How To Land 6 Figure Clients On Demand With Kelly Fidel

How do you make business problems disappear? Wrap them in bacon for business owners, marketing execs, and anyone trying to grow your business, Pump your profits and make more while doing less. Welcome to Bacon Wrapped Business with Brad Costanzo. Sizzling hot business advice guaranteed to make you fat profits. Every week, our chefs will serve you proven recipes for ramping up your revenue. Now here's your host, Brad Costanzo.

Hey. Hey. This is Brad. Welcome to bacon wrap business. Excited to have you back. It's been about a week and a half since our last episode. Sorry for getting a little behind schedule for you guys. But I'm really excited today because I've got a very special guest and we're going to be sharing how to land six figure clients, maybe more on demand with Kelly Fiedel. Did I get that right, Kelly? Is it Fidel or Fidel or.

Yep, Fidel.

I thought so. I thought so. So I've known Kelly for several years. I've known her to be involved in multiple different businesses. And then over the past few years, I've really seen her career take off as a premier sales expert, business strategist, and entrepreneurial mentor. And Kelly, what's really unique about you is that when having a conversation just about business and strategy takes like 15 to 20 minutes for you to unlock unbelievable opportunities to make six figures over half a million dollars in business that people don't even see. I actually, that's one of my specialties as well. With a lot of folks, they say that. Brad, you see, what I typically miss, and I actually think that's a really cool power to have, is a lot of entrepreneurs and business owners get mired in their own business too much, and sometimes there's huge opportunities right under their nose. So Kelly is an expert at finding those. You may be stepping over opportunities, leaving them on the floor, but today we're going to find out how to uncover those and how to really pick apart the hidden opportunities in your business. So I'm excited for you guys to be able to learn from her so you can take these strategies that she's going to share and implement them in your own business. And then you can go out and start with the right kind of clients that you want today, right now. And I'm going to have Kelly explain a little bit more about what she means by clients, like who exactly she helps and how she helps them. Because I think you might be surprised that even if you don't think that.

This information is pertinent for you because you don't have clients, you may be surprised how quickly you could get some making a lot of money. She's going to share about some really cool stuff that she's doing, including an upcoming conference in Las Vegas that I guarantee that you're going to want to hear about. And, Kelly, I'm really glad that you're here. Welcome to the show. Bacon wrap business.

Yeah. Brad, I'm super excited to be here. Thanks so much for having me. It's going to be awesome.

Thank you. I really appreciate it. And, you know, it was really funny. I got to bring this up because I love Erin Dirty laundry. And luckily, this has nothing to do with you, but just on my last episode, because I posted this on Facebook, I got a listener, bless her heart, who emails me and says, brad, I'm really so disappointed that you haven't had a woman on your show accusing me of sexism and all this just because my past guests happen to be men and you commented on that. So I am not having Kelly on here to fill quota. Just to let you guys know, I value the business advice you share.

Right. Just busting into the boys club. Right?

Right. Absolutely. But you know what's really interesting about the fact that, you know, with your expertise and what this woman accused me of is you actually.

Or at least what it appears as though you've carved out a really nice niche helping to serve female women entrepreneurs and break through the glass ceiling and get rid of it altogether. And that's what's kind of funny, is that you are very much about female empowerment, especially in the workplace. And here I have you on immediately after I got accused of.

Yeah. So, you know, sometimes, I mean, I mean, listen, I love women. I love men. Actually, 40% of my clients are men. And I still have my NFL clients and all of those. But sometimes women, they forget their own value and they feel this propensity to go back to the 70s of burn the bra, you know, woman power. And it's not necessary. You know, you can have this soft power as a woman. And it took me a while to learn that. I mean, coming out of corporate and competing in some of the most powerful boardrooms in the world, I lost that for a while. I mean, I loved to win and I did win those deals, you know, million and billion dollar deals. But as women, oftentimes we forget that, you know, it's okay to just play in your world and other people don't have to join you.

So.

Yeah, I saw that. Gender discrimination.

I love it. Hey, you're nobody until you've been accused of that kind of stuff. So enough about that. Let's jump into the meat of this pun fully intended and let's talk about. I don't like to go too far or too deep into the origin stories of folks because I think they're really important for people to understand where you kind of came from. But I love for people to have actionable advice when they're listening to this. They spending their time and giving us their attention. But let's do a little bit of origin story and then let's give some people some really fun stuff that they can run out and do and then talk about your no Glass Ceiling women's conference coming up in Las Vegas here in just a few minutes. But.

Quick backstory.

Yeah, yeah, I can do it.

What got it all started?

Yeah, yeah, yeah, I can do that.

What makes you qualified to be on my show, Kelly?

Well, I'll give you and your listeners the quick and dirty. I mean, truly. I started my sales career at the age of nine. So I was raised by a single mom, very poor. I wanted a pair of shoes, right? A girl has got to have her shoes, Brad.

Oh yeah.

And my mom was brilliant and she said, look, go pick avocados at your aunt's house. Take them door to door and sell them and earn the money and buy shoes. And I was like, oh my God, that's brilliant. So I did. I picked the avocados. I went door to door and I found out very quickly calling on clients one on one sucked. Now I was really young, so I really didn't understand the art and science of leverage and how sexy it is, which is a lot of what I teach today, whether it be through selling and centers of influence and circle, strategic alliances and whatnot. But I got this bright idea of where do my clients hang out in groups. And I went to the cul de sac and sold them all. And of course I got my shoes. So I love selling. You know, selling sales, deal making deals, closing the sale. I mean, I really call it what it is.

I climbed the corporate ladder. For anyone listening that may say, well, this is easy for you because you've done all this. Let me give you a quick heads up. I ditched all the time in high school and barely graduated and I ejected from college. So I really did love the art and science of sales and selling and had these tremendous experiences to, like I said, climb this corporate ladder. Loved corporate, loved working with men and, you know, running billion dollar sales divisions. And I mentioned earlier, sitting and competing in some of the most powerful boardrooms in the world of Fortune 100. But you know what happened, Brad, was like, along the way, I saw a lot of women and I say cool men that either did not own their value or did not see their own blind spots and hit a lot of minefields that took them out of the game for absolutely no reason. And it really bugged me. So I've been on a mission for quite some time to turn that around for people.

I love that. I love mission driven entrepreneurs. That's fantastic. You know, you, and you even mentioned just a minute ago, yeah, I love dealing with men. But now it's almost like you're helping women. Is it because, like, you were so effective in working in a kind of a patriarchal business.

Environment that you really kind of understood how to do it and now you're trying to help other and you're not just working with women. As you said, it's like 40% of your clients are men. But you really do have a niche carved out in helping women kind of follow in your footsteps and achieve their greatness. Is that part of the mission or is it?

Yeah, I mean, the actual mission and vision of no glass ceiling is to help 1 million women make one change. One simple change. And it represents 1% of the world's population to cause a ripple effect from around the world.

That's amazing.

So that's the legacy. You know, I'm committed to do that. I mean, you know, I have nothing more to give but all of my knowledge and my time before I die.

