Success Unfiltered

Latest Episodes:

117 | Jarrod Glandt Teaches Us How to Embrace the Mindset of a Sales Professional Aug 21, 2019

Show notes

117 | Jarrod Glandt Teaches Us How to Embrace the Mindset of a Sales Professional

Are you emotionally connected to the results of your pitch?

Jarrod Glandt is Vice President of Business Development and Sales at Grant Cardone Enterprises, the world's premier sales and management training company. He also co-hosts the weekly webcast series focused on millennial business and success, "Young Hustlers". Graduating from California State University San Marcos with a degree in Business Administration, Jarrod spent time in the auto, real estate and travel media services industry, and has also worked in sales and marketing within the asset management, analysis and finance fields. His remarkable working relationship with Mr. Cardone started in 2010 and guided by that mentorship he is now a multi-millionaire and in the top one-percent income bracket of his peer group. Jarrod lives with his wife Sandra, and their son Jake, in Miami Beach.

When you make a pitch, are you emotionally connected to the results? That can mean you're in for an emotional roller coaster ride in your 24/7 sales career!

As I teach entrepreneurs how to close sales more effectively, I also spend a lot of my time making a lot of sales calls with potential coaching clients and potential students.

However, 90% of the time, I have NO emotion in the results of the pitch. Instead of focusing on the YES or NO, I choose to focus on serving.

My goal is to provide others a service: if they say NO, that's ok! I will find someone else who needs that help. Rather than be emotionally impacted by their choice, I know that there is someone else who is going to be ready for my help, and they will say YES!

At the end of the day, our job is to help our clients make decisions that they feel good about.

This week's guest on Success Unfiltered, Jarrod Glandt, was making a multi-million dollar pitch, and heard a NO! Because he was able to take the emotional crushing blow of rejection out of the picture, he was able to look at what went wrong, and learn from the rejection. Now, as VP of sales for Grant Cardone, he is able to teach more entrepreneurs the art of the pitch.

Are you ready to get off the emotional roller coaster of the YES and NO in your sales career or being a full time entrepreneur? If so, this episode of Success Unfiltered is a MUST LISTEN!

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 Jarrod Glandt for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Are You Afraid To Ask For The Sale Because Your Prospect Might Say NO? What if I told you that rejection in business actually means that you're on the right track? Click here and learn 3 reasons why getting a NO means that you're closer to a YES than you might think!

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

Michelle introduces Jarrod Glandt.
Jarrod has been working as VP of Sales for Grant Cardone for nearly 10 years, and has seen the company grow from 3 employees to 125.
NO's are not crushing for Jarrod: they are learning experiences.
Sometimes the little NO's hurt more than the big NO's.
Jarrod found himself pitching a multi-million dollar deal, and they said NO to him! He had thought they had said YES: Jarrod's company was the only one who had what they had to offer, they had already invested into the company, and then, he heard the NO!
"I changed the way I looked at winning and losing deals: I've been able to take the emotion out of the wins and the losses and man it's been so much easier to manage life as a salesperson." ~ Jarrod Glandt
"You can't put that emotion into a win because when we get the opposite outcome of a win you're gonna have the opposite emotional response." ~ Jarrod Glandt
When in sales, think beyond your circumstances. Not a "fake it till you make it" kind of thing, but have the mindset of what you want!
When in sales, people can tell if you're certain and confident.
Role-playing in sales is a huge help in getting better at your pitch.
Make sure you're asking good questions to get to the pitch: if your investor or potential buyer has a small budget, no matter how good your pitch is, they may not be able to spend big amounts of money!
Throwing out the numbers too fast can scare off some people in deals.
Be on the lookout to constantly improve yourself in sales: look for patterns, and potential issues so you know your strengths and weaknesses. Identifying potential hang ups helps you present better and better!
"Awareness is so important for a salesperson because you constantly have to be recalibrated." ~ Jarrod Glandt
When first building the business, the team posted a lot of social media content. While they were in the audience building process, they posted a LOT! Some people said they posted too much, but admired the end result.
When you're a trailblazer, you will attract a lot of attention, both positive and negative.
There's a formula that Jarrod sees when producing content: first you get attention, then criticism, then hate, and finally, admiration.
When teaching sales, you can take people that will literally be there in a position where they'll struggle their entire life and you can get them on the right track.
Selling doesn't have to be overcomplicated.
The one thing you can do to get better at selling is to do more cold calling. That will train you to think quick on your feet!
To learn, take one action a day, and master it. The next day, take another, and master that!
Sales isn't a numbers game because of luck; it's a numbers game because you learn and gain confidence with every call you make.
Jarrod shares what he would tell his younger self.

