Superhuman Selling

Thanks for tuning into Instant Impact with Elyse Archer. Today, Elyse is talking with Andrew Bilak. He helps businesses and brands connect with their customers through interactive and engaging Chatbots. Playing on his passion for marketing and strategy, Andrew Founded RoyalWood Media and created a Chatbot Agency nearly two years ago. In that short time, the market has seen rapid growth in the adoption of Chatbots across various industries. In this episode, Elyse and Andrew discuss how utilizing conversational commerce to create a frictionless process for potential clients and how it can deepen that relationship.   Andrew wants to shed some light on what Chatbots are exactly and clear up some misconceptions about them. A chatbot is a computer program that simulates a conversational experience. Andrew explains how these programs can help businesses and brands create and establish more meaningful conversations with clients. Through voice interaction like Alexa or Google or though text-based programs, a conversation can be sparked.   Andrew goes on delve deeper into the practical uses of conversational commerce and the powerful information it can provide. He points out how conversational experiences bridge the gap to a client. Chatbots can also be used internally to shift the business into a direction that is more efficient and effective. Elyse and Andrew chat about creating an initial touch point. This is key, Andrew says, in landing customers. There is a split second where contact is made, and if it’s perceived negatively, you could lose a lifetime client.
These Chatbots can be catered to the needs of the business or coach. It can provide vital information instantaneously, and that’s something clients value. Conversational commerce provides the ability to follow up the moment the potential client interacts with your widget. It could be in your social media bio, your website, or in an email. Any time they click on it, a conversation will be started.   What you’ll learn in this episode   In this episode, Andrew Bilak will clear up some misconceptions about Chatbots. He sheds light on what conversational commerce is and how it can help establish, retain, and satisfy clients. You’ll learn the potential power of conversational commerce through the information it provides, how it can deepen your relationships with clients, and how to create a frictionless process overall.   Helpful Links   Andrew’s Website: www.royalwoodmedia.com   Social Media: @AndrewBilak   To connect and talk about Chatbots, you can reach Andrew here: https://meetme.so/AndrewBilak   Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Today on Instant Impact with Elyse Archer, Andrew Bilak, founder of RoyalWood Media. He uses Chatbots and Conversational Commerce to help businesses and brands connect with their customers effectively and efficiently. Andrew sheds light on what conversational commerce is and how it can help establish, retain, and satisfy clients.

Welcome back to another episode of Instant Impact with your host, Elyse Archer. Elyse chats with Glenn Pasch, CEO of PCG Digital, an Inc 5000 agency that specializes in helping dealerships generate qualified leads. His firm has worked with everything from single-point dealerships up to companies like GM, Lithia, Berkshire Hathaway, Asbury Automotive, and Subaru. Glenn is an expert at all things digital marketing and shares steps he takes to build a personal brand in conjunction with his company’s brand. He brings experience that can help anyone running some sort of brand online cut through the noise.   Glenn and Elyse talk about the history of Glenn’s personal brand and how it grew alongside his company’s brand. In early 2010, Glenn was building a business of his own, realizing they were the size of a small shop—about 10 or so people were on this team. Eventually, Glenn says, they stumbled into some verticals in the form of the automotive industry. This lead to Glenn going to expert panels and realizing he needed to find a way to be the one at the front of the room. Through digital marketing, Glenn has now built up a substantial brand both personally and professionally.   To explain how he got there, Glenn shares that he had to come to a conclusion: people like to have a face for a company. He turns towards some of the biggest companies in the world. Microsoft, for example, had Bill Gates, Apple had Steve Jobs, etc.. Once you realize that you are the company, things change. This can feel selfish at first, but once it clicks, Glenn mentions, you’re able to build a team that can provide the same quality of work you do.   Elyse brings up a key to building a personal brand beside your company’s is having a separate, personal website that bridges into your business’s website. This way, your personal brand can be used as a lead generator for your company’s revenue stream. Eventually, other people will go along the journey with you. What people think of you becomes what they think of the company. When that evolves, Glenn adds, people will start paying more attention, and you can introduce them to your team.   Elyse inquires into Glenn’s impressive presence on social media. He says it was easy to forget about promoting himself when you’ve got your head down running a company. He found building a team that can help with his posting is smarter than forgetting constantly. He hired someone to build a calendar for him—one that would show what to post on which platform and when.   Glenn offers some insight into how he built up his brand:  

1. Figure out where your audience is, what platform they use, and learn from it. It’s better to do one platform well than to be overwhelmed by trying to manage multiple.
2. Make individual content for the platforms you post on. Make sure that specific audience knows this post is for them.
3. Find a way to make your posts consistent. Have a standard bit of content that you produce every week, have your team write a blog, and pull from there. It helps to schedule what you’ll post, when, and why. Over time, people will come and connect with you.

