Superhuman Selling

Welcome back to the Instant Impact podcast with your host, Elyse Archer! In today’s discussion, Elyse talks growth with Mike Schumann. Mike currently serves as the Vice President of Corporate Development for the start-up accelerator, MassChallenge. In this role, he leads the functional group responsible for helping MassChallenge's corporate partners to achieve innovation-related outcomes through relationships with high-potential startups that are aligned with strategic priorities.    Elyse and Mike talk about some of the first things we can do to generate revenue from scratch. We’re talking from the ground floor. Mike shares with us that it’s all about having an outcome and goal in mind and working backwards from there, focusing on planning and structuring your strategy for growth. He says it’s vital to pick up the phone and learn. Elyse adds that it's important to constantly be on the lookout for feedback—what people are liking and what they aren’t.    Mike delves into what some common factors that seem to be constant for successful startups. He emphasizes that it’s essential to be clear about what the problem is you’re solving. It’s equally as important to know who it is who has the problem and what it means to them if you can find a solution. On top of that, Mike shares that success can come from offering a $100 solution for a $10,000 problem. Beyond that, capture the proof. Use case studies as leverage and build a scalable sales process to match the growth.    On the topic of problem-solving, Mike and Elyse chat about some actionable tips people can take to find the problem it is that they’re trying to solve. Mike says to think about the gaps in service. What small adjustments can you help make to open the door to a new market? He goes on to explain that you have to be open to failure. Frame it as an experiment—make mistakes and learn from them. Take obstacles and look at them as lessons.    Mike also offers insight on pricing. The fact of the matter is, every company is going to have a different expectation for their ROI. Think about the alternatives they may go to and consider the momentum they have with the process they already use. How can you disrupt that and bring value?    Finally, Elyse and Mike dive into how we can cultivate an intentional environment that sets us up for success. Mike says the place to start is with yourself. Think about how well you take care of yourself—what’s your morning routine? Are you mindful of your nutrition? Do you exercise? All of these factors come into play when we think about our environment. What about what you’re putting in your brain? Set aside time to fill your mind with positivity and something that will make you better. Additionally—network! Don’t be afraid of being in service—it will come back.    What you’ll learn in this podcast   In today’s episode, you’ll get some practical advice on how to grow and scale your brand. Mike shares insight on how to grow revenue from scratch with no territory or client base, how to get clear on what problem it is you can solve, as well as advice on pricing structures and the importance of a positive environment.     Links Connect with MassChallenge at MassChallenge.org Have questions for Mike? Email him at [email protected] Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Welcome back to the Instant Impact podcast with Elyse Archer! On today’s show, Elyse has Charles Specht, a coach at The Permissions Group where he teaches insurance agents how to build a million-dollar book of business. Charles is an expert in helping people stand out against the crowd and rise above the noise in a crowded industry.    Charles got his start working as a commercial insurance broker in 2000 before eventually shifting to a consultation position. That entailed helped large businesses oversee the agent they brought on. While he was doing this, he noticed how difficult it was for clients to trust their agents. This is when Charles pivoted into helping agents build trust through their planning and branding.    In his industry, it’s often a price game. To avoid getting caught in the rat-race, Charles talks about how he helps his clients focus on their strengths. This can be anything from their passions to what it is exactly their firm can provide. A key part of this is finding a personal micro-niche. His process of finding that niche includes something he calls “C-3” or “Cold Call Carrot.” This is one statement that separates you from your competition. This statement includes who your work is for, what the rewards are, and how you get the job done.    Charles also mentions how important it is to know what your client “ceiling” is. As he says, it’s better to go small than to go big. What he means is finding that perfect number of clients you can reasonably service, and build your micro-niche from there.    By nailing down who you are trying to help and how you can solve problems they may be having, you can establish trust. Charles shares some actionable things we can do to establish that trust quickly. One of those things is showing prospects a timeline of what working with you could look like. By providing, in writing, specific solutions, trust can be built almost instantly. Another way to establish trust with a prospect is to provide testimonials. If you can say, show, and have other people back you up on what you’re an expert in, you’re much more likely to gain that vital trust.    Finally, Charles and Elyse talk about the fine line of how much we put our personal lives out there on social media for everyone to see. For Charles, authenticity is a great way to build trust. People are attracted to transparency because they are able to relate to you on a human level.    What you’ll learn in this episode   In today’s episode, Charles shares some surprising tips on how to earn the trust of your prospect or existing clients. He gives us a window into how he helps people establish that trust through Cold Call Carrots, a statement of what puts you above the rest. He offers insight into building your brand on transparency and authenticity while providing excellent service through problem-solving.    Links http://permissionsgroup.com/ Find Charles on Facebook and LinkedIn: Charles Specht
Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Thanks for tuning into Instant Impact with Elyse Archer! Today’s guest is Scott Groves, a top-level mortgage loan officer in California. Scott has built a career out of providing exceptional service from application to closing. Helping clients find mortgage solutions that meet their long-term financial needs is his primary focus. He’s the author of the best selling book Lead Generation: Double Your Pay in 61 Days. With this in mind, Scott is able to share with us his tips for increasing pay, revenue, and results efficiently and in a shorter amount of time.     Scott built his Consolidated Coaching business by building those key, strong relationships in all aspects of his life, from professional to personal. Eventually, this lead him to write his best-seller. In a word, Scott tells us that it doesn’t matter what you’re selling—you need to do lead generating activities. But why 61 days? He says it’s about forming a new habit. By reading a chapter every day, just one tip, you’re committing to getting 1% better in some way, shape, or form.    Carrying on that mentality, Scott shares with us the switch he made that gave him the biggest impact almost immediately—swapping his vocabulary from using “motivation” to “commitment.” You have to be committed to making those cold calls, committed to reading those few pages every day, committed to expanding your brand. Through that, we can achieve the lifestyle we’re after.    A good place to start, Scott brings up, is creating an environment where you can be successful. By changing the physical nature of your surroundings, you can control the steps you’re taking to get things done. By setting ourselves up for success physically, we actively take a role in reminding ourselves what it is we should be focused on. This can take countless forms, be it a schedule, a stack of books you want to read, or a list of calls you need to make. 
Scott and Elyse break down what we can do to get in the mode of generating leads:  