Yep.

And with the results that people get, I mean, you know, I'm Brad, listen, it's the football mom in me. I'm like, let's go chop chop, wiki wiki. Let's get some results.

So there's no crying in business.

Stop crying.

Cool. So you brought up a, a couple points. So first of all, you mentioned kind of getting into what you're doing now. So you mentioned that you help people land six figure clients. So the word client can be a little bit nebulous because a client can be all different types of clients. But give me an example of some of the folks you help, like what they do for a living, what their business is. I can, I would imagine, you know, people who are consultants from business, marketing consultants, life business coaches and things like that are probably absolute perfect.

Clients of yours. But tell me a little bit about more about the people that you really serve and kind of the varying degrees of what they do.

Yeah, definitely. So first of all, sometimes when people think, oh, six figure deals in 60 days, how do you do that. Or is that like stringing myself out to get 100 clients? Or they'll hear, yes, I'm notorious for closing big clients or corporate clients in like a 1, 2, 3, call, close. So disclaimer. First of all, less is more. All right? So you don't need 100 billion clients. And bigger is not always better in this particular case. Right? So the big jumbo client may not be. So the folks that I really work with as far as clients go, are entrepreneurs. Now that is still a really broad category. So not the brand new, fresh and shiny entrepreneur that has just trying to figure out what an email is or what a landing page is. Right? Love them. But the football mom in me, Brad, would probably tear them apart with love because I like to move quickly and someone has to at least been in business a little bit, don't have to have success with it, but maybe tried to get it up over 20 miles an hour and really can't do it. Some of my clients are folks that have come out of corporate that want to start a business. Some have been entrepreneurs that have struggled to find the right business model and go out and make six figures. I mean, you got to make six figure before you make seven, right?

Yeah, walk before you run.

Exactly. And so I serve both entrepreneurs and corporations, meaning small to mid sized businesses and huge corporations. So there are three separate.

Profit channels in my own business. And I really, my heart is in the entrepreneur market because I can go out and kind of, you know, put my finger in the cocktail and stir it up and land big business with a corporation. And that's, you know, money, that's great. But my ability to really give back and help people, you know, make a difference and make big money comes in the entrepreneur space. That's what I love.

I love it. So give me an example not of one of your successes, but of one of your clients. Give me one of your favorite ones. Just it was like, oh man, this was maybe even improbable or unexpected or just something where you were able to remove one kink in the hose that made everything work. I love stories like that where it's, you know, just the fun ones and not about you because people might think you're a superhero. I want to hear what you're able to do for other people.

Right? And this is cool because they can also go to the website and see all of these. But you know, let me give you, I'll start small and go big. Okay? So I have some training that's accessible in the free membership and when People actually go in and do the training.

I love in the Facebook group when people go, I got my first client, the first Right. Kind of client. Right. A higher paying client. So Lucia, she landed her first client and then she landed her second client, then her third client, then her fourth client in a week.

Well, that's great. Now what kind of business does Lucia do? What's her.

Yeah, Lucia has a company called Lucia & Co. And she does this really cool thing where she does corporate gifts and entrepreneur gifts. So, for example, if you were going to send a thank you to a client, or if, like, for example, if I'm going to have a speaker that's going to come to an event or something, I would give them a gift. Right. Or someone comes in, a mastermind or someone is a private client and they have a success, they break through a barrier, you can send them a.

Gift. I'm actually working on something like that as being a customer right now. Sourcing something exactly like that. I may want to talk to you offline about that, but go.

Ahead. Oh, yeah, definitely. Mary is. I don't want to say their last names, but you guys know. So you know, Mary is the un, by the.

Way. Yeah. Plug them if it's something that they can benefit from you plugging them. I mean, I'm sure there's a lot of people who like corporate gifts and stuff. That's cool. So.

Yeah. So Lucia Robles, Lucia and Company. And then Mary Kramer, completely different, intuitive healer, is a registered nurse. Moved into the energy, intuitive healing space. Believe it or not, Fortune 500 executives love that world. We spent about an hour and a half at lunch. She went out six hours later, landed a client. She's like, not a salesperson at.

All.

Wow. So I was excited about that. And there's countless stories of people landing a client, two clients every week that are the right kind of clients. And then AJ Roberts, I mean, you know, AJ's a world. Yeah. World powerlifting champion, comes out of the fitness market, goes to a ton of events, had never even looked at larger clients. Came to my event. We spent three days. And the first thing that I was really honored, Brad, is that, you know, he said, look, I come to a lot of events and everything that you've said I've never even heard before. It is like the ultimate lead gen. That's awesome. Yeah. So, you know, that that was enough for me. But then he went out in 90 days and he landed $180,000.

Nutrit.

Wow. Yeah. And he does marketing consulting and online and digital and Everything else.

That. Yeah, exactly. So I mean, it's 50% down and then they pay 50% before the gig is.

Done. Yeah, 90 grand down. That's not.

Bad. Yeah, right. Well, because that's what I teach. I mean, listen, it's big pocket. Companies expect that. But what was funny is I said, so what was it like to land your first big client? And he goes, you know, it didn't feel like a big client. Like he went in jeans and flip flops because that he, he modeled them.

Right. That's.

Beautiful. And that was cool. And then last one I'll share with you is a gal named Jeannie Hodson. She has a company called Talent Insights. She came to me as a referral, literally was in human resources in a company, no sales, super quiet, and didn't have a business, didn't have a domain name, didn't know what she was going to do, like literally scratch. But has a little bit of business background.

Right.

And. And we took her from domain name, website, business model into targeting the right clients. And in 10 weeks she landed a $16,000 client and then 30 days later, another $30,000.

Client.

Wow. And now she consistently does these, you know, five figure or annual six figure.

Deals. So that's, Isn't that so fun to know that you created that success.

In those people, you know, or that.

You had not even created it, you unlocked it. Like it was there. It was there the whole time. They had that ability and you just kind of help, help, help them see that. Look, it's.

Possible. Yeah. You know, I'm glad that you said that because I never want to think I created it. Right. I mean, people have to do the work and it, and it's lead a horse to.

Water. Yeah. You led them to the water. It's like, hey, there's an oasis over here. You just got to know where to find.

It. Yeah. And they were super thirsty and they were like, my God, this is fantastic. So, yeah, I mean that again, I could just go out and make money. Obscene adult money, I call it. But what lights me up are these kind of results that people get because they struggle unnecessarily. So I totally dig it. That's why I do.

It. That's awesome. So earlier in the conversation, to prove to you I'm taking notes and paying attention, you mentioned something about.

One of the problems you see is that certain people just don't realize their own value.

Talk to me a little bit more about that because from some of my clients I've seen that that's Been an issue with me in the past where I always never kind of felt like I was.

Worthy of charging a lot of money or worthy of taking the next step or putting myself out there. And it's like something that I had to kind of work through on my own stuff. I also think it helped me, that feeling of inadequacy.

It can either cripple you or prop. Luckily, I think it propelled me because I always felt I wasn't good enough, so I had to learn something new or do something more. Where it did cripple me is sometimes I would not get out of my comfort zone or just take that step when I was ready. And I kind of never felt like I was ready. But at least it added the fuel to my fire to get better and better and build my skillset. But I see that as a big challenge for a lot of folks. So how do you help people.

Raise their rates and own their.

Value?

Boom. Yeah. So first of all, this is. I'm going to talk to the listeners for a second. Okay, Brad, like with, okay, I'm.

Going to go get a drink and hang.

Out. Bring me back home. I would like an umbrella in it.

Please. There you.

Go. Yeah. So for the listeners, first of all, here we go. And take a couple notes. It's not about you when it comes to your pricing. All right? The value proposition and the pricing proposition is about the result proposition 1000%. So it works like this. If. And I do want to talk about value on the other side of the fence in one moment. So, you know, what happens is oftentimes you'll say I want to raise my rates or I want to, you know, change my pricing. So I think I'll just double my rates. And then what happens is getting into that sales buying process, I call it. I don't subscribe to old school selling. So it's always a buying process. Right. A negotiation is simply someone, you know, objections come from a negotiation where someone has not heard the value yet. So what that means is this.

The result that you get for someone.

Is equivalent to the investment that they're going to make in their business. So what that means is this. If you charge $1,000 and I'm going to get 2, 3, $5,000 in result, is it worth it? Yes. If you're going to charge $5,000 and you haven't done that before, it may feel odd to just jack up the rate, which is what a lot of people do in the industry. And it makes no sense because you have to have the understanding behind it of the value and the result. So if someone's going to invest five grand but the return on investment is 10, 50, $100,000, then obviously it makes sense. Or if someone is going to invest ten grand and the result that they're going to receive is maybe, you know, getting healthy and living a week longer, how much is that worth? Or, you know, being able to generate, I invest 10 grand and I'm able to generate 100 grand. Is that worth it? Yes, absolutely. So what happens is people identify their pricing with their own value instead of identifying pricing or an investment. Right. The cost of goods sold to the result that they get for their.

Client.

That's great. You say that. You know, it's kind of funny just to interject. So one of my, one of my is a close friend, mentor and happens to be a client as well. He.

He phrased it in a very similar way. And I've taken it on to myself as well, which is he charges $20,000 to spend one day with him. He calls it a power day. But he's in the real estate niche and he helps people just increase their business. And he goes, I'm not worth $20,000 for a day. Nobody's worth that. But I can solve a $20,000 or more problem for somebody. You know, that's the thing. He's like, if you've got a problem you want to make, you know, is it worth $20,000 for you to solve that? And if they know what it is? Because if they know that they can get $100,000 out of that or a million dollars out of that. Yeah, well, you're not paying for me. You're paying for the solutions and the results that I can provide you. And it's realizing that, yeah, I can solve a twenty thousand dollar problem or a five thousand dollars problem and getting people to real. Yeah. Put that, ascribe that value to the results that they're getting.

Completely. I mean, what happens with big companies? And then, and also I want to talk a little bit about the value, Brad, because you're so right. I mean, people that get it say, oh yes, okay, that makes sense. So it's kind of like when you walk into a big company or even an entrepreneur and if I were to say to you, Brad, let's pretend you drink milk, right? And I don't know how much a gallon of milk is, but maybe it's three or four dollars for a gallon of milk. But if I brought you a gallon of milk and said it's 30.

Cents, would you buy it knowing that it's normally three or four.

Dollars?

Yep.

No. Okay. Why.

Not? Where'd you get that.

Milk? Exactly. What's wrong with.

That? Did you milk a bull?

I went.

There. I went there, you know what? And I instantly went there too. So that's like even worse. But you know, people do that. So they become what I affectionately call the $8 business booty call. They undervalue and they say, oh, buy the 30 cent gallon of milk. Well, people know that that is not the true value of someone's gift or result that they can generate. So they think something's wrong with it. So corporations will run. They're used to paying top dollar. They've got to offload the budget. They've got the money and they really do want to do business with companies. I mean, The MGM outsources $78 million of goods and services to people like you and I every year. They're speaking at the event.

Now, the value piece, especially for women, I'll give a little tough love, but women are notorious for they have a lot of experience.

They've done different things in their lives. Of course. Get to a certain point where I'm going to start a business or I'm going to do something new and we forget any previous expertise or value that we have brought to the table or results we've ever helped people in the past and erase it completely and feel like we have to start from square zero and get all of these new results, these new testimonials and, you know, figure out our new skill set instead of looking at and bringing forward the value. Now, men, who I love on occasion. You're right. Have value issue. However, men remember, like the day they're born, they know exactly how awesome they were when they drank their bottle or exactly how awesome they were when they won the kindergarten, you know, soccer game. And I adore that about men. Right? Because owning the value, the two different ways that the brain are wired, I don't have time to go into that. And just the way we as people are hardwired, the value does bring forward. Now, both sides of the fence really do need to break through the barriers and understand value. And it's not always just about results. It usually comes from other places.

Too. That's great. I love that. I love that. And it's especially, I mean, that really is the key takeaway. And it's funny because I hadn't even thought about that until you brought it up, which is, yeah, that you know, your value is not in the, in how valuable you feel to somebody, it's if you know that you can solve their problem, you know that they can. If you know that they can capitalize upon the investment that they're making in you, then, yeah, charge it. I've got a million examples of that. But now I want to jump into some more of the actual advice and the things you give people. So. So, for instance, if you're talking to me, imagine that you're talking to Brad Costanzo right now.

You sound like you've got this down pretty well, that you can. No matter what somebody's doing, whether they're an intuitive healer or a marketing consultant or you name it.

You mentioned that AJ Said that this is some ultimate lead generation stuff. I've seen a lot of stuff and I haven't heard the stuff that you're talking about. What's the kind of stuff that. What are the little knowledge bombs that you're dropping to make people's ears perk up to go, huh? This Kelly girl, okay, she knows her.

Stuff. You rock. Okay, so instead of just a knowledge bomb, I'm going to give one actionable strategy that people can go out right now and land a piece of business. Is that.

Okay? Even better.

Go. All right. So they can hit rewind if I go too fast. So it's going to revolve around leverage. Remember the cul de sac with the avocados? Yep. So, mark, set, go. Here's how this works. Strategy is associations, they're very easy to get to. They typically have three, five, or ten employees. So the decision maker, whether it be human resources, marketing, accounting, or the CEO, whoever's in there, you can get to them very easily. They'll make a decision. One thing that you can do is with the three, five or 10 employees, let's just say five employees. They typically have a membership base of 10, 20, 50,000 members. Those are also your ideal clients. Associations are always looking for educational partners to come in and provide value to their membership. They need to constantly help their members grow their own businesses so that they don't leave their association. They're competing to keep the membership. So how do you do that? First of all, call the association, Let them know that you work with companies as an educational partner and you would like to provide some value to help their members grow their business. Boom. It opens the conversation. You don't tell them what you do. You tell them how you're going to help them. And then here are some methods on how you can help them. You can interview the key decision maker, Brad, just like, what you're doing a podcast. I mean, if you went to an association CEO and offered you to a podcast, that CEO is instantly going to want to do what? Blast it out to his 10,000, 50,000, 100,000 member.

