Elite Achievement

I am bringing you some of my best insights for the start of a new year and new goals. Specifically, I want to review the 4 characteristics of goal achievers that I have seen over and over in my career, coaching hundreds of small business owners. These are tried and true traits that, if you adopt them, will have a huge impact on your goal achievement this year.

Highlights:

3:16 - Yes, I just admitted the goal achievement coach did not achieve all the goals she set in 2022. Hey, we’re going for progress not perfection.

9:06 - The clearer you are about your goals, the more likely you are to achieve your goals.

14:16 - Another way to not take action towards your goals is to sit around and wait for fear to be completely removed from the situation. Similar to confidence, courage grows by taking action.

18:45 - If you are working on implementing a new strategy in your business or increasing your activity, keep progressing. Give yourself some time to try it out and get results.

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Breakout Plan

Personalize Your Prospecting Process

Vision Prompts

I love reflecting on what I learned and how I grew at the end of each year. It’s so helpful to acknowledge what I did and what I want to focus on going forward. I’m sharing with you my top lessons in my business from this last year, and I encourage you to do the same reflecting in your own work before the year wraps up. The way we achieve goals and continue to grow is by learning from our previous efforts.

Highlights:

1:18  - The most eye-opening lesson I learned was that how I defined success didn’t match how I measured success.

6:41 - I also paused when answering some emails. Do you ever notice if you get disappointing or frustrating news over email that your emotions tend to take over? I frequently broke the productivity rule of “never touch an email twice” and allowed myself to think and process after reading an important email before replying and hitting send.

12:02 - New business conversations create energy and momentum. Consistent outreach sends the message to the universe that you are growing and open for business.

Mentioned in this episode:

Vision Prompts

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Breakout Plan

Personalize Your Prospecting Process

We’re about to start a new year, and for a lot of us, that means setting new goals. I obviously love goals and this whole podcast is about achieving them, but I know it can still feel overwhelming to set realistic and meaningful goals. So, in this episode I share my best tips for setting goals that will support the life you want to live.

Highlights:

2:46 - There are three types of visions: personal, professional and public.

7:11 - Another way to avoid being paralyzed by perfection is to define what success means to you.

13:37 - To brainstorm goals, I identify pillars that are important to me, such as personal, professional, financial, family and health.

15:28 Goal check like you fact check – are your goals meaningful, doable, measurable and specific?

Mentioned in this episode:

Vision Prompts

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Breakout Plan

Personalize Your Prospecting Process

One of the most important skills to learn as a service-based business owner is how to create and sustain efficient processes that value everyone’s time. I invited an efficiency expert on the show, who has also scaled a successful financial advisory business, to share what works and what doesn’t when growing your business.

Highlights:

3:00 - It boiled down to three main things: building simple systems and processes for myself; it was building a simple client service model that we could execute with a high client experience; and it was building a simple team with the right people in the right roles with the right culture and right vision.

12:23 - The number one mistake advisors make while growing their business is doing everything because they can.

17:08 - Three best practices to help an owner grow their business are executing a CEO day, building a model week, and anything you can do to buy back your time.

22:28 - We’ll look at profit and loss. I call it income vs. heading. What percentage came from different streams of income and what percentage of our headings was that line of business?

30:38 - How are we wasting time or wasting money? We won’t actually know until we’re documenting our process and tracking our efforts.

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Breakout Plan

Personalize Your Prospecting Process

Connect with Libby 

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I wanted to end our sales series on the podcast by sharing some tips and best practices. So, my team reached out to some successful financial advisors who run their own practices and collectively have 20 years of experience in sales, and asked them to answer 3 questions: 

1. What are your best outreach tips for getting a meeting?
2. Once in that meeting, what are your favorite questions to ask to create connections?
3. How do you follow-up with people who don’t become clients right away?

Listen in as three advisors share their top tips for getting that introduction and closing the deal. You might want to grab a notebook or open up the notes app on your phone to capture the content that is about to come your way. 

Highlights:

1:13 - Amy Stiner shares her answers to my questions

4:13 - Tory Garber shares her answers to my questions

6:16 - Irina McGrath shares her answers to my questions

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Breakout Plan

Personalize Your Prospecting Process

Connect with Amy 

Connect with Tory

Connect with Irina

We’re talking about sales this week because it’s an essential part of hitting your financial goals in your business – and because we all need to become masters at the art of selling if we want our businesses to thrive. I’ve learned that prospecting is a great way to make sales easy and organic in a service-based business. But I didn’t always know the best ways to build great referrals through prospecting. I’m sharing my best tips with you on this episode so that you can start using them as you build your sales goals for next year.

