Superhuman Selling

If you’ve been a listener for any amount of time, you know I’m obsessed with you not just making more money, but becoming more profitable and prosperous as you do.  Today I’m bringing you a guest who is an expert in both making money in the 7-8 figure range, as well as how to generate more profit out of that money.  My guest is Susanne Mariga, who is a CPA and fractional CFO specializing in high net worth strategies for 7 and 8 figure entrepreneurs using the Profit First System.   Susanne is the CEO of the Mariga Group, the 2021 Profit first professional firm of the year, as well as the author of Profit First for Minority Business Enterprises.   In today’s episode we’re talking about how the top 1% maximize their profits as well as how to expand into landing lucrative government contracts, which we’ve never discussed on the show before, so I’m excited to dive in because I know I’m going to learn a ton along with you.    Show Notes: [2:57] - Susanne never thought or planned she would be an entrepreneur. [5:02] - The initial reason Susanne created her accounting firm was because of the birth of her daughter. [7:12] - Launching a new business with a newborn isn’t easy, but Susanne realized that since she didn’t have any clients yet, she could do it. [8:45] - Don’t discount your ability by discounting your price. [12:01] - Profit is intentional. It is not a random byproduct. [15:21] - You are the MVP of your business. It is crucial to make sure you are getting paid fairly. [16:54] - Another differentiator between 7-8 figure entrepreneurs is their tax strategy. [20:15] - How does the top 1% think? [22:27] - Create systems that make it easy to be successful. [24:16] - The top 1% don’t run their business randomly. They are very intentional. [27:06] - Susanne explains what government contracts are and what is unique about them. [29:13] - Be aware of all the costs that it will take to provide a service through a government contract. [31:04] - Network with people who provide your service. [33:20] - If traveling is difficult, networking online is a great start. [36:37] - Consulting is a very broad umbrella. Susanne gives some examples of what this type of contract could mean. [38:46] - Susanne doesn’t see herself as a salesperson. She sees herself as someone who changes the lives of others. [40:34] - Susanne shares about her book and how to become Profit First.   Connect with Susanne Mariga: Susanne Mariga’s Website The Profit Talk Podcast   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

Whether you want to grow and scale a successful organization, or you want to empower your kids with money, I know you’re going to get a ton of value from learning from today’s guest, Lee Benson. Lee started his first business when he was $600k in debt, and scaled it to a 9 figure exit. He is now passionate about teaching entrepreneurs and kids about financial literacy as well as scaling and growing successful businesses. Lee is also a bestselling author and business scaling master who has founded and sold 7 successful businesses. Today, we’re diving in. How did he start when he was so deep in debt and wind up with the wealth and success he has now?   Show Notes: [3:04] - Lee describes the experience of starting his business and how he wound up so deep in debt. [4:51] - How were they able to achieve a 9 figure exit? Through creating real value. [6:19] - The three areas that transformed Elyse’s life are shifting her relationship with money, learning how to sell that is in alignment, and her belief systems. [7:51] - Lee explains the Value Creation Cycle.  [8:54] - Learn to trust the struggle. No matter how hard it gets, there’s a way out the other side. [9:51] - Positive emotional energy is the scarcest commodity. [12:24] - Foundationally, struggle does not automatically equal trauma. [14:39] - Where do you need to be at every point in your business? [17:19] - You can eat and dream at the same time. [20:18] - The goal is to accelerate at the same rate that you create value. [22:11] - Be passionate about the ways to get there. [24:33] - Kids discover over time how to create value. Our job as parents is to create an environment where kids will be allowed to discover this. [26:50] - We need to teach kids the concept of healthy struggles. [29:05] - There are problems with the way kids come out of high school and college that are not at all prepared for adulthood and thinking critically. [31:08] - In his book, Value Creation Kid, Lee provides activities and practices for kids to learn this concept.   Connect with Lee Benson: Execute to Win (ETW) Website   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