Base.

Oh, by the way. And you can interview the CEO, not only put it on a podcast, transcribe it, stick it on Amazon, Kindler, depending on how big it is, make a physical book about it. And now you've just given that association and the CEO of it something that amazingly.

Valuable. Exactly. Yeah. No, I mean, exactly. So that's one method. But if people aren't doing, like, what you and I are doing right now, they can also provide a blog or an article in the newsletter because that goes out weekly or monthly to that entire membership base. And you just put their little bio box, you know, your little ad slick in there. Another really awesome thing is that associations are always looking for educational partners. Wink, wink. Which is just like a salesperson to do a teleseminar, a webinar out to the base. Now, I will say warning, warning. All right? Do not sell on the first go around. You can say you have three strategies. You're going to teach one and then have them opt in to get the other two, but build the relationship. So it's a fantastic way to leverage thousands of people. I mean, Brad, if you're the CEO of an association, I interview you or I offer to do a teleseminar for your folks or whatever. Of course, I instantly have credibility when you pump me out to your list. So it's great. And then, you know, there's a couple other things that you can do. I won't get into a lot of this, but, you know, there's local, regional, national events. But one of my other favorites is that they have what's called a client appreciation day. I mean, they'll partner with an auto dealer. The auto dealer will set up a canopy and bring cars in and have a barbecue. And the members show up and they give them a reduced loan rate. Well, you can do the same thing. So you can use, literally, their training room or their boardroom and have small groups of.

In their reports, they have the A, B and C business clients. All right? So you can ask them or negotiate with them. I'm, like, going super fast. This is like training in five.

Seconds. Hey, do it. You know, the nice part, if you're listening to this on, like, on podcast apps or whatnot, you can slow it down to, like, half.

Speed.

Right? So, but what's cool is that, you know, you can actually do mini group training. So imagine doing a four hour or a three hour strategy, business strategy kind of consulting day. You can call it whatever you want. And they'll put 10, 12, 15 people in a room for you. So there's virtually no marketing cost. The association will pay for the coffee and the bagels or whatever and you come in and add this value. It's very unique in the market and I am truly hoping that I do not see this launched out on some ridiculous Internet marketing launch. But they won't ever be able to do what we do because there's so much more to do it, Brad. But it's super simple, right? So to me, it doesn't matter. There's business everywhere and money is all around you. There are millions of associations and there are 5,000 live events every single day in the United.

States. And everybody's looking for content, for expertise. They're looking. I personally, I have a podcast. I'm looking for valuable guests. And here you are. You know, I invited you to come on because I value your expertise and now I'm helping to share your message with all of, you know, my listeners. It's very, very similar. This is the association of bacon wrap businesses.

Right? Boom. I love it. I love.

Bacon. Boom. So, okay, so this is cool. And you know, I want to add one thing because I think it's important. I'm sure you go over this, but because I've got a decent amount of experience in creating these strategic alliances as well. One of my favorite sources of business is exactly like that. And like when you said, when you contact these people and you say, listen, I'd love to be able to provide value to your members to help grow their business. The other thing is this value also helps you, Mr. Association CEO, grow your business. How would you like to attract, reactivate former members? How would you like to grow your member base? Because that's the, you know, you hit that selfish thing with them as well as just providing value. They have those selfish things as well. So you let them know so we can provide, like you mentioned it, the client appreciation day. Well, why would a auto dealership or why would another company do a client appreciation day? Because they want those clients to come in and spend more money. So just to the listeners out there, always play on their.

Greedy or I guess their self interest as well as the more, oh, we'll help you help your clients. That's great. But you know what that'll do for you is that'll bring you more business. It's like, ah, okay, So I can use Kelly or Brad or whoever as a marketing tool for myself. Oh, that's genius. Now all of a sudden you really do become a partner and you're not just somebody who's just trying to get your message out there. So it's so, so powerful. I love that. And you're right, so few people talk about that. I never hear people talk about, go to those.

Associations.

Yeah, I mean, I love associations. And I mean, there are actually 17 different profit verticals just like that association happens to be one of them. And then there's 16 others. At the end of the day, it's a business. So I love what you said to your listeners. Hi listeners. Like I love what Brad says for everybody. Right. Which is.

You know, this is a business. I mean, don't be afraid to talk about profitability. I mean, we're not a nonprofit, it's not a.

Hobby. And even if the association is a non profit, they still have goals. What are their business goals? They want to grow their membership base, they want to grow their.

If it's a charity, they want to grow their charitable donations, they want to grow different stuff. So, yeah, find out. And this is true in sales of anything and it kind of leads into the next step, which is in the closing of the deals. But go to find out what they really want and then pitch, you know, then pitch that. So few salespeople ask good questions in my opinion. They just go straight into the.

Pitch. Well, it's such an awkward transition. Right. So what happens is that, I mean, it's a fatal mistake that I think entrepreneur and salespeople make is that they look at the sales cycle and the process as these three or five or seven disjointed separate functions. Because that's what people teach out there oftentimes. And it's two 80s 90s. At the end of the day, there's no such thing. It's a buying process. And what happens is by the time we get in front of a decision maker or contact them because of the Internet, they're already 70%. 70% through the decision making or buying making process. So when someone like us comes in and that decision maker is already 70% through the buying process and we start at square one, it's like, my God, how fast can I grab a dull pencil and stab myself in the eye? I mean, who wants to do that? So that's where people can't close a deal and they go, I don't know what's.

Wrong. So.

What do you think the key is to closing the deal to getting these six figure clients because it's easy to go out and get three and four and five figure, not always five figure clients, but sometimes. What do you think the. What is it that you and your clients are doing so much better or different or more effective than the other stuff you see in the.

Market? Yeah, I mean, I think it's, you know, it's honestly, it's like a combination of things, right? Super high level. I mean first of all, it's, you know, what's your plan and who's your avatar. And people talk about avatar or ideal client in this very esoteric way. But when, you know, when I work with folks and they get super clear on exactly who that client is, it's a fast track to cash, no doubt. Because when you really understand your market and your business model and your ideal client, then it's a matter of packaging and pricing your deliverable to that market. Okay. And once that's done, which is a really relatively quick process, then it's actually tightening up the plan and then going out and making the call or getting the introduction to.

People. So what do you feel has been for both you and some of your clients, the most effective way to make that initial introduction? Especially like what you were saying a minute ago is hit up the associations and that is, that's general putting yourself out there, lead generation and hopefully you add enough value to these people. But what about when you're like, man, I want to go, you've got your sights set on somebody or a very specific avatar person. Do you go direct to them to prospect or do you.

Just. Yeah, I mean, I'll tell you how I closed the MGM resorts in three call close in one.

Week. Now we're.

Talking.