1. Schedule a time for yourself to do lead-generating activities. Set aside a time of your day where you know you’re going to buckle down and get those calls out to clients and make connections
2. Get good at interrupting interruptions. Turn off those automatic notifications and only keep up two apps that you know are essential. Show value to your clients by picking up their calls, but show value to yourself by establishing that your time generating leads is valuable. 

  Later on, Scott and Elyse discuss the difference between marketing and lead generation and some important distinctions. Essentially, Scott explains, marketing is the last “stage” of lead generation. If you have great content and are getting lots of engagement, unless you’re going out and making the calls and connections, nothing will come of it. Following up is essential!   Scott then mentions that there isn’t a formula to all of this. People in different positions and stages of building will be focusing on different areas, they’ll be wearing different clothes, and they’ll be talking to different people. There is no right or wrong, but we need to be aware of the space we’re occupying, and adapt accordingly.    Finally, Scott tells us the importance of being “famous with your spouse.” Tune in to find out how important it is to have a strong, core 50 connections you can always rely on.    What you’ll learn in this episode   In today’s episode, Scott breaks down lead generation and how we can maximize our time to bring the most value to our clients and to ourselves. He explains how to make the switch from “motivated” to “committed” and what it means to your business when you take small steps every day to create productive habits.    Links   Find Scott’s book on Amazon: https://www.amazon.com/Lead-Generate-Days-Double-Your/dp/1732591202/ref=sr_1_1?crid=231X0ZG9LDL14&keywords=lead+generate+61+days+to+double+your+pay&qid=1563334134&s=gateway&sprefix=lead+gene%2Caps%2C155&sr=8-1 Scotts email: scott@consolidatedcoaching Scott Groves on Facebook Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Thanks for tuning in and welcome back to Instant Impact with Elyse Archer. Today, Elyse is talking with Darrah Brustein, a writer and entrepreneur with articles on lifestyle design that have been read by over 1 million people across Forbes, Entrepreneur, and Thrive Global.  Her motto "build a life of your own design, a career to fund it, and a network to support it" has inspired thousands to reach higher and dream bigger. Recently, Darrah launched the video series “Diving Deep With Deepak & Darrah” to make deep topics relatable and translatable into your life.    Darrah and Elyse chat about challenging ourselves to be the writer of our own story—the artist of our own masterpiece. Ask the question “Why am I doing what I’m doing?” This is at the foundation of the idea of intentional networking. Darrah explains that it’s about surrounding yourself and connecting with people who elevate who you are and what you do. She shares some tips on how to do this, like building your network from where you are and starting with those who already know and trust you. That way, you can cut down time in this new arena.    Elyse asks for some of Darrah’s Do’s and Don'ts for icebreakers. The wrong way, she says, is leading with “what do you do?” People want to be seen and want to know you can who they are first. Remember to add value first. A better thing to ask would be “what’s on your mind?” or “what brought you here?” Let them share what’s important to them so you can develop a more meaningful relationship.    Darrah offers some insight into how she lives the life she does—meeting high profile people and connecting with an expansive network while maintaining happiness and freedom. A massive part of it, she says, is intention. It’s essential to reflect and make sure what you’re doing is working for you, specifically. Ask yourself if you’re on the right path. Are the dominos falling naturally or are you swimming upstream? Next, it’s realizing that it’s the people you know who will open the doors. By having that trust, you’re able to build long-lasting relationships with more people. Finally, having financial freedom can be attributed to side hustles. Do what you can to create flexibility for your pursuits.    You don’t have to grind. Focus on effortless living. Darrah explains that this means to follow what is working and steer clear of what isn’t.    What you’ll learn in this episode   In today’s episode, Darrah shares her insight on what it takes to design a lifestyle that works for you through intentional relationship building. She lets us in on some tips on how to build meaningful, long-lasting relationships with people who may seem out of reach. She explains what we can do to cultivate a network in a new arena and how we can up-level by surrounding ourselves with people who elevate us.    Links   Connect with Darrah through her website, darrah.co. There, you’ll find her series with Deepak Chopra, a Masterclass on living a more meaningful life, Forbes articles, as well as helpful guides for designing a lifestyle that works for you.    Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Welcome to Instant Impact with your host, Elyse Archer. Today’s conversation centers around building an audience, cultivating meaningful relationships, and connecting with individuals through authenticity and heart. This episode’s guest has done just that. MJ Gordon is one of the most versatile health and meditation coaches on the planet. She has a proven track record of creating balance and results in a wide variety of different industries and endeavors. She is the creator of multiple online training programs and the host of a YouTube channel with over 100,000 subscribers with content related to living a healthier and more centered lifestyle. MJ specializes in helping high achieving individuals who are struggling with imbalance and helps them to find more peace, fulfillment, and centeredness in their lives.   MJ starts us off by sharing how she’s managed to build such a massive community on Youtube and Instagram. She says one of the keys to her success in such a short amount of time was using the platform as not only a way to share information but to be authentic, and focus on building relationships instead of a business. She stayed true to who she was and connected with people she felt comfortable with.    It wasn’t an easy journey to where she is now, though. An immigrant child, she dealt with abuse at home and was left feeling disempowered. It was with the motivation of the coaches she had growing up that opened her eyes to the value in creating value for yourself. Through genuine soul, MJ was able to find balance within her personal life and that which she shared with her audience. It’s a fine line between authenticity and oversharing. It’s an even finer line between connecting with the audience and looking like you’re seeking attention.    Her primary mantra she always remembers is energy over strategy. As Elyse says, it boils down to your instincts. It’s about a feeling of peace and centeredness. We’re meant to connect as people and to grow, MJ says.    MJ and Elyse chat about Quality v.s. Quantity of the content put out, and if MJ schedules her posts. For her, as long as the content is consistent, that’s fine. But more importantly, the quality of the content must be top-notch. By reserving her perspective to that of her audience, MJ is able to craft content that brings them value.    MJ’s final advice is to slow down and ground yourself. Start to focus on the impact itself and not just the numbers. It’s so important to feel fulfilled in what you do, and the place to start is internal.   What you’ll learn in this episode   In today’s episode, MJ Gordon shares with us her authentic, heart-driven approach to building an audience, cultivating relationships, and making meaningful connects with her community. She keys us in on important things to focus on when generating content—and it’s not always in the numbers.    Links   Connect with MJ at her website, mj-gordon.com or Google MJ Gordon! 
MJ can help you optimize your energy and simplify your life by elevating things that elevate your experience.    Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Thanks for tuning into this episode of Instant Impact with Elyse Archer! Today, Elyse talks with Jon Mahan, a video success coach with BombBomb, a program that allows you to communicate with videos through direct emails quickly and with ease. Videos can be a massive form of leverage for your brand, and Elyse can attest to the massive impact videos have had on her success.    Jon and Elyse chat about some tips for those who are just getting started with creating video content. He suggests starting out slow—record yourself 10-20 times and send them out into low-risk situations. This could be a friend, coworker, or even a client that you know already loves you. Someone who won’t mind that you may feel a little awkward—that’s normal! As you progress in your comfort, then you can send them to high-risk situations.    Next, Elyse asks Jon his opinion on the production of these videos. Jon says there is a time and place for both raw, authentic videos and flashy, shiny videos. Generally, he mentions, videos that lean towards the more authentic side of the spectrum tend to do well. The market is flooded with advertisements and people don’t have time for more of those, he says. If you’re editing just to look more professional, chances are you’re over-producing the video. In fact, Elyse even admits she doesn’t watch the videos she posts for fear of not wanting to post them!    Jon shares with us his process for creating content. For him, batching his content and setting aside one hour a week to generate it works best for him. He writes down ideas as they pop into his head, and when the time comes, he chooses 3-6 topics and makes videos on them.    With all this being said, Elyse and Jon discuss when you should hold off making video content. The key is, Jon says, that videos act as an amplifier for your message. If your message isn’t up to stuff, reconsider what it is you’re trying to say. A weak message is still a weak message if it is amplified.    Jon also lets us in on some key knowledge: throughout your communication, you need to be sending a message that you’re here to help. Videos can help clients pick up on non-verbal cues that can help prove, in real-time, that you’re the real deal.    Finally, Jon breaks down why people watch his videos, and why they may watch yours too:  