Connect with Jarrod Glandt:

Music produced by Deejay-O www.iamdeejayo.com

Turning Failure into Success (How I Survived a Business Shutdown) | Success Shortcuts Aug 17, 2019

Show notes

If you want to be a successful entrepreneur, it's almost inevitable that you're going to come face to face with failure. On March 27, 2017 I closed down the doors to my last business, and it was one of the most difficult decisions I've ever had to make. In this Success Shortcut, I'm sharing a little bit about why and how I decided to shut it down, what I learned from the experience, and how I've turned that business failure into service & giving back.

Enjoy today's Success Shortcut and thank you for listening! Join me every Saturday for a new insight that will boost your confidence, take the stress out of selling, and help you level up your business and your life.

To share your thoughts:

Email The Pitch Queen at 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 from 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, this will help you take your business to the next level! These insights are 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.

116 | Alice Lewis Shares How Being Fired Can Grow Your Top Line Revenue Aug 14, 2019

Show notes

116 | Alice Lewis Shares How Being Fired Can Grow Your Top Line Revenue

Do you recall what propelled you into entrepreneurship?

Alice Lewis, fine art enthusiast turned floral expert - CEO - entrepreneurial architect - has introduced the nation to a beautiful dose of floral-infused, curated maker events and a modern day take on entrepreneurial endeavors. In 2015 she introduced the lifestyle company Alice's Table and the Alice's Table Event Exec program with the mission to empower women to start their own creative businesses, and give them the tools, knowledge and community they need to be successful. By building a community that prioritizes living well and working hard - the possibilities are endless. Alice has been featured on Shark Tank, LIVE with Kelly & Ryan, The Everygirl, Create & Cultivate, among other accolades. She has secured top investors including Mark Cuban, owner of the Dallas Mavericks and Sara Blakely, Founder of Spanx, to help bring the Alice's Table mission into reality.

What was the moment when you jumped into life as an entrepreneur?

Was it a moment of passion and inspiration, fueled by a desire to change the world? Was it a drive to help others? Or was it a simple NO that pushed you forward to make that leap?

With the right mindset, a NO can be exactly what you need to push yourself into success!

My career training people how to be successful in sales started when I was fired: I was fired from a job in college, and then, even with FITzee Foods, I was essentially fired.

After rejection, or a massive NO, or even being fired, It's your mindset that will impact what comes next. Mindset will turn that NO into a life-changing opportunity, and keep you from getting in your own way.

A NO was what pushed me into the career that I have now. Because I was fired, I have been able to impact hundreds, even thousands of entrepreneurs with business-changing sales training via my online courses and this podcast.

This week's guest on Success Unfiltered, Alice Lewis, thought she was on the start-up path to success, but was fired! That NO pushed her in a different direction, which led to the creation of Alice's Table, and the perfect YES for her future!

Are you ready to learn more about how being fired might just be the best thing that has ever happened to you? If so, this episode of Success Unfiltered is a MUST LISTEN!

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 Alice Lewis for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Your Prospect Said No. Is it Game Over? Nobody likes to think about losing a sale. But if you're not being turned down, you're not asking nearly enough! There's a lot to be learned when the sale falls flat. Don't miss that opportunity! Click here and learn all about how you can turn a NO into a WIN!

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

Michelle introduces Alice Lewis.
Alice founded Alice's Table, a company purposed with helping female entrepreneurs looking for a flexible business connect with each other.
The fear of NO is worse than actually hearing NO: protecting yourself from NO does not make it any better or easier to hear.
Changing your mindset helps offset the pain of the NO.
For every five NO's you'll hear a YES: turn it into a game, and then hearing NO starts to become fun!
"As an entrepreneur, your job is to be introspective, you are not a good founder or CEO unless you can take a hard look at yourself in the mirror…. If you are the problem, you need to also be the solution." ~ Alice Lewis
Do you spend time spinning your wheels, or dancing around a NO? Cut to the chase and make it happen!
When building a team, your first hire can be scary, because you're scared, and intimidated, and can easily lose the best candidate from fear.
Alice had her idea for her own business, but was working at another startup company as one of their two employees. However, it was not a good fit, and she was fired!
Being fired brings up personal questions, but when you know that you're capable, that mindset will help you get through it.
"Looking back, being fired was the best NO that happened in my life." ~ Alice Lewis
You'll have to get used to that pit in your stomach.
Alice found ways to keep herself going and keep the lights on.
"If you really care about your passion enough, don't be afraid to find the scrappy things. It's what I had to do to start the business that I wanted to start." ~ Alice Lewis
When you're the CEO, you need to find a network to support you. That is a scary role, with hundreds of people looking to you for leadership and to be accountable!
Have someone you can talk to about business. That's critical!
Make sure to catch the small fires when they start, so three months later, you're not looking at a giant mess.
"Not ignoring the scary things is important." ~ Alice Lewis
Use "think time" to be strategic in introspecting about your business. Alice takes several hours a week to self-evaluate.
Alice shares about her Shark Tank experience. It all started when she had filled out the form as something potential to do, and hadn't expected to get picked.
Make sure that you have your core business needs at heart: when you have to do hard things, like fire someone, it helps you make the right decision.
Don't be afraid to turn away an investor whose check is too small.
When you don't have the answers, it's ok! Live in the unknown, and take action, and you will see a shift.
Alice shares what she would tell her younger self.

Connect with Alice Lewis:

Music produced by Deejay-O www.iamdeejayo.com

What I Learned from Being on Shark Tank | Success Shortcuts Aug 10, 2019

Show notes

Curious as to what I learned from being on Season 4 of Shark Tank? It was one of the best (and most uncomfortable!) experiences I've had. In this Success Shortcut, I'm sharing some of my biggest takeaways from the process and how any entrepreneur can implement these lessons to experience more sales success. If you're ready to stretch yourself and grow to the next level, this episode 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!

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

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

115 | Chris Hunter Teaches Us How to Create Sales Urgency with an Exclusive Offer Aug 07, 2019

Show notes

115 | Chris Hunter Teaches Us How to Create Sales Urgency with an Exclusive Offer

Do you ever feel like investors take forever to make a decision? Do you know how to really entice investors by providing them with an exclusive offer?

Chris Hunter is the Co-Founder and CEO of Koia, the 100 percent plant protein drink that is naturally craveable and uses simple ingredients to deliver unparalleled nutrition. In 2016 Hunter joined the Koia team, quickly scaling the brand by launching it nationally at Whole Foods Market in September 2016 and driving it to become the most productive protein brand in the natural channel in less than 18 months. Hunter believes plant protein is the future, but that it will only work if people love how it tastes. Koia achieves this as it has low sugar and high protein but doesn't compromise on flavor. Koia is now sold in more than 4,000 stores across the country and recently expanded its portfolio with their new Fruit Infusions.

You've pitched and you've pitched, but here's what you're hearing:

"NO"
"Let me think about it…"
"Let me get back to you…"

Does this sound familiar? What does it take to get to a fast YES! It might be time to consider how you can build in urgency into your offers, to help investors make a fast, confident decision.

I have a friend who is a VP of marketing for a watch company, and they make exclusive, limited-edition products.

Let's say that a baseball team is going to the World Series, and the company makes a small number of high-end watches that celebrate that accomplishment.

By making this product incredibly limited, the demand grows higher, and people who want to buy the watches are encouraged to make a fast decision so they don't miss out! And at premium pricing.

A small supply of a great product can often create a high demand, which leads to a greater sense of urgency to make a fast decision, whether it be to purchase, or invest.

This week's guest on Success Unfiltered, Chris Hunter, learned that when he changed how he presented his business to investors, he was able to create a sense of exclusivity and urgency. That led to sold-out products, and a high consumer demand, which created opportunities for Chris to expand his business even further.

Are you ready to create a sense of urgency & more demand with your product or service? If so, this episode of Success Unfiltered is a MUST LISTEN!

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 Chris Hunter for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

What Makes The Pitch Perfect? Do you love what you do but don't know how to tell people about? Stop stressing over the perfect pitch! Get on that elevator with confidence and tell the world what you do with style. Grab my FREE Guide 3 Steps To ROCK Your Pitch (And Get More Sales)!

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

Michelle introduces Chris Hunter.
For a long time, Chris wore two hats: he worked full time as a vodka salesman, and when he went home, he worked on his startup idea.
Chris had a big idea: a caffeinated alcoholic beverage. But he and his co-founders kept hearing NO from investors, who didn't want to invest in a large inventory of an unknown product.
When they kept hearing "we'll think about it" as a response, Chris knew they had to rethink their pitching strategy!
Chris knew they'd have to change how they worked their business, because they weren't making money. It cost more to manufacture and ship than they were earning in revenue!
For his next pitch, Chris told the investor that he could only have FIVE cases of the product; that it was very exclusive. From that pitch, he got a YES!
"The path that's normally taken doesn't always work, especially for entrepreneurs with no track record or no history so I had to get creative." ~ Chris Hunter
When Chris made his product scarce and exclusive, it became more desirable.
When the company grew, and "leveled out," Chris found himself wondering how he best fit into the big picture of the company.
Chris discovered "Not Your Father's Root Beer," and signed a deal with them to be their distributor. When they followed the exclusivity model, bars would sell out within 15 minutes when they did have the product.
The team didn't see eye-to-eye on how to handle their success. Chris wanted to use the exclusivity model to launch other brands; his business partners wanted to use the income from the exclusivity model to pay off business debt.
Chris offered his business partners the chance to buy him out, but they said NO. They offered to buy them out. They said NO. Chris felt stuck.
Finally, they fired Chris, while he was away at a trade show. While he felt many emotions connected with that, he felt relieved that he could finally be himself again, and push to find new endeavors.
Everyone has a different approach to work out after being fired, and Chris found a new business to work with and help grow. "It all works out for a reason." as Chris says.
"It's always harder than you think it's going to be," Chris says.
Chris shares what he would tell his younger self.

Connect with Chris Hunter:

Music produced by Deejay-O www.iamdeejayo.com

What Problem Are You Solving? | Success Shortcuts Aug 03, 2019

Show notes

If you want to have a thriving business, you're going to have to solve a problem. If you're not solving a specific problem, you're going to have a hard time getting people to buy what you have to offer!

In this Success Shortcut, Michelle gives a few examples of why solving a specific problem can help you stand out in a sea of sameness - and can also help you get paid more in the process.

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!

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

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

114 | Sanja Hatter Shares How Follow Up and Being Professionally Annoying Brings in Revenue Jul 31, 2019

Show notes

114 | Sanja Hatter Shares How Follow Up and Being Professionally Annoying Brings in Revenue

Do you ever worry that you're being annoying when it comes to following up?

Sanja Hatter is the co-founder of Thrive: Make Money Matter. This year at Thrive they plan to have over 2k attendees. In the past they have had speakers such as…. Eric Thomas, Gary Vee, Robert Herjavec, Les Brown, Ed Mylett, Grant Cardone, Lori Harder and many others. ( AttendThrive.Com ) At Thrive their attendees discover how to build and sustain a "for purpose" business model, going beyond just making money, but making money matter to create a tremendously positive impact. This is the intersection of success, wealth and legacy.

Sanja is an immigrant from Serbia that never expected to have a life that she has today. In her first season of "adulthood" she earned a degree in criminal justice and a minor in psychology. She worked at Laguna Beach Police Department in Special Investigations/homicide and on the weekend was a bartender.

Today Sanja is a wife, daughter, sister, mamapreneur CEO boss lady, philanthropist, chef, maid, bikini fitness champion, speaker, and a mama to two amazing little terrorists.

Follow up can make or break your business, and it's one of the most profitable activities you can do. Unfortunately, many entrepreneurs are afraid of follow up, because they don't want to be annoying. Follow up can be fun and creative!

When you take the time to follow up with your leads, investors, and clients in fun, creative ways, you get their attention, and they want to be part of what you're doing.

However, persistence is key!

I credit my persistence with the success of this podcast. When you look at everyone that I've had the opportunity to interview and share their story, it's amazing!

Because of follow up, I've had seven and eight figure earners on the show.

This week's guest on Success Unfiltered, Sanja Hatter, puts the "pro" in being professionally annoying! She's mastered the art of following up with people who speak at her annual Thrive Conference.

Are you ready to conquer your fears of being annoying and see how follow up can change your business and increase your income? If so, this episode of Success Unfiltered is a MUST LISTEN!

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 Sanja Hatter for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

What Is The Number ONE Way People Miss Out On Sales? They ask for the sale once...and never ask again! Learn why FOLLOW UP is the key to making more sales and skyrocketing your income, and let me show you 7 ways to make the perfect follow-up game plan!

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

Michelle introduces Sanja Hatter.
Sanja shares about the Thrive Conference, and how it's meant to inspire entrepreneurs to make their money matter; to focus their business with a purpose.
In the beginning, it was hard for Sanja to get speakers for the Thrive Conference! She would have to constantly be on social media, trying to connect with potential speakers to bring them in.
When Sanja used her connections to contact a potential speaker, she was no longer just a name in their inbox - she was a valued connection, and that got her in the door many times!
Several times, in the process, Sanja would negotiate the speakers fee, and work through the entire process, just to be told NO at the end; that they would end up speaking somewhere else that paid more.
Persistence is key!
Sometimes, pitching and connecting with people is all about finding a different way to connect, rather than the traditional pitch!
"Rejection is fuel: just keep going." ~ Sanja Hatter
Keep your pitches short! Instead of a long pitch with pages of information, just start with a few sentences.
Find an influencer's "gatekeeper" and connect with them, so they can connect you to that person. You may even already have a connection! Bonus tip: check their LinkedIn profile.
Do your research: be creative and thoughtful with gifts that you give and connections you make.
Who was Sanja's dream speaker at Thrive? Dwayne Johnson - she's working on finding ways to be able to connect with him!
Persistence was how she got Eric Thomas to speak at Thrive - it took three years of trying, and now he's part of the past speakers at Thrive!
You have to get knocked down, and keep getting back up! You'll get kicked down a lot in business.
Don't take the NO personally!
Sometimes, you have to say NO when someone doesn't fit the vibe you're looking for!
Always trust your intuition.
Never devalue someone because they aren't at the same "level" of success as you!
Sanja shares what she would tell her younger self.

Connect with Sanja Hatter:

Music produced by Deejay-O www.iamdeejayo.com

How to Embrace the Uncertainty of Entrepreneurship | Success Shortcuts Jul 27, 2019

Show notes

Does the uncertainty of entrepreneurship constantly stress you out?

If you want to be an entrepreneur, you're going to have to learn how to live in the unknown. Being an entrepreneur means being prepared to take on anything at anytime, practicing how to live in the unknown and take problems head on as they come. In this Success Shortcut, I talk about one of the best skills you must develop if you're going to persevere through the setbacks and achieve success as an entrepreneur.

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!

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

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

113 | Oren Klaff Teaches Us How to "Pitch Anything" Jul 24, 2019

Show notes

113 | Oren Klaff Teaches Us How to "Pitch Anything"

Do you ever feel like your pitch just doesn't resonate with the right people? Do you ever wonder why?

With securities markets experience, Oren Klaff is Director of Capital Markets at investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has since grown the firm history to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions. He is responsible for business development and product development, and oversees the firm's flagship product, the Velocity™ method of corporate finance.

