How to Clearly Communicate What You Do So People Actually Hire You

This podcast is sponsored by Granola. Granola is an AI-powered notepad built for the way real people actually meet. You can try it totally free for 3 months. Just head to granola.ai/earn. Shopify, try the e-commerce platform I trust for Glossy. Sign up for your $1 per month trial period at shopify.com/happy. Indeed, need to hire? This is a job for Indeed-sponsored jobs. Just go to indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Rella. Go to getrella.com and start your 14-day free trial. Use code EARN for 10% off your first 3 months and see why social media teams are ditching the tool Chaos. The difference between somebody who's gonna make it and somebody who's not is the decision literally to say, I belong in every room that I'm in. I belong in this room. I am the expert in this thing. And you have to just keep saying it over and over to yourself because It's not like you wake up one day and you're like, oh, I think I'm the master. I think I'm the expert. It's like you have to start saying it and then you rise to the occasion.

And we're back with another episode of He Said, She Said. We're not just back. We're back after performing our Elite Entrepreneur Mastermind all last week. And you guys, it was fantastic. Now, we took a big risk. We totally changed the format from what it's been the past 9 years, and we still blended the whole group of 30 business owners, but we also split them up into Cohort A, so 15 businesses, and Cohort B, 15 businesses, and added basically a whole nother day of classroom. So Cohort A got 2 days, Cohort B got 2 days, and then we, we sort of mix them up in the middle so that they could still meet each other and collaborate and all that stuff. And while it was probably a lot more work for you and I and the team, it was a smashing success because there's not a single business owner that I don't feel like I got to know significantly more in the first in-person compared to any other in-person.

Yeah, I feel like I got to sit with every single person, have a conversation with every person. I can tell you what their business is and what they're doing and what their goal is. And I did not fully get to do that last year, which last year was amazing, but when you put a big group together of over 40 people, it's tough to specifically get to know everybody in the short time that you have together.

Yeah, it really is. And just to remind you guys, this is the mastermind where everybody is typically a 7 or 8-figure earner, or they have a 7 or 8-figure business. There are people in there who are at the $500,000, $600,000, $700,000 mark because you have to be at $500,000 revenue or more to even apply for this mastermind, right? And by the way, we're not selling you anything because this mastermind's totally, you know, sealed up for the year. We only enroll it once a year. But the reason why I share who's in the room is it's totally related to the message that we're gonna talk about today. And that is, despite their success, despite the 7-figure earners, the 8-figure earners, all the talent in the room, all the best of the best in the room, almost every single one of them was not good at messaging what they do or positioning them at the top of doing what they do. And it's really hurting their business. It's really creating a lack of clarity. And you guys might have heard us talk about this or teach about this in the past, but the first thing that we tried to like get them to understand is you've gotta be clear, not cute. My brother says this all the time when he teaches digital marketing, clear, not clear, not cute. People have to know how to find you. That's clear, not cute. People have to know how to refer you or you're missing out on half your business. Clear, not cute. People have to know how to Google search you or pretty soon, you know, chat search you. And to do that, you have to be clear, not cute. Like you can't be a, you know, unicorn body amplifier who helps fellow potential unicorns find their light again. Like, I'm sorry, nobody Googles that shit.

No.

And nobody re knows how to refer you when that's right. I, I feel like we've gone through an era where people felt like they had to get so niche or so creative or stand out so much because of how busy social media is.

Something so different. Right. And people don't understand that.

And, and here's the other thing why people aren't clear typically in their messaging. And we're gonna teach you how, don't worry. But people feel like they want to move on from what they're known for. This happens in the Elite Mastermind all the time. People are in their 3, 4, 5 years, they're like, I'm kind of bored of being this expert. I wanna be known for something else. And then they start to put decorations and frosting all over what they do, and then people don't even know how to introduce them or tell 'em what they do. Like, you are a leadership expert who uses Enneagram, period. You don't have to sex that up. Mm-hmm. Or you are a digital ads expert for 7-figure-a-month businesses. You don't have to dress that up. You want it to be crystal clear on how somebody would introduce you.

