Success Unfiltered

Latest Episodes:

144 | Alex Bayer is a Genius at Getting Investments on Shark Tank Apr 13, 2020

Show notes

Do you know your real value? Have you ever given that question any thought? Do you know what you bring to the table in regards to your clients?

Alex Bayer grew up in Southern California in the city of Palos Verdes. After graduating college, he jumped right into the insurance world, knocking on doors across Los Angeles to sell them group insurance coverage. While working long hours and being on the road driving, Alex relied on home-made smoothies to help get him through the day with clean functional ingredients. After leaving insurance, Alex discovered a 'Genius' idea from a friend who showed him a smoothie that simply blended coconut water and coconut meat together, and from there Genius was born. The Genius coconut smoothie combines only two base ingredients and in all its simplicity, is extremely clean, healthy, creamy, and filling. No wonder 'It's Pure Genius!'

What happens when you know your value?

You're able to bring on better clients and investors; those who aren't just any client or investor. They're your ideal client.

You have to know your worth so that you can say YES to only the best clients and investors. But how can you show them?

Some entrepreneurs focus on creating case studies. After all, a savvy investor wants all the nitty-gritty details will want to have the data, and be able to see that investing in you is a worth it.

As a business coach, how can you show that data?

Let me tell you my best secret: reviews!

I ask for reviews from every single one of my clients, and they know I don't just want one-line reviews. I ask for video reviews, and ask for them to share just how I have helped them improve their business.

After working with me, did they increase their top-line revenue? I want them to share that if they did! Did they onboard new ideal clients? Tell us more! Are they working fewer hours, and making more money, and have increased profitability? That is the kind of data I want them to share in these reviews!

I also don't just get reviews immediately. I follow up months later. I want my future clients to know that I help them achieve lasting results. I want to see them be successful in their business for the long-haul!

These reviews are so valuable because potential clients get to hear from others just what I can do for them, and the value that I have to offer.

This week's guest on the Success Unfiltered Podcast is Alex Bayer, creator of Genius Juice! Would you believe that he doesn't ask for the sale though? Instead, he takes the time to show clients and investors the value that he and his product has to offer, and he has learned how to naturally close many no-pressure sales (including on Shark Tank).

Wondering how you can better show clients your value? You won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to Alex Bayer for taking the time to chat with Michelle. Be sure to join us on 4/27/2020 for our next new episode!

How Do You Sabotage Your Business Success? By undervaluing your products and services. Selling yourself short. And never understanding your TRUE worth. If you're tired of stress, resentment, and frustration in your business, stop right here. Grab a copy of my FREE guide, "Owning Your Worth: A Guide To Knowing Your Value And Naming Your Price." And learn how to KNOW, OWN, and ASK FOR what you are worth.

Here are a few key secrets we talked about in this episode:

Michelle introduces Alex Bayer.
Alex shares how Genius Juice came into existence.
When he was first starting, he had an investor who was going to invest $150,000, but this investor eventually said NO!
Alex had to choose to look at this with abundance, knowing that his next opportunity would be coming along.
Choosing abundance meant that Alex realized that this investor would not be his only potential investor: he had to go connect with others! The right investor was out there.
"There's a lot of people out there that could invest, that find value in our product and our brand and believe in me." ~ Alex Bayer
When the investor said NO, Alex got up, and started from scratch, looking for another investor.
There are three people you should pitch: family, friends, and fools. Alex does say that anyone who invests in him isn't a fool, however.
"At the end of the day, people invest in people." ~ Alex Bayer
Sometimes your investors will feel like fools, because they don't know where your business is going. Make sure you educate them!
Alex shares that he doesn't ask for the sale: he focuses on providing value, so the sale happens naturally, and potential investors and clients are more likely to say YES!
People like to believe in what you're doing, and often want to invest in you, but they like not having pressure.
Presenting no-pressure opportunities is a key to closing a sale.
"Most savvy investors are results driven." ~ Alex Bayer
Make sure that you are prepared to show that you're not just talking: that you can execute! In order to bring on investors, you have to be able to show them that you can execute.
Case studies can show investors what you're capable of: they can show growth, sales numbers, and the results that show them you are worth saying YES to.
If you have a product, and get it into stores, don't just drop off inventory and come back later to pick up a paycheck. Show value to the store! Do demos, and help bring people in. Be a true partner.
Have perseverance when a plan falls through. Sitting and sulking won't get you anywhere: there is a time and place for sulking, but it won't move you forward.
When a client or investor says NO, that means it wasn't the right opportunity. Move on, and find the next person.
Alex shares what he would tell his younger self.