Highlights:

1:36 - I’m passionate about prospecting because it helped me start and grow my business. Those initial clients who said yes to working with me gave me the confidence to leave my corporate role and go into business for myself.

4:22 - When you take the time to pause and explore your beliefs, you give yourself the opportunity to unpack any limiting ones that are holding you back from what you want to achieve.

8:16 - If I am asking for a referral, it is my job to make it easy for the person I am asking to think of a person to refer.

12:34 - If you ask for an introduction, you are more likely to be teed up when you go to reach out to connect with your referrals.

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Breakout Plan

Personalize Your Prospecting Process

No matter what business you are in and what your goals are, becoming better at sales is essential to achieve what you are aiming for. I know it might not be your favorite topic, but I’m excited for you to hear from the expert I brought on to learn how to be better at selling virtually, which is the most common method of sales in today’s world.

Nitya Kirat has built, delivered, and coached sales and sales leadership development programs at companies including PIMCO, BlackRock, Allianz Global Investors, MetLife, Google, Causeway Capital, and Transamerica.

Nitya has worked in sales and consulting roles for the past 18 years. He was an award-winning salesperson at Schering-Plough and UBS prior to starting YOSD. Nitya’s sales strategies have also been influenced by his global perspectives, having lived and worked in several parts of the world including Singapore, India, Tanzania, and Belgium.

Highlights:

3:22 - Some people have the fortune of knowing exactly what they want to be at five years old. Others have the fortune of having to go through a journey to figure it out.

12:02 - There is no such thing as too much rapport. Let the relationship take its course. Intimacy in relationships is a part of trust. 

19:49 - There’s nature vs. nurture to sales. There are definitely people who are built for making calls and getting rejected and being excited about the next call. If you’re the leader of a company, those are the types of people you want to vet in your interview process. Then there’s nurture: things like goal setting, time management, and call blocking.

27:57 - Identify three questions to ask a potential customer that will help build rapport before a sale.

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Connect with Nitya 

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Links Mentioned

1. How to Improve Your Sales Skills, Even If You're Not a Salesperson
2. Sales Improvement | YOSD CONSULTING | United States

We are about to enter Q4 of 2022, can you believe it? As a former marathon runner, I remember each part of that race and how the last quarter was a very different feeling from the beginning. I share some best practices for finishing the year strong mentally and emotionally so that you have the best possible chance of achieving your goals before the year ends. What happens when you choose to run the whole race? Listen to this episode to find out.

Highlights:

1:30 What running marathons taught me about how our attitude and energy changes throughout the year when it comes to our goals.

5:05 - What progress have you made toward your goals? And if you aren’t making much progress, why do you think that is? Make note of what is working and what isn’t working in relation to achieving your goals.

6:30 Define what “finish strong” means to you. Are the goals you set at the beginning of the year still meaningful to achieve?

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Links Mentioned

1. Breakout Plan

Welcome to a new season of the show and a behind the scenes look at my journey to becoming a business owner, coach and podcaster! Since we are entering our third year of the show, and we have some great new members of our audience, I invited my good friend and longtime accountability partner Meredith to interview me on the podcast about my story – leaving my corporate job, starting a business and achieving some of my biggest goals. I want you to see yourself in my story and hear some of Meredith and I’s best tips for setting big, scary goals, facing the fear and doing it anyway.

Meredith Kasheta is the founder of The MMC Agency, a published author, speaker & contributor to various magazines, industry papers, book compilations and conferences. Meredith has more than a decade of experience helping businesses grow their brand through website design, copywriting and strategy. She’s been featured in CEO World Magazine, Lady Boss Blogger, as well as on NBC, with her products featured in Life and Style Magazine, Midtown Miami Magazine, BuzzFeed and Thrive Global. Meredith is also the co-founder of SheHustles Community, a networking community designed to empower, support and help grow female entrepreneurs and business owners.

Highlights:

10:02 - Something inspired me to really pause, and get really quiet, and ask myself – what do I want and why do I want it?

20:21 - Any business owner that is listening should absolutely have an accountability plan to achieve goals and strategic and intentional relationships to help you thrive.

32:34 - It’s easy to listen to what other people are doing and fall victim to the “shoulds.”

44:54 - Practicing gratitude really can help you understand what’s important to you, and then you can start setting goals that align to those things. 

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Links Mentioned

1. Everything Is Figureoutable Hardcover - Marie Forleo - Amazon.com

We are starting a new season of the podcast with updated artwork, intentions, and plans to bring you a third powerful season of solo and guest episodes of the show. You'll see new episodes every two weeks featuring coaching from Kristen, perspective from guest experts, and more proven insights and tools to help you achieve your goals as a service-based business owner in your career and personal life. Subscribe to the show to be notified of every new episode!