Yeah. Everybody in the room kept on referring back to Mel Robbins because she has Just decided to go so deep on basic personal development. Like, she teaches you how to count backwards from 5, the 5, 4, 3, 2, 1 method, you guys, over and over. And now let them theory. And then the high five yourself in the mirror, like entire books on each one of these things. An entire book on let them. Every chapter is why you should let them just live their life. The 5, 4, 3, 2, 1 method. Every chapter is on how to count backwards, 5, 4, 3, 2, 1. On her other book, The High Five Method, is literally how to high five yourself in the mirror and speak positively about yourself. An entire book, you guys. And you think that when we are putting out content that every single thing has to be new, has to be fresh, has to be a new idea. People can't wrap their brains around that at all.

Okay, so that was the first problem is people aren't being clear or they can't say what they do in a clear way, and it's really causing a lot of marketing problems for them. That's the, The biggest problem, it's causing marketing problems for you if you can't say what you do in a clear sentence. The second problem that presented itself, and by the way, we're gonna combine these two in a minute for you, is that people had a really hard time positioning themselves as the best or the top or an expert. And we had Leanne Lopez Mosley come speak and she unapologetically positions herself as the best. Lori, I'll let you kind of explain like how her positioning was so impressive to the room.

Well, I think you just literally have to take that stance. It's not like one day you feel like the absolute expert. It's that you have to embody it and you have to say it first. And I do believe that when you start claiming it and saying it out loud, that you have to rise to the occasion. It's kind of like you don't necessarily feel like you belong in that room with those 7 and 8 figure entrepreneurs, but when you get in there, you have to decide that you belong there. And the difference between somebody who's gonna make it and somebody who's not is the decision to decide, like literally to say, I belong in every room that I'm in. I belong in this room. I am the expert in this thing. And you have to just keep saying it over and over to yourself because it's not like you wake up one day and you're like, oh, I think I'm the master. I think I'm the expert. It's like you have to start saying it and then you rise to the occasion.

The All In podcast, which is my favorite podcast right now, and they're always top 10, top 20 in the world. But in their intro, they always say the world's number one podcast. And they were saying that long before they were the world's number one podcast. It's not the world's number one podcast. Because if you don't say it about yourself, nobody else will. If you don't believe it about yourself, nobody else will. And by the way, how do you judge the best? How do you judge the top? Do you know how many different types of rankings there are for things? At the end of the day, you have to be able to go out there and market yourself as I am the top blank. I am the best blank. We had John Bowles come speak as well at the mastermind. And he did these awesome marketing working workshops for them. He owns an incredible marketing company called Avintiv, and he does marketing for Rolls-Royce, Ferrari, Lamborghini, like the Kardashians, really cool brands. And he does it, or he's able to get those accounts because he says he's the best. He literally walks in a room and he means it when he says, oh, we are the absolute best for CPG. Oh, we are the absolute best for automobile marketing. And he believes it in his core. And that's why they're like, all right kid, we'll give you a shot. You know what I mean?

Mm-hmm.