Give it up. So I literally look at. So I'll tell you exactly how I did it in as short amount of time as possible. Okay, I'm having the event, no Glass Ceiling in Vegas in October. I wanted to see what other types of women leaders were in that area. And women conferences. I literally stumbled on them, the MGM and that they do a women's conference internally for their people. And I wanted to see who the stakeholder and the decision maker was. Like, who's the trigger puller that's driving this? It started with curiosity and I did some research on her and she reports to James Marin, the CEO of the MGM resorts. Now they have fast, I'll give it to you fast. They have 62,000 employees, 44% are women in middle to upper level management and they outsource $78 million a year in goods and services to people like you and I. Everything from graphic design and construction to, you know, human resources, leadership, marketing, sales, you name.

It. So they got a $78 million budget a year to hire people, other people outside their company. That's an important thing to realize, folks. So go.

Ahead. Yeah, it's huge. I mean, they've paid out over 1.5 billion and they're very big on diversity. So it did not take me long, I'm saying maybe 20 minutes to kind of drive down into the Internet and see. And I was fascinated. And I said, I'm just going to pick up the phone and call. And I did. I found their, you know, 800 number. I looked around at some other things and I figured out their naming convention. So, you know, sometimes a company will have first initial last name or full name, dot, last name at. So I just figured it out, you know, I mean, it's like not hard. Just look on the press releases. It tells you.

Everything. That's so great. Yeah. So you wanted to find her email address. Right. But you didn't know. Exactly. And you didn't necessarily ask that person. So you did you guess it based upon that naming.

Convention? I guessed it, but I didn't have to. So, you know, we're all busy. Right. So I called, I asked to speak with her. I got her.

Voicemail.

Okay. And I left a message and I said, hi, this is Kelly. I never say my last.

Name. Okay. Because you don't want them to do a bunch of research on their.

Own because they won't remember. They don't care. Like, who cares? People's last name. Right, Right. They'll remember Brad, but they're not gonna remember Costanza.

Necessarily. Plus, you know, psychologically, if you just say, this is Kelly, it may cause her to think, well, if she's that casual in first name basis with me, maybe I met her. Maybe it puts them into, did I meet this person? Do I know them? Maybe I do. Maybe I'll call them.

Back. Yeah. And I mean, she leads the diversity division now. Please don't get me wrong, I was a little nervous. I mean, she was the first black law student in the 60s.

70S.

Wow. She leads a multi trillion dollar company. I mean, this was like, she's a big deal. She's a big deal. And I called, I said, hi, this is Kelly. I help companies to grow their business and help women. I think I said something like, I help women break through barriers to build a better lifestyle and build a fearless seven figure Business. Something like that. Right. Because I had to kind of like adjust it on the fly because I'm dealing with a corporation. And I said, I'm having an event in October, a ceiling. I would love to talk with you not only about my event, but I would love to talk with you about the diversity division and how I can bring what I do into your.

Company. Yep. You went right for her hot button. You knew.

It.

Yeah. And the early research paid off. It wasn't a cold call. I mean, it wasn't really cold. It was maybe cold for her, but it was warm for you because you knew what that hot button was. You weren't just saying, here's what I do, here's what I do. You knew that they had a diversity division and you knew it was important to them, so you addressed it. I like.

That. Yep. And I said, as a. In this particular case, I happen to say, as a former Fortune 100 executive, I wanted to say congratulations for 44% of your organization being mid and upper level management.

Women. That's great. You did that on the.

Voicemail.

Yeah. That's.

Great. See, you know what, Brad? So I don't know, it's like maybe I've just grown enough where time is money for everybody and she'll either get it or she won't. So 24 hours later, I got a phone call from the director of public relations. He reports to her, she reports to the CEO, and he said, I want to talk to you. 15 minutes. I said, that's great. We get on the phone, I said, we have 15 minutes. He goes, yes. I said, I tell you what, we have 15 minutes. If we're here any longer, you're asking questions. I've booked out 90 minutes. And he goes, oh, great. Hour and 15 minutes later, the deal was done. They were impressed at how much I knew about their company, which was really a 10 minute Google. I mean, I wanted to do business with them because, you know, Brad, I believe in choosing who you want to do business with, not because you have to, because you want to hang with these.

People. Life gets a lot easier when you do.

That. Amen, brother. I'm telling you. And then I had a second call with their team, and the third call was with her and the team. And she will be at the event and talking. She's gonna do a 45 minute and we're gonna do a 20 minute fireside chat. And the speakers are required. It's my requirement that they share something in their life where they've had to break through their Own barrier, break through their own glass.

Ceiling. Oh, that's gonna be.

Fantastic. Yeah, so she's gonna be doing that. And I actually did the same thing with Zappos.

Too.

Ooh. Same exact.

Thing. Love.

Zappos. So they're gonna be there too. And same exact formula. So, you know, really, it is at the core. I mean, I don't want to, like, go an hour, but we could, right? Why not? It really is about understanding the result you get. And if you don't have results yet, think about former results, all right? And test it with a small group. Understanding your model, who you want to do business with. And it all comes from that place of want. Dial in your package and your pricing. Understand the buying process.

And.

You know, do a research. I mean, this doesn't take long. And you only need 2, 3, 5 either. Big companies, associations, affluent entrepreneurs. I mean, my NFL clients, you know, obviously are different. My executive mentoring clients for CEOs are different. Entrepreneurs are different. So understand the pricing model and the value that you bring and you don't need. I mean, 10. Let me back up, get all excited. Three, five, 10 clients is a seven figure.

Business. Oh, yeah, you're right. Now, is there anything different that is.

With you when you're actually in the close? Because we've kind of talked about general lead generation and putting yourself, associating with the right leverage points, getting in the door. Once you know who you want to talk to, research, find them, get in there, hit the value propositions, et cetera. So is there anything else that differentiates your style when you're actually there? When you're advising people like AJ to close a $180,000 deal with 50% up front, do you have any. Is there any secret sauce that.

Is. Yeah, yeah, there is. I mean, I think the biggest thing is that first of all, when you get in front of a decision maker, whether it's on the phone or in person, they're there to do business. And people, for some reason, don't they forget that. Right. It's not like you're having people over for Christmas dinner. You're not planning a.

Wedding. They try to get too comfortable and small talk too much or what.

You know, you're there to do business. It's really a 20 minute conversation. So for me, it would go something like this, hey, thanks for your time. You know, we've decked about 18 minutes. If we're talking any longer, you're asking questions and, you know, let's talk about, you know, what we both have, what we can Bring to the table together. If we are a fit and what we need to do to move forward to a yes, that's.

Great. Set the.

Stage. That's the first thing I come out of my.

Mouth. Yep. And I love the. Hey, I've blocked off 18 minutes. If we talk, if we're talking any longer, that's because you're asking me questions. I love that. That's. It's a really good.

Strategy. Yeah. I always use an odd number because it's a pattern interrupt. And 15 minutes means 30 and 30 minutes an hour and people are sick of.

That. 20. Sounds like you just pulled it out of the.

Air. Yeah, right. Atmospheric extraction.