Connect with Alex Bayer:

Check out the Invisible Gorilla video referenced in the episode.

Music produced by Deejay-O www.iamdeejayo.com

143 | Blair Fletcher Hardy Teaches Us How to Win Over Your Business Gatekeeper Mar 30, 2020

Show notes

Is your gatekeeper anything like your ideal client? Or, are they basically the exact opposite?

Blair Fletcher Hardy is the co-founder and Head of Brand for Pop & Bottle, the wellness-first coffee brand known for its organic, dairy-free lattes with no refined sugar or junky extras. With more than ten years of experience in branding and design, Blair spearheads Pop & Bottle's visual team and helps to design the product packaging, create brand assets, and manage the brand's overall aesthetic. While in London completing a year of study at the University of the Arts London learning the core tenants of branding and design, Blair became fast friends with fellow co-founder Jash Mehta. Fast forward a few years later, Blair relocated to the Bay Area. Blair reconnected with Jash and the two bonded over their love of San Francisco's farm-to-table food culture and, of course, coffee. The two females founded Pop & Bottle in 2014 with a broader commitment to provide clean, plant-based beverages that are meant to elevate the everyday.

The gatekeeper is one of the most important business relationships that you can develop. Of course it's important to connect with your ideal client, and those who are going to help you increase your top line revenue, but learning how to win over a gatekeeper is a game changer.

That gatekeeper is often the key to your success!

When I was looking at getting FITzee Foods in The Vitamin Shoppe stores in New York and New Jersey, I knew that it was going to be hard. They'd have to get new permits and remodel their stores. It would not be a small undertaking, and it would require that I engage and enroll the right person to help me! By way of research and figuring out who the right person was, I found the perfect person to make it happen: Doug Jones.

But I didn't have a connection with Doug. Yet. However, I did build a connection with someone who knew Doug well: Evelyn. His Executive Assistant.

Every time that I was in New Jersey, I would make it a priority to meet up with Evelyn. I'd bring her coffee or other things that she liked, and we'd chit chat. Our relationship grew over the years, and she was able to connect me to Doug.

That relationship with Evelyn connected me to the right person that I needed a YES from, and I was able to get FITzee Foods in The Vitamin Shoppe, thanks to my relationship with the gatekeeper!

This week's guest on Success Unfiltered, Blair Fletcher Hardy, created a healthier alternative to lattes and coffee drinks. She just needed to connect with health food stores in order to get Pop and Bottle on their shelves. The problem was that she found that the gatekeepers didn't always prioritize healthy products, so they weren't always connected with her mission. She had to find different ways to connect with those gatekeepers in order to get a YES!

Is your gatekeeper anything like your ideal client? If not, you won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to Blair Fletcher Hardy for taking the time to chat with Michelle. Be sure to join us on 4/13/2020 for our next new episode!

Your Business Depends On Relationships. And You Can Start Building Them TODAY!

Business is about mutually beneficial connections with REAL live people. But creating those relationships doesn't have to be a scary ordeal! All you have to do is show up, be yourself, and connect with people in a genuine way. Listen more than you talk. Don't rule out anyone for a potential conversation. And stay open to opportunities no matter where you are. Sound like a lot of work? It doesn't have to be! My FREE guide, "3 Simple Steps To Building Relationships ANYWHERE" will show you how to come out of your shell, embrace new connections, and "get out there" without stressing yourself out! Grab it HERE!

Here are a few key secrets we talked about in this episode:

Michelle introduces Blair Fletcher Hardy.
Blair and her business partner had no experience in the food industry, so they found themselves facing a lot of NO's!
"There's a host of reasons people give you for not believing in you and your concept." ~ Blair Fletcher Hardy
Sales is a numbers game: you're not going to reach out to 10 people and automatically have 10 investors.
Learn from feedback: every NO is a learning opportunity.
You will become more confident with your product and your story as you continue pitching.
Got a fund-raising goal? Double the amount of time that you think it will take to raise that amount of money.
Reach out to fellow entrepreneurs. As you share your stories with them, you'll hear how they have gone through similar experiences.
Surround yourself with others who are like-minded. Many entrepreneurs have learned to wear their failures like a badge of honor.
"There is no growth without failure." ~ Blair Fletcher Hardy
Blair made their own original branding for Pop and Bottle, and was told NO that it didn't look like a product that would be in a grocery store; that it looked like a perfume bottle.
"Trust yourself and lean into what makes you unique." ~ Blair Fletcher Hardy
Don't be afraid to marinate in your rejection, and learn from it.
If you're new to the entrepreneur world, learn how to take NO, learn from it, and not let it completely define you. Just because one person says NO doesn't mean it is bad.
Blair learned that their gatekeeper was not their ideal client. Instead of an almond milk latte, that person preferred soda.
Instead of reaching their gatekeeper with their business mission, Blair and her business partner had to create case studies to show that their product would be a success.
Data is key when it comes to working with a gatekeeper who is not your ideal client.
Blair shares what she would tell her younger self.