And they do. And then it turns out great. And so if you're not positioning yourself this way, why would somebody hire you? They're gonna go hire the person who's on the internet saying they're the best. They're gonna hire the person on the podcast saying they're the best. They're gonna hire the person on Instagram saying they're the best, and they're gonna skip over you. As a matter of fact, you might put it on the radar and then they're gonna go look for the best. Like let's say it was peptides. You might say, oh, I am a peptide coach. And people are like, oh boy, I hear a lot about peptides. I should research it. and then they're gonna come across someone who says, I am the number one peptide expert in the world, and that's who they're going to learn from. Okay, so what do these two limiting beliefs have to do with each other? Or what do these two big gaps in your marketing have to do with each other? Well, you have to put them together into one sentence and all of your marketing, all of your messaging, every referral, every Instagram, whatever has to revolve around it. And there were some people struggling with it in the room, so I just gave 'em an easy fill-in-the-blank sentence. I'm gonna give the same fill-in-the-blank sentence for you and it's a starting point. It's a place to work from. And it's this: I am the top blank at helping blank achieve or get blank. I want you guys to jot this down. I'm going to talk slowly. I am the best, or I am the top blank at helping, or you could say for blank achieve or get blank. I'll say it one more time. I know this is redundant. I am the top or I am the best blank at helping or for blank achieve or get blank. So let's give you guys some examples. You might say, I am the top hormone expert at helping women over 40 find their energy and drive again like they're in their 30s. Right? That's very simple. That works in the, I am the top blank, in this case hormone expert, at helping who? Women over 40, helping them what? Find their energy and drive again. Or another one might be, I am the top digital ads buyer for beauty product companies, helping them get to their first 6-figure months.

Mm-hmm.

You know, it's interesting because If you are uncomfortable positioning yourself this way, it's usually because you haven't worked on this messaging.

Mm-hmm.

You haven't sat down and done an exercise like this. Okay, I'm gonna fill in the blanks and I'm gonna repeat it to myself 1,000 times until it feels comfortable coming out of my mouth.

You know that moment when a meeting ends and someone says, let's remember to circle back on this next week. Everyone nods, but no one writes it down, and next week rolls around and everyone forgets. That's why Granola exists. Granola is an AI-powered notepad built for the way real people actually meet. Here's how it works. You take rough notes like you normally would, and in the background, Granola securely transcribes the meeting. Then it turns everything into clean, structured, actually useful notes when the meeting ends. And the best part is that Granola works through your device's audio, which means it integrates seamlessly into the video conferencing tools you already use, and there's no setup and there's no awkward bots. It's just your normal meeting with superpowers. So you get to actually listen instead of frantically typing every word and still walk away knowing exactly what was decided, who's doing what, and what comes next. And I have to tell you that before using Granola, my meetings were very much the classic entrepreneur chaos where I jumped from mastermind calls to team meetings to partnerships, scribbling notes everywhere, then spending extra time afterward trying to piece together action items or remember what we actually decided. So the first time I saw Granola's notes after a meeting, I was honestly shocked by how organized and complete everything was. It felt like getting my brain back. Now I can actually stay present in the conversation instead of worrying about capturing every single detail. So if you're in a season of big vision, big conversations, and a lot of moving parts, Granola makes sure nothing falls through the cracks. If meetings are eating up your day, Granola is a no-brainer. You can try it totally free for 3 months. Just head to granola.ai/earn. That's granola.ai/earn to get your time back. Get 3 months free at granola.ai/earn. Earn. Starting something new isn't just hard, it can be terrifying. I remember right before I launched my first business and even this podcast thinking, is this really the right decision? What if this totally bombs and nobody listens? What if no one buys anything? And the doubt got super loud, but choosing to do it anyway was one of the best decisions of my life. And having the right tools underneath you helps that jump feel a whole lot safer. Shopify is the commerce platform behind millions of businesses around the world and 10% of all e-commerce in the U.S., from brands just getting started to household names. And it's what I trust with Glossier. With hundreds of ready-to-use templates, Shopify helps you build a beautiful online store that matches your brand's style. It's packed with helpful AI tools that write product descriptions, page headlines, and even enhance your product photography, which saves you so much time. You can tackle everything in one place, inventory, payments, analytics, and more. No juggling platforms, no tech overwhelm. And if you're wondering, what if I get stuck? Shopify's award-winning 24/7 customer support is always there to help. Plus, that iconic purple Shop Pay button gives you the best converting checkout on the planet, helping boost conversions and turn more carts into real sales. It's time to turn those what-ifs into. With Shopify today. Sign up for your $1 per month trial today at shopify.com/happy. Go to shopify.com/happy. That's shopify.com/happy. If you've ever run a business, you know the workplace chaos is real. I'm talking deadlines slipping, someone's out sick, your tech decides to break mid-launch, and suddenly you're doing 3 people's jobs. Like, I'm totally cool, I'm fine, don't worry about me. And in those moments when you realize you don't need another person, You need the right person. This is a job for sponsored jobs. And if I had to hire for my team right now, I wouldn't just post a job and hope that the right unicorn magically finds it. I'd want someone who understands our pace, can handle the chaos, and has the exact skills we need, whether that's editing, ops, social, or customer experience. That's why I'd use Indeed sponsored jobs because it boosts your job posts in search results so you can reach quality candidates. Who actually match what you're looking for, like specific skills, certifications, or even location. And with sponsored jobs, you only pay for results. People are finding quality hires on Indeed right now. In the minute I've been talking to you, companies like yours made 27 hires on Indeed according to Indeed data worldwide, which is wild and also exactly the point. When you need the right hire, sponsored jobs is The solution: spend less time searching and more time actually interviewing candidates who check all your boxes. Less stress, less time, more results. When you need the right person to cut through the chaos, this is a job for Indeed Sponsored Jobs. And listeners of this show will get a $75 sponsored job credit to help get your job the premium status it deserves at indeed.com/podcast. Just go to indeed.com/podcast right now and support our show by saying you heard about Indeed on this podcast. Indeed. Indeed.com/podcast. Terms and conditions apply. Need to hire? This is a job for Indeed sponsored jobs. Yeah. And for some people, this exact sentence isn't gonna flow in this exact order. You're just hitting the 3 points. So however you wanna say that, because here's what I see all the time. Yeah, but this doesn't quite work for my business if I say it like this. You're just filling in 3 things. It is, you're the top at what? You help who and how do you help them? You're the top at what? You help who and how do you help them? It actually doesn't matter what order that goes in because for creatives, I swear this is the number one thing that gets people so stuck is exactly how to say this sentence so that it's easy. And then another thing in the room that we really talked about is having that sentence introduce you in all of your emails, in every single video, like a very quick tagline. And we use the example.

Of Vivian Tu, and her tagline is, in every single Instagram video, she'll say, this is your rich BFF, former Wall Street girly, helping you with blah blah blah. And so now everybody in the room— matter of fact, I said, I go, who knows, who can name this person? And I just said that sentence, and everyone in the room could name it.

Mhm. So if you look at the people who are at the top right now, they are literally putting their description of what they do and who they are in their caption. Probably like 3 out of 5 times. And in all of their videos, they're introducing themselves as something. And if it's not in all of their videos, it's in most of their videos. So we use quite a few examples. Like we looked up people who are at the top right now. We're like, look at that. They are branding themselves. They are saying this line over and over, whether they believe it or not, or whether they were at the top when it started. That's how you get there.

Yeah. So listen, you guys, it's the combination of Positioning, or you could say posturing, plus the clear messaging. It's the combination of posturing yourself or positioning yourself as the expert, plus the clear messaging of what you do that will change every single thing going forward for you. It'll make your marketing so much easier. And that's why we always say, you've heard us say it on here before, we have the absolute best mastermind for people between $25 grand and $500,000. That helps you by having a coach for every single business discipline that you could possibly need, that you get to use as much as you want for free. And that's Mentor Collective Mastermind, right? We position it as the best and we believe it is. I don't believe there's a better online mastermind out there. Period. Period. Because you get unlimited coaching from all the coaches you would hire with your own money, but we spend it on them instead. That's what makes it the best.

Mm-hmm.

So by the way, if you wanna check that out, go to loriharder.com. Mentor. That is loriharder.com/mentor. All right guys, thanks for listening. Make sure you work on your statement, posturing yourself as the expert, plus clear messaging so people know how to introduce you.

And we will talk to you next week.