We have a phenomenal guest, Cheri Tree, for you today who took her annual income from $8000 a month to $261,000 a month in 28 days with what she’s going to teach you today. If that didn’t get your attention, what about this? I will be hosting a webinar with Cheri on October 16th from 1:00-2:30pm EST! Head to elysearcher.com/bank to register! I personally have learned so much from her in a short amount of time. I met Cheri just a few months ago when I shared the stage with her at an event, and I’ve been reading her book Why They Buy. I am already telling my clients that they have to use this system in selling - it is just too good. As founder and CEO of CODEBREAKER Technologies and creator of the game-changing personality-based sales system BANK, Cheri Tree is the world’s leading expert on personality based sales. Cheri has become one of the most in demand speakers worldwide, invited to share stages with icons like Tony Robbins and lecture at prestigious universities like Harvard.   Cheri’s system is the world’s #1 personality sales training system for high achievers, and I am thrilled to have her as a guest on today’s podcast episode.   Show Notes: [2:54] - Cheri shares a challenging experience where she resigned from her job and found herself in a lawsuit. [5:18] - Through it all, Cheri was determined to not lose her spirit. She lived in a storage unit for 18 months. [7:14] - She became passionate about driving her mission. [10:02] - How did Cheri realize her sales system BANK? [11:27] - Although outwardly appearing successful, Cheri didn’t feel it. [12:45] - Don’t take advice from people more “messed up” than you. Cheri wasn’t sure if she was broken or if it was the system. [14:19] - Have you ever been told that sales is a numbers game? [15:24] - “Go for no” is a big fat lie.  [17:30] - Cheri made a deal with God that if she could become a millionaire, she would teach others. [19:10] - Is selling an art, or a science? It’s only an art, if you know the science. [21:48] - The concept of personality science is the simple fact that there are different types of people. [23:47] - Cheri realized that the things that make one type of person say yes is what will make another type of person say no. [26:19] - What is the opposite of an innovator? [29:35] - BANK is the art and science of influence. [31:35] - BANK stands for blueprint, action, nurturing, and knowledge. [33:56] - Cheri’s BANK personality types actually prevented a suicide. [37:07] - If you can slow down enough and find a person’s code, you will access a real relationship. [42:10] - You can get a copy of Cheri’s book for free and crack your own BANK code for free when you register for the upcoming webinar with Cheri and Elyse. [43:20] - Head over to elysearcher.com/bank to register.   Connect with Cheri Tree: Codebreaker Technologies Website Linkedin  |  Instagram Why They Buy by Cheri Tree   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

One of the things I love about LinkedIn is the ability to connect with incredible people around the globe, and my guest today is someone I probably never would have connected with otherwise. Today’s guest is Mafalda Johannsen, who is the Business Development Director at Wonderway, a German sales enablement startup. At Wonderway, she reviewed and improved hundreds of onboarding and trainings, hosts and moderates sales webinars, has two sales podcasts, and is now working on a sales book in Portuguese. Apart from that, she’s also a masterclass instructor at SDRs of Germany and the PR and Marketing Manager of a jazz fusion band called Plasticine.   Show Notes: [4:02] - Get to know Mafalda! She shares her background and backstory. [5:57] - Mafalda never intended to work in sales.
[9:24] - Rejection in sales is challenging to handle sometimes. Mafalda attributes her mindset to her mother and grandmother. [10:55] - You can learn or laugh. [13:07] - Not everyone is meant to work this way. And that’s okay. We need everyone’s skills and everyone’s profession. [15:01] - Mafalda lists the things she has done throughout her career. [16:44] - Knowing your strengths and weaknesses is crucial. Mafalda knows that one of her obstacles is her distaste for technology tools. [19:36] - When it comes to having a team, it is unfair to not guide them and set them up for failure. [20:31] - During onboarding, only give the information that is necessary. Don’t overload your new team member. [23:47] - Instead of giving practice that isn’t relevant or a quiz for them to perform, have new employees start the tasks they will be doing independently later. [27:27] - When you begin to build your team, it is important to give up some control. [29:55] - Prospecting on LinkedIn is great, but you need to engage on posts and post everyday. [32:06] - You have to have a normal and conversational feel to communicate on LinkedIn. [35:00] - Even working in an AI company, there is a human touch that is extremely important.   Connect with Mafalda Johannsen: LinkedIn  |  Wonderway  |  Podcast   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

