM letting me know you love them. Or if you'd rather have me continue with the interviews, let me know. Or both. Okay, need your help. No one succeeds alone, my friends. That includes me. Okay. So today I am going to answer some questions. I am going to give you a recap on what's been going on, but I also want to read you a couple messages that are on my heart today that I want to share with you and encourage you. Okay, here we go. This is from a great book called I Am Sons and Daughters. I really love this book, and whenever I'm feeling discouraged or down, I read it. So here we go. This is just an excerpt I want to share with you. I am loved. So I love without reservation. My capacity to give and receive love is beyond measure. I am protected by the truth that nothing can escape the reach of my Father's love. This eternal love extends beyond the confines of time, connecting every culture, generation, and location. God's perfect love expels all fear, inviting me to love those, including myself, who are scary to love. When it's all said and done, I can love others because my Father first loved me. I am loved, so I love without reservation. I love that. Oh my gosh, it's a lot of love, but I love love. Who doesn't, right? Okay, so one of the notes that I received was, hey Heather, I know that you've been traveling a lot and have not been able to do the solo episodes because you've been gone, but when you can, please get back to it. So here I am today getting back to it. Yes, I was in Saudi Arabia, I was in Arizona, I was in LA, I was in New York. I have been traveling so much over the last couple of months. It's been intense and honestly a little bit too much. It definitely burnt me out, uh, for a bit, but we're starting to get back to it. Actually, this week is the first week I've been home now for a full week and feeling a lot better. So hopefully you're giving yourself some grace, you're giving yourself some time to rest. I know that I definitely need it for myself mentally, physically, the whole thing. Saudi Arabia. Yes, let's start there. Okay, so like anything, the second time you do something, it's so much easier, right? So I knew I had a team of people I already knew. I had done the flights before, so I knew, I knew what was happening, you know. I, I didn't feel anywhere near as scared as I was the first time I went. I really didn't feel so scared. However, something really wild happened. I have to share this with you. This is crazy, and this is so true. Okay, so this time I was on a different airline, so I was going through a different city. On the first trip I went through London, which I had been to London before. This time I was going through Dubai. Ironically, I ran into a good friend of mine's husband on the flight. We were sitting near each other. He explains to me he goes to Dubai all the time. He was going to Dubai. I had to change planes in Dubai to go to Saudi. So he explains to me all about Dubai and we were talking about it and he said, listen, follow me off the plane and I'll help you get, um, situated so that you know where you're going to your connecting flight. You know, just super helpful, really great guy. Anyhow, we get off the flight, you know, it's like the middle of the night cuz everything is reversed. Like it's literally the time change is really tough. Okay. Going to the Middle East. So that's like the hardest part about it. But anyhow, so it's the middle of the night. Um, we get off the flight, we're in Dubai at the Dubai airport and I need to find my connecting flight to Saudi. He looks at me and says, hey, I have to go cuz I've got a meeting right now that I've gotta run to. He had something he had to get to right away. He said, are you okay if I leave you here? And it was like in this, you know, central area of the Dubai airport, which the Dubai airport's huge, like major. And he said, are you good if I leave you here? And there was people everywhere. I'm like, yeah, I'm fine. You know, of course I'm fine. I'm thinking like, I'll figure it out. He's gotta go, let him go. So he leaves and I'm like, okay, where do I go? And I was not seeing much written in English, so I just figured I'll follow the crowds. So I follow the crowds. This is so crazy. This is so insane. I can't even believe I'm sharing this with you. Okay, so I follow the crowds. That was my good strategy. Uh, not the right strategy. Follow the crowds. And suddenly I find myself in a line. So I'm thinking, oh, this must be how it is in Dubai. You have to go through like some type of a process to come in from the United States to get into Dubai. That's what I'm thinking in my brain to get a connecting flight. All of a sudden someone, you know, I looked a lot different than many of the people there cuz I'm American obviously. And, um, I'm like a glass of milk, so white and so blonde. So I stuck out. So this guy that works there at the airport points to me and he says, what are you doing? And I said, oh, I'm just waiting in this line. And he says, okay, come here, I'll help you out. And he pulls me outta the line. So I'm like, this is so nice.

What a nice guy.