1. They care about who you are. This can take time and requires that you build relationships, but it’s a good reason for people to watch your content. 
2. They care what you’re talking about. People care more about your message than anything else. Offer a solution to a problem they may be facing. 
3. Curiosity. Put a brief blurb in your post that leaves enough room for curiosity to cause a click. 

What you’ll learn in this episode   In this episode, Jon lets us in on some key factors that can level-up our video content. He offers up suggestions on how we can use videos to build our brand, and what it takes for a video to be successful. He breaks down aspects of video content that can improve your growth, and shares insight into how he does it himself.    Links   Check out BombBomb.com/Elyse for a free 1:1 trial coaching session with Jon!    Jon’s LinkedIn: https://www.linkedin.com/in/jonathan-mahan-56388492/
Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Welcome back to the Instant Impact podcast with your host, Elyse Archer. Today’s guest is Mike Auton. Mike left his teaching job 11 years ago and now runs an online marketing business—he’s made over $16 million dollars doing so. He uses a seemingly counterintuitive strategy to gain strategic partnerships and to build his brand by adding value for those around him.   Like a flip of a switch, Mike decided it was time for him to get rich. His first thought, the internet and social media, despite knowing next to nothing about it. His first Google search was ‘how to make money online.’ This lead him to direct linking from Google to Amazon for every product under the sun. But before he could get rich, he needed to build a brand that would help him get there. He shares with Elyse his mindset—do what feels right. Often times, we are told to always put in a call to action in our content—Mike isn’t so sure about that. Mike explains that he knows his audience—high value partners that don’t need that call to action or a button to link them to get in touch. He shares that his philosophy is to attract these partners to him instead of seeking them out. He mentions that while a call to action in the copy of the content you’re putting out is totally fine, but his aim is to help people first.    So, what about his content? Elyse and Mike talk about his unorthodox technique when it comes to content creation. Mike sells without selling. He says that if you want to build a long-term, healthy business, you need to be the content creator, not the advertiser. He says he focuses on putting out genuine, authentic content that’s primary goal is to help those around him. He tells Elyse that the production quality of the content comes secondary to the message. No one opens their social media feeds to see a Vogue advertisement. Instead of being interesting, he says, be helpful. There is a lot of pressure we put on ourselves when we try to be interesting. However, if we’re being helpful, if one person gets something valuable out of the content, you’ve achieved that goal. Finally, he adds to add value without expectation. It’s important to remember that this is a slow process, and take patience once the practicality is sorted.    With practicality in mind, Mike chats with Elyse about ways to keep your head above water while being patient. He suggests the 80/20 concept, where 20% of your content includes a call to action. He also mentions that it’s okay to have an outside job to pay the bills while you build your brand. His strategy was to regulate money. If he had $2,000, half goes to his life and the other to his advertisements.    What you’ll learn in this podcast   In today’s episode, you’ll learn some unorthodox ways to build a brand and establish strategic partnerships. Mike shares with us his mentality and technique when it comes to creating content in a meaningful, genuine way that connects with your audience and creates value through authenticity. He also gives some practical tips on how to balance patience and growth.    Links   Mike’s Website: https://mikeauton.com/  Facebook: https://www.facebook.com/MikeAutonMarketing Instagram: https://www.instagram.com/mikeauton/ Twitter: https://twitter.com/autonmike LinkedIn: https://www.linkedin.com/in/mike-auton/
Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