Right? Yeah. Like Frank Kern. I've heard him say rectal extraction.

Method. I know. God, Frank, gotta love.

Him. Oh.

Yeah. But you know, and then I just have the conversation. I'll say, hey, here's with the limited amount of information that I have, here's what I know today. And then I take 90 seconds and then let them talk, listen more. Ask them, what's the biggest challenge in your business right now? Let them talk. If you don't make a change in the next three to six months, how's that going to impact your business? Like if you're talking to an entrepreneur or how's that going to impact your company or other departments? If you're talking to a company. Great. What do we need to do to move forward to a.

Yes?

Yep. And I tell people, listen. So, Brad, this is important, right? Time and value are one on one when it comes to working with anybody, whether it's an entrepreneur or a key decision maker. Because if someone makes a thousand bucks an hour. Right. Eight grand a day, let's say, for easy numbers, and they give 30 minutes of time to either one of us, they're basically giving us $500 to listen because of their.

Time. You're.

Right. So I think people need to honor that. So it's like the thought of spending more time, less is more. So I literally tell them, listen, you know what, you know, ultimately our goal is, let's see if we want to, you know, move forward together to a yes, and we'll come to an agreement of a fast yes or a fast no or continue the conversation. And they're like, wow, that's great. And I said, yeah, there's nothing worse than the forever.

Maybe. Yeah, you're so right. You know, that kind of brings up the. One of my favorite books on negotiation is have you ever heard of start with.

No? Yes, I.

Have. Okay. Yeah. Have you read it? Start with.

No.

Yes. Have you ever read.

It? It's been a.

While. Have you read it or have you just.

Read. It's been too many years. I shouldn't even say.

That. So I don't know if you've read it, but. So he takes. He goes. To great pains, the author. Does I forget his name to.

Discredit the start with yes or the win Win. Just getting to yes. I think it's getting to yes. Is that strategy? Because he's like, look, a decision hasn't been made till somebody says no, first of all. So he goes, I'll start with no. Like, listen, I'm going to end. This also helps to ease them and put them in a comfortable zone. Something of the nature. Like, listen, I don't know yet if what I have to offer is going to be valuable to you or not. So I want you to feel free to tell me no. This won't work for me. Not under any circumstance. It's not going to work. That's okay. Feel free to tell me no. That being said, here's what I've got. So you kind of put them at ease, telling them, I'm going to give you permission to say no and tell me to take a hike. I love.

That. Gym.

Camp. Gym, camp. Boom. Yes, exactly. And I love that. And I also love the fact that, you know, like you said, look, I'm going to put you at ease. It's only going to take a little bit of time. And what's it going to take to get to yes. Because you're going to basically tell them, what's it going to take to. How do I need to sell you? You tell me what you need to hear. And a lot of times they will. That's kind.

Of. Yeah. I mean, and there are times when I'll have a conversation with a client, and if this is rare, but if it does happen and they get very demanding, I always keep it in a partnership style of we're working together. The minute it changes to a price negotiation and I'm a vendor, I'm.

Out.

Yeah. Because it's no fun. It's like, wait a second.

The only person I'm going to answer to is my husband and my kids when they need me, not some company. And I also, by the way, manage expectations.

I do. And I tell them in the process. I said, listen, before we move forward, I do want you to know I do not work Fridays. I'm a football mom. I'm super involved in the high school. We're a Division 1 team. My husband played in the NFL, so we are like football. I think I played in the NFL in a former life. Right. And they dig it. They're like, oh, God, I wish I could do that.

Well. And they know you own your value, you own what's going on in your life, and they respect that because you're not just willing to lay down and placate. They know you're serious. They know you've got, you're not desperate as well. That's a very, that's a very important thing in any kind of sales and negotiation. So what do you think? You know, I kind of want to. I want to. As we're approaching the tail end of this, and I want to get into the women's conference, the no glass ceiling in Vegas that you're going to be doing, which everybody needs to hear about this and check out the link on the, you know, in the show notes. But what do you think is the, really the biggest challenge? What is the overall biggest challenge to your entire process that people end up facing besides, you know, once they get past the okay, I'm not good enough. What is the biggest hurdle to.

Overcome? God, that's like asking me which one of my boys I like.

Better. And it's kind of probably.

Harder. Depends on the day.

Right? Depends on the day. Depends on the. Exactly.

Depends on the shape of his.

Room. Right.

Right. Well, it probably depends on.

The client that you're dealing with, et cetera. Let me ask you this, let me rephrase it. What's your biggest challenge in business right now? We all have challenges that we're working to solve. And maybe when you tell me, maybe I have an easy solution, maybe not. But let's see, what is your biggest challenge right now.

Kelly? Yeah. So you know what, it's great that you worded it like that because I'm going to say, you know, the biggest challenge that I see a lot of other people have is landing a higher paying client and understanding the sales psychology and the buying process first. Really truly understanding how to get higher paying clients and affluent clients, you know, because everybody wants.

That.

Yeah. And then secondary is, you know, the mindset, the marketing, the sales and the money that all falls into those buckets. Now, for myself, my biggest challenge, gosh, I mean, we are growing. We are in a no glass ceiling.

I've owned the domain name for 14 years. I've put it up, pulled it.

Back. I was gonna say that's a great domain name, by the.

Way. Thank you. I mean, it really was a vision of mine. Actually, 20 years ago, put it on hold. My mom said, you've got to do this. And a year later, she died in my arms. I was eight months pregnant with my first.

Son. Oh, my.

God. So I put it on hold and then, you know, 14 years ago, put it out there, pulled it back and I was scared. Everybody goes, you could not be scared. Yes, I am human. Everybody, you know, it's like, what will people think? What if it doesn't work? What if it does work? What if I did? So this year on my mom's birthday, I pulled the trigger and launched it. And it has absolutely taken. That was January 9th, really launched in May. Our event is, you know, 75 plus percent sold out. I'm speaking at the United nations in.

November. Wow.

Congratulations. Yes, thank you. Lots of strategic alliances with huge companies like Freddie Mac, Fannie Mae, MGM, Zappos. I mean, they sent one email and had 80 women show up and say, yes, we want no glass ceiling as an internal event. So for me, my biggest challenge right now is I'm in this incredible growth and it's the right growth. And so I am now leveraging out my team infrastructure. So phase two of team. I have team. But now it's like, we need team on.

Steroids. Yep, yep. Getting them operating like a well oiled.

Machine. Yes. And.

This is really odd. I can't. It's like sometimes it's like looking back at your high school picture and saying, is that me? It's like I look at the business right now and go, wow, is this happening? Because the volume of opportunity, the right opportunity is literally like just, it's just pouring in and we're meeting the demand and it's an honor. It's. I could go to heaven tomorrow and say I did the right.

Thing. That's amazing. Yeah, that's a great feeling, isn't it? I think we all kind of strive for that moment. Like, oh, I want happiness in my life. What is that so esoteric? Is it money? Is it this is it. That is success. How do you define it? But I think at the end of the day, what you just said is really what it's about. Do you feel as though the work you're doing is so good that.

