MoversLIVE - #AskSally: What do you wish you would have done diffrently?

Hey everybody, so good to see you. Welcome, welcome, welcome to another Movers Live. I pop in here once or twice a month, sometimes more, sometimes less, depending on The state of the world, the state of my world too. So I'm so glad that you are here. We are going live right now in 3 different places. We are going live into the Facebook group. Hello, Move Your Audience Facebook group. How are you? I'm going live into YouTube because that can happen. Hey YouTube, how's it going? And hello to LinkedIn. It's great. To see all of you, and I'm really excited about what we are going to be doing today because I got the question. I've been doing some Ask Me Anythings, and even after, like, there's been a lot of questions, I haven't been able to address all of them. And one of the questions was like, if you had to start over, how would you do things differently? What would you do differently? What are some of the What are some of the biggest mistakes that you have made along the way? And I really appreciate this question because I have made a lot of mistakes. Of course, everybody does. People don't necessarily think that or assume that because what I hear all the time as I'm moving out in the world is, Sally, you're really killing it. Way to go. And I appreciate that. I love compliments. I appreciate that. But I'm also— it's also really hard. I've also learned a lot along the way and am still learning. So it's not like I've got this all totally figured out. But looking back now as a speaker and a coach, I go, oh, wow, I really missed out. I really took the long road. On some of these things unnecessarily. And it's so fun to take those mistakes, take that like really hard-earned wisdom that I wish I wouldn't have figured out or learned in this particular way, and offer it to all of you so that you can get to where you want to go faster. You don't have to take the long road like I've been taking. You can do it faster. So I'm going to share with you 3 of the biggest mistakes that I have made along the way. And, uh, I want to let you know that if you are here live, just— I've got to pull up my little thing here, but, but just throw a question in the comment section if you've got one. Hopefully I will see it. Sometimes there's a little bit of a delay. Uh, if you're watching this on replay, type replay in the comments because then you get credit. You get credit for being here, and that counts for something, don't you think? Yay! All right, I'm also sitting on a new chair, and I was so excited about it. Okay, I was really excited. It felt like a big level up moment. But here's the thing, you can't even really see it. I had a vision of it being kind of a part of my scene. Nope, can't even see it. It's like a really pretty velvet. I really do like it. I still like it, but, you know, wasn't quite what I imagined, which is actually perfect. It's a perfect setting for all of us as we start with this very short training, because things did not always go exactly like I wanted. Now I'm gonna pull up my iPad because I wanna draw some of these things for you. Some of these things are about process. Some of these things are about positioning in your business. So we're going to use the iPad to keep this visual for all of you. So bear with me for a moment while I pull that up, and then we will, uh, we will dive in. This is where we play the, uh, Music, the— what's it called? Da na na na. Yeah, that's the one. Okay. It's not up yet, but it's coming. I promise. Ready? Ta-da! There we go. Let's call this Movers Live. Boom. Oh, oh, I already have one of those. Movers Live 5. Yay! Always just add a number. All right, team, so we are talking about the biggest mistakes that I made. All right, and we just said I've got a lot of them. The biggest one, the biggest mistake that I made is this one right here. The first biggest mistake, the first biggest mistake I made is this. I waited. I waited really long time. I would just arrive every day to my desk and wait for the interest, to wait for the inquiries to come in, to wait for the people to say, oh, she is brilliant. Sally, come speak to my group. Now, to be fair, that happened because of some of the other work that I was doing. There was some awareness of me as a speaker, but I didn't pitch. I didn't say, um, you know, start envisioning where do I want to speak, where do I want to go. I just waited and I waited and I waited. So if you right now are in the, uh, let's— people, everybody knows, we're making some assumptions in the waiting, we're, we're making some assumptions, we're, we're assuming everybody knows that you're a speaker. So we're assuming that, that there's awareness that you're a speaker. We're assuming that, um, Uh, that, um, yeah, that's really the big one. Uh, we're assuming awareness, and the truth is, I was like, wait, nope, that's pretty much it. That's it in a nutshell. We're assuming awareness. Um, they may not be aware. Most likely they're not. Most of the time people are not thinking about you as much as we are thinking about ourselves, right? So instead of waiting, what I started doing is pitching, prospecting more often, right? I started actually visioning— that's part of prospecting, is really visioning Where do I want to speak? Who do I want to speak to? I started networking. And really, really importantly, I started creating my own stages. Oops, that's a stages. Okay, this one right here, guess what? Every, every day, every day we have a billion possible people who can look at your stuff. Stages. Let's put it where you can see it. Social media is a stage. You can create your own event. That is a stage. You can show up and do lives every week. That is a stage. Is a stage. So all of these things help with this problem right here, which is a lack of awareness. So instead of waiting, I want you to focus on awareness. How do you raise your visibility and your authority as a speaker earlier and stop just assuming that everybody knows that you want to speak? Not necessarily, right? I hate to tell you, but they probably don't know that it is something that you want to do, right? So I, if you're listening to this right now, I'd love for you to ask for yourself, are you waiting? Are you in the place of assuming everyone else knows that you're a speaker, that you want to speak? They know what you speak