And he opens this door and I go through it and he says, you're welcome. I'm like, oh, thanks so much. And I go to walk forward and I realize he just showed me out of the airport. I'm outside of the Dubai airport now. Now mind you, I have a connecting flight in 30 minutes to go to Saudi Arabia, and if I miss that, I don't know when the next flight is. I look to the left, I look to the right, and I see this massive line for TSA to get into the Dubai airport. So immediately I just lock in and I'm like, okay, I need to find a way back into this airport. I am not going through that TSA line and waiting for 3 hours or whatever it looks like, you know, hours. I'll miss my flight. I've got to come right back in this door that I just got pushed through. He thought he was helping me, but unfortunately he was not. So I start knocking on the glass, I get someone's attention. They come over, I said, listen, you gotta get that guy. And I start like pointing to get to the other guy. So they finally get that other guy, they tap him and he sees me through the glass and he's like, what are you doing? And I said, come here, come here. So he comes over to the glass. I said, I didn't wanna leave the airport. I'm trying to get to a, a connecting flight. He's like, well, you left. I'm like, yeah, but I didn't want to. We need to figure this out. And I kept saying to him, we, we are a team. We need to figure this out.

Right?

You wanna envelop people and get them on your side when you're in a challenging situation. So I said, we've got to find a way to do this together. So finally he's like, I don't know how to do this. He goes to get the head of the airport. So this guy comes off this chair, comes over. I mean, it was like very official, crazy. They open the door and the guy says to me, what is going on? And I said, listen, here's the thing. And I explained to him, I'm like, my friend here was trying to help me. However, he didn't understand I was trying to get to a connecting flight. He escorted me out of the airport. I cannot— I won't make my connecting flight if I So basically the guy says this, he said, listen, there's nothing we can do for you unless you want to go in front of like this board to plead your case to see if they're going to let you back in. I'm like, yes, I want to do that. I don't know, I have no idea. Anyways, we go to this room that sort of looks like a prayer room. Truly, I have no idea what I'm doing, where I'm going, or what's happening. My friend that had escorted me out was with me, and then this head of the airport's with us. They bring me in for— they ask for my passport, um, they ask for my ticket, and they bring me in front of like— it's like almost like a court. Like, I felt like I was at a court or something. There was people sitting at this table. I stand before them and I explain to them what happened, and I beg them to let me back, you know, to get to my connecting flight. So then they tell me to sit down. I sit down. There's literally people in there crying and people in there praying, and I don't understand what's going on. And I'm in Dubai, and I've never been to Dubai before, and I'm just like God, please let me find my way to Saudi Arabia. Please help me to make this flight. And the whole reason is because I wanted to represent women and I wanted to be on these stages that so few women are on. It was like 95% male speakers in Saudi at the LEAP conference, right? And, and I'm grateful that I can be a voice and be a role model for women that don't get to see women on stages. And it's just so important to me to, to do that, right? So I'm, begging these people to let me through, to let— and I'm saying, I'm American, I'm getting the chance to be on the stage in front of 200,000 people in Saudi Arabia and show women what's possible for them and encourage people to come to the Middle East. Like, I'm trying to sell, sell them on like why it makes a great, um, idea to push me through. Anyhow, now at this point, I, I had pleaded my case. I am just sitting there praying. I have no idea what's gonna happen, but in my mind— and I encourage you to do this— I'm like, there's a way. Where there's a will, there's a way. I know that God's going to show me a way. I know I'm meant to be on this stage. I know we're gonna figure this out. Like, I'm relentless in my brain and in my heart, in my mind that it's gonna happen. And I don't know how. And I just keep praying, God, please help me to find the way. And I'm just sitting there, you know, not speaking to anyone. And then all of a sudden I hear, Heather Monahan, please. And I stand up and I'm before that table with those people sitting there again. And they said, we are going to go ahead and push you through. And they had, they had to do something to my passport. I need to go look actually. I wonder if because they had stamped it on the way out or something. I don't know. Anyhow, I, I say, okay, thank you so much. I'm so grateful. You know, I can't thank you enough. Thank you for finding a way to make this work. So, you know, I'm just so much gratitude. They give me my passport back. The guy that had helped me to get out of the airport is now helping me to find my way to my connecting flight. He gets me over to where my connecting flight is. Now, during this time, the guy that I've been dating has called me so many times because he was worried about me and was checking in, and I wasn't picking up, obviously, because I wasn't fielding any phone calls during this tragic time. So I finally pick up the phone and answer and explain to him what happened. Oh my gosh, it was crazy. Make a long story longer, I make it to the gate in time and board my flight to Saudi Arabia, and the rest is history. Got out to Saudi Arabia. We killed it out on the stages out there. It was an incredible week, and I'm so grateful for the experience. I'm so grateful to have been given that opportunity to take those stages and to see all my friends and my team in Saudi. And gosh, it's just, it's so much easier the second time. So if you're thinking of doing something big, if you're thinking of doing something scary, go do it. The second time is going to be so much easier. The fear is gonna be gone. Fear is not real. Remember what I just read to you from the book I Am, right? You are loved. Like you, you are more than enough. You are capable. You are not alone. God is with you.