  Once you’ve established a long-term outlook, Glenn brings up, you can start looking at analytics. Report your results, but don’t get discouraged. Look, listen to your audience, and learn from the posts you’re putting out there. Get into the mentality of helping people, not just providing a service.   Elyse notes that it’s a slippery slope when it comes to promoting on social media. A brand can quickly become a “me monster.” The real magic, Elyse says, happens when posts are focused on the audience instead. She shares that she tries to connect emotionally to her audience in order to better communicate with them.   Then the conversation turns to the type of content that we put out for a personal brand. Videos, Glenn says, can be an effective way to reach your audience. However, a lot of people are insecure about their voice, their appearance, or their public speaking skills. He reminds us that people will meet us eventually, anyways. Something he has found that helps is having a conversation with a friend and recording it with a camera behind them. A lot of people will be surprised at how naturally they speak when they aren’t focused on the camera.   Finally, Glenn offers some tips on how to cut through the noise of today’s market. Google UTM, he says, can offer some great insight into where your ad clicks are coming from, allows you to label your ads individually, and generally is a useful tool when it comes to publishing ads. In addition to that, having proper SEO writing on your website is essential to coming up as a search result when people are looking for a service you provide.   What you’ll learn in this podcast   After listening to this episode, you’ll walk away with some actionable steps you can take to cut through the noise on social media. You’ll get some tips on how to build a personal brand alongside a professional one, and you’ll have insight into what it takes to post quality content, consistently.   Contact and Events   Glenn is hosting a 2-day manager training workshop in New Jersey, July 24-25th. This is great for individuals who lead teams. Often people are put in charge of a team without the proper training. Glenn can offer the skills they need for success.   Connect with Glenn on his social media: @GlennPasch  Or go to his website: http://glennpasch.com/   Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

In this episode of Instant Impact with Elyse Archer, Elyse chats with Glenn Pasch, CEO of PCG Digital, an Inc 5000 agency that specializes in helping dealerships generate qualified leads. Glenn is an expert at all things digital marketing and shares steps he takes to build a personal brand in conjunction with his company’s brand. He brings experience that can help anyone running some sort of brand online cut through the noise.