Connect with Blair Fletcher Hardy:

Your Business Depends On Relationships. And You Can Start Building Them TODAY!

Music produced by Deejay-O www.iamdeejayo.com

142 | David Zamarin Shares Why Risks Can Actually EXPAND Your Sales Potential Mar 16, 2020

Show notes

When was the last time you took a huge business risk?

Driven to overcome the challenges faced by immigrant parents, David Zamarin has made a name for himself as the Founder of DetraPel, the latest in his series of ventures that appeared on Shark Tank Season 9. He also co-founded two other companies that he has since exited out of. In 2016, the Babson student was considered as one of Philadelphia's Entrepreneurs of the Year - at age 18. A member of several advisory boards, David seeks to give back as well: he coached a youth soccer team, sat on the Youth Advisory Council of SEPTA, and does numerous speaking engagements while mentoring at several youth entrepreneurship programs.

David's background and innovative entrepreneurial spirit makes him an accomplished and inspiring leader, as he is always looking to get involved more.

Do you ever feel like you've got one foot in and one foot out of your business?

Like you know that you can do better, but you're afraid to take the risk and go all-in?

Throughout my years in business, I can attribute my success to one thing in particular: I jumped in and took risks in business!

When you learn how to take risks, it completely changes how you run your business. You are willing and able to calculate what it's going to take to succeed, and what small steps you have to take in order to achieve that success.

Taking the time to evaluate the risks makes it easier to handle the NO's that you'll hear along the way.

You'll also be equipped to take even more risks, and say NO to the opportunities that are not right for you and your business!

Going all in and taking business risks are going to make a huge impact on your business.

This week's guest on Success Unfiltered, David Zamarin, began his entrepreneurial journey while he was still in high school. He was guided by many different people, and learned that ultimately, he had to say NO to some of the advice he was given, take giant risks, and lean into his strengths!

If you're ready to be inspired to take risks and go all-in with your business, you won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to David Zamarin for taking the time to chat with Michelle. Be sure to join us on 3/30/2020 for our next new episode!

When Was The Last Time You Took A Risk Your Business? Maybe you've been bogged down in "what ifs." Maybe you believe risks have to be outrageous to pay off at all. But neither idea will help you get to the next level in business OR life. What will? Being smart, being brave, and taking risks. In my FREE checklist, I will show you how! Click here for The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.

Here are a few key secrets we talked about in this episode:

Michelle introduces David Zamarin.
David shares how he started his company when he was only a sophomore in high school.
One of the biggest mistakes that David made in the beginning was listening to an advisor who told him to focus on marketing: the core of the business was their product!
Later, when it came to looking for investors, they didn't see the product and the potential for growth: they only saw the brand.
While they focused on marketing, they outsourced so much of the work. This ended in a recall of some products for contamination.
David said NO to the bad advice he had been given, brought the product back to the company, and worked on it in-house.
It's important to be aware of what you can do: David knew that his company worked at it's best when they said NO to outsourcing.
When you're starting out, everyone is going to give you conflicting advice - keep it in house; outsource your work: you have to be able to figure out what is most important about what you do!
Gary Vaynerchuk came and spoke at David's school: when David heard him speak, he was so inspired he went home, revamped his entire business plan.
Seize every opportunity that you have: David was impressed by one group that simply stood behind Gary Vaynerchuk wearing branded tee shirts.
Don't get so focused on the future that you forget the "small" opportunities in the present.
Make your small goals today to reflect your bigger vision.
David got a deal on Shark Tank, but ultimately said NO: he wasn't willing to budge on his terms.
"Since then, it's been a lot easier to say NO, because [Shark Tank] was the biggest thing that I could have said NO to." ~ David Zamarin
Shark Tank was definitely a catalyst for David's company's success: they grew immensely after their episode aired, even though they ultimately didn't get a deal.
You have to be a risk taker in the world of entrepreneurship.
David shares what he would tell his younger self.