about. They are hearing your voice on a consistent basis. Because my guess is that they are not. Okay, now one of the things that I threw up on the screen here is a, some support for you on this that can help you raise your awareness level with other people. We're talking about raising your, um, your profile, your visibility, your authority. And part of the way that we do that is we show up anyway. So This is, this is, some of you maybe have already grabbed this. I used to call it our Visibility Challenge. It was then Speaking Confidently Challenge. It's a new and improved, we're calling it the Show Up Anyway Challenge, because ultimately that's what this is about, how to put yourself on the free stages more. Because if you want people to see you as an expert, if you want people to, um, trust you to offer insights, to take care of an audience, that you have the chops to do that, you've got to do it, be doing it in the everyday. You've got to show up anyway. And social media are the stages that you have access to all of the time. So this is where we start. So this challenge is a 7-day, super simple, meant to hold your hand a little bit and nudge you out front. I'm a professional nudger, and that's what I'll be doing in this. Every morning you get a really simple, quick spark. I call it a spark, and it should spark an idea for you. It takes less than 15 minutes from beginning to end, and I'm giving you an idea of what to show up on social media and speak about. And you're going to do it anyway, even if you're like, I'm still wearing my workout clothes. Show up anyway, even when you're like, but what What will people think? We're going to show up anyway. Now, we're not showing up at all costs. This is not about hustling through when you need to take care of yourself. But it is about getting through the bullshit— excuse my language, I just said it, sorry, World— baloney thoughts that are garbage thoughts, the garbage thoughts in our head that are holding us back. We're not gonna let those hold us back because they're keeping you from serving your audience. Okay, rant over. Okay, do not make the same mistake that I did. And wait, wait, wait, no, we're gonna show up anyway. Okay, we're gonna help raise people's awareness of what it is that you do. Okay, now the second mistake that I made was not being intentional about speaking as a business tool. Okay. I just thought it was something awesome that I got to do and that I just really enjoyed doing. And if people paid me for it, fantastic. I was not leveraging it, and that mistake has cost me, oh, so much money, so much opportunity. And I see it happening even with my speakers, right, that I'm like, wait, wait, wait, wait, how are you going to take advantage of this moment right now? How are we going to leverage speaking? And part of the way that we do that is we're going to put speaking really intentionally into our business model. This is so, so important. Okay, I'm gonna do a really quick overview because I want you to think about the role that speaking is playing in your business right now. Okay, the first thing that we do is we think of speaking— this is a speaking funnel. The speaking is right here at the very, very top. Okay, and this is called Lead gen, lead gen speaking. Okay, what happens here is we speak here to lots of people, typically for free, and we invite them into a customer journey and they pay us down here. Okay, this is where the money comes in typically, right? And people, this, this kind of speaking is, is podcasts, It's lives like this one. It's sometimes conference or, you know, summits. There's tons of opportunities. You could think of every day on social media as a leveraged, potentially leveraged speaking opportunity. Okay, how are you using your voice in a way that is going to lead people to ultimately work with you. Okay, so you aren't necessarily getting paid at the top of this, maybe, but you're not necessarily doing that. Okay, the other way to think about speaking is the opposite of that, where we are over here. Can you see me over here? Oh, here, let's move it. Boop, boop, boop. The other way to think about this is the opposite of that, where we're getting paid to speak, and the customer journey that we take people on is for the person who hired us, and we're bringing them into relationship, and here's where we speak. Okay, because this is where we're going to reach the most people. So that's how I think of those funnels, as this is where we're going to reach a lot of people. OK, so you're speaking here, right? You're getting paid for that moment, but you're not necessarily taking the people that you are speaking with in that moment with you further. You're not like, here, come join my program. It's not that at all. It's I am taking advantage of this opportunity, whether it's 5 people or 500 people getting paid in this moment. And now this relationship is done. Okay, this is called revenue generating. Okay, rev-gen speaking is awesome because it can be really, really profitable. Um, so I do a lot of rev-gen speaking that's not necessarily in front of a ton of people. I'm taking people through some trainings, or I'm, um, up on a stage, but I'm not necessarily taking that audience with me into my other programs. Okay, the other parts of my business. Okay, now here's where things can be really magical, is what happens when you're doing rev-generating speaking, right? You're getting paid to speak, and then you're also— because that audience, because of who these people are, you're like, oh my gosh, these people would be perfect for the other parts of my business, and I want to bring them into a customer journey. Okay, so you're bringing one person through this journey, and you're bringing a whole bunch of other people through this journey, and some of them will pay you here. So now you're getting paid here, and you're getting paid here. That is leveraged Speaking, that is intentionally leveraging your voice, your expertise, and the external role that you're playing, and making sure that you're thinking about where— what assets do I have in my business? Where am I bringing people to? And how can I offer something for them that they need and that they want that is helpful to them? It's not like we are just speaking like selling from the stage, okay, we're really thinking about what, what do I say here that sets people up to walk with me here? Now, when, when I started doing this, it really changed my business. It changed it in really significant ways because I wasn't just Speaking, when people asked me to speak about whatever they wanted me to speak about, I was saying, hmm, what specifically could I speak about? What can I build a signature talk around that idea? And then make sure that it is setting people up to continue a journey with me, because speaking plays a really important role in people's lives. It can be the aha moment, it can be the instigator, it can be the inspiration, it can be some really powerful foundational education for people. But to create long-term change, there's— that's why we have other aspects to our businesses. Often so many of my speakers are coaches. You aren't just a coach, you are also a speaker, you are also perhaps are doing lots of external visibility. Maybe you're putting on an event, or you are— have a, a course, right? There are all these parts to our business. Speaking, if we are intentional about it, can fuel those other parts of your business if you're being intentional about it. And too many of you, and me for too long, didn't. I saw speaking as this other thing that would be cool, that I loved to do, and I was doing a lot of it, and I just wasn't connecting it to the other parts of my business, and it was not leveraged. Hmm. Ladies, in particular, we need to do this, okay, for your audience, for you, to take advantage of this voice that you have. And create more impact and change with it. Okay, that is the second big mistake. Okay, so I waited and I was not leveraging. Okay, which brings us to the third big mistake, which is I charged Too little. Friends, how many of you are charging too little for what you're doing, or don't even know how much you can charge? My favorite sort of check-in with this is, uh, have you blown your own mind yet on what is possible for you, on what you can charge? Because You could blow your own mind with this. Just like, what? I love that. I love that moment with my speakers when I'm talking to them about this and I'm like, come on, come on, you can charge more than that. Can I? Can I? Can I? You can. Do not wait for permission. And I want you to charge more than you're comfortable with charging at first. And you'll know if you get 3 nos in a row, that's maybe a sign. Okay, maybe, maybe. Um, I think I've done some trainings about how to qualify a no to make sure that you are not off, off base on the market. The truth is you get a lot of nos. There's a lot of rejection in this. As there should be. Because if you're not waiting, that means that you're putting yourself out there, and the more you put yourself out there, the more rejection you're going to have. So a rejection, a no, does not mean that you are charging too little. Now it might, but most of the time, in my experience, that's not what it means. It just means that's not the right group for you, right? Or, um, yeah, you are— you are not yet communicating to people that you are worth that much. And you are. You're a human being. You are worth everything. But people want to be able to align. If you're charging $10,000, you need to look like a $10,000 speaker because that is a trust-building moment. They're, they're investing in you. They're saying, okay, we are investing in believing that you're going to come and give us a powerful amount of transformation. So can you, do you believe that in your, in your gut? Uh, and have you done the work to make sure that, that other people can believe it too? Now our self-belief is going to wane. Let me just, let me just look at you for this. Your self-belief is going to wane in this process. It is not a steady ready thing, like, oh, now that I'm making this much money, I have all the belief in the world and I never doubt myself and I never feel like I don't belong in the biggest of moments. I question that all the time. I do. And so does everybody else I work with, even people who are just absolutely kicking butt. So a low self-belief day, we don't want that to translate into our materials. So you've got to behave as if, behave as if, and that sometimes will help you in your own self-belief. So whatever you think you can't charge, my challenge for you is to raise your prices the next time you pitch. And see what happens. All right, this is a whole nother deep dive, okay? I'm just sharing with you the 3 big ones, the 3 biggies for me in the mistakes that I made, right? I waited too long, I didn't leverage my speaking, and I charged too little. There they are. Those are the biggest mistakes that I made. And what I would love to find out from you is which one of these— where are you struggling with right now? What mistakes are you making right now in your business that if you turned it around, it could really change the game for you? Are you waiting for people to notice? Are you waiting for the awareness and the authority that you know you have Are you waiting for and assuming other people totally are on board with you and get that you are a speaker? Are you being intentional about how speaking can work in your business? And are you charging enough? Everybody's got something to work on here, and I would love to find out what you think. All right, friends, thank you for being here. I'm proud of you. And I am cheering you on. I would love for you to move through this experience way faster than I have. It took me too long to learn these lessons. And so I want to encourage you to, to bypass me on this, to move and grow faster than I have been able to. And if you would love to hear more about how this works, let's hop on a clarity call. I, uh, offer these quick 15-minute calls. We do them on the phone. If you are overseas, we'll, we'll do it on Zoom, but, um, it'll still be a call because this first call is— I just want to hear your voice. I take lots of notes, and then we follow up. And if you— if I'm like, okay, let's dig deeper on this, let's get into a different strategy mode together, then we'll talk about that. But this clarity call, the goal is to help you get clear on what is the next step for you in your speaking. So maybe it's tackling one of these mistakes right here so that you can catapult and grow your speaking business much faster than I have. All right, friends, thanks for being here. Hope everybody has an awesome rest of the day, and I will see you soon. Bye-bye!