Welcome back to Instant Impact with Elyse Archer! Today, Elyse has a conversation with Cynthia Barnes, founder of the National Association of Women Sale Professionals (NAWSP). Cynthia has built an enormous community in an incredibly short amount of time. She grew her brand from a single meetup chapter in Detroit to over 13,000 members in just two years. She cut her daily sales calls from 125 a day to only 12 a day and quadrupled her revenue. She shares how she did this and gives us insight into the mentality it takes to foster a brand.   Cynthia first shares her story—she’s been in sales since Girl Scout cookies were only $1.50 a box. She remembers her father giving her some valuable advice: she already has two strikes against her—she’s black and she’s a woman. That meant she would have to work twice as hard to get half as recognized. Her father told her there are three types of people in this world: those who make things happen, those who wait for things to happen, and those who wonder what happened. When Cynthia was given two sheets to fill selling cookies, she decided she then she would be someone who made things happen.   In 2016, Cynthia left her job to follow her passion for helping women reach the top. She explains that traditional sales training was made by men, for men. She wanted to change that. Cynthia talks to Elyse about some primary differences between men and women in sales. Women, she says, are inherently great at relationship building. Where they could use help, she continues, is building strength in their presence and confidence. Elyse mentions that there seemed to be an internalization of this negative language at a recent meet up she attended. At some point, these women were knocked down. Cynthia adds that part of what she does is helping women overcome imposter syndrome—they are there for a reason. Cynthia wanted to build a community that lifts women in a way that works for women. This meant following intuition and using the plethora of strengths women have to reach the top 1%.   Elyse and Cynthia discuss what it took to establish such a thriving community. Cynthia says sales training and coaching is secondary, what we need is someone who gets us—someone who understands. Many of NAWSP meetups are fireside chats where women can plug-in. She developed the NAWSP App so women can get the support they desire anytime, anywhere, and join a sisterhood of like-minded individuals. This happened, though, almost entirely through LinkedIn.   Cynthia is LinkedIn for Sales Blackbelt certified. This means she successfully completed a program on how to leverage LinkedIn for sales. This is when she was really able to boost her revenue and decrease the number of cold calls she was making. The first step, Cynthia shares, is having a business development profile. Most profiles on LinkedIn are job-seeking and occasionally a branding profile, but a business development profile allows you to attract a targeted market and close sales.   It’s important, Cynthia says, to include SEO keywords in your profile so you pop up on Google’s first page when the service you provide is searched for. After that, it's up to you to use the tools LinkedIn provides to target a market with granularity and specificity to connect with. Once a relationship is established, you can move the conversation off LinkedIn and move through the sales process.   Elyse mentions the different approaches to making relationships. There is a grinding mentality, where you play the number’s game, making hundreds of calls a day, and there is a relationship-driven mentality, which can sometimes be too passive. Cynthia mentions that time is precious—the goal is to be as effective and as efficient as possible. She suggests LinkedIn’s Sale Navigator, where you can search for specific roles, titles, etc. within companies. The program also sends you an email of targeted clients and tells you how many prospects you have. Cynthia says this is a massive help when it comes to narrowing down your focus.   Speaking of focus, Cynthia talks about how she brands herself. She wants to find what she can do that no one else in her field can. Finding a niche is essential, but more importantly, staying true and focused on that niche is vital. She explains that finding where your passion lies is key in keeping to your brand, you don’t want the water to get muddy.   What you’ll learn in this podcast   In today’s podcast, you’ll learn what it takes to build a brand effectively and efficiently. Cynthia offers key tips on how to stay true to your brand and stay the course. She tells us how to make LinkedIn work for you, and how she used it to fuel her passion for lifting women up to the highest possible degree. Cynthia is dedicated to helping women dance on the glass ceiling, and she shows us how she does it.   Contact   Connect with Cynthia on LinkedIn (but be sure to personalize the invitation!)   Check out NAWSP.org to join and for more information.   Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

In today’s episode of Instant Impact with Elyse Archer, Elyse has a discussion with Cynthia Barnes, founder of the National Association of Women Sale Professionals. They chat about what it takes to build a brand in a short amount of time effectively and efficiently. Cynthia offers insight into how she uses LinkedIn to help work for her, and how she keeps her focus on her passion—helping women reach the top and dance on the glass ceiling.

Today’s Episode of Instant Impact with Elyse Archer features Keir Weimer. Keir’s story is one of redemption, hope, and perseverance. He had no job, no opportunities, he was broke and living at home. Through hard work and genuine introspection, Keir was able to elevate himself out of the hole he found himself in. Keir is now the Founder and President of multiple 7-Figure businesses and an expert at breaking through extreme adversity to achieve greatness. In just five short years, he went from the bottom to consistently being named the #1 sales broker and team at Select Sotheby’s International Realty.   Elyse and Keir discuss how this all started, and Keir mentions that he comes from a place of gratitude. At 24, he was sent away for his involvement in a terrible boating accident. When he returned, he was met with rejection after rejection, every door he worked so hard to open was being shut in his face. For Keir, these denials acted as a major pivot point in his life. As he says, there was a shift in accountability—he took full responsibility for everything that has happened up to this point, and will take the same responsibility for everything to come.   Keir attributes his success to a few different factors—an unrelenting focus on his vision, an unparalleled work ethic, and refusing to allow failure to slow him down.     Elyse delves into some of the biggest factors that people like Keir have to overcome. Keir mentions overcoming fears, setbacks, self-denial, and external obstacles. He talks about being flexible—the ‘how’, as he calls it, will come eventually. Patience is key. He also suggests writing down your core values and your vision. He asks listeners to meditate on what they want to be remembered for. What is it that will drive you without end? Keir suggests aiming high. He targeted the top of the market and rode out the storm when things weren’t growing quickly, if at all. That perspective, Keir says, is essential. Things could always be worse. We need to divorce ourselves from a negative mentality.   Elyse brings up the point that not running from failure demands a certain amount of respect. Keir agrees, adding that actions speak louder than words. He focused on putting in the work and showing up for the best customer service he could provide. People can turn things around, and Keir is a perfect example of that.   Finally, Elyse asks Keir to name some things that can help listeners build relationships with current or potential clients. There are simple things, like holiday gifts and events that one can offer to help establish a long-lasting relationship with the client, but more importantly, Keir mentions, it is about valuing the relationships we do make. Something that’s often overlooked is the frequency, quality, and form of communication we have with clients. It’s essential to ask questions. How do they prefer to communicate? When? Then listen. Meet people as they want to be met, not how you’d like to meet them. Finally, come from a place of authenticity.   What you’ll learn in this podcast   Today’s episode is all about overcoming failure. Keir offers insight into what it takes to power forward in the face of adversity, how to establish and foster high-end relationships, and how to build a personal brand in a short amount of time. Listener’s get a window into the world of redemption, and how personal branding, whatever form that may come in, is essential to staying true to yourself and cultivating a successful business.