You can do this.

Like if there's a calling on your heart, if there's an idea in your mind and you're feeling afraid, just know that the more you step into like that one person you can help, that one person that you might be able to impact, do it for them. Like allow that to be. The push that you need to get you back into the Dubai airport and onto the flight for Saudi, because anything's possible if that is. And holy cow, it was. Okay, that's like a glimpse into Saudi, which is so crazy. Cut to, I have been praying a lot for big opportunities for God to help me expand my reach to impact more people. Wouldn't you know, I was interviewed for the School of Hard Knocks by my friend James. And I had no idea what was gonna happen. This is so wild. So I was in the Design District, he interviewed me, and people were swarming him like he's definitely a celebrity. If you haven't checked him out yet, go to his page. It's, um, The School of Hard Knocks, and you'll see your girl right here is the number 2 most viewed video on that page.

I want to be number 1.

You know, I'm number 1. I'm coming for you. But right now, today, It was at 37.7 million views, right, a week after it had been posted. It's just wild how this thing has gone viral. It's incredible. And the opportunities that have come because of it— I never knew any of this was going to happen. So it was interesting, this happened a couple of days before I left for Saudi, right? And so he interviewed me, and then after the interview I asked— I was asking him about his page and like how he blew up so much and just in He's only been around for like 2 years, I think, creating content. And he has millions and millions of followers. He's killing the game, right? And he's this young guy. He's like in his early 20s. Really nice guy. Anyhow, but I feel like he could be my son, right? My son's 17 and he's probably like 22. Anyhow, so I'm asking him like, what is the strategy behind this? Like, how does this all work? And he's explaining to me, you know, it's really in the editing and about, you know, getting the right angles and getting like soundbites and like really powerful messages. That people can take and implement in their life. And I'm like, oh my gosh, I need to do a better job then of editing because he's like, that's how you go viral. He said, in fact, I know just from this interview we just did, Heather, he's like, our video's gonna go viral. I said, well, what does viral mean? He's like, well, I think we'll probably get like 10 million views. I'm like, oh my gosh, that's so exciting. Wouldn't you know, we're already at 37 million and that baby is not stopping, right? So please go share it. Um, like it, comment. Um, I'm so hyped about it. Okay, so anyhow, after we're done, we're talking about how to make the video go viral. He's explaining it to me. He also explained to me, look direct to camera whenever you can during this interview. That helps as well. So like, you wanna ask people who have been the places that you wanna go for advice, for direction, right? So he's had viral videos before, beyond 10 million views. I haven't, so I had to ask him for help and direction even though he is half my age, right? So it was super helpful, super powerful. And anyways, we're chatting after and I said, listen, how can I best support you? How can I help you? And he made some funny comment. He is like, I don't know, do you know anybody in Saudi Arabia? I said, yeah, I actually do. Like, what? I said, why do you ask that? He's like, I'm going to Saudi Arabia next week. I said, so am I. It was, these are the moments in life that you just know are so divinely led, right? I was so hyped when he told me this. I don't, I'm like, I will. Help you so much. I can introduce you to so many people. I can get you on a stage. Like, there's so much I can do because this is not my first rodeo. It's my second time to Saudi. And so it was just, it was so cool. So I said, here's my cell phone number. I gave him my cell, he gave me his cell. I said, be in touch with me while we get out to Saudi. Let's meet up. I said, come to the Leap Conference. I'll introduce you to the heads of the conference. I'll explain some why you'd be a great addition to the speaker lineup, which I did. He came to support me at my talk, which was amazing. And, and I got him a talk. So It's like, listen, look out for help and support the people that are doing the same thing for you, right? Like, one hand washes the other. Like, always be looking, how can I add value? How can I support somebody here when they're good people that are doing the same for you? Of course. Okay, so that was incredible. That video dropped after I got back from Saudi, and like I said, has over 37 million views now, has brought so much opportunity into my life. It, it just, it's been incredible. You never know what's gonna happen next. And this is why you need to get excited for things, right? Like you need to think bigger, you need to dream bigger, you need to write down bigger goals. You don't need to know how it's all gonna happen. You just need to have faith that it is. And the more I step into that, the more I step into this idea that I'm not sure how it will all play out, but I just know it's gonna be amazing. And yes, one door may close along the way, but a better one's gonna open. And when you have that faith, you start realizing I'm not being rejected, I'm being redirected to what's actually meant for me. And there's so much peace in that, and there's so much power in that, and so much love in that. And that's what I want for you. And that's what I, I constantly want for myself. I always tell myself, this is just another opportunity for me to strengthen my faith. And the more you lean into that and lean into the faith, the more you move away from the fear, the more you move into the love, the more you move into what's meant for you. And that is really powerful. Meet a different guest each week. Hey, y'all, I'm Tashay! Confidence creator.