In today’s episode Elyse sits down with Mike Auton, a retired school teacher turned Internet Marketing Business owner. Mike shares with us his unorthodox approach to establishing strategic partnerships, content creation, and brand building. He does all of this through genuine, authentic connections, and offers some tips on how we can do the same.

Thanks for tuning into another episode of Instant Impact with your host, Elyse Archer. Today, Elyse is talking with her longtime personal coach, Annelies Gentile. Annelies is a pioneer thought-leader with a presence-based approach to coaching, helping professionals navigate change, mindfully, creatively and successfully. Having traveled to 22 countries and 47 US states for business and pleasure, Annelies discovered that most people want the same three things: to be heard, to feel safe, and to hold a sense of belonging. She is the author of the book From Chaos to Calm: Leading Change from the Inside Out, a personal story, philosophy, and guide for resiliency in times of change. In today’s episode, she outlines how to be solid in all aspects of mindfulness.    Elyse and Annelies start their conversation discussing chaos in the many relationships we have in our lives—be it personal, business, or professional. The first step, Annelies says, is to identify what chaos looks like. The catch is, if you realize you’re in chaos, it’s too late, so it’s essential that we can notice any possible warning signs. Elyse gives her own example of feeling a tightness in her chest or a pit in her stomach when there is the potential for conflict in a relationship. It’s important, Annelies points out, to address the problem as it is. She talks about ‘hidden grief’ that can collect like dust and influence how we perceive interactions throughout our day.    A lot of chaos can be tied to electronic communication, Annelies mentions. A good way to notice when chaos is on the horizon and it’s time to make a different form of connection is when you’re firing off emails left and right or the opposite: ruminating too long on how we’re communicating. Her tip is to pause if you’re sending off emails too fast to ensure you’re effectively communicating your ideas, and if you’re a ruminator to back up and assess the situation and look for a different channel of communication.    Annelies brings up an excellent point: people are mirrors of ourselves. Communicating through chaos is a good chance to self-reflect. Through direct, human connections, we can engage in a dialogue to better understand how we’re being perceived and how accurately we perceive others.    She goes on to talk with Elyse about taking things personally. Her advice is this: if you find yourself blaming, judging, or over-assessing the situation, there’s a good chance you’re taking something personally. She says this is a waste of time, energy, and creativity. There are so many other things you could be spending those on! Noticing you’re tethered is the first step to moving past this. Lifting the anchor and processing is the way to go.    Something that comes up in the chaos is the eternal struggle of control v.s. going with the flow. Overall, Annelies says, we don’t have much control to begin with. If we’re constantly focused on the next thing, we lose sight of our human-ness. The goal is to gain perspective.    Finally, Annelies explains why she left Facebook, and how it opened her eyes to how vital it is to connect with people on a human level.    What you’ll learn in this podcast  

1. How to notice and identify chaos in all its forms, and how to pause without judgment.
2. The importance of taking three deep breaths before assessing a situation and acting on it. 
3. How to calculate how stressed you feel and what steps to take from there. 

  Links    Annelies’s Book available on kindle and paperback https://www.amazon.com/Chaos-Calm-Leading-Change-Inside/dp/1946425265   conduitforchange.com for newsletters, event updates, and more   Connect on LinkedIn!
Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

In today’s episode of Instant Impact with Elyse Archer, Elyse talks with Annelies Gentile, a transformational lifestyle coach, speaker, and author. The discuss chaos; what it is, how to identify it, how it can impact us, and how to deal with it. They chat about change and how terrifying transitions can be in any relationship we have—personal or professional. Annelies offers some step-by-step tips on turning chaos into calm.