Elyse talks redemption with Keir Weimer, a real estate mogul, and Founder and President of multiple 7-Figure businesses. In this episode, Keir shares his story of resilience and how it helped shape the person he is today. He gives vital information on what it takes to build meaningful relationships with clients and how being open and vulnerable can be used as a strength when it comes to building a personal brand.

On today’s episode of Instant Impact with Elyse Archer, Elyse talks introspection with Traci Philips, a Leadership & Performance Strategist. Traci helps her clients locate and utilize the ‘genius’ in each of them. Through analyzing both verbal and non-verbal language, Traci assists individuals and teams in applying effective tools and approaches to identify core issues and challenges that are blocking desired objectives and outcomes.   As they’re talking, Elyse and Traci discuss how important it is to define what we have to offer, or as Traci calls it, our “unique brilliance.” She mentions how difficult it is to unearth these innate skill-sets from under years upon years of conditioning from the outside world; those thoughts that keep telling us what we should look like professionally. Traci talks about merging this innate skill-set with learned skill-sets in order to reach our fullest potential. She points out that people are well-versed in what they can do, but only based on what they’ve learned. She then pushes us to look for something that a close friend, family member, or co-worker has pointed out about us that may have come as a surprise. Sometimes, she says, we’re so good at a particular innate skill, we don’t notice it.     Once we’ve gotten a hold of our unique way of doing things we can better utilize and apply it practically. But first, Traci brings up, we need to identify the patterns that can pin us in a negative mindset. These can take the form of belief systems like religion or cultural practices, and can subconsciously limit our successes. That’s where Traci comes in. These limiting beliefs often show up in the language we use. Traci taps into this. It’s called ‘language profiling,’ and some of us do it every day. As Elyse puts it, a spotlight is great, but it can expose those bad habits. For example, think about how many times a day you say “I have to.” Traci suggests changing that to “I get to.” This can help shift our mindset from negative to positive, and in turn, can bring to light a plethora of opportunities we may have missed because we weren’t looking for them—we were stuck in looking for the negative. Once we’re focused on what we want, it shows up everywhere.   People often lose trust in themselves in no small part due to the layers of conditioning we’re exposed to every day. We often promise ourselves things that we haven’t, or couldn’t, follow up on. So, when we try to make that change, there’s that voice in the back of our head reminding us we can’t, or won’t, do it. Traci reminds us that people don’t want bulletproof. Humans don’t connect with perfect. Imperfection makes us approachable.   Finally, Traci shares with us three actionable steps we can take to rewire those negative thoughts and rescript our brain:  

1. Pay attention to your language patterns. Avoid words like “just,” as they diminish the importance of what you’re talking about. Try to step away from telling yourself what you haven’t done already.
2. Honor yourself! Take the time to put ‘you’ first. Monitor how you prioritize things. Remember, you can’t help others if you aren’t helping yourself.
3. Get used to asking for support. We’re often keen on offering support endlessly but can limit ourselves from getting the same help. Communicate with yourself and communicate with those around you.

  What you’ll learn in this podcast   Traci helps elucidate the limiting beliefs we may run into in our day-to-day lives. She points out how our language can be a window into the script that is constantly running through our brains. More importantly, Traci offers solutions that we can apply practically to help rewire and improve the way we think about ourselves.   Special Offers and Helpful Links   Traci is kind enough to offer a FREE discovery session. Get in touch through her website:   theinnatecoach.com   Request a free Brand Strategy Call: http://thebrandbuildersgroup.com/callelyse

Elyse sits down with Traci Philips, a Leadership & Performance Strategist who uses language to help identify places in our lives where we may be holding ourselves back. She offers some helpful, actionable steps that we can take to rewire the negative scripts that run through our heads every day. In a world that emphasizes DIY, Traci talks about the importance of seeking support and utilizing it so we can reach our full potential.