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Okay, so one of the reasons I think that that video did so well is I talk about the mind movies. Now, If you have not heard me talk about mind movies before, you probably haven't 'cause I haven't done a solo on this yet. Or, or if I have, maybe I talked about it briefly before. Well, here's the bottom line. I created a free ebook download. I'll link it in the show notes for you to walk you through how to create your own mind movie. But here's the thing, one of my business partners in LA brought in a billionaire to speak to us months ago. I think it was probably like October of last year or maybe November. And he explained to us that he attributes his massive success, and he's a massive success, to the fact that he creates mind movies every quarter in his life. Now, the mind movie is basically, it's like 20 different images of what you want coming into your life. Like in mine, I have a private jet, the love of my life. Um, I have my health, like I have me working out, me aging in reverse, like all these amazing things that, you know, like millions of book sales, millions of podcast downloads, like all these massive goals that I want. Have no idea how any of them are gonna happen. But I can tell you this, that, you know, the most incredible person has come into my life since I created that. I was just on a private plane a couple of weeks ago that was totally unexpected. Like, there's all of these things happening that bring me back to the mind movie. That video going viral, like, there's— I have a page in there or a screen in there that says, like, all these amazing people jumping and helping and supporting me to grow my reach. Like, And all of a sudden there's a viral video of me out there, right? So I don't know how all these things are gonna happen. I just create the life that I want. I feel the feelings of feeling it, and then I attach a song that's really meaningful and special to me to the mind movie. You know, Joe Dispenza actually writes about this in his book, um, Superhuman. There's also a company out there called Mind Movies. They also messaged me, by the way, because I spoke about it and they were like, hey, can you please promote us as well? So there's a lot. You can just Google Mind Movies too. Again, I'm gonna give you guys the link for a free ebook on my website so that you can download the instructions. But the reality is it's these images. It's a 2-minute video that you're gonna create. I created mine in Canva. Super easy. It starts with, um, a kaleidoscope. That's how you open it. And then after that, you move into all the images of what you want your life to be like. And it's 2 minutes tops. You marry and, and drop music on top of it that's really meaningful and special to you. Mine, of course, is Taylor Swift because I worship her. But it should be whatever like gives you goosebumps, like makes you like, ah, this is my song, it's so meaningful, I feel it. You watch this video every morning right when you wake up and every night right when you go to bed and watch your life change. I've taught this to probably a couple hundred people over the last couple of months, and the amount of messages I get from people on how their life has changed is incredible. So when you see a door closing, just have faith that next right one is opening for you, a better one's gonna open. And have faith that when you lean into this mind movie, that you're actually unlocking your subconscious to start seeking out the ways to find the solutions for you to make. You don't need to know how it's all gonna happen. Just have the faith that's gonna happen. Do the mind movie. That is like, I, I so want you to do the mind movie. It's just trust me on this one. Okay? It's worth the 1 hour, 30 minutes it's gonna take you to put together the 2-minute mind movie. It's going to change your life, changed mine, and it's changed so many others. Okay, so I have received a bunch of questions since I put that video out on School of Hard Knocks and, um, a lot around sales, right? My background is in sales and sales leadership from corporate America. Okay, so my friend TC that sent me the DMs that was like, hey Heather, you need to do your solo episode again. I'm missing it. Thank you for the reminder. He sent me some business questions too, and I wanna walk through some of 'em. Okay, so he's telling me a little bit about his background and the financial consulting that he does. And so one of the questions he has is, how can I get in front of more people to demonstrate my value so they can trust me? Because as you know, people do business with people they know, like, and trust. I can speak to you on what I've seen work. Number one, the more you show up on social media with a strategy and holding the pen, telling the narrative of your life, the more you're building that trust and connection with people one-to-many instead of just one-to-one, right? If you go to a cocktail party, you can only talk to one person at a time. That's slow. I've done that, right? Like, you can work the room network, and I'm so down for that. I actually had a dinner last night with a girlfriend. She introduced me to so many people at this restaurant. It was incredible. That was like one-to-one, and it was worthwhile 'cause I met an investor that potentially may wanna work with me and, and have, you know, create a partnership. So that's huge and that's amazing. But I also wanna be Letting people know, like, and trust me through social media, through the podcast is another way, right? Through being a guest on somebody else's podcast, you're, you're accessing the know, the trust that they have through their audience and they're extending it to you by bringing you as a guest on. So set up the strategy that you're gonna be a guest on podcast. How can I add value to other people so that they want me to be on? And then pitch yourself. Talk to them about how you can add value to their audience, how you can add value to them, and pitch yourself. It's a numbers game, right? That's a great way to get in front of a lot of people so that they can know, like, and trust you. Use your social media. Like, LinkedIn is a huge opportunity to elevate your personal brand and get in front of millions of people and let them know, like, and trust you.

Be unique.

Be your vulnerable, unique, authentic self so that you can be different from what, you know, the mainstream is out there, which is most people are just vanilla, right? Be unique and be you. Like I talk about, listen, This is why I think I'm different. I started from the bottom, now I'm here, right? I came from Worcester in a trailer behind my grandparents' home with a crappy childhood. And let me tell you about what that looked like, right? People aren't talking about that stuff. Be unique, be different, be you, and rock it. That's a great way for you to develop trust. Be a guest on different podcasts, start your own podcast, um, take stages, be a keynote speaker anytime you can, show up and do panels. That's another way to talk one-to-many, right? Anyway, that you can get in front of one-to-many is going to be a game changer for you instead of just doing these networking smaller events. I think do both, right? Like lean into both. I do them all. I speak at as many events as I can. I go to as many networking opportunities as I can. I got the podcast, I go on different podcasts, and then I show up every day on social media. And I've been doing that now for over 7 years, right? Like success. It's not like an over— well, sometimes it can be overnight, 'cause like, look at that School of Hard Knocks video going viral overnight, right? So that was like an example of something that can happen overnight. But the reality is I've been working on my personal brand for over 7 years now, right? So if success was easy, everybody would have it. The reality is you gotta put the work in and be consistent, and that's when the game really starts changing for you. However, there are times when it can happen overnight, so don't get discouraged. Like, keep hoping, anticipating, having faith that game-changing moment could come today, later on this afternoon or tonight, but also keep the commitment for the long game as well. Okay. Next question. Do you know any great networking events for entrepreneurs in Miami? I actually don't. And you know what? I'm gonna have one of my friends, Saif, on the show over the next couple of weeks because he is the ultimate networker and the ultimate connector. And I'm gonna have him lean in and talk a little bit about that. You know, I'm actually gonna have my friend Scott McGregor on the show too. Um, I need to write myself a note to actually get into this topic more. Because I wanna help you guys network and connect with people. There's so many different ways to do it. The best and most important way is this: keep asking, right? Ask other people how you can leverage their network. How can you access their network? What's working for them? Like, have real genuine conversations. Add value to others. When you're adding value to other people, people are gonna unlock and open doors for you to bring you in. And it just literally can take one person to be a game changer for you and for your network. Okay, maybe I should host a networking event in Miami. What do you think about that? That could be, okay, that's a question mark. I'm gonna put a question mark on that. Maybe I should do that. Maybe I'm being divinely led right now that I need to start hosting events in Miami. I'm down for it. Let me know if you guys want that.

Okay.

When sales aren't materializing, how do you stay motivated? Oh my gosh, so many different ways. So people ask me all the time, how do you get your energy so high? How do you stay motivated? It's not by chance, people. It's strategic. Remember my second book, Overcome Your Villains? It's all about removing negative people and negativity from your life, right? Things that aren't meant for you. Getting rid of the negative self-talk, getting rid of the, the frenemies that might be around you, getting rid of the coworkers that might put you down, creating boundaries with the people that you need to. Read that book. If you haven't read Overcome Your Villains yet, it's super helpful. That's one of the great ways that I keep myself motivated. I get rid of negativity. That's like the crux of Overcoming Your Villains. It's a 3-step process. I call it the B.A.C.K. process. But if you haven't listened to that book yet, get it on Audible, um, 'cause it's just me reading it to you. But it's really gonna encourage you to remove the negativity out of your life, to remove the things that aren't meant for you. No fish is great at climbing a tree, but a fish is great at swimming in the ocean, right? So another thing is like, are you in a negative work situation because you're not doing the work that you're actually meant to, to do, that you're called to do, right? Like, start really asking yourself these difficult questions. What were the things that you loved doing when you were a kid? That way when sales aren't materializing, you have such a passion for the work you're doing and you have that conviction like I had in the, when I was kicked outta the Dubai airport, I knew I was getting back in. You have to have this knowing, this belief and this commitment to, I don't know how it's gonna work out yet. I haven't unlocked it yet, but I just know that it will. This is an opportunity to strengthen your faith, right? That way will be shown when you're doing your life's work. You've got this conviction, you know it's gonna happen. I'm not sure exactly how it will, and this is what goes on for me as an entrepreneur with my own business, right? I'm like, am I leaning into the right things? Am I doing the right things? I don't know. I don't have, um, a crystal ball, but I just know if things feel right, keep leaning into it. When things don't feel right, start assessing it. Like, what is it about that's going on right now? Am I not with the right people, the right partners? Am I, am I not, you know, serving people correctly? Start questioning what's happening and pay attention to how you feel. Journaling is a really powerful way to help you do this. It help you unlock solutions and answers for yourself. Okay. Other things, when I need to stay motivated, I run, I go outside, I give myself a break. Um, I meditate, right? I need to get better at that. We keep leading into meditating. I watch my Mind Movie cuz it gets me so fired up, right? Like there's so many different things that you can do. There's, I use this patch called the Joy Patch from the company called Super Patch. Like it gives you feelings of positive energy without chemicals. There's so many different things that you can do. I listen to my playlist, my theme songs of my life, like all my Thug Life hip-hop. It fires me up. I remind myself of other times I've struggled in my life and how I got through it and how I will get through this as well. I surround myself with super positive people that stretch me to grow, that challenge me to go bigger. Right? I go to conferences. I, I invest in myself. I do the different things to help me get out of the funk and get back on track. And you can do the same. Okay. The launch phase was so exciting and there was a lot of initial clients, but getting them from prospects to clients is a low success rate. That's interesting. Data doesn't lie. So we've gotta break down here. We've gotta analyze why are we not converting at a higher level? What are the objections? Make a list of them. Overcome the objections. Can we, guarantee success for clients? Can we do 100% money-back guarantee? Like, how can I remove the barrier to entry? Find out, ask better questions, ask people why they're not signing with you. The more you can understand and the more you can get them to empty their glass to you, the more you can solve the problems for them, the higher conversion rate you'll have. What do I need to do to increase the conversion rate? Stop where you are currently, ask better questions, go back and do a post moratorium, right? Like you wanna find out why did I lose that client? Why did I not close that client? Ask better questions. Reward people for the behavior you want. Give, you know, um, FOMO work sometimes. Like this offer's only gonna be good for so long. Like there's so many different strategies to help you convert at a higher rate. I go through all this on my coaching calls, my group coaching program. Maybe I need to actually do one just on sales for you guys here on the podcast. Let me know if you want that. I am happy to do it because if you're struggling with sales, your girl can help you. I wanna help you if it's relevant to you guys, but I don't know. You need to let me know. Okay. I used to work for a company that made me dim my light. F that. And told me not to post about my business. Oh please. Pound sand. I started posting in there and left the company 2 weeks ago. Yeah, I love this. Do you have any great tips for positioning on LinkedIn as a small company with not a lot of following? We have about 70 followers now and they're all connections of mine. Yes, of course I do. Oh my gosh, this, this goes back to, I have a whole group coaching program on this. So number one, consistency is what pays. You need to show up and post every day, right? Identify 10 competitors. I call 'em competitors. Like Alex Hormozi is my competitor. Gary Vaynerchuk is my competitor. Mel Robbins is my competitor. Figure out people that are in the space that you wanna be in at a higher level than you are. Success leaves clues, right? Like go look at their content, see what's working, engage on their content so people start to know, like, and trust you in their feed. Then they're gonna start to follow you. Be a guest on podcasts and encourage people to go to your LinkedIn, follow me there, and you get my free ebook on blah, blah, blah. Give people a reason and a return to do something. Reward the behavior that you want. When you keep showing up every day, when you keep adding unique and different value and giving and pouring into others, they're gonna start showing up for you. Ask them to do the things you want. Hey, click here to follow me, right? Like reward the behavior that you want. Give people something for it and it works. And show up every single day and you will gain traction over time. And also know you could go viral in one minute. Like you could literally have a school hard knocks minute. Who knows? One post can go viral. Test and try different hashtags. Test and try not using hashtags, right? Like see what your competitors are doing, see what's working, emulate it, and realize this. People get all caught up in, well, I can't do that cuz I don't wanna be a copycat. Here's the thing, there hasn't been an original piece of work since the Bible. That is fact, right? Like everything is being reimagined through the lens of you and your experience. And, and that's all like when Sara Blakely created Spanx, she had no idea that Kim Kardashian, you know, 30 years later was gonna create Skims. I mean, Skims is very similar to Spanx, different name, and through the lens of like the colors and the fabric that Kim Kardashian likes, but it looks really similar to what Spanx was, in my opinion. Do I think that's bad? No, because Kim Kardashian should reimagine things through the lens of her, and you should reimagine things through the lens of you. It's always gonna be unique, it's gonna be different, and you're gonna serve and connect with a different audience, right? So don't get too caught up in, I can't do that, it's copying someone else. No, reimagine it through the lens of you, what you like, and then it's yours. Meet a different guest each week. Hey, everybody, it's Heather. Confidence creator.

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Confidence creator.

I ask you to try to find your passion.

Okay. I have a business partner that's a co-owner. We're friends. He doesn't put in as much work as I do, and he's made some comments like, I don't want to do all this work and not get paid. Ooh, okay. That does not sound so great. Okay. When we talk about acquiring other companies, there's been other concerning comments too. That show he has unrealistic expectations. He wants the business to succeed, but I don't think he has a founder's mentality. Do you have any advice? Listen, this takes me back to Overcome Your Villains. It sounds like— it sounds like— I don't have enough information, so I don't want to like dictate this to you, but it sounds like that could be a villain, right? Like, ask yourself this question: do you feel good about partnering with this person? A business partnership is no different than a romantic partnership. And I actually The guy that I'm dating advised me on this the other day. He said, listen, it's super easy to answer a question if you should get into a formal business partnership with someone. If this was a personal romantic relationship and you felt the way that you did, would you move forward with this or would you back out? Well, I think the reality is this, for some of us, business is harder. For some of us, romantic situations are harder. I'm not sure which one is for you, but like seeing it through that, that lens of, oh wow, when I took a step back and said, if I was questioning something this much and it was in my personal life, I'd end the relationship, eat, like for sure. But then why was I doing that in business? It's no different, right? A partnership is a partnership, and if you're going to be a partner with someone, you need to trust them. You need to be ride or die with them. And if you're giving that level and they're not giving it back, sounds to me like it's not a great partnership. So maybe give them that opportunity to step out of the partnership, or, and, or maybe have a really direct conversation. And create some clarity and some communication that can say, hey, I'm not sure if you're feeling or sensing this, but I feel like we're not on the same page. We're not aligned. Can we talk a little bit about expectations and what each one of us are doing? And then can we put some things in writing to make sure we stay on point? Maybe we need to revisit this once a month, once a quarter, whatever it is, but I'd rather be on the same page with you or have the conversation that, you know what, maybe we aren't aligned. And what could this look like moving forward, right? Like, but at least be direct, be honest, and put it out there instead of just wondering about it. But I'd also look through it through that lens of, okay, if this was a romantic relationship, would I move forward with this or would I exit it? Because I think that's just an interesting exercise to put yourself through that might help open your mind to what that actual answer is. Based on what I read here, TC, sounds to me like that might not be your person, but may be worthwhile having a direct conversation first to get some clarity. Okay, so I hope that helps. One of the questions I received on the School of Hard Knocks video was, because I gave sales advice in the video, someone said, great sales advice and I already do this. However, I need help closing. Okay, so here's the thing. We could do a whole podcast episode just on closing, but what's important to know is this. You need to ask for the order. First of all, in every exchange, someone will be sold, right? A closed mouth does not get fed. That's in the Bible and in Jay-Z's songs. Okay, so here's the thing. You need to ask for what you want. You can't think that you're miraculously gonna just stumble into something. That's not a close. I remember when I first got into the radio business and I was in my early 20s, my old boss used to say, drop the pen and ask them to sign every single meeting. So I conditioned myself, I would not leave a meeting without dropping the pen and asking them to sign something. What I did was I broke through that fear of going for the close, and I understood pretty quickly, if I'm not dropping the pen figuratively and literally, how do they even know that I'm trying to get them to sign? That's on me. I've gotta do that work. So yes, there's a million different ways to close. There's the assumptive close. That's one that I love, right? Like there's walking somebody through Getting them to say yes a number of different times throughout the pitch and getting that, so Todd, what I'm hearing you say is if I came up with a solution that helped you to overcome blah, blah, blah, you would be willing to start working together today. Is that correct? Like you're pre-qualifying the close along the way. That's a really positive way to do it. You know, again, getting them to empty their glass to you so you understand the problem that they have, reiterating it back to them. That's called parroting, like basically saying what they, what they're telling you. Letting them feel safe and heard, right? Repeating things back to them, mirroring them with your behaviors, your body motions, like really being present, being an active listener, parroting back. Those are really powerful strategies in regards to setting somebody up for a close. But in the end, here's the thing, you're either gonna be sold on them or they're gonna be sold on you. And every exchange is the same way. Your husband's gonna sell you on cooking him dinner tonight, or you're gonna sell him on taking you out.