If I die tomorrow, no regrets? I did, like, I'm, I achieved kind of what I'm proud.

Of. I worked my ass off. I don't know if I'm supposed to say a bad word or not, but I did. And you know, we did seven figures in five months and I've done that Several times before with other businesses. So you know, I did obviously know how to do that. But you know, it's great. I mean it's been fantastic. I mean the biggest piece right now is we have just expanded the room and we would love to have more people attend the event in.

October. Cool. So perfect segue because I want to ask you about the event. I also then want to kind of finalize this with the other deliverables that you do because it's not just events. I know you've got everything, I'm guessing from home study to in person, coaching, group, whatever, but I want you to explain that. But first let's talk about this all important event as it comes up in October. So name of the event is no.

Glasses.

So no glass ceiling. Women's conference for women and cool.

Men. Okay. So guys. So guys can come. You're not discriminating based on genitals, are.

You? No. In fact, 35% of our attendees right now are.

Men. That's so smart of guys because it's like hey, I want to go hang out with a bunch of.

Women. So I'm telling you where women go, men will follow. We are a 19 trillion dollar market so I'm going to teach how to tap that market. So men should be.

There. I love.

It. Yeah. So 10-9-1011 at the Ingenium you said or.

Where'S. Pardon me, which.

Hotel? It's at the Hilton Resort and Spa. It's a former Ritz Carlton in Vegas. I've negotiated a stupid low rate and yes, and so we have some incredible speakers. Kam Mirza, billionaire entrepreneur will be there. Sharon Lecter from Think and Grow Rich. Jenny Hot, Google calls her the highest paid multimillion dollar blogger in the world. Lori Taylor, Top 10 Social Media Female in the world. And.

Then. Yeah, you're a really slow talker though. It's hard.

To.

I'm sorry. And of course my.

Son. I love Lori, it's.

Just. Yeah, oh yeah, she's right. Now I sound like Lori as fast as I'm like talking. But yeah. And so then of course I'll be there. Really? MGM and Zappos of course will be there. And we have a couple of other surprises. It's not a multi speaker, it is not a pitch. This is a no pitch event. No fluff. This is come learn breakthrough barriers. Walk out with your plan for a six or seven figure business on landing high end affluent clients. Whether they be entrepreneurs, small to mid sized companies or corporations.

It's deep learning. Usually 65 to 70% of my attendees land six figure deals in 60 days or.

Less. Wow, that's great. There's not a lot of events that.

Can. Right. And I should say that I want people to get results in advance so it's not just an event. So when someone does register, they have 10 modules of everything that we talked about today. They get all of this for free in elite business mastery. And I'm doing live Q and A calls in advance. So that's. We have people landing 1, 2, 3, 4 clients every week in.

Advance. Wow. By the time people show up, they're gonna be testimonials, not just, you know, not just.

Learning. Right. Well, what I want is for people, I mean that would be cool, but I really, what I want for people is go through the training in advance. Go land deals in advance, show up at the event and do deals at the event and do deals at a different level than you would have if you just show up at an event.

Right. Well. And the people there, the exact kind of people, people that you potentially be doing deals with, I mean it's probably people like you said, who've already got some degree of success and are looking to break through that ceiling.

And all the best deals of my life, best relationships have come from events, bar none. I mean I met you at an.

Event. Exactly. I mean we will do. These are six, seven, you know, eight figure earners and you know, people that are on the road to six figure is totally great too. And we have some of those folks as well. I'll take Desire over an MBA every day of the.

Week. Oh yeah, I.

Agree. And you know, we'll do a lot of cool. I'm creating an ecosystem within the event for some cool networking. And then the ultimate sales edge is a home study program.

It will have.

An event that I'm going to do also with it this May. But yeah, ultimate sales edge, Elite business mastery. No glass ceiling. And then of course the mastermind, my mastermind is.

Accelerate. That's great. You know what I love about you, Kelly, also on this is there's so many people in the world of consultants and trainers and information marketers, just this industry that we sort of swimming a lot who are kind of faking it to teach people. But like you said in the beginning, you've been there, you've sat at the tables of Fortune 100 companies. You know what it's like on the other side. You've built.

Six and seven figure businesses in multiple different industries and you've performed at very high levels. So it's not like you just kind of either stumbled into it recently and then all of a sudden decided that you want to be an expert and teach other people. You've got the chops, you've seen it, You've kind of seen the, you know, you've seen the mistakes and the roadblocks and the obstacles that are in the way. And a lot of times, you know, that's really where I believe that people, when they invest in education, mentorship, you know, building their skill sets, that's what they need the most of. It's. You can get great education of what to do, the basics from a book, you know, $10, $12, but you don't get the wisdom. You get the knowledge, but you don't get the wisdom. You don't really understand how to navigate the minefields of business and opportunities. Especially when an opportunity comes up and you're like, okay, I'm ready to capitalize on this, but man, I've got some questions. I don't really know what to do. Good luck getting an answer out of that book necessarily. That's where having not only a mentor or a relationship with a person like yourself, but the relationships that you get from attending events like this come in. So helpful. I know. I can't tell you how many times I've called on people I've known, whether they've been paid mentors of mine or friends or people that says, hey, I've got this, I need your help. But I did that because I invested in myself either getting myself out there meeting people or paying for.

Mentorship. Yeah, I'm pretty vocal. I don't subscribe to the self ordained mastery. I think it's a bunch of bullshit. And I definitely have failed my way to the top. And I do know where the minefields are. And I agree with you. I mean there's know it alls and there's learn it alls and then there's a blend in between. Right. I did want to. We'll have a special link for your folks for $1,000 off of their.

Registration.

Seriously? Yes. So it's so.

Generous. You didn't tell me that before. That's a surprise. That's sizzling.

Hot. I did it. I did it this morning. I put together a page. It's noglassceiling.com private and it's 4.97 instead of 14.97. And we're in early bird. The tickets are going to go to two grand, so that 497 is for your.

Peeps. That's fantastic. So $1,000 off. And the event is what, two or three.

Days? Yeah, the event is three days. 10-9-1011, for 497. And they get the 10 modules and the live Q and A and a post event. Live Q and a and three days to literally dial in their business.

Wow. And $1,000 to get to blow in Vegas at the craps table if you want or whatever. That's really amazing. And the value on that is fantastic. And it is true. People who are going to the event, it's not just the cost of the event, they're investing their time away from their business or their family. They're investing in potentially a hotel or gas or airfare or whatever. So that's amazingly generous. Look at that thousand dollars as you. You just basically paid for all of their travel and hotel.

Expenses. Basically, yes. I paid for all their travel and hotel, basically. But also with the pre event training and elite business mastery, I want them to be able to at least double or quadruple or 10x their business before they even show up. So that they're in the green. I call it. Forget the black and the red. Let's get in the green. Let's have some extra.

Money. That's amazing. And guys, listen to this. I'm not making any money off of this. I'm bringing this to you because I, I really think, you know, Kelly's material is amazing and I think you should learn from her. So this is not, this is not an affiliate endorsement. I, you know, this is, this is for you. And it is really, really generous of you to do that, Kelli. I appreciate.