In this unique episode, you get a behind the scenes peek at a mastermind conversation with our 50k Club. Every month, I bring on a high level guest mentor and a recent mentor was the incredible Dr. Hillari Hamilton, researcher for Dr. Joe Dispenza. She has been a podcast guest before and it is by far one of the most downloaded and listened to episodes on She Sells Radio ever. The messages and content she brought to the 50k Club was so impactful and so powerful that we’re sharing a portion of it here on the podcast. Believe me, you’ll want to take notes! Dr. Hillari Hamilton has spent most of her career developing programs to best serve individuals in transforming their health from a state of disease to one of ease by uncovering the root cause of imbalance, mentally, physically, and chemically. She assisted in the co-creation of trans-disciplinary clinics to treat chronic pain in the Empire Valley in California in 2015, where she uncovered the foundational piece to healing, which begins with becoming familiar with the impact our thoughts, feelings, and behaviors have on mental and physical pain. She educates her patients on how the mind-body connections work and how to observe and implement change, which empowers her to take an active role in healing their body from the inside out. Dr. Hamilton has been working with Dr. Joe Dispenza for the past three years on his life-changing approach to health, to quantify his work through research in cooperation with UCSD and VitaMed Research. Dr. Hamilton is a chiropractor, certified hypnotherapist, research coordinator, wellness coach, and meditation facilitator. She is currently pursuing her passion traveling with Dr. Dispenza, assisting in human transformation with the intention of demonstrating through science the effects meditation has on the regulation, prevention, and treatment of disease.   Show Notes: [5:08] - Welcome to the mastermind, Dr. Hamilton! Elyse shares her background and current role as researcher for Dr. Joe Dispenza. [8:38] - When you change your brain, you get new results. If you can notice and become familiar with how you feel, it can change your state of being. [11:30] - We are all connected to the people in our lives. We can influence our children based on the emotions we live by. [12:29] - Thoughts are the language of the brain but feelings are the language of the body. [14:04] - Where you put your attention is where you put your energy. [15:02] - When in your life were you successful? What were the thoughts, actions, and feelings that allowed you to become successful? [17:09] - A mastermind member shares her experience with success and what happens when her thoughts and feelings hold her back. [20:42] - Our thoughts have everything to do with our destiny. We have to be able to tune into how we’re thinking. [23:30] - Elyse shares how some of Dr. Joe’s work has improved her health. [25:38] - We need to get out of narrow focus and into an open focus. [29:13] - You have to know what you want with a clear intention. [30:45] - Women tend to live with self inflicted guilt. [33:12] - Dr. Hamilton shares the work that she is confident will change the world.   Connect with Dr. Hamilton: Give to Give InnerScience Research Fund Dr. Joe Dispenza’s Website   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

This special episode is a live training with Ian Koniak, a three time She Sells Radio Podcast guest. As the #1 rep for Salesforce, the #1 CRM in the entire world, for 19 years, it’s obvious Ian knows what he’s doing. He and I have worked together on his personal brand and I got to know him as a person. I have been absolutely blown away by who he has become through this journey and am constantly amazed by how he continues to grow. If you wanna know the sales mindset and strategies that multi figure sales reps use that have a lot of client opportunities and conversions that don’t have to hustle, this training is for you.   Show Notes: [4:16] - What is speaking to you about abundance selling vs. scarcity selling? [5:59] - Wanting something really badly sometimes makes it seem unattainable. [8:25] - Ask yourself what is sustainable. Can you work the way you’re working right now for the next 20 years? [9:31] - Learn the definitions of abundance selling and scarcity selling. [11:45] - When we place our self-worth on our sales, this is scarcity selling. [13:26] - When you’re seeking external validation, it is always going to fall short. [16:52] - Your agenda should be seeing if you can help somebody. [18:02] - Listen with the intention of understanding rather than listening with the intention of replying. [20:53] - Realize that you don’t need this customer to buy to survive. [23:36] - Say no to the things that distract you from being laser focused on your goals. [25:14] - If you are thinking about how much you need the sale, you are not thinking about serving the client. [27:09] - Your energy determines the outcome. [29:08] - Learn from the people who have the results you want but pay attention to their energy. [33:58] - The way we feel determines our actions and our actions determine our outcomes. [36:28] - The real gift and the real prize is becoming the best person you can be. [37:51] - Just because you think a thought, does not make it true. [39:52] - Success is knowing that you are doing the absolute best you can to become a better person. [43:40] - For Ian, he needed to lean into his fears. [45:23] - How can you show up where you leave nothing on the table? [46:46] - When you’ve done all you possibly can, there’s no such thing as failing. [48:53] - How can you turn it around when it seems like all the doors are closing? [51:18] - If you could have it any way, what would the outcome be? How can you make yourself a match for that? [53:25] - How do you keep a positive mindset on your journey to true abundance selling? [55:50] - Staying on the brighter side can sometimes be hard, but we have to count our blessings. [57:44] - Check out Ian’s Untap Your Sales Potential Coaching program.   Connect with Ian: Untap Your Sales Potential Coaching Ian Koniak’s Website Ian Koniak LinkedIn   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

It’s always so fun to share the wins and when things line up. But that’s not always how it goes. Although I’ve had a lot of wins, there are times when I look back and realize that I didn’t take my own advice. This is one of those moments! We are faced with big decisions all the time. How do we make these decisions to get the end result we’re looking for? There are so many lessons to learn and in this episode, I share a major learning experience from just a couple of months ago.   Show Notes: [2:35] - When you are at a crossroads, what decision would you make if your desired outcome was guaranteed? [4:51] - Listen to this recording and find where Elyse is not activating decision making from the end. [6:17] - Elyse gives background on the big changes in her life. [9:02] - After applying to medical schools, Elyse and her husband started manifesting that he was accepted into the school he wanted. [10:58] - We experience fear in situations of major change and uncertainty. [13:05] - After a meditation, Elyse’s husband was confident in the decision to move. [14:12] - Elyse had a conversation out of fear and the fear was mirrored back. [16:40] - When they got the confirmation, she simultaneously felt overjoyed and awful. [19:32] - Decision making from the end requires so much faith and it is so hard. [21:07] - Right now, they are experiencing split energy and its consequences. [22:58] - This is how we access higher levels of ideas and creativity. [24:19] - The version of you that has the goal you are looking to achieve is a different version of you than exists right now. [26:56] - What qualities are being cultivated right now?   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

Have you ever been curious to learn the mindset of an 8 figure entrepreneur? Then this interview is definitely the one to listen to. Today’s guest is with my client and award-winning entrepreneur, Julie Ellis. Julie Ellis is an author, professional speaker and leadership coach to corporate leaders and scaling Entrepreneurs. Julie provides her unique experience and expertise to her coaching clients, gained through 25 years of working first in the corporate world, and then as a leading Canadian entrepreneur. She is a co-founder of award-winning Mabel’s Labels, one of Canada’s greatest small business success stories. Julie’s book, Big Gorgeous Goals is written for women entrepreneurs who want to step out of the small box they find themselves in and set world domination in their sights. In discussion with over a dozen women entrepreneurs, Julie explores their stories of why and how they have achieved great things in their lives and careers, and pairs that knowledge with her own stories of how she built, grew, and sold her business to a giant in her industry.    Show Notes: [2:59] - Julie built Mabel’s Labels with her co-founder to be an 8 figure business before she sold the company to Avery Labels. [4:12] - Her background is in financial planning but she decided she wanted to create something herself. [6:15] - The business quickly grew a following from a grassroots beginning. [8:10] - Take the best action with what you have. [10:09] - Julie and her co-founder continued to innovate and grow the team. They caught the attention of Avery Labels. [11:41] - Julie explains the decision they made to sell the company to Avery Labels. [13:28] - Due diligence is a lot of work. Julie shares some of the challenges faced and lessons learned. [15:58] - What was the mindset that Julie had to adopt to get through the rapid sale of her wildly successful business? [19:35] - Appreciate what happens throughout the journey. [21:05] - Julie got to the point where she wasn’t happy with working for somebody else. [22:45] - If you’re coming from a foundation of fear, you hide. [24:17] - Even the goals you set could be a box you hide within. [25:45] - A “big gorgeous goal” always has an element that you’re not sure how you’re going to accomplish. [30:43] - There’s no growth in your comfort zone. [32:27] - Systems, processes, and people. [34:22] - What does it look like to be an entrepreneur CEO? [35:17] - Julie explains how she finds the things to focus on first. [36:41] - Entrepreneurship means you are constantly growing and learning. [37:58] - How do we shift our mindset away from perfectionism? [39:56] - Delegating can be tough, but it is important. [42:17] - Don’t get discouraged when scaling your business   Connect with Julie: Big Gorgeous Goals: How Bold Women Achieve Great Things by Julie Ellis Julie Ellis Home Page   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