Right?

In every exchange, somebody sold. The more you approach sales as a game like that and something fun to test and try, the better you're gonna get at it. Right? So I'm always thinking about, okay, who's selling who here? I'm always being intentional. Well, I'm trying to always be intentional before I enter into something like, set your intentions before you go into the meeting. Set your intentions. I'm going to walk outta this meeting with a signed deal, a date and time to come back for a follow-up to overcome an objection I couldn't overcome, or I'm never going back again. I'm getting kicked out. Like, that's typically how I set myself up before I go into a meeting where I wanna close someone. Get clarity for yourself first. Write down what your goal is first. Walk through what those potential objections could be first. Why would this person potentially say no to me? What does the data tell me from other pitches that I've been on that someone could— write out all those objections, create a Word doc where you save all those different things. Answer those objections along the way in your pitch. So at the end, there aren't any potential objections. You've already resolved them ahead of time. You could even say to someone, and listen, I've been doing this for a long time, so I know some of the concerns that you're gonna have. Would you be open to me just firing them at you right now to see if you've been thinking about this a little bit? Sure, Todd, go ahead. Great. Okay. So oftentimes people say this to me, they're afraid to commit on the front end because blah, blah, blah. Like call it out, call out those negatives so that you're doing it in advance for them. That's, that's like the whole Eminem, um, video when he calls himself out in the rap at the end on the, in the battle rap, so good. When you call out the potential negatives ahead of a client doing it, you're disarming them, right? Like you're taking that power away and that's super powerful. Call out all the potential objections, overcome them all, be super transparent, obvious. Get back to the outcome that they want in their life. What does it look like when they buy this from you? How much better is their life? Like whatever it may be, get them to focus on that and how you're committed to that future for them. Right? So it's, maybe it's that, you know, can you imagine what your life is like when you finally have purchased this jet and where you're going with your family and the freedom that you have? Like, start living in that mindset with them in the conversation. That's if you're selling someone a private jet, right? I'm thinking of that 'cause of my Mind Movie. And so get them to focus on that future outcome once they sign and feel what it's gonna feel like and get excited about it, right? And the more that they feel that and you've already overcome the objections, Now it's just asking them to sign. And okay, so listen, I wanna get you in that jet tomorrow. So drop the pen, drop the paper, and when you sign today, you're gonna get a, you know, free tank of gas, whatever it is. Like reward the behavior you want, give them a reason to sign now, and then drop the pen and get them to focus on that vision of the future, what their life is like and how different it is once they've signed. I hope that helps in regards to closing. But you can't be fearful. You've gotta be confident. People buy from confident people, right? They don't buy from desperate, fearful people. People can sense desperation. So you gotta hype yourself up. You gotta believe in what you're selling. You've gotta believe in that future outcome and that you can deliver that for people. And when you truly believe and truly feel confident and paint that picture for them, and you've overcome those objections and you've called them out ahead of time, and you're solving the problem that they have, boom, drop that pen, ask for that order. A closed mouth does not get fed. Again, that's in the Bible and Jay-Z lyrics. Let's go. All right, you got this. I believe in you. I just need you to believe in you too. Okay? You wanna work together? Go to my website, heathermonahan.com. There's so many different ways to work with me. You can sign up for my elite mastermind at heathermonahan.com or on Instagram or on LinkedIn. I've got my weekly group coaching. If you're looking at being a part of a team that is elevating their personal brands, it's an 8-week program. You can find that link at linkedin.com @HeatherMonahan. And of course, we always have one-on-one coaching, very limited. But if you would like to apply for that, you can do that at the website, HeatherMonahan.com.

Okay.

Read the books, check out the books, Confidence Creator, Overcome Your Villains. Let me know what you think about the solo episodes. I'm really wanting to hear from you. And then if you have questions that you want me to answer, Submit them anywhere, social media or at the website, and know this, your girl's got you. I'm going to answer them. I'm going to support you. I'm here for you. I believe in you. Until next time, keep creating your confidence. You know I will be. I'm gonna make it my own again. I decided to change that dynamic. How do you like them apples? I couldn't be more excited for what you're gonna hear. Start learning and growing. Inevitably. Something will happen. No one succeeds alone. You don't stop and look around once in a while, you could miss it. I'm on this journey with me.