That. Yeah, I would love to have you at the event. I know you're looking at your.

Schedule and.

I'll definitely try to, you know, I'm going to be in Vegas for War Room Mastermind in like the week before, like the 28th through the second. Hell, maybe I'll just spend a couple weeks out there. But yeah, you know.

What? You and I are only a three hour.

Drive. Exactly. Exactly. It's not too far because you're up in the Orange.

County. I'm in Orange County. I'm right near Laguna.

Beach. What are you driving out there to get out there in three hours? I think it took me four and a half or five last.

Time. I take the tall road. Yeah, I take the toll road. So really it's three and a half if I don't.

Stop. Maybe it.

Is. I wonder how for you it's a little further because you're coming out of San Diego a little.

Bit. Maybe I'll drive my R8 there and it'll be faster.

Now this is really, really cool. So what was that website again? Was it noglassceiling.com.

Private?

Correct. Cool. And then your other websites, like, if they want to, like, okay, I want to find out a little bit more about Ms. Kelly. So just general noglassceiling.com is one and then your other. Do you have another website you want to direct anybody.

To? Yeah, definitely. Please go check out kellyfiedel.com so K E, double L, Y, F. Like Frank, I, D, E, L. That's.

Fantastic. And you know, guys, the nature of podcasts and shows like this is they live on the Internet forever. So let's just say it's after October. You're listening to this around Thanksgiving time or whatever, and it's not, you know, the event is over. I guarantee she's probably going to have some more. However.

Like you said on noglassceiling.com there's places to get home study courses, there's places to get the things that they can do at the comfort of their home. They don't have to travel. Is that.

Correct? Yes, but actually, I totally forgot we have a free membership. So anybody that goes to no glass ceiling or noglassceiling.com private, there is a button on there and just get your free membership. There is a ton of free training, interviews, all sorts of really cool stuff back there. I mean, I am a firm believer in giving people the tools so that they can really move the dial in their business. And then I'm all about leverage. You know, I have corporate sponsors that pay for this stuff so that my entrepreneurs don't have.

To. Yeah, that's beautiful. That's a whole nother.

Podcast. That's a different.

Podcast. Oh, yeah, no, it for sure is.

One of the last questions. Who are some of your mentors? Who are the people who've kind of made the, you know, the biggest impact on your business and life? Who have you grown for, who you want to give kind of thanks to in that.

Area? Oh, wow. Well, you know, first I would have to say my parents. I mean, they divorced when I was three, but they kept in touch and they were both really good. They're both gone. But my dad had made millions and lost millions, was an entrepreneur, and he did a lot of things wrong and a few things right. And my mom was also an amazing entrepreneur, but she worked in corporate and just broke through every possible glass ceiling and took a lot of hits. She was a manager. That was kind of it. But she really taught me the art of selling and the elegance of being a woman. After that, I had some Fortune 100 mentors who were amazing. Jay Fuchs was a great mentor.

Of course, today. Com Mirza, who does 3 billion a year, 20 companies in seven countries is phenomenal. You know, we've carved out no glass ceiling to 20 million next year and 50 million in a five year plan with a lot of the stuff we have going on. I do talk about it at the event. I don't care if people want to know, fine. It's like it's not, you know, a top secret thing. It's a.

Business.

Right? So, yeah. So I would say today. And then of course, a lot of mentors that don't know that they're mentors. Brad, I learn from you all the time. I'm not just saying that because we're on here, because I would just say nothing, but I think you're brilliant. You definitely create a pattern interrupt in the industry because yeah, while everyone's going left, you go right. Just.

Internet marketing or any of the traditional vehicles on how people do business. You understand big business in a bigger way and you're able to. What I love about you is that you have an incredible deep knowledge. We have similar backgrounds and you're able to bring that big fat deep knowledge and things that are complex, bring them down into a simplified process so that people can understand, take action and get results really quick. And that's what I dig about.

You. I really appreciate.

That. That's why I said yes.

Too. Cool. I really appreciate that. Because it's so often, like we talked at the very beginning, it's so often. And it's hard to know your own value and how other people see you because we all see ourselves one way and sometimes we think of our.

We don't realize that. I'm actually reading a book right now. I'm halfway through it. I think Dan Sullivan wrote it, Unique Ability for that exact reason. It's a great book. You can get it on Amazon or Kindle. And part of that is asking other people, what do you think my unique ability is? How do you see me? Because you'll oftentimes be really, really surprised. But I'm glad you recognized that because it makes me feel really good. I appreciate.

That. Well. And you know what, Brad? I'm gonna say this too, okay? You are a good person at the core. And I have the ability to see that in people right away. And I love your.

Dog. Did you see the picture on Facebook? He's learning to read. He's Learning to.

Read? No, you rock. I'm a.

Fan. Well, thank you very.

Much. I'll quote you on that.

Definitely. So Kelly, thank you very, very much for being on the show. Guys, run out to noglassceiling.com private and actually if you go to noglassceiling.Com registration you'll see other people pay $1,495 for this and Kelly is paying for she's giving you $1,000 out of her own pocket in order to pay for all your other expenses, etc. So that you have not only no glass ceiling but no excuse not to go check her out. I am going to juggle my schedule around and see if I there as well. So if you're listening, you want to meet me, God forbid. This may be an opportunity. I can't promise but I'm going to try.

And.

Go back listen to this a few times. I don't transcribe every single episode. I'm absolutely transcribing this one and I'm going to make it available to people a link here in the show notes because I think there was so much valuable advice that just came out of the this and it really needs to be shared. And I think if people take this and learn from it and get out there, they can literally change their life with one deal. A lot of people have value to offer and they just don't know how to kind of get it in the right hands. One deal not only can inject some much needed cash into your bank account depending on where you're starting at, but it can also give you that much needed vote of confidence in yourself to go out and wash, rinse, repeat and do it again and again and again. Now if you enjoyed this show, well actually if you didn't enjoy this show, you're brain dead. If you did enjoy this show, let me know. Send an email to askbradbaconwrappedbusiness.com Tell me what you enjoyed the most about it. If you'd like a second opinion on what you're doing right now on how you can grow your business, if there's anything else or if you'd even like to share your own, I guess, bacon wrap business strategy tactic. If you think you'd be a good, good guest or if you have any other guests that you think would be in the same league as miss Kelly Fiedel over here and you think, Brad, I'd love to have you get in there and extract the information as well, let me know. That's a great way to reach out and contact me. I also love those itunes reviews. We're a top ranked show on itunes and it's only because of you guys. Takes only a few minutes to run over there and give me that five star if you think I deserve it. I read every single one of them and I love each and every one of you guys for doing that. Until next time. Kelly, thank you so very much for being on the show. I know I learned a lot and I can't wait to get this out to the.

Public. You rock, Brad. Thank you so much. My honor. I'm serious. I had a great time. I had a lot of fun and I appreciate.

You. Awesome, Kelly. I appreciate you.

Sam.