Applying his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren has supervised the placement of over $500 million of investor capital from high net-worth individuals and financial institutions. He is the #1 best-selling business author of the McGraw Hill publication Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal.

Do you know that when you're pitching a good product or service and then all of your pitches start to sound similar, but you figure, "that's ok; I'll find the right investor who resonates with what I have to say."

But instead you hear NO again and again.

Why is that?

For me, one of the products that I dreamed of placing into Costco with my last company, FITzee Foods were FITzee Bars. These meal replacement bars were a perfect fit to the company and to the consumers.

I pitched the FITzee Bars as a separate project going into Costco to an investor, and it looked like something we would do in the future to keep this part of the business going after I had closed the food production of FITzee Foods.

But then, they just kept putting it off. For a year, he kept putting me off, and had various reasons why.

There are red flags and warning signs, and if we can learn how to interpret those from investors, buyers or clients, we can be more effective in our pitches.

This week's guest on Success Unfiltered, Oren Klaff, has pitched more than $2 billion in sales. When he started hearing NO, he went back to the very bottom, took an entry-level job, and worked hard to learn the language of his investors. Once he learned to listen to the language used by those who were saying NO, he was able to change the way he pitched, and closed more deals!

If you're ready to learn how to Pitch Anything, then this episode of Success Unfiltered with Oren Klaff is a MUST LISTEN!

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 Oren Klaff for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Don't Stress About The Pitch. ROCK it! How do you tell the world what you do and make it clear, concise, and magical? Create a pitch that makes your heart sing and your ideal clients swoon! Get your FREE guide, 3 Steps To ROCK Your Pitch (And Get More Sales) right HERE!

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

Michelle introduces Oren Klaff.
Oren shared how at his software company, the accountants double reported income, and left no money! He had to go pitch new software to investors. When he did, and heard NO, he realized that he knew nothing about pitching and sales!
When Oren looked for where to learn, he knew that it had to be from experience. So he quit his job, and took an entry level position at a bank to learn.
While he was there, he met a guy who was a natural at pitching, and studied him, so that Oren could learn exactly what it was that this guy did that was so exceptional. When Oren began to implement these strategies that he learned, he saw more YES's.
Oren shares what the markers are in sales: there are clear check points in every sale that help you know if you will hear a YES or a NO.
When asked to sell a company, Oren said YES. He worked hard to prepare the company, and found a buyer willing to pay $15 million! Then, the original seller changed his mind and said that NO he did not want to sell. Listen to find out why!
There are clear signals during deals that help you to know if you are on track or not - you have to learn to read them! Rarely does a deal just fall apart at the end without some signs indicating how it happened.
Always have a bigger pipeline of deals: this helps with a sense of urgency with clients.
"If something's wrong, it's wrong for a reason." ~ Oren Klaff
When working deals, you can learn to take control of the deal, so that you can help make sure that you are working with clients or investors that are the best fit for your business and will be able to deliver!
No real investor is going to back out of a deal just because you follow up and continue to make sure that you're a good long-term fit!
"People want what they can't have. People chase that which moves away from them. And people only value what they have paid for." ~ Oren Klaff
A pitch isn't just giving information: it's "info-tainment" to deliver that information in a way that is giving them new information in an entertaining way and is a performance. Practice; it gets better with repetition!
Oren shares what he would tell his younger self.

Connect with Oren Klaff:

Music produced by Deejay-O www.iamdeejayo.com

What it Takes to Be an Entrepreneur | Success Shortcuts Jul 20, 2019

Show notes

Are you cut out to be an entrepreneur?

In this Success Shortcut, we're talking about what it means to be a true entrepreneur and how to know whether or not you have what it takes to make it. Michelle also talks a little bit about the risk involved and whether or not making the bet on yourself will have you winning in the end.

To share your thoughts:

Email The Pitch Queen @ hello@thepitchqueen.com
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This is the real world stuff I've learned from 20+ years of entrepreneurship and from having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.

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

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