Connect with David Zamarin:

Music produced by Deejay-O www.iamdeejayo.com

141 | Katherine Wintsch Teaches Why Playing Small Isn't Scary Mar 02, 2020

Show notes

Do you ever wonder if it's strategic to play small?

Katherine Wintsch Founder and CEO of The Mom Complex, author of Slay Like a Mother and is a lover of happy hour. Katherine's sought-after research and understanding of mothers has been featured by The Today Show, The New York Times, The Wall Street Journal and Fast Company. She regularly writes about the topic for Working Mother magazine and on the Slay Like a Mother platform.

"Playing small" is often seen as a dirty word in the world of entrepreneurship. So many people talk about scaling, and getting bigger and bigger. Bring on the top line revenue! Bring on more clients!

"Stop playing small," your coach or best friend may say.

And to an extent, they're right! You don't want to let fear make you say NO to being the best in your business.

But what happens when you get to the top? You've climbed the ladder, conquered your fears, served your clients - now what?

See, every YES that you say means that you say NO to something else. For some people, that means that they say YES to that growth, but find themselves taking on less than ideal clients. Or they say NO to themselves.

This week's guest on Success Unfiltered, Katherine Wintsch, created the Mom Complex to help empower moms to have fulfilling careers. She chose to stop the company's growth at $2 million so that they could focus on serving their ideal clients, and say YES to fulfilling, focused work.

If you're ready to be inspired by how saying NO to massive growth can help you serve your ideal client, you won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to Katherine Wintsch for taking the time to chat with Michelle. Be sure to join us on 3/16/2020 for our next new episode!

Want to master the Art of the NO for yourself? Check out this new guide from The Pitch Queen and learn for yourself WHEN to know when it's time to let a prospect go and HOW to say it without irrevocably ruffling anyone's feathers. Click right HERE to download The Art Of Saying NO: WHEN and HOW To Politely Decline The Customer" and create your ideal "exit strategy" TODAY!

Here are a few key secrets we talked about in this episode:

Michelle introduces Katherine Wintsch.
Katherine shares about the Mom Complex, and her new book, Slay Like a Mother.
The book was rejected 23 times in 4 years: the NO's were devastating!
As an entrepreneur, you're in control of who you are, who you serve, and what you do.
After the 23rd NO, Katherine had to take some time to be upset and throw a "pity party" for herself.
"Ultimately, we should not be pretending everything is fine: experience your setbacks; grieve the NO's." ~ Katherine Winstch
When you say that you're struggling, you'd be amazed how much support you get when you ask for help.
If you're looking to publish a book, getting a literary agent will help you so much: they know how to talk to publishers.
Publishers don't always want what hasn't been done before: they want what is going to be successful!
When you write a book, be prepared to spend just as much time marketing as you do with the writing.
Katherine probably invested $75,000 into her book!
Entrepreneurs make great authors, because they are use to creating ways to share their ideas, and they are use to doing the work.
Katherine shares the most devastating NO: "I think it's saying NO to ourselves in the form of overextending ourselves, always saying yes."
Sometimes it can look like you have it all, but you're miserable. It's so important to know when to say NO to others, and YES to yourself!
Many businesses will choose to stay small so they can have control and freedom.
Once the Mom Complex hit $2 million in revenue, Katherine knew that she had hit her sweet spot.
Knowing precisely who the Mom Complex had been created to serve helped guide Katherine in her NO's! She turned away less-than-ideal clients because they didn't align perfectly with her company, or what would bring additional stress to her team.
Don't bite off more than you can chew: desperation can force you to take clients that don't align with your purpose.
Katherine shares what she would tell her younger self.

Connect with Katherine Wintsch:

Music produced by Deejay-O www.iamdeejayo.com

140 | Marc St Raymond Shares the Secret to Getting To #1 on Amazon Feb 17, 2020

Show notes

140 | Marc St Raymond Shares the Secret to Getting To #1 on Amazon

Do you sell online?

Marc St. Raymond is a co-founder of Jade Leaf Matcha, the number one selling tea brand on Amazon.com and provider of premium quality, CCOF certified organic Japanese matcha at a fair price. In his position, Marc oversees Jade Leaf Matcha's sourcing and works directly with partnering farms in Japan to provide the highest quality matcha to Jade Leaf Matcha's consumers.

Prior to Jade Leaf Matcha, Marc applied his talents to software engineering and app development for tech startups, including some alongside Jade Leaf Matcha's other co-founder, Will Crowthers. It was in this endeavour that he first discovered matcha and saw a gap in the industry. As a result, Marc left his job in tech to become an entrepreneur, founding Jade Leaf Matcha with the core belief that organic matcha green tea is a great addition to a healthy lifestyle.

Online sales can be difficult. There's so many algorithms, so many competitors - how can you stand out? Service providers must stand out to grow their top line revenue - what's going to bring in more of those ideal clients?

What's one of the greatest secrets to achieving amazing online sales growth?

Reviews.

Reviews are everything in your business: any entrepreneur can make a claim about their business or their product, but it's the reviews from satisfied customer reviews that other customers trust.

If you follow up with your customers after they purchase, and ask for their review, you then receive that social proof that other customers want to make a decision.

In fact, more than 70% of your potential customers are reading reviews before they make a purchase.

I love Yelp so much because it's a FREE place for reviews. I love reading reviews before I make any purchasing decisions. Having reviews available helps solidify what a great service you offer.

This week's guest on Success Unfiltered, Marc St Raymond, started a business selling matcha tea using Amazon as one of his distributors. Because of his intentionality in asking for reviews, his business is the number one matcha tea seller on Amazon!

If you're ready to be inspired by how reviews can jump start your business, you won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to Marc St. Raymond for taking the time to chat with Michelle. Be sure to join us on 3/2/2020, for our next new episode!

Is Your Prospect Saying "Yes, BUT…." Instead of YES? How do you get to the bottom of their indecision? In our FREE mini- workshop, Master Business Strategist Denise Mandeau and I, the Pitch Queen, use our decades of sales experience to help you distinguish between real objections and big-time excuses. Want to save yourself (and your prospect) time, energy, and unintentional awkwardness? Join us for this FREE mini-workshop How To Get To The TRUTH of Your Prospect's Objections: A Mini NO BS Workshop From The Pitch Queen right HERE!

Here are a few key secrets we talked about in this episode:

Michelle introduces Marc St. Raymond.
Marc shares about Jade Leaf Matcha, and how it got started.
Amazon was where Jade Leaf Matcha got its start in eCommerce - they used that as their primary sales platform for 4 years!
The number one reason that businesses don't grow is because founders don't work together: they are not unified in their goals for the business.
Jade Leaf Matcha started out as a side project, not a main business. It took 3 years for Marc and his business partner, Will, to figure out that they wanted to grow the business.
A NO turned into an opportunity - Will and Marc decided that it was time to grow the business.
Founding teams are key in business: you both have to be 100% all in.
It's key to learn how to balance the desire to be all in right now, and being methodical in starting a business.
Marc shares about experiences finding a co-packer: their co-packer said NO to working with them, and they had to find a new one! It took several months to find the right copacker.
One of the biggest NOs that Marc has experienced has been that they have had NO investors.
As they've reached out to investors, they've consistently heard NO.
That NO turned into them learning more about how they have to add value to their offer for investors, and learn more about how to reach out to them.
Jade Leaf Matcha, as a small business, has been a "bootstrap" endeavor, and is looking to continue their explosive growth using the bootstrap mentality.
Marc shares about how they've reached out to investors, only to get a 100% NO response.
Jade Leaf Matcha became the number one matcha sales on Amazon through intentional work.
Just being smart on sales tactics on Amazon will help skyrocket your sales.
Asking for reviews and following up with customers will be huge for your business. The simple practice of asking for reviews made sales rise for Jade Leaf Matcha.
In product sales, packaging and presentation is key - people do make decisions on looks.
Orders on your own website let you control the communications: you have to be super intentional about communication with Amazon purchases - you only get a limited chance to communicate with your customers.
Focusing on productivity and systems can help streamline your creativity and ideas.
Marc shares what he would tell his younger self.

Connect with Marc St. Raymond:

Music produced by Deejay-O www.iamdeejayo.com

How to Get People to Take Action | Success Shortcuts Feb 15, 2020

Show notes

Have you ever had a client who is hesitating or seems unsure about really getting started?

If so, you're not alone. Getting people into action right away is one of the most important things you can do to get real results for your clients! In this Success Shortcut, I share my four best tips for getting a client to fully commit to working with you, getting them started right away, and having them stay motivated. If you're tired of chasing clients down or getting clients to take action, this Success Shortcut is for you.

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.
Share the show with a friend, family member, or another entrepreneur!

Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I've put together a special program to help you develop the mindset of some of the most successful people on the planet. It's called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.

This is the real world stuff I've learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.

Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it's what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.

If you're ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

139 | Cathy Heller Shares the Secret to Loyal Customers Feb 12, 2020

Show notes

139 | Cathy Heller Shares the Secret to Loyal Customers

Do you practice empathy in your business?

Cathy Heller hosts the podcast Don't Keep Your Day Job, which has 8 million downloads and features conversations with creative entrepreneurs like actress Jenna Fischer, blogger Seth Godin, and more. She's a phenomenal coach and she's sparking a movement for every soul to add their gift to the world.

Empathy happens when you create an emotional connection in your business, and make your clients feel seen and heard.

But, how can you do that?

Let me tell you about my new favorite restaurant, Parakeet Cafe.

It just opened up in the San Diego area. The owners are fantastic: they've made me feel seen and valued.

They've got everything that I love in a restaurant: fresh, healthy food that makes me feel amazing. But best of all, the owners make their customers feel special.

The owners themselves go through the restaurant, talking to customers - even taking orders! They didn't just open a restaurant: they created an experience.

Empathy has helped them to be able to know exactly what their ideal client wants, and they've chosen to continue to listen to their customers to hear what they love, and continue to make their experience even better.

This week's guest on Success Unfiltered, Cathy Heller, moved to L.A. to kick off her music career, and after only a few months, her producer told her NO. Feeling crushed, she looked for other ways to make money from her passion for music, and she quickly found a perfect fit, making music for TV shows. Her career skyrocketed when she practiced empathy, and listened to what her clients wanted, and gave them exactly what they were looking for. Now, she inspires countless people to pursue what they are passionate about!

If you're ready to be inspired by how empathy can change everything in your business, you won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to Cathy Heller for taking the time to chat with Michelle. Be sure to join us on 2/17/2020, for our next new episode!

Ever Said YES When you Should've Said NO? It's that moment where your gut said NO...but your bank account said, "You need the money." So you said YES to the wrong client. And you're paying the price. What if you could filter out the wrong clients, and at the same time bring the dream ones to your door? My FREE guide "Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk" will show you how!

Here are a few key secrets we talked about in this episode:

Michelle introduces Cathy Heller.
Cathy created a business out of the belief that every person matters, and that people are dying to be seen.
"I believe that we can do what we love and get paid to do it." ~ Cathy Heller
Cathy moved to L.A. to get a record deal, and even attended some of Lady Gaga's recording sessions.
After only 3 months, her producer called her and said that they were dropping her from the label.
"It felt like I made it to Oz, and the wizard couldn't do anything for me." ~ Cathy Heller
After hearing NO, Cathy reevaluated, and found alternate ways to do what she loved, including reaching out to others for music, writing music for shows.
"People who are successful have been through a lot." ~ Cathy Heller
Business is about having empathy for other people: ask what they need, and how you can serve those needs.
Your work is not just to simply fill a void: it's to meet a need.
Cathy shares about her childhood background, and how she has used the lessons learned to impact how she works even today.
People are looking for purpose and connection; finding where they fit into the world.
Cathy shares about her birthright trip to Jerusalem, and how it changed her life.
"Everyone has genius, not everyone has momentum." ~ Cathy Heller
Cathy shares the three major things that she learned while living in Jerusalem, and how that impacted her perspective.
You're going to hear more NO's when you're out taking chances.
Some people are going to be all pumped up and ready to take chances, others will be held back by the words of naysayers that they've heard all their lives.
You have to "Marie Kondo" your life before you can achieve momentum.
Empathy and compassion needs to be practiced, both for yourself and for others.
Cathy shares about the therapy she's gone through, and how she's learned to have empathy for herself and others.
Make sure that you are present, both for yourself and others. That will help you serve people that you are aligned with.
When you are authentic, people know!
Whatever you do, think of ways that you can authentically connect with people and help meet their needs.
Cathy shares what she would tell her younger self.

Connect with Cathy Heller:

Facebook
Instagram
LinkedIn
Website
Ever Said YES When you Should've Said NO? It's that moment where your gut said NO...but your bank account said, "You need the money." So you said YES to the wrong client. And you're paying the price. What if you could filter out the wrong clients, and at the same time bring the dream ones to your door? My FREE guide "Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk" will show you how!

Music produced by Deejay-O www.iamdeejayo.com

138 | Anna David Helps YOU Identify HIDDEN Red Flags in Business Feb 03, 2020

Show notes

138 | Anna David Helps YOU Identify HIDDEN Red Flags in Business

Do you see any business red flags waving?

Anna David is the New York Times and #1 Amazon bestselling author of eight books. She's been published in The New York Times, Time and The LA Times, among many others, written about in numerous publications, including Forbes, Martha Stewart Living, Entrepreneur, Allure and Women's Health and has appeared on TV hundreds of times, including on The Today Show, The Talk and The CBS Morning Show. Her podcast is in the top 10% of successful shows, she's been a featured speaker at three different TedX events and her company, Light Hustle Publishing, writes and publishes books for those who want to share their experience and stories.

When you're working deep within your business, it's easy to miss business red flags. You're working on payroll, or trying to show your investors that you have cash coming in.

Then, along comes someone who isn't quite your ideal client. But...they have cash. And you need cash. Payroll is tight this month, the investors are nervous, and you're getting worried.

It's ok to sign the new client up just this once, right?

NO!

When you make business decisions that ignore any red flags, like signing up with less-than-ideal clients, you're going to wish later that you'd said NO.

I ignored a lot of red flags when I still had FITzee Foods. Life would have been a whole lot easier if I had learned precisely what those red flags were, and how I could have paid attention to them to learn how to make better choices in my business.

The best part of learning to pay attention to red flags? You say NO to those less than ideal clients, and have time and space to say YES to those clients that are perfect for you!

This week's guest on Success Unfiltered Podcast, Anna David, founded the Launch Pad Publishing group after years of working as a freelance writer. As she learned how to listen to the universe when it waved red flags in her face, she was able to align herself and her business with the best clients and grow!

If you're ready to be inspired to listen to the hidden business red flags, you won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to Anna David for taking the time to chat with Michelle. Be sure to join us on 2/17/2020, for our next new episode!

Business Risks Can Be Foolish Sometimes. But NOT taking risks at all is just as short-sighted! If you want to get to the next level in your business, you're going to have to put yourself out there. But you don't have to bet the farm to score a win, either. Learn how to take risks in business the smart, savvy, courageous way. Click HERE for my FREE checklist, "The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE."

Here are a few key secrets we talked about in this episode:

Michelle introduces Anna David.
Anna shares how she got started in the business, constantly pitching her writing.
Editors would "bark at her" for bothering them as she followed up on her pitches.
"15 years of slugging it out as a freelance writer and you kinda get immune to [NO]." ~ Anna David
Anna encourages entrepreneurs to lean into their strengths when it comes to follow up - as a writer, she communicated best through writing!
"Rejection is God's protection." ~ Anna David
Sometimes NO is just a redirect to where you are supposed to focus.
It's important to diversify your income so that you have multiple streams of income.
"I always say I have six balls in the air so that when five are on the ground you've got something in your hand." ~ Anna David
We are meant for greatness…if we can tap into it.
Anna shares about how she has been fired from multiple jobs, and how devastating it was.
Being fired from a job pushed Anna to go into business for herself.
"I had no idea I was capable of making more money." ~ Anna David
In order to succeed, you need to learn how to listen to messages that the universe is sending to you.
Anna decided how much money she wanted to make in 2019, and wrote a check to herself. At the end of the year, she had made that amount!
Got a goal? Make it your password! Every time you type it in, you'll be reminded of that goal.
One of the most powerful things that an entrepreneur can do is say NO.
Anna shares how she has learned to read red flags from potential clients, and say NO to bringing them into the publishing house.
When you say NO to the wrong type of client, you are making room for the best clients.
Anna shares that it is her love for her work that keeps her going.
Anna shares what she would tell her younger self.

Connect with Anna David:

Music produced by Deejay-O www.iamdeejayo.com

The Best Way to Prove Your Value | Success Shortcuts Feb 01, 2020

Show notes

How do you price your services based on value and not on what someone can afford?

Contrary to popular belief, people don't buy based on price! In this Success Shortcut, I'm talking about the three most important factors you need to consider when it comes to not only pricing your services, but being able to charge higher, premium rates that people will pay. If you've been wondering what to charge or how you can raise your prices, this Success Shortcut is for you!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.
Share the show with a friend, family member, or another entrepreneur!

If you're ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

137 | Ross Sapir and The Power of Committing to Your Clients' Success Jan 20, 2020

Show notes

137 | Ross Sapir and The Power of Committing to Your Clients' Success

When was the last time you assessed the amount of commitment you've put into your clients' success?

Ross Sapir is the owner of Roadway Moving, and says that moving should be an experience people look forward to. In New York, that wasn't the case before Roadway Moving. When Ross worked for other moving companies, all he saw was unhappiness. Every aspect of moving was miserable; the movers hated their jobs, the customers always complained, and the vendors couldn't wait to escape. Ross knew there had to be a better way!

Roadway Moving was born with two philosophies in mind (and Ross refuses to compromise on either one). 1) Put my employees first. Movers are often underpaid and undervalued. Ross reasoned that if he gave them everything they needed to be happy, they would be better at their jobs. Happy movers are the competitive edge of Roadway Moving. 2) Turn moving, something universally hated, into an experience people were actually excited about. Ross wanted them to embrace the idea of a new home and a new life.

To do these two things, Ross had to think differently about business: more heart, less brain. That's why I always make sure to take care of my customers and my employees.

If you had to figure out how much effort you were giving your clients, how much would you say you're giving?

20%? 30%? 50%?

If the answer is less than 100%, it's not enough!

When you're working with your clients and leads, they'll notice when you're overdelivering. In fact, that's what's going to make an impression!

My coaching clients know that they can expect me to overdeliver.

One client has been working on closing a deal that would bring in $30,000 in revenue. This means that I am 100% there, every step of the way. In fact, I just wrote an email earlier today to my client, asking for updates!

When you're giving 100% to your clients and customers, you're standing out. When you're standing out, focused on giving the absolute best service that you can give, I can tell you that referrals will begin to roll in.

This week's guest on Success Unfiltered, Ross Sapir, founded Roadway Moving, a small moving company in New York City. He used to make hundreds of cold calls each day, and NO one would call him back. Now, he has hundreds of employees, and people call HIM to hire his company - even celebrities!

If you're ready to be inspired by how giving 100% impacts your business, you won't want to miss this week's episode of Success Unfiltered!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
Ask a question over at www.ThePitchQueen.com
Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn

To help the show out:

Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
Subscribe to the show on iTunes.

Special thanks goes out to Ross Sapir for taking the time to chat with Michelle. Be sure to join us on 2/3/2020, for our next new episode!

Who Has Time For A Long-Term Relationship? YOU do! And in your business, long-term relationships are a lot more important than you might think. I mean your SOULMATE clients and colleagues. The ones that love you as much as you love them. The ones who couldn't imagine doing business with anyone else but you. The ones who form the foundation of your business. How do you take the time to create real and long-lasting connections in a world of Tweets, Snaps, and Newsfeeds? Let me show you how! My FREE guide "3 Steps To Court Your Soulmate Clients" and learn how to keep it real with your clients, starting right NOW!

Here are a few key secrets we talked about in this episode:

Michelle introduces Ross Sapir.
Ross shares how all throughout his career, he's heard so many NO's!
When Ross decided that he NO longer wanted to be with his previous company, he offered his stake in the company to others, and they said NO!
He was part of a lawsuit to sever his ties.
Ross chose to be "less right" so that he could follow what was right for him. When he was able to accept not being "right," he could move on.
When you're in a bad situation, it helps to take a look at the whole thing, and remember that it's only a temporary moment; it's not the end of the story.
"Time is the most valuable thing we have." ~ Ross Sapir
When Ross started his own business, he found himself making hundreds of cold calls, and never getting a call back.
The key to being successful with a team is to lead by example. If you're going to ask them to make cold calls, make more than they do!
Ross went from people never calling him back to having Meryl Streep call him to hire his company for her move!
Perseverance is key, as well as having a determined mindset.
When Ross went to get a loan from the bank, so many of the banks said NO!
The one who said YES was the one who believed in him because Ross sold himself well.
Sales becomes something you go into auto-pilot and just do: you don't think about it; you just do it.
Focus on adding value to the marketplace, not on just making a sale.
Show people that you care about the solution to their problems.
"Money doesn't make you feel fulfilled or happy…it will make you feel good for about 20 minutes." ~ Ross Sapir
How did Ross go from no one returning his calls to having celebrities come to him? It was all about his reputation!
Choose integrity, and always give 100%, and you will reap the results.
20% of people bring in 80% of the profits: those people are the ones who are giving 100%.
Ross shares what he would tell his younger self.

Connect with Ross Sapir:

Music produced by Deejay-O www.iamdeejayo.com

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