From homelessness to heartfelt industry leader, Stephen Scoggins is an 8 figure serial entrepreneur of multiple businesses who has dedicated himself to serving the person he used to be.  Stephen is also an author and the host of the syndicated, top-rated, hit podcast Stuck to Unstoppable. He’s been featured in media like Forbes, Entrepreneur, Thrive Global, Evan Carmichael’s Top 10, and many more.  I met Stephen several years ago through mutual friends and we were working together on a consulting project. My first impression of Stephen was through his credentials, but when he mentioned that he had been homeless before his success, I knew there was so much more beneath the surface to this man that you might know at first glance. Today, we’re talking about how to cultivate unstoppable energy towards your goals, as well as how to build a self concept in alignment with achieving your biggest, wildest dreams.   Show Notes: [3:50] - Stephen shares a bit about his backstory and how his self image shifted through his journey. [6:19] - He was promised a dream but walked into his first experience of living in lack. [8:26] - We get to choose the identity we live in. Stephen describes his decision. [10:17] - The life of the entrepreneur is a journey of aspiration. [11:46] - His first aspiration was to become secure. [13:43] - The entrepreneurs that are bringing in the most income spend more time becoming more conscious of the subconscious. [15:27] - Stephen describes an experience that completely changed his money mindset. [17:56] - He has a daily routine that chooses for him what he is going to do to continue his personal growth. [20:20] - Look at all the things in your life that money cannot buy. [25:03] - We all move through seasons.  [27:30] - How many times as thought leaders are we pivoting on content? [29:24] - After speaking with one of his clients, Stephen had an epiphany. [30:56] - Once you’ve shifted from tactical thinking to strategical thinking, then you’re into scaling. [32:07] - Elyse has built her aspirational identity. [34:16] - “I am ready to be on the same level.” [36:10] - It doesn’t matter what table you’re at. It’s about being effective. [37:56] - “I am someone worthy of wealth because I am going to steward it.” [39:37] - Stephen offers online courses and training that takes you through building a business step by step called Unstoppable Online. [41:25] - We are uniquely qualified to make something out of nothing. [42:46] - If you continue to work on your aspirational identity, the next step will always be greater.   Connect with Stephen: Stephen Scoggins Home Page Unstoppable Podcast Stephen Scoggins on Instagram   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

Today’s guest is a member of the high level mastermind and an incredible woman named Leslie Thornton. She is the founder and CEO of Hypnosis for Permanent Weight Loss. It is an international ehealth coaching program for people seeking mental freedom from food, body, and weight. She is also the host of the Hypnosis for Permanent Weight Loss podcast which has gotten about 800,000 downloads! How we do one thing is how we do everything. I, myself, created a prison for myself years ago not just financially and with my earnings, but also with my body and obsessive dieting and eating. What helped me get out of the cycle is also what freed me financially.  Our conversation today is powerful. Leslie empowers her clients to free themselves from obsessive food, body, and weight thoughts, because it is the same approach that will help you skyrocket your sales, business, and income.   Show Notes: [3:01] - A lot of people struggle so much in secret, especially when it comes to their body. [5:17] - Ask yourself why this is something you struggle with when others might not. [7:32] - Leslie shares her experience with hypnosis and how it changed her thought process. [9:06] - When she discovered Joe Dispenza’s work, she learned the science behind what she was experiencing. [10:08] - Hypnosis is really about quieting the busy thoughts in the mind and letting the unconscious mind be more receiving. [12:26] - The result of this for Leslie has been the maintenance of her weight without any dieting. It has changed her relationship with food. [13:59] - Through repetition and emotion is how we change the unconscious mind. [15:05] - The amount of thought put into thinking about food and diet is exhausting. [17:32] - If our focus is so much on our weight, we can’t put our full focus on service. [20:46] - Listen to yourself, especially when you are stressed and tired. [22:38] - Elyse shares how she took her thoughts as truth. [25:42] - Question everything. Is it really the food? [27:03] - The fastest way through is through. [29:11] - If we don’t get support with the things we struggle with, we’re missing out on the messages we’re intended to receive. [32:27] - There are different parts of our subconscious mind. [34:50] - We get to build relationships with these parts of ourselves. [37:16] - What if you can trust every decision you make? [41:11] - After her shifting her limiting beliefs, what was the effect on Leslie’s business? [42:53] - When you clear out the clutter, you become a magnet. [45:26] - Every time Leslie is ready for something, the teacher appears. [46:36] - Give yourself permission to feel good in your business.   Connect with Leslie: Hypnosis for Permanent Weight Loss Podcast Hypnosis for Permanent Weight Loss Home Page   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind