Real Money Talks

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Now displaying: February, 2018
Feb 22, 2018

Chris Williams is a world-class marketer and salesperson. We have known each other for years, and we both have a love of sales in common. Everybody wants more customers and that comes down to sales. Everyone looks to the marketing community for leads, but even if you get those leads they aren't going to convert unless you know how to sell.

Today, we discuss the most important part of sales, and how many people are afraid of the follow-up. We also talk about Facebook sales strategies, how to have that all important sales conversation, time-blocking, some of the most important things you can do to get more sales, and more.

You can find Chris here:

Wide Awake Business on Twitter
Wide Awake Business Website
Chris Williams on LinkedIn

Show Notes

  • [01:20]  Chris Williams began selling when she was nine years old and sold more Girl Scout cookies than anyone else for three years in a row.
  • [02:02] At her young age, she understood the advantage of leveraged time and got friends and relatives to sell the cookies for her.
  • [03:14] The most important part of sales is follow-up. 80% of business owners and sales reps never follow-up after the first interaction. Also, 80% of people don't make a decision until after the 5th interaction. If you don't follow-up it's never going to happen.
  • [04:46] People often fail to follow-up, because they don't want to bother people or they have a sales problem.
  • [05:16] There's nothing wrong with calling people when you have a reason to call them.
  • [05:59] Gracious follow-up strategies include visiting or dropping something off with a potential client every 3 weeks. Otherwise they will just forget about you.
  • [07:06] Once you identify a potential prospect find them on LinkedIn and Facebook and have a conversation with them. A handwritten note with a sticky note on an article that's appropriate for them is a great way to follow up.
  • [07:49] Don't stop following up. Follow-up until they tell you no. I love it when people say no not now, because I immediately make a date to follow up.
  • [08:42] Get used to no, because it just means not now.
  • [09:23] Most people get their business from no not now and taking advantage of the follow-up.
  • [09:48] If your why isn't clear enough, and you're not doing something for a specific reason then you can get your feelings hurt all day long.
  • [10:31] Get clear on your big why and what gets you out of bed every morning. Understand the consequences of not accomplishing what you set out to do.
  • [11:43] There are a certain amount of people that have to get through your funnel in order to have a conversion. If you have someone who's just a phone dialer they need to do a hundred calls a day. Understand how many people you need to get through the top of your funnel in order to make two or three productive cells.
  • [12:59] How many brand new people did you talk to last week?
  • [13:21] 98% of emails go unread, and most people at networking events just chat with their friends.
  • [13:40] The sales process. Always ask open-ended questions. Start with how or what not why. Always leave the conversation.
  • [14:07] Ask situational questions. Understand what the person's problem is by asking open ended questions that begin with how or what.
  • [15:49] Ask if I could... would you? Go out and ask five people.
  • [16:33] Talk about things from a sales perspective not a subject matter perspective.
  • [19:09] Most people don't make all of their money from online sales. People buy from people.
  • [20:15] New Facebook strategy. Post your blog on Facebook and then once a week give out a tool or PDF. Get them in your database. Then do a little Facebook Live to augment that.
  • [22:12] Get people out of the social channels and into your database.
  • [23:47] Integrity and making money when you say you're going to make money.
  • [24:28] Challenge: go over the last two weeks of your calendar and highlight everything that's personal time. Then highlight everything that's revenue-producing in green.  Figure out where you're spending your time. Don't waste time, make money.
  • [25:39] Have a power hour where you block out an hour every day where you are making sales calls.  Providing you have a list of people to call.
  • [26:35] Final words: Power Hour, If I could would you?, and highlight revenue-producing time in your calendar.

Links and Resources:

Wide Awake Business on Twitter
Wide Awake Business Website
Chris Williams on LinkedIn


Feb 14, 2018

Valentine's Day is this week. Love is in the air, and money is always in the air. World leading relationship coach Orion Talmay is here today to talk about dating tips that will make you irresistible, even as a sales person.

In this episode, we are going to tie the relationship pieces and the money pieces together. Upward of 90% of divorces happen because the money and relationship conversations don’t happen. Orion is a brilliant and beautiful woman and the perfect guest to tackle this topic.

You can find Orion here:

Get Orion’s Free eBook to Attract Your Soulmate
Orion’s Method
@OrionTalmay on Twitter

Show Notes

  • [01:33] Orion shares how she was in a bad relationship and completely broken. She also knew she could rise like a Phoenix and rebuild her life. She found motivation, traveled the world, and found the love of her life.
  • [02:45] She now has the best relationship of her life. It is her passion to help other women find the same thing.
  • [03:29] How manifesting your ideal relationship is like building a business. Tying the relationship pieces to money.
  • [04:11] With a business, you have to create a business plan. In the dating world, it is creating a vision for your dreams.
  • [04:24] Getting clarity on your vision of love the same way you would with your business. Focus on what you want, do your market research, and create your love avatar.
  • [05:24] Look at your dating world branding. What are you showing to the world?
  • [05:59] It takes about three seconds for people to judge you by your appearance and online presence.
  • [06:12] People gravitate towards your big powerful online presence and the energy that you bring.
  • [06:46] Look at your product development, if you are not larger than life.
  • [07:00] Marketing yourself to a potential mate is like marketing a business. However you show up anywhere is how you will show up everywhere.
  • [07:56] Having two different personas is hard and creates feelings of impostor syndrome. Be genuine and don't try to appear as someone who you are not.
  • [08:37] It's about showing the people who you are. People gravitate to people that are genuine.
  • [09:13] Meditate and visual, but you have to take action for anything to work. Like attracts like, and you get what you focus on.
  • [09:39] Orion is a big believer in the law of attraction, but you also have to take action. Get out of the house and hang out where your avatar or ideal mate is at.
  • [11:07] Actionable dating tips that can be applied to sales.
  • [11:13] Don't fear rejection. Don't stop dating. You have to kiss many frogs before finding that perfect date. Don't take it personally, it's not about you.
  • [11:54] It's almost like you are being tested. Don't give up.
  • [12:25] Keep following up with the prospect. Things change over time. People are dynamic.
  • [12:56] Build the relationship and make it about them.
  • [13:19] Be interested in your clients first. You are more interesting when you are interested. Listen to non-verbal cues and match people using their own language. Mirror their language.
  • [14:19] Cold calls are like blind dates. Sometimes they work, sometimes they don't. Do the work before and have a good presence online. Have a funnel, so these people will be hot leads.
  • [15:08] How a lot of women are too aggressive or too passive. There has to be an appropriate level of follow-up.
  • [15:56] How the days of men leading the money conversation are gone.
  • [16:19] Love language. The five languages of love. We all receive love in a different way, and something that is translated as love to one person, may not translate as love to another.
  • [16:47] Gifts can be a primary love language. Word of affirmation or being told they are loved. Physical touch being touched and caressed. Quality time doesn't have to a lot of time, but it is being present in the moment. Acts of service take out the garbage or something useful. Gifts, words of affirmation, physical touch, quality time, and acts of service.
  • [18:15] When having the conversation with your client listen to their love language.
  • [18:56] How to gauge someone's love language. With client's its a pre consultation questionnaire or asking these questions in a clever way.
  • [20:33] Forging that long-term commitment.
  • [20:54] Gratitude is the best attitude. Always say things you love and are grateful for.
  • [21:54] Activating the reticular activating system or the RAS for love.
  • [23:16] Love and business is like a garden, and you have to keep adding to it.

Links and Resources:

Feb 8, 2018

Martha Hanlon is someone who I have been friends with and known for years. She is also a smart marketer and teacher. Martha and her business Wide Awake Business has helped small business owners hone in on their marketing, sales, business development, and team development.

Today, we talk about understanding your customers by asking them questions and the three biggest challenges Martha’s customers have faced. We talk about the importance of freeing up time to focus on the important stuff and strategies for understanding and finding customers. We also talk about the importance of having a plan and using and understand metrics.

You can find Martha here:

Martha's Website
Wide Awake Business on Facebook

Show Notes

  • [01:25] Martha has a business called Wide Awake Business where she works with small business owners to help with marketing, sales, business development and team development.
  • [02:00] She has an MBA from Wharton and she has been working in her own small businesses since 2002.
  • [02:20] Martha does a client survey to actually know what is going on in the mind of her customers. She sends out a survey every year that asks what her customers anticipate will be their three big challenges for the coming year.
  • [03:14] The number three biggest challenge is not having enough time. The number two challenge is not having enough customers. The number one challenge is themselves.
  • [04:16] How the owner doesn't need to waste their time on menial tasks.
  • [04:54] If you have a hard time making appointments, pay someone to set the appointments for you.
  • [05:36] We are booked with stuff, but a lot of it is somebody else's agenda.
  • [05:58] Customer's make money. Marketing methods that are working right now. It's hard to organically grow your business on Facebook. Video is the new king in Facebook. Purposeful videos are working to get people to follow you to your offer.
  • [08:18] Getting traffic to Facebook videos. Do them on a regular basis and build the value of the content. Also give viewers a way to opt in. Facebook Live is yet to be over used.
  • [09:10] Don't do one thing. Share with database, boost or put an ad in, and use other methods to boost.
  • [10:13] LinkedIn has had tons of changes. They keep changing their algorithm. Make connections with ideal customers. Then do something like send a personal email. Engage them ask questions about their business and what they anticipate as their biggest issue.
  • [11:49] LinkedIn is about engaging. The same strategies don't work on LinkedIn and Facebook. The only thing that isn't changing is personal connection.
  • [12:34] Where does your customer hangout on social media when it comes to business purposes.
  • [13:06] People look on LinkedIn for consultants and coaches.
  • [13:22] People look for products on Facebook.
  • [13:41] The biggest mistakes are that people still think they can build an organic following on Facebook.
  • [14:37] You have to encourage people to leave Facebook and go to your landing page and opt in.
  • [14:57] Biggest LinkedIn mistake is not doing anything with your connections. Build communication and show off your expertise.
  • [15:38] What is the next offer after the free offer. Build engagement with your funnel. Have a product funnel.
  • [16:12] Product funnels provide information in bite sized pieces that are easier to absorb.
  • [17:44] People who struggle with their businesses have an idea and then go out and do things. Successful people have an idea and then put a plan together.
  • [18:33] Part of the plan is finding your target market. Get specific. When you know who your customer is then you can figure out how to market.
  • [19:22] What is their income, age, behavior, then you can find where they are. The more clear you are on your customer profile then you can figure out how to find them. It's also important to have metrics in place.
  • [20:21] What pages do people look at? How long do they stay? Find the sweet spot, then know you will have to change because people change. Stay on top of it.
  • [21:08] Put systems and analytics in place.
  • [21:53] Find your goal and five critical success factors to hit that goal.
  • [22:44] Be courageous and ask for the price you deserve. Then have your metrics include financial information.
  • [25:08] It happens because you plan and execute.

Links and Resources:


Feb 1, 2018

Finding alternative investments and getting off of Wall Street is something we talk about a lot. If being on Wall Street is something that you are interested in, this is the show for you. Randy Tate is the CEO of Flipping Wall Street. This is an investing platform that allows regular investors to invest through an automated hedge fund process. 

Traditional investing through a regular financial advisor can eat into your gains through hidden fees and expenses. The types of hedge funds that the super wealthy invest in are out of reach to most people. Flipping Wall Street is a SaaS platform that bridges the gap between everyday investors and hedging your investments.  

You can find Randy here: 

Flipping Wall Street
Flipping Wall Street on Facebook
Flipping Wall Street on LinkedIn
Flipping Wall Street on YouTube
Flipping Wall Street on Instagram

Show Notes 

  • [01:43] How the traditional everyday person doesn't have a way to be on Wall Street the way the wealthy do.  
  • [02:19] Managed funds and fees are a losing proposition because of the fees.  
  • [02:34] Randy and his business partner Kelly were tired of how investing was playing out for regular investors. His partner Kelly knew Wall Street, and Randy knew software as a service SaaS businesses.  
  • [03:59] FLIP is a system for average people to participate on Wall Street in a way that was reserved for the very wealthy.  
  • [04:33] Flipping Wall Street is automated trading software that allows Kelly's brain to be behind the trades. They've stuffed Kelly's algorithms into their computer. It is done automatically through a robot.  
  • [06:19] Betterment and Wealthfront are robo advisers that do what Randy refers to as a bucket trade. They have one algorithm and throw everything into a bucket and they all trade together. 
  • [06:32] When you build a true hedge fund, each individual stock gets its own unique algorithm and trades independently of the rest. In essence, it's a private individualize active management of your portfolio.   
  • [06:56] The algorithms are the key distinction. Wall Street has created a bunch of myths like diversification. Our portfolios have between three and six stocks. Not timing the market is for the sheep. FLIP times the market with math, and the software buys and sells for you. 
  • [08:53] Randy and Kelly spent a lot of money coding proprietary software. The ability to time the market was reserved for the Wall Street elite.  
  • [10:14] Very sophisticated investors have access to systems like this to help them. 
  • [11:16] To invest with Kelly in the past, you had to have a 100 million dollar buy in.  
  • [12:25] Give Flipping Wall Street about an hour to get everything set up. If you want to learn about the stock market they will teach you, but you don't have to learn about it. They are going to beat the market and provide a consistent platform.  
  • [13:47] Financial planners make money in and out of the market, and you get what is left over.  
  • [14:18] Advisers charge a series of fees. They aren't very transparent and they don't tell you the upfront fees of the funds, plus management and execution fees. There can be another 4% to 6% taken out in fees from the back.  
  • [16:15] Flipping Wall Street only charges $1.00 a trade, and you will probably make between 30-100 trades. 
  • [17:17] Last year, some people got over a 100% return. Double digits because of the math and the market timing.   
  • [18:03] Apple is a poster child for buy and hold.  
  • [18:27] Buy the software and go in and out of the trades. The software is a tax deductible business purchase.  
  • [19:57] Predictions for 2018. As of February 1st, you can trade bitcoin through Flipping Wall Street.  
  • [20:32] The tax breaks are going to do nothing, but fuel growth. The economy is going to boom. The market isn't going down. Don't listen to entertainers on TV.  
  • [21:26] Stick with the math, because it doesn't lie.  
  • [22:16] Find a way into the market. The economy is going to grow. Put your money to work.  

Links and Resources: