Success Unfiltered: Recent Episodes

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Do you feel like you have to cut your prices, or are find yourself constantly frustrated with clients who don’t appreciate you?

In this special episode of Success Unfiltered, Chris Voss, former FBI hostage negotiator and CEO & Founder of The Black Swan Group Ltd, joins me for a conversation about recognizing your value, reclaiming your time, and how to create a business that you love to work in.

Here’s a few things we talked about:

• Chris’s introduces himself and shares how he went from hostage negotiator to best selling author
• Why you should never cut your price, and why price is never actually the issue
• Michelle and Chris role play and prove why you should close the door on some opportunities (even when it’s scary)
• Why you should start tracking your interactions and start closing more business
• How to handle people who are testing your boundaries (in both business and in life)
• The difference between HALFs and ELFs, and which one you should be doing business with
• How to build more trust with your clients and why you should always give yourself more time than you need
• A simple shift you can make to get people to value your time more (as well as their own)
• Conflict resolution tips for handling problems with clients

If you want to take back your power and take your business to the next level, this episode is for you!

Connect with Chris:

• Website
• Twitter
• Facebook
• YouTube
• Never Split the Difference

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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How much do you truly believe in your product or service?

If you want to push through the NOs, be successful in sales, and convince other people that they need what you’re offering, you MUST believe in what you’re selling.

Shadi Bakour, CEO and Co-Founder of Pathwater, learned this first hand when trying to get his 100% reusable, recyclable bottled water into 7-Eleven. It took some time, but by believing in his product and building a genuine relationship with the owner, he finally got a YES!

Shadi’s extensive experience and proven track record of growing disruptive beverage businesses has allowed him to drive the overall vision and strategy for Pathwater. Shadi is responsible for overseeing all facets of the business, specializing in accelerating ideas through strategic foresight, drive, and determination. Prior to Pathwater, Shadi was the CEO and Co-Founder of Refill It, where he oversaw the rapid growth of the global brand.

Here’s a few things we talked about:

• Shadi shares about Pathwater
• The first major rejection Shadi faced trying to get the product in stores and how they finally got a yes
• The importance of building business relationships and believing in what you’re selling if you want to be successful in sales
• The best way to overcome price objections and sell anything to anyone
• Why selling is a part of every aspect of your business
• What we can learn from some of the most successful sales experts in the world
• The most devastating rejection Pathwater faced and how Shadi bounced back
• The exact mindset to adopt so that you can move on quickly when things don’t go your way
• The importance of sharing your ideas and talking to the people who are already living out your dreams
• Why communication is key and how you can improve your public speaking skills
• Shadi shares what he would tell his younger self

Connect with Shadi and Pathwater:

• Instagram
• Facebook
• YouTube

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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Do you struggle and get stressed out any time you face a problem in your business?

The truth is, at the end of the day, an entrepreneur is nothing but a problem solver. And if building a successful business was easy, everyone would do it!

In this episode of Success Unfiltered, Noah Robbins, founder and CEO of Ark Foods, shares how to put things into perspective when things don’t go the way you want them to, and why expecting to hit speed bumps and potholes on the road to success will help you get there even faster.

Noah took a less than traditional route before founding the modern agriculture company in 2013. Ark Foods is on a mission to make high-end vegetables accessible through vertical integration and stellar branding. Robbins learned the ins and outs of big agriculture and what it takes to run a successful farming operation from his family. Since founding Ark Foods, Robbins has been shaping the face of modern-day farming and is hoping to turn big agriculture on its head.

Here’s a few things we talked about:

• Noah shares how ark foods grew from a simply idea into a full blown foods company
• The first major “speed bump” Noah encountered and how it actually helped him discover how to scale the business
• How to take a step back and put things into perspective when things don’t go the way you want them to
• The most devastating rejection Noah got (from a surprising place!) that taught him a very important lesson
• The biggest challenge Noah faced pitching his way into major retailers like Whole Foods and Walmart
• The 3 things required to make yourself stand out to buyers
• How to take advantage of trade shows to get your foot in the door
• What Noah learned about “making a deal” when renting his first warehouse
• Why having problems is actually a good thing and Noah’s best advice for dealing with the unexpected in business
• Noah shares what he would tell his younger self.

If you’re ready to face challenges head on and put your business problems into perspective, this episode is for you! Special thanks to Noah for taking the time to chat.

Connect with Noah and Ark Foods:

• Website
• Instagram

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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How can you properly position and market yourself and your business so that people see your value, no matter what industry you’re in?

In this episode, Justin Womack shares how the right positioning could be the difference between whether you get a NO or a YES.

Justin is a digital marketing specialist, copywriter, speaker, and podcast host.

His journey from working behind-the-scenes to running his own business fast-tracked after a near-fatal accident where his car rolled upside down, underwater, and he spent two months in the ICU.

Since the accident, he has started his own company (JMack Media), spoken for organizations like Marsh & McLennan and AIG, and launched a top podcast called Marketing Geeks with past guests including Pat Flynn, Dan Lok, and John Lee Dumas.

Here’s a few things we talked about:

• Justin explains why being a good writer and being a good copywriter aren’t always the same thing, and he shares the interesting way he tests the quality of his writing
• The first major rejection Justin got that made him take a closer look at his interpersonal skills and kickstarted his personal development journey
• The one skill that Justin believes all entrepreneurs and business owners must master
• The huge difference between desperation and being detached from the outcome
• How to balance sharing what you do with giving away all your information for free
• The importance of positioning and being able to show your value, no matter what industry you’re in
• How “fake it ’til you make it” hurt Justin’s business in the beginning, and how he was eventually able to build the foundation for real success
• The importance of storytelling and emotion in selling and how it can help you increase your revenues
• Justin shares what keeps him going even when things get tough, and what he would tell his younger self

If you’re ready to start positioning yourself for success, this episode is for you! Special thanks to Justin for taking the time to chat.

Connect with Justin:

• Facebook
• LinkedIn
• Instagram
• Website Link

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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What do you do when someone tells you your idea will never work, and that you should probably just give up now?

For Jeff Martin, co-founder of Pipcorn, it was actually exactly what he needed to hear. In fact, he was able to leverage that negativity and use it as fuel on the road to success.

A born problem-solver, Jeff has been well versed in the snack food business since the age of ten, selling popcorn to his three siblings straight from his bedroom. Even after he was laid off during the recession from his job in investment banking, the entrepreneur-at-heart had the confidence to make something out of nothing, taking special mini heirloom kernels and turning it into the Pipcorn we know and love today!

Additionally, Jeff’s finance background and experience as an entrepreneur make him a key element on the Pipcorn leadership team and allow him to apply his skills to a hands-on role in the brand. He is able to act quickly and makes decisions by focusing on the end goal and the most efficient way to get there.

Here’s a few things we talked about:

• The first major rejection Jeff faced when trying to find a manufacturer and the advice he got from an industry leader that he’s really glad he didn’t take
• Jeff’s best tips for overcoming criticism from haters and use it as fuel to get to the next level
• How a deal fell apart in the 11th hour after several months and how Jeff and his team were able to pull through
• The important lesson Jeff learned about asking for help and how it’s helped him get through some difficult times
• Why everyone needs to learn how to delegate and find a work-life balance no matter what stage of business you’re in
• The most important part of the sales process most people miss that is costing you money and opportunities
• Jeff shares what he would tell his younger self

If you’re ready to ignore the naysayers and focus on the support you do have to become successful, this episode is for you! Special thanks to Jeff for taking the time to chat.

Connect with Pipsnacks

• Website
• Instagram

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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Do you have what it takes to raise the money you need to turn your business idea into an actual business?

The truth is, entrepreneurs often find themselves needing money to get things going, but they also need to get things going enough so they can prove their idea will work. But how do you prove your value and show your ability to execute to investors?

In this episode of Success Unfiltered, David Rabie of Tovala shares how he went from having zero experience raising money to successfully getting several rounds of investments to turn his business school idea into an operating and quickly growing company.

Tovala is a revolutionary in-home cooking solution that combines a smart oven and fresh meal delivery service to make home cooking completely effortless. David leads the company while ensuring every decision stands by the founding vision. Tovala’s mission is to make it easier for people to eat well. As co-founder and CEO, Rabie has taken the company from an idea in business school to an operating and quickly growing company - with Tovala ovens and meals now in thousands of homes across the U.S.

If you’re intimidated by the process of raising money and finding the right investors for your business, this episode is a must-listen!

Here’s a few things we talked about:

• David shares a little bit about Tovala and the first big rejection he faced in business
• David shares the difficult first round of raising money in order to build the team they needed
• The biggest challenge David faced raising money that had nothing to do with the viability of his idea
• Why a strong support system was key for David to keep pushing forward when things got tough
• David shares the importance of following up to not only create relationships but to also show you can get things done
• The biggest factor in a successful follow up system for fundraising
• The major mistake David made early on in presenting his product to investors and what he would have done differently
• Why David decided to say NO to a big investor (even though it cost him an huge amount of investment money) and why it’s so important to set boundaries on who you will to do business with
• David shares what he would tell his younger self

Connect with Tovala:

• Website
• Instagram

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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How do you stay true to yourself in business when there is so much competition out there and so much pressure to grow as big and as fast as possible?

Dave Hirschkop of Dave’s Gourmet says it’s as simple as asking yourself what you really want. This is exactly how he was able to turn his hot sauce hobby into a wildly successful specialty food product line.

Dave Hirschkop is the founder and creative force behind Dave’s Gourmet. Dave’s Gourmet is a specialty foods company that makes a wide range of products including Gourmet Pasta Sauce, Hot Sauce, Condiments and Spices. A man of multiple talents, Dave authored a cookbook and made numerous appearances on television including the Food Network. Over the past twenty years, Dave and his team have worked tirelessly to save the world from blandness and banality—one delicious and innovative product at a time.

Here's a few things we talked about:

• The surprising place Dave faced his biggest NO and how he overcame it to turn his hot sauces from a hobby to a profitable company
• The most important question Dave asked himself that allowed him to finally grow the business
• What you can do to make yourself and your products stand out in a sea of sameness
• The best way to do research and get answers to your questions about how to be successful in your industry
• How losing a major customer hit the business hard and how Dave was able to pick himself back up and pivot
• What Eeyore can teach all of us about running a successful business
• How a scientific approach of experimenting and analyzing can lead to more success
• The 3 most important factors that show investors and companies how profitable you actually are
• Exactly what Dave is doing right now to increase velocity and grow the business
• How Dave got creative with his products and shifted to “revenue positive marketing”
• Dave shares what he would tell his younger self

If you’re ready to grow your business without falling into the comparison trap, this episode is for you. Special thanks to Dave for taking the time to chat!

Connect with Dave’s Gourmet:

• Facebook
• Instagram
• Twitter
• Website

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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Being an entrepreneur can be extremely stressful. So how can you keep your emotions in check, especially when things get tough?

In this episode, Ashlee Ammons, Cofounder/COO of Mixtroz, shares the ups and downs of building a business and the challenges of working with family. She also shares some the risks and key decisions she made that led to her ultimate success.

Ashlee holds a BA in Mass Communications and Public Relations from Baldwin Wallace University. She is the 38th Black Female to raise over $1M in pre-seed funding. Prior to co-founding Mixtroz with her mother, Kerry Schrader, Ashlee established a career as an Events Producer working with an impressive list of A-listers including Oprah Winfrey, Leonardo DiCaprio, and Jay-Z, as well as legacy brands like Moet Hennessy and Coca-Cola. Ashlee serves on the boards of the Nashville Entrepreneur Center and Tech Birmingham, is a 2019 Birmingham Business Journal 40 Under 40 recipient as well as Birmingham 40 Under 40 of the decade and Business Journals National Rising Star. In addition, Ashlee is a proud member of Delta Zeta Sorority where she was named to their first-ever 35 Under 35 in 2018.

Here’s a few things we talked about:

• Ashlee shares more about Mixtroz and how it can help entrepreneurs
• The early rejection and frustrations Ashlee faced at the beginning of her career
• How you can present yourself and your credentials so that people listen
• Ashlee gives her best advice for getting ready to speak with investor
• Why finding your champions is so important in the early stages of business
• The most devastating rejection Ashlee experiences that shaped who she is today
• The big no that left Ashlee crying on a public bathroom floor, and how everything turned around just a week later
• How to stop letting outside factors control you
• What you can do to keep your entrepreneurial emotions in check
• How Ashlee and her mother have been able to work together successfully without any major issues and how to separate business and family
• Ashlee shares what she would tell her younger self

If you’re ready to face the challenges of entrepreneurship head on, this episode is for you. Special thanks to Ashlee for taking the time to chat!

Connect with Ashlee and Mixtroz:

• Website
• Mixtroz Instagram
• Ashlee’s Instagram
• Mixtroz Twitter

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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Do you feel like you’re always pushing hard toward success, or that you have to force your way through business and life?

CocoVinny Zaldivar is an Eco-Inventor, Zero Waste Educator and CEO of Coco Taps, as seen on ABC’s Shark Tank. Coco Taps is the world's first ever zero waste designed coconut water tool system with resealable cap, which makes drinking coconut water fun and convenient and better for the planet. CocoVinny has founded and funded a variety of business ventures over the past 15 years.

In this episode, CocoVinny shares how to “tap” into your own power and flow your way to success.

Here’s a few things we talked about:

• The first “kick in the coconuts” CocoVinny experienced in his business trying to get into theme parks and why he still isn’t giving up
• The three things required for real success in business and in life
• How CocoVinny’s teenage years shaped him and made him the entrepreneur he is today
• The unexpected way CocoVinny finally got on Shark Tank and how he picked himself back up after getting rejected
• Why it’s so important to keep your emotions in check in business and how CocoVinny does it daily
• Why forcing anything in life isn’t the way to go and what always works instead
• How helping and giving more will allow you to receive more than you ever thought possible
• The five words that describe CocoVinny’s Shark Tank experience and his most memorable moment from filming
• What made CocoVinny say NO to Whole Foods and why he doesn’t regret it at all
• CocoVinny shares what he would tell his younger self

If you’re ready to experience more flow in business and life and stop feeling like you have to force success, this episode is a must-listen. Special thanks to CocoVinny for taking the time to chat!

Connect with CocoVinny and Coco Taps:

• Website
• CocoVinny’s Instagram
• Coco Taps Instagram
• Coco Taps Facebook
• Coco Taps Twitter

Enjoy, and thank you for 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.

Music produced by Deejay-O www.iamdeejayo.com

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Caron Proschan is the Founder and CEO of Simply Gum, a natural confections company disrupting the snacking industry and inspiring people to live simply. Upon realizing the need for a better-for-you chewing gum option in the consumer market, Caron took the leap to create her own natural gum formula and in 2014, Simply Gum was born.

With a background in finance and business, Caron has successfully redefined the gum category through the development of Simply Gum’s high quality ingredients and innovative branding. Caron and her team are dedicated to providing premium modern wellness confections to help consumers balance all of the components to a healthy lifestyle, from reducing stress and sleeping more, to choosing products that are good for your mind and body.

Here are a few things we talked about in this episode:

• The surprising fact about traditional gum that made Caron seek out a more natural alternative
• Why Caron put so much effort into her brand and the importance of starting in the mom and pop shops before major retailers
• The first big NO Caron got and what she learned from getting “ghosted” by buyers
• Caron gives her best tips for networking and getting into retail and grocery stores
• How a rejection from a successful entrepreneur in the natural food industry made Caron second guess her product and how she picked herself up and kept moving forward
• Caron shares her biggest fears and worries about her business and how she deals with all the moving parts of running a natural gum brand
• How Caron made the decision to turn down a huge offer to take things international and why she thinks it’s so important to be thoughtful about growing the business
• Why making mistakes and being open to feedback is a major factor in the success of any product or business
• Caron shares what she would tell her younger self.

If you’re ready to stop waiting for perfect and start taking more action, this episode is a must-listen!

Special thanks goes out to Caron for taking the time to chat.

Connect with Caron and Simply Gum:

• Instagram
• Facebook
• Twitter
• Pinterest

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

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 review on iTunes. Your ratings and reviews really help and I read each one.
• Subscribe to the show on iTunes.

Music produced by Deejay-O www.iamdeejayo.com

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What do the world's top performing CEOs and professional athletes have in common?

Their success is definitely not an accident.

Coach Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees.

He led the team to a World Championship in 2009. That same year he was awarded the Nolan Ryan Award given to the top Strength & Performance Coach in Major League Baseball as voted by his peers.

Coach is also the author of his new book, Habits of a Champion, Nobody Becomes a Champion By Accident.

In addition to his on-field coaching, he works as a performance coach and consultant to Companies, Organizations, and some of America's Top CEOs, Executives, and Wall Street Fund Managers & Traders - helping them to optimize performance, productivity, and sales.

Here are a few things we talked about in this episode:

• How Dana moved from high performing athletes to high performing CEOs and executives
• Why closing a business isn’t always quitting and can sometimes be the most strategic move to make
• How Dana picked himself up after losing roughly a quarter million dollars!
• Why hustling isn’t always the answer and how you can know when it’s time to stop struggling and get out of a failing business
• The reason numbers should always be your go-to reality check when deciding whether or not to keep your business going
• The importance of disassociating yourself from your business in order to get over failure fast and turn negatives into positives
• Why Coach Dana never took investment money and the criteria he uses to select his coaching clients...and when it’s time to let them go
• Dana shares what he would tell his younger self

If you’re ready to focus on growth and move on like a champion after taking big hits, this episode is for you! Special thanks goes out to Coach Dana for taking the time to chat.

Connect with Coach Dana:

• Order Habits of a Champion
• Website
• Facebook
• Instagram
• Linkedin

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.

Music produced by Deejay-O www.iamdeejayo.com

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How productive are you really when it comes to running your business and making connections with potential clients and partners?

Kris Ward is the leading authority in productivity and building your business by building your team. Kris is the author of Win the Hour, Win the Day. She helps entrepreneurs easily double their income and triple their time off.

After the loss of her husband, Kris returned full-time to the marketing agency she had founded years earlier. She was thrilled to see that her business had not only survived her absence but was thriving. Now, Kris has completely changed the landscape for entrepreneurs by sharing the successful practices that allowed her absence.

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

• How Kris went from being a rushaholic to a productivity expert who can show you how to “Win the hour, win the day.”
• The lesson Kris learned from her biggest rejection, and how following up helped her turn it all around
• Why you should bring more personality and fun into your business by shifting from presenting to just talking as yourself
• The best and most productive way to follow up with prospects and partners
• How to “do your homework” to make better, more authentic connections
• Why Kris no longer believes in NO and why the best thing you can do is learn, dust yourself off, and get back in the game
• Kris shares the one thing she would tell her younger self

If you’re ready to take back your time and experience more success and growth in your business, this episode is for you! Special thanks goes out to Kris for taking the time to chat.

Connect with Kris:

• Instagram
• LinkedIn

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.

Music produced by Deejay-O www.iamdeejayo.com

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What do you do when you realize that the rejections you’re getting in sales and your business are starting to affect other aspects of your life?

That’s exactly what happened to Corey Poirier, until one big NO woke him up and forced him to face rejection head on and stop being so attached to the outcomes he was seeking.

Corey is a multiple-time TEDx Speaker. He is also the host of the top rated ‘Conversations with PASSION’ Radio Show, founder of The Speaking Program, and he has been featured in multiple television specials. A columnist with Entrepreneur and Forbes, he has featured in/on CBS, CTV, NBC, ABC, and is one of the few leaders featured twice on the popular Entrepreneur on Fire show.

He has also interviewed over 4,000 of the world’s top leaders. One of his most recent talks took him to New York City where he had the extreme pleasure of speaking to At-Risk Youth at the Brooklyn Navy Yard Boys & Girls Club.

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

• Corey shares the biggest hit he took early on in his foray into screenwriting and what he would have done differently
• The most important thing Corey has learned from interviewing almost 4,000 high achievers
• How Corey decides what to say yes to and what to say no to in order to protect his time and energy and how you can create your own “purpose statement”
• How Corey picked himself back up from one of the most devastating no’s that made him wish he could hibernate
• The definition of “single-tasking” and how it can help you in life and in business
• The big no that woke Corey up to how NO was not just affecting his sales, but affecting his whole entire life and what he did to become less attached
• Corey shares what he would tell his younger self

If you’re ready to detach from the outcome and stop letting rejection ruin your life, this episode is for you!

Special thanks goes out to Corey for taking the time to chat!

Connect with Corey:

• Facebook
• Twitter
• LinkedIn
• Website

Enjoy, and thank you for listening to 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.

Music produced by Deejay-O www.iamdeejayo.com

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How do you make sure you actually enjoy entrepreneurship and are able to fulfill your mission and vision?

Mike Michalowicz is the author of Profit First, Surge, The Pumpkin Plan, and his newest release Clockwork. By his 35th birthday, Mike had founded and sold two companies - one to private equity and another to a Fortune 500. Today he is running his third multi-million dollar venture, Profit First Professionals.

Mike is a former small business columnist for The Wall Street Journal and the former business makeover specialist on MSNBC. Over the years, Mike has traveled the globe speaking with thousands of entrepreneurs, and is here today to share the best of what he has learned about building resilience in the face of rejection, the power of saying NO, and how to find joy in your work.

If you’re tired of the entrepreneurial struggle and are ready to push through to success, this episode is for you!

• What Mike's most crushing no taught him about the best way to sell anything to anyone
• How Mike pushed through fear and built resilience in the face of rejection
• The most devastating rejection Mike experienced, and how he turned it into the fuel that created his biggest success to date
• Mike shares the most important tool he used to move past his struggles and get himself through the most challenging times of his career
• How Mike found clarity in his vision to eradicate entrepreneurial poverty, and why your “calling” can be something as simple as putting food on the table
• Why Mike’s discipline for saying NO and his “no dicks” rule for doing business have helped keep him in alignment with his values and at peace in his mind
• The two fears that are holding you back and the one question you should ask yourself before making any business decision
• Mike shares what he would tell his younger self

Connect with Mike:

• Website
• Podcast
• Facebook
• Instagram
• YouTube
• Twitter

Special thanks goes out to Mike for taking the time to chat!

Enjoy, and thank you for listening to 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.

Music produced by Deejay-O www.iamdeejayo.com

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Even in the middle of a crisis, how can you create more awareness of who you are and what you want to become?

On this special bonus episode of Success Unfiltered, we welcome Garrain Jones back on the show to talk about how you can completely change your life by changing your mindset.

Just 6 ½ years after being homeless, Garrain is now a serial entrepreneur who motivates and inspires thousands, having spoken to over 400,00 people in 62 countries. The knowledge he gained while being shaped and molded sent him down the pathway to become a Transformation Coach. He is an advocate for living a healthy life, business coach, speaker, and author of his new book, “Change Your Mindset Change Your Life.” He has been featured in Forbes, Entrepreneur, and Impact Theory with Quest Nutrition founder Tom Bilyeu on the power of transformational change.

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

• What inspired Garrain to write his book, Change Your Mindset, Change Your Life, and what happened when he tried to make it perfect
• How losing our freedom can help us get back to who we really are
• Why acceptance is “the door to more” and a key factor in finding opportunities in uncertain times
• The most powerful component of a successful business and how the way you feel about yourself is affecting your business
• Why social media and getting face to face with people is vital to any business that wants to survive the pandemic
• The one and only person you should trust to get through anything

If you want to learn how to change your mindset and come out of this stronger than ever, this bonus episode is for you!

Special thanks goes out to Garrain for taking the time to chat.

Connect with Garrain here:

• Website
• Change Your Mindset, Change Your Life: Lessons of Love, Leadership and Transformation
• Facebook
• Twitter
• Instagram
• LinkedIn
• YouTube

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.

Music produced by Deejay-O www.iamdeejayo.com

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How do you find purpose in your pain, and turn it into your passion?

Joey YAK is an Entrepreneur who puts his melody to your message. Joey creates Custom Theme Music and Creative Consults for 6+7 Figure Businesses to create brand awareness and strategic direct response selling.

Before Joey packaged his passion and presented it as a product he was on a nationwide tour with Bone Thugs N Harmony and had a record deal through Universal Republic. Recently Joey became Director of Organic Marketing for Garrett J White & Wake Up Warrior for 2019 to create their media department.

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

• Joey shares how he traded in Hollywood and fame for his family and entrepreneurship
• How rock bottom and humble beginnings turned Joey into a “dealer of hope”
• How Joey prevented rejection by taking action, being patient and always providing value FIRST
• Why you need to stop “pitching from your pocket” and get comfortable asking for the money you deserve
• How treating your cubicle like your corporation will help you find success, no matter what you do or where you work
• The huge opportunity Joey said NO to that ultimately led him to his purpose and his vision
• The one thing you should do right now if you’re struggling or unhappy in your work or business
• Joey shares the one thing he would tell his younger self.

If you are ready to get in touch with who you really are and find your passion and purpose, this episode is for you!

Connect with Joey:

• Instagram
• LinkedIn
• Facebook

Special thanks goes out to Joey for taking the time to chat!

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.

Music produced by Deejay-O www.iamdeejayo.com

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When was the last time you thought you might need to hire a coach?

Lindsay Burton is the Founder and President of the Kayo Conference Series. Networking is hard when you're the only woman in the room. Kayo hosts industry events for women investors to create new business leads and connect with industry peers. Kayo organizes six annual summits reaching 1,500 women annually in industries such as Private Equity, Venture Capital, Energy, Infrastructure, Credit and Real Estate. Prior to founding Kayo, Lindsay held positions in private equity and investment banking in New York City. She currently resides in Charlottesville, VA with her husband and two sons.

When I first started the Success Unfiltered Podcast, I didn’t know a thing about podcasting.

I had the business skills and the acumen that it would take to make it successful, but there were some holes in my experience: I knew how to sell, and to coach others about selling, but I knew nothing about podcasting!

When it came time to create this podcast, I had to fill in my knowledge gaps. I met with other podcasters, I asked questions, listened to how other podcasters worked, and I invested my time into learning everything that I needed to know.

My background as an entrepreneur made me the perfect fit for this podcast, and once I learned how to do it, I was able to create a product that people would want to listen to.

If you listen to the first few episodes, I’m sure that you’ll hear how much I’ve gotten better.

If I hadn’t learned about podcasting, and how to put this together, the Success Unfiltered podcast wouldn’t be as authentic as it has been. You wouldn’t be hearing all of these nitty gritty stories about how other entrepreneurs have gone through NO’s and rejections.

Sometimes, the best thing to do is hire a business coach for those areas that you aren’t fully confident in yet - they’ll be able to help train you to be your most authentic self.

This week’s guest on Success Unfiltered, Lindsay Burton, created an event for women in business. She’d sold tickets, booked speakers, and just a few weeks before the event, realized that she didn’t have an emcee! Undaunted, she hired an acting coach, dove in, and connected authentically with her ideal clientele.

If you’re ready to be inspired by how hiring a business coach can help you grow, 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 Lindsay Burton for taking the time to chat with Michelle. Be sure to join us on 5/11/2020 for our next new episode!

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

• Michelle introduces Lindsay Burton.
• Lindsay shares about the Kayo conference and how it began.
• How does a woman become a leader in a traditionally male-dominated industry? Lindsay shares how her upbringing prepared her for the finance industry.
• Once she was on Wall Street, Lindsay realized that there weren’t many women doing what she did.
• Because Lindsay had grown up doing math and finance, it never occurred to her that women weren’t a major part of that industry.
• When Lindsay became a mother, she found that expectations of her had changed: it felt like she was being forced to choose between her authentic self and her career.
• After being forced out of her role after maternity leave, Lindsay knew that something had to change. She said NO and quit her job to go out on her own.
• “I believed in myself enough to know that they were wrong.” ~ Lindsay Barton
• When Lindsay had to go out on her own, she discovered that she had skills she didn’t even know about, and that she was able to learn what she didn’t already know.
• Since she was in a niche expertise, she didn’t have to use all of her skills.
• Lindsay had sold tickets for a show, and planned it all out, and just a few weeks before, thought, “who’s going to run the show?”
• Lindsay said YES to hosting the show and being onstage, hired an acting coach, and took on the emcee role!
• You’re going to see employees leave your business - say NO to taking it personally when they move on, and instead look at how they have helped & contributed to your business.
• Lindsay shares how she goes through the hiring process, and how she finds talent to join her team.
• Two personality assessments that Lindsay uses with her team are the 5 Voices assessment, and “Humble, Hungry, and Smart.”
• “There comes a point in business where you grow enough that you have to redefine your ideal clients, sponsors, and investors. Sometimes you outgrow them.” ~ Lindsay Burton
• As a people pleaser, Lindsay has to think of her team, and protecting the business. NO is not about her; it’s about what is best for the business.
• Lindsay shares what she would tell her younger self.

Connect with Lindsay Burton:

• Facebook
• Instagram
• LinkedIn
• Twitter
• Website

Why You Should Go For Your Coaching Dreams (No Matter What THEY Say!)

Tired of hearing about market saturation in the coaching world? I know I am! And I don’t want that kind of negative talk to get you down. Don’t give up your dream. But DO give your business the best possible start! I’ve got 3 simple steps to set yourself apart, own your truth, and set a solid foundation for your coaching business starting TODAY. My FREE guide “3 Steps To Starting Your Coaching Business Off RIGHT” will show you how!

Music produced by Deejay-O www.iamdeejayo.com

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How can you make sure that you and your businesses can survive almost anything, and come out even stronger on the other side?

With over 20 years of Internet experience, Stephan Aarstol is an Internet industry veteran who has founded multiple ventures. In 2014 with a staff of just 5 people and revenues of $5M, Tower Paddle Boards (back by Mark Cuban on Shark Tank) was named the #1 fastest growing private company in San Diego by the San Diego Business Journal. A year later Tower was #239 on the INC 500 list of America's fastest growing companies. In 2015, to challenge long held delusions about unhealthy start-up work culture, Stephan moved his whole company to a 5-hour workday and would later write a book titled “The Five Hour Workday” about the experience, which would spread the idea to tens of millions of people worldwide, and get press in over 20 countries.

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

• The biggest teaching moment from giving the worst pitch in shark tank history but still scoring a deal with Mark Cuban
• How to pivot and shift to opportunity amidst the COVID-19 chaos
• How monopolization over the last few years is affecting retail businesses everywhere right now
• How Stephen is personally prioritizing and pivoting in his business right now
• Why focus is just as important as diversification
• What a “burn rate” is and why you must keep yours as low as possible
• How embracing the process can help you face any challenge that comes your way

If you want to pivot your business and make sure you survive these uncertain, this bonus episode is for you!

Connect with Stephan here:

• Tower Paddle Boards Website
• Facebook
• Instagram
• The Five-Hour Workday: Live Differently, Unlock Productivity, and Find Happiness

Special thanks goes out to Stephan for taking the time to chat with Michelle!

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.

Music produced by Deejay-O www.iamdeejayo.com

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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:

• Facebook
• Instagram
• LinkedIn
• Twitter
• Website

Check out the Invisible Gorilla video referenced in the 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.

Music produced by Deejay-O www.iamdeejayo.com

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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:

• Facebook
• Instagram
• LinkedIn
• Website

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!

Music produced by Deejay-O www.iamdeejayo.com

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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:

• Facebook
• David’s Instagram
• Detrapel’s Instagram
• LinkedIn
• David’s Twitter
• Detrapel’s Twitter
• Website

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.

Music produced by Deejay-O www.iamdeejayo.com

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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:

• Facebook
• Instagram
• LinkedIn
• Twitter
• Website

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!

Music produced by Deejay-O www.iamdeejayo.com

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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:

• Amazon Store
• Facebook
• Instagram
• LinkedIn
• Website

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!

Music produced by Deejay-O www.iamdeejayo.com

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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.

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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

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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:

• Facebook
• Instagram
• LinkedIn
• Website

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.”

Music produced by Deejay-O www.iamdeejayo.com

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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!

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.

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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:

• Instagram
• LinkedIn
• Website

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!

Music produced by Deejay-O www.iamdeejayo.com

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How do you know if a client is qualified to work with you?

There’s a big difference between you deciding that a potential client won’t be a good fit for you, and you making a judgement on them because YOU think they’re going to say no to your offer. In this Success Shortcut, I’ll explain the difference and tell you why you have to give every potential client a clean slate - no matter how many may have said no before.

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.

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136 | Catharine Arnston Shares the Importance of Celebrating Every Small Sales Win

Are you celebrating all of your achievements?

Catharine Arnston has a thirty year career as an international Attache for the Canadian British Governments, publisher of an international magazine and Founder of three startups. But in 2009 when her younger sister was diagnosed with breast cancer and advised by her oncologist to change her diet to an alkaline one because it could help her heal, Catharine put her career on hold to help her sister. In the process, she discovered algae, the most alkaline, nutrient-dense plant in the world that no one seemed to know about. Catharine knew algae would be a game changer for the world if she could just help Americans understand it. And that’s when ENERGYbits was born.

It’s easy to celebrate the big wins and big victories.

Made a million dollars? Time to celebrate! Signed a major deal with a store to carry your products? Grab the champagne! Time to celebrate!

I always have long lists of things that I need to do and accomplish. I never stop looking for ways to be able to serve my clients. I focus on everything that I am working on, and how I’m going to make it happen.

Recently, I was on a trip to Spain with one of my friends (who actually appeared on Shark Tank).

She said “Michelle, you keep having all these wins but you don't celebrate any of them. It's just like another day in paradise for you. You should really be celebrating these wins.”

Quick side note: surround yourself with people who know what it’s like to be a business owner. They’ll teach you some amazing stuff!

When she said that, I thought, you know what? She’s right!

So now, I’ve chosen to celebrate my wins!

New client? Amazing sponsor on the podcast? It’s time to celebrate! I choose to go to Dry Bar, and get my hair done, or I book a massage.

Instead of just accepting small successes and wins as just being a part of everyday life, I choose to celebrate ALL of the wins, not just the big ones!

This week’s guest on Success Unfiltered Podcast, Catharine Arnston, founded ENERGYbits when she discovered the nutritional power of algae. She’s heard a lot of NO’s through her career, and has also had quite a few business wins. One of her biggest lessons learned is that it’s important to celebrate all of those wins, and see just how far she’s come in her entrepreneurial journey!

If you’re in need of celebrating a business win, 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 Catharine Arnston for taking the time to chat with Michelle. Be sure to join us on January 20, 2020 for our next new episode!

Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.”

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

• Michelle introduces Catharine Arnston.
• Catherine shares about her business, and how it got started.
• Catharine had NO knowledge of her industry when she started her business, and she started from the ground up! She had to learn her product, her market - everything!
• She started researching algae to help her sister, but it ended up changing her life.
• Catharine found that people knew that they needed more greens in their diet, they just didn’t know how to incorporate them into their diets.
• “I’m trying to build an industry, not just a company.” ~ Catharine Arnston
• Catharine shares about her experiences with venture capitalists, and why she chose to say NO to them!
• If you’re thinking about applying to be on Shark Tank, remember, it’s like a full time job.
• “Never give up on your dream, no matter how big it is.” ~ Catharine Arnston
• “The success that you're going to see comes from putting one foot in front of the other every single day.” ~ Catharine Arnston
• Catharine found that as they marketed their product as a sports nutrition product, the industry had NO place for it.
• Their NO didn’t come from customers: it came from the industry!
• This led to a pivot in the business, and they began working with chiropractors and those in the wellness industry to market to them to sell to their patients, who were used to alternative wellness products.
• “By staying open to opportunity, we found our perfect spot.” ~ Catharine Arnston
• Entrepreneurs can be so close to their product that they miss the opportunities that are slightly “outside the box.” If you’re not paying attention to opportunities, you’ll only find NO.
• Catharine shares some of the unique struggles of being a smaller brand.
• You’ve got to celebrate small victories: the big wins, and the small wins.
• Let go of the feeling of not being enough: focus on what you have accomplished.
• Earn success a little bit at a time: Catharine found all of her retailers just one at a time.
• Most of the time, the company that you start with is not the one you will end up with: learn how to be ok with that.
• Catharine shares what she would tell her younger self.

Connect with Catharine Arnston:

• Website
• Facebook
• Instagram
• Twitter

Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.”

Music produced by Deejay-O www.iamdeejayo.com

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Have you ever thought that a failure can still be a gift?

In this Success Shortcut, I talk about how your failures can become a badge of honor and why failure is always a gift when you embrace and learn from everything that happens. If you’ve ever had trouble separating your business failures from your identity or have trouble getting over your failures, 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.

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135 | Darin Olien Shares How He Started a Superfood Empire

How much energy do you have to spend on your work?

Darin Olien is the co-founder of Barùkas, a new good for you, good for the planet superfood nut company and well-known global “superfood hunter". Darin is best known for developing an ongoing formulation for a fitness company, Beachbody’s, wildly successful whole-food supplement, Shakeology, narrating his experience in his book Superlife: The 5 Forces That Will Make You healthy, Fit & Eternally Awesome. Darin is based in Malibu, California, and is currently working on a new docuseries for Netflix about healthy foods around the world launching later this year.

Energy is currency, and we have only so much energy to spend.

So what are you spending your energy on? And how are you investing that energy?

It’s easy to think that money is our primary currency, but the reality is that money is just a byproduct of how we spend our energy.

When FITzee Foods was open, I spent so much energy on my business. I spent time talking to investors, helping create new products, and taking care of the everyday activities that go into running a business.

Choosing to focus my energy on increasing top line revenue was an investment I chose to make: that was an investment that paid off as our top line revenue increased!

We only get so much energy, and have to invest it wisely. Everything that we choose to do takes energy, and you’d be surprised at how quickly you can run out of energy when you are not investing in the best things for your business and your own growth.

This week’s guest on Success Unfiltered, Darin Olien, was dubbed the superfood hunter. He was so passionate about finding unknown superfoods, that Beachbody approached him to put together the original formula for Shakeology! His unique passion did not come without a price: Darin had to learn how to say NO to the fears of others and pursue his dream of making the world a more superfood-filled place!

If you’re feeling held back by the fears of others (especially your family!), you’re going to be inspired by Darin’s story. 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 Darin Olien for taking the time to chat with Michelle. Be sure to join us Monday, January 6th! Success Unfiltered is switch days and frequency! Be on the lookout for a new Success Unfiltered every other week, on Mondays.

Do You Know When To Say NO? Stop signing up the wrong clients! Click HERE To Learn When To Say NO (and save your sanity!)

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

• Michelle introduces Darin Olien.
• Darin shares how he became the superfood hunter.
• Beachbody actually approached Darin and asked him to help formulate a superfood shake for their program.
• Darin said YES to Beachbody: but it took two years to develop the formula. In 10 years, it has grown to be a $3.5 Billion dollar product.
• The most crushing NO from Darin came from family and friends urging him not to pursue his passion for superfood, and traveling the globe to find and discover superfoods.
• Fear led to his family telling Darin that he should say NO to his dreams.
• When Darin really dug into that fear, he found that what made his family say NO was exactly what he should say YES to!
• Recognizing the fears and priorities of his family helped Darin see what drove him, and how he was different from others.
• Darin decided that he was going to say NO to the opinions of others and follow his convictions.
• In fact, the more that he heard NO, the more strong Darin’s drive became! He was saving his currency (energy) for what really mattered to him.
• Now, when Darin shares about his business and what he is doing, he is very intentional what he shares, and who he shares with. That means that often, he doesn’t share about his trips until after he returns.
• Remember, when people tell you NO, you shouldn’t do something, it is often because they are projecting their own fears on you.
• Darin has advice for when people tell you NO: “Don't respond, don't defend, don't spend energy defending yourself. You and you alone know the reasons for why you're doing it and and that is the anchor of all of it.” ~ Darin Olien
• Learn to love rejection and NO’s: they help you learn and discover more about your passion and drive.
• NO makes you better!
• When you hear NO, work through it! Darin works through NO’s and rejections quietly first, and gets clarity before working with others.
• Darin shares the story of a potential partner undercutting the deal that he was working on, and how he had to process that NO! It would have impacted the entire business he was building.
• When Darin was quiet first, and dealt with that NO, he was able to work with others to find a solution.
• By working through NO’s quietly first, you are able to put yourself into a place of power.
• Darin shares what he would tell his younger self.

Connect with Darin Olien:

• Website
• Facebook
• Instagram - Super Life Living
• Instagram - Barukas
• YouTube

Do You Know When To Say NO? Stop signing up the wrong clients! Click HERE To Learn When To Say NO (and save your sanity!)

Music produced by Deejay-O www.iamdeejayo.com

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Do you ever wonder how you know if a potential client is committed to working with you, or if they're still a potential NO?

In this Success Shortcut, I’m sharing the ONLY way you can truly know how someone is committed to working with you so that you can be certain you’re about to hear a YES. I’ll also share two important questions you can ask to help guide your sales conversations to a positive outcome! If you’re sick of feeling unsure what to say during your sales conversations, 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.

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134 | Emily Williams Turns a $442 sale to a 7 Figure Business

Do you ever feel stuck and bored in your life?

You may feel stuck in:

• A boring 9-5 job
• A service-based business with low-paying clients
• An investor who is micromanaging your business
• A client who is bringing you down

I’ve got good news for you: you have the power to say NO to the things that make you feel stuck! You don’t have to settle for less than the best for your business.

Kick that J-O-B to the side. Raise your prices. Say NO to that investor, or client that is keeping you from your best.

There’s one major secret that is going to help you to accomplish all of that, and it’s your mindset.

When you shift the way you approach people and dig deeper into what drives those NO’s, you’ll be able to better see exactly where you - and what you have to offer - fit in.

Best of all, when you know what drives your ideal client to say NO, you’re able to tailor your offer perfectly to meet their needs, which is more likely to bring you a YES!

This week’s guest on Success Unfiltered Podcast, Emily Williams was broke and ready to create a better life from herself. Her first YES got her a $442 sale, but when she adjusted her mindset, she was able to scale her business to seven figures within less than two years.

If you’re feeling burnt out and trapped in a small business, you’re going to be inspired by Emily’s journey, and what it took to get her to seven figures. 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 Emily Williams for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

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

• Michelle introduces Emily Williams.
• Emily’s first sale brought her $442 - and she was on the call while on a park bench in California. She had two calls: one client said NO and one said YES.
• Emily received 54 NO’s in a row! How could she overcome that?
• Her coach encouraged her to cut her coaching prices in half, and focus exclusively on selling them. Her goal was to sell 10 spots.
• Not only did she sell 10 spots, but she sold more! That brought her $20,000, and was the first step on her upward trajectory.
• One of the huge factors that changed Emily’s sales calls was going deeper than NO. It was understanding why people said NO rather than just accepting that first NO.
• When Emily went deeper on the calls, she found that it was fear that made her potential clients say NO. When she was able to help people find solutions to those fears, she began to hear more YES’s.
• You have to be curious to be able to overcome those NO’s. Curiosity helps uncover hidden potential. People don’t want a paid friend, they want someone who is going to see them for what they have to offer.
• When people say they don’t have money, that’s B.S. People find money for what they truly want, whether it be from outside funding or from borrowing money. It can be found!
• “If you want to get to seven figures, you have to be willing to talk to people about money.” ~ Emily Williams
• Emily shares the story of her greatest NO when six people dropped out of her high-level mastermind.
• During the time of bouncing back, Emily leaned on her coaches and mentors.
• Emily shares how those NO’s were some of the best things that has happened to her.
• Hearing NO’s made Emily go through the learning curve fast: she had to get good at learning the financials in her business and build a strong foundation.
• You have to learn to take the emotions out of business and recognize that NO isn’t always about you!
• Create an atmosphere where your clients can communicate with you, especially before things go wrong. You want to learn and grow, make sure your clients know that.
• Remember that business is built in transactions and contracts: how can you protect the business you have built?
• Protecting your business means you may have to be a fierce leader, and not always make popular decisions.
• “You need people in your corner: you cannot do this alone.” ~ Emily Williams
• Learn how to spot toxic people early on. There are some people who you just have to say NO to because they are not right for you!
• “Know what your own limits are, and your boundaries, and put them in place.” ~ Emily Williams
• Emily shares what she would tell her younger self.

Connect with Emily Williams:

• Website
• Facebook
• Instagram
• LinkedIn

Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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Do you feel like you have to give away free advice or expertise to show people your value?

If so, it’s time to STOP! In this Success Shortcut, I’m sharing why giving away your time, knowledge and expertise for free is actually hurting your business, not helping it! It may sound counterintuitive but you actually show your worth and getting people to take action by protecting your inventory and charging for it! And the more you charge, the better! If you feel like you might be giving away too much intel for zero dinero, then 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.

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133 | Tyler J. McCall Teaches It’s Time to Remove the Sleaze, Turn Your Followers Into Fans

How many followers do you have? More importantly, how many relationships do you have with those followers?

Tyler J. McCall is an Instagram and social media marketer, strategist, and coach for creatives and online business owners. He teaches his students how to use Instagram with intention to grow their community online and grow their business. Tyler focuses on using Instagram and social media to tell stories, build relationships, and convert followers to fans, drawing from his 10 years of experience in non-profit marketing and management and community organizing. He’s taught thousands of entrepreneurs and managed dozens of Instagram accounts since getting into the online marketing game in 2015. Tyler is based in Chicago, where he lives with his partner Eric. When he’s not coaching or teaching, Tyler enjoys Target runs and road trips…that he documents on his Instagram Stories.

Would you believe me if I told you that it doesn’t matter how many followers you have?

Many entrepreneurs think that they won’t be able to be successful with a small following. They count their followers on Instagram, and look at their email list with dismay.

How can they possibly reach the next level with such a small following?

Here’s the trick: it’s not about having the numbers. It’s all about the connections. It doesn’t matter if you have 100 followers, or 100,000: if they aren’t engaged and active, they probably aren’t going to buy what you’re selling!

But how can you connect with them? Create shared experiences and stories. You have to give people reasons to connect with you, and create those shared moments.

You may have seen me doing that on my @thepitchqueen Instagram account, and on my Facebook page, The Pitch Queen. Each week, I share things that aren’t about my podcasts and business, whether it be my workouts, or “Michelle’s Thursday Things” - it’s all about creating a connection.

When you create those connections, you may start to see some people unfollow you. But that means those are the people who probably aren’t going to buy what you’re selling anyway.

Focus on creating valuable connections, and ways that you can serve them!

This week’s guest on Success Unfiltered Podcast, Tyler J. McCall, started his career in the nonprofit world. Burnt out, tired, and ready for change, he negotiated a job for himself that allowed him to use his skills. Then, he heard NO when his supervisor who had said YES to his new role quit. That started Tyler on a journey of building his own business, and multiple major transitions, until he finally created his dream job!

If you’re feeling discouraged by a small following, and wonder if you can be successful, you’ll want to tune in to 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 Tyler J. McCall for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? 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 Tyler J. McCall.
• Tyler shares about his job with the nonprofit: how he was burnt out, tired, and ready for something new, and was able to work with his vice president to create a position for himself that he was excited about.
• He took the weekend before accepting the job: and on Monday, he got a company-wide email that the vice president had quit, and that job was no longer available to him.
• Tyler just held on for a while, and eventually started a side hustle, and found his first client.
• Don’t rely on verbal offers: make sure to get things in writing.
• Chains of command can be very important when it comes to job offers and getting the motivation and help you need: Tyler lost that job he wanted because NO one else knew about it.
• Tyler started his own business with a business partner, but she said NO to him as this was not the business she wanted to have. That meant that Tyler had to face his fears and say YES to running the business alone.
• It was a scary time: Tyler had quit his full time job, and she had too! He was deep in credit card debt, and wondering how it was going to work.
• With that business partner, Tyler found that he had been relying on her connections to bring in clients.
• In the end, Tyler brought on his old business partner as a contractor, and they still got to work together!
• Tyler did two things that helped him face his fears in his business: figure out what he actually had in the business, and then assess what skills he had to offer.
• Revenue grew when Tyler focused on what he really wanted to do.
• Don’t be afraid to really look at your skills and know what you are good at. When you know what you are truly good at, you can offer that as a service to others.
• Selling to people is really just about inviting them to be part of something bigger.
• To connect with people, you have to be comfortable with your messaging, and knowing that there are going to be people who love it, and there are going to be people who hate it. You have to be ok with speaking to only one kind of person.
• Building relationships is about shared values, shared stories, and shared experiences.
• You have to be willing to develop relationships in a way that isn’t rooted in monetization.
• “The monetization of a relationship from social media is simply just a byproduct of the intentionality you put into actually building the relationship through valuable stories and experiences.” ~ Tyler J. McCall
• “The number of social media followers you have on Instagram doesn't really mean anything at the end of the day. It really comes down to your ability to move those followers to action and and that's why you don't want a bunch of people following you who don't get who you are and what you do.” ~ Tyler J. McCall
• Tyler was feeling burnt out with his own business, and constantly working. He decided it was time to make a change.
• His greatest failure - both personally and professionally - was being constantly on the phone and working. He was even working the last day that his father was alive.
• This taught Tyler that he had built a business that was not sustainable, and that something had to change.
• Tyler fired all 4 of his “done for you” service clients, and his 17 coaching clients, and started a business based on a membership site model.
• Now Tyler lives by three mottos: time is irreplaceable, saying YES to one thing is saying NO to something else, and have a sounding board for those times when you feel stuck.
• “Never say YES in the moment.” ~ Tyler J. McCall
• Tyler shares what he would tell his younger self.

Connect with Tyler J. McCall:

• Website
• Facebook
• Instagram
• LinkedIn
• Pinterest
• Twitter

It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? 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

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Are you making some of the biggest mistakes in the sales process that I see other entrepreneurs make?

In this Success Shortcut, I’m sharing three of the mistakes I see people make that hold them back from selling more and growing their businesses. I’ll also share a few super simple tips on how to correct them, so you can get on the fast track to more sales.

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.

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132 | Melissa Gersin Teaches Us Why Fear-Based Thinking Has to Go!

Are you making fear-based business decisions?

Melissa Gersin is a Maternity Nurse and Infant Crying Specialist turned accidental entrepreneur. She had an idea for a product and with no business background, brought her vision to life with a playful and inquisitive approach combined with sheer grit and determination. Her invention, the Tranquilo Mat, is a one-of-a-kind portable and versatile solution to help parents easily soothe their babies and help them fall asleep faster and stay asleep longer. From her job in the hospital to her Shark Tank experiences (her idea prompted a bidding war with the Sharks) and through a successful acquisition, Melissa is always willing to tell her story raw and unfiltered in hopes of inspiring others.

Fear is one of the biggest enemies that new entrepreneurs face.

Fear of failure; fear of what others think of them. Fear of making the wrong choices; whether it be choosing the wrong supplier or even choosing the wrong business. Fear of the wrong investors. As odd as it may sound, some entrepreneurs even battle the fear of success: how success could change them; what would happen if they reached the next level.

Fear stops many entrepreneurs from even stepping out and pursuing their dreams.

When you run your business from a place of fear, you cannot make the most strategic decisions that help you grow.

Fear causes you to make small decisions and hold yourself back.

When you face your fears, and follow your gut, you’ll see yourself making smarter decisions, and growing.

This week’s guest on Success Unfiltered, Melissa Gersin, is a nurse and creator of the Tranquilo Mat, a soothing mat for babies. As a nurse, Melissa saw the need, but pushed past her fears when the hospital she worked at said NO, and when she was faced with NO throughout her journey.

If you’re feeling discouraged by fear, and ready to be inspired by what happens when you overcome those fears, you’ll want to tune in to 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 Melissa Gersin 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 They 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 Melissa Gersin.
• Melissa shares about the Tranquilo Mat, and how she was inspired to make it.
• When Melissa first made the Tranquilo Mat, she was told NO that there was NO market, and that NO one would be interested!
• After she heard NO, Melissa set aside the idea for at least 6 months.
• Finally, she picked it back up again because she couldn’t let the idea go.
• “If everyone says it’s a bad idea, maybe there is value there. If it's half or less than half of the people say this is stupid and I don't care if they're an expert or not in the field you know if they give you a no they're just not your right audience they just don't get it.” ~ Melissa Gersin.
• That NO paved the way for Melissa to own her business: she did not have to work with the hospital that she worked with, since they had said NO.
• There are people out there who don’t want to see you succeed: you have to ignore their feedback.
• Even though they did not meet crowdfunding goals for the Tranquilo Mat, Melissa considers it a success. New people learned about the product!
• After the crowdfund was over, Melissa received devastating news: the manufacturer would not be able to pass inspections. Thankfully, they were able to find a backup manufacturer quickly.
• At first, Melissa was handling fulfillments herself, but knew that she would not be able to continue and be able to grow.
• She had two choices for amazon fulfillment: a bigger fulfillment company that was more expensive, and a smaller company with low costs.
• Even though it didn’t feel right to Melissa, she said YES to the smaller, less expensive company.
• Melissa knew that she made her choice because of a fear of failure: fear that her company wouldn’t grow, and wouldn’t be able to meet numbers that would make a larger fulfilment company a wise choice.
• Soon, Melissa learned that they had made a bad choice. Due to customer service issues, Tranquilo‘s Amazon ratings began to plummet. They had to act fast to get their inventory back from the fulfilment center.
• In business, don’t do handshake deals: get contracts!
• In the end, Melissa was able to retrieve her inventory, but it took some work.
• Melissa shares about her Shark Tank experience, including an embarrassing moment where she did math wrong while negotiating the contract.
• Trust your gut in your business: sometimes the decisions that you make won’t always make logical sense, but in the long run, you will be glad that you made the choices that you did.
• Melissa shares about the confidence that she has gained as an entrepreneur.
• “Trust your gut, and enjoy the ride!” ~ Melissa Gersin
• Melissa shares what she would tell her younger self.

Connect with Melissa Gersin:

• Website
• Facebook
• Instagram
• LinkedIn

Are You Afraid To Ask For The Sale Because They 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!

Music produced by Deejay-O www.iamdeejayo.com

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In 2011, Matthew Bliss re-created his grandfather’s design of the Modern Christmas Tree and made it available to the public. His grandfather was diagnosed with Alzheimer’s, and Bliss decided to show the tree. He made his debut at the Denver Modernism Show in 2011, and the Modern Christmas Tree was a hit!

Since then, the tree has been photographed in some of the most important Mid-Century Modern Homes in the United States. Modern Christmas Trees was also featured on ABCs Shark Tank where he scored a deal with Barbara Corcoran.

Tune in now to hear Matt’s inspiring story of carrying on his grandfather’s legacy and how he’s been able to handle such a seasonal business. He’ll also share how he was able to greatly increase his revenues by cutting out the retailer middle man and start selling direct to his niche customers.

If you’re ready to believe in yourself to make the difficult decisions required to be a successful entrepreneur, this bonus episode is for you!

Connect with Matt Bliss and Modern Christmas Tree here.

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 Matt Bliss for taking the time to chat with Michelle. Be sure to join us Monday, January 6th! Success Unfiltered is switch days and frequency! Be on the lookout for a new Success Unfiltered every other week, on Mondays.

Music produced by Deejay-O www.iamdeejayo.com

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Do you freeze or panic when it comes time to ask for payment?

I know this part of the sales conversation can be really uncomfortable for some entrepreneurs…but it doesn’t have to be! In this Success Shortcut I’ll walk you through this part of closing the deal, and will even tell you exactly what to say to make sure that you walk away with payment in hand. If you’re tired of chasing people down for payments after they’ve already said YES to you, grab your notepad and take notes because this 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.

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131 | Hunter Thompson Shares How to Work with Your Dream Investors

When was the last time you said NO to a potential investor or client?

Hunter Thompson is a full-time real estate investor and founder of Cash Flow Connections (CFC), a private equity firm based out of Los Angeles, CA. Since starting CFC, Hunter has helped more than 250 investors allocate capital to over 100 properties. He has personally raised more than $20M in private capital and controls more than $60M in commercial real estate.

Hunter has been featured in Forbes, Globe St., Inside Self-Storage, as well as a variety of other media news outlets, podcasts, and radio shows.

Hunter is also the host of the Cash Flow Connections Real Estate Podcast, which helps investors learn the intricacies of commercial real estate from the comfort of their home, car, or office.

When you first start your business, until you have your investors and clients lined up, it can be tempting to work with anyone who is willing to give you money, whether it be an investor, client - if that person has a pulse and they say YES, you’re in!

But that may backfire on you if they aren’t the exact type of person you can serve best.

Let me give you a personal example: I coach accountants in specifically creating a sales system that also feels good. The type of person that I can best serve is someone with high-level services, looking to start charging more and working less by having a system to produce these results.

The system that I teach requires a significant time investment: I give quite a bit of homework. After all, they’ll have to take action to see and get the results!

When I’m on a call to see if a client will be a good fit, I have some questions that I ask. One of them is, “Are you willing to invest 4 hours per week in this program to help fix [whatever problems they share with me]?”

Their answer to this question tells me if they’re going to be a good fit to work with me or not. If they truly only have an hour a week to invest, I know that they won’t be a good fit! They won’t be able to see results.

NO matter how much money a potential investor or client has, if they don’t fit your parameters, it’s in your best interest to say NO! That’s why it is so important to vet potential clients and investors. It may seem weird to say NO to people who want to work with you. You will be able to work at a higher level with your ideal clientele when you say NO to people who are not your ideal client.

This week’s guest on Success Unfiltered Podcast, Hunter Thompson, is a real estate investor. He’s raised millions of dollars, and refined exactly how to vet the perfect, long-term investors for his business.

If you’re feeling discouraged by finding less than ideal investors, you’ll want to tune in to 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 Hunter Thompson for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? 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 Hunter Thompson.
• Once you get used to hearing NO you are able to overcome it.
• If you’re not getting pushback, your goals aren’t big enough!
• Hunter shares about an investment opportunity he prepared for. He thought he had the perfect preparation, the perfect pitch, but everyone said NO!
• Follow up was key: when he followed up with people, a few said YES.
• From this experience, Hunter learned that he completely underestimated what it takes to build an environment where people would want to invest 5 figures with him. It takes more than just a good-looking website and a practiced pitch!
• Since then, Hunter has worked to establish himself as an authority, with a podcast, blog, and conference.
• “Friends and family money is usually important for a lot of young entrepreneurs, but it is almost never going to be the money that takes you to the next level.” ~ Hunter Thompson.
• Hunter’s advice: pick one thing that is going to take you to the next level, and focus on it, using time blocks.
• Pick out ten things to accomplish each day, put them on sticky notes, and eventually take away the extras until you have it pared down to ONE item that you focus on each and every day. That is what will help you scale your business.
• Hunter created networking events in the Los Angeles area: for his first event, about 30 people came. The next month, only 4 showed up! This was hard because these events were a huge part of Hunter’s business strategy, so people not coming was a huge NO!
• If you’re not being authentic in your messaging, people will know, and they will assume the worst.
• Remember that entrepreneurship is always 10 times harder than you think it will be, 10 times more capital intensive, and requires 10 times the relationships.
• Constantly engage in personal development: Hunter reads books to further his knowledge.
• When you’re working with investors, it’s a two-way street. You want investors who are the best fit for your business! Meaningful relationships will help you find those who are the best fit.
• Good prospective investors are people who has asked all the right questions from the start and know what they are saying YES to.
• Hunter sends anyone who has invested 6 figures or more a cool thank you gift - a step above a mug with a logo. This helps enforce that it’s a long term relationship.
• Sometimes Hunter has to say NO to future investors that aren’t a good fit: by making sure that these investors are in alignment with Hunter’s strategies, they are able to work with the best of the best.
• Hunter shares what he would tell his younger self.

Connect with Hunter Thompson:

• Website
• Facebook
• Instagram
• LinkedIn
• It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? 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

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It might sound hard to believe, but when it comes to getting investments in your business, not all money will be good money! There are a lot of things to think about when you’re trying to raise money for a business. In this Success Shortcut, I’m sharing some of the mistakes I made when raising money for my last business. I also share something of the questions you should ask yourself before taking someone’s money. If you’re thinking about how to raise money for a business, this Success Shortcut is for you!

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 @ 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.

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130 | Monika Kochhar Teaches Us How to Train Our Mind for Optimistic Thinking

Have you ever thought that something as simple as optimistic thinking could change the course of your business?

Monika Kochhar is the CEO and Co-founder of SmartGift. She has launched, grew and led startups that transformed music, payments and commerce, and redefined customer experiences. Monika previously worked in finance in derivatives trading, selling and emerging markets for JP Morgan, BNP Paribas and Goldman Sachs. Monika attended Mount Holyoke College and the London School of Economics. In addition, she is an avid writer and speaker on payments, commerce, tech philosophy and women in entrepreneurship. She grew up in India and lives in NYC.

When you hear NO, does it ever make you question your abilities? Or do you believe in yourself enough that hearing a NO slides right off your back?

I’ve heard a lot of NO’s in my life!

From my job right out of college, FITzee Foods, or even with what I’m doing today!

What keeps me going is that I believe in myself, and I live in a state of never-ending optimism.

I know, based on my past experiences, that it’s ok to hear a NO. It’s ok to face rejection. Every time I hear a NO, I look to learn what I can from the experience, and then move forward.

When I closed FITzee Foods, it would have been easy to hang up my entrepreneur hat, close up shop, and start applying for corporate jobs.

You’ve felt that way after hearing a NO, right? But, like you, I knew that there was something else bigger out there for me, and I believed in myself and said YES!

The best part is, the more I believe in myself and keep pushing forward, the happier I become. I am so happy with how far I’ve come, and I absolutely love what I do.

This week’s guest on Success Unfiltered, Monika Kochhar, is the founder of Smart Gift. When she first created Smart Gift, she reached out to several large brands and they said NO to being part of her network. Her belief in herself carried her through, and you wouldn’t believe that the companies that initially told her NO later reached out to her to be included in the Smart Gift lineup!

If you’re feeling discouraged from the NO’s you’re hearing, make sure that you tune into this 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 Monika Kochhar for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Why Do Most Business Strategies Fail? It’s not because they don’t work. It’s because you’re not READY for them to work. Before you can succeed, you’ve got to believe in yourself. And most of us don’t know how. But that’s all about to change! Let me show you my 3 best mindset hacks to help you raise your vibe, shift your thinking, and ultimately ROCK your business. Grab your copy right HERE and start believing in yourself, for REAL this time!

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

• Michelle introduces Monika Kochhar.
• Monika explains Smart Gift, and how the business works: it’s all about creating an experience during the gifting process!
• When you’re starting out and have no name recognition, it’s key that you remain in an ego-less state, so you can pitch, and learn from rejection.
• Monika shares about a crushing rejection from a big retailer.
• Instead of just taking the NO, Monika reached out and asked for feedback; and asked what it would have taken to get a YES from them.
• Because she asked, and asked in an authentic way, they gave the feedback she requested!
• For Monika, taking, implementing and learning from that feedback was key.
• When you hear NO, it’s tempting to just ask for more time, five more minutes to show them why you are the best choice. Monika found that keeping it together and calmly asking for feedback was far more valuable.
• You have to know that this will work: have “blind faith” in yourself. You’ll also need a supportive team surrounding you!
• The feedback from that NO led to Monika and the team completely redoing their system, and making it better than ever.
• The more rejection you get, the more feedback that you get and are able to make yourself and your systems even better.
• Monika raised a little over $2 million dollars in the beginning stages of Smart Gift. Many investors said NO to funding Smart Gift, but Monika kept moving forward and still pulled it off.
• Moving forward was hard: Monika had to believe in herself with unbridled optimism, always pressing forward.
• When you hear NO, it can be tempting to start applying for corporate jobs.
• You want to create a frictionless experience for gaining new clients.
• Genuine conversations are a great part of the sales experience: they help create the chemistry for that perfect match.
• Ask directly for the deal: many people struggle with closing business because they don’t even actually ask for it.
• You can’t help your ideal client unless you close the deal by asking!
• Monika shares what she would tell her younger self.

Connect with Monika Kochhar:

• Website
• Facebook
• Instagram
• LinkedIn
• Twitter

Why Do Most Business Strategies Fail? It’s not because they don’t work. It’s because you’re not READY for them to work. Before you can succeed, you’ve got to believe in yourself. And most of us don’t know how. But that’s all about to change! Let me show you my 3 best mindset hacks to help you raise your vibe, shift your thinking, and ultimately ROCK your business. Grab your copy right HERE and start believing in yourself, for REAL this time!

Music produced by Deejay-O www.iamdeejayo.com

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Do you worry that you’re being annoying or bothering someone when you follow up?

There’s a professional and un-annoying way that you can persistently follow up, and the truth is people are counting on YOU to stay in touch and share what you have to offer! If you have the solution to someone’s problem, your persistence will be a win-win for everyone involved.

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 @ 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.

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129 | Marcus Murphy Teaches Us That Failure Doesn’t Have to be a Death Sentence

When someone says NO to you, what is your first thought?

Marcus Murphy is an entrepreneur and sales expert who cares deeply about the flourishing and success of entrepreneurs. Marcus previously worked for Yelp in San Francisco, going from start-up to multi-billion dollar giant. He has also worked at Infusionsoft as the Global Partner Development Manager where he developed and broadened new international markets through strategic partnerships, and is a recognized instructor and speaker at LinkedIn.

Currently, the Head of Business Development & Partnerships at DigitalMarketer, Marcus has pioneered new and effective techniques that enhance the results of the traditional inside sales model. He believes a combination of inside sales, social selling, and strategic partnerships are the next generation of business growth. Marcus prides himself on his ability to connect with diverse and international audiences while captivating their attention with storytelling.

Hearing a NO is a defining moment in your business, right? Whether it’s a supplier, investor, or customer, that NO is going to change how you move forward!

Anyone good at sales is going to look at every NO as a learning opportunity: what can we learn from that NO? How can this NO teach us what to do in our next sales meeting, or pitch?

I’ve heard a lot of NO’s in my career, and every single one of them has taught me something. Back when I was pitching Jamba Juice, to bring FITzee Foods into their stores. I thought we were on the way to a huge YES, but they told us NO. To make it worse, it was through email.

Looking back with everything I’ve learned about sales since then, I can see a lot of improvement. There are so many steps to nurturing a sales relationship, and I’d skipped some along the way.

But failure isn’t just failure unless you choose to learn from it! Take lessons from the NO’s, and move on to your next win!

This week’s guest on Success Unfiltered, Marcus Murphy, works with Digital Marketer. He’s heard a lot of NO’s in his career, and is here to share exactly what he has learned from those NO’s, and how you can learn from them too!

If you’re feeling discouraged from the NO’s you’re hearing, make sure that you tune into this 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 Marcus Murphy for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

What Do You Do When The Client Says NO? Rejection in sales can be harsh. How do you get back in the game after one too many NOs? Learn how to get over the NO’s in this guide.

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

• Michelle introduces Marcus Murphy.
• Marcus shares about his sales history, from selling vacuum cleaners door-to-door, all the way to working for Yelp!
• “Rejection is so basic...we are in a culture of winning.” ~ Marcus Murphy
• Marcus shares about how he is a serial entrepreneur: rejection is in his DNA.
• Failure is a great learning tool, but if you don’t take the time to learn from it, it’s nothing more than just failure.
• Marcus shares the juicy details about how he landed a $30,000 deal as a marketer: he had a plan with blog posts and social media management. But because he didn’t communicate, he got fired from the job, and had to give $20,000 back.
• The reason for that failure? It wasn’t about the numbers of the stats: it was HIM. They didn’t like Marcus and working with him.
• The lesson to learn is that not everyone is going to like you; we’re all an acquired taste.
• “You can’t go into sales trying to dodge rejection. You need to embrace the fact that it is going to happen.” ~ Marcus Murphy
• Marcus advises that you should always assume that the first response will be NO, and keep an option in your back pocket.
• If someone says NO, then ask when was the last time that they spent that amount of money! Find out what would make it worth it to them.
• You have to show your customers or clients the value, and build the hype and anticipation.
• The best salespeople are those who are comfortable with silence.
• Help them to see what their lives would look like after your product or service.
• It’s all about creating the best before state and after state, and showing how you make your customer’s lives better.
• How can you appropriately sell to people? Marcus shares the steps of selling, and how you can break past the stigma of selling.
• Marcus encourages all of his sales reps that he works with to watch the movie, Patch Adams, to reinforce that first and foremost, it’s all about the people and the relationships.
• Marcus shares about the 12 stages of human intimacy, and how they relate to sales.
• When you’re in sales, all 12 of those steps are important, and help with closing the sale at the end. You can’t skip any of the steps: that’s where the stigma of sales comes from.
• Keep your core values at the front of everything that you do, and don’t be afraid to say NO to potential clients and customers who don’t fit those values.
• Keep looking for wins, especially in relationships. Some of Marcus’ best friends are the people he has made the most money.
• Marcus shares what he would tell his younger self.

Connect with Marcus Murphy:

• Digital Marketer Website
• Facebook
• Instagram
• LinkedIn
• Twitter
• YouTube

What Do You Do When The Client Says NO? Rejection in sales can be harsh. How do you get back in the game after one too many NOs? Learn how to get over the NO’s in this guide.

Music produced by Deejay-O www.iamdeejayo.com

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Does your team or employees stress you out?

Hiring the right employees and building a successful team can be one of the most difficult parts of running a business. In this Success Shortcut, I’m sharing some of what I’ve learned about how to hire people the right way. I also talk about the shift I made in building my current team, and how it’s made a world of difference in our success (and the amount of fun we have!)

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 @ 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.

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128 | Becca Brown Teaches Us to Serve Pizza with Our Sales Pitch

Does your pitch ever feel like it’s falling flat?

Becca Brown, the cofounder of Solemates, a brand of footwear solutions and accessories. Known for their flagship product that was featured on Shark Tank (a patented high heel cap that prevents high heels from sinking into grass and getting damaged), they make products that make you more comfortable in your shoes. Solemates was born out of personal necessity - they were tired of ruining their shoes! Becca has a passion for entrepreneurship and loves supporting other aspiring entrepreneurs achieve their dreams.

Have you ever watched the movie Hitch?

I don’t watch a lot of TV, but I do love movies! I was recently on a plane and ended up watching Hitch. In this movie, Will Smith stars as a dating coach.

One of his clients wants to get the attention of the woman he likes and calls on Hitch to help. Together, they study the woman: what does she like? What is important to her? What will speak to her?

Hitch isn’t there to make them fall in love. If you could call a relationship a fire, Hitch was the one to help them find that spark, to know if it truly would catch.

The research that Hitch and his clients did helped them to be able to light that spark and see what would happen.

As we’re pitching investors, customers, and brands, we need to find how to light that spark, and sometimes, it requires an extra level of creativity.

This week’s guest on Success Unfiltered, Becca Brown, is the co-founder of Solemates, a line of shoe accessories specifically designed to keep high heels from sinking into the grass. When Becca was exploring creative ways to be carried in David’s Bridal, she ended up catching the approval of Oprah instead!

How did she get their attention? You’ll have to listen to find out! HINT! It has to do with Pizza!

Be inspired to think outside the box when you connect with your ideal clients: make sure that you tune into this episode of Success Unfiltered to learn new ways and ideas to connect!

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 Becca Brown 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 Becca Brown, Shark Tank vet of the month.
• Becca describes Solemates, her brand of shoe accessories to help keep high heels from sinking when walking on grass.
• Becca and her business partner, Monica, came up with the idea when at Columbia Business School. For a class project, they presented the idea and the business plan.
• The retail expert giving feedback said that NO one would be interested in putting an ugly piece of plastic on a high heel.
• It was hurtful and disappointing to hear that, especially at the beginning of their entrepreneurial journey, but Becca and Monica decided to turn that NO into fuel to keep themselves going!
• “To offset disappointment, go back to basics. Figure out what things you can take personal satisfaction and confidence off of on a daily basis. It sounds cliche, but know yourself.” ~ Becca Brown
• “Knowing yourself doesn’t make you bulletproof against rejections because you’re human. It just gives you the tools to be able to get back to that confident base.” ~ Becca Brown
• Becca shares about her Shark Tank experience, and how it was surprising that the first Shark to say NO was the woman who wore high heels.
• Preparation was the key to staying calm and cool and collected in the face of rejection.
• Becca and Monica took media training before they appeared on Shark Tank: the goal was to learn how to be calm when uncomfortable, and they were equipped to handle whatever came their way.
• One particular key point was to be mindful of facial expressions, especially their resting expression.
• Some of the first customers of Solemates were bridal boutiques. They had their sights set on David’s Bridal, but it was difficult to get into stores like David’s Bridal.
• They had to come up with a persuasive sales pitch to get the attention of David’s Bridal, so they sought out bridal shows, other retailers, and “confidence builders.”
• Every situation requires a different approach, Becca shares. In order to stand out, you can’t use a one size fits all way of doing things.
• Don’t be afraid to use common interests to connect: if you wanted to connect with Becca, you’d want to talk about cycling because she shares so much about her love for cycling.
• Think outside the box: check out other social media platforms. What are some of your mutual LinkedIn connections? Do you know someone who knows the person you’re trying to connect with?
• Solemates was promoted by Oprah because Becca was creative in how she connected! By ordering the staff their favorite pizza, they delivered her media kit to the key person she needed to connect with, that is the kind of sales talk that can get you places you have never been! Like Oprah featuring your product.
• Becca shares what she would tell her younger self.

Contact Becca Brown:

• Website
• Facebook
• Instagram
• Pinterest
• Twitter
• YouTube

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)!

Music produced by Deejay-O www.iamdeejayo.com

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Do you know the #1 things investors look for?

One of the little known secrets of the investment world is that investors don’t invest in products - they invest in people! That means you’re also going to have to sell yourself when you approach investors for your business. In this Success Shortcut, I talk about the biggest mistake people make when trying to sell themselves to investors, and I also share some of the questions you’re going to need to answer during your pitch to show your investors exactly what’s in it for them.

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 @ 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.

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127 | Steve Sims Shares How Rapport Can Take You from Rags to Riches

Who is your ideal client, and how can you best build rapport with them?

When it comes to getting things done, Founder & CEO of theBLUEFISH.com Steve Sims is your man. He runs a luxury concierge company and if you take a quick look at things he has arranged for his clients, you’ll understand why his company is in such high demand.

Forbes Magazine called Steve “The Modern Day Wizard of Oz” but, talking to him you wouldn’t think that. Steve grew up a bricklayer from London and despite his success, is still very much rooted to the ground. Steve believes that relationships are everything!

Who is your ideal client? You’ve probably spent time studying them; getting to know what makes them tick. What will make them say YES to what you have to offer?

When you focus on serving them with everything you’ve got, and ensure that everything that you do is for them, you will see results!

It can be tempting, though, to branch off.

With my brand, The Pitch Queen, I coach accountants on how improving their sales will skyrocket their revenue. We work through the sales process, and strategies they can implement so they nail their sales conversations, work less, and make more money!

But here’s the thing: every entrepreneur wants and needs to learn sales! So sometimes, it’s easy to get distracted: “If I just expanded my offerings to include…” Maybe you’re looking at needing a big client, or you’re desperate for some revenue… that tends to come back to bite you!

Sometimes the answer is YES, you do need to expand! But you need to know how to read the signs and know when you are stepping away from your niche, taking on the wrong type of client, outselling yourself, and compromising who you are.

As an entrepreneur, when you are in your “sweet spot,” you will know it, and that makes all the difference in your business, helping you avoid burnout, and actually enjoying the process of being an entrepreneur.

This week’s guest on Success Unfiltered, Steve Sims, is a concierge of high-level experiences for the rich. If you want the pope to officiate your wedding, or to party with Elton John, Steve is who you call! He found himself reaching out to a group that was outside of his usual clientele, and had to say NO and reset his business, going back to his roots and serving others at his best.

Be inspired to serve your ideal clientele at your best: make sure that you tune into this episode of Success Unfiltered! And you know that when it comes to planning my wedding, I’m totally calling Steve.

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

PS. How Do You Make REAL Business Connections In An Online World? The online business world sometimes feels like a huge party where everybody’s talking, but nobody’s listening. How do you make genuine connections with real people in a place that feels fast-paced, impersonal, and anonymous? It’s not as hard as it sounds. My FREE guide will give you the skinny on showing up as YOU, making connections with class, and starting relationships online that will lead to “IRL” sales success. Grab “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales)!” right HERE!

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

• Michelle introduces Steve Sims.
• Self-doubt has been Steve’s biggest obstacle: why would people choose him? He went on a 3 day drinking binge because he doubted himself.
• Steve realized that he didn’t look the part: his clients would show up in Ferraris, and he’d be on a motorcycle.
• To fit in, he bought a Ferrari for an event in Monaco, and took a picture of himself with a giant luxury yacht in the background. When he got the pictures back, he realized: “that isn’t ME.”
• After realizing that he had sold himself out, allowing himself to be changed to fit other’s perceptions, he went on his drinking spree. He realized that he had put the dollar above his sense of self.
• “I was losing my ability to connect [with my clients] because they saw value in stuff that I didn’t.” ~ Steve Sims
• The key is understanding what your client actually wants, by taking the time to establish rapport.
• When Steve came out of his “bender,” he changed everything. Went back to his roots, his former way of doing things. YES, he lost money (he saw a 40% dip in revenue!), but he found a more satisfying life as he served his ideal client that he knew and understood.
• Your ability to connect with your clients is directly connected to your revenue.
• Surrounding yourself with the right circle is key to realignment.
• “We surf the tides that we initiate the swells on.” ~ Steve Sims
• When you’ve gotten out of alignment with your niche, purpose, and values, the realignment process is hard, and takes a lot of work.
• Find ways to remove the friction in your life.
• The advice that Steve got from his dad helped him as he realigned his business: “Son, no one drowned by falling into the water. They drowned by staying in.”
• “I was drowning, and I had the choice to stay in or get out.” ~ Steve Sims
• “You’ve got to have community….No one wins alone.” ~ Steve Sims
• Steve compares his experience to a very expensive MBA program.
• We’re attracted to shiny objects: it’s important to look at them and see, do they align with me? Are they a good fit? Do I even like them? If the answer is NO, then don’t do it!
• “If there’s all bells and whistles and ticker tape, it might be trying to hide something.” ~ Steve Sims
• Instead of simply asking clients for feedback, Steve starts out with “What did I do wrong?” This changes the way that they respond, and helps them think differently to give more valuable feedback. That way they don’t just gush and call it amazing.
• Steve shares what he would tell his younger self.

Connect with Steve Sims:

• Website
• Facebook
• Instagram
• Twitter
• YouTube

PS. How Do You Make REAL Business Connections In An Online World? The online business world sometimes feels like a huge party where everybody’s talking, but nobody’s listening. How do you make genuine connections with real people in a place that feels fast-paced, impersonal, and anonymous? It’s not as hard as it sounds. My FREE guide will give you the skinny on showing up as YOU, making connections with class, and starting relationships online that will lead to “IRL” sales success. Grab “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales)!” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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How often do you actually ask someone to work with you?

This is one of the biggest mistakes I see entrepreneurs making in sales! It might sound like a no-brainer, but so many people skip this simple step. In this Success Shortcut, I share why this step is so important and how you can practice making the ask more often with 2 ideas you can start with today! If you have trouble hitting the ask button with potential clients, this episode is for you.

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 @ 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.

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126 | Judi Missett Shares How She Kept Jazzercise in Business for 50 YEARS!

Who or what do you listen to when you make business decisions?

Judi Missett graduated with a BS in Radio and TV Production and theater from Northwestern University. In 1969, she started teaching a dance fitness class in Chicago. When demand quickly boomed, those classes grew into the dance fitness company that would become a cultural phenomenon. 50 years later, Jazzercise still leads the pack in health and fitness. As CEO, Judi manages a 125-person corporate team, oversees more than 8,200 franchises, choreographs Jazzercise routines, teaches classes and writes for the Huffington Post. Together with Jazzercise instructors, Judi has helped raise over $28M for a wide range of charitable organizations. Among her honors are Lifetime Achievement Awards from the President's Council on Physical Fitness and Sports; Enterprising Women's Hall of Fame; The President's Award from the Women President's Organization, twice winning San Diego Business Journal's "Women Who Mean Business" Award; and the Commmittee of 200's Entrepreneurial Champion Luminary Award.

Are you struggling with knowing your worth in your business?

Many people will look down on you. They’ll say you’re not educated enough. That you don’t have what it takes. That you lack experience. Maybe you don’t know the industry.

But all of that doesn’t matter when you know your own sense of worth!

Your gut, your head, and your heart are what you really need to listen to in business. When you do something wrong, at least one of those is going to hurt!

You don’t need a fancy degree, or years of experience (the experience will come as part of your journey!) to be successful.

Instead, you need to have that grit and perseverance, and know the value that you have to offer. Be willing to listen to your gut, your head, and your heart, and you’ll be amazed by your journey.

This week’s guest on Success Unfiltered, Judi Missett, started a dance revolution with Jazzercise. Combining dance moves and fitness changed the industry: but it didn’t come easy. From starting off teaching in a Parks and Recreation department, to losing a half a million dollars with an infomercial, Judi has business lessons to share!

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 Judi Missett for taking the time to chat with Michelle. Be sure to join us next week 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 Judi Missett, founder of Jazzercise.
• Judi has been in business for 50 years: this is hard to do in the fitness and wellness industry or let alone any industry.
• Before founding Jazzercise, Judi would teach dance fitness classes at the local Parks and Recreation department. She had a contract with them for a percentage of all revenue, but when she went to pick up her check, they said NO!
• The Parks and Recreation department said that the amount was too high, and they didn’t want to give it to her.
• Judi stood her ground, and told the Parks and Recreation guy that she would be back later in the day to pick up her check, or she would take action.
• When she went to pick up her check, the guy wasn’t even there, but he left an envelope with the check.
• For Judi, that NO was not a real NO, but rather one where she was not given the respect that she had earned.
• Since that time, Judi has remembered who she is, and what she has to offer, and NO one can take that away from her.
• When Jazzercise was growing, the team decided to do an infomercial. But it ended badly! Judi said NO to continuing the infomercial, and decided to listen to her gut.
• “[I learned to] listen to my intuition and to believe in myself when that little voice inside says NO don't do this even if everybody else who has lots of knowledge tells you you need to. If it feels like it's not right that voice inside is the voice of truth and it won't ever lead you astray.” ~ Judi Missett
• That lesson cost her half a million dollars, but she had carried that truth with her ever since.
• When it comes to vetting investors or situations like Judi, with the infomercial, you should get to know the core of the company. Jazzercise is about connecting people: the infomercials were about selling product. The two did not go together.
• When things seem too difficult, it might be a sign that they are not working.
• How do you know when to pull the plug on your business? Judi says to be watching for signs: there will always be signs and messages for you!
• “Every step up has required saying NO” ~ Judi Missett
• Even when Jazzercise had to lay off people, they still kept growing. In fact, many of the employees that they laid off became franchisees.
• “Once you start to make those changes and move forward, even though it's hard, people trust more and more and more and then the changes aren't as difficult anymore.” ~ Judi Missett
• Change is hard, but you can find ways to make it a win-win for everyone!
• Judi shares what she would tell her younger self.

Connect with Judi Missett:

• Jazzercise Website
• Get Judi’s Book
• Facebook
• Instagram
• Pinterest
• Twitter
• YouTube

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.

Music produced by Deejay-O www.iamdeejayo.com

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What’s YOUR uniqueness factor?

I talk a lot about how important it is to own your uniqueness. What is it about you and your business that makes you stand apart from the competition? In this Success Shortcut, I share what happened to my last business when I didn’t have any uniqueness factor, and how you can find your uniqueness factor to increase sales in 3 simple steps!

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 @ 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.

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125 | Majid Raees Shares How to Connect With Your Intuition For Business Alignment

How pure are your intentions for your business? Are they aligned with your intentions? Do you want and actively seek to do the right thing in business?

Majid Raees is a world champion Kickboxer who was a protege of the legend “Benny the Jet.” Born in Kuwait, Majid moved to the states in 1996 to pursue the dream to work with Benny after seeing him fight with Jackie Chan in the movies. Within a short time, Majid became the number #1 kick boxing champion in the US along with Golden Gloves and Blue/Gold National Champion - in addition to US Gracie Open Grappling Champion. With these skills, Majid has since opened his own business training celebrities, entrepreneurs, CEO’s and Global entrepreneurs. Majid’s training is a truly unique as it combines human intelligence to reach its optimal potential.

Are your intentions and actions pure in your business?

It really is a gift to know if your intentions and actions are pure. You may recall stories from my old business, FITzee Foods, and how I had some issues with the COO.

His intentions may have been pure in how he wanted to push the business forward, but his actions were not in alignment: and they compromised the entire business! Employees were stealing food, and he had hired illegal immigrants.

However, it doesn’t matter if your intentions are pure: if the two are not in alignment, it will only hurt you and your business.

It would have been better to turn away customers and keep the business pure. In the end, this was one of the many things that led to the end of FITzee Foods.

This week’s guest on Success Unfiltered, Majid Raees, became one of Pakistan’s leading boxing champions, and attributes his success to his pure focus on achieving his dream. He’d held that dream close for 13 years, and made it his focus, and made his dream come true. Now, he helps celebrities and entrepreneurs align their intentions and their actions so that they can achieve success.

If you’re ready to make sure you’re in alignment, tune into this 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 Majid Raees for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

What Is The Biggest Asset In Your Business? If you’re like most entrepreneurs, you’ve probably invested a LOT of time into strategies and business plans. But before any marketing tactic or sales funnel will work, you have to believe in YOU first. Let me show you the simple mindset hacks that have helped me trust in myself (and explode my business)! My FREE guide Believing In Yourself (For Real This Time) will show you how!

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

• Michelle introduces Majid Raees, a professional kickboxing world champion.
• When Majid won the championship in Pakistan, he decided it was time to conquer his next challenge: winning a global championship!
• It was hard to pursue that dream because so many others laughed at it and thought it was impossible.
• Dreaming is so important: from the age of 13, becoming a global champion was Majid’s dream, and he held onto that dream.
• “If you work on your dreams, they will come to you. It's all about the intent. I think it's all about your focus and how deeply you connect with the dream.” ~ Majid Raees
• “Once you discover your gift it's the most powerful thing in the world.” ~ Majid Raees
• Majid shares how he connects with people’s feelings to help them realize their gifts.
• Pay attention to the feelings that you feel or do it without even realizing it: feelings like love, or like driving a car.
• “Listen to the intention, not the thoughts in the process.” ~ Majid Raees
• One of Majid’s biggest NO’s was when he turned down a high-profile client because this client was not in alignment. The opportunity was huge for Majid, but he said NO because he was not willing to put himself in an “impure” scenario.
• Some opportunities may double your income, but you still have to say NO because you are not willing to pay the cost!
• When Majid works with people who are not in alignment with their intentions, he finds that it comes at a cost: he’d experience bad things happen, like a parking ticket, a car accident, or he’d fall and have an accident.
• “Business is done not by the product [but] by the people.” ~ Majid Raees
• Don’t ignore your gut feelings in business interactions. That is your intuition telling you something, and that tends to be 99% right!
• Small things matter a lot: small promises not kept add up to big things. If you see small things that don’t add up, that means that the big things will likely not add up either.
• “When you attract something in the universe, it will come way one way or the other. No one can stop it. It's just meant to be.” ~ Majid Raees
• “Most people get influenced by other people's work. I actually use their words to fuel my source of energy and push myself to the best limits. That's my key: do not ever allow other people's work to suck your energy. Words are powerful. Use their words to ignite your feelings.” ~ Majid Raees
• Majid shares what he would tell his younger self.

Connect with Majid Raess:

• Website
• Instagram
• YouTube

What Is The Biggest Asset In Your Business? If you’re like most entrepreneurs, you’ve probably invested a LOT of time into strategies and business plans. But before any marketing tactic or sales funnel will work, you have to believe in YOU first. Let me show you the simple mindset hacks that have helped me trust in myself (and explode my business)! My FREE guide Believing In Yourself (For Real This Time) will show you how!

Music produced by Deejay-O www.iamdeejayo.com

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Building rapport and real relationships is the key ingredient to long-term success. Without it, you are never going to get the end results you’re looking for!

But building rapport doesn’t have to be complicated or take a lot of time. In this Success Shortcut, I share some simple examples of what building rapport looks like, and I also give you some tips to start practicing building rapport ever day, even if you’re an introvert.

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 @ 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.

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124 | Mada Seghete Shares How to Believe in Yourself and Push Past Business Fear

Are you holding back from taking the leap into your business?

Mada Seghete leads the growth marketing team, and is one of the co-founders of Branch. She was included in Linkedin’s Next Wave, 150 top professionals in 15 industries all under 35.

Anyone who has closed a business knows how hard it is. It’s emotional and painful. Your business is like your baby, and it’s hard to let go!

When I closed FITzee Foods, and started the Success Unfiltered Podcast, I learned that I had to ask myself an important question: “Does continuing with this help me in the long term?”

That meant that I had to say NO to things that did not help me.

Instead of trying to continue to solve pain points and continue with my old business, I had to completely end FITzee Foods, and embrace my new life as The Pitch Queen!

I was not able to serve my ideal client’s pain points until I embraced my business and was 100% a YES to that new business!

This week’s guest, Mada Seghete, was told NO from investors for her “Fitbit for dogs” app that she had created. When it came time to move on to her new business, Branch, Mada learned that in order to be successful, she had to make a complete leap from her old business into the new. Once she made that decision, and leaped into her new business, Mada saw her new business grow!

If you’re ready to make the leap into a new business, make sure that you tune into this 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 Mada Seghete for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

If You Don’t Believe In Yourself, Nobody Else Will. But why is doing it so hard? Most entrepreneurs can learn strategies. But the strategies are useless if your mind is stacked against you. What do you do to stop the negative self-talk and become your own biggest cheerleader? Start by investing in the most vital asset your business has: YOU. Grab my FREE guide Believing In Yourself (For REAL This Time) and let me show you how!

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

• Michelle introduces Mada Seghete.
• Mada shares about her experience with app creation and all her entrepreneurial experience.
• Mada and her team were trying to create an app like Fitbit for dogs, and were told NO from investors!
• At the beginning, it’s easy to think when you’re not getting investment money, that it’s about you, not your product!
• When they started connecting with their ideal client, the pet owner, Mada and her team found that people were not interested in their product for their pets.
• Facing rejection was the hardest thing Mada and her friends had ever faced. They lost a lot of money, and one even had to stay on another friend’s couch because they lost everything.
• It was helpful to understand that NO’s came from customers, not from investors. The market was small, and already saturated.
• Hearing a NO helps you refine your business model!
• If customers say YES and investors say NO, then you may be able to get traction to eventually gain investors.
• Transitioning between businesses was one of the hardest, most depressing times of Mada’s life.
• Mada’s biggest NO was when her green card was denied, and she had to wait six months before she could reapply.
• During that time, she started Branch, her current company.
• When Mada was in her low times, she wallowed in grief and frustration for a while: then she said NO to grief and frustration and moved on and realized it was time for her to believe in herself.
• When they decided to sell their app, they were asked to continue working on it. But they realized that it NO longer served their purpose and long-term goals.
• Your company and your entrepreneurial journey is your baby, and it’s hard to let go!
• “We were just kept holding onto it because it was this thing that we had built. And looking back it seems crazy to me that we did that.” ~ Mada Seghete
• When it comes to closing a business, you should ask yourself a few questions: “What am I gaining? What will I gain in the long term by doing this, and focusing my time on this, and how valuable is my time, and should I focus on this?”
• When it comes to business, and attracting investors, you just have to jump in completely! It’s the only way you can make your business work.
• “Say NO when you know that you cannot deliver.” - Mada did, and was very clear that she would not be able to deliver.
• Mada shares what she would tell her younger self.

Connect with Mada Seghete:

• Branch Website
• Facebook

• LinkedIn

• YouTube

If You Don’t Believe In Yourself, Nobody Else Will. But why is doing it so hard? Most entrepreneurs can learn strategies. But the strategies are useless if your mind is stacked against you. What do you do to stop the negative self-talk and become your own biggest cheerleader? Start by investing in the most vital asset your business has: YOU. Grab my FREE guide Believing In Yourself (For REAL This Time) and let me show you how!

Music produced by Deejay-O www.iamdeejayo.com

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How often are you taking action in your business and in life?

One of my favorite sayings is “Action cures fear.” But that’s not all it does! Taking action will help you build your skills, boost your confidence, AND put you on the fast track to success. Sales and success are not going to fall in your lap. If you need motivation to take action NOW, this Success Shortcut is for you.

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 @ 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.

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123 | Howie Busch Shares How to Grow and Maximize Your Business Connections

Do you have the right connections in your business?

Howie Busch is an Inventor, Entrepreneur, Speaker and Attorney. The self-described World’s Least Handy Inventor has figured out how to get his products to market without being able to make a thing. Yet he has somehow managed to license more than 5 products, fund a successful Kickstarter campaign in just 2 days and appear on Shark Tank with his product, DudeRobe. With DudeRobe, he re-designed & re-engineered the men's bathrobe into something guys today will actually want to wear. As a Coach & Consultant, he has helped a number of other inventors get their products to market. He has spoken at major universities & the US Patent & Trademark Office.

What kind of networks have you built? Your network could be the difference between YES and NO!

When things go badly in business (and we know that they can!), it may be your connections that keep you from losing thousands of dollars.

How can you build this network of strong connections?

If you’re scrolling through your LinkedIn, looking at potential connections, and thinking “oh, I could use their help,” then you’re networking all wrong!

Making these connections isn’t about finding people who can help you: in fact, it’s about you helping others!

When you focus on creating connections and giving value to others, when the time eventually comes that you need your network, you’ll have a strong network that will be able to step up and say YES to you!

This week’s guest on Success Unfiltered, Howie Busch, was about to launch his Kickstarter, and was told that he’d not be able to manufacture the DudeRobe at the costs agreed on - that NO could cost him six figures! Then, he leaned into his network, and found connections that kept his Kickstarter launch on track, and earned him an invitation onto Shark Tank!

If you’re ready to get outside your comfort zone, make sure that you tune into this episode of Success Unfiltered! You’ll be inspired to stretch yourself beyond your imagination!

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 Howie Busch for taking the time to chat with Michelle. Be sure to join us next week 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 Howie Busch.
• Howie shares about his business, and how he appeared on Shark Tank for the DudeRobe: a robe designed especially for dudes.
• Howie’s first encounter with rejection was when he was working with companies to do bathroom advertising.
• He was able to build connections, but after a while, most of the companies pulled out their advertising because they weren’t quite ready to work with Howie yet!
• Howie ended up making “the safe decision” and went to law school.
• You need to be able to notice and be aware of when you need to pivot in your business.
• “Other people are not judging your failure as harshly as you are.” ~ Howie Busch
• Howie didn’t want to license or manufacture anything when he started DudeRobe: but two weeks before his Kickstarter was supposed to go live, his manufacturer told him they couldn’t work with the prices he had been given.
• Howie reached out to his network, and was able to find help through his connections!
• His Kickstarter campaign was what earned Howie a spot on Shark Tank.
• You need to always have connections and resources available at your fingertips for when things go badly. When his manufacturer said NO, Howie had spent time networking with people to build connections that moved him forward!
• To build connections, make sure to be a giver, not a taker!
• Always be ready to make offers to others! Invest in younger entrepreneurs.
• Add value for others: create podcasts, share content.
• When a person asks for “a half hour of your time,” it’s ok to say NO!
• If you want to connect with someone, engage with them and interact with their content: build the rapport and relationship with them before you ask them to give their time.
• Being on Shark Tank helped create so many additional connections for Howie!
• Howie shares about his pitch on Shark Tank.
• “Don’t wait for the perfect time; there will never be a perfect time.” ~ Howie Busch
• If you wait for the perfect time, you will miss the opportunity.
• “The harder I work, the luckier I get.” ~ Howie Busch
• Howie shares what he would tell his younger self.

Connect with Howie Busch:

• DudeRobe Website
• Facebook
• Instagram
• LinkedIn
• Twitter
• YouTube

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!

Music produced by Deejay-O www.iamdeejayo.com

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Do you realize you’re actually “selling” almost all of the time?

So many people don’t even like the words “sales” or “selling” but it’s SO important. In this Success Shortcut, I’m going to help you reframe what selling really is to help you see that selling is not only important, but that it can be fun, too!

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 @ 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.

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122 | Becky Blalock Shares How Getting Outside Your Comfort Zone Builds Confidence

When was the last time that you really stepped out of your comfort zone?

Becky Blalock is the author of the bestselling book DARE: Straight Talk on Confidence, Courage, and Career and a trailblazer to the C-suite. Becky Blalock is a sought after speaker, IT thought leader and a champion of skill and relationship building to achieve success in the workplace. She is the Managing Partner at Advisory Capital, a consulting firm providing strategic insight for companies involved in the energy and information technology. During her 33-year career with Southern Company, Ms. Blalock held a variety of leadership positions before becoming SVP and CIO.

Ms. Blalock serves on several public company boards including Hannon Armstrong and Aspen Aerogels and as an advisor in several private equity ventures. She is also active on the Board of Counselors for The Carter Center and is a trustee of the Woodruff Arts.

If you want to get outside your comfort zone, it’s going to require that you stretch yourself!

I did a four month leadership training, and for one of our sessions, we went to a ropes course in the Los Angeles area. For one of the obstacles, we had to climb up a pole, and jump out front to catch the swinging trapeze.

The pole was wobbling, and I could see all of Los Angeles when I was standing on top - let me tell you, that got me out of my comfort zone! I think my legs were even shaking uncontrollably.

But here’s the reality: when you stretch yourself, and push yourself outside of your comfort zone, anything that you attempt afterwards will be and feel easier.

Any of the obstacles on that course was nowhere near as hard as it could have been, if I hadn’t already stretched myself outside of my comfort zone!

It’s important to remember that a NO or a rejection just means “not right now”, and it’s a valuable place for you to get feedback! That way, you can keep pushing yourself outside your comfort zone, and it will just keep getting easier!

This week’s guest on Success Unfiltered, Becky Blalock, had a similar experience - but she was pushed! She’s found, as she’s been in the corporate world, pitching her book, and working as an investor, that the more you push yourself outside of your comfort zone, the easier doing the hard things becomes!

If you’re ready to get outside your comfort zone, make sure that you tune into this episode of Success Unfiltered! You’ll be inspired to stretch yourself beyond your imagination!

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

Entrepreneurs, Do You TRULY Believe In YOU? You know that you have to believe in yourself. So tell me, have you done that yet? If you said NO, you’re not alone. The truth is that you are the most important asset your business has...but you’ve probably invested a lot more in strategies, websites, and leads than you have in serious self-love. That’s all about to change. Learn my 3 simple steps to shift your vibration, upgrade your mindset, and become your own biggest fan with my FREE guide, Believing In Yourself (For REAL This Time)! Don’t wait to give your business the solid foundation for success that it deserves--YOU!

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

• Michelle introduces Becky Blalock.
• Becky had always had a successful career, so she decided that it was time to write a book, so that she could pass on the lessons she had learned to the next generation of women leaders.
• People kept asking Becky, “aren’t you afraid that your book will fail?”
• “You just have to believe in yourself sometimes and drown out the negative talk and surround yourself with people who believe in you.” ~ Becky Blalock
• Becky got rejected eight times before she finally found a publisher!
• That inner voice in your head will often tell you that you’re not good enough, but you have to learn to say YES I am good enough, and qualified enough!
• “We are all so much more willing to take risk when we have people that are cheering us on and that believe in us.” ~ Becky Blalock
• Write down what you want: if you write it down, you are 68% more likely to achieve it!
• “If you stay inside your comfort zone you're never really going to reach your full potential in life because you've got to push outside that and take those risks and learn hey, these things aren't killing me.” ~ Becky Blalock
• Every day, challenge yourself to step outside your comfort zone.
• The most important part of a pitch where you hear NO is the feedback! It’s an opportunity to learn why they said NO.
• “Competence is a very learnable skill and comes about by putting yourself out there and failing and learning what didn't work.” ~ Becky Blalock
• Becky shares her story about the time she jumped out of a simulated parachute training session - it pushed her outside of her comfort zone!
• When Becky retired from her job, she expected to see many opportunities - but they didn’t come like she expected! So she had to go and create opportunities, many of them by volunteering with smaller organizations.
• Becky was actually rejected from a job for having a southern accent: it was so demoralizing! When she was going through that, she had to remember to take her own advice, and work on continuing to build her confidence and stretch herself outside her comfort zone.
• That hard work of volunteering with smaller organizations paid off, and she was able to join several Company boards.
• With her book, Becky had publishers who were interested, but wanted to make edits - so many that Becky said NO - it would no longer be her voice!
• She was able to find a compromise with the publishers, but learned that sometimes you have to put your foot down and say NO to them.
• Becky shares a few tips on how to vet a potential angel investor.
• “Reputation is everything.” ~ Becky Blalock
• Becky shares what she would tell her younger self.

Connect with Becky Blalock:

• Becky’s Website
• Facebook
• Twitter

Entrepreneurs, Do You TRULY Believe In YOU? You know that you have to believe in yourself. So tell me, have you done that yet? If you said NO, you’re not alone. The truth is that you are the most important asset your business has...but you’ve probably invested a lot more in strategies, websites, and leads than you have in serious self-love. That’s all about to change. Learn my 3 simple steps to shift your vibration, upgrade your mindset, and become your own biggest fan with my FREE guide, Believing In Yourself (For REAL This Time)! Don’t wait to give your business the solid foundation for success that it deserves--YOU!

Music produced by Deejay-O www.iamdeejayo.com

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Do you wonder what to look for in finding the right investors for your business?

Getting funding for your business can be really exciting, but getting the RIGHT funding is the key. In today’s Success Shortcut, I’m sharing my own experience — and some of the mistakes I made — with finding investors. I give you some of my 3 best tips to make sure you and your investors are a good fit for each other.

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 @ 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.

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121 | Dan Fleyshman Shares the Importance of Failure

How can you turn your failure into a win?

Dan Fleyshman is the youngest founder of a publicly traded company in history. At the age of 23, after selling $15 million dollars worth of clothing in six department store chains and surpassing expectations with his $9.5 million dollar licensing deal with STARTER apparel, Mr. Fleyshman launched the “Who’s Your Daddy” energy drink into 55,000 retail stores.

He later went on to launch Victory Poker, which became 1 of the top 5 online poker brands internationally.

Along the way, Fleyshman became a very active Angel Investor and advisor to 29+ companies that range from mobile apps and tech companies to travel sites and celebrity clothing brands.

As a serial entrepreneur, some of the successes include launching a media site to garner over 300,000,000 views in the first year, a hoverboard company to $5 million+ revenue in 4 months and multiple subscription box companies to gross over $48 million dollars in combined sales.

Currently his social media agency “Elevator Studios” works with over 600 influencers and manages campaigns for a variety of large companies. The agency has also hosted 30 live events called “Elevator Nights” which has helped 1000’s of entrepreneurs learn from and network with investors in multiple sectors including cannabis & cryptocurrency.

Playing poker as a hobby, he’s managed to win multiple championships and more importantly use the game to be able to raise millions of dollars for various charities by organizing dozens of poker tournaments around the world.

Over the last 7 years his main passion has been his charity www.modelcitizenfund.org which creates backpacks for the homeless filled with 150 emergency supply items inside.

Money talks, and sometimes, it’s telling you that it’s time to shut down your business.

But what then? How do you face that “failure”? How do you face the giant NO?

When I closed FITzee Foods, I could hear the money talking, and it was saying NO. People were not buying the meals at the rate that I needed to sell in order to be successful and keep the company open. I had to make the tough decision to listen to the money talking, and say NO to FITzee Foods.

But what then? What about all the people who are watching me? How could I work with that failure, and find a way to turn it into success?

I chose to turn my past experiences into a success, teaching others to love the sales process, and telling the stories of so many entrepreneurs on this podcast.

You could even say that through saying NO to FITzee Foods, I have said YES to something far better!

This week’s guest on Success Unfiltered Podcast, Dan Fleyshman, knew that he was going to have to close his poker business, but he was able to leverage his experience in such a way that he turned a potential failure into an absolute success! His “failure” brought him more success than he had found in his original business!

If you’re worried about the aftermath of failure, make sure that you tune into this episode of Success Unfiltered! You won’t want to miss this inspiration!

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

What Do Successful Entrepreneurs Know (That Most Entrepreneurs Don’t)? That rejection in sales doesn’t mean failure. It means that you’re that much closer to the success that you desire...as long as you don’t quit! But how do you put yourself back together when a dream deal goes south? Grab your copy of my FREE checklist “5 Ways To Come Back From Sales Rejection” and learn how you can harness the power of NO for yourself!

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

• Michelle introduces Dan Fleyshman.
• Dan saw the writing on the wall that he would have to close his online 8-figure poker business - his competition was being shut down, and he knew that his time was coming!
• Rather than wait to be shut down, Dan decided to be proactive and shut it down first.
• “It’s not easy to have that failure on the scoreboard. When you look at history, you see wins and losses.” ~ Dan Fleyshman
• Dan’s choice to shut down proactively made him look like a good guy, and he was able to leverage his experience and get hired as a consultant at multiple casinos!
• “By taking the loss, I actually had more wins.” ~ Dan Fleyshman
• Staying in a bad business too long can be like being in a bad relationship: you’re working hard to make it work, but it’s not a good fit. Eventually, you have to rip the bandaid off!
• People vote with their wallets. If they aren’t saying YES with their spending, then you need to know how to move on!
• It’s better to end a business prematurely when you know you have to say NO to it, and be able to give something back to investors, rather than have nothing in the end!
• Better to stop at 70% done instead of 100% finished!
• After closing his poker business, Dan decided to never have all of his eggs in one basket again! He has taken on multiple investments, and has become an angel investor in many companies.
• Someone with a “failure” on their record has valuable skills! You can be a very valuable consultant: people want to learn from someone who has been there and has experience!
• “Failure” can lead to a lucrative speaking career, helping share your story.
• Failure can be a million dollar MBA, and teach you valuable skills. You can have a taco truck, but you’ll be better in business if you teach others how to have better taco trucks!
• We’re always going to make mistakes: it’s better to run your business under the guidance of someone who has been there, done that, and made the mistake! They can guide you through because they have been through it. That’s so much better than any marketing course.
• When Dan was making his pitches with his beverage company, there wasn’t a NO option! He asks, “Would you like to be my distributor in the southeast, or nationwide?” There is not a NO option for that question!
• Know and address objections before they become objections!
• “I don’t want there to be a single NO in the room!” ~ Dan Fleyshman
• For a service-based business, Dan talks about showing the expertise that qualifies you above anyone else.
• Sometimes it can be hard to work with large companies, especially when you are projecting sales, and you don’t have a lot of money to work with, and they pay you after the product has been delivered. You have to learn to anticipate their needs, their re-ordering, and be ready for whatever - and sometimes, that requires that you be creative when working with suppliers.
• When pitching investors, make sure that they know that they are in it for the long game: you won’t make money with your business for a while; they won’t see a return on their investment for a while!
• When you’re just beginning, it’s ok to keep your job. In fact, you may need that income! It could be years before your business takes off.
• Make a plan for when you succeed!
• Dan has a “red ropes” policy for potential clients. When they cross any of these boundaries that he has for his business, he says NO to them as clients, because they will be the wrong kind of client for the business he wants to have!
• One red flag for Dan that he looks out for in potential clients is that the clients that want to work with him to sign an NDA.
• Dan shares what he would tell his younger self.

Connect with Dan Fleyshman:

• Victory CEO Website
• Model Citizen
• Instagram
• LinkedIn
• Twitter

What Do Successful Entrepreneurs Know (That Most Entrepreneurs Don’t)? That rejection in sales doesn’t mean failure. It means that you’re that much closer to the success that you desire...as long as you don’t quit! But how do you put yourself back together when a dream deal goes south? Grab your copy of my FREE checklist “5 Ways To Come Back From Sales Rejection” and learn how you can harness the power of NO for yourself!

Music produced by Deejay-O www.iamdeejayo.com

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Are you constantly falling into the comparison trap?

In today’s Success Shortcut, I'm sharing 3 secret tips on how you can be more confident in yourself so you can stop comparing yourself, your business, and your income to other people. If you start focusing on owning your uniqueness and being YOU, it will come back tenfold in your success.

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 @ 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.

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120 | Heather Saffer Shares How to Successfully Recover From an Unethical Business Manager

Have you seen the true colors of the people that you work with?

Heather Saffer is the founder of Dollop Gourmet; a better-for-you frosting brand sold in thousands of major retail stores. Heather is a winner of Food Network's Cupcakes Wars and author of two bestselling cookbooks. Heather has been featured on Shark Tank, QVC, Forbes, Huffington Post, Oprah.com, and People Magazine.

It takes about three months for someone to show you their true colors, and you get to learn quickly if they are someone that you want to work with, or if they are someone you have to say NO to, and run away from.

Before I started FITzee Foods, there was this guy named - well, let’s call him Charlie. I was one of his clients, and I would pay quarterly for a meal subscription service.

Well, Charlie would be spending money right and left, but not paying his vendors. Eventually, he came to me for help, but I had seen his true colors and knew that working with him would be a hard NO!

I knew that I could do it better, so I started FITzee Foods.

But Charlie didn’t just go away: in fact, he started stealing my potential clients, and ordering food under his significant other’s business, and I would be the one delivering the food.

The few clients this happened to then called me, saying that he had a charge for food, but had not received a delivery.

Talk about unethical, and absolutely absurd!

Many entrepreneurs find themselves working with just anybody who is willing to help them, but what they really need to do is see that person’s true colors first. That way, these new entrepreneurs can either say NO and run away, or create a great partnership!

This week’s guest on Success Unfiltered, Heather Saffer, lost everything, including her business, when she aligned herself with a shady worker who conned her out of her life savings. You’ll be inspired by the lessons she has learned since, and how persevered and eventually got an investment from on Shark from her Shark Tank pitch!

Are you ready to be inspired to learn the importance of the follow up? 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 Heather Saffer for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Sales Relationships Don’t Have To Be Hard! You CAN make connections, whether it’s Facebook, on the phone, or “IRL.” How do you do it? By using old-school tools with a new-school spin. Relationships don’t have to be hard! That’s what I’m going to show you in my FREE guide “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales)!” Grab your copy HERE and start making connections wherever you go, online or off!

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

• Michelle introduces Heather Saffer.
• Heather had never had her own business before, so when she started out, she had NO Idea what she was doing!
• She brought on a guy to help grow the business, and worked with him for 10 months. He was paying employees, handling payments to vendors, etc. But Heather later found out that he had done nothing!
• He had used client’s credit cards to make vendor payments, and using Heather’s checkbook to pay for things like his car payment and his daughter’s daycare.
• Heather found out about his con when he used a client’s card to pay for a $20,000 payment for a charity event, and the client called her screaming about a $20,000 charge.
• How can you avoid this? Heather has some advice: “Never get to the point in your business where you depend on only one person to help you out; especially if you don’t know them well.”
• She took his help because she felt desperate and stuck.
• Recovery was hard: Heather spent a lot of time in court because multiple people sued the business.
• Eventually the guy was caught, charged, and went to prison.
• Heather did NOT make any of the struggles public, because she didn’t want it to impact her business as it continued on. But now, she openly shares how she overcame her encounter so that others can learn from her.
• She dissolved the current business, and started a new business so she could start fresh: she didn’t want to leave the industry because making the cupcakes was something she was good at, and there was a high demand for her product.
• Heather decided that it was time to pivot her business, and instead of just making the cupcakes, she wanted to sell a product to more people! So she decided to focus on making the frosting, and making a healthier version of frosting!
• It took her a year and a half to find a manufacturer for the frosting.
• She heard so many NO’s that she actually took a month-long break during the search for a manufacturer.
• Heather couldn’t quit in her search for a manufacturer because she knew that she had to make this product: she was obsessed with it!
• In yet another disaster, one guy who introduced her to a manufacturer came on and worked for her for a few months, but it was a disaster!
• “Don’t work with just “anyone” - make sure that you vet your partners, workers, and investors! It’s ok to say NO to someone who is not the right fit. Just because they want to work with you doesn’t mean that you have to work with them!” ~ Heather Saffer
• When working with a partner, investor, or anyone, you get to see their true colors within 3 months!
• Heather shares about her Shark Tank experience: she had a flawless pitch, but something crazy happened behind the scenes.
• Right before she was supposed to go on air, Heather peed her pants! She has a bladder condition that actually makes her lose bladder control. After she peed herself, she ran from the area, and had to change into jeans that she had in her dressing room.
• Pitching to the Shark Tank investors was her moment: Heather wasn’t going to miss out on her chance by an embarrassing moment. She just had to set that aside, and do it anyway.
• “When you put your ego and pride aside, magic happens.” ~ Heather Saffer
• Heather shares what she would tell her younger self.

Connect with Heather Saffer:

• Heather’s Cupcake Website
• Heather’s PR Website
• Dollop Gourmet’s Facebook
• Heather’s Personal Facebook
• Instagram
• LinkedIn
• Pinterest
• Twitter

Sales Relationships Don’t Have To Be Hard! You CAN make connections, whether it’s Facebook, on the phone, or “IRL.” How do you do it? By using old-school tools with a new-school spin. Relationships don’t have to be hard! That’s what I’m going to show you in my FREE guide “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales)!” Grab your copy HERE and start making connections wherever you go, online or off!

Music produced by Deejay-O www.iamdeejayo.com

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Do you freeze when objections come up during a sales conversation?

In this week’s Success Shortcut, I'm going to share 4 steps to help you reframe objections so that you can handle them with ease and overcome anything that comes your way to help a new client.I'll also share how you can diffuse your objection anxiety and be okay whether someone says yes OR no to your offer. You’ll never fear hearing an objection ever again!

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 @ 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.

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119 | Mills Menser Shares How Grit and Persistence Leads to Sales Success

Do you ever feel like your idea has so much greatness, but you wonder why it hasn’t taken off yet?

Mills Menser is a third generation jeweler, owner of Brdiamonds.com and is the founder of Diamond Banc. He founded Diamond Banc to loan against & purchase diamonds and high-end jewelry from the public. Mills saw a tremendous void in the marketplace for a luxury brand that offered an innovative financial solution to those who wish to access the liquidity of their jewelry possesses.

It’s not enough to just have a great idea: you need to have the grit and persistence to follow through and make it work!

I get told that I am annoying all the time! I’m more than just “professionally annoying,” though. I believe in what I do, and have the persistence to do the follow up to make anything happen!

You can have every degree possible on earth. You can be the smartest person out there. You can have all the qualifications; all the certificates.

At the end of the day, if you don’t have grit and persistence, none of that means anything!

This week’s guest on Success Unfiltered, Mills Menser, has an unusual business. In fact, it was so unusual, that others didn’t know how to work with him. Even when he was creative in pitching, he had to have endless amounts of grit and persistence to continue reaching out to strategic partnerships and investors to make his business a reality.

Are you ready to be inspired to learn the importance of the follow up? 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 Mills Menser for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

DID YOU KNOW that some sales require a lot of follow-ups? That means that you have to ask for the sale. And usually more than once. How do you do it without being pushy, sleazy, or desperate? Click HERE and learn 7 ways to follow up (and close more sales)!

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

• Michelle introduces Mills Menser.
• Mills explains the concept of Diamond Banc, a service that purchases diamonds and luxury items from consumers.
• When he was 24, Mills wanted to buy out his father’s business, and had secured financing. He later convinced his father to let him purchase the business, and then, three days from closing, the financing fell through.
• Loss of financing led Mills to some creative planning: ultimately, he crafted the perfect sales presentation to his father that ended up being far more profitable for his father.
• “If you can get traditional financing from a large bank, honestly that's always the ideal situation because you're giving up NO ownership and you're paying one of the lowest rates you can get.” ~ Mills Menser
• Looking back on that crushing NO, Mills would do it all again, exactly the same!
• Remember: it’s not a deal until the money has changed hands, and has been in your account at least 3 days.
• “So many things can change, and self-preservation is every business person’s number one agenda.” ~ Mills Menser
• “Just know, it’s not done until it’s done.” ~ Mills Menser
• With the perfect sales demonstration that Mills proposed, he had NO power and NO leverage. It was either going to happen, or it wasn’t!
• “If you look at any successful person there's always a helping hand or an opportunity.” ~ Mills Menser
• “Everything cost ten times as much and takes ten times as much effort as you may believe.” ~ Mills Menser
• The way Mills structured the deal meant that instead of paying the bank interest, the money would go to his family instead!
• Getting Diamond Banc off the ground took a lot of work! Mills created a special campaign, and shipped video recordings describing how Diamond Banc would change the high-end jewelry liquidation industry.
• Mills targeted stores with $10 million+ in sales, but found himself having to spend excessive amounts of time following up, seeing if they had even gotten the package from FedEx, and if they had a chance to view the video.
• He had to follow up endlessly before he even got to his pitch! Almost every day, he spent two hours just doing follow up!
• Mills finally found a partner through all of his time spent planting seeds.
• There is so much work that goes into pitching, that most people fail simply because they were not prepared to have the persistence to do all of the work.
• You have to push on all fronts, because the people that you are pitching are already hearing countless other pitches.
• “Your pitch is like a plant in a garden: you have to keep watering it for it to eventually grow!” ~ Mills Menser
• Don’t track your hours, track your results.
• Know what your values are, and be prepared to pay the price for that specific value. You pay the tuition for the lessons that you learn!
• Focus on what moves the needle: we spend 80% of our time on that which yields 20% of the results. Refocus your time to see results.
• Mills shares what he would tell his younger self.

Connect with Mills Menser:

• Diamond Banc Website
• Facebook
• LinkedIn
• Twitter

DID YOU KNOW that some sales require a lot of follow-ups? That means that you actually have to ask for the sale. And usually more than once. How do you do it without being pushy, sleazy, or desperate? Click HERE and learn 7 ways to follow up (and close more sales)!

Music produced by Deejay-O www.iamdeejayo.com

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Does just the thought of a sales conversation stress you out?

In this Success Shortcut, I'm sharing my simple 5-Step process for you to have better sales conversations without any sleaze and without any stress! You can start using these steps TODAY to improve your confidence during your sales conversations so that you can help more people, close more deals and make more money, no matter what you're selling.

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 @ 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.

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118 | Lindsay Cook Shares How Sales Success Requires Endless Persistent Follow Up

Do you ever struggle with the endless persistence of follow up?

Lindsay Cook is the co-founder and CEO of FitOn - a new digital fitness company that is redefining the workout experience with the ultimate platform for group fitness - anytime, anywhere. Cook has always been a proponent of fitting fitness into her life to help release the built up stress that came with being a mother and working long hours. When she realized that balancing such a busy lifestyle was a struggle that not only she faced, she knew something had to be done. That’s where the idea for FitOn came to be and in January of 2019 Cook introduced the world to the fitness app that provides on-demand fitness classes that fit the user's moods and locations at any given moment.

Follow up feels endless, doesn’t it?

One of the most surprising aspects of sales is how many people do not follow up. But, if you’ve been following me for ANY length of time, you know follow up is key!

Investors, influencers, and consumers are constantly hit with opportunities and content - but when you personally follow up with them, you set yourself apart with the connections!

But still, so many people do not follow up, because they are afraid.

You’ve given your pitch, and you don’t have an immediate answer. Your business is on the line, you’ve got to figure out your investors, where the money is coming from, and who you will be working with. But the fear of the NO stops many people from following up.

I like to think of it like this: when you follow up, you’ve got a 50/50 chance of a YES! But if you do not follow up, you have a 100% chance of a NO!

Even worse: it wasn’t the person you pitched to that said NO: it was YOU who said NO to yourself when you didn’t follow up!

This week’s guest on Success Unfiltered, Lindsay Cook, powered through the endless persistence of follow up as she created the FitOn App. When working with fitness influencers to help grow the workouts they had available on the app, she had to follow up endlessly - and the results have paid off!

Are you ready to be inspired to learn the importance of the follow up? 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 Lindsay Cook 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 Lindsay Cook.
• Lindsay’s first major rejection was when she asked for a promotion at her company and was told to “wait her turn.”
• That rejection caused her to reflect on what she really wanted out of life, and what her priorities are: it caused her to join a small startup called FitBit!
• “I went from a learning curve that was pretty flat to honestly one of exponential growth because when you've got great business challenges you just learn how to do so many different skill sets that you haven't yet accomplished.”
• Turns out, that rejection was one of the best things that ever happened to her! It was the push that she needed to go pursue something new.
• In business, you have to get used to the “noise” - the day to day things that happen and that must be dealt with. Eventually, you get used to it, and you can actually focus on the important “noise” that matters.
• “The more people that tell others about your business for free, the better that you'll have the chance of really growing and getting people to use your product.” ~ Lindsay Cook
• Lindsay shares her tips for engagement and growing that audience.
• The first key is having evangelists for the product; the people who are actively using your product, loving it, and sharing it with others and spreading the word.
• Lindsay and her team actively engage with people who use the app frequently, and learn from them and use that feedback to improve the product. For those evangelists, it’s not about the money - it is about the connections!
• Social community is also key - getting notifications that your friend worked out encourages you to do the same thing!
• Focus on what will bring people back for more!
• Rejection is continuous: it doesn't go away.
• Lindsay’s toughest rejections came early on, when looking for fitness coaches to work with her on the app. She’d spent all the hard work creating it, and developing it, and then people said NO to her when it came time to request workouts from the fitness coaches!
• The key is to brush that off and keep on going!
• Often, a YES has a snowball effect, and brings more YES’s!
• Every NO made Lindsay’s vision stronger: she would evaluate why the person said NO, and make tweaks to make the business even better.
• Lindsay reached people by sharing her personal story, and her vision for something different.
• You just have to be endlessly persistent with people, and follow up!
• When you’re working with investors raising seed money, you almost have to oversell yourself, because if these investors don’t choose you, there’s going to be someone else walking in the door right behind you.
• Investors don’t just invest in the idea: they invest in the person behind the idea.
• Keep a list of your contacts that you’ve made, along with your status, and follow up constantly! Eventually, you’ll start to see wins populate on that spreadsheet as you follow up!
• Lindsay shares what she would tell her younger self.

Connect with Lindsay Cook:

• FitOn App Website
• Facebook
• Instagram
• Pinterest
• Twitter

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!

Music produced by Deejay-O www.iamdeejayo.com

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Are your sales beliefs sabotaging your success?

Sales are the lifeblood of your business, and the way you think about sales and selling is a major factor in how successful your business will be! In this Success Shortcut, I'm going to help you examine your sales beliefs so that you can shift your mindset and attitude around selling. You CAN love selling, and I'm going to show you how!

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 @ 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.

View Details

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:

• Jarrod Glandt on Grant Cardone’s site
• Facebook
• Instagram
• LinkedIn
• Twitter

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!

Music produced by Deejay-O www.iamdeejayo.com

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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.

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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:

• Alice’s Table Website
• Facebook
• Instagram
• Alice’s Personal Instagram
• Pinterest

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!

Music produced by Deejay-O www.iamdeejayo.com

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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!

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 @ 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.

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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:

• Koia Website
• Facebook
• Instagram
• Twitter

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)!

Music produced by Deejay-O www.iamdeejayo.com

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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.

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 @ 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.

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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:

• Thrive Website
• Facebook
• Instagram
• Twitter
• YouTube

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!

Music produced by Deejay-O www.iamdeejayo.com

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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.

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 @ 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.

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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:

• Pitch Anything Website
• Facebook
• Instagram
• LinkedIn
• Twitter

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!

Music produced by Deejay-O www.iamdeejayo.com

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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.

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 @ 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.

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112 | Christa Orecchio Shares How You Can Eliminate Entrepreneurial PTSD

Do you ever feel like you have PTSD and trauma from your entrepreneurial journey?

Christa Orecchio, founder of The Whole Journey is a clinical and holistic nutritionist with a passion for helping as many people as possible to heal and achieve vibrant health. Christa combines her holistic and scientific knowledge to help people heal from the root cause using food as their medicine with a mind, body, spirit approach to wholeness.

She has 10 years of private practice experience, is a local and national health TV show host, bestselling author of How to Conceive Naturally and the creator of three revolutionary online health programs to help people recover their digestive, hormone, and emotional health. She served over 1,000 private clients and 20,000 customers online.

How do you recover from the stress of being a full-time entrepreneur? Sometimes, we go through so much stress with this 24/7 sales career that it feels like we have PTSD.

For many of us, it’s all about finding those “stress triggers” and proactively taking care of them before they cause damaging stress.

I’m almost two years into this business, and I’ve found that for me, having systems in place helps everything run smoothly, and avoids that stress and burnout before it even starts.

My team uses Dropbox and GDrive - Google Drive - and that keeps us organized. Internal processes, whether you’re a one-entrepreneur show, or have a team that helps you get everything done, helps control the overwhelm.

Everyone of my team of five members can access anything that they need. Even The Pitch Queen interns are taken care of!

There are so many targets of stress that we don’t have control of, like our investors, or how a product launch goes, or if someone says YES or NO!

However, there are some things that we can control, and these help us to stop those stress triggers before they start!

This week’s guest on Success Unfiltered, Christa Orecchio, launched her gut health program, expecting only a few hundred to join. When thousands of people tried to join, her problems began.

Are you ready to see how organization and handling what you can control helps lead to a more peaceful and less-stressed business? You’ll find that 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 Christa Orecchio for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Are You an Overwhelmed Solopreneur? It’s time to start bringing in the help you need and stop your business from running YOU. But where do you start? How do you know who you need to hire, and how do you hire someone with confidence and trust? I’ve got your back! Learn how to put together the DREAM team for your business with my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business”. Click HERE and get your sanity back!

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

• Michelle introduces Christa Orecchio.
• Christa shares about her business and transformation from private practice to creating courses online so that she could help even more people: she went from helping 1,000 people over 8 years, to being able to help 20,000 people over 4 years!
• Her first crisis came when she launched a gut health course: Christa expected a few hundred to join the program, and had thousands purchase. They actually crashed the sales page.
• Christa’s problems multiplied when her customer service team told her they were working and charged her, but didn’t actually do any of the work. Her supplement supplier also couldn’t meet the demand, and just gave up!
• To fix the problems, Christa offered extra webinars for her purchasers, and was transparent with them about what was going on.
• For their next launch, Christa decided to be proactive. She hired a new customer service team, and prepared a million dollars worth of supplements in inventory.
• Then, a business partner approached Christa and asked her to lower the price of the program. She said NO, because the price was just right to be able to provide excellent care. When she said NO, he emailed her entire waitlist and said that he was NO longer supporting the program!
• Christa was able to revamp and find new partners, but in the end had to break apart the supplement kits and sell them separately to recoup the million dollar investment.
• “It's really how you show up in the moment, and you've got to be resourceful as an entrepreneur; you've got to feel failure, anxiety, overwhelm; like, cry it out for a minute, and then pull yourself together and move forward with emotional detachment and keep your eyes focused on the goal and on end solutions.” ~ Christa Orecchio
• How to avoid this kind of situation? Clear communication is everything!
• Help everyone on your team take radical personal responsibility for their role: this helps the whole business run better!
• Find the right people with the right skill set, and teach them how to work with you! Don’t be a people pleaser, and if they can’t work with you, then they aren’t a good fit.
• Your partners are a conduit of trust: they have a tribe of people who know, like, and trust them, and when they partner with you, they transfer that trust to you! Be picky about your partners, and only find those who are serving their tribe the way you want to serve.
• “As an entrepreneur, you're either managing overwhelm or isolation.” ~ Christa Orecchio
• To avoid some of the overwhelm, get organized! Know where everything is that you need; use tools like Google Drive or Dropbox.
• “I'm going to die someday, so I have to get everything that's inside me out into the world just in case.” ~ Christa Orecchio
• Christa shares what she would tell her younger self.

Connect with Christa Orecchio:

• The Whole Journey Website
• Adrenal Recode Minicourse
• Facebook
• Instagram
• Pinterest
• YouTube

Are You an Overwhelmed Solopreneur? It’s time to start bringing in the help you need and stop your business from running YOU. But where do you start? How do you know who you need to hire, and how do you hire someone with confidence and trust? I’ve got your back! Learn how to put together the DREAM team for your business with my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business”. Click HERE and get your sanity back!

Music produced by Deejay-O www.iamdeejayo.com

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Did you go to college and get a formal education, or is it something you’re thinking about for your future?

Especially after the recent college admissions scandal, the importance of a college education is a hot topic. In this Success Shortcut, Michelle talks a little bit about what we really learn in college and how much it factors into entrepreneurial success. The most important thing to remember is that whether you went to college or not, at the end of the day it will be the hustle, grit, determination and discipline you have that creates results and gets you major success.

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 @ 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.

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111 | Will Smelko Shares How to Find Investors that Lead to Strategic Moves

What value do investors add to your business relationship? And what value do you add?

Will Smelko is the visionary and CEO behind Ora Organic as well as a fervent foodie. Upon graduating from UC Berkeley, he dove headfirst into the world of strategy consulting for Fortune 500 healthcare and pharmaceutical companies but soon realized his calling was elsewhere. Understanding that the most promising solution to climate change involved food, Will began exploring plant-based nutrition. Ora is changing the status-quo by creating nutritional products made directly from food without artificial additives. Ora reflects the values of its co-founders, which is why the company prioritizes organic farming, sustainable harvesting practices, and delicious, plant-based nutrition.

When you’re starting out, it can be very tempting to just accept money from anyone who is offering it, and figure things out after. But, vetting our investors can help us strategically grow our business.

You started your business because you were passionate about the product you manufacture, or the service that you provide - not solely for the money. That means you want investors who are going to be able to help that business move forward: you know what your business needs, who has the connections and the ability to meet those needs? That’s who you want as an investor.

I know how tempting it is to take money from any investor when you have none. When I started FITzee Foods, I accepted money from any investor who was willing to give. But if I had taken the time and interviewed potential investors to see what value they could bring, and if I had figured out what value I brought to them, it would have completely changed how I approached investors in my business.

This week’s guest on Success Unfiltered, Will Smelko, started his plant-based nutrition company, and instead of accepting any investor interested in his business, he faced his fears and asked the hard questions.

Are you ready to see how vetting investors strategically can lead to success? You’ll find all that AND MORE in this 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 Will Smelko for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

If You Don’t Believe In Yourself, Nobody Else Will. But why is doing it so hard? Most entrepreneurs can learn strategies. But the strategies are useless if your mind is stacked against you. What do you do to stop the negative self-talk and become your own biggest cheerleader? Start by investing in the most vital asset your business has: YOU. Grab my FREE guide Believing In Yourself (For REAL This Time) and let me show you how!

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

• Michelle introduces Will Smelko.
• Will, the Shark Tank veteran of the month, created a plant-based supplement, named Ora Organics to avoid additives in food and supplements.
• The most NOs that Will heard were in the early days, from investors: there was a long string of NOs!
• In the beginning, a lot of people said NO because it was a product that had a negative connotation: many people were not interested in supplements.
• One of the earliest NO’s was overcoming objections through education; helping people see that their supplements weren’t “artificial”; that they were made from plant-based products.
• Working with investors can be hard because they ask the tough questions: some of which you don’t have answers! Prepare as much as possible, and embrace that you won’t have all of the answers in the end.
• Learn what numbers and metrics are important, and focus on those. Make sure that you are working with the data that is most important to you and your company.
• When investors don’t give money, sales will keep you afloat!
• “When we are out there talking to investors, you can figure out pretty quickly (in the first 5 or 10 minutes) what investors care about.” ~ Will Smelko
• Instead of catering to all of your different audiences, go back to the core of who you are and what your company is all about. That will naturally attract the right kind of investors and help vet out the ones that aren’t the best fit.
• Shark Tank was especially defeating because most of the Sharks said NO so quickly, and they critiqued the packaging. Ora Organics was able to turn it into a conversation on social media, and have conversations with their consumers.
• Ora Organics had to go to a completely new manufacturer, and risk selling out of stock on hand. When it came to making that decision, it came down to staying true to their core values.
• Will and his team vetted potential investors to see if they’d actually be a good fit for the company and the culture. It was scary to do that, for fear of investors feeling like they weren’t trusted, but Will and his team would follow up with references.
• The key thing that they looked for was value for both parties: “If you can't sit down and write out clearly on paper exactly where this, "value add" investment fund is actually going to add value, then they're not a value add.”
• It took Will a while to grow into being the kind of entrepreneur who would vet investors. “The 2015 Will would have just been like 'Oh my God I'm so grateful that these people are talking to me! Maybe we'll get an investment! I don't know if I should even call - if I call the references, are they going to think that I'm like doubting them?' I lacked that self-confidence at an early stage. I was just happy to be talking to someone and that they hadn't told me NO yet.” ~Will Smelko
• Will and his team knew that even if the company failed, they would still be committed to creating the product, and would somehow be involved in something like it. That kept them going through the hard times.
• Will shares what he would tell his younger self.

Connect with Will Smelko:

• Ora Organic Website
• Facebook
• Instagram
• LinkedIn
• Twitter

If You Don’t Believe In Yourself, Nobody Else Will. But why is doing it so hard? Most entrepreneurs can learn strategies. But the strategies are useless if your mind is stacked against you. What do you do to stop the negative self-talk and become your own biggest cheerleader? Start by investing in the most vital asset your business has: YOU. Grab my FREE guide Believing In Yourself (For REAL This Time) and let me show you how!

Music produced by Deejay-O www.iamdeejayo.com

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Do you get overly attached to the outcome of a sales conversation or business meeting?

If you’re focusing too much on yourself or living in scarcity when it comes to your business (and your life), making the sale is going to be way more difficult than it has to be. Any sales conversation is NOT about you. In this shortcut, Michelle shares how to detach from the outcome and move into problem solving mode so you can show up in a different way with your clients and customers so that you get a YES.

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 @ 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.

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110 | Luna Shimada Teaches Us How to Discover Our Superpower

What is your business superpower?

It’s what makes you unique and special; and when you use that superpower, you stand out from the crowd.

Luna Shimada has been performing in top venues across the world from Europe to Japan to America, and the showrooms of Las Vegas. Luna is a philosopher and a teacher of magic and her many talents encompass writing, dance, & performance art spoken word.

Luna began her career on stage early at the age of 12 and has spent the last 30 years honing her craft and is now recognized in the world of magic today as one of the best female magicians of our time. Luna has paved the way for many woman to follow in a profession that has primarily been a male dominated field. Luna has created her own distinctive style of performance magic that is unique, dramatic, sensual and thought provoking. She is the quintessential renaissance woman of our day.

In the face of rejection, having practices that help us align and find our superpower is so important! It may be yoga, meditation, or spiritual practices, but these help us to refocus, not become bitter, and to keep our eye on the prize.

When I had to close FITzee Foods, it was hard, but it helped me to find and tap into my superpower: helping entrepreneurs learn about sales, and helping you through this podcast, & learning the stories of others who are going through the same things as you.

This way, you can learn from the success and mistakes of others, and find an easier road to success!

This week’s guest on Success Unfiltered, Luna Shimada is a second generation magician who struggled to find her superpower after feeling suppressed and not good enough for years. When she leaned into what made her special and unique in her industry, she unlocked her superpower and began to see amazing success!

Are you ready to see how knowing your superpower can change your business? You’ll find that 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 Luna Shimada for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Business Rejection: It’s NOT About YOU...BUT it Can Help You! Does a customer rejection mean you aren’t good at what you do? Not at all. Is there a gift in the sting of rejection? You bet there is! Click here and learn 3 reasons why a NO is actually a future YES (and how to start seeing it that way right NOW)!

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

• Michelle introduces Luna Shimada.
• Most people join an entertainment career later in life: Luna was literally born into the world of magic.
• At the age of 8, her father told her she didn’t have what it took to be successful like him, and started her down a path of doubting herself and standing in the shadows.
• She married a fellow magician and became his assistant, but when the time came for her to step out of the shadows and perform, he suppressed that.
• Luna decided that it was time to chase her dreams and her passion, and that meant that she had to walk away from that marriage.
• “I don't think that there is a cookie cutter mold that everyone can fit into, especially when you're promoting something like yourself. And you're selling yourself as a product. It's about cultivating a relationship with your audience.” ~ Luna Shimada
• “I think that you can't overcome anything unless you first really take the time to take some personal inventory and learn who you are and what it is that you want. If you don't know what you want then you don't know what your direction is.” ~ Luna Shimada
• When setting off on her own, Luna quickly realized that she didn’t want to be like regular magicians, using tricks and illusions to entertain. She wanted to evoke good feelings in her audience.
• Instead of finding what she had in common with others, Luna focused on what made her unique.
• “Everyone I believe comes into this world with a particular superpower, a talent, a gift that only they excel in better than anyone else.” ~ Luna Shimada
• Luna found herself in a place where she had to reinvent herself: after her divorce, she lost the business she had spent 15 years developing, and had to find something new.
• Everyday, Luna faces rejection. As a woman in a male-dominated world, she has to constantly keep pushing against stereotypes.
• “Be true to yourself. First of all believe in your vision. Don't get derailed or influenced into becoming something that you're not. Don't compromise your integrity. Because there's a lot of temptation for that. A lot. And I have always stuck to my guns. I have always been true to my vision; true to myself.” ~ Luna Shimada
• When it comes to facing rejection, Luna has sage advice: “Don't waste any time or energy being angry with the people that oppress you or suppress you because that's a waste of energy. It isn't about that. In the end the biggest obstacle that lies before us is ourselves.”
• Luna shares what she would tell her younger self.

Connect with Luna Shimada:

• Luna’s Website
• Facebook
• Instagram
• LinkedIn
• Twitter
• YouTube

Business Rejection: It’s NOT About YOU...BUT it Can Help You! Does a customer rejection mean you aren’t good at what you do? Not at all. Is there a gift in the sting of rejection? You bet there is! Click here and learn 3 reasons why a NO is actually a future YES (and how to start seeing it that way right NOW)!

Music produced by Deejay-O www.iamdeejayo.com

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What does it take to be successful?

In this shortcut, Michelle talks about what it really takes to be successful and what it means to “pay the success tax.” Being successful is truly a result facing NO’s and rejections head on, putting in the work, and doing whatever it takes to make your dreams a reality. Ask yourself…are you willing to pay success tax?

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 @ 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.

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109 | Iain Grae - When Was the Last Time You Took the Pulse of Your Prospect?

Do you perform pulse checks with your prospects?

Iain has spoken and worked in groups as small as six and spoken to groups of over 10,000 people. His passion for human potential radiates from his presence. The only thing he enjoys more than making personal improvements is helping others to reach new heights.

Iain Grae is a serial entrepreneur who lives life with a passion for creating inspirational experiences. He started his first small business in his teens and continues to build his portfolio. His first major success came in his mid-twenties when he founded Innovation Ads, Inc. – a New York based advertising agency which grew from just himself to over 150 employees in just three short years at which point he sold it. Iain currently owns San Antonio Raceway & Cycle Ranch MX Park which allows him to build family friendly events that enable people to pursue their childhood dreams. He uses a unique management style to empower his employees & customers alike to make the experience all that they want it to be.

Iain regularly attends and participates in conscious raising experiences and events. He holds a Masters in Organizational Leadership from Mercy College in New York and a Bachelors in Marketing from Florida Atlantic University in Boca Raton. He sees life as a quest for continuous education and firmly believes in the Law of Attraction and the power of positive belief. He attributes his success to surrounding himself with great people and always being ready to learn something new.

Iain is happily married to Gabrielle Grae and they currently split their time between San Antonio, TX, Miami, FL & traveling the globe attending or creating consciousness raising events.

When you get to the end of a presentation, and you’re about to close the sale, you can get information that you need to mitigate the impact of a NO, or even change the answer! These pulse checks can be the key to a closed sale!

I teach accountants how to have confidence in closing sales, and there was one accountant who I recently had an enrollment call with, who I knew was a great fit for my program. But when I did a pulse check, he was interested... however it wasn’t the right time for him. By asking the right questions, I was able to find out this useful information.

This week’s guest on Success Unfiltered, Iain Grae, is a serial entrepreneur with multiple 7 figure businesses. His goal is to help one thousand people become millionaires by 2023 - and he knows just how to leverage a pulse check in business to close a sale!

Are you ready to see how passion, a pulse check, and asking the right questions can help you get to 7 figures? You’ll find that 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 Iain Grae for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Why Clients Say NO...And Why It’s NOT The End Of The World. So you made your pitch. And the client said NO. Does that mean NO forever...or just “not right now?” Let me show you 3 reasons why being rejected today doesn’t mean you won’t make the sale tomorrow. Don’t lose heart! Grab my FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

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

• Michelle introduces Iain Grae.
• Iain shares about his businesses, including his advertising agency in New York, and the San Antonio raceway.
• Iain started his career working for an agency at low pay rates, making outbound calls trying to get as many decision makers on the phone as possible!
• When Iain was making those calls, he heard more than a hundred NO’s each day, and learned to see those as a blessing so that he could learn from each NO!
• He took the time to get introspective and look into why people said NO to the products and services that he was selling, and learn from that.
• There is a reason behind every NO!
• Start your pitches with an intention that everyone can agree with. Help your clients and leads see that you are there to serve them.
• Sales are everywhere.
• Learn to take a “pulse check” to learn if your client is ready to buy. Ask, “on a scale of 1 to 10, how do you feel about this?” They will tell you!
• When you speak to a company in a way that they can connect with you, they will want to buy from you.
• Iain started his agency in New York with NO support: he was turned away from a young entrepreneur's group because he hadn’t made enough money yet.
• When he was rejected from that group, he decided that he was going to create a place where people just getting started could find the support that he didn’t have.
• Big risks bring big rewards: Iain started his agency with credit card funding, and used the credit cards to create cash flow.
• There was no option but success for Iain - he “burned his boats” so he couldn’t go back to the life he had led in the past!
• His entrepreneurial journey started from a NO! When he asked his dad for a motocross bike, his dad said NO, because they didn’t have money. Iain found a way to make money, and bought his own motocross bike.
• “I’m going to look at possibilities as opportunities.” ~ Iain Grae
• NO can often come from misaligned intentions and perspective. Do everything that you can to align yourself as a YES!
• A change in Iain’s perspective aligns him better with a YES.
• Iain shares what he would tell his younger self.

Connect with Iain Grae:

• Evolved Life Website
• Instagram
• LinkedIn
• Twitter
• YouTube

Why Clients Say NO...And Why It’s NOT The End Of The World. So you made your pitch. And the client said NO. Does that mean NO forever...or just “not right now?” Let me show you 3 reasons why being rejected today doesn’t mean you won’t make the sale tomorrow. Don’t lose heart! Grab my FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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In this week’s Success Shortcut, Michelle gives you a new way to think about selling. In the end, selling is truly all about problem solving. If you can get to the root cause of someone’s problem, the sale becomes something your potential client or buyer needs and now wants from you. If you want a new perspective on sales to help your client and also help you, then this success shortcut is for you.

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 @ 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.

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108 | Angelia Trinidad Shares How To Live Your Passion & Make Millions

Do you work alone, or do you have a team?

Angelia Trinidad is the CEO and founder of Passion Planner. Her parents both immigrated to the United States from the Philippines hoping to give their children a better life. Angelia is one of four children and was born and raised in San Diego. She was admitted to UCLA with the intention of studying medicine, but after realizing that it wasn’t something that she was passionate about, she switched over to studying art despite her parent’s disapproval. After graduating from UCLA in 2012 with a degree in Arts Education, she was caught in a period of directionless floating.

That’s when she created Passion Planner, a tool that would help people create the life they’ve always wanted. Passion Planner is now a thriving multimillion dollar company that challenges the norms and boundaries of a traditional business. Her persistence and ambition have evolved Passion Planner not only into a company but a lifestyle and a family.

Now, Angelia aims to give back to her community and to help those who also feel stuck in directionless floating. She does so by giving out free Passion Planners to students, non-profit organizations, and other individuals who cannot afford it and offers the PDF download for free on the Passion Planner website. Angelia hopes that with the help of Passion Planner, she’ll be able to encourage and empower individuals to create the life they’ve always wanted.

This week’s guest on Success Unfiltered, Angelia Trinidad, decided that she hated her baking business she once had.

When she sat down to figure out what her passion actually was, and what she needed to do to achieve it, she found that her process of finding her passion was the plan! She designed a planner around it, posted it on Kickstarter, and went from $60 in her bank account to $2.5 million in the bank.

Are you ready to see how passion, and working with a passionate team can change your business and put millions in the bank? You’ll find that 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 Angelia Trinidad for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

You Love What You Do. So How Do You SELL It? If you love what you do but you choke up on the pitch, you’re not alone! How do you share what you do so it’s clear, intriguing, and memorable? Learn how to ROCK your sales pitch (without feeling like a fake!) with 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 Angelia Trinidad.
• Angelia talks about the Passion Planner, and how it’s a “paper life coach.”
• “It pretty much asks you what you want out of life and helps to create it step by step action plan to get there.” ~ Angelia Trinidad
• The Passion Planner Kickstarter campaign went viral, but then a ship port strike caused the planners to be delayed during shipping to the customers who purchased them on the Kickstarter campaign.
• The team had to order new planners, and keep Kickstarter backers updated every step of the way: transparency was key!
• It wasn’t difficult for Angelia because of the money; issues like this are part of the business!
• Angelia is pretty spontaneous and has had to learn to work ahead, especially in making planners!
• “I think that a lot of people really connected with me as a person, as well as my company to really show like there's really a human person that's just trying to do good and trying to do their best.” ~ Angelia Trinidad
• Angelia’s biggest NO came from when she came out as gay and had to learn to grow a thick skin in the face of rejection.
• Before Passion Planner, Angelia had created a macaroon business, but hated it!
• She was burnt out, and ready to quit, but she was stubborn and stuck with it.
• When you do something you hate, that can lead to depression and frustration and burn out.
• On vacation, she realized she needed to change, and do something she loved instead. So she sat down to figure it out, and realized that making the plan on finding her passion WAS THE plan!
• Through Kickstarter and the Passion Planner website, they raised more than $2.5 million dollars. Angelia went from $60 in her bank account to $2.5 million!
• When it comes to saying YES to something, Angelia has advice: “I don't think that you should do it unless it's a HELL YES from you.” Business owners get burnt out when they say YES or NO to the wrong things!
• It’s your responsibility to be responsible for your emotions in business. You think you have to say YES - but what if they needed to hear a NO from you to light their spark of passion?
• Angelia told Michelle NO many times to appearing on this podcast, and finally said YES! But it was about the right timing for her: she took a sabbatical, rested, and didn’t break that for anyone and their expectations on her.
• As the Passion Planner company stabilized and leveled off, Angelia had to lay off nearly half of their workforce.
• Establishing expectations in business is key, along with transparency.
• Empower leaders on your team to make decisions that you would make. Turn them into an extension of your brain, because you cannot do everything!
• Angelia shares what she would tell her younger self.

Connect with Angelia Trinidad:

• Passion Planner Website
• Facebook
• Instagram
• Pinterest
• Twitter
• YouTube

You Love What You Do. So How Do You SELL It? If you love what you do but you choke up on the pitch, you’re not alone! How do you share what you do so it’s clear, intriguing, and memorable? Learn how to ROCK your sales pitch (without feeling like a fake!) with my FREE guide, “3 Steps To ROCK Your Pitch (And Get More Sales)”

Music produced by Deejay-O www.iamdeejayo.com

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Have you ever stressed about paying the bills or wondered where your next paycheck is coming from, or do you struggle with “positive thinking”?

In today's Success Shortcut I'm talking about the importance of focusing on the right things. What you focus on is what you want attract and a simple shift in what you focus on can change the results you get in your business and your life. I also share how living by the motto “Be, Do, Have” will put you on the path to success.

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 @ 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.

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107 | Travis Chamber Shares How to Find Success in Service

What is at the core of your sales job?

Travis is Founder and Chief Media Hacker at Chamber Media, an agency that makes scalable social videos. In his career, he's been a hands-on Director, Producer, Writer, and Social Ad Buyer. Travis led distribution and content strategy for "YouTube's #1 Ad of the Decade," Kobe vs. Messi with 140 million views, and has worked with brands like Yahoo, Kraft, Old Navy, Coca-Cola, and Amazon amongst others.

Every interaction that you have with others that you come across in your entrepreneurial journey has one thing in common...

You may not realize it, but everything that you do is helping serve your clients!

When you’re pitching, creating products, or whatever it is that you do, when you come at it from the perspective of service, you’ll find yourself far more successful.

When I was in college, I served as a cocktail waitress. Now, every time I get on the phone with a client, I am serving them. At the core, I am seeking to serve my clients, and help them!

Embracing a mindset of service has changed my business.

This week’s guest on Success Unfiltered, Travis Chamber, creates social video ad campaigns at a high level. One of his most devastating NO’s made him sit down and rethink his entire approach to business and changed how he met with his clients. Once he came from a place of service, his business has exploded.

Are you ready to change your sales mindset to one of service? If so, then 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 Travis Chamber for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Celebrate Your Rejections In Business! Why? Because the more you get told NO, the closer you are to a YES. True story. Rejection doesn’t mean failure. It means that you’re taking the steps that’ll ensure your success! Don’t let a NO stop you. Let me show you how to keep going after hearing any NO! Grab your copy of my FREE Checklist “5 Ways To Come Back From Sales Rejection” and turn that NO into a WIN!

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

• Michelle introduces Travis Chambers.
• Travis shares about his business, making high-end video sales funnels.
• His first major rejection was from Ring doorbells - they were uncertain that he could deliver what he claimed!
• He got the meeting because his team documented behind the scenes of everything they did, and word of mouth about their offerings began to spread.
• Travis took that rejection to heart, and after the first few days of disappointment, he looked at the feedback to see how he could make his business better as a result.
• Other campaigns that Travis ran saw results, so he created case studies of what their company could do to share with future clients.
• When going through the roller coaster of rejection, Travis and his team looked beyond their frustrations to learn.
• One of the most frustrating things that Travis would hear was not NO - it was the “not NO’s” where clients wouldn’t say NO, but they also never said YES.
• When working with high price offerings, it really takes a lot of trust building as part of the sales process, including some non-sales events. Show potential clients you are in it for the long haul!
• Some clients push back and don’t say YES immediately because they want to test your commitment to their project.
• “Sometimes the most frustrating sales are going to be your biggest ones. And I think it's just because there's a certain amount of element of trust and I think they really just wanted to see how invested we were.” ~ Travis Chambers
• Your time spent with your clients before a YES or NO is not wasted, because you never know who they could even refer your way.
• Never count on a sale until the money is in the bank! Sometimes you think that you have all but closed the deal, and the client backs out for whatever reason.
• “You’ve got to keep the hope and you have to give every person you pitch the benefit of the doubt because you just never know.” ~ Travis Chambers
• “You just have to persevere with your client because like we're servants; we are serving people and we need to act as servants. We need to have that type of mindset.”
• “Optimism, positivity, and hope are a sales person's best friends and I spent so much time worrying and having anxiety about whether or not things were going to work out. And the truth is, they're either going to or not.” ~ Travis Chambers
• Travis shares one thing that he would share with his younger self.

Connect with Travis Chambers:

• Chamber Media Website
• LinkedIn
• Twitter
• Instagram
• Celebrate Your Rejections In Business! Why? Because the more you get told NO, the closer you are to a YES. True story. Rejection doesn’t mean failure. It means that you’re taking the steps that’ll ensure your success! Don’t let a NO stop you. Let me show you how to keep going and get past any NO! Grab your copy of my FREE Checklist “5 Ways To Come Back From Sales Rejection” and turn that NO into a WIN!

Music produced by Deejay-O www.iamdeejayo.com

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Do you make taking care of yourself a priority?

In today's Success Shortcut, Michelle shares why taking care of yourself - especially when you don’t feel like it - is the #1 thing you must do to stay in the game to achieve success. Michelle also shares how focusing on self-care helped her to get through the failure of closing of her last business, and encourages you to figure out what taking care of yourself means to YOU.

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 @ 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.

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106 | Ashley Drummond Shares How Listening to Your Intuition Leads to Success

Do you really have what it takes to be successful?

Ashley Drummond an entrepreneur on Season 7 of Shark Tank as the CEO and founder of the low carb & high protein ABS Protein Pancakes. Ashley is also the host of ABS Fit Life TV which is a monthly subscription to on demand dumbbell workouts for fat loss and overall strength training.

Featured on ABC Shark Tank, HSN, ABC Action News, Oxygen Magazine, Forbes.com, HealthPreneur Podcast, Critical Bench, and so much more!

Ashley is also the host of the ABS Life Podcast that produces weekly shows sharing tips, tools and stories about fitness, business and life to help you create a body, business and life you love! Ashley is double-certified by the National Academy of Sports Medicine with over 10+ years in the fitness industry helping people get in the best shape of their life. She has a Bachelor’s degree in Business Management from Liberty University.

Last, but not least, as a wine lover, Ashley is also WSET Level 3 Certified Sommelier and shares her love of wine through wine education and wine consulting.

Fitness, Business & Wine are her passions along with helping others create an Authentic Life!

Once you tell others about your idea, they’re going to have opinions: and it’s not always fun to hear them.

When I started my podcast, Success Unfiltered, people thought it wasn’t a good idea. They said that I didn’t know what I was doing. So many people said it would be a waste of time!

I had been interviewed on so many sales podcasts before, though, and knew all the questions and what people wanted to know and hear. But I also knew what people weren’t talking about: the raw, real, nitty-gritty stories. Those stories that are only shared one on one.

When I sat down and thought about how I could be different… I decided I wanted Success Unfiltered to be about: those real, raw stories that maybe you might be a little embarrassed about.

Sometimes we rely on that validation from others, but what happens when we listen to that gut intuition?

When we choose to listen to our gut, we often find our greatest success!

This week’s guest on Success Unfiltered, Ashley Drummonds, created protein pancakes that she could eat while training without sacrificing good food. She invested in a business coach, paying 5 figures for him to help train her. Then, when she brought her idea to him, he laughed it off and called it “cute”!

Ashley followed her intuition, and made ABS Protein Pancakes a reality, and also earned an appearance on Shark Tank!

Are you tired of others thinking your idea is a waste of time, or laughable? 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 Ashley Drummond for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

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

• Michelle introduces Ashley Drummond.
• Ashley shares how she was inspired to start ABS protein pancakes.
• By meeting her own personal needs, Ashley was inspired to start a business, meeting that same need for others.
• Ashley invested five figures into a business coach, trying to learn everything that she could to run her business.
• When Ashley had the idea for ABS protein pancakes, she went to him for connections and advice, and he told her that she would fail.
• This person was someone that Ashley was relying on and looking up to and was supposed to believe in her and he basically temporarily convinced her to not run with her pancake business idea.
• Devastated, Ashley turned to friends and family for validation.
• “When we're faced with decisions in life we tend to seek outside opinions because we were fearful. We're scared because if we solely go with our own gut intuition and if it fails then we feel like somehow we have failed.” ~ Ashley Drummond
• Nobody can tell you what to do because they haven't been in your shoes. They don't know what ideas are coming up for you. They don't know the path or the process. All they can do is provide you with information that they've done in their own lives.
• “People think that you go on Shark Tank, your episode airs, they see you get a deal or you don't get a deal on there. People think it's all rainbows and sprinkles and that your business is just set, that you never have to work again in your life. The reality is that it is vastly different than that.” ~ Ashley Drummond
• After her Shark Tank episode aired, Ashley found herself looking for partners.
• She initiated a conversation with Weight Watchers because they aligned with her values, and they asked her to put together a custom product for them with specific macronutrients.
• “It was more nerve-wracking for me to sit in front of the board of Weight Watchers Executives than it was for me to go on Shark Tank.” ~ Ashley Drummond
• After Ashley put together a custom Weight Watchers product, she didn’t hear back from them right away, until 7 months later, she got a message saying that they had “decided to go another direction.”
• Ashley set aside her business for some time, to refocus and go on her own “Eat, Pray, Love” journey.
• As she did, she found herself going back to her core desires of helping people; stopping chasing illusions of what would make her business a success and going back to the heart of what she wanted to do with her product.
• Ashley shares one thing that she would share with her younger self.

Connect with Ashley Drummond:

• ABS Protein Pancakes Website
• Facebook
• YouTube
• Instagram
• Pinterest

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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Do you ever feel like you hold yourself back or self-sabotage?

In today's Success Shortcut, Michelle is talking about one of the biggest factors in whether or not you will reach your version of success and achieve your goals. If you struggle with being confident in yourself, keeping yourself accountable and overcoming whatever is holding you back, this is a shortcut you don’t want to miss.

Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new shortcut or 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 @ 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.

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Episode 105 | Jeet Banerjee Shares How Having a Passion for Your Business can Lead to Success

Do you truly feel passionate about your business?

Jeet Banerjee is a 25 year old serial entrepreneur and TEDx speaker. He’s sold 2 businesses and launched over 10+ companies since he became an entrepreneur 8 years ago. In addition to that, he has spoken at conferences all around the world and has helped others start their entrepreneurial dreams.

Owning your own business can feel like a marriage. You’ll want to make sure that you’re truly in love, instead of falling for some trendy business, or something you don’t know anything about.

When I reflect on my time at FITzee Foods, I started a business that I knew nothing about! Anyone who knows me knows that I am very passionate about eating right - but I am NOT passionate about cooking. If I could, I would eat smoothies all the time.

Well, I found out that when I started FITzee Foods, I was starting a business in the food manufacturing industry, which I was not passionate about! Maybe that was part of what made it such a struggle: I didn’t focus on using my passion. Sure, I could probably teach a course on food manufacturing now, but it’s not something I am passionate about.

This week’s guest on the Success Unfiltered Podcast, Jeet Banerjee, heard his biggest NO when he tried to start a music business, and it failed. He learned how to turn his liabilities into some of his biggest drivers on his path to success, and follow his biggest dreams.

If you aren’t following your dreams (or think that you’re either too young or too old to follow your dreams), then 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 Jeet Banerjee for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Business Rejection: It’s NOT About YOU...BUT it Can Help You! Does a customer rejection mean you aren’t good at what you do? Not at all. Is there a gift in the sting of rejection? You bet there is! Click here and learn 3 reasons why a NO is actually a future YES (and how to start seeing it that way right NOW)!

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

• Michelle introduces Jeet Banerjee.
• Jeet first started his business at the age of 17 - He was young with a baby face!
• His first business client mistook him for a kid looking for his dad - so he turned and fled!
• Everyone said “oh Jeet, you’re too young.”
• This big rejection was a reality check, almost deterred him from entire career as a whole. But he thought, “I can’t let it end like this.”
• Jeet turned his liability into an asset: “Yeah, I’m young…let me own it and show why I am a better candidate.” ~ Jeet Banerjee
• One of the biggest things that I learned was that my confidence exudes into the world. If I believe it, other people will believe it.
• Rejection is going to happen, but it’s really not that bad.
• Jeet thought he had a multi-million dollar idea and always getting rejected was devastating and eye-opening at the same time.
• Don’t focus on money or trendy industries; go after what you are passionate about and know a lot about.
• If you don’t like what you do, you’re going to struggle with those extra hours.
• Get a lot of data before you launch a business, run it past people who would use it. You may need to revise or improvise your business.
• “Anytime I have a failure, I have a period of reflection so I am a little bit smarter and better.” ~ Jeet Banerjee
• “I let the early successes get to my head, and learning that lesson so early helped.” ~ Jeet Banerjee
• You’re going to have successes, and you’re going to have failures. You’ve got to learn from them.
• “I’ve always been competitive: receiving NOs never bother me, but I can’t let the last thing that happens be a NO.” ~ Jeet Banerjee
• The greatest idea in the world can fail if it doesn’t have the right person behind it.
• 99% of people are not pursuing dreams, and cite three reasons: no time, no money, and are either too old or too young.
• Jeet shares what he would tell his younger self.

Connect with Jeet Banerjee:

• Jeet Banerjee’s Website
• Instagram
• Twitter
• Facebook

Business Rejection: It’s NOT About YOU...BUT it Can Help You! Does a customer rejection mean you aren’t good at what you do? Not at all. Is there a gift in the sting of rejection? You bet there is! Click here and learn 3 reasons why a NO is actually a future YES (and how to start seeing it that way right NOW)!

Music produced by Deejay-O www.iamdeejayo.com

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Do you have trouble hearing no during your sales conversations?

In today's Success Shortcut, Michelle talks about how to know when someone is ready to buy and how you can use proper follow up to create a pipeline of leads who are bound to say YES when they’re ready. If you have trouble hearing NO, this shortcut will change your perspective and show you how a NO can always be turned into a YES!

Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new shortcut or 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 @ 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.

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Episode 104 | Harriet Mills Shares How Written Contracts can Save Your Business

Have you ever considered a prenup for your business? If you have a partner in the business, you should consider getting a written contract to protect you, your business, and the future of the business!

With over a decade of experience as an entrepreneur, Harriet Mills, a mother of three, co-founded her franchise company Wine & Design to help support her family financially. Since pursuing her dreams to grow her business by bringing art and creativity to new communities looking for a fun alternative to a typical night out, Harriet and her team of talented women have grown Wine & Design to one of the nation's' leading Paint and Sip companies with over 80 locations in the US!

Harriet and Wine & Design have been recognized both locally and nationally through awards and notoriety such as The Triangle Business Journal's 40 Under 40, ABC's Shark Tank, the Wall Street Journal, The New York Times, and Yahoo Finance. She has used her position in her local community and through Wine & Design to partner with Project ALS to raise money and awareness for the disease. Harriet strives to provide mentorship and guidance to women navigating the world of business. She understands the value of having a tribe of dedicated and passionate women for support and thrives on helping others achieve their business goals, whatever they might be.

Spending money on a lawyer to draw up written contracts and agreements is hard, especially when you’re just starting your entrepreneurial journey. When you spend money, you want to make sure that money brings in more revenue.

You might think hiring a lawyer will hurt your cash flow, because it’s not helping you make money, but it is a wise decision in the long run.

I personally understand that! When I started FITzee Foods, I needed to invest money into the things that would make my business grow. So, I avoided spending money on a lawyer, especially since I didn’t have a ton of money.

However, money spent on a lawyer saves you money in the long run.

When I closed FITzee Foods, I lost almost $2 million dollars because I didn’t have written contracts in place to protect me. This week’s guest on the Success Unfiltered Podcast lost $1 million for a similar reason. Learn from our us, and take our $3 million dollar lessons to help you in your business.

These written contracts act like a prenup for your business and can save you money, relationships, and stress in your future.

This week’s guest on the Success Unfiltered Podcast, Harriet Mills, experienced her most devastating NO when her ex-business partner said NO to an investment from an investor from Shark Tank.

Harriet learned from this experience and is coming to share the juicy details with you so that you can learn from her NO and protect your business with written contracts. If you have a business partner or partnership relationships, then 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 Harriet Mills for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

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

• Michelle introduces Harriet Mills.
• Harriet shares her inspiration for her business, Wine and Design.
• When Harriet asked the owners of one of the places she visited if they would be willing to let her have a location in North Carolina, they said NO!
• “No one tells me NO! I’m going to … make it bigger and better!” ~ Harriet Mills
• When someone tells you NO, take the fear out and do it on your own, and do it better!
• Harriet found that people didn’t believe in the concept of her business, and didn’t take them seriously. Even the lawyer didn’t think it would work.
• The lawyer they hired to do their first franchising agreement recycled an old agreement that had been created for a car-related business. The agreement had terms about cars and oil!
• As an entrepreneur, Harriet says, “You have to take it upon yourself to learn the business as a lawyer, as a marketer, etc. You can trust people, but you have to watch your back.”
• One of the keys for a successful franchise is having a kick-a** flagship store - it shows all of those who want to open a franchise that this business is a viable business and can make money!
• Harriet would have joined the International Franchise Association sooner. Even though she hadn’t planned on franchising, that would have helped her know the ins and outs of the business.
• Her most devastating NO came when she appeared on Shark Tank, and one of the investors chose her business! Her business partner said NO to an investment from a Shark, and that was when Harriet realized it was time to do business by herself.
• Not having an operating agreement with her business partner from the start of her business cost her more than $1 million dollars.
• “It made me fight for the company.” ~ Harriet Mills
• An operating agreement is like a prenup for your business.
• If you don’t have an agreement, you’re not going to work out. You’re going to experience one of these: A) your business will fail, B) you will lose friendships, or C) it will be awful.
• This was a lesson learned - operating agreements are #1 in your business if you’re going to work with a partner.
• Spend the money on written contracts! Have everything in writing. Follow verbal agreements up in writing, with an email restating what was said and agreed upon! Everything you have in writing is documented.
• “I can’t stress this enough - spending extra money on attorneys is worth it. If you can’t afford it, wait to start the business!” ~ Harriet Mills
• I don’t like to say NO, I am willing to give everyone a chance. Harriet had to fire her marketing firm because they weren’t a good fit. If your marketing firm isn’t giving you statistics about conversions and growth, you need a new firm!
• Make sure there is an “out” clause with your written contracts, give them a retainer and make sure you’re getting detailed reports. Let them show you conversions - if there isn’t any, they aren’t doing their job & it’s time to implement your out clause.
• Harriet shares what she would share with her younger self.

Connect with Harriet Mills:

• Wine and Design Website
• Facebook
• Twitter
• YouTube
• Instagram

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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Do you have a coach or mentor?

Here at Success Unfiltered, Michelle believes everyone needs guidance and that getting it from the right people is a major factor in your success. But should you hire a coach or find a mentor? In today's Success Shortcut, Michelle shares the difference between getting professional sales coaching or getting a mentor. This will help you figure out when and why you might want one over the other - and why it could be beneficial to have both.

Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new shortcut or 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 @ 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.

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Episode 103 | Zalmi Duchman Shares Why Angel Investors Aren’t Always the Answer to a Profitable Business

Where is the money coming from that fuels your business?

Zalmi Duchman is an entrepreneur and food-tech pioneer. In 2005, Zalmi launched The Fresh Diet out of his apartment with $500 on his credit card. Over the next 10 years, Zalmi grew his business into the largest fresh daily meal delivery service in the country, with over $30 million in annual revenues. After selling his business, Zalmi switched his focus to helping other small business owners by mentoring, investing and writing for Forbes.com. Today Zalmi operates HomeBistro.com, a frozen meal delivery company as well as advises Mellow.com a smart sous-vide kitchen appliance that has revolutionized home cooking.

Money, and where it comes from, is a huge factor in the growth of your business.

Are you slowly growing into profitability? Or are you experiencing explosive growth through angel investments or outside capital, as your business takes off?

There are two ways your money fuels your business:

1. Fast growth, fueled by angel investors or capital
2. Slow growth, fueled by bottom line profitability

One of the dangers of that fast growth is that you can quickly run out of money! And without money, you don’t have a business.

This week’s guest on the Success Unfiltered Podcast, Zalmi Duchman, started his food company, The Fresh Diet, out of his Miami apartment. After convincing the bank to give him a $900,000 SBA loan, he acquired a national competitor, and business took off.

Then, the money ran out.

If you’re ready to hear all the nitty gritty details of what it’s like when the investment money runs out, then 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 go out to Zalmi Duchman for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

How Much Does It Cost To Work With You?” THAT question comes up in a sales conversation. Suddenly your heart is pounding and your confidence is shaking. You’re hoping to answer without choking. But what if the REAL answer to the COST question wasn’t about dollars, but something a LOT more powerful? If you know what that something is, it just might change your sales conversations FOREVER. My FREE guide, “Cost Vs. Investment: The Secret To Showing Your Value” will show you how to take the sting out of sales conversations by focusing on the REAL outcome of your services.

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

• Michelle introduces Zalmi Duchman.
• Zalmi founded The Fresh Diet in 2005 from his apartment in Miami, he saw an opportunity to expand by acquiring a competitor, but no bank would give him the money - the bank denied him a $900,000 SBA loan.
• This was the first time he had ever thought, “I will not take NO for an answer!” This was a defining moment in his success.
• When he dug deep and learned why they denied the loan, he was able to counter the rejections and was awarded the loan.
• There is usually a reason for the NO, and communicating helps reveal that reason.
• Zalmi realized that one angel investor would not be enough; he approached 20 different investors, and all said NO.
• When the investors all said NO, Zalmi was removed from management and lost the ability to give input on the company.
• He bought the Company back in 2016, as it was on the brink of closing. No last minute deals could save it, and he had to close it down.
• “Closing a company is like running into a burning building to save your baby - you will do whatever you can to try to save it.” ~ Zalmi Duchman
• They key is to make sure that you do whatever it is that you could do.
• “Eventually, you’re going to lose your business. Very few businesses are handed down from generation to generation. The key is being prepared.” ~ Zalmi Duchman
• “A good lawyer is like a 401k for your business - a lawyer is an investment today that will save you more money later.” ~ Zalmi Duchman
• You need to have two lawyers - a personal lawyer and a business lawyer - do not commingle the two.
• The closure was the worst day of my life. I didn’t know how I was going to overcome it.
• Ultimately, it was through positivity and the support of other entrepreneurs that helped Zalmi make it through the closure of the business.
• He had to learn to keep his mouth shut - no matter how badly Zalmi wanted to tell his side of the story, it wouldn’t help. It was better to be quiet.
• Zalmi’s biggest accomplishment was the growth of the business. It went from $3 million in sales to $30 million in just a few years. Knowing that he was giving people jobs and they were able to support their families was huge, and feedback from clients and customers was amazing.
• Zalmi avoids burnout by taking a complete electronics break weekly. It may be “forced” by his Orthodox Jewish beliefs, but it’s an excellent discipline that helps avoid burnout.
• You’re going to have the people who bring 20% of your business and take 80% of your time. You have to be aware that some customers are not worth it. In fact, when they had customers who complained just to complain, the company would often encourage them to discontinue the service and find a better fit elsewhere. But most of the time the customer didn’t want to, because they loved the product so much!
• Zalmi shares what he would tell his younger self - focus on profitability.

Connect with Zalmi:

• Zalmi’s Website
• Facebook
• Instagram
• LinkedIn
• Twitter

P.S. How Much Does It Cost To Work With You?” THAT question comes up in a sales conversation. Suddenly your heart is pounding and your confidence is shaking. You’re hoping to answer without choking. But what if the REAL answer to the COST question wasn’t about dollars, but something a LOT more powerful? If you know what that something is, it just might change your sales conversations FOREVER. My FREE guide, “Cost Vs. Investment: The Secret To Showing Your Value” will show you how to take the sting out of sales conversations by focusing on the REAL outcome of your services.

Music produced by Deejay-O www.iamdeejayo.com

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Do you follow up with prospects and contacts regularly?

Do you follow up with prospects and contacts regularly? Following up regularly is one of the best ways to meet new people, grow your business, and set yourself apart from everyone else, so if you’re not doing it, you could be missing out on some huge opportunities! In today's Success Shortcut, I talk about why you must follow-up with your potential clients and partners and I share 3 ways on how to follow up and stand out so you can gain more investors, work with more clients and increase your sales. I also tell my own story about how I got a deal with the Vitamin Shoppe by being what I call “professionally annoying”.

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 @ 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 other 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.

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Episode 102 | Adi Arezzini Shares How to Move from Confusion to Clarity

Have you ever watched your sales plummet by 50% almost overnight?

Adi Arezzini is co-founder and chief executive officer (CEO) of Teami, a lifestyle tea company with premium-quality loose-leaf teas and tea-infused skincare. From a young age, Adi was taught the benefits of holistic health and plant-based eating by her health-conscious mother. Following her interest in health and wellness, at 19 Adi worked as a combat trainer for the Israel Defense Force and a few years later became a National Academy of Sports Medicine (NASM) certified personal trainer.

After returning home from living for years in the army barracks in Israel, Adi realized her gut wasn’t functioning properly, due to a lack of access to quality nutrition. Soon Adi began experimenting with loose leaf tea blends as a natural remedy and only four years later, Adi created Teami.

As entrepreneurs, we need to learn to keep a long term vision.

When I still had FITzee Foods, we were everywhere - in stores, online & had a retail store of our own! When I started the business, there were minimal healthy pre-packaged foods companies in the area, and when we closed, there were hundreds.

Everything changed fast! The key is to keep a long term vision, and lean in during the tough times, and turn those into our strengths.

After being rejected by several brick and mortar stores to carry her products via the wholesale way of growing a business, Adi Arezzini turned to digital marketing to sell her wellness teas. Her company was growing and flourishing, until April 2016, when the Instagram algorithm changed.

Adi’s customers didn’t see her company’s posts anymore and weren’t making purchases like they had been. Their entire digital marketing strategy was dangerously close to failure, as the company’s sales dropped in half - until Adi decided it was time to lean in and find ways to turn that into a strength.

This week’s guest on the Success Unfiltered Podcast, Adi Arezzini, started out going into stores to see if they’d be interested in selling her wellness teas. When they said NO, she decided that it was time for her to choose her own strategies, and found herself on her new digital entrepreneurship journey!

If you’re ready for a roller coaster ride of imports, sales, and algorithms, then 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 Adi Arezzini for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience. My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

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

• Michelle introduces Adi.
• Adi shares her first NO - $10,000 worth of tea getting held by customs, and destroyed!
• “I make mistakes when I am not educated on something. The biggest mistakes I made were when I didn’t research something, and then I wasted money.” ~ Adi Arezzini
• In retrospect, Adi says she waited too long to find a mentor. She would have found someone local in the field, and learned from them sooner!
• When you utilize digital marketing, no one is telling you “NO” because you’re not knocking on doors; all of the sales come from marketing.
• We relied on platforms for people to see our products and service.
• Successful people lean into the fears and challenges in front of them; others turn and walk away so they don’t have to deal with it.
• By leaning into obstacles, you put the control in your own hands.
• We changed organizationally what we were doing, so people focused; and were not spread thin. Our team was able to become experts at what they did so marketing was wiser and created clarity. Move from confusion to clarity.
• “I cling to concrete facts; numbers don’t lie.” ~ Adi Arezzini
• A friend urged Adi to take her tea to Whole Foods and Sprouts. She bought a pants suit and took a basket of assorted teas in, met with managers, and was brushed off.
• Adi thought, “How can I be in control of my own success? I can take up digital marketing; telling my own story, not waiting for someone to give me a chance.”
• Hunger and a drive to survive keep you going through the NOs.
• No matter where you are in business, you still go through rough times; it’s what you sign up for as a business owner; everyone deals with it.
• Being a business owner is a long term commitment. Keep long term goals, because one business will not uptrend forever. You need to know you will be in it for the long term.
• Vision and long term planning is the most important; stick to the vision and why you started.
• Adi shares what she would tell her younger self.

Connect with Adi:

• Teami Website
• Facebook
• Twitter
• YouTube
• Instagram
• Pinterest

Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience. My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

Music produced by Deejay-O www.iamdeejayo.com

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Do you always freeze when it’s time to ask for the sale, or hold back on sharing your offer?

In today's Success Shortcut, we’re talking about how fear comes up when asking for the sale! I know asking for the sale can feel awkward or unnatural in the beginning, but the truth is, if you don’t ask people to work with you or buy your product the answer will always be NO! If you have challenges with asking for the sale, I’m sharing a super simple tip on what you can do every day to get used to asking for the sale so that you can gain more clients.

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 @ 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 other 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.

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Episode 101 | Kevin Gelfand Shares How Patience is the Secret to Success

How long is your sales cycle? And what are the obstacles that prevent you from being able to move forward on the business that you’re so excited about? Are you patient or are you on edge at all times?

Kevin Gelfand, Co-Founder and President of Shake Smart, started the concept when he was a college student at San Diego State University. As an avid gym goer, he saw a need for healthy post-workout nutrients that can be customized to an individual’s taste or nutritional preferences.

When he is not working on his business, Kevin is out playing basketball, working out, or playing some sort of “game”. Kevin loves…absolutely LOVES competition and will turn anything into a game. His competitive nature is what drives him to be a better business owner, mentor, friend, and husband.

Kevin and his wife, Jazmine, met in college before Shake Smart and she has supported him in building the Shake Smart empire since day 1. They also live with their two dogs: Bear and Juna.

One of the biggest obstacles in any sales process is the fact that you are only in control of so much.

You create a business plan, present it, and maybe you hear a YES. Or maybe you need to revise it. Or maybe you need to present to others, to get multiple people to sign off on your business ideas and plans.

That can double the time that it takes to get your business going. When I had FITzee Foods, I learned that if I expected to do something in 45 days; I should plan for 90 days. If there was a plan to get something done in 90 days, then I should plan for 6 months. This helped me to learn how to be patient through the process!

Ultimately, patience can be a key takeaway for those of us in the world of sales or entrepreneurship. Since we can only control so much, having patience will help us reach even higher levels of success.

Even better, is when patience helps you be strategic during those long sales cycles.

This week’s guest on the Success Unfiltered Podcast, Kevin Gelfand, works with a long sales cycle, as he takes Shake Smart on college campuses. But when he’s patient, it leads to higher levels of success!

If you’re wondering how you can be creative in your business during a long sales cycle, then 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 written 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 Kevin Gelfand for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Are Your Sales In A Slump (And Your Patience Is At An END)? Yesterday you were on fire. Now you’re just plain burned out. Have you really lost your business mojo? And how do you get the passion burning again? Take my FREE quiz right here and find out!

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

• Michelle introduces Kevin and his business, Shake Smart.
• You spend so much time on your business, and with the snap of a finger, it can get shut down anytime.
• Kevin’s business model is growing and expanding on college campuses.
• Campuses are finally coming to Shake Smart to start new locations, but it took about 6 years of constant rejections.
• When working with multiple people who have to say YES to you to launch a project or a business, start at the top, and that will direct the path down, instead of starting at the bottom and working the way up.
• To prove their worth with their first pitch, Kevin found the center of his mission statement, and broke it down piece by piece, and showed how his business aligned with their mission.
• A NO can just mean not right now - it takes time and failures to build those “muscles” to get to a YES!
• The key to sales is to make people realize we’re all human and should connect on a personal level.
• “I try to do something different every time, you don’t want to be repetitive in your sales process if it didn’t work the first time, it isn’t going to work.” ~ Kevin Gelfand
• Luck is when preparation and opportunity collide.
• You have to stay true to your core values, don’t say YES to everything and anything that comes your way!
• Stay true to your niche; stay laser focused.
• Don’t be afraid to try things to help with relationships, but do have an “escape plan” if needed.
• You have to learn from everything! If you don’t try it, you won’t get to learn from your mistakes and deeply know all of your strategies!
• Be patient, can control what you can control. A lot of time my biggest stressors come from things that are out of my control. Great things do happen with time.
• Kevin shares what he would tell his younger self.

Connect with Kevin Gelfand:

• Kevin’s Website
• Facebook
• Twitter
• Instagram

PPS. Are Your Sales In A Slump (And Your Patience Is At An END)? Yesterday you were on fire. Now you’re just plain burned out. Have you really lost your business mojo? And how do you get the passion burning again? Take my FREE quiz right here and find out!

Music produced by Deejay-O www.iamdeejayo.com

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In today's Success Shortcut, I share the 4 ways to get someones attention just like I did when I made the right connections to get on Season 4 of Shark Tank, and I show you how you can use the same strategies to connect with potential clients, influencers, or anyone else you might want to meet.but feel is out of your reach. I also talk about how important it is to GIVE in order to get…and remind you that if you don’t ask, the answer will always be NO.

Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new shortcut, tip or 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 @ 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 other 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.

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100 | Lisa Q. Fetterman Shares What To Do To Win Over Your Competition

Everyone in a sales career knows that they are going to hear a NO - and probably one that is pretty devastating. How do you respond to that NO, especially when it’s completely soul-crushing? How do you continue to move forward with your business? It’s how we respond to that NO that can make or break us.

Chef and entrepreneur Lisa Fetterman is a Co-Founder and CEO of Nomiku, the first home sous vide immersion circulator. She is also the bestselling author of "Sous Vide at Home".

Lisa has been featured in Wired, Make, and Forbes, and was named on Inc, Forbes, and Zagat Survey’s 30 Under 30 lists for her pioneering work in the food space. She has worked at some of the top restaurants in the country including Babbo and Jean-Georges in New York and Saison in San Francisco.

Lisa lives with her husband (and co-founder) Abe and their two children in San Francisco. She is a graduate of NYU’s School of Journalism.

NO is coming our way, whether it be an investor turning down our pitch, or a manufacturer refusing to make our product. We all know that it’s simply a matter of time for anyone in sales to come across that NO.

But what happens when it feels personal? What happens when someone takes our idea or goes to work with a competitor? What about when someone acts unethically, and it’s painful?

Business is business, and we all know that it’s not roses and rainbows. However, you can’t just pretend that the soul-crushing pain of rejection didn’t happen. Magic happens when you realize that you can’t control the behavior of others - only your own!

Your future is in your hands - what will you do after that devastating rejection?

This week’s guest on the Success Unfiltered Podcast, Lisa Q. Fetterman, experienced a devastating NO when her angel investor decided to go work for her direct competitor - as their CEO!

Her choices after hearing that devastating NO changed and shaped her business, helping her stand out as unique and special. In fact, the NO became part of the tapestry of her business - and she is soaring to new heights!

If you’re wondering how you’re going to pick yourself up again after hearing a NO like that, then 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 Lisa Q. Fetterman for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience. My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

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

• Michelle introduces Lisa Q. Fetterman.
• Lisa’s first devastating NO came when her angel investor who chose to work with her direct competitor as their CEO.
• When he left her company, she still saw him all the time! As long as they are both in the Sous Vide business, they will run in the same circles.
• So what to do as a response? Lisa feels immense gratitude because without him leaving, she would not have had to pivot her business, but that does not erase the hurt that she experienced from that betrayal.
• Business is business; it’s not all rainbows and roses.
• When you have to pivot your business, you find what you are exceptional at, and double down at that aspect. You can’t try to beat the competition at their own game. Focus on what makes you unique and special!
• What another company does is up to them: you can only control yourself!
• “When you climb a mountain, you need a guide. The oxygen gets thinner, and it’s harder to breathe - not everyone can make it!” ~ Lisa Q. Fetterman. Business is the same way - the more success you attain, the harder and lonelier it can get.
• Having community and support through this whole process of entrepreneurship is so important. That way, you can turn to others and ask, “is this normal?” It helps you to stay sane in the process.
• It’s important to remember that people have done this a thousand times - you’re not alone.
• If you’re out of money and have to lay off people - which can happen, and it’s devastating - it’s not about you. They probably know it’s coming. Don’t make them carry your emotional devastation with you as their last responsibility.
• Success is never pure and clean - it’s hard work! It’s never as easy as it looks to be, and even those who have had “easy” success, like lottery winners, have their own share of struggles.
• When going through hard times, think of the stories of other entrepreneurs - how have they succeeded? How did they persevere?
• “Success is just surviving to fight another day.” ~ Lisa Q. Fetterman
• When dealing with struggles, ask yourself, “Can I fight? Do I want this to be real; to keep changing people’s lives?” You will find your answer, and the power to continue!
• You can’t continue pushing through if you don’t believe that you are doing what you MUST do and what you want to do, with every cell of your body.
• Appearing on Shark Tank was overwhelmingly positive. If you have a consumer product, you should go on Shark Tank. That is 7 million people watching a free infomercial!
• “I have so much to be grateful for in my support network - I actually feel really concerned for anyone who doesn't have that. If I have so much support and confidence and wherewithal and felt like a trembling hairless cat, I am truly concerned for folks who don’t have a support network.” ~ Lisa Q. Fetterman
• Watch the successful pitches before appearing on Shark Tank - channel your inner Sasha Fierce; your alter ego that only gets a YES!
• When going through hard times, people try to say “what doesn’t kill you makes you stronger.” While it’s happening, your response is often “what the F*CK is that analogy,” but afterward, you look back and see your growth.
• “Struggles help you survive and give you the “muscle memory” to push through later.” ~ Lisa Q. Fetterman
• Going through hard times shapes you - every struggle that Lisa went through, including losing her angel investor, shaped her “tapestry” and moved her business to be what it is today.
• When bad things happen, you have to mourn. You grieve them, feel your feelings, and then get up and move on.
• When facing big decisions, ask yourself, “what is the north star of my business” and stay true to that.
• Lisa shares what she would tell her younger self.

Connect with Lisa:

• Lisa’s Website
• Facebook
• Twitter
• YouTube
• Instagram
• Pinterest

Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience. My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

Music produced by Deejay-O www.iamdeejayo.com

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What do you think about when you hear the word “sales” or “selling”?

In this Success Shortcut we’re talking about why selling isn’t sleazy at all, and that people actually WANT to buy what you have to offer. In today's clip you will learn the 4 different ways you can make this happen! Once you believe in what you’re selling & believe in yourself, you won’t have any problem racking up sales or overcoming obstacles on your way to success. And as a bonus I have a metaphor for you that will virtually rejection proof your mindset and provide a new direction!

Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new shortcut or 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 @ 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 other 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.

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099 | Patrick Helmers Shares Why Knowing Your Ideal Client Leads to More Sales

What is the most important thing you need to know in order to close a sale? Is it the product? Is it the price? Is it how it will be delivered, or how you will continue to serve your client after they have given you their money? The answer here just may surprise you.

Pat Helmers is an international business consultant and technology startup coach. He is the author of the Selling With Confidence sales system and host of the award winning Sales Babble podcast. Pat has been in the tech world his entire professional career.

Pat started his career as a software engineer for Bell Laboratories. It was there he became an inventor in GSM wireless technologies, earning two patents. He leveraged his expertise and became a trainer for emerging software Object Oriented methodologies, training 1000s of engineers in the USA and Europe. He was promoted and managed various training groups and a technology adoption organization promoting technology transfer.

He then entered the software start-up arena, pursuing a career in business development for software startups, enrolling and selling early adopters on new technologies. Eventually, Pat was promoted to the Vice President of Sales for an enterprise SaaS startup, building from scratch an inside and outside sales team that generated 8 figure revenues.

Still having the startup bug, Pat created the Sales Babble brand with the Sales Babble Podcast. Sales Babble was created to stop the babble on the myth that you must be pushy to be successful in sales. He believes anyone can become skilled in sales if they adopt an attitude of “helping” clients and adding “value” to their lives and businesses. From the podcast sprung his consulting and coaching practice as well as authoring the Selling With Confidence sales system.Pat enjoys golf, bicycling, history, and world travel. He is an avid father, husband, and loyal friend.

You know that sales is so much more than just bringing a product to a person, and expecting them to just hand their money over.

To be most effective in sales, you need to know your client, and know their needs, so that you can help them find a solution to their biggest problems! In fact, you should know them better than they know themselves - where they hang out, what they need, what their problems are, what they eat - you need to KNOW them!

Once you know your ideal client, you unlock the door of being able to serve them effectively. You’ll know how you can solve their problems. You know the answers to the questions they haven’t asked.

If you close your mouth and simply listen, they’ll tell you exactly how to best sell to them.

This week’s guest on the Success Unfiltered Podcast, Pat Helmers, jumped into a sales career after being laid off from his six-figure job.

He quickly learned that the key to getting a YES is knowing your ideal client. Once he figured that out, he learned that all he had to do was listen, and they’d tell him exactly how to sell to them.

When he did that, he began to hear YES a whole lot more!

Feeling discouraged by the word NO? Ready to learn what it takes to know your ideal client? 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 Pat Helmers for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience. My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

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

• Michelle introduces Pat Helmers.
• The four-letter word “sale” is one of the best words because it makes your whole business tick!
• Pat shares how he learned to ask the right questions.
• He was laid off from a 6 figure job and moved to commission based sales as his only income.
• He was told to “stop calling” people after they’d demoed his software - he was so desperate for a sale which actually hurt Pat!
• Pat quickly learned to ask about sales cycles - he was pushing for sales in the wrong season.
• You have to let sales breathe - meaning you have to ride the ebb and the flow of the sales cycle and relax.
• Pat’s original focus in sales was on himself and making money - not on how he could best serve the customer. He came from a place of desperation rather than a place of service.
• The business of sales is all about helping people. Not about convincing them; it’s all about serving them well and providing great products and services.
• Sales have nothing to do with you - it’s all about your client.
• If you care about someone, you ask questions and listen to their answers. You want to hear so that you can know how to help them! Salling works the same way.
• Once you start asking questions, people will give you all the information you need to know to help them.
• Make sure that you ask lots of questions of the people you will be potentially working with! Make sure you understand who the decision makers are.
• Most of the time, you learn from the deals you lose. The deals you win aren’t that interesting - you learn from the ones you lose.
• Every salesperson has to “come of age” and learn how to read their ideal client.
• Sales can be FUN! It allows you the ability to be an artist, or to be the one who meets the needs of others. It’s an opportunity to push yourself.
• It’s critical that you truly, deeply understand your ideal client, know challenges and desires, and know them better than they know themselves. Take the time to know, the answers will come out naturally.
• You can’t learn while you’re talking. Listen. Listening is probably the most powerful thing that you can do in sales. Ask questions and listen empathetically. If you really listen, you’ll know how to help them - or help someone else help them.
• Michelle asks Pat what he would tell his younger self.

Connect with Pat:

• Pat’s Website
• LinkedIn
• Facebook
• Twitter
• YouTube
• Instagram

Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience. My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

Music produced by Deejay-O www.iamdeejayo.com

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098 | Amy Lacey Shares How Overcoming Her Biggest Obstacle First Leads to Great Success

When you’re solving a problem in your business, or creating a new product, do you tackle the biggest obstacle in your path, or do you go for the easiest problem to solve?

Amy Lacey is the founder and CEO of Cali’flour Foods, the original gluten-free, grain-free, low-carb cauliflower crust. The company humbly began out of Amy Lacey’s kitchen, when she and her children were baking cauliflower crust pizzas for their Friday game nights, instead of the typical flour-based crust.

Inspired by her Lupus diagnosis in 2010, Amy realized she needed to change her eating habits if she was going to have long-term health and success, and wanted foods that were nutritional without compromising on taste. From spending hours baking cauliflower crusts with her family to selling them at her local farmer's markets, Amy is on a mission to make delicious food accessible for all with Cali’flour Foods. Since creating the first no mess, no-stress cauliflower crust, Amy has grown Cali’flour Foods and started offering other cauliflower product including cauliflower and lentil pasta and new cauliflower thins. Just like the cauliflower crust, the pasta and cauliflower thins are healthy and better-for-you, without sacrificing on taste.

Most entrepreneurs tend to address the easiest issue - pick that “low-hanging fruit” if you will. However, when you tackle your biggest problem first, you’re set up to be even more successful!

See, learning the ins and outs of your biggest challenges teaches you lessons on how to be successful on all of the rest of your challenges!

Plus, you get the benefit that you KNOW that you can handle anything else that comes at you! Everything is easy after you tackle the biggest challenge you continue to keep putting off.

This week’s guest on the Success Unfiltered Podcast, Amy Lacey, tackled the most difficult obstacle first in her business, and I’m confident that it led to her explosive success!

When she had to pivot in her business after hearing a devastating NO, she knew that she had already solved her customer’s biggest problem, and all she had to do was figure out how to get it into their hands.

If you’re ready to get inspired by the power of tackling your hardest business problem first, then 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 Amy Lacey for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

What Is The Difference Between Those Who Make It In Business...And Those Who Don’t? Resilience. Staying in the game no matter what happens. But how do you stay true to yourself, power through the challenges, and brush off the naysayers? My three-step guide to build rock-solid resilience will show you how! Click here for your FREE guide “3 Steps To Build Rock-Solid Resilience In Business” and stay on your path, no matter what!

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

• Michelle introduces Amy Lacey.
• After a Lupus diagnosis, Amy switched to a whole food, clean eating diet, to help manage her symptoms
• As friends and family tasted her foods, they knew that she had hit on an amazing product, and had to create a company to share it with more people.
• When deciding on the first product to make in mass quanitity, Amy remembered the feedback she had gotten on her cauliflower pizza crust, and how people loved it.
• It was the hardest product to make at scale! But Amy tackled it and perfected her recipe.
• “I love serving people, and I love filling a need” ~ Amy Lacey
• Cali’flour Foods was born to meet a specific need, foods with no fillers that many people with dietary restrictions could eat.
• Amy started with it because it was the biggest need in her community, was the hardest to make, and perhaps the product that she believed in the most - even her picky children would eat it.
• When she pitched the idea at a trade show, Albertsons showed interest in carrying the product in all their stores: but had confused Cali’Flour Foods with another similar company - one that used fillers.
• Amy could have compromised and could have added fillers, which would have reduced the cost and would have sold her product more easily - but that would have been a compromise that she was unwilling to make.
• Amy turned down multiple offers to compromise her product!
• Amy operates off the 5 P’s of business: people, purpose, product, passion, and perseverance.
• When they tackled eCommerce, the company used testimonials to share the story of the product, and went from $7,000 in a month revenue to $124,000 in a month in revenue!
• “Facts tell, but testimonials sell.” ~ Amy Lacey
• Never make a decision on fear. Turn fear into action - you may not see results right away, but if you keep going you WILL see results.
• “I made a great message out of my mess, and am paying it forward. If I had let NO keep spiraling me downward, and not had the courage to break out of that fear, I would never be where I am now.” ~ Amy Lacey
• Everything changes in business, nothing stays the same.
• Amy shares what she would tell her younger self.

Connect with Amy:

• Amy’s Website
• Facebook
• Twitter
• Pinterest
• YouTube
• Instagram

What Is The Difference Between Those Who Make It In Business...And Those Who Don’t? Resilience. Staying in the game no matter what happens. But how do you stay true to yourself, power through the challenges, and brush off the naysayers? My three-step guide to build rock-solid resilience will show you how! Click here for your FREE guide “3 Steps To Build Rock-Solid Resilience In Business” and stay on your path, no matter what!

Music produced by Deejay-O www.iamdeejayo.com

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097 | Carl Allen Shares the Role Karma Has on Your Sales

Do you believe in the power of karma in your business? Have you ever thought about what would happen if you said NO to a client or an investor? Ever see an investor’s terms and think “that’s not quite what I was hoping for … but I need the money.”

Carl Allen is an entrepreneur, investor, and corporate dealmaker who has worked on transactions worth over $50 billion, which includes over 250 acquisitions and sales, together with more than 100 capital fund raising projects. In a 24-year career, Carl has analysed thousands of businesses, big and small, in 17 different countries and across nearly every business sector, including technology, pharmaceuticals, transport and logistics, engineering, manufacturing, aerospace, consumer goods and services, business services, retail, professional services, finance, packaging, and corporate clothing.

Carl has a solid reputation as an investor and corporate dealmaker, having worked for Bank of America, Hewlett-Packard, Forrester, and Gartner. He has advised some of the world’s largest corporations on investments, acquisitions, disposals, and restructuring, Carl has also assisted hundreds of business owners in raising both equity and debt finance. Carl walks the talk, having acquired and sold numerous businesses for himself. Carl is one of the world’s premier experts on buying and financing small business acquisitions and coaches more than 700 entrepreneurs all over the world to buy small businesses rather than starting new ones.

Sometimes we say YES out of desperation, or fear, without wondering, is there another way?

There are times in our career where we do need to think creatively and find alternate ways to accomplish our dreams and goals - and that can unleash the power of karma in our businesses!

Throughout his career as a startup entrepreneur, investor, and business broker, Carl Allen saw the power of karma.

As he was brokering the sale of a business - his FIRST sale - Carl found himself facing a decision. He could encourage the owners to accept a sale that would net him a fee of $250,000 (but cost all the employees their jobs), or find a new buyer. What happened next changed the course of Carl’s life, and led him to his absolute best YES!

If you’re ready to get inspired by the power of karma in your sales journey, then 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 Carl Allen for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Everyone Gets Told NO. What’s the difference between entrepreneurs who make it and those who don’t? The ones who make it don’t let rejection keep them down! Which one are YOU? Grab your copy of my FREE Checklist “5 Ways To Come Back From Sales Rejection” and declare your future success right NOW!

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

• Michelle introduces Carl.
• Don’t forget, we’re in a 24/7 career in sales.
• Carl got his MBA and decided that he wanted to become an entrepreneur, with a startup company.
• They couldn’t even give away their software when he first started the company!
• The problem was, the startup created software they thought was cool - not something that a customer had a need for.
• People don’t buy with a logical focus - it’s the subconscious emotions that drive a lot of decision making.
• Carl decided that startups weren’t for him - he was ready to become an investor. His failure with his startup led to his best success!
• The constant rejection that Carl experienced was one of the hardest parts to accept of that time - Carl had to learn how to accept constant rejection.
• A 24/7 sales career can lead to some hard decisions - Carl left Hewlett-Packard to be able to spend more time with family and found himself working as a business broker.
• Carl began work as a business broker and found a buyer for his first business.
• The deal was pulled when the buyer outlined the terms that the seller couldn’t accept - it would include the firing of faithful employees.
• At that moment, Carl knew that he was going to buy the business.
• He started a career buying businesses and continuing to push them to success.
• “There’s no failure, there’s only feedback and opportunity to learn and pivot and be innovative.” ~ Carl Allen
• Carl turned down an 8 figure offer from a competitor that was going to dismantle the company - losing a 7 figure fee!
• By sticking with his convictions and his experiences from the past, he was able to make decisions that he could live with.
• It’s karma; you have to look after people in this world.
• Because of his choices, and the good karma, Carl has made exponentially more revenue.
• Carl works with 17 businesses and has more than $25 million in revenue.
• Karma in business has more to do with who you are as a person, vs just the revenue - it’s about your morals, and who you are at the end of the day.
• Do the right thing by people - the world will pay you back.
• Stick to your values, stick to your truths.
• Carl shares the one thing he would tell his younger self.

Connect with Carl:

• Carl’s Website
• Facebook
• Twitter
• LinkedIn
• YouTube

Everyone Gets Told NO. What’s the difference between entrepreneurs who make it and those who don’t? The ones who make it don’t let rejection keep them down! Which one are YOU? Grab your copy of my FREE Checklist “5 Ways To Come Back From Sales Rejection” and declare your future success right NOW!

Music produced by Deejay-O www.iamdeejayo.com

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096 | Kendrick Shope Shares How Uncertainty Leads to Your Big YES

Kendrick Shope is the creator of the leading sales training for women entrepreneurs, and the Authentic Selling® process which has created millions of dollars in revenue and new business for her clients.

Kendrick hosts her own daily talk show The Kendrick Shope Show, and the Sell Like A Woman Podcast, reaching nearly 100 thousand followers in six continents. Kendrick’s work has been featured on the Steve Harvey Show, NBC, Forbes, INC, and more.

Can you imagine living in uncertainty?

You’ve chosen this path of sales: it’s a constant roller coaster of uncertainty. Will your investor like your pitch? Will you get a new client? Will the buyer take in your products? Will they say NO, and will you be starting over? Or will they say YES?

The key to success is how you begin dealing with that uncertainty. Will you be crushed any time someone tells you NO, or will you take that NO as a step toward ultimately hearing YES.

This week’s guest on Success Unfiltered, Kendrick Shope appeared on the Steve Harvey show, talking about her upcoming book: “Sell Like a Woman.” She was excited and ready to share her story with the world.

However, since that show aired, 2 years ago, her book has been turned down by many publishers. Not just once. Not just twice. Kendrick has heard NO eleven times!

Entrepreneurs all know that life, being in a sales role 24/7 is the ultimate roller coaster. The uncertainty of preparing and giving a pitch, and waiting for the answer. Learning to be comfortable in the waiting for a YES or a NO that will lead to certainty.

It’s a mindset change: learning to be comfortable with and embrace uncertainty. We hold the key that transforms uncertainty into certainty. It’s our pitch & it’s also our confidence.

Kendrick Shope, says that a NO is simply a light in a dark alley of uncertainty!

If you’re ready to get inspired & take action about living in uncertainty in your journey so that you can push for your best YES, then 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 Kendrick Shope for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

The Client Said NO. Is All Really Lost? Sometimes a client turns you down. Is it really the end of the deal, or can a rejection be a blessing in disguise? Click HERE and learn 3 ways to make the most out of a NO (and maybe even turn it into a YES)!

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

• Michelle introduces Kendrick.
• Why Kendrick? She speaks Michelle’s language and is passionate about sales.
• Kendrick got her first NO in sales at the age of 7, when selling cookies at a school fundraiser.
• “It’s better to get a NO than a what if!” ~ Kendrick Shope
• You’ll never know if you don’t try - if you don’t try, you’re 100% a NO.
• What stops people from trying? – Tune in to hear all of the juicy details.
• Artists struggle with “selling” themselves.
• You have to change your mindset - hearing a NO doesn’t say anything about you. You get one chance and have to bet on yourself!
• Whatever you are making a NO mean, STOP! Because its not your truth.
• People pay for what they value.
• When you hear NO, think “what this is telling me is….”
• Use a NO to get closer to a YES.
• It’s all about your mindset!
• Kendrick shares how she appeared on the Steve Harvey show talking about her upcoming book, “Sell Like a Woman.”
• Kendrick shares her most devastating NO – about her book, “Sell Like a Woman” being rejected ELEVEN times over 2 years.
• Hearing her book be rejected led to a lot of struggle and questioning.
• Selling a book is a huge massive sales process.
• Kendrick shares what kept her going when her book kept being rejected.
• “Be like a cockroach! Be really difficult to kill. They can knock you down, but they can’t knock you out.” ~Kendrick Shope
• When you’re in a long sales cycle, follow-up is key!
• Follow up is like digging for buried treasure.
• Kendrick shares how she got on the Steve Harvey show without her book – It took connections, and a really good pitch!
• Working through the 12th iteration of the book - what will it look like now?
• At the end of the day, folks are buying into YOU!
• Kendrick shares how frequently she gets pitched.
• Don’t dilute your presence, your brand and vision by aligning with those who are not the correct fit for you,
• It’s taken Kendrick 8 years to learn about how to align herself with her strategic vision!
• One limiting belief that hurt Kendrick was the idea of “I’m not smart enough.”
• Get out there and fail and make an idiot of yourself.
• Start with the definition of sales: without sales, your business is broke.
• Sales should never feel sleazy! If it feels sleazy, STOP!
• Follow-up is known to double revenue! Learn how to do it and do it well.
• Kendrick shares what she would tell her younger self.

Connect with Kendrick:

• Kendrick’s website
• Facebook
• Twitter
• LinkedIn

The Client Said NO. Is All Really Lost? Sometimes a client turns you down. Is it really the end of the deal, or can a rejection be a blessing in disguise? Click HERE and learn 3 ways to make the most out of a NO (and maybe even turn it into a YES)! !

Music produced by Deejay-O www.iamdeejayo.com

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095 | Evan Delahanty Shares How to Make Your Own YES in Business

Evan Delahanty is the Founder and CEO of Peaceful Fruits, a social good snack startup that employs people with disabilities to make healthy, delicious, rainforest-friendly fruit snacks. Peaceful Fruits has been featured on NPR and ABC’s Shark Tank and is focused on scaling sales and production after a successful pilot. Prior to launching, Evan graduated from Walsh Jesuit High School (2003), Cornell University (2007), and then worked in operations management before serving as a Peace Corps Volunteer in the Amazon interior of Suriname, South America.

When Evan came back to the United States after serving in the Amazon with the Peace Corps, he knew that he wanted to find a way to bring back a small piece of his experience to his friends and family - or really, anyone who would have it.

That’s when Peaceful Fruits was born. Ethically sourced, 100% fruit snacks, NO processed crap - it was a shoo-in! Everyone wants that, right?

The funny part was, Evan was met with a lot of NOs - but not from his target audience! They loved it.

Evan spent a lot of time working on the Peaceful Fruits brand. He had a story to tell, and couldn’t wait to share it.

However, manufacturing was another situation - NO one would co-pack his product. In fact, Evan called at least 180 manufacturers, digging deep on Google, hoping to find someone who would believe in Peaceful Fruits as much as he did, and take a chance on a small fruit snack brand.

Then, Evan made his own YES. Tune into this episode to hear how he did it!

My guest on this week’s Success Unfiltered, Evan, had to learn that sometimes you’ll hear a lot of NOs before you finally find a way to make your own YES!

If you’re feeling discouraged by how many NOs you’ve heard, then this is a MUST LISTEN 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 Evan Delahanty for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

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

• Michelle introduces Evan.
• Evan is this month’s Shark Tank guest.
• Evan shares a little about who he is and what he’s created.
• The biggest NO that Evan experienced happened on the manufacturing front. He shares the full story in this episode.
• Evan called 180 people to pitch manufacturing his fruit snacks
• When no one would work with him, Evan went and made his own fruit snacks in a local restaurant’s kitchen at 2 a.m., when they weren’t using it.
• When Peaceful Fruits began to grow, Evan said YES to hiring the best team ever!
• Peaceful Fruits employs people with particular disabilities, like Down’s Syndrome and Autism.
• Evan employed developmentally disabled people, creating fair wage jobs for his team.
• “You see that early adoption, you see those people starting to get excited about it. That tells you, you've got to keep swinging to try to find a way to make more.” ~ Evan Delahanty
• After appearing on Shark Tank, Peaceful Fruits was contacted by Sendik’s Grocery chain and it took almost a year before he met with them.
• The first month in Sendik’s didn’t go quite how Evan had hoped. He shares exactly what happened in this episode.
• “You must control yourself and not act on your first thought.” ~ Evan Delahanty
• Evan appeared at many of his own demonstrations, due to the size of the company, and found that he had to say YES to his ideal client and “toughen up” when people who were not his target audience said NO to his product.
• Evan knew that he had people interested in buying his products but if they can’t see the product on the shelves, no one is going to buy. Evan shares how he remedied that.
• Follow up with stores carrying Peaceful Fruits was key - as Evan followed up and made sure signs and point of sale systems were set up, sales increased and more people learned about his brand.
• Getting into Whole Foods would be a dream for Evan, but he knows his company wasn’t quite ready when they had their first opportunity. Evan has learned that by waiting he and his company would be in a better position the next time around.
• Evan shared what he would tell his younger self.

Connect with Evan Delahanty:

• Evan’s Wesbite - enter “pitchqueen" at checkout for 10% off
• Facebook
• Instagram
• Twitter
• Pinterest

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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094 | Jacquelyn Umof: How Detachment From Any Outcome Can Propel You Towards Success

Jacquelyn Umof is a former LA Laker Girl turned yogi - Action Jacquelyn is one of the biggest yoga influencers online. Known for her stunning poses, positive messaging and beautiful photography, Jacquelyn engages her fans through her "Get Stretchy" program. Jacquelyn is a trained ballerina, is on a mission to share her love of dance and movement with her huge Instagram audience, her subscribers on YouTube and on her wildly popular interactive blog.

Her fans love her 1-week challenges, daily motivations and infinite tools for mental and physical strength, growth, and improvement. Jacquelyn is a classically trained ballerina from a very young age, and has danced professionally for LINES Ballet, San Francisco Ballet, Inland Pacific Ballet, and went on to be a Laker Girl for the Los Angeles Lakers. She has worked with major brands including Roxy, Victoria's Secret, Power Bar, Pop Flex, Target, Bath and Body Works, and Alo Yoga.

Jacquelyn started as a fitness instructor at a local gym. Her classes were the most popular at the gym, and they had to turn people away because they were so full.

Then one day, Jacquelyn was completely removed from the class schedule. Turns out, a coworker wanted the class times that Jacquelyn taught, and was able to push Jacquelyn out.

As Jacquelyn stepped out and began to pursue her dreams of serving her online following, she learned that saying NO meant that she would be open to better opportunities to say YES to. When she began refining who she worked with, and not worrying about the result of a NO, her business began to skyrocket.

Learning to detach herself from worrying what people thought of her, or the end results of a NO led Jacquelyn to create fitness videos that impact people even more than she ever could have dreamed.

Like Jacquelyn, I learned in my business that the art of detachment was a huge factor in my success. Not worrying about the impact of another person’s beliefs on my business helped me put aside fears and worries, knowing that every NO was pushing me closer to the right YES.

When I look for sponsorships for my podcasts, I look at the services, tools, and products that I use every day and love. If these services, tools or products will serve my listeners, then I would reach out to the companies and see if they are interested in sponsoring my podcasts.

If they say NO, that is ok! That opens me up to the opportunity of a YES that could be an even better alignment for me. When companies say YES, my friends and listeners know that they can trust the products and services that I promote because they know that I have already personally said YES to these.

My guest on this week’s Success Unfiltered, Jacquelyn, had to learn that sometimes finding your YES means that you have to say NO - and that when you say NO, your success will skyrocket!

If you’re ready to get inspired about saying NO to opportunities in order to make room for the best YES, then this is a MUST LISTEN 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 Jacquelyn Umof for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

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

• Michelle introduces Jacquelyn.
• Jacquelyn shares about how she taught popular Pilates/yoga and Barre fitness classes at a local gym.
• One day, Jacquelyn found herself removed from the schedule, and found out later that someone else wanted her class times, and removed Jacquelyn from the schedule, and bad-mouthing her teaching techniques to others.
• She had always desired to reach a larger community, especially online. When she was removed from the schedule like she was nothing, that led to a time of questioning and wondering if this was her purpose.
• Jacquelyn surrounded herself with people who were “in her corner,” lifting her up.
• She followed her gut: she knew that what she was doing was right, which fed her drive and purpose as she continued to teach after that event occurred.
• “If I’m not getting haters, I’m not being impactful enough - [having haters] means I’ve taken a stand for something.” ~ Jacquelyn Umof
• “Criticism has more to do with the givers bad mood, and their life and what’s going on with them; it has nothing to do with me. I was just in the ‘wrong place, wrong time.’ I get to let that go, and release that and have compassion on them. It takes a lot of practice though.” ~ Jacquelyn Umof
• It takes a certain resilience when you’re constantly putting yourself out there: Jacquelyn has to detach from the reactions and results. “Every day is trial and error; seeing if something is going to work or not.” ~ Jacquelyn Umof
• Having a huge sense of gratitude and letting that sink in and constantly practicing that gratitude every single day helps with learning detachment from the end results; surrendering to what will happen and trusting your vision will bring you to where you are supposed to be.
• When you hear NO, that can be a sign that the person or job is not right for you.
• Let yourself have fun and enjoy the work.
• Getting paid what you’re worth gets less scary the more you do it.
• Be willing to walk away if people say NO to what you have to offer.
• You don’t have to quit your day job for a hustle; allow yourself to be able to create without the pressure of having to make money RIGHT NOW - this allows creativity, love, and passion to flow.
• When you start to own your value, and what you’re worth, you can flip the script and say NO.
• Jacquelyn says “I will never post something that I don’t 100% believe in.”
• Surrendering to your belief and your vision allows you to know that when you say NO to something, you know that something more is coming your way.
• Jacquelyn shared what she would tell her younger self.

Connect with Jacquelyn:

• Jacquelyn’s Website
• YouTube
• Get Stretchy Instagram
• Jacquelyn’s Instagram

Everyone Gets Rejected In Sales. It’s what you do AFTER the NO that counts! I’ve got 3 ways that you can turn a NO into a win (and maybe even a future YES)! Grab my guide to surviving rejections in business and making them work for you right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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093 | Drew Harrington Shares Why You Need to Perfect Your Pitch

Yasso Co-founder and Co-CEO, Drew Harrington, 32, was a D1 collegiate athlete who attended American University as well as Northeastern University. After recognizing a gap in the better-for-you dessert space, he and his childhood best friend Amanda Klane co-founded Yasso Frozen Greek Yogurt in 2010 after attending Penn State’s Ice Cream Camp. As the creative visionary behind the brand, Drew primarily spearheads the development of engaging strategy and marketing initiatives for the brand’s newest and upcoming innovations. In 2011, Yasso released the world’s first frozen Greek yogurt bar on shelves in three fruit flavors. After doing market research, it showed consumers wanted more indulgent-tasting flavors reminiscent of nostalgic ice cream shop scoops.

How well do you know your pitch? Is it deep inside of you? Has it become a part of you?

Here’s the thing: you should practice your pitch so much that it becomes a part of you. Before Drew appeared on the show, Million Dollar Idea, he practiced his pitch in front of the mirror. He made his pitch a part of himself.

When Drew gave his pitch to a manufacturer to get buy-in to use their equipment to produce the first round of Yasso, he knew his pitch. It was authentic and part of who he was, and that landed him the manufacturing time that was required to get Yasso off the ground - and then, started Yasso.

Before I pitched on Shark Tank, I had Shark Tank parties, and I would practice my pitch in front of my friends and investors. I made my pitch part of me, so that when it was time to present to the Sharks, I was ready.

My guest on this week’s Success Unfiltered, Drew Harrington had one last chance to make his dream happen - it all came down to one perfect opportunity!

In this episode, Drew Harrington shares his story about his education through the school of “experience,” and how he turned an idea into a successful ice cream company, now serving more than 17,000 retail locations.

If you’re ready to get inspired about having your pitch be a part of you, and what happens when you achieve that, then this episode is a MUST LISTEN 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 Drew Harrington for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

You Love What You Do. So How Do You SELL It? If you love what you do but you choke up on the pitch, you’re not alone! How do you share what you do so it’s clear, intriguing, and memorable? Learn how to ROCK your sales pitch (without feeling like a fake!) with my 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 Drew Harrington
• Drew shares his story about growing up with his best friend and future business partner, Amanda.
• Drew dropped out of college, and got an office job.
• Drew got the idea for Pool Pong, an inflatable beer pong table.
• It was a Million Dollar Idea - literally! Drew knew his pitch inside and out, practicing in the mirror, and won on the TV show, Million Dollar Idea.
• Ready to learn from failure? Drew learned valuable lessons about business when the product he created had quality control issues, and a similar product emerged on the market - for cheaper.
• Drew and Amanda came up with a creative new idea: greek yogurt ice cream so that everyone could indulge without guilt.
• Got a great idea that the world needs to know? Sometimes it takes time! It took two years before Drew and Amanda were able to make their big pitch and the company took off!
• It was their last chance to pitch their greek yogurt ice cream product - and it landed because someone took a chance on Drew’s pitch.
• Don’t forget to celebrate success - before Drew and Amanda cashed a big check from their supplier, they went out for a simple celebration. Their entire team took time to celebrate everything!
• Pivot! Sometimes you have to pivot to fit the needs of your clientele. Yasso started with fruit flavors but Drew and Amanda found that they needed to expand - and quickly - to satisfy the wants & desires of their ideal client.
• Drew shares what he would tell his younger self.

Connect with Drew Harrington:

• Drew’s Website
• Facebook
• Instagram
• Twitter

You Love What You Do. So How Do You SELL It? If you love what you do but you choke up on the pitch, you’re not alone! How do you share what you do so it’s clear, intriguing, and memorable? Learn how to ROCK your sales pitch (without feeling like a fake!) with my guide, “3 Steps To ROCK Your Pitch (And Get More Sales)

Music produced by Deejay-O www.iamdeejayo.com

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092 | Cait Scudder Shares Why Having An Energetic Minimum is So Important in Business

Cait Scudder is a business coach and success mentor for driven women entrepreneurs who are ready to turn their zone of genius into a profitable, purpose-driven business. She started and scaled her own business to 6 figures in under a year, all from her laptop in Bali. Her work has been featured in Forbes, Thrive Global, Influencing Entrepreneur Magazine, BuzzFeed, MindBodyGreen, and Pop Sugar, among other publications and podcasts.

When she isn’t teaching her tribe of 20,000 boss babes how to step into the rich lives of impact, income, and influence they were born to create, you can find Cait running in the rice fields, traveling the globe with her hubby, or cuddling her puppies. Head to Cait's free Facebook group, The Radiant Entrepreneur, to catch her latest trainings.

How often do you take on clients that aren’t dream clients, simply because you think you need the money?

This happens because you don’t own the value of your worth. You know you need money, so you take on any prospect that “walks through the door.”

That right there is a problem!

If you are saying YES to all of the wrong clients, you’re not leaving space for all of the right ones.

If those statements hit home, then it’s time to identify your energetic minimum.

Basically, what level of energy, excitement, and potential, does a prospective client need to have in order to work with you?

That’s what you need to be asking yourself, and if you find yourself working with individuals who don’t meet that energetic minimum, then it’s time to say good-bye.

In this episode, Cait Scudder shares why her most devastating NO occurred when a client couldn’t fulfill their end of the contract. After digging a little deeper, Cait realized that she had taken on a client that wasn’t ideal and definitely didn’t meet Cait’s energetic minimum.

If you’re ready to watch the caliber of your clients soar simply from identifying and honoring your energetic minimum, then 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 Cait Scudder for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Wondering How To Politely Decline Clients (With Class) or How do you say NO to a client that’s not right for you? Click HERE!

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

• Michelle introduces Cait Scudder.
• Cait shares who she is and what she does.
• The first crushing NO that Cait experienced was caused by Mt. Agong erupting, having to settle into a Vietnamese hotel and a launch of her Radiant Living School. Are you wondering how they all fit together? Listen to the FULL episode!
• There were some massive takeaways for Cait from a crushing NO. She shares some of what she learned, in this episode.
• “Every business problem is actually a psychological problem.” ~ Cait Scudder
• Cait explains that every belief we have about ourselves and our business can impact the way we behave and show up in our business. She shares why overcoming your fears is so important.
• The most devastating NO that Cait experienced involves a previous client. Cait shares the story of how she wanted to help the women, and what held her back.
• Cait had her self worth tied up with the success of her clients, and this NO led her to discover how to untangle that and get even further ahead in business.
• In order to keep from being entangle with her clients, Cait took some steps to ensure she was crystal-clear on who she wanted to serve and who she wouldn’t, she set her energetic minimum.
• Cait also mentions using a useful too such as a scheduling service (like Acuity or Calendly) to create a questionnaire that the prospect will answer before they meet with Cait. This gives Cait a snapshot into where the person is in their business and the work they’re willing to put in before spending time with a prospect. Cait shares why this is such a huge benefit.
• “It’s not about appreciating somebody’s potential; it’s about accepting the way that they show up.” ~ Cait Scudder
• Cait shares an incredible story of owning her worth. She had a potential client on the phone, who was willing to pay in full, right over the phone. Cait shares the full story and how it turned out in this episode!
• After that conversation with the prospect, Cait started embracing her energetic minimum. That’s when things within her business began to shift. Even the caliber of her clients changed! Listen for all the details!
• Caits shares what she would tell her younger self.

Connect with Cait Scudder:

• Cait’s Website
• Facebook Page
• Facebook Group
• Instagram

P.S. Wondering How To Politely Decline Clients (With Class) or How do you say NO to a client that’s not right for you? Click HERE!

Music produced by Deejay-O www.iamdeejayo.com

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091 | Dr. Robert Yonover Shares How to Be Rescued from a Sea of NO’s

Dr. Robert Yonover is a Ph.D. geochemist/volcanologist with a history of innovative scientific contributions, technologies, and patents. His Ph.D. work includes multiple ALVIN submersible dives to two miles deep off the Galapagos Islands to retrieve submarine lava samples, with laboratory work performed at NASA Johnson Space Center and MIT.

A North Shore big wave surfer and Molokai Channel rough-water fisherman, Dr. Yonover uses the ocean as his laboratory. He has invented a multitude of survival technologies that were awarded U.S. Military/DARPA funding and U.S. Patents, including The military-approved SeeRescue® Streamer, Pocket Flotation technology, plus more.

How many fishing lines do you have in the sea of sales?

Not sure what I mean? When it comes to working towards increasing your sales, one of my favorite metaphors to use, is to compare it to finding prospects similar to putting your fishing line into the water.

The more proposals you put out, or the more clients you are talking to, or the more investors you are in communication with, the bigger than chance you have of hearing YES. Similar to how the more fishing lines you have in the water, the more likely you are to catch a great big fish.

My guest on this week’s Success Unfiltered, Dr. Robert Yonover, knew that he had an amazing product, the See Rescue Streamer, but so many people doubted its purpose (including his wife). But, Dr. Robert never gave up!

In this episode, Dr. Robert shares his story of sending out hundreds of faxes to try to make connections with individuals who had connections to the military.

Not only did Dr. Robert send letters via fax, he got people on the phone (using old school sales techniques) to share his new product and what it could do to save lives.

If you’re ready to start fishing for more and more sales by connecting with more prospects, then this episode is a MUST LISTEN 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 Dr. Robert Yonover for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into a YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

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

• Michelle introduces Dr. Robert Yonover.
• Dr. Robert introduces himself and shares a bit about what he does.
• The first NO that Dr. Robert received was for his rescue Streamer. His wife told him “quit playing with that plastic and get a real job.” But, even beyond that, initially, the military was not on board with using Dr. Robert’s invention.
• Do you look at NO’s as fuel? Dr. Robert does! He takes every NO as a lesson, modifies his pitch and keeps trotting along.
• It’s not easy to get in front of the military, Dr. Robert had to work hard to connect with the world aviation director. He explains how he did this in this episode. It’s a great story (and involves a fax machine)!
• Dr. Robert shares how he managed to get media publications involved in what he was offering.
• If you’ve ever thought about attending a trade show, Dr. Robert is a pro at them. He shares his skills on how to make a big impression.
• “I just keep challenging you to make that pitch again and again, get used to the NO’s.” ~ Dr. Robert Yonover
• One incredible tip that Dr. Robert shares is how you can use your connections to improve your stance with prospects. Dr. Robert used his connections to improve his chances when speaking with the Coast Guard.
• Dr. Robert’s most devastating NO occurred when a licensee he was intending to work entire business imploded.
• “The little NO’s help you for the big NO’s.” ~ Dr. Robert Yonover
• After losing the first licensee, Dr. Robert found a second one to work with, but that relationship did last either. They were together 15 years, when it was time to move on.
• When Dr. Robert was running his business, that was when he appeared on Shark Tank (Season 8, Episode 22).
• All 5 of the Sharks loved Dr. Robert’s invention, but none of them wanted to invest in him and his product. He explains why in this episode!
• Even though Dr. Robert received NO’s from 2 licensees and 5 Sharks, he didn’t let them hold him back from continuing to pursue his success. He shares his next steps in this episode.
• During this time, Dr. Robert’s wife was diagnosed with MS, which made all of his concerns and issues with his product and money seem insignificant.
• Dr. Robert shares his three major takeaways from this experience from when he first created his product, to losing his licensee and his wife.
• Dr. Robert shares what he would tell his younger self.

Connect with Dr. Robert Yonover:

• Dr. Robert’s Website
• Hardcore Inventing
• Dr. Robert’s Facebook
• See Rescue Streamer Facebook
• Hardcore Caregiving Facebook
• Hardcore Inventing Book
• Brainstorm Islands
• Dr. Robert’s Twitter
• See Rescue Twitter

P.S. Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into a YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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090 | Scott Sorrell Shares Why You Need to Raise Your Ceiling

During the past 15 years, Scott Sorrell has helped his clients close more than $5 Billion in new sales. He is widely known as “Mr. Charge Higher Prices” because he trains sales teams and business owners all over the United States and around the world on how to charge HIGHER PRICES and get their customers to thank them for it! His clients include Cisco Systems, MetLife, BMW, Rawlings and hundreds of other industry giants, as well as small and midsize entrepreneurial companies.

How confident are you overall? Now, how confident are you with your sales skills?

Having confidence when it comes to selling is truly important, but so many entrepreneurs either lack confidence altogether or have enough to just barely scrape by.

This probably will come as NO surprise to you, but building confidence doesn’t just come from coasting from day to day. Rather it comes from taking action every single day.

As this week’s guest, Scott Sorrell, so eloquently put it, “confidence comes from competence.”

It took Scott FIVE years of owning his own business before he gained the confidence to actually get good at selling. Scott would meet with a prospect and be so afraid of bringing up the topic of money because he never believed that he was good enough to get paid for what his work.

I’m sure there are some of you listening to this now who can completely relate to the way Scott felt. But, over time, Scott researched new methods which he mastered and has used over and over again.

If you’re sick of being afraid to sell because you lack confidence, then 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 Scott Sorrell for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Is Getting Caught Up In Your Head Keeping You From Growing Your Business?

As an entrepreneur, you’ve probably heard a LOT about getting out of your own way, building your confidence, and believing in yourself. But if it’s THAT easy, why doesn’t everybody just DO it? Because sometimes, your HEAD butts in. Fear kicks in. And before you know it, you’re focusing on your fears instead of your mission. How do you stop overthinking in its tracks and shift your focus back to your passion, your mission, and your clients? My FREE guide will show you how! Grab “4 Mindset Hacks For Overthinking Entrepreneurs” right HERE!

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

• Michelle introduces Scott Sorrell.
• Scott shares a little bit about who he is and what he does.
• Scott was asked to speak at a two-day conference and the amount of money that they were offering him was too low, so he used his “genius questions” and was able to almost 4x the amount. Listen to this episode for the full story!
• Curious what I mean when I say “genius questions”? Listen to this episode for Scott’s explanation.
• The biggest most devastating NO that Scott received was the one that he was telling himself when it came time to ask for money.
• The five years that Scott was in business for himself he dealt with a ton of stuff dealing with mindset and confidence. He shares how his previous conversations with sales leads would go.
• When Scott became a VP at an advertising agency, he became hugely successful at selling. He realized that he could sell as long as he wasn’t selling for himself.
• Not feeling confident in your sales conversation? Scott recommends, doing research and becoming confident in tried and true sales techniques. This will help the conversation flow so much more smoothly.
• Scott shares his selling technique called “Raise the Ceiling.” If you’re ready to start increasing your prices, this technique will work for you. Listen to hear the whole thing!
• Are you curious how to use this technique in YOUR business? Don’t worry! Scott provides an excellent example of how it would work for you and your business.
• When it comes to the “Raise the Ceiling” technique, there is a limit to the number of tiers you want to offer a client. Scott explains it all in this episode.
• “Never write the proposal for the client. Make them write your proposal.” ~ Scott Sorrell
• Scott shares what he would tell his younger self.

Connect with Scott Sorrell:

• Scott’s Website
• LinkedIn
• Additional Sales Tips from Scott

P.S. Is Getting Caught Up In Your Head Keeping You From Growing Your Business?

As an entrepreneur, you’ve probably heard a LOT about getting out of your own way, building your confidence, and believing in yourself. But if it’s THAT easy, why doesn’t everybody just DO it? Because sometimes, your HEAD butts in. Fear kicks in. And before you know it, you’re focusing on your fears instead of your mission. How do you stop overthinking in its tracks and shift your focus back to your passion, your mission, and your clients? My FREE guide will show you how! Grab “4 Mindset Hacks For Overthinking Entrepreneurs” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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089 | Lizzi Ackerman Explains Why You Need to Listen to Your Gut Intuition

As Co-Founder & CMO of one of the leading pancake & waffle mix brands in the country, Lizzi Ackerman is instrumental in the creation of the beautiful brand and plethora of flavors found in Birch Benders’ better-for-you mixes.

At Yale University, while studying the history of science and medicine, taking pre-med classes, and serving as Senior Editor of the Yale Herald, Ackerman met Matt LaCasse, who would soon become her business partner and later her husband. Together they discovered their mutual love of flapjacks and bonded around the breakfast table, thus starting the beginnings of what would eventually revolutionize the pancake and waffle industry.

When it comes to big business decisions, like changing your branding, do you trust your gut or do you trust other’s opinions?

I want you to know, that from personal experience, listening and trusting your intuition is going to get you further in business.

Everyone will always have an opinion, but if you don’t believe in those opinions and your instincts are yelling at you to NOT listen… Then, it’s time to trust that your gut knows what it’s talking about and not listen to others opinions.

This week’s guest, Lizzi Ackerman, shares one of the biggest mistakes she made in her business, Birch Benders. Curious what led her to make this big mistake?

Not listening to what her gut was telling her.

Lizzi and her husband (and also her business partner) had beautiful packaging for their pancake and waffle mixes. They loved it! However, someone came along and gave them bad advice, and instead of listening to her gut, Lizzi made the costly change.

In this episode, Lizzi shares why really dialing into what your gut is telling you is so important!

If you’re ready to shift your mindset and start honoring your instincts and imagining what is possible, then 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 Lizzi Ackerman for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Ever Said YES When you Should’ve Said NO to a new client? 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 now 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 Lizzi Ackerman.
• Lizzi shares a brief synopsis of who she is and what she makes.
• One of the first NO’s that Lizzi experienced had to do with the packaging that they were using when they were first demo’ing their products at Whole Foods. Lizzi shares the full story in this episode!
• That first big NO led them to realize they needed to shift from selling their product in a jar, to having it in a bag. They launched their bagged product at Expo West, and even though the bags looked great, they still ran into some trouble with the size of the bags.
• Through this entire process, Lizzi and her husband worked hard to stay small until they had a product-market fit. They didn’t want to spread themselves too thin and not be able to complete orders.
• Lizzi recommends that you spend a great deal of time on your packaging and branding, and to make sure it resonates with your customers.
• Whole Foods and Target approached Birch Benders at Expo West in 2015, which was right around the time that the avian flu hit many of the chickens producing eggs. All of Birch Benders products contained egg, which led to Lizzi’s most devastating NO! She shares the whole story, how they handled it and still managed to get onto Whole Foods and Target shelves.
• During this time, Lizzi would often see her bank accountant with a -$10K balance. This was just another hurdle that Lizzi was able to overcome. Curious how she did it? Tune in for the full story!
• Birch Benders will never be the next Aunt Jemima, but Lizzi knew that with the right branding and placement, their waffles and pancake mixes would sell.
• When Lizzi turned bigger stores away, it was never a definite NO, but rather a not right now. She shares how she handled this when Safeway approached Birch Benders and she had to tell them NO, not right now.
• Lizzi and her husband focused on mastering things at Whole Foods, Target and Sprouts before they tried to get into any other stores. Now, you can find them in many major food stores.
• Lizzi shares what she would tell her younger self.

Connect with Lizzi Ackerman:

• Lizzi’s Website
• Facebook
• Instagram
• Twitter

P.S. Ever Said YES When you Should’ve Said NO to new clients? 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 now 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

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088 | Phil Smith Teaches Us Why Choosing Happy in Business is SO Important

Phil Smith, born in Port Jefferson, New York, is a serial entrepreneur who is a visionary and an intelligent businessman who came from a humble childhood. While he has held the title of CEO for many of the companies he's founded, the title of Dad is the one he's most proud of. His passion for his work is only shadowed by his deep love and dedication to his Wife and two children. Mr. Smith generously supports organizations such as the Ronald McDonald House and Long Island Cares, among others. He doesn't work on Friday and takes 45 vacation days a year.

Does your business make you happy or do you dread waking up and getting to work every morning?

Happiness in business may seem unimportant, but successful businesses come from those entrepreneurs who are happy with their work. If you wake up dreading what you do, you’ll never have the drive to push through the tough times.

I’m not saying that you have to be happy 100% of the time. There will always be struggles and stress, but you have the power to shift your perspective on those items so that the stress doesn’t stick around for long.

This week’s guest, Phil Smith, joins Success Unfiltered to share how he created a business that went from $0 in revenue to 7-figures in one year.

Want to know what the key ingredient was? Phil was happy!

Phil had an amazing idea to create a business, and the individual he was working with at the time wasn’t going to do anything with the idea, so Phil trusted his gut and went ahead and created a lead generation business.

Now that Phil has worked out the whole process he can create and grow businesses to 6 figures within just months. Plus, Phil is able to spend time with his kids and take more than 45 vacation days a year.

If you’re ready to choose happy for you and your business AND create a business that lights you up, then 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 Phil Smith for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.”

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

• Michelle introduces Phil Smith.
• Phil shares a little bit about himself and his business.
• The biggest NO that Phil experienced occurred back in 2005 when he sold one of his companies. Phil then had his first and last experience working in corporate America because the agreement he created with his company ended up being broken, leaving Phil feeling lost for 6 months. Listen to this episode for the FULL story!
• Phil shares what he learned from this experience and what he does differently in his business now to ensure that he isn’t burned again.
• With his current company, iworkwithmyjams.com, Phil wants to work alongside a Shark from SharkTank. He shares this story in this episode!
• The most devastating NO that Phil experienced was when he was working with Jim Estel and Phil had the idea to create a lead generation company. Jim wasn’t interested in doing it, but Phil knew he had to trust his gut. Listen to this Success Unfiltered for the whole story.
• Phil trusted his gut and went ahead with creating the lead generation company, which quickly scaled to 7-figures within one year.
• Phil shares a quick little story about how he became a Forbes contributor.
• “If an entrepreneur truly believes in their gut that they have an idea and other people are saying NO, you just have to do it, you have to figure out a way to do it without requiring the help.” ~ Phil Smith
• One of the tips that Jim Essel shared with Phil was to stop worrying about what he DIDN’T do well and to focus only on what he did well. Jim also advised Phil that he believed that Phil’s big negative was that he didn’t have confidence in himself. Phil disagreed and proved it to Jim. Listen to this episode for the whole story.
• Phil shares how his values changed and how his worth increased, which led to him turning down $2.5 to $3 million dollars in acquisitions. He knew he wanted to build a small business that progressed slowly.
• Today, Phil created a business that he really loves running and is profitable. He’s able to spend time with his children and take 45 vacation days a year, all because he trusted his gut.
• Phil shares what he would tell his younger self.

Connect with Phil Smith:

• Phil’s Website
• Facebook
• Twitter
• LinkedIn

P.S. Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.”

Music produced by Deejay-O www.iamdeejayo.com

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087 | Jenna Ryan Shares Why Taking the Risk is Worth it in Business

Jenna Ryan is the CEO and co-founder of Uqora, the first-of-its-kind UTI prevention company. After experiencing what she calls “a UTI apocalypse” — eight UTIs in one year — Jenna and her co-founder, Spencer Gordon, began experimenting with ways to alleviate not only UTIs but also the stress and anxiety that go along with them. A passionate advocate for women’s health, Jenna is committed to UTI prevention research, increasing public awareness, and ultimately removing the stigma around these private, painful infections. Her singular focus is on creating healthy, safe, effective products for women that will provide sustainable relief.

Do you run from risks in your business or do you face them head-on?

As an entrepreneur, it’s pretty much a guarantee that you’ll experience some sort of risk throughout your journey. It’s how you handle those risks that will make the difference in whether those risks work out or not.

I would never encourage you to just jump blindly into anything, but I do encourage you to take the time to plan, prepare and then work hard to get ready to take a calculated risk.

This week’s guest, Jenna Ryan, formerly an employee of DocuSign, left the security of her 9-5 job to continue the growth of her company Uqora.

Jenna didn’t know whether her company would take off, but she did know that she felt completely fulfilled while working on it with her business partner. She took the time plan out her next move and ended up leaving DocuSign to work full-time on Uqora.

Uqora now provides help to millions of women who are suffering from chronic UTIs. Talk about finding your true calling and mission!

If you’ve been avoiding taking a big risk in your company and you need the encouragement and nudge to do it, then 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 Jenna Ryan for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. If You Don’t Take A Risk In Business, Nothing Changes. You might not fall, but you’ll never fly. You may hold steady, but you probably won’t break through. You won’t lose, but you won’t win, either. How do you take a gamble in business without losing everything? Click here and grab my 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 Jenna Ryan.
• Jenna shares a little bit about herself and her company, Uqora.
• When she was first starting out, Jenna had to do a lot of pitching to investors, many of who were men. Many of the men who had the venture capital didn’t understand Jenna’s vision for her products. She shares her full experience in this episode.
• One of the investment firms that Jenna pitched had a super-engaged community that may have helped Uqora, but one investment partner showed up late to the meeting and the other left half-way through. Jenna knew this wouldn’t be the right firm for her company.
• Jenna shares how she handles the big NO’s after she’s received them.
• There are things you can do to prepare yourself when you’re heading out to look for investors, and Jenna shares some of her tips!
• The most devastating NO that Jenna experienced came at a personal level, in regards to marketing her company. Jenna shares the struggles Uqora went through in order to properly market their products.
• Capitalizing on the community voice might have been the most important form of marketing that Jenna did with her company.
• Jenna’s most accomplished NO occurred while she was still working at DocuSign, and was trying to decide if staying with the security of a 9 to 5 job was the better option over pursuing and growing Uqora. She shares her full story in this episode!
• If you’ve considered striking out on your own, Jenna says, “My idea is to go do it because of course, it is always easier than you think it would be.” Don’t wait or worry about the mistakes or problems that could occur, just go do it.
• There were a couple occasions where Jenna and her business partner turned away investors because they felt like they weren’t going to be a good fit.
• The elderly population, many of whom are in assisted living facilities, struggle with UTIs very regularly. Jenna wants to help this community but had to turn them away. She shares the full, sad story in this episode.
• Jenna shares what she would tell her younger self.

Connect with Jenna Ryan:

• Jenna’s Website
• Facebook
• Instagram
• Twitter

P.S. If You Don’t Take A Risk In Business, Nothing Changes. You might not fall, but you’ll never fly. You may hold steady, but you probably won’t break through. You won’t lose, but you won’t win, either. How do you take a gamble in business without losing everything? Click here and grab my checklist, “The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.

Music produced by Deejay-O www.iamdeejayo.com

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086 | Rob Angel is The Game Changer: How to Create Extraordinary Success

Rob Angel is the creator of the uber-successful and iconic board game Pictionary. There was no business plan or go-to manual, he and his close friends simply put one foot in front of the other, loving what they were doing at every part of the journey. Then celebrated the many little victories along the way. Pictionary went on to become one of the best-selling board games of the past century, selling over 32 million games, in 60 countries, in 45 languages.

Let me give you a scenario… You’re about to go into the biggest pitch meeting of your life, are you prepared for hearing NO? Or, have you spent your time prepping your pitch?

You might be surprised to hear this, but I would encourage you to take the time to prepare for hearing NO. That doesn’t mean you go in there with a negative attitude, assuming that you’re NOT going to get the deal, it simply means that you know how you’re going to handle things if you do get a NO.

In this week’s episode, Rob Angel, the creator of Pictionary joins Success Unfiltered, to share his story from 16 to 18 hour work days to now having one of the best-selling board games.

In Rob’s first big pitch he was initially told NO, but he was prepared and ready to speak on the fly about the different ways purchasing his games could benefit the store.

Rob encourages my listeners, to not just prepare their pitch, but to prepare to hear NO and to have 5 to 8 other speaking points beyond just their pitch. Doing this will help YOU be able to shift your pitch on the fly.

If you’re ready to be a game changer in your business, then 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 Rob Angel for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Why Clients Say NO...And Why It’s NOT The End Of The World. So you made your pitch. And the client said NO. Does that mean NO forever...or just “not right now?” Let me show you 3 reasons why being rejected today doesn’t mean you won’t make the sale tomorrow. Don’t lose heart! Grab my FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

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

• Michelle introduces Rob Angel.
• Rob shares a little bit about himself and the game, Pictionary, which he created.
• There were several times when Rob was out trying to sell the game where he had to adapt on the fly. He shares one particular story that involved trying to get Pictionary into Nordstrom. It shows Rob’s ability to shift his reasoning on the fly. You’ll have to listen to hear the full episode.
• Rob believes that you need 5 to 8 different talking points any time you go in to pitch a product or service.
• Rob and his partners were shameless when it came to promoting their product. And were frequently sending their press releases to new sources to be featured.
• When Rob and his business partners were in the midst of trying to grow their product, Rob would work 16 to 18 hour days between his regular day job and then beating the pavement promoting Pictionary.
• Rob shares what he did to ensure he got a “time-out” from the work and could take a breather.
• “You have to have passion with a clear path to profitability.” ~ Rob Angel regarding his passion for his game Pictionary.
• When it came time to hold the launch party for Pictionary, Rob and his partners were working to put the finishing touches on the game, but ten days before the launch Rob receives a phone call from the printer, sharing Rob’s most devastating NO. You’ll have to listen to the episode to learn what it was.
• Despite this huge devastating NO, Rob and his partners bonded -- “Good things come from negatives,” as Rob said.
• Rob and his business partners ended up needing to host two launch parties because Rob had forgotten to invite the press to the first one. Both were a huge success, though!
• The most accomplished NO that Rob and his partners had involved Hasbro and the contract that Hasbro presented. This is a GREAT story, one you don’t want to miss!
• If times get tough, Rob recommends ensuring you have a strong network of people to talk to and look to for support.
• Another huge lesson that Rob shares it that when it comes to working with business partners and have the success of your business being the forefront, is to leave your egos at the door, and not bring them into the decision-making process.
• Rob shares a great story about how the color scheme for Pictionary was decided on and relates it to why we should leave our egos at the door.
• In 2001, Rob and his partners sold Pictionary to Mattel.
• Rob shares what he would tell his younger self.

Connect with Rob Angel:

• Rob’s Website

P.S. Why Clients Say NO...And Why It’s NOT The End Of The World. So you made your pitch. And the client said NO. Does that mean NO forever...or just “not right now?” Let me show you 3 reasons why being rejected today doesn’t mean you won’t make the sale tomorrow. Don’t lose heart! Grab my FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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085 | Melinda Emerson Shares What the Small Biz Lady Knows About Failure

Melinda Emerson, “SmallBizLady” is America’s #1 Small Business Expert. She is an international expert on small business development and social media marketing. Melinda is also the president of the Quintessence Group, a marketing consulting firm based in Philadelphia, PA serving Fortune 500 clients who target small businesses. She has published over 5000 articles on small business on her blog www.succeedasyourownboss.com. Her advice is widely read, reaching more than 3 million entrepreneurs each week online. She is a former columnist for The New York Times and Entrepreneur. She is the bestselling author of Become Your Own Boss in 12 Months, 2nd Edition, and her latest book is Fix Your Business.

Who are the five people that you surround yourself with? Are they individuals who lift you up & help you brainstorm your way through a difficult situation?

Hopefully, you said YES, that some of the people who surround you are good people who support your work.

Being an entrepreneur can be really tough, so having a tight circle of people available to lean on, is very important.

This week’s guest on Success Unfiltered, Melinda Emerson, believes that we all need a “kitchen cabinet” (as she calls it) full of trusted advisors. She even shares the top five people we need in our kitchen cabinet.

Melinda is one of America’s number one small business experts, but she didn’t get there without her fair share of failures. Her most devastating NO actually occurred because of her husband, one of her most trusted advisors, at the time.

If you’re ready to build relationships with people you can trust to help lift you up and help you muddle through the tough times, then 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 go out to Melinda Emerson for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. The Online Business World Can Be Information Overload. How Do You Stand Out? There’s unrelenting noise in the online space these days. How do you show up as you, authentically connect with prospects, and create a connection that lasts? It’s the same way you make friends “IRL.” By reaching out, being of service, and just being YOU. Sound impossible? It’s NOT! You can be an exception in a world of samezies, and my new guide “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales),” will show you how! Grab it right HERE!

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

• Michelle introduces Melinda Emerson.
• Melinda shares a brief introduction to who she is and what she does.
• The first crushing NO that Melinda experienced occurred while she was working for an NBC station in her hometown of Pittsburgh.
• “Your brand cannot be what’s on your business card. It also can’t be what’s in your pocket. Your brand has to be that you are a good person.” ~ Melinda Emerson
• It took Melinda a few years but she eventually created her own company. She realized that in order to grow her business she’d have to grow herself. She shared some of how she did that in this episode.
• The number one lesson that Melinda learned is that you need a kitchen cabinet full of 5 people who fully support you and what you want to do.
• In 2005, Melinda had successfully created a business that was thriving, her husband was even able to leave his full-time job.
• During that time Melinda was also pregnant, and it turned into a high-risk pregnancy where the doctor kept her home on bedrest. (This was before wifi was common in the home.)
• Melinda had built a business that couldn’t run without her and now she couldn’t run it, so her first business ended up failing.
• After having her baby, and praying to God, Melinda had a vision of what she wanted to do with her business. Her husband’s reaction actually led to her most devastating NO. You’ll have to listen to this episode to hear what happened!
• Melinda followed her dreams and by 2010 she was America’s most sought-after business expert.
• We all suffer from negative self-talk, Melinda shares how she remembers who she is and what she is capable of.
• “At the end of the day, none of us sell anything that’s incredibly unique. The difference is our service. The difference is how much we care.” ~ Melinda Emerson
• Melinda shares that listening to her gut is the number one way that she knows whether she should work with a brand or not. There’s more that goes into the final decision, but if it doesn’t feel right in the gut, she (or rather her team) will turn people away.
• There are three things that Melinda recommends you look for when deciding if you should work with someone. She shares them in this episode.
• Melinda shares what she would tell her younger self.

Connect with Melinda Emerson:

• Melinda’s Website
• Facebook
• Twitter
• Instagram
• LinkedIn

P.S. The Online Business World Can Be Information Overload. How Do You Stand Out? There’s unrelenting noise in the online space these days. How do you show up as you, authentically connect with prospects, and create a connection that lasts? It’s the same way you make friends “IRL.” By reaching out, being of service, and just being YOU. Sound impossible? It’s NOT! You can be an exception in a world of samezies, and my new guide “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales),” will show you how! Grab it right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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084 | Chris Cavallini Shares How He Went from Drug Dealer to Forbes Featured Entrepreneur

Chris Cavallini is an entrepreneur, philanthropist, United States Navy Veteran, speaker, and social media influencer. He is a multi-time Forbes featured personality and the CEO and founder of Nutrition Solutions, a national lifestyle brand and meal preparation company reporting over 8 figures of annual revenue. His company has high profile clientele such as New England Patriots Tight End, Rob Gronkowski, former UFC Heavyweight champion, Stipe Miocic and a huge list of WWE superstars, such as Triple H, Roman Reigns and The Undertaker.

During his turbulent youth, he was arrested 17 times prior to his 18th birthday and later served jail time for the distribution of anabolic steroids. Cavallini ultimately changed his life’s course by dedicating his life to personal development, philanthropy and using his platforms to educate people on the practical action steps and mindset needed to reach the next level.

Do you have an employee who constantly has a negative attitude? Have you thought about getting rid of them, but just can’t bring yourself to do it?

I’ve experienced those employees that constantly have a bad attitude, and I tend to refer to them as cancer within my business.

These are the employees (or contractors) that bring down the positivity or just don’t see your big vision. I know it can be hard to let them go because you rely on their work, but if you’ve considered letting them go at all, that probably means you need to let them go!

This week’s guest on Success Unfiltered is Chris Cavallini, the creator of Nutrition Solutions. Chris has an incredible story of growth and change, and he shares it all with us.

Chris also shares his story of dealing with cancer within his own business. A chef he brought on to handle the culinary parts of the business didn’t hold the same beliefs that Chris did and was not afraid to voice those negative opinions.

In this episode, Chris shares how he handled the negativity and what he did to remedy the situation.

If you’ve ever thought about firing an employee because of their poor attitude, this MUST LISTEN episode will help you overcome any fear associated with letting them go!

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

P.S. Are You An Overwhelmed Solopreneur? It’s time to start bringing in the help you need and stop your business from running YOU. But where do you start? How do you know who you need to hire, and how do you hire someone with confidence and trust? I’ve got your back! Learn how to put together the DREAM team for your business with my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business”. Click HERE and get your sanity back!

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

• Michelle introduces Chris Cavallini.
• Chris shares a little bit about who he is and what his company does.
• The first rejections that Chris experienced were when he was trying to turn his life around and go from being a drug dealer and move into the prepared food space.
• When Chris first started he was struggling to get his name out there, but by staying the course he got his message out there.
• Chris shares how he worked to shift people’s perception of him and the business he was creating.
• “Every business is essentially a customer service business and there are a lot of people doing what you do. On a continuous basis, you have to remind your customers, remind people why you're the best in town and why you're the best option for them despite many options out there.” ~ Chris Cavallini
• The most devastating NO that Chris experienced occurred when he was just getting started in his business and he was being arrested for something that had occurred 3 years prior. Chris tells the full story and how he turned everything around! You don’t want to miss this.
• By turning his life around, Chris has been able to influence so many people through his work. He got active in his community by helping homeless kids, abused kids, Veterans struggling with PTSD and more.
• This whole experience was the most devastating thing that happened to Chris but he says that it was also the turning point for him to go all in on his business.
• Chris believes that transparency is THE MOST important thing when pitching yourself to a client (or a judge, in Chris’ case).
• The most accomplished NO of Chris’ career happened because of a cook that he had brought in to develop the recipes for Chris’ service. Things didn’t work out with the cook, but you’ll have to listen to the full episode to hear what happened.
• Chris shares what he learned from having an employee with a bad attitude on his team.
• “It is better to be short of help than have shitty help.” ~ Chris Cavallini
• Chris shares what he would tell his younger self.
• Chris shares a few of his favorite personal development books.

Connect with Chris Cavallini:

• Chris’ Personal Website
• Nutrition Solutions
• Nutrition Solutions Facebook Page
• Facebook
• Instagram
• LinkedIn

P.S. Are You An Overwhelmed Solopreneur? It’s time to start bringing in the help you need and stop your business from running YOU. But where do you start? How do you know who you need to hire, and how do you hire someone with confidence and trust? I’ve got your back! Learn how to put together the DREAM team for your business with my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business”. Click HERE and get your sanity back!

Music produced by Deejay-O www.iamdeejayo.com

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Michelle’s Best Tips of the Year | Coffee is for Closers

Did you know that FITzee Foods was previously sold in The Vitamin Shoppe? It’s true!

This didn’t just happen, though. I didn’t just call The Vitamin Shoppe one day and ask if they’d sell my fresh prepared foods in their store. NO way!! They likely would have laughed in my face.

The number one reason my food made it into The Vitamin Shoppe was because I believed in the products I sold. I had confidence in my products. Which helped me when I was at a trade show and bumped into Michael, my champion from The Vitamin Shoppe.

Michael and I hit it off, and I worked hard to build a solid business relationship with Michael. I knew that my products could help take their store in a different direction and fulfill on a vision the executive team had for the brand. A direction that their competitors hadn’t yet gone in.

Once we made it into The Vitamin Shoppe, and the executives were so pleased with Michael for bringing in an ideal Company that had products that aligned with them, he was able to take full credit for his work.

It was a success for me, for Michael and of course for The Vitamin Shoppe.

That’s a super condensed version of my story, but within that story, 3 different sales techniques were used. Techniques that I’ve taught over the past 52 weeks of Coffee Is For Closers episodes.

With that said, Happy birthday to Coffee Is For Closers!!

Can you believe it? We’ve made it through 52 weeks of INCREDIBLE content that will help you grow your businesses so you can live a life of abundance without ever having to do a day of selling and without being sleazy or pushy.

In this episode, I review my favorite sales tips and secrets from the past 52 weeks!

If you’re through with fearing sales, or not asking for what you’re worth, then this episode of Coffee Is For Closers is a MUST LISTEN!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Thank you for joining us on Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. It was a great 52 weeks! Thank you for supporting and joining us.

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success & Thank you for spending the last 52 weeks with us!

Music produced by Deejay-O www.iamdeejayo.com

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083 | Bobby Cardwell Shares Why You Need a “Red Rope” Policy for Clients and Investors

In 2011, Bobby Cardwell, created Health Talks Online as a full-service web, marketing and production answer for those in the functional medicine space. The company created technology solutions via individual websites, social media integration and leveraging the various technology platforms to reach a global audience and help clients reach the masses with their important health messages, products and services.

If I told you that you could hand pick the clients you work with, and could get rid of any that you’re unhappy with… Would you keep all of your current clients, or would you let some go?

My guess is that you’d let a few of them go.

Entrepreneurs often take on each and every potential client that comes their way, never taking the time to determine whether they’re an ideal client or not. Which often means that your client roster is full of people that you’d rather not be working with. That sucks!

In this week’s Success Unfiltered, my guest, Bobby Cardwell, shares how he created a top ten list of standards (or like I call them a “Red Rope” policies) that his ideal clients or investors have to meet.

This list that Bobby and his business partner have created has proven very useful. The one time they didn’t use it, they ended up with some serious financial difficulties. You’ll have to listen to this episode to get the full story!

If you’re done taking on clients that aren’t your ideal clients, then 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 Bobby Cardwell for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. How Do You Meet Your Ideal Clients? EVERYWHERE! Here’s How You Start...

Where are your ideal clients? Everywhere you look! It’s just a matter of staying open to connections, taking action, and staying in the game! Connections happen in line at Starbucks. At 30,000 feet. At the car wash or at the gym. The opportunities are endless. You just have to take them! How do you start? Let my FREE guide show you the way to connect with anyone, anywhere--and maybe even meet your next new client! Get “3 Simple Steps To Building Business Relationships ANYWHERE” right HERE

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

• Michelle introduces Bobby Cardwell.
• Bobby shares a little bit about what his company does.
• When Bobby created his company he was told NO in many different ways. People said he’d go bankrupt and that what he was creating wouldn’t work, but that didn’t stop him. Bobby shares the full story in this episode.
• If you’re struggling with naysayers, and people telling you that you’re bound to fail, Bobby offers some incredible advice to get through this.
• When an incredible opportunity came up, Bobby and his business partner Bob, had to turn them away, because it was going to take them away from their goals. Bobby explains that aligning with their goals, of helping as many people as possible, it makes it easier to say NO to those bigger opportunities.
• Another great way to make it easier to stayed focus on your goals, is to create a top ten list of goals / standards and keep your focus on those.
• Bobby’s most devastating NO occurred when he and his business partner Bob decided to bring on a third business partner. This NO cost the company $75K and led to some financial trouble. Bobby shares all the juicy details in this episode!
• If you’re considering bringing on a business partner, be sure to do your due diligence and research them, EVEN if you are friends with them. Friends do not always make the best business partners.
• Bobby shares three additional tips for ensuring you bring on the right type of business partners.
• After the trouble with the third business partner, Bobby had to be incredibly transparent with everyone involved with his company, because it financially hit them pretty hard.
• Health Talks Online has basically been bootstrapped by Bobby and Bob and they’re proud of that. They frequently turn investors away because they want a controlling portion of the company, and their visions just don’t align with Bobby’s.
• Bobby shares what he does to avoid burnout within his business.
• Bobby shares what he would tell his younger self.

Connect with Bobby Cardwell:

• Bobby’s Website
• Facebook
• Twitter
• Instagram

P.S. How Do You Meet Your Ideal Clients? EVERYWHERE! Here’s How You Start...

Where are your ideal clients? Everywhere you look! It’s just a matter of staying open to connections, taking action, and staying in the game! Connections happen in line at Starbucks. At 30,000 feet. At the car wash or at the gym. The opportunities are endless. You just have to take them! How do you start? Let my FREE guide show you the way to connect with anyone, anywhere--and maybe even meet your next new client! Get “3 Simple Steps To Building Business Relationships ANYWHERE” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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Persuasive Techniques for Entrepreneurs and Small Business Owners | Coffee is for Closers

Do you want to know the secret to successful sales?

When it comes to sales you need an equal mix of hard work, authentic relationship building, solving your prospects problems, and then asking for the sale.

I’m sorry to disappoint you, but I’m a realist and I want you to know that the sales of your dreams are possible, but you need the right techniques.

There is no magic word or magic question that you can ask, to turn every prospect into a sale, but there are steps you can take to get you closer to the sale you so desire.

I work with a lot of accountants, and very often they unintentionally leave sales on the table because they never take that final step… Asking for the sale! Asking a client to get started!

When FITzee Foods was still open I worked my butt off to get into The Vitamin Shoppe and Costco. It didn’t just happen! I actually had to ask the buyers to buy our products and work with me!

I built up real business relationships, I showed both companies how carrying my prepared meals or protein bars would benefit them and make them stand out from competitors, and then when the time was right, I ASKED FOR THE SALE.

This single step is probably the most important, but before you can ask for the sale you have to go through the previous 6 or so techniques to ensure the prospect is right for you, and you’re right for them.

In this episode, I’m sharing 7 persuasive sales techniques that I use that will help you rock your next pitch. If you’re spending all of your time at your desk and no time out looking for sales because you’re intimidated by the sales process, then this episode will show you exactly what you need to do to get the process effectively rolling!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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082 | Pamela Slim Shares Why Rejection is Your Path to Success

Pamela Slim is an award-winning author, speaker and small business coach. She spent the first 10 years of her business as a consultant to large corporations such as Hewlett-Packard, Charles Schwab and Cisco Systems. In 2005, she started the Escape from Cubicle Nation blog, which led to coaching thousands of entrepreneurs, from martial art studios to software startups. Pam opened the Main Street Learning Lab in Mesa, Arizona in 2016, where she generates research and insight for small businesses, and companies and organizations who serve them.

How many NO’s have you heard in the last week?

Hopefully you answered, A LOT! In order to be successful in business and sales, you want to rack up as many NO’s as you possibly can. And, those NO’s do not mean you’re a failure. NO’s are just lessons on the path to YES.

This week’s guest, Pamela Slim, is no stranger to the word NO, in fact, the number one piece of advice that Pamela would tell her younger self, is to stop taking rejection personally and to keep racking up the NO.

It may seem counterintuitive to rack up NO’s, but that’s simply because you allow those NO’s to affect your confidence. Instead, you need to start looking at them as lessons you can learn from.

If you’re ready to stop fearing rejections, then 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 Pamela Slim for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into a YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

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

• Michelle introduces Pamela Slim.
• Pamela shares who she is and what she does.
• The first big NO that Pamela experienced really deflated her confidence. She had left her 9 to 5, and gone to work as a consulted for her former boss, but this positive experience led to her first big NO.
• Pamela used this experience to realize that she wanted to learn more and do better.
• “You must be very honest with yourself about where some of the areas of true shortcomings are.” ~ Pamela Slim
• Pamela attributes her change in outlook to failures, to her circle of mentors.
• There are always ways to learn more and do better in future pitches, Pamela shares three things she learned after her first failed pitch.
• Pamela’s most devastating NO happened recently in regards to a new book she is trying to write. She shares the full story in this episode.
• Even after being initially turned down by her book publisher for her third book, Pamela has dedicated herself to learning more about her clients and people so that she can add to the book.
• Don’t be afraid to ask for help! Pamela is hiring a friend who is going to help her write a killer proposal for when she goes to re-pitch the book.
• Pamela’s most accomplished NO occurred when she had pitched her first book to the book publisher. They believed it to be too “pedestrian.” Pamela shares the full story and how she turned it around, in this episode!
• Focusing on her craft, is one way that Pamela ensures she overcomes every NO she receives.
• Pamela shares a story of when she was brought in as a consultant and realized after the initial work that she wasn’t the best fit for the job.
• “You are not serving somebody if you know that you are unable to deliver what they want.” ~ Pamela Slim
• Pamela shares what she would tell her younger self.

Connect with Pamela Slim:

• Pamela’s Website
• Facebook
• Personal Instagram
• Learning Lab Instagram
• Twitter
• LinkedIn

P.S. Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into a YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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How to Have Your Prospects Persuade Themselves to Work With You | Coffee is for Closers

Imagine a world where you no longer have to be pushy, or feel sleazy when it comes to sales.

In this world, your prospects can literally sell themselves!

Sounds too good to be true, right?

Guess what!? It’s not!

This can be your reality by simply learning the subtle sales principles that Ross Jeffries has created and put in his most recent book, Subtle Words that Sell.

The very first thing you need to do is stop calling yourself a salesman or saleswoman. Instead, Ross suggests you start calling yourself a Decision Service Technician or DST, for short.

The reason this is so effective is because you should no longer be selling your products or services, but rather selling good decisions that bring about good feelings.

People are distracted and don’t want to dive into the data. They want you to activate the part of the brain that allows you to believe and suspend disbelief (kind of like I did in my first sentence).

You have to remain vague and encourage your prospect to ask any questions that come up as they go through their time with you.

But it’s not quite that simple. In this episode, Ross and I discuss his new book and the 6 subtle sales principles that he recommends you follow in order to get your prospects to start selling themselves.

We’re going to show you the exact phrases you can use to allow your prospect to convince themselves to buy. Your search for sales techniques can end today!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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081 | Justin Kitteridge Shares Why Mastering Your Pitch is SO Important

Justin Kittredge is a footwear veteran. Having worked with professional athletes and entertainers at Reebok for over a decade, Justin had more than his fair share of cultural experiences. In 2013 when he decided to step away from the big brand to create what is now the most dominant powerhouse in the sandal industry, ISlide, he kept one thing in mind, "Don't wait for opportunity. Create it." Since then, ISlide has worked with DJ Khaled, Antonio Brown, French Montana, Iskra Lawerence, Def Jam, NBA All-Star weekend, Dick's Sporting Goods, and over 20 Professional sports arenas.

Imagine going into the biggest pitch of your life and completely blowing it. How would you deal with that?

If you’re like most the of the entrepreneurs that listen to Success Unfiltered, you take that massive mistake and you learn from it, because you know failure is NOT an option around these parts.

This week’s guest, Justin Kitteridge, went into his very first big-time pitch meeting with (as he called it) diarrhea of the mouth. He couldn’t stop talking and he never once shared why he believed his company would be viable.

In fact, he just kept talking for so long, he believes the investor he was speaking with, actually fell asleep!

However, Justin didn’t take this as the end of his journey, he learned from his mistake and has now spent years refining his pitch. And, actually, he’s now going into his second round of funding, hoping to get $1M.

If you’re absolutely sick of making the same mistake over and OVER again, then 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 Justin Kitteridge for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Your Sales Pitch Went Flat. Now What? Click HERE for 5 ways to get over rejection and get back in the sales game TODAY!

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

• Michelle introduces Justin Kitteridge.
• Justin shares a little bit about who he is and what his company is all about.
• When Justin first started his business, people doubted he’d find success, simply because he’d never owned a business, only managed at Reebok.
• We all have a story of our first horrific pitch, and Justin shares his in this episode. He shares information that he’s never told anyone else (besides his wife) before.
• Justin shares how he emotionally overcame the blow of his first pitch.
• It’s been two years since Justin and his company have been trying to bring in investor money, and they’ve definitely learned a thing or two since the first time. Justin shares his top three tips for raising money successfully.
• Justin often looks to his team of investors and advisors for advice to ensure they don’t make the same mistake twice.
• Justin took ISlide to a Shark Tank audition, hoping to make it on, but knew his chances were small at first since only 1 in 40,000 people make it on.
• The whole purpose for ISlide getting onto Shark Tank was to not only get an investment but also build exposure.
• Justin shares the full Shark Tank story, but let’s just say a major disappointment, turned into a MASSIVE positive. Justin tells the full story, in this episode!
• After Shark Tank aired, ISlide ended up creating a partnership with DJ Khaled, which did so much for their exposure.
• When it comes to hiring, Justin believes that every employee will have a different personality, but have a similar DNA. Listen to this episode to learn and understand more!
• Justin shares some tips on ensuring that the people he hires are going to be a good fit.
• Justin shares what he would tell his younger self.

Connect with Justin Kitteridge:

• Justin’s Website
• Facebook
• Twitter
• Instagram
• Justin’s Personal Instagram

P.S. Your Sales Pitch Went Flat. Now What? Click HERE for 5 ways to get over rejection and get back in the sales game TODAY!

Music produced by Deejay-O www.iamdeejayo.com

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Distinguishing Between Persuasion and Manipulation | Coffee is for Closers

For any profit-oriented sales person, any tactic or technique that leads to the sale is justifiable… RIGHT?

WRONG!

Who cares if you persuade or manipulate your prospects?

THEY DO!

It’s easy to fall into the trap of “just trying to get the sale” by telling your prospect that you’re product or service can and will provide them the MOON, even if it’s a lie.

Every time I open Facebook or scroll Instagram, I’m bombarded with ads to “buy this” or “download” that. On each of these ads are things like “only 10 spots remaining” or “act now, the price goes up in 1 hour.”

Sure, these scarcity tactics get people to buy, but they’re manipulative and inauthentic. And around here we believe that authenticity is key!

When it comes to sales you want to persuade prospects to make a decision that’s best for them, not manipulate them.

Shameca loves to share with her new prospects what can happen by working with her. She’ll share case studies from previous clients and allow the potential new client to make their own decisions.

You want the client to believe that what you can do is possible, because if they don’t believe it, they won’t put the effort in and their success won’t come. Trust us! Authentic persuasion is the way to the heart of your dream clients.

On this episode, Shameca and I discussed persuasion vs. manipulation, and how to use it effectively in your business. If you’re over trying to strong arm your clients into a sale and want to start selling with ease, this episode is for you! Shameca shares some of her biggest sales tips to use persuasion in the right way.

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: https://www.thepitchqueen.com/

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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080 | Sara Brooks Shares Why Confidence is Everything as an Entrepreneur

Sara Brooks brings nearly 15-years of comprehensive media experience to her role as Founder and CEO of Covet Public Relations. Sara’s diverse background has provided her with extensive knowledge and expertise in the public relations sector where she is known as a leading expert in media relations across print, digital, and broadcast platforms.

Prior to starting her PR career, Sara was a freelance editor, writing feature travel, beauty, fashion and entertainment stories for a highly circulated regional publication. From there, she transitioned to the world of television, working in casting for MTV and later at E! Entertainment Networks in Los Angeles

In the fall of 2014, Sara founded Covet PR, setting out to create a PR agency like no other by focusing solely on CPG brands in the food, beverage, and beauty space. Sara’s relentless passion for her clients, her extensive media relationships, and her tenacious approach to getting the job done have helped to make Covet PR one of the fastest-growing lifestyle PR firms in the country.

When an opportunity is presented to you as an entrepreneur, what’s your default response? Do you let your fears take over, or do you channel your confidence and answer with a YES?

Many entrepreneurs I’ve coached over the years will often have someone offer them an amazing opportunity, but because they don’t know how to do it and lack the confidence from the get-go, they immediately decide to turn it down.

My guest in this episode, Sara Brooks, aligns very closely with the quote by Richard Branson, “If somebody offers you an amazing opportunity, but you are not sure you can do it, say YES -- and, learn how to do it later!”

Sara believes that as entrepreneurs we have to stop letting our fear get in our way, and start seizing every opportunity we’re presented with. Have confidence in yourself that if you don’t know how to do something, you’ll be able to figure it out later!

If you’ve ever struggled on whether you should say YES to an opportunity or not, this episode is a MUST LISTEN 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 Sara Brooks for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Why Do Most Business Strategies Fail? It’s not because they don’t work. It’s because you’re not READY for them to work. Before you can succeed, you’ve got to believe in yourself. And most of us don’t know how. But that’s all about to change! Let me show you my 3 best mindset hacks to help you raise your vibe, shift your thinking, and ultimately ROCK your business. Grab your copy right HERE and start believing in yourself, for REAL this time!

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

• Michelle introduces Sara Brooks.
• Sara shares a brief synopsis of who she is and what she does.
• Sara did not come from an entrepreneurial family, so when she stepped into being an entrepreneur she didn’t have a “handbook” to guide her. She believes in the “fake it till you make it” mindset.
• The biggest NO that Sara experienced when Covet PR was new, occurred because they didn’t have a NY office. Listen to this episode for the full story.
• When it comes to hearing NO, Sara takes each NO as a learning experience, she’s able to ask herself and her team, “What could we have done differently?”
• Sara believes that when you’re struggling with the dark days of entrepreneurialism, the best thing you can do is surround yourself with a strong network of people who have been through similar situations.
• Sara shares an exciting announcement about her and her company!
• After working with a beauty company for over two years, they decided to leave Covet. Sara shares the full story in this episode (hint: the story has a happy ending)!
• Sara shares her top three lessons from losing this beauty client.
• “You can't have an ego in this field because, if you have an ego, you will constantly be disappointed.” ~ Sara Brooks
• When you have an agency, there isn’t one person who is responsible for major losses. Sara believes that no matter what, you pick yourself back up and try again.
• Through it all the YES’s and the NO’s, Sara wants to be a great example for her daughter. So, she gets up and works hard every day.
• Sara shares a story of when Covet decided to turn away business because the company wasn’t comfortable with how Covet billed and their retainer rates.
• As a rule, Sara does not negotiate.
• Sticking to your rates can be tough in the beginning of your business. Sara shares how she handled pricing herself when she first started out.
• Sara has always been able to capture an audience, but being a talk show host wasn’t necessarily in her future. Sara shares the full story in this episode!
• Sara shares what she would tell her younger self.

Connect with Sara Brooks:

• Sara’s Website
• Instagram
• Facebook
• Twitter

P.S. Why Do Most Business Strategies Fail? It’s not because they don’t work. It’s because you’re not READY for them to work. Before you can succeed, you’ve got to believe in yourself. And most of us don’t know how. But that’s all about to change! Let me show you my 3 best mindset hacks to help you raise your vibe, shift your thinking, and ultimately ROCK your business. Grab your copy right HERE and start believing in yourself, for REAL this time!

Music produced by Deejay-O www.iamdeejayo.com

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The 6 Principles of Persuasion | Coffee is for Closers

I love meeting and getting to know people, so it’s no surprise that the major thing that works in my favor is building KNOW, LIKE and TRUST factor with people.

That know, like and trust actually worked in my favor, in a BIG way!
When FITzee Foods was still open, I spent a good deal of time courting investors and bigger businesses, trying to either get us on the shelves or get investments to keep our doors open.

One of my proudest moments was when The Vitamin Shoppe decided to bring FITzee Foods into their stores. Fresh food in a supplement retailer is no easy task to take on! This was a massive project and a massive win!

They didn’t choose FITzee Foods because of our HUGE revenue. At the time, we were only a 1 million dollar business, but I had worked hard to get to know the right people at The Vitamin Shoppe.
I built that Know, Like and Trust factor.

In fact, I beat out a multi-million dollar company for the space on their shelves, all because of the relationships I’d built.

People buy from people, not the revenue.

On this episode, I'm talking about the 6 principles of persuasion and how to use them in your business to skyrocket your sales and revenue. Does the thought of having to persuade one more person to work with you have you crying in your soup? Don’t let a prospect pass you by because you weren’t sure how to persuade them to work with you. Let me teach you the authentic art of persuasion!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: https://www.thepitchqueen.com/

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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079 | Brandon Bruce Shares His 24-Hour Whiplash of Disappointment

Brandon Bruce grew up in a tiny California town of 800 people where he only had one classmate at a school using outhouses as their bathroom. He went from these humble beginnings to now co-founding and growing Cirrus Insight to $12 million in revenue and was ranked #41 on the Inc. 500 list (after a six-year rollercoaster of success and setbacks).

When was the last time that you allowed the stress of your expectations dictate the decisions you make in your business?

If you’re like a lot of entrepreneurs, you probably said that you do this a lot. Trust me, I understand, but by doing this you are holding yourself back from so many incredible opportunities.

This week’s guest, Brandon Bruce, co-founder of Cirrus Insights shares how the gap between your expectations and what actually happened can be so frustrating.

Brandon and his business partner, Ryan, had been approached by an investor whose money would help take their business to the next level. Brandon and Ryan began spending the money as soon as a VERBAL agreement had been agreed upon.

However, within 24-hours, that YES changed to a big NO!

Despite the negative effect this had on their business, Brandon and Ryan were able to look at the reality of the situation and keep hustling, until the next investor came along.

Are you tired of living in the gap between the expectations and reality, then 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 Brandon Bruce for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Objections In Sales are NOT Rejections. If your prospect is hesitant, it doesn’t mean the deal is off. How do you handle objections and turn them into sales? Click HERE and learn 5 ways to turn hesitant prospects into happy clients!

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

• Michelle introduces Brandon Bruce.
• Brandon shares a brief synopsis of who he is and what he does.
• Early in his business, Brandon and his partner had verbally signed a deal for $500K, which they lost almost overnight. He shares the full story in this episode!
• This was a frustrating time for Brandon, because they were in startup mode and wanted to get things moving, but what it required was Brandon’s patience.
• One thing that has made the the highs and lows easier for Brandon and his business partner, is having each other to lean on. They keep each other balanced.
• Brandon advises that in order to succeed in business, you need to get used to getting pummeled in the face with NO’s, because once you do, you’ll be cruising down the beach, having a great time.
• A big way that Brandon does to keep himself from falling into major funks is exercising. He enjoys long, rhythmic bike rides.
• The biggest NO’s that Brandon and Ryan (his co-founder) have to deal with are losing the talented people they hire to work with them. These individuals go on to start their own companies, which leaves Brandon searching for the next best replacement.
• There was one particular employee that Brandon and Ryan lost, that was very intelligent and talented, and could do the work of 10 people. When they lost him, it left a large void to fill.
• The most accomplished NO that Brandon experienced happened when he and Ryan were trying to get banks, healthcare or anything else that deals with personal information, to start using their product. Many of those companies were concerned with whether they had enough security. Brandon shares a story of going through this with a bank that he and Ryan had been excited to work with. Tune in to hear it!
• Brandon’s motto is “The answer to any customer question is always YES.” He explains why in this episode!
• A few years back Brandon and Ryan acquired a product that would act as a tool to connect Google Drive and Salesforce, but it ended up causing them to lose money. Unfortunately, they had to let their customers know that they would NO longer be making updates to the app, but that it would be free. Listen for the full story!
• Brandon shares what he would tell his younger self.

Connect with Brandon Bruce:

• Brandon’s Website
• LinkedIn
• Cirrus Insight Twitter
• Cirrus Insight Instagram
• Cirrus Insight Facebook

P.S. Objections In Sales are NOT Rejections. If your prospect is hesitant, it doesn’t mean the deal is off. How do you handle objections and turn them into sales? Click HERE and learn 5 ways to turn hesitant prospects into happy clients!

Music produced by Deejay-O www.iamdeejayo.com

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7 Commandments of a Powerful Brandshake | Coffee is for Closers

Over the years, networking has gotten a bad name. And you know what? I’m over that.

Nobody likes going to huge events, getting lost in a sea of strangers, and feeling like you have to gladhand everyone in the room.

But what people don’t really get is how powerful networking can be. If you’ve spent any time here with me at The Pitch Queen, you’ve heard me get quite passionate about it!

That’s why I made it my mission this May to show you that networking isn’t what you’ve been told. It’s an old-school idea, but it translates into this century perfectly…

If you give it a new spin, that is! And I’m doing more than that...I’m giving it a new NAME.

Ladies and gentlemen, I give you the “Coopportunity Event.”

Why “coopportunity?”

Because it describes what in-person events are all about: an opportunity for a mutually beneficial connection.

It’s NOT about selling. It’s about connection, sharing, and serving. It’s about showing up from a place of service, and leaving with a few genuine connections that benefit both parties.

Sounds like a lot more fun than the old-school alternative, doesn’t it?

On this episode, I’m redefining networking not just in name, but its strategy. I’m sharing my NEW 7 Commandments of Coopportunity Events, designed to help you reframe old ideas, let go of resistance, and bring networking into the 21st century!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: https://www.thepitchqueen.com/

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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078 | Jenna Phillips Ballard the Original Unicorn

Jenna Phillips Ballard began her career in 2006 as a certified personal trainer and life coach for celebrities and has been featured on Dr. Phil and The Doctors. Halfway through her career, she realized that she had a bigger calling.

She’s on a mission to motivate and inspire as many people as possible to become leaders and make this world a better place. She discovered the power of Self Love when she made a full recovery from brain damage after waking up from a coma in 2000. Her commitment to making a full recovery depended solely on how she thought of herself, and she realized that her purpose is to empower others to break through their limiting beliefs and create an unforgettable life.

In 2016, she co-founded Ascension Leadership Academy with her husband and together they have coached hundreds of people into their greatness. She is also the founder of Unicorn University - an online membership community where women never spend another day being beige, broke, or behaved.

How many ideas for your business have you let pass you by, without taking any action?

If I had to guess, you probably allow 90% of your ideas to slip right on by, and that needs to stop. The time to take action is NOW, not when you feel “ready.”

This week’s guest on Success Unfiltered, Jenna Phillips Ballard, firmly believes the in the saying, “Don’t Wait. Start now,” and has used it to fuel the momentum in her business.

When Jenna was 17 years old, she experienced a head trauma accident which left her in a coma, and with brain damage. When she awoke, her doctor didn’t believe that she’d ever be able to finish high school.

Jenna never allowed these negative thoughts cloud her determination to succeed. Jenna dedicated herself to graduate on time.

It is all about the mindset and how you look at each event that occurs in your life. It’s time to stop thinking that you’ll have more money, more time or an original idea. Instead, take action NOW on what you do have and have control of!

If you’ve ever put a dream business idea on hold because you don’t think you’re ready, then 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 Jenna Phillips Ballard for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. You Don’t Have to Risk it All. But You DO Have To Take A Risk. Want to be an innovator in your industry? Take a chance. Want to be a leader in business? Take a risk. Want to stop living a life of “what if” and find out just how far you can go in your business? Take a risk! A CALCULATED risk, that is! Click here and grab 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 Jenna Phillips Ballard
• Jenna shares a little bit about who she is and how she got to where she is today.
• There is NO bookmarked NO that Jenna received that got her to where she is, and she believes that is because she just shifts and flows with whatever happens.
• It was when Jenna decided to let fitness go, and to stop commuting to LA regularly, that she was fully able to dedicate herself to getting her online program off the ground.
• “What's really powerful as entrepreneurs is the opportunity for us to kick our own butts, otherwise it's not going to get done.” ~ Jenna Phillips Ballard
• Jenna shares that so many entrepreneurs don’t make it because they give up right before they’re about to succeed. But creating your success all comes down to mindset, according to Jenna.
• This strong driven mindset comes from when Jenna had a traumatic accident, where she was left with brain damage, but she did not let that stop her.
• Jenna shares a few tips on how to truly commit to yourself, so that you can come out with success on the other side of your struggle.
• One of the most devastating NO’s that Jenna ever received was when someone she trusted did something that was completely unexpected and broke her trust. She shares more in this episode.
• This situation is what led Jenna to dedicate herself full-steam ahead to creating Unicorn University.
• A big part of Jenna’s messaging is that everything happens for us, not to us. She used this philosophy to overcome the anger she was feeling from being betrayed. But, by using her platforms on Facebook and Instagram, she was able to realize that she gets to be empowered and inspired, rather than be a victim.
• The biggest catalyst in Jenna’s life, she says, is when she was recovering from her head trauma accident. She doesn’t remember everything from this time, but one particular doctor’s appointment stands out - she shares the full story in this episode!
• When people don’t believe in Jenna, or tell her that she shouldn’t do something, it drives her to do exactly the opposite. She attributes much of her success to this mindset!
• Jenna shares her practice of creating 10 laws that define your purpose and then using those to drive your life’s work.
• Jenna shares a story about a couple that she and her husband were friends with. They ended up being scam artists and stole money from other people. This led Jenna to notice all the red flags she had missed. She shares these red flags in this episode.
• Jenna shares what she would tell her younger self.

Connect with Jenna Phillips Ballard:

• Jenna’s Website
• Facebook
• Instagram

P.S. You Don’t Have to Risk it All. But You DO Have To Take A Risk. Want to be an innovator in your industry? Take a chance. Want to be a leader in business? Take a risk. Want to stop living a life of “what if” and find out just how far you can go in your business? Take a risk! A CALCULATED risk, that is! Click here and grab my FREE checklist, “The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.”

Music produced by Deejay-O www.iamdeejayo.com

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Networking with Influencers | Coffee is for Closers

Ross Jeffries was flying first class from LA to London. And wouldn’t you know it? Right next to him was none other than one of his all-time favorite actors, the inimitable Nicolas Cage…

Now, it’s true--Ross could’ve had a fanboy moment. But instead of scrambling and stressing for the perfect opening line, that opening line actually created itself!

Turns out that Mr. Cage had a penchant for superhero stories, and noticed that Ross just happened to be wearing a Green Lantern ring...

And just like that, our friend Ross found common ground with a Hollywood star. He established rapport, started a conversation, and wound up having a rip-roaring superhero discussion on an international flight.

ALL because Ross treated an international celebrity like an everyday person!

That’s the thing--you never know when you might be face-to-face with your biz-crush, favorite celebrity, or rockstar influencer. Will you be ready?

You don’t have to have a well-rehearsed line. All you really need to do is be yourself, create a genuine connection, and remember that no matter how big you might think someone is, they’re still as human as you are!

Sound like too much? Trust me, you CAN do it, and Ross and I will show you how in this episode. Don’t miss any opportunities to connect with anyone--be ready at a moment’s notice to have a conversation with everyone from your celebrity biz-crush to an A-list hollywood star!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: https://www.thepitchqueen.com/

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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077 | Top 3 Tips About Financing A Venture from Kevin Harrington from Shark Tank

Kevin Harrington has been a successful entrepreneur over the last 40 years. He is an Original Shark on the ABC hit, Emmy winning TV show, “Shark Tank.” He is also the Inventor of the Infomercial, As Seen On TV Pioneer, Co-Founder of the Electronic Retailers Association (ERA) and Co-Founder of the Entrepreneurs’ Organization (EO). Kevin has launched over 20 businesses that have grown to over $100 million in sales each, has been involved in more than a dozen public companies, and has launched over 500 products generating more than $5 billion in sales worldwide with iconic brands and celebrities such as Billy Mays, Jack Lalanne, Tony Little, and George Foreman. The true value of Kevin is not only the 40 years of his knowledge of building businesses but also what he can do for other companies in many industries with his global Rolodex and his ability to solve problems. To learn more about Kevin, please visit www.KevinHarrington.tv.

Do you consider yourself curious? Are you someone who spends their time exploring and learning new ideas, or are you happy to do the same thing day after day?

This week’s guest, Kevin Harrington, one of the original Sharks, believes that curiosity is the key to any business growth. He is a hugely successful entrepreneur and he attributes all of his success to the curiosity that his father, his mentor, instilled in him.

Kevin never sits around waiting for a new deal or new product to come to him, he goes out there, travels all over the country to different trade shows, looking for the next new thing.

Dive deep into curiosity overload. Never stop learning and questioning things which allow curiosity to be the main driver of your business.

If you’ve ever wondered what led to the massive success of Kevin Harrington, then 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 Kevin Harrington for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Do You Freeze Like A Deer In Headlights When It’s Time To Ask For The Sale? If you know that you can change someone’s life with your product or service, but you can’t bring yourself to ask the big question, this is for YOU! Don’t let fear stop you from sharing your gifts and changing people’s lives! Click here for “5 Ways To Close More Deals (And Change More Lives)” and start asking with confidence and consistency TODAY!

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

• Michelle introduces Kevin Harrington.
• Kevin shares that despite having a business that was making $50M a year, $5M of which was profit, banks still did not want to extend him a line of credit.
• In order to get the financing he needed, Kevin needed to hire someone to teach him how to speak with bankers in a way that would get him financing.
• Kevin shares that financing isn’t about how good your business is doing, it’s all about how well you communicate your vision and your plan for payback.
• Kevin shares three things that improved the way he spoke with financial institutions.
• One of the biggest struggles that Kevin sees in aspiring entrepreneurs is “Selfish Entrepreneur Syndrome.” He shares what that is, in this episode!
• Are you familiar with the company, Beachbody? It’s creator, Carl Daikeler worked for Kevin and was a visionary entrepreneur. Kevin believes that his biggest NO happened because he missed out on the chance of being a part of Beachbody. Listen to hear the full story!
• Kevin shares how having curiosity overload, and never waiting for deals to come to him has led to his massive success.
• Michelle asks Kevin how he keeps himself from getting burnt out and Kevin shares that he loves to keep things mixed up in life and in business, so that he remains energized and alert.
• The biggest mistake that Kevin ever made was not adopting the continuity model in his business sooner. They targeted big purchases from lots of different individuals, thankfully that has since changed in Kevin’s business.
• It took Kevin years to get to the continuity model and it cost his business hundreds of millions of dollars. See, even hugely successful entrepreneurs experience massive mistakes!
• Kevin shares what he would tell his younger self.

Connect with Kevin Harrington:

• Kevin’s Website
• Facebook
• Twitter
• Instagram
• LinkedIn

P.S. Do You Freeze Like A Deer In Headlights When It’s Time To Ask For The Sale? If you know that you can change someone’s life with your product or service, but you can’t bring yourself to ask the big question, this is for YOU! Don’t let fear stop you from sharing your gifts and changing people’s lives! Click here for “5 Ways To Close More Deals (And Change More Lives)” and start asking with confidence and consistency TODAY!

Music produced by Deejay-O www.iamdeejayo.com

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How to Nail Your Elevator Pitch | Coffee is for Closers

If you’re like many of us, the term “elevator pitch” makes you cringe almost as much as the word “sales.”

It feels uncomfortable. Like you’re both oversimplifying and undervaluing what you do. Sometimes it even feels sleazy.

But if your elevator pitch is honest, impassioned, and on point, it can work some real magic in your business.

A while back, I met a guy named Manny at a networking event. Just after the exchange of names, he asked the obligatory question, “What do you do?”

I could’ve gotten tongue-tied and nervous. But instead, I had an answer. And even though he wasn’t an ideal client, he was intrigued enough to keep the convo going. What happened next?

He introduced me to new prospects that I could interview for my podcast, Success Unfiltered. I also learned that he ran a non-profit organization for orphans. And I was so inspired that I made a heartfelt donation to support his cause.

All because I knew how to answer the dreaded question, “What do you do?”

That’s the power of a strong “brandshake” (my new term for “elevator pitch)!

Creating the perfect pitch doesn’t need to be painful. And it’ll help you share what you do, get a conversation going, and ultimately grow your network (and your business)!

How do you do it without resorting to cringeworthy words? This episode will give you a NEW attitude (and a new name!) for an old idea. Let me show you how to put that elevator pitch stress behind you--for good!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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076 | Lee Selman Goes From Business Death to Success

Lee Selman is co-owner of Paleo Treats, a dessert company that sells and ships Paleo (gluten/grain/dairy free) desserts all over the world. Lee brings a wide experience base to her work at Paleo Treats. She is a working artist under the name ManRabbit, a practitioner of the Filipino martial art of Kali, and a former camel handler for the largest camel farm in the world. Lee has an extraordinary ability to connect with people, has an eye for the unusual and compelling, and a love of adventure and exploration.

Have you ever experienced a heavy NO? A NO when there’s absolutely nothing you can do anything about?

It might be tough to think about but the NO’s like losing a spouse or the death of a parent. But these are some of the most devastating than any other NO you might experience.

This week’s guest, Lee Selman, shares her story of losing her business partner when they were at the very prime of their business. After his death, Lee allowed her inner voice to guide her and let her resilience build so that she could create a life and business she was passionate about.

After a few more failed businesses, Lee went on to create her now successful business, Paleo Treats. Lee saw a need for these healthy Paleo treats to be in Starbucks stores, which eventually led to the cease and desist letter she received. Don’t worry, she shares the full story in this episode!

If you’ve ever experienced a heavy NO and you’re just not sure how to move forward then listen to Lee’s story in this MUST LISTEN 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 Lee Selman for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Entrepreneurs, Do You TRULY Believe In YOU? You know that you have to believe in yourself. So tell me, have you done that yet? If you said NO, you’re not alone. The truth is that you are the most important asset your business has...but you’ve probably invested a lot more in strategies, websites, and leads than you have in serious self-love. That’s all about to change. Learn my 3 simple steps to shift your vibration, upgrade your mindset, and become your own biggest fan with my FREE guide, Believing In Yourself (For REAL This Time)! Don’t wait to give your business the solid foundation for success that it deserves--YOU!

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

• Michelle introduces Lee Selman.
• Lee takes a few moments to introduce herself.
• The Universe will provide us with the NO’s we need to head in the right direction, even if they feel heavy and scary in the moment, say Lee.
• Lee has created 10 different businesses, all of which ended in failure in some way, except for Paleo Treats.
• The most crushing NO that Lee experienced was when she was nearly turned down the ability to work on a camel farm, which is where she met a nomad that later became her partner in one of her businesses. You’ll have to listen to the full episode for the story, it’s so good!
• Losing her partner led Lee to to lose everything within the business. It ended up in arbitration, so she had to fall back on waiting tables to keep her life afloat.
• “I feel that these heavy NO’s work something inside of you, it's a certain resilience where you just learn to get through it.” ~ Lee Selman
• Lee shares a couple of stories about her other businesses that have failed.
• Another devastating NO for Lee had to do with her Paleo Treats company and Starbucks. Trust me, you definitely want to hear this story!
• Lee believes in growing her business organically and never compromising what she and her partner believe in.
• If you are looking to lift your spirits, Lee recommends listening to podcasts or videos with people who have found success through massive failure.
• Some of the toughest NO’s that Lee has had to deal with comes from investors that turned Paleo Treats down. However, looking back Lee knows that it is almost always for the best.
• “It's an accomplishment to stay true to your vision, stay true to your roots.” ~ Lee Selman
• A very prominent investor wanted to invest in Paleo Treats, but they wanted to add fillers into the core recipe. This is against what Lee and her partner believe, so they turned him down, despite how much it could have helped them grow down the line.
• Lee shares a couple things you can do when you are faced with a tough decision with your business.
• Lee shares what she would tell her younger self.

Connect with Lee Selman:

• Lee’s Website >> use code PITCHQUEEN10 to save 10% off your order of Paleo Treats
• Facebook
• Twitter
• Instagram

P.S. Entrepreneurs, Do You TRULY Believe In YOU? You know that you have to believe in yourself. So tell me, have you done that yet? If you said NO, you’re not alone. The truth is that you are the most important asset your business has...but you’ve probably invested a lot more in strategies, websites, and leads than you have in serious self-love. That’s all about to change. Learn my 3 simple steps to shift your vibration, upgrade your mindset, and become your own biggest fan with my FREE guide, Believing In Yourself (For REAL This Time)! Don’t wait to give your business the solid foundation for success that it deserves--YOU!

Music produced by Deejay-O www.iamdeejayo.com

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How to Rock Your Next Networking Event | Coffee is for Closers

What are some of the biggest complaints I hear from sales people and entrepreneurs about getting out there and (gulp!) networking? They often come down to the words...

What am I going to say? How do I start a conversation? What if I get stuck in a conversation that I can’t get out of?

And worst of all...what do you do when that awkward silence kicks in?

So fear, dread, and assuming the worst things that keep you from getting out there. And possibly meeting the person who might change your business. (Or even your life!)

Here’s the truth: you don’t have to have the perfect opening line. You can make connections just by being yourself. You can gracefully exit awkward conversations without offending anyone, and you can set your focus to naturally draw in the right connections.

And of course, you can do all of this without scripting a single word!

On this episode, the ever-awesome Shameca Tankerson and I share how to slay your next networking event, with no “stage fright” or stress required!

Sure, there’s a strategy to it. But at the end of the day, networking is less about what you say and more about how you show up.

It’s about making genuine connections without worrying about forgetting your lines.

Let us show you the way to genuine, stress-free networking so that you can get out there starting right NOW! Because you never know who is out there, just waiting to change your business...don’t let them down by not showing up!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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075 | Douglas Vigliotti Shares What To Learn from Angry Customers

Douglas Vigliotti is a writer, speaker, and consultant. He's the bestselling author of The Salesperson Paradox and host of It's Not What It Seems, a podcast to inspire open-mindedness. He's the Managing Member of groundupSALES, a strategic selling partner for small business owners. With over twelve years of customer-facing experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson—he's always been a well-documented top performer. He strongly believes simplicity is the secret to reproducibility, engagement, and performance.

Are you working ONLY with your ideal clients, or are you taking on every client that comes your way?

In the beginning of any business, we get excited and start taking on any and all customers that come our way, but if you don’t set boundaries in regards to who you will and won’t work with, you’re going to end up working with clients that leave you feeling resentful.

This week’s guest, Douglas Vigliotti, joins Success Unfiltered to share how he’s employed the sales technique, “sales prevention.”

Douglas looks at the long-term strategic implications of working with clients that aren’t ideal. By using sales prevention, and setting up his boundaries early, Douglas now ensures that every client he works with is a dream client.

If you’re not familiar with what “sales prevention” is and the positive impact it can have on your business, then 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 Douglas Vigliotti for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? 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 Douglas Vigliotti.
• Douglas shares a brief summary of who he is and what he does.
• The first crushing NO that Douglas experienced happened while he was working for ADP, a payroll services company.
• At the time, Douglas had a “me first” mentality which led to some sales trouble. He shares the full story in this episode.
• Douglas shares three ways that he overcame the “me first” mentality.
• “It’s important to get to NO. Understanding that NO’s are points on the natural learning curve of selling whatever you’re selling.” ~ Douglas Vigliotti
• When Douglas left ADP, he decided to work for another individual in software sales. This opportunity didn’t last long because of some behind the scenes things that happened. However, being let go from this company, propelled Douglas to begin pursuing his healthcare sales career, something he’d been wanting to do for awhile.
• Douglas advises that if you hear a NO, the best thing you can do is take a step back and plan out your next move.
• Douglas believes that simplicity aids in reproducibility. He explains what he means in this episode!
• A fear-risk analysis is the tool that Douglas uses to evaluate what his clients are afraid of and what the risk involved with that fear is.
• Douglas shares that his most accomplished NO came from being recruited for the software sales job. Through that NO, he learned that failure isn’t fatal.
• Douglas turns people away and tells prospects NO all the time. He knows who he firmly wants to work with and will only work with those ideal clients.
• For those that are afraid to turn business away, even if it isn’t ideal, Douglas shares some amazing wisdom.
• Douglas shares what he would tell his younger self.

Connect with Douglas Vigliotti:

• Douglas’ Website
• Douglas’ Book
• Facebook
• Instagram
• LinkedIn

P.S. It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? 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

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Networking 101 | Coffee is for Closers

You’ve always heard that it’s not what you know but WHO you know. Of course, the best relationships are two-way streets.

That is the goal of in-person business networking. You establish real-life connections and create win-win situations. And I had a big-time win-win happen for me at an event a few weeks ago.

It was an event called Secret Knock. When I got there, I ran into a young man named Eric. I started a conversation, thinking that I’d make a new connection and share my expertise. We started chatting away and hit it off.

I had mentioned I’m looking for unique guests for my podcast, Success Unfiltered! He knew Kevin Harrington, a Shark Tank original. I figured I’d try my luck at connection, as I knew he’d be a perfect fit for a guest spot on my podcast.

But I had no idea what was about to happen…

I mentioned that I pitched on Shark Tank. He asked me if I knew Kevin Harrington. Turns out my new friend Eric was a friend of the famous former Shark. So I asked if he’d introduce me.

Not only did Eric say YES...he also said, “Let’s do it right NOW!”

So Eric shot a quick selfie video so I could say my “hello.” Then he texted the video to Kevin Harrington himself, and copied me on the text.

Not only did I meet my person of interest, I got his cell phone number. All because I took the time to chat with someone new in the spirit of service and connection.

And guess what? This past week I got my interview with Mr. Harrington himself!!

Networking is priceless. You never know who you might meet. And that one person that you casually strike up a chat with just might change your business!

But what if you hate the idea of trying to make a connection in a room full of strangers? What if you’re so freaked out about real-time convos that you always stay home?

Don’t let fear cheat you out of making a potentially life-changing connection! On this episode, I show you how to make a plan, perk up your courage, and get out there with confidence.

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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074 | Jasmine Star shares how to out write & out shine anyone!

Jasmine Star is a photographer and business strategist from Newport Beach, California. She dropped out of law school to pursue her dreams of being a photographer. In less than three years, she built an internationally recognized and award-winning business. In addition to growing her business, Jasmine began consulting with business owners on how they could use social media to build a brand and grow their businesses.

What goals or dreams do you have brewing in your subconscious that you never allow to come to the surface because you’re terrified of failure?

I’m willing to go out on a limb, and guess that there are quite a few of you who have brilliant ideas that you’ve never spoken out loud because of this fear.

I get it! I’ve been there, and so has this week’s guest, Jasmine Star.

Jasmine dropped out of law school to pursue photography, and had absolutely NO experience. However, she knew she was miserable in law school, and knew that photography made her happy, so remaining in law school was not an option.

Later on in her business, after learning that half of her team was working for a competitor, that was creating an almost identical product to what Jasmin was working on, Jasmine thought she was done and ready to close up shop. This left her devastated, and she had NO idea how to keep going.

A pep talk from her husband and business partner, and a deep tissue massage in Koreatown in NYC, helped her see that everything was going to be okay. She stopped fearing failure and decided to tackle a new project, which has led to the success Jasmine has now experienced.

If you’ve ever put your dreams on hold because you’re afraid you might fail, 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 Jasmine Star for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. What Does It Mean When Your Client Says NO? A NO in sales doesn’t mean quit. It doesn’t mean you’re not good at what you do. It’s a golden opportunity to up your game and come back strong! Click HERE and learn 3 ways to use sales rejections to your advantage!

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

• Michelle introduces Jasmine Star.
• Jasmine shares a quick overview of who she is and what she does.
• The longer you’re in business the tougher the NO’s get, as there’s more on the line, but the most crushing NO in Jasmine’s career happened her first year in business.
• In order to create a life of freedom Jasmine decided to become a photographer, her first NO was given to her by parishioners of her father’s church. She shares the full story!
• “The worst day as an aspiring entrepreneur is better than a day working for somebody else.” ~ Jasmine Star
• Jasmine shares three things she learned from hearing her very first NO.
• In May of 2017, Jasmine was working with her team in NYC on the verge of a huge launch.
• While Jasmine had been working to launch her product, three of her team members had been working with a competitor, helping them to launch a similar product.
• This led to Jasmine’s most devastating NO, which also ended up being the best thing.
• Jasmine shares a few red flags she should have noticed when some of her team was working for the competitor.
• Back in 2007, Jasmine received her most accomplished NO. The NO that led to the turning point in her life.
• This NO, led to Jasmine realizing she was a strong and powerful business owner who would excel at anything she put her mind to.
• “Every time you do something different or great, you get negativity.” ~ Jasmine Star
• People will always have opinions, it is up to us to determine whether there is any truth to those opinions.
• When you see that kernel of truth, you have to determine what you can do to fix that truth - then nothing can stop you.
• Jasmine knows that she will outwrite, out video, and out shine because she just keeps working and never gives up.
• Jasmine shares what she would tell her younger self at different iterations of her life.

Connect with Jasmine Star:

• Jasmine’s Website
• Facebook
• Instagram
• Twitter

P.S. What Does It Mean When Your Client Says NO? A NO in sales doesn’t mean quit. It doesn’t mean you’re not good at what you do. It’s a golden opportunity to up your game and come back strong! Click HERE and learn 3 ways to use sales rejections to your advantage!

Music produced by Deejay-O www.iamdeejayo.com

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Is Fear of Success Sabotaging Your Sales? | Coffee Is For Closers

Is Fear of Success Sabotaging Your Sales? It might sound crazy, but think of it this way…

• What if success just means change?
• What if success brings you more attention (and more haters)?
• What if you become successful but then lose it all?

Worst of all, what if you’re so afraid of success that you get in your OWN way? Sounds like a ridiculous question, I know. But not too long ago, I had a client who answered it for me. And I realized that what she was dealing with was an under-the-radar issue for countless entrepreneurs.

This client reached out to me because her business had stagnated at an income of $3,000 a month. Her dream was to triple that income, but for whatever reason her numbers weren’t budging.

But the more we talked, the reasons became crystal clear.

Turns out that she wasn’t afraid of being rejected in sales. She was afraid of SUCCEEDING.

Staying where she was was just too comfortable. The goals she was setting seemed utterly unrealistic to her. And as for the idea of actually hitting those goals? Terrifying.

Fear of success had taken over her business, and without her knowing it. And I guarantee that she’s NOT the only one affected by this sneaky yet rock-solid roadblock.

But where does this bizarre fear come from? Why does it affect everyone at some point, no matter how successful they’ve been in the past?

And is there a way to recognize it and nip it in the bud before it backhandedly stalls your success?

That’s where Holistic Sales Strategist and Neuro-Linguistic Programming rockstar Gretchen Mall comes in!

On this episode, Gretchen and I take on the sneakiest and most insidious reason why people talk themselves out of the sale--and what you can do to ensure that fear of success never stops your quest for your sales goals again!

Don’t let this silent sales killer steal your success.

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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073 | Mike Watts Lost $1.4M Which Lead Him to Work with Daymond John

In 2005, Mike Watts made his official escape from corporate America when he resigned from a very comfortable position in Public Relations with a large utility company to pursue a great product launch that would eventually make him a millionaire. Mike and his family worked full-time to develop, package, brand, manufacture and market an amazing aftermarket Grass Trimmer Head they named the PivoTrim. He grew that brand into the #1 selling product line in its category. By 2012 and with full market penetration and a plateau in growth, the Watts crew sold their enterprise for over $6 Million.

When was the last time you failed at something? Now, when was the last time that you looked at that failure in a positive way?

I believe that in every challenge we face, there lies an amazing opportunity on the other side. The problem is many of us don’t take the time to find that opportunity. Instead, we dwell on the negative and everything we think it means we fail, or someone tells us NO.

This week’s guest, Mike Watts, is a master pitchman and yet he has still experienced some massive blows to his business. Think: Having Walmart remove your products from their shelves.

However, every time he experiences as massive hit, he doesn’t let it get him down, he looks for the ways he can grow and improve his business. He dives deep and starts looking for that opportunity!

If you’re sick of the negative BS you tell yourself when you hear a NO, or experience some pretty big failures, then 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 Mike Watts for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.”

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

• Michelle introduces Mike Watts.
• Mike shares a brief introduction to who he is.
• The biggest NO that Mike and his company ever heard came from Walmart. He shares what happened and how he overcame this NO, in this episode.
• Hearing NO from Walmart led to one of Mike’s biggest wins, which came from a pitchfest at Home Depot.
• After launching their product at Home Depot, Mike and his team created a secondary product that they went back and were able to launch at Walmart, so everyone was happy.
• Losing Walmart meant that Mike lost $1.4M in revenue, his advice is to not put all of your eggs in one basket with one major customer like he did.
• When the PivotTrim was just beginning to get into stores another entrepreneur came forward claiming that it was infringing on his patents.
• Mike went through 6 months of sitting in limbo to see how the court would rule the patents, with the help of his father he was able to keep his head focused on the positive through the entire wait. Mike shares the end result and the full story in this episode.
• “The biggest risk in life is not taking a risk.” ~ Mike Watts
• Mike advises that you have to get comfortable with with the uncomfortable.
• One of Mike’s other companies is called Love Handle, it’s a handle grip for the back of your phone. Mike tried to get onto Shark Tank twice, with this product, and was passed over both times.
• After being turned down, Mike noticed a purchase from “The Shark Group,” Daymond John’s company.
• Mike reached out to the company, and spoke to a woman there, built a relationship with here and kept sending free samples. Building this relationship was one of the best things that happened to Mike. Mike shares the full details in this episode!
• When Love Handle first started, one of the biggest orders they received had to be turned down, because of the industry that wanted to work with him. Mike shares the industry and how he handled it.
• A company is not just about money, a company is about delivering value, according to Mike, and I 100% agree.
• Mike shares what he would tell his younger self.

Connect with Mike Watts:

• Mike’s Website
• Facebook
• Instagram
• LinkedIn

P.S. Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.”

Music produced by Deejay-O www.iamdeejayo.com

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What Are The Dangers of Selling After The Client is Already Sold? | Coffee is for Closers

It happens a LOT more often than you might think. Sure, it tends to be a rookie mistake, but this fatal sales error can creep up on even the most seasoned entrepreneurs.

You’re there with a prospect. They’re showing ALL the signs that they’re ready to buy. They finally say YES, and it feels like a done deal...

But then your mouth seems to get ahead of your brain. Even though they’ve already agreed to buy, you’re STILL selling. You’re still talking about the benefits of your program. Rehashing the details of the changes it could make for them.

Pretty much selling them on something they’ve already said YES to.

And before you can say SOLD, the prospect changes their tune from a “Hell, YES” to an “On second thought…”

Just like that, you’ve talked yourself out of the sale. Just because you couldn’t STOP talking.

Why do we do this? What makes people overplay their hand when the sale is ALREADY done?

On this episode, I go into this strange phenomenon that can make even the most savvy salesperson sabotage their sales. And I’ll share how you can stop yourself from falling into the trap of overtalking. Learn when to say WHEN, stop selling, and secure the deal when the client says YES!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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072 | Chelann Gienger Shares How to Comeback from Near Business Shut Down

Chelann Gienger is a millennial thought leader and young entrepreneur movement creator. Along with many other publication features highlighting her serial entrepreneurship ventures, Chelann has been featured in HuffPost, EOFire, and was named in the Top 40 Millennial Influencers to Follow in 2018. At the age of 18, Chelann opened NUYU Juice Bar along with her partners. To date, NUYU Juice Bar has served hundreds of customers on a weekly basis in Yakima, Washington.

Everyone knows that you need a solid business plan in place in order to open a business, but how many people out there know what’s necessary to CLOSE a business?

It’s a not so fun topic, but one that this week’s guest believes is important (and I agree!)

This week’s guest, Chelann Gienger, created her first business three days after graduating high school, and new she’d find the success she craved. However, that success came with it’s own set of ups and downs.

In October of 2016, NUYU Juice Bar had hit a plateau. Chelann and her partners were concerned that the business wouldn’t make it through the winter.

Together they decided that they’d need to create a “Shutdown Plan” so that they knew how to handle it, if they did need to close NUYU.

Thankfully before closing, all three individuals came together and decided to kick their own BUTT one last time. In the end, they made a huge comeback!

If you’re wondering why you’d want to create a “Shutdown Plan” for your business, then 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 Chelann Gienger for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Does “Positive Mindset” Mean “Happy Thoughts 24/7?” Of course not. What DOES it mean, then? And why is a powerful sales mindset so crucial for entrepreneurs? Master Sales Strategist Shameca Tankerson and I, The Pitch Queen, have both experienced the power of a solid mindset. And in our FREE Mini-Workshop, we’re sharing our the top 3 ways to start building a mindset that will rock your business, help grow your top line revenues and change your viewpoints! Click HERE and Join us for “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset: A Mini Workshop” and put the power of your mind to work for YOU!

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

• Michelle introduces Chelann Gienger.
• Chelann shares a brief description of who she is and what her business is all about.
• “We kind of become numb to the NO after being an entrepreneur for a while.” ~ Chelann Gienger
• Chelann shares how before opening she and her partners did some market research to find out what was and wasn’t working with Juice Bars in Yakima, Washington.
• Three days after graduating high school, at 18 years old, Chelann opened NUYU Juice Bar with help from a loan from a close family friend.
• Chelann shares her experience with her first potential investor (they wanted 50% ownership)! She shares the full story in this episode!
• The reason that NUYU has remained so successful is because Chelann believes they are different from the previous Yakima Juice Bars. Chelann shares the three things that make her business stand out!
• Service is so underrated in many businesses, and Chelann believes that it is service that helps you stand apart.
• In November of 2016, Chelann and her partners reached a Crossroads. The business had plateaued and some of the partners were trying to decide if they’d leave the organization. Chelann shares this never before told story, in this episode!
• After creating a potential shutdown plan for their business, Chelann and her partners decided to put their all into building the business. Within three months the changes they implemented came to fruition and the business soared.
• “In those low moments, if we can muster up enough strength to push past that and to once again call ourselves to a higher standard and pull ourselves out of the trench. What's on the other side is almost always going to be this exponential amazingness.” ~ Chelann Gienger
• Chelann shares why they were putting shutdown plans in place.
• Michelle and Chelann discuss how you can’t just google “shut down plans” and find good information if closing a business is something you will have to do.
• Chelann talks about what changes they made to NUYU to begin seeing massive shifts in the business.
• Chelann shares what she would tell her younger self.

Connect with Chelann Gienger:

• NUYU’s Website
• Chelann’s Book
• Entrepreneur Before 25
• Facebook
• Instagram
• Twitter
• LinkedIn

P.S. Does “Positive Mindset” Mean “Happy Thoughts 24/7?” Of course not. What DOES it mean, then? And why is a powerful sales mindset so crucial for entrepreneurs? Master Sales Strategist Shameca Tankerson and I, The Pitch Queen, have both experienced the power of a solid mindset. And in our FREE Mini-Workshop, we’re sharing our the top 3 ways to start building a mindset that will rock your business, help grow your top line revenues and change your viewpoints! Click HERE and Join us for “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset: A Mini Workshop” and put the power of your mind to work for YOU!

Music produced by Deejay-O www.iamdeejayo.com

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How to Overcome Your Fears So You Stop Talking Yourself Out of Sales | Coffee is for Closers

I know it sounds crazy. Seriously, if you’re in sales, which most of us our if we own our own businesses ;), don’t you feel like you HAVE to impress your prospects? Isn’t the perfect presentation the ONLY way to knock their socks off and make them say YES?

Not exactly.

Something unintended happens when you focus too much on making a “good impression.”

You get stuck in your own mind chatter. You constantly worry about saying the right thing, what they’re going to think, and how they’re going to react.

In the end, you get so up in your head that you can’t hear your client. And before you know it, you’ve talked yourself out of the sale before you’ve even said a word.

It’s NOT about making a good impression. Why? Because the sale is NOT about YOU.

So if making the prospect love you ISN’T the secret to sales success, what IS?

My friend, colleague, and revolutionary thinker Ross Jeffries tells us ALL about his radical approach to sales conversations. And why his unorthodox methods close more deals than the most perfectly-worded elevator pitch EVER could!

Get ready for the most unconventional, out-of-the box and REVOLUTIONARY episode yet! Join me and Ross to learn:

• Why “making an impression” is the LAST thing you need to worry about
• How the “neutral state” in a sales conversation beats false confidence EVERY time
• Why a little-known key to sales success is to STOP calling yourself a “salesperson”

And SO much more! You won’t want to miss this crazy entertaining (and informative) episode!

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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071 | Kunal Desai Shares Why Bartending is the First Important Sales Job

Kunal Desai is an avid stock trader, and founded Bulls on Wall Street to teach others how to take control of their financial destinies. After years of trading and honing his system, Kunal created the Bulls Bootcamp, a comprehensive trading course to impart everything he’s learned as a trader. Kunal has spoken at the Trader and Investor Summit, Traders4ACause gala event, been featured in numerous podcasts, and covered in the Huffington Post, BroBible, and Inc.com.

Have you mastered your sales pitch? Do you have prospects rolling in from all over, or do you struggle to make conversation with the people you meet?

I get it, starting a conversation with someone who is practically a stranger can be tough, and then to casually move into selling them becomes even more difficult.

This week’s guest, Kunal Desai, has the answer!

Take the time to work random jobs that require you to chat with and build relationships with people you hardly know.

Kunal recommends taking the time to be a bartender. Being in that environment forces you to create conversation with people you’ve likely never met before.

I agree with Kunal, and I’ve actually done this exact thing! Back in college I was a cocktail waitress, and I absolutely believe that it helped make it easier for me to talk with people that I don’t know without worrying about being too salesy.

If you’re ready to hone your sales skills and master your sales pitch, then 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 Kunal Desai for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Are You Prepared To Meet YOUR Next Client? No matter what, making connections with REAL people in real time is the key to relationships. And relationships are THE foundation of every business. But, have you lost track of that lost art of networking? I’ve got you covered! You don’t have to be witty and clever. You just need to be comfortable in any situation, and take every opportunity to connect with people EVERYWHERE you go! My FREE guide will show you how! Grab “3 Simple Steps To Building Business Relationships ANYWHERE!” Don’t let real-time connections pass you by!

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

• Michelle introduces Kunal Desai.
• Kunal shares a brief introduction of himself.
• Kunal started trading stocks when he was in college, right around 2002.
• The most crushing NO that Kunal experienced occurred while he was trading in college. His family was expecting him to graduate and get a job, but a few mistakes in trading led to some financial difficulties and led to him not graduating on time. He shares the full story in this episode.
• After he finally graduated, Kunal struggled to find a job because his resume didn’t have much on it. Plus, he had settled for a Communications degree just so he could get out of school.
• Kunal was eventually hired as a door to door salesman, where he decided to make the most out of it. He worked hard! He’d walk to 100 businesses a day, even in the winter, just to get the YES’s he knew were out there.
• Most people aren’t driven to walk anywhere in the winter, but Kunal was driven to show his family he could accomplish big things.
• Kunal’s second job was as a recruiter for engineering, construction and accounting jobs, which is also where his next major NO came from.
• At the time the recruiting company was small, only about 5 employees, but Kunal helped grow it to have 25 employees and be a multimillion dollar company. However, the owner of the company didn’t keep his word and make Kunal partner, which they had agreed upon at the beginning of Kunal’s career there. Kunal shares all of the details in this episode!
• Kunal shares the three big things that helped him when he hit rock bottom and made a comeback.
• After the devastating NO he received from the owner of the recruiting company, Kunal decided to check-out for about 48 hours to try and decide if he wanted to start his own company.
• By pure luck, this was around the time that Twitter came out. Kunal began tweeting about what he was buying and selling and his followers grew.
• Since it was happening in real time people were genuinely interested in what he was tweeting out.
• Kunal decided to turn this into his brand, and build a membership around it so he could start building his own business.
• Once Kunal opened his own business he learned he had to flip the script and tell someone else NO.
• A woman Kunal was working with was high-maintenance and starting to poison the attitude of the company.
• This woman did bring in a lot of business to Kunal’s company, but he knew he had to let her go. Kunal shares how he did this and how it affected his whole company.
• The biggest lesson that Kunal ever learned was that you must work with people that share the same values as you.
• After losing everything for a second time, Kunal decided to reach out to his close friends and ask if they’d work for very little and help him build his company back up, while living in Costa Rica.
• Kunal and his friends were able to build his company to a million dollar a year revenue stream in just 4 months.
• Kunal shares what he would tell his younger self.

Connect with Kunal Desai:

• Kunal’s Website
• Bull’s on Wall Street Facebook
• Bulls on Wall Street Twitter
• Bulls on Wall Street YouTube
• Kunal’s Twitter
• Kunal’s LinkedIn
• Kunal’s Instagram

P.S. Are You Prepared To Meet YOUR Next Client? No matter what, making connections with REAL people in real time is the key to relationships. And relationships are THE foundation of every business. But, have you lost track of that lost art of networking? I’ve got you covered! You don’t have to be witty and clever. You just need to be comfortable in any situation, and take every opportunity to connect with people EVERYWHERE you go! My FREE guide will show you how! Grab “3 Simple Steps To Building Business Relationships ANYWHERE!” Don’t let real-time connections pass you by!

Music produced by Deejay-O www.iamdeejayo.com

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How to STOP Talking Yourself Out of Sales | Coffee is for Closers

I had a major realization about FEAR in sales the other day, and was an eye-opening a-ha moment for me. What happened? I saw the most common of entrepreneurial fears in a whole new way...

Last week, I was teaching at a live event and sharing the finer points of The Pitch Queen System. I wound up in a conversation with a relationship coach, whose specialty was helping people decide whether or not to leave their relationships.

She told me that at the end of her sales conversations, she leaves the decision ALL up to her client. No pressure on the client. Sounds like an honorable enough thing, right?

But what if you’re doing your prospect a disservice by not helping them make a decision? And even worse, what if you’re holding back JUST because you’re afraid of being too pushy?

It’s that moment when you’re focusing so much on YOUR fears that you leave your prospect in a state of indecisiveness. What happens next?

The client doesn’t say YES or NO. Their problem remains unsolved. You miss out on a sale. NOBODY wins.

That’s when fear of being too pushy turns into self-centeredness.

Kind of mind-blowing, right?

It’s just ONE more way that well-meaning entrepreneurs talk themselves out of the sale. And on this episode, Master Strategist Shameca Tankerson and I talk about how focusing on your fears winds up hurting EVERYONE. Your prospects, your business, and YOU.

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and ease! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Do you want to learn how to sell without the sleaze? My simple 5-step system will help you boost your confidence during your sales conversations and teach you exactly WHEN to ask for the sale – so you get a YES with confidence and easeyes! If you’re ready to take the stress out of selling for good, get the FREE 5 step Pitch Queen System now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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070 | Katie Moodie Shares Why You Should Consider a Plan B, C, & D in Business

A graduate of UCSD with a bachelor’s degree in Psychology, Katie Moodie launched her entrepreneurial spirit into residential real estate soon after graduation. Fueled by the excitement of business development, she eventually realized she could combine this enthusiasm with her personal interests and passion for natural wellness. Diving into research, she began to develop natural remedies for her family, friends and colleagues and before long, her products were in demand. Finding a very supportive community in San Diego of other cannabis advocates, she teamed up with key scientific partners to utilize 100% of the plant in order to develop KB Pure Essentials organic product line.

Have you ever heard someone say, that having a Plan B means that you’re not fully committed to Plan A?

This absolutely not true, and this week’s guest agrees!

This week’s guest, Katie Moodie, had to learn the hard way, that not having a Plan B for your business can actually cause damaging problems.

Katie and her partner produce CBD oil, which makes it difficult to get banks and merchant processor to do business with them (since local and federal government don’t support the CBD or Cannabis space yet).

Through the struggle, Katie never once gave up, even when one of her merchant processors was doing shady business and ended up keeping $20K of Katie’s revenue. She just kept on going, trying different approaches.

However, the one thing Katie wishes she had done was create a Plan B before it was too late.

If you’re wondering whether having a Plan B is necessary for you and your business, then 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 Katie Moodie for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. When Was The Last Time You Took A Risk In 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 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 Katie Moodie.
• Katie shares who she is and what she sells.
• KB Pure Essentials was started by Katie Moodie because her friend Brooke had epilepsy and found that using CBD oil helped with the symptoms.
• The first big NO that Katie experienced was with something as simple as a bank account. You don’t realize how easy it is for a bank to tell you NO. Katie shares the full story!
• It took a long time for Katie and her team to find a permanent solution for selling online, because getting a payment processor to accept them was as difficult as opening a bank account when being in the CBD or Cannabis space.
• Katie and her partner applied to OVER 100 different merchant processors, before being accepted by one.
• Katie was able to power through each every one of those NO’s by being passionate about the product and the good it could bring to people.
• Katie’s most devastating NO was when her first merchant processor placed a hold on the money that was coming in from sales, and did not return it (over $20,000) because of reasons they couldn’t legally share.
• Going forward with her new merchant processor, Katie shares her biggest lessons learned and what she won’t let happen again.
• Katie and Brooke have been through the ringer, but they keep going like the Energizer Battery.
• “Sometimes you have to get shaken up a little bit to get laser focused on your goals again.” ~ Katie Moodie
• Months of planning went into the online launch of KB Essentials, and of that time, the money from the sales was lost. Katie shares this devastating story!
• Being left with NO other options, Katie and her partner began pursuing different revenue streams to build their business.
• Katie advises that you should have a Plan B, and C and D, in case A and more fail.
• When Katie first started out, she had to turn some hemp growers away because of their shady business practices. Listen to this episode to learn how she overcame that.
• It doesn’t matter what industry you’re in, Katie advises you to watch out for the Sharks, who are trying to take advantage of the “little” guy.
• Katie shares what she would tell her younger self.

Connect with Katie Moodie:

• Katie’s Website
• Facebook
• Twitter
• Instagram

P.S. When Was The Last Time You Took A Risk In 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 show you how! Click here for The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.

Music produced by Deejay-O www.iamdeejayo.com

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When NOT to Qualify Leads | Coffee is for Closers

Here’s something that may (or may not) shock you. Ready? Not all leads should become clients.

Just because there’s interest doesn’t mean someone is right for you.

And with some prospects, you just KNOW from the jump that they’re not a fit.

You might remember a pair of potential clients I told you about a while back. They ran a mid size level accounting r business. But by all accounts, they were broke. And desperate to change their situation.

But I knew from square one that it wasn’t going to be a fit. How?

All they did was haggle on price. Ask for discounts. Try to cut a deal. And for this high-level CPA program, we already knew what it was worth. No room for negotiations there.

So they put themselves out of the running for more than just being a potential client. They also disqualified themselves from earning a spot on the follow-up list.

But a funny thing happened last week. After two months of silence, out of the blue they were in my inbox again, asking about our services. Did they see the light, and are they ready to invest in their success this time?

That remains to be seen, because they did ask for a discount again! I’ll let you know what happens when (or if) we talk again! But what I CAN tell you for sure is that when we first met, they were NOT candidates for further conversation.

Now, following up is vital if you want to close more deals. But then again, so is knowing whether a client is a “not right now” vs. a “probably not ever.”

Follow-up is a big investment of TIME. And unlike money, time is something that you’ll never be able to earn back. So you’ve got to do all you can to make sure that you’re investing your most precious resource as wisely as possible.

How do you know when a client just needs a little more time or if they’re on the permanent NO list? On this episode, I share when NOT to follow up with a client, how to see the signs, and why this time-saving measure is SO important.

Not sure if that prospect is worth a second sales call? My NEW quiz will help you sort it out! Find out if you should keep following up or cut your losses. Grab “Should You Follow Up Or Move ON? A Quiz To See If Your Prospect Is Ready For YOU” now!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Not sure if that prospect is worth a second sales call? My NEW quiz will help you sort it out! Find out if you should keep following up or cut your losses. Grab “Should You Follow Up Or Move ON? A Quiz To See If Your Prospect Is Ready For YOU” now!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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069 | Billy Gene Shares his $38.5K Lesson

Billy Gene is one of the top online marketing influencers, educators, and practitioners in the world. Through his one-of-a-kind online courses and Facebook live-streams, he is revolutionizing the education system by teaching important and necessary entrepreneurial skills that schools aren’t teaching. He spends up to $200k/month in advertising on his personal brand leveraging unique video content and ads on billboards, podcasts, Facebook, YouTube and Instagram. With 22 world-class employees, his ads agency has worked with some of the world’s largest franchises and is sought after for their repeated proven success in turning “clicks into customers”…the most lucrative skill set in the world.

How many streams of income do you have? Is all of your money coming from just one or two clients?

This week’s guest, Billy Gene, had to learn the hard way, that diversifying your income, as an entrepreneur, is important. Relying on your income coming from just one source could lead your business to crash and burn situation.

Early in Billy Gene’s career, he had taken on two fairly large clients. Both clients had agreed and SIGNED the contract, but within 30 days, they both decided to walk away.

Billy shares how this devastating lesson helped shape the way he runs his business now.

In this raw and unfiltered episode, Billy shares how losing two big clients was the best thing to ever happen to him, and he shares tips on how you can protect yourself and learn from his mistakes.

If you’ve ever wondered what people meant when they say you need to diversify your income, then 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 Billy Gene for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Sometimes, Your Clients Are Only Thinking About Money. The money it takes to hire you, that is! It can be tough for your prospects to see past a dollar amount. But there’s SO much more to working with you than dollar amount. It’s up to you to show that to your client. And I’m going to show you how! In my guide, “Cost Vs. Investment: The Secret To Showing Your Value”, I’ll show you how to take the fear out of your price tag and show the client what you’re worth! Grab it HERE!

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

• Michelle introduces Billy Gene.
• Billy shares a VERY quick synopsis of who he is and what he does.
• Billy believes that if you’re not familiar with hearing NO, you’re going to dwell on it, rather than preparing to move onto the next thing.
• When he was a child, Billy’s dad made him negotiate for EVERYTHING.
• “Failing is not an option because if you don’t sell, you don’t eat.” ~ Billy Gene
• If you’re not used to hearing and experiencing NO, Billy shares three things you can do to get used to NO’s.
• Want to be the best salesman in the world? Start asking more questions!
• Billy’s most devastating NO occurred when he hadn’t diversified his income yet, and his two current clients decided to end their contract. Billy shares how he handled this situation and how he made an even better comeback!
• If you think contracts are iron-clad, think again. Billy shares his thoughts on business contracts.
• If you’re struggling to get focused on the positive things you need to accomplish, because you’re dwelling on wounds from the past, Billy suggests counseling to overcome those past hurts.
• Billy talks about what he did after those two clients left, to get himself back into the game.
• “When you believe in what you’re selling, you’re always a better salesman.” ~ Billy Gene
• When selling to a customer, you must meet them where they’re at. If they’re not ready to try what you’re selling you have to adjust the way that you’re selling, according to Billy.
• In order to stay focused on the positive, Billy makes sure that he has a calendar full of sales calls everyday. It’s impossible to carry the negative into your next call when you are booked solid.
• Some of the biggest NO’s that Billy Gene experienced were the NO’s he was telling himself because of his limiting beliefs. He shares them all in this episode!
• Billy shares how he overcomes the NO’s.
• Becoming a good salesperson requires practice, without practice you’re just perpetuating your bad selling practices.
• “You got to sell your relationship on why someone should work with you.” ~ Billy Gene
• To get to a 6-figure income, you have to say YES to everything, but to get to 7-figure, you must say NO, to everything. Billy explains what this means, and how he’s flipped the script to start telling others NO.
• Michelle and Billy discuss how to gracefully turn a prospect away.
• Billy shares what he would tell his younger self.

Connect with Billy Gene:

• Billy Gene’s Website
• Facebook
• YouTube
• Twitter
• Instagram

P.S. Sometimes, Your Clients Are Only Thinking About Money. The money it takes to hire you, that is! It can be tough for your prospects to see past a dollar amount. But there’s SO much more to working with you than dollar amount. It’s up to you to show that to your client. And I’m going to show you how! In my guide, “Cost Vs. Investment: The Secret To Showing Your Value”, I’ll show you how to take the fear out of your price tag and show the client what you’re worth! Grab it HERE!

Music produced by Deejay-O www.iamdeejayo.com

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Qualifying Leads with Donald C. Kelly | Coffee is for Closers

My friend and colleague Donald C. Kelly had a moment a while back where he was SURE that a deal was in the bag.

The prospect had a need. Donald’s company had the solution. He knew that the client had the money, and that they were more than ready to sign on the dotted line with someone.

But when his proposal went out, the “radio silence” kicked in.

What happened next? The prospect went with a bigger and more expensive service, leaving Donald in the dust.

It was a tough lesson, but a clear one.

When you’re qualifying prospects, there’s more to it than measuring them by a painstakingly detailed “Ideal Client” avatar. It even goes beyond readiness to buy and ability to invest.

It’s ALSO about going through ALL of the steps of the sales process. And not jumping the gun just because you THINK it’s a done deal.

It’s about qualifying your leads not only by determining if they are the right fit for you, but also by ensuring that THEY fully understand your value. Believe it or not, this simple step is one of the quickest ways to determine if a lead is a GO or a NO.

And oddly enough, this is a qualifying step that many of us completely overlook!

On this episode of Coffee Is For Closers, Donald C. Kelly, host of The Sales Evangelist podcast and founder of the TSE Hustler’s League, adds this unique and crucial piece to the client-qualifying process.

Join us as we show you how to cover your bases, show your true value, and determine as quickly as possible if it’s time to move forward...or save the full-court press for another day.

“Theoretically, we all know what to do in sales conversations,” says Donald. “It’s in the implementation that we fall short.”

How can you start using this often overlooked but hugely effective qualification step and help you zero in on ideal clients with laser-sharp efficiency? But putting together a simple sales process that shows your value as well as connects with your client’s needs!

Get my new checklist here to help you show them what YOU stand for and understand what THEY are looking for. And help guide you to the prospects who need JUST what you have.

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

“Theoretically, we all know what to do in sales conversations,” says Donald. “It’s in the implementation that we fall short.”

How can you start using this often overlooked but hugely effective qualification step and help you zero in on ideal clients with laser-sharp efficiency? But putting together a simple sales process that shows your value as well as connects with your client’s needs!

Get my new checklist here to help you show them what YOU stand for and understand what THEY are looking for. And help guide you to the prospects who need JUST what you have.

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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068 | Arlene Battishill - How to Go 7 Years Without a Paycheck

Start by losing a high paying corporate job, empty out your savings inventing a product, bring it to market at the height of the recession and grow that company for seven years without getting a paycheck before hitting “paydirt” with a million dollar product and you have a very unusual entrepreneur, Arlene Battishill, Ph.D.

Arlene has appeared on the ABC TV show “Shark Tank” and written a best selling book (Retail Shock Therapy: A Prescription For What Ails Your Online Sales) and now spends her time as "The Business Dominatrix" in a “virtual (and sometimes real) dungeon” with entrepreneurs who are struggling to push past the issues that have continually held them hostage and enable them to break through into a place of harnessing their power, regain control of their lives and their businesses and become “emotional Navy Seals”.

When was the last time you gave any serious thought to the relationships you’re building in your business?

It might seem like an unimportant part of your business, but without the help, support and guidance from others, you just might find your business falling flat.

This week’s guest, Arlene Battishill, is a prime example of what not do in working on her business relationships, until it was too late.

Arlene has never lacked self-confidence but when her corporate career fell apart and she decided to create a business, she struggled to gain solid footing for SEVEN YEARS because of the recession and no solid help from others. She was on this journey on her own!

In this episode, Arlene shares some of her biggest triumphs and her most devastating failures, all of which has made Arlene the entrepreneur she is today.

If you’ve ever thought building business relationships was a waste of time, then 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 Arlene Battishill for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. How Do You Meet Your Ideal Clients? EVERYWHERE! Here’s How You Start...

Where are your ideal clients? Everywhere you look! It’s just a matter of staying open to connections, taking action, and staying in the game! Connections happen in line at Starbucks. At 30,000 feet. At the car wash or at the gym. The opportunities are endless. You just have to take them! How do you start? Let my FREE guide show you the way to connect with anyone, anywhere--and maybe even meet your next new client! Get “3 Simple Steps To Building Business Relationships ANYWHERE” right HERE!

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

• Michelle introduces Arlene Battishill.
• Arlene shares a brief history of her past, and how she got to where she is today.
• Arlene is the creator of GoGo Gear.
• When it comes to certain sales and business moves, Arlene advises to take the emotion out of it by asking yourself, “What’s my next move?”
• Arlene was on Shark Tank, and was offered a deal. In the end, Arlene and her company didn’t accept the deal, she explains why in this episode.
• Arlene brought her items to market at the height of the recession and within the year almost 10,000 out of the 18,000 stores she was in backed out of working with her or closed completely.
• Instead of allowing this to hold her back, Arlene took to social media to grow her business.
• The first rejection that Arlene received was when she was 24 years old and still working in corporate (she shares the full story in this interview).
• It was clear that there was a demand for Arlene’s product, but it took 7 years of making ZERO money, for it to finally take off. Arlene’s story to triumph is a MUST LISTEN!
• During that 7 year period, Arlene almost went back to a 9 to 5 job, but thankfully it didn’t work out for her.
• Arlene firmly believes that no one will ever have control over her income or life again. Being an entrepreneur is her life!
• “I knew in my gut that I was absolutely right and the market told me I was right but it was bad timing. I knew that if I could just wait long enough, I was going to find my success.” ~Arlene Battishill
• Arlene’s most accomplished NO, was a NO she was telling herself. She was at a low point and wanted to quit, but couldn’t do it without permission first. Listen to this episode for the FULL story!
• As an entrepreneur, Arlene believes that your job isn’t to prove that your products work, but to prove that they don’t work. Punching holes in your work and research, so that when you bring it to market, you KNOW it is going to work.
• Arlene also works as a “Business Dominatrix” helping business owners achieve the results they desire. However, Arlene is quick to turn someone away if they start making excuses or don’t do the work.
• “There is nothing that anyone has that is so valuable to me that I am willing to put up with their shit.” ~ Arlene Battishill
• Arlene shares what she would tell her younger self.

Connect with Arlene Battishill:

• GoGo Gear
• Arlene’s Personal Website
• Arlene’s Podcast
• Instagram
• GoGo Gear’s Facebook
• Facebook

P.S. How Do You Meet Your Ideal Clients? EVERYWHERE! Here’s How You Start...

Where are your ideal clients? Everywhere you look! It’s just a matter of staying open to connections, taking action, and staying in the game! Connections happen in line at Starbucks. At 30,000 feet. At the car wash or at the gym. The opportunities are endless. You just have to take them! How do you start? Let my FREE guide show you the way to connect with anyone, anywhere--and maybe even meet your next new client! Get “3 Simple Steps To Building Business Relationships ANYWHERE” right HERE!

Music produced by Deejay-O www.iamdeejayo.com

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Your Tutorial on Qualifying Leads | Coffee is for Closers

It happens to the best of us. That prospect you’re on the phone with has ALL the warning signs. Your gut is telling you to get off the call NOW before you get in over your head.

But instead of graciously backing out, you make that client an offer.

I was talking to a prospect a few weeks ago that had every warning sign in the book. She pushed every boundary we had. The kind of person who TALKED about wanting change, but wasn’t ready to walk the walk.

Still, I didn’t listen to my gut. I thought we could help her. In fact, I knew we could solve her problem, if she was actually ready for a solution herself...

Turned out she wasn’t. But in an effort to throw out a life preserver to a drowning prospect, I bent our usually watertight boundaries. And paid the price big-time.

Fortunately, the relationship ended relatively easily. But it could’ve been a complete disaster!

Royal Family, pre-qualifying your clients has never been more important. You need to know BEFORE the sales call who you’re willing to let into your inner circle, and who stays on the other side of the velvet rope. Don’t do what I did...

The cool thing is that you can create a SUPER simple pre-qualifying system right NOW! It’s a system that comes down to four simple letters…FOUR letters that could spell the difference between the dream prospects and the clients from hell.

Stick to this system and selecting the perfect clients will be as easy as B-A-N-T!

Have NO idea what I’m talking about? Well, I’m glad you asked! I cover everything you need to know about the EASIEST client qualifying system of all time on this episode of Coffee Is For Closers!

Don’t let Mr. or Ms. WRONG into your space. Sort out the right ones with EASE, and save yourself the hassle of a bad apple. Tune in and let me show you how!

Now, what if I told you that the ideal qualifying system was as simple as a four-letter word?

It’s true! Opening the doors to your ideal clients can be as easy as B-A-N-T!

What am I talking about? It’s the world’s simplest and most powerful client sorting system. It hits everything that you need to know about potential clients with four simple letters. Four letters that can spell the difference between the tales of DREAM business relationships and client HORROR stories.

How does it work?

My NEW checklist shows you how to use the BANT system to tell a green light from a red flag EVERY time! Grab “3 Steps To Get DREAM Clients: Using The BANT Method To Snag HIGH Quality Leads” and start enjoying beautiful relationships with perfect client matches TODAY!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Now, what if I told you that the ideal qualifying system was as simple as a four-letter word?

It’s true! Opening the doors to your ideal clients can be as easy as B-A-N-T!

What am I talking about? It’s the world’s simplest and most powerful client sorting system. It hits everything that you need to know about potential clients with four simple letters. Four letters that can spell the difference between the tales of DREAM business relationships and client HORROR stories.

How does it work?

My NEW checklist shows you how to use the BANT system to tell a green light from a red flag EVERY time! Grab “3 Steps To Get DREAM Clients: Using The BANT Method To Snag HIGH Quality Leads” and start enjoying beautiful relationships with perfect client matches TODAY!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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067 | Brian Smith Shares How Pamela Anderson Gave UGGs Their BIG Start!

Brian Smith, is the founder of the world famous UGG Australia Brand, a furry warm boot, that I’m sure many of you are familiar. While studying at the UCLA Graduate School of Management he observed that there was no sheepskin footwear in the US. With only $500 in capital, he imported boot samples and over the next seventeen years built the UGG Australia brand into a multi-million dollar international enterprise. He sold in 1995 and the brand has continued to grow to exceed a BILLION dollars in annual sales for the past three years. Brian has authored the book “The Birth of a Brand – Launching Your Entrepreneurial Passion and Soul.”

Have you ever spent hours, maybe even days, working on the perfect presentation? Only, to find out that you won’t have the opportunity to actually share everything that you’ve spent time creating?

This week’s guest, Brian Smith, has experienced this exact situation and it actually changed the trajectory of his business for the positive!

The UGG brand wasn’t successful from the start. In fact, Brian faced a ton of adversity and ended up having to get crafty when it came to selling the boots he had acquired.

Brian shares how a photo of Pamela Anderson, on the set of Baywatch, wearing UGGs, changed his whole business.

In this episode, Brian shares how planning the perfect presentation doesn’t always end up like it’s supposed to, BUT how it often ends up even better.

If you want to know why, as an entrepreneur, you should always plan for the best, but expect the worst, then 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 Brian Smith for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Celebrate Your Rejections In Business! Why? Because the more you get told NO, the closer you are to a YES. True story. Rejection doesn’t mean failure. It means that you’re taking the steps that will ensure your success! Don’t let NO stop you. Let me show you how to keep going! Grab your copy of my FREE Checklist “5 Ways To Come Back From Sales Rejection” and turn that NO into a WIN!

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

• Michelle introduces Brian Smith.
• Brian shares who he is and what he’s most famous (UGG Australia Brand) for, plus what he’s been up to lately.
• Every business is conceived by someone, it’s important to remember that it starts as an infant, just laying there - don’t give up at this point. Some wisdom from Brian!
• Brian’s first major NO came his very first year in business. He purchased 500 sheepskin boots and only sold 28 TOTAL. He shares the full story in this episode!
• Every surf shop shut Brian and his boots down, so he started taking them to street fairs and swap meets. The enthusiasm of the people purchasing the boots is what kept him motivated to sell.
• The Pitch Queen shares her idea to keep an acknowledgement folder of the kind things people say, so that you can look through it when you feel down.
• When Brian first started advertising his boots, he used models to model the boots and all of the surfers who he was selling to thought UGGs were so fake. Brian realized he had been marketing to the wrong people, in the wrong way using the wrong models.
• When Brian shifted his advertising to attract his ideal client, his revenue went from $20K to $200K.
• Brian tried to get into all of the big box stores, Montgomery Ward, Nordstroms, etc. - but, no one wanted to bring him in. He explains why they wouldn’t take him and what he did to eventually get there, in this episode.
• “Most people in the world really want to help out a young entrepreneur getting started.” ~ Brian Smith
• Brian was trying to get onto the cover of USA Today and was able to set-up a meeting with their fashion editor. However, his 45 minute presentation was cut down to 5 minutes. Wonder why? Listen to this episode for the FULL story!
• The 5 minutes with the fashion editor helped change the entire trajectory of the UGG Australia Brand.
• Brian advises that if you hit a wall in your business, you must find another way around it.
• “Once you start out on a path, the evidence of what you want will hit you.” ~ Brian Smith
• Brian shares what he would tell his younger self.
• Brian believes that passion for what you’re doing only comes after working hard on it for a long period of time - he shares what he means by this, in this episode!

Connect with Brian Smith:

• Brian’s Website
• Brian’s Book
• Facebook
• Twitter
• Instagram

P.S. Celebrate Your Rejections In Business! Why? Because the more you get told NO, the closer you are to a YES. True story. Rejection doesn’t mean failure. It means that you’re taking the steps that will ensure your success! Don’t let NO stop you. Let me show you how to keep going! Grab your copy of my FREE Checklist “5 Ways To Come Back From Sales Rejection” and turn that NO into a WIN!

Music produced by Deejay-O www.iamdeejayo.com

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How to Qualify Leads and Streamline Your Sales | Coffee is for Closers

We all want more leads, more prospects, and more sales. But just because someone shows a little interest in working with you does NOT necessarily mean they’re the client from heaven.

This is something that I found out the hard way.

Not all leads make good prospects. Not all prospects are ideal clients. I’ve had several moments over the years when I was so taken in by a prospect saying YES to me... that I didn’t consider if they were a YES for me.

I could’ve avoided a lot of client-from-hell debacles had I known when to say NO. And if I would’ve had a qualification system in place FIRST, only the dream clients would’ve made it past the gatekeepers.

It was a hard-learned lesson. But I learned it well, and now I wouldn’t be without an air-tight screening process for leads, prospects, and potential clients. Similar to TSA @ the airport! You have to screen the people you let in to work with you =)

It’s better for EVERYONE in the long run if you know whether or not a match is a GO from the jump. For your business, for your client, and for your sanity. (Trust me on this.)

So what do you do to ensure that you not only attract the most compatible prospects to your door, but also only grant admission to only the creme de la creme of the bunch?

Knowing who you want to work with, identifying your personal red flags, setting your boundaries and filtering out the folks who aren’t quite right is key. It’s how you create a system that acts as your personal gatekeeper. And in the long run, it saves you time, aggravation, AND money.

How do you cut to the chase early in the game and pre-qualify your ideal clients-to-be? Master Sales Strategist Shameca Tankerson and I show the way to usher in ONLY the right clients on this episode!

Are you ready to start sorting the YAYs from the NAYs in your business? Make it easy on yourself. Spare the less-than-ideal clients the time. Make it a “win-win” scenario for everyone.

Grab my guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk!” Set everyone up for the best possible experience with your business by answering the tough questions before you get on the phone. Get that guide HERE!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Are you ready to start sorting the YAYs from the NAYs in your business? Make it easy on yourself. Spare the less-than-ideal clients the time. Make it a “win-win” scenario for everyone.

Grab my guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk!” Set everyone up for the best possible experience with your business by answering the tough questions before you get on the phone.

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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066 | Alexis Tryon Shares Her $400K Personal MBA Program

Alexis Tryon is VP of Strategic Initiatives at The Muse, where she’s a professional generalist - and she likes it that way. Her startup roots run deep - Alexis was previously the co-founder and CEO of Artsicle, a site called "The Gallerists to the People" by The NY Times, and she loves advising new businesses in her free time. She is a NYC Venture Fellow and has been named a "Female Founder to Know" by Mashable. Alexis is a graduate of the University of Pennsylvania's communications studies program at the Annenberg School, with a focus on children in media and marketing research.

Have you ever thought about shutting down your business? It might not be a pleasant thought, but as entrepreneurs, it’s a potential reality we all may face.

This week’s guest, Alexis Tryon, has some advice for you!

Alexis has successfully created a profitable business. However, Artsicle got to the point where it just was not growing. Instead of just jumping the gun and immediately closing the doors, Alexis took the time to step back and examine whether there were things she and her team could do to scale the business.

Alexis shares her journey from profitable success to knowing when it was time to close. She gets real and authentic, which actually led to a huge a-ha moment for The Pitch Queen (you’ll have to listen to hear it). ;-)

In this episode, Alexis shares how you really can close a business, and still come out on top!

Don’t be afraid to take the time step back and look at your business from an aerial view, you might just find areas that you can improve, which could help keep your business afloat.

If you’ve ever given any thought to shutting down your business, then 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 Alexis Tryon for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. 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 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 Alexis Tryon.
• Alexis shares who she is, what she currently does and a bit about her previous business.
• The very first job Alexis had was in a retail backpacking store, selling shoes on commission.
• Alexis knows that there will always be more NO’s, you just need to push through to receive the YES’s you desire.
• When someone would tell Alexis NO, she would want to know why they were saying NO. This helped her to determine if she could push a little harder for a YES, or if she should move on.
• Alexis shares a story of being in a conference room with a buyer, and realizing there was no way she’d be able to convince him to buy.
• When Alexis is pitching investors, who essentially become partners in your business, she looks for three things. She shares those things in this episode!
• In the beginning of Artsicle, Alexis was trying to get accepted into a tech program with Techstars. She ended up being passed over. Alexis shares why this is her most devastating NO.
• The whole process of trying out for Techstars was grueling, and when Artisicle wasn’t accepted, Alexis had to figure out how to get her self-confidence back. She took a very interesting and effective approach! Listen to this episode to hear the whole story!
• One of Artsicle’s first investors came from a referral from a current customer.
• Alexis tried for over a year to sell her business, Artsicle, but ultimately she decided to close.
• The staff at Artsicle were loyal until the end, they wanted to stick it out through it all, so Alexis knew she needed to close so that her staff could move on.
• Alexis’ personal MBA program cost around $400K - listen to this episode to understand what I mean. ;)
• Before Alexis closed Artsicle, she went through the steps of what it would take to close the business down -- she walked through the “what ifs.” By following this process, she was able to remain open one more year, before determining it was definitely time to close.
• Alexis shares what she would tell her younger self.

Connect with Alexis Tryon:

• Alexis’ Website
• Alexis’ Twitter
• Alexis’ LinkedIn
• The Muse
• The Muse Facebook
• The Muse Twitter
• The Muse Instagram

P.S. 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 show you how! Click here for The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.

Music produced by Deejay-O www.iamdeejayo.com

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Why The Sale Is NOT About You (And That Is GOOD!) | Coffee is for Closers

Let’s get right to the point: the sale is NOT about you. Knowing this is one of the most empowering entrepreneurial mindset shifts you’ll EVER make. True story.

Over the past few weeks, the focus has been nothing but entrepreneurial sales mindset. You’ve gotten tips from me, my guests, and our collective experiences. But there is one more MAJOR mindset tweak I need to add. One that will solidify your entrepreneurial sales mindset in a heartbeat...if you’re willing to use it.

And that, Royal Family, is simply getting OVER yourself.

I’m not saying that to call you out. I’m not shaming you or wagging my finger. But when you really “get” that the NO is never about YOU, it takes your empowerment to astronomical heights.

Trust me, I ought to know by now what it’s like to be turned down flat. I’ve had investors cut off my funding. I’ve had major retailers cancel my contracts. I’ve been given a flat-out
smackdown by the mother of all brutal panels, the Shark Tank sharks themselves.

Sure, all of that was crushing. But even at my lowest point, I didn’t sit and sob for very long. Being stuck in a mindset of failure wouldn’t help the clients I am destined to serve. And it definitely wouldn’t help me.

How did I bounce back? I reminded myself what sales really is: SHARING. I reminded myself that my job is to show up, share what I love, and own my worth. No more, no less. The rest is up to the client. And it’s NOT about me.

Think of it for a moment. You aren’t responsible for convincing anyone of anything. Isn’t it empowering?

But what do you do when those human moments show up? When you’re so sick of rejection that your mindset goes wonky and you just want to quit?

Join me as I go into the most important entrepreneurial sales mindset shift you’ll EVER make on this episode!

When you can keep your mind in the right place, anything is possible. Everything begins inside your mind. With the right mindset, you will only succeed, no matter what the moment-to-moment outcome might be.

Of course, sometimes crucial mindset shifts are easier said than done! How do you take the action, make it stick, and put your head to work FOR you?

I've made a checklist that'll put you back in the driver's seat and make the ultimate entrepreneurial sales mindset shift with ease, starting TODAY.

Grab your FREE checklist, “How To Get Over Yourself (And Make The Sale!): 3 Empowering Entrepreneurial Sales Mindset Hacks!” Give these tips a try, and share with me in the comments below what insights and a-has (and even new sales) showed up for YOU!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

When you can keep your mind in the right place, anything is possible. Everything begins inside your mind. With the right mindset, you will only succeed, no matter what the moment-to-moment outcome might be.

Of course, sometimes crucial mindset shifts are easier said than done! How do you take the action, make it stick, and put your head to work FOR you?

I've made a checklist that'll put you back in the driver's seat and make the ultimate entrepreneurial sales mindset shift with ease, starting TODAY.

Grab your FREE checklist, “How To Get Over Yourself (And Make The Sale!): 3 Empowering Entrepreneurial Sales Mindset Hacks!” Give these tips a try, and share with me in the comments below what insights and a-has (and even new sales) showed up for YOU!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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065 | Sam Nebel shares why a MAYBE is worse than a NO!

Sam Nebel, AKA The King of All Wipes, is the bodacious co-founder of Goodwipes: a fun, modern and eco-friendly wet wipes brand that empowers people to do more, feel good and live clean. Sam and co. have led their brand to triple digit YoY growth and onto the shelves of Walmart, Container Store, Airport Shops, Academy Sports and more. He has always found himself in quirky entrepreneurial endeavors. Sam likes to read, eat delicious food, exercise, and build the Goodwipes brand.

The last time you pitched a prospective client with how you can help serve them & solve their problem, did they immediately answer with a resounding YES?

If I had to take a guess, you’d probably say NO. You had to wait for a response.

In this week’s episode, Sam Nebel, shares how so much of his entrepreneurial journey has been sitting in the gray area of “maybe.”

To Sam, “maybe” is when you’ve pitched yourself to a client (or in Sam’s case the sharks on Shark Tank), and you’re waiting to hear a firm YES or NO. In that waiting period you have to keep your mental fortitude strong, and keep working away at the tasks in your business. You can’t just sit around waiting for the YES or NO.

There have been different instances throughout Sam’s business where he thought Goodwipes was a shoe-in for an offer or a spot on the shelves, but they ended up being a NO. One thing Sam didn’t do, was wait around for the firm answer, he kept working really hard at what he wanted for his business.

If you’re ready to stop feeling uncomfortable and unsure of yourself every time you don’t get an immediate answer, 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 Sam Nebel for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience! My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

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

• Michelle introduces Sam Nebel.
• Sam shares a quick synopsis of who he is and what he does.
• Shark Tank provided Sam his first crushing NO. He shares the full story in this interview!
• Despite thinking they were a shoe-in for a spot on Shark Tank, Sam and his partner Charlie were turned away because of a similar product that was being showcased on the show (Sam even drops the name of the brand. You MUST LISTEN to hear it!) ;)
• Sam shares his biggest takeaway from being turned down by Shark Tank.
• “You really have to find mental fortitude to keep pushing through and be prepared for any and all scenarios.” ~ Sam Nebel
• Goodwipes really wanted to get onto the shelves of Kroeger, they redid their branding and were just waiting for the stars to align. After much waiting, they heard back from their broker representative that Kroeger was not going to bring them in. Listen to this episode for Sam’s FULL story!
• Sam admits to The Pitch Queen, that he and his partner did not follow-up with Kroeger like they were supposed to, which might have led to them not getting a spot on the shelf. Huge lesson learned here, Royal Family! Learn from Sam. :)
• Hearing the NO’s may never stop sucking, but Sam shares how he and his partner started moving past them in a much quicker way.
• A week before I interviewed Sam, he had received his most accomplished NO from Walmart, regarding the products that were in 640 of their stores.
• Even though Walmart may be dropping some of Goodwipes’ skus, Sam is feeling confident towards a new retailer that they may be working with.
• Sam talks about getting wild and crazy with their marketing and has even considered dressing up like a woman to hand out his woman’s hygiene wipes.
• If Sam and his company are able to expand that will signal to other retailers the success they’re having and will hopefully bring in more business.
• Hearing NO propels Sam to work harder and to figure out how he can get the YES he needs.
• Sam shares some really amazing advice about what he would tell his younger self.

Connect with Sam Nebel:

• Sam’s Website
• Instagram
• Twitter
• YouTube
• Facebook

P.S. Resilience is KEY. In Business and In Life. Of course, it’s not always easy. Staying positive when you keep hearing NO, focusing on your dreams when the world is stacked against you...none of it is for the faint of heart. How do you keep your eye on the prize? Resilience! My FREE guide will show you 3 Steps To Building Rock-Solid Resilience In Business. Want to make your business dreams come true? Click HERE!

Music produced by Deejay-O www.iamdeejayo.com

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How to Use NLP To ROCK Your Revenue | Coffee is for Closers

How many times have you set a revenue goal that flopped like a bad Broadway show? If you said “more than I can count”, you’re not alone.

Maybe you meant to make more sales calls this week. You promised yourself you’d fight through that fear, talk to more prospects, and FINALLY start bringing in more money. (Those bills aren’t going to pay themselves, right?)

But what happens next? Nothing.

What ever happened to crushing goals? What about willpower, grit, and determination? What’s going on here?

It might be that your brain is becoming your own worst enemy. And by just doing what it does best. Being lazy.

What do I mean by that, exactly?

Setting number-based goals to fill your client roster and explode your revenue is all well and good. But is the idea of knocking those numbers out of the park enough to shift your mindset, help you blast past fear, and make your dreams a reality?

Not necessarily. You need every part of you in the game, INCLUDING your brain. And sometimes it takes a little bit more to get the ol’ noggin on board than a number on a page.

On this this special episode, my special guest, Master Sales Coach and Neuro-Linguistic Programming Practitioner Gretchen Mall, shares some (dare I say it!) mind-blowing facts about your brain. And how it plays a LOT bigger role in your sales success than you might realize.

How can YOU use the magic of Neuro Linguistic Programming (a.k.a. NLP) to harness the power of your brain and reboot your sales mindset in a practical AND results-oriented way?

Gretchen and I share revolutionary steps you can take to rewire your head and and make radical changes in your business!

If you’re ready for a fresh take on mindset mixed with some science-backed magic, this episode is a must-listen!

Want to learn a few NLP Ninja hacks that’ll help make your sales goals possible? Start rewiring your noggin to serve you and trip your amygdala into taking REAL action starting TODAY!

Join me and Gretchen for our NEW Mini-Workshop, “NLP To ROCK Your Revenue: A Mini-Workshop To REVOLUTIONIZE Your Entrepreneurial Sales Mindset!!” and let the magic of NLP mindset hacks change YOUR revenue results!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Want to learn a few NLP Ninja hacks that’ll help make your sales goals possible? Start rewiring your noggin to serve you and trip your amygdala into taking REAL action starting TODAY!

Join me and Gretchen for our NEW Mini-Workshop, “NLP To ROCK Your Revenue: A Mini-Workshop To REVOLUTIONIZE Your Entrepreneurial Sales Mindset!!” and let the magic of NLP mindset hacks change YOUR revenue results!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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064 | Neva Lee Recla the Incredible 8 Year Old Entrepreneur!

Neva Lee Recla is an entrepreneur, author, speaker, and inspiration. She’s on a mission to inspire 1 million kids to do business and encourage adults to support them. At the age of 2 she asked for her first business cards and never looked back. From her veteran philanthropy, Spreading Light, Love, and Pixie DustTM, to hosting the Super Power KidsTM Podcast, she delights and impacts the world one connection at a time. Her motto is: “We all have super powers and we can change the world!”

The last time you were told NO, did you go and wallow and start tearing yourself apart because you took things a little too personally?

This week’s incredible guest, Neva Lee Recla, has done that same thing.

Neva is an incredible eight year old entrepreneur who has faced her fair share of rejection, even at such a young age.

However, Neva quickly learned that she had to stop taking things so personally and start realizing that just because someone tells her NO, doesn’t mean it’s personal. It typically has nothing to do with her at all, and everything to do with what the other person’s needs or interests are.

In this episode, Neva shares how she’s working to change the world one child at a time, by impacting the world with her positive attitude and inspiring message.

Take every NO you hear and let it roll off your back. It’s nothing personal, and usually a NO, even from a dream client works out in your favor.

If you’re ready to stop taking NO’s so personally, then 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 Neva Lee Recla for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Everyone Gets Told NO. What’s the difference between entrepreneurs who make it and those who don’t? The ones who make it don’t let rejection keep them down! Which one are YOU? Grab your copy of my NEW Checklist “5 Ways To Come Back From Sales Rejection” and declare your future success right NOW!

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

• Michelle introduces Neva Lee Recla
• Neva shares a little bit about herself and what she does.
• When Neva was at the CEO Space conference, she experienced one of her first harsh NO’s.
• Neva shares tips on how to handle a punch in the gut ‘NO.’
• The book that Neva is writing requires sponsorship help. Neva shares how she feels when she receives a NO and a YES.
• “Young entrepreneurs will change the world.” ~ Neva Lee Recla
• Neva tells us how at CEO Space people will turn you down during “Snap” event, by just saying “they’ll scout for you.” It’s interesting to hear, Neva’s take!
• At 2 years old, Neva wanted her own business cards. She shares the full story!
• Neva and her sister Danica started a business called Deva, where they sold Italian glass bracelets. It was one of her first steps into be an entrepreneur.
• Neva says that hearing NO can mean different things at different times.
• In order to keep her energy up, Neva will bring her iPad, sketchbook and a stuffed animal and will use them to pep her up when she starts feeling down.
• Neva shares how much money she’s raised for her book. If you’d like to donate, click here.
• Some of Neva’s biggest NO’s have come from people she asked to be sponsors of her book.
• Neva shares her follow-up process - it has to do with Asana.
• There have been a few times where Neva has had to say NO to people pitching her, but she will typically elicit the help of her parents to do it.
• If you’re loving and courageous and love to have fun, you might just be a perfect guest for Neva on her Podcast, Super Power KidsTM.
• Neva uses an absolutely PERFECT “The Voice” analogy.
• Neva shares what she would tell her younger self.

Connect with Neva Lee Recla:

• Neva’s Website
• Neva’s Podcast
• Pre-order Neva’s book
• Facebook
• Twitter
• Instagram
• YouTube
• LinkedIn

P.S. Everyone Gets Told NO. What’s the difference between entrepreneurs who make it and those who don’t? The ones who make it don’t let rejection keep them down! Which one are YOU? Grab your copy of my NEW Checklist “5 Ways To Come Back From Sales Rejection” and declare your future success right NOW!

Music produced by Deejay-O www.iamdeejayo.com

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Your Big Why | Coffee is for Closers

It was just under a year ago that my last business crashed to the ground. Little did I know what a blessing in disguise that was.

I started my last business, FITzee Foods, with a strong mission and a ton of ambition. I was on a crusade for a healthy planet, and my freshly-prepared meals were going to change the world.

By March of 2017, the dream had fizzled out, and the mission proved to be impossible. With a heavy heart, I conceded defeat and closed down FITzee Foods for good.

But from that disaster, some pretty magical stuff started to emerge. The more I analyzed this epic fail, the more I realized that EVERY successful person had at least ONE similar story.

I remembered numerous off-the-record conversations I’d had with wildly successful entrepreneurs. Stories of disappointments and losses that they usually kept close to the vest.

That’s when the lightbulb went off in my head. What if as entrepreneurs, we talked about the REAL stuff? Like the times we lost a major deal. The days that we couldn’t make payroll. The lawsuits we endured. The rent we couldn’t pay.

And that somehow, some way, all of us came back for more. And eventually made it.

I was staring my biggest failure in the face, and just like that, I realized my ultimate WHY.

My friends, business is hard enough. It’s next to impossible if you don’t have a powerful WHY. And that WHY needs to light you up like a Christmas tree, or it will never keep you going.

On this episode, it’s all about the WHY. How to discover yours, why you need to know it, and how it can help you weather any storm...IF it’s strong enough. Tune in and let me show you how to harness the power of WHY in YOUR business!

Do YOU have a burning question about your WHY? Or a question about anything else sales-related? How about getting a little bit of hot set coaching on my Facebook Live from yours truly?

If you’d love a chance at a 30-minute, 1:1 hot-seat coaching session LIVE on Facebook with me, The Pitch Queen, it’s your lucky day! Shoot me an email at hello@thepitchqueen.com and tell me who you are, what you do, and how I can help you rock your sales and change more lives. Spaces are limited. Is one of them YOURS?

What if you’re still lost on the road to your passion and purpose, though? If that WHY has been eluding up to this point, I’ve got something that’ll help you get clear on what really drives you.

My brand new checklist, “5 Steps To Your Ultimate WHY,” will help you discover your purpose, ignite your passion, and lead you to the mission you’ve been searching for.

This checklist is going to help you get to the heart of what you do, find your strengths, and underscore your value. From there, it’ll help you figure out what drives you the most. Your ultimate vision. The reason WHY you do what you do. And the thing that’ll keep you inspired, focused, and steady even when the road gets rough.

Your purpose, passion, and WHY are waiting!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

What if you’re still lost on the road to your passion and purpose, though? If that WHY has been eluding up to this point, I’ve got something that’ll help you get clear on what really drives you.

My brand new checklist, “5 Steps To Your Ultimate WHY,” will help you discover your purpose, ignite your passion, and lead you to the mission you’ve been searching for.

This checklist is going to help you get to the heart of what you do, find your strengths, and underscore your value. From there, it’ll help you figure out what drives you the most. Your ultimate vision. The reason WHY you do what you do. And the thing that’ll keep you inspired, focused, and steady even when the road gets rough.

Your purpose, passion, and WHY are waiting!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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063 | From Juilliard to $1.4M a Month in Sales With Russ Ruffino

Russ Ruffino is the Founder and creator of the Clients on Demand system - the most reliable client-attraction system in the world. He’s helped hundreds of entrepreneurs around the globe sell millions of dollars worth of their products and services.

How often does a new idea come zooming into your head? How often do you follow one of those bright and shiny ideas?

I would bet many of you answered that you have loads of ideas that come up and that you often pivot from your original mission, to follow one them.

I completely understand, and so does this week’s guest, Russ Ruffino. Those new ideas seem fun and exciting and like they could be huge game changers for your business, but that’s not always the case.

Russ frequently has new ideas, and is often offered new opportunities to collaborate with others, it’s hard to turn these experiences down! However, with the help of his team, who reminds him to stay focused on their original mission (helping their clients experience success), they’ve been able to take Clients on Demand from $700K per month in revenue to over $1.4M per month in revenue.

In this episode, Russ shares how staying focused on his one mission has led him to hit every goal he’s ever set for his business.

If your mind frequently races with new business ideas, and you don’t know how to ignore them and remain focused, this episode of Success Unfiltered with Russ Ruffino 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 Russ Ruffino for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. What Is The Biggest Asset In Your Business? If you’re like most entrepreneurs, you’ve probably invested a LOT of time into strategies and business plans. But before any marketing tactic or sales funnel will work, you have to believe in YOU first. Let me show you the simple mindset hacks that have helped me trust in myself (and explode my business)! Get My FREE guide Believing In Yourself (For Real This Time) will show you how!

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

• Michelle introduces Russ Ruffino.
• Russ shares a brief intro to who he is and what he does.
• There’s a difference between being an online marketer and working to enroll prospects over the phone, Russ shares his story.
• Russ reminds us that sales are not about us.
• “If someone is saying NO to my offer, 9 times out of 10, it doesn't have much to do with me.” ~ Russ Ruffino
• When Russ sees that his programs are unable to help someone, he will turn them down.
• Russ shares what drove him to go from doing low-ticket online sales to working more one to one with higher-ticket offers.
• Russ completely shut down all of his low-ticket products, while he worked on bringing in the high-ticket items to life, and he shares how he made the transition quickly because he had NO income.
• “It’s best to dive the hell in.” ~ Russ Ruffino in regards to shutting his business down, to rebuild it, which led to greater success.
• Raising his prices, allowed Russ to start working with individuals who were going to put in the work, not just dabble.
• Russ’ biggest NO came while he attended a high school for the performing arts -- his dream, at the time, was to be an actor. He shares the whole story in this episode, it includes his failing to get into Juilliard.
• “The ability to process failure and understand what it means and integrate the lessons of failure, that's the most important thing you can have as an entrepreneur.” ~ Russ Ruffino
• If you set yourself big scary goals, you’re going to come upon big scary challenges, but those challenges are what Russ calls opportunities. He explains how this works, in this episode!
• Russ believes that you must invest in believing the reframe; there are NO problems, there are NO challenges, there are only opportunities.
• Russ shares an incredible analogy of how a heavyweight boxer can teach entrepreneurs a very important lesson.
• Understanding challenges and failures as opportunities is what has led Russ’ company to over $1.4 million in revenue.
• Clients on Demand will reject any prospects that they believe they cannot help.
• A big marketer had reached out to Russ to ask him to create a sales team for him. Russ turned him down, and shares why in this episode.
• New ideas aren’t always the fastest ways to success. Russ shares that he will often come to his team with new and fresh ideas and they help him realize that it isn’t the quickest way to bring in revenue.
• Russ shares what he would tell his younger self.
• Russ believes you should be grateful for things you want before you even have them.
• Russ shares his secret to visualization.
• The more connected you are to your mission, the more money you will make.
• Focus on the mission that is going to get your clients the biggest results.

Connect with Russ Ruffino:

• Clients on Demand
• Facebook
• Twitter
• Instagram

P.S. What Is The Biggest Asset In Your Business? If you’re like most entrepreneurs, you’ve probably invested a LOT of time into strategies and business plans. But before any marketing tactic or sales funnel will work, you have to believe in YOU first. Let me show you the simple mindset hacks that have helped me trust in myself (and explode my business)! Get My FREE guide Believing In Yourself (For Real This Time) will show you how!

Music produced by Deejay-O www.iamdeejayo.com

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The Entrepreneurial Sales Mindset | Coffee Is For Closers You know those voices in your head? They just might be lying to you.

That’s what my friend and colleague, Master Sales Strategist Shameca Tankerson, found out the hard way.

She’d just been through every entrepreneur’s worst nightmare, the collapse of her business, and was still feeling that keen sting of failure. But she was determined to get back on the horse ASAP, and jumped right in to a new venture.

Every time she got on the phone with a new lead, she was sure it was a winner. On the outside, she told herself, “YES, I’m gonna get this new client!” But the message she was actually broadcasting to the prospect was another one entirely.

The inner mind-chatter was constantly raging. Those inner voices kept piping up with things like, “They’re gonna know your last business failed. How can I help them if I can’t help myself?” And worst of all, “You’re a fraud.”

And wouldn’t you know it, most of her sales conversations ended with, “Thanks but no thanks.”

You see, when you’re not 100% sure of yourself, your prospects will know. Even if your pitch is worded perfectly, it won’t stand a chance against an angry inner dialogue.

When it dawned on her that she was her own worst critic, that’s when Shameca took action. She started taking the steps to shift her inner voice to a place of love, support, and respect for herself.

That’s when clients started to say YES. And that’s when her business and life REALLY took off.

On this special episode, Shameca and I get REAL about mindset with sales conversations in your business, and how your emotions, feelings, and inner dialogue are the key to TRUE business breakthroughs!

In this jam-packed Mini-Workshop, we share our personal stories of how tiny tweaks in mindset gave us massive shifts in confidence, worthiness, and of course, success! Grab your listening guide at the link below and let us help you create a simple but OH so powerful mindset routine that will work wonders for your business AND your life!

Ready to master your sales mindset? It doesn’t just happen at the drop of a hat! It takes work, commitment, and time. The good news is that you can get it all started with just a few simple tweaks!

It doesn’t require elaborate rituals. You don't have to commit to a or a major life overhaul. All you need is to implement a few simple yet powerful habits designed to build a powerful you from the inside out!

What habits do Shameca and I recommend for creating an entrepreneurial sales mindset that sets the foundation for your ultimate success? Let us share our decades of experience with you!

Join us for our brand new FREE Mini-Course, “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset” and get your mind-mojo going starting TODAY!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Ready to master your sales mindset? It doesn’t just happen at the drop of a hat! It takes work, commitment, and time. The good news is that you can get it all started with just a few simple tweaks!

It doesn’t require elaborate rituals. You don't have to commit to a or a major life overhaul. All you need is to implement a few simple yet powerful habits designed to build a powerful you from the inside out!

What habits do Shameca and I recommend for creating an entrepreneurial sales mindset that sets the foundation for your ultimate success? Let us share our decades of experience with you!

Join us for our brand new FREE Mini-Course, “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset” and get your mind-mojo going starting TODAY!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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062 | Alissa Barthel Teaches Us How to Ferment Our Way to Success

Alissa Barthel is the founder of Punk Rawk Labs, a company that makes dairy free cheese from fermented nut milks. PRL started as a physical therapy project after a motor vehicle collision. What seemed like a devastating setback at the time was actually a doorway to a new business, a new perspective, and a new life. Most importantly it was a lesson about staying open and allowing things to unfold. Sometimes life’s greatest developments come wrapped in harsh packages.

Has your business reached a point where it’s time to bring on a partner or maybe even an investor?

That’s a pretty exciting season of business! You’ve reached a point where you’re experiencing success, but in order to go even further you need to bring someone else on to grow.

Bringing on a partner can be really good for a company, or it can be really bad. The most important thing for you to do is do your due diligence and ensure your visions align.

In this episode, Alissa shares how she began Punk Rawk Labs with 2 other partners (one of them a close friend), and what led to one of the partners leaving.

If you’ve been thinking of bringing a partner into your business, don’t do anything until you listen to Alissa’s MUST LISTEN 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 Alissa Barthel for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Are You An Overwhelmed Solopreneur? It’s time to start bringing in the help you need and stop your business from running YOU. But where do you start? How do you know who you need to hire, and how do you hire someone with confidence and trust? I’ve got your back! Learn how to put together the DREAM team for your business with my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business”.

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

• Michelle introduces Alissa Barthel.
• Alissa shares what inspired her to make nut milk cheeses (it’s not the story you might expect - listen for the full story!)
• As a microbiologist, Alissa learned the techniques needed to create and develop the steps necessary to make nut milk cheese.
• Alissa believes that she has always had the mind of an entrepreneur, because she would always rub people the wrong way as a scientist.
• After Alissa was fired from working in her lab, she worked in different kitchens, trying to learn more and more about food, that she eventually used in her own business.
• Alissa shares the full story of her dramatic firing in this episode.
• Being fired taught Alissa to trust her gut and know you’ll be able to produce what you need to produce and to stop worrying about the future.
• A series of uncanny coincidences have led to a very fortunate life for Alissa, she shares those coincidences in this episode.
• As an entrepreneur you need to stay in flow because there is an endless stream of things coming at you. Alissa believes this is how you stay focused, even in the tough situations.
• Alissa’s biggest NO came when Whole Foods approached she and her partner to be in their flagship store, and they had to turn Whole Foods away - listen for the full scoop!
• Alissa shares that Punk Rawk Labs is growing and will be moving to Boulder soon.
• The biggest NO that Alissa and her partner experienced was when their third partner decided that she would need to back out of the company. It led to a whole bunch of struggles, but this experience left the company in a better spot after they worked through those struggles.
• If you are ever involved in a partnership and need to separate, Alissa shares some great insight on how to handle it professionally.
• Alissa shares what she would tell her younger self.

Connect with Alissa Barthel:

• Alissa’s Website
• Facebook
• Instagram
• YouTube
• Twitter
• Alissa’s Go Fund Me Page

P.S. Are You An Overwhelmed Solopreneur? It’s time to start bringing in the help you need and stop your business from running YOU. But where do you start? How do you know who you need to hire, and how do you hire someone with confidence and trust? I’ve got your back! Learn how to put together the DREAM team for your business with my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business”. Music produced by Deejay-O www.iamdeejayo.com

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How To Keep Your Credibility After Getting Rejected | Coffee Is For Closers Sometimes telling a client NO is necessary to ultimately grow your bottom line, no matter how much you think you need to fill your roster.

A few weeks ago, I was helping one of my clients sell a tax plan she created for a prospect. She found a plan that had the potential to slash $90,000 from her prospect’s tax bill. Pretty impressive, right?

Naturally, she couldn’t wait to share the good news with her clients. She figured that the client would hear this number, see her value, and say YES on the spot. What actually happened?

We got on the scheduled call together with her prospective client. As it happens, the prospect took the call...but was on vacation.

Turns out that despite the exciting news, the prospect was distant and disengaged in every way imaginable. Regardless of the the value that we presented them, they just weren’t all that interested.

Did we go back to that prospect and try to convince them of what they were missing?

No. In fact, what we did do might surprise you. We decided together that it would be best to send them an email, wish them nothing but the best, and respectfully say “goodbye.” And believe it or not, by taking that stand, it did wonders for my clients credibility factor.

My friends, credibility is a big deal in business. You need to not only look legit, but BE legit. And believe it or not, credibility is not JUST about glowing testimonials. And in this case, my client used a not-so-obvious principle of credibility to kick her legit-factor into high gear (and ultimately it landed her a better client)!

This episode is all about getting credibility in a world of online noise and steep competition, and in more than just the obvious ways! Don’t just SAY you’re awesome. BE awesome!

How do you rise above the noise of the online & business world and show everyone that YOU are the real deal? Increase your credibility, of course! Whether you’re brand new to the business world or you’ve been out there for years, the steps to up your “legit” factor never go out of style! Grab my Checklist, “7 Steps To Legit: A Checklist To Up Your Credibility (And Make More Sales)” and start showing the world that you are all that...and MORE!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

How do you rise above the noise of the online & business world and show everyone that YOU are the real deal? Increase your credibility, of course! Whether you’re brand new to the business world or you’ve been out there for years, the steps to up your “legit” factor never go out of style! Grab my Checklist, “7 Steps To Legit: A Checklist To Up Your Credibility (And Make More Sales)” and start showing the world that you are all that...and MORE!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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061 | Sean Roach is the Sales Hunter

Sean Roach has built an entrepreneurial empire helping businesses solve problems and realize their potential. Using his expertise in internet marketing and organizational turnaround, Sean provides practical advice on how both small and large businesses can expand their reach and reposition themselves after inevitable changes in business and technology. At the individual level, Sean urges people to take action and make their dreams a reality by giving them the tools to pursue what they want. His best-selling business book, Get Off Your Duff and Make Your Own Damn Cheese!, encourages readers to make success happen for themselves—just as he did!

Have you ever wondered why some people absolutely LOVE going out and hunting for sales, and why some people prefer to hang back and wait for sales to come to you?

This week’s guest, Sean Roach, has an answer for you!

There are two different sales personalities that make some people love going out on the hunt for sales and others who like to hang back and wait for the sales. They’re typically referred to as sales Hunter and Sales Farmer, respectively.

Sean Roach is someone who loves going out and searching for the sale. He has narrowed his niche so much, that it becomes easy to search out the people who he can effectively service.

Sean believes that the longer you’re in the sales industry, the more likely you are to become a Hunter, but if you’re a Farmer, all is not lost.

In this episode, Sean shares how to take advantage of not only being a sales Hunter, but a Sales Farmer, as well.

Stop trying to change your sales personality! Accept who you are and then watch the sales start to roll in.

If you’re ready to start selling in a way that matches your personality, then 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 Sean Roach for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Good Help Is Hard To Find...But NOT Impossible! If you’re a solopreneur who is ready to start building a team but you’re afraid of letting go of control, I’ve got you covered! Find the RIGHT people to treat your business like it’s their own. Check out my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business” and find the RIGHT person to help take your business to new places!

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

• Michelle introduces Sean Roach.
• Sean shares a quick introduction of himself.
• At the age of 36, Sean was diagnosed with Dyslexia and has overcome it with success.
• Sean was placed in special classes because of his Dyslexia but at the same time was giving Rotary speeches and was an excellent swimmer too.
• Right out of college, Sean began working with a mortgage company where the guy who was to be his mentor was not ever attentive, so Sean kept hearing NO after NO.
• Sean shares what kept him going while hearing all these NO’s.
• Sean’s experience with real estate went from working with a mortgage company, to getting into home buyer training and would bring leads in. To then starting his own real estate division and brought in his own real estate agents.
• Are you familiar with the term “why kid?” Sean shares his definition.
• Sean was pummeled with NO’s before his first YES when he was in the mortgage industry. He shares a story of how some real estate agents were using him for free Starbucks!
• When Lyn, a realtor, gave Sean his first loan, he had an uphill battle because VA loans were gone and the guy he was working with didn’t have any credit. With his perseverance, Sean was able to get the loan through. He shares the full story in this episode!
• There are two types of salespeople in the world, Hunters and Farmers - Sean explains both.
• Sean’s college thesis helped him to realize that niching down was the most important thing to do in sales and in business.
• As an intern, Sean went with the MGM community to Japan to try and convince them to allow Kirk Kerkorian to purchase their land. Sean tells the FULL story, and it’s one you don’t want to miss.
• “Go after the people who want to hear what you have to say, and stop caring what others think.” ~ Sean Roach
• Sean shares what he would tell his younger self.

Connect with Sean Roach:

• Sean’s Website
• Sean’s Book
• Facebook
• Twitter
• LinkedIn
• YouTube

P.S. Good Help Is Hard To Find...But NOT Impossible! If you’re a solopreneur who is ready to start building a team but you’re afraid of letting go of control, I’ve got you covered! Find the RIGHT people to treat your business like it’s their own. Check out my FREE guide “Building Your All-Star Team: A Guide To Hiring The RIGHT People To Skyrocket Your Business” and find the RIGHT person to help take your business to new places!

Music produced by Deejay-O www.iamdeejayo.com

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Is Your Client’s Objection BS? | Coffee is for Closers

Everything was set to go. I just landed a new client...or so I thought.

My new prospect and I had established a relationship and a great rapport. He seemed perfect for the program I was helping him enroll in. All he could talk about was how excited he was to get started, how he’d always wanted to start his own business, and how he’d see me in San Diego for the in-person workshop in a few months.

But when it was time to put down the deposit and seal the deal, the conversation took a strange turn…

He told me that he didn’t have his debit card on him, and asked if he could call me back in an hour. I said OK (although I admit I was curious how he got through the day without a debit card). I gave him the benefit of the doubt and waited for an hour and called him back at our agreed upon time.

And guess what? He didn’t answer my call. Not only did he never call back, but he didn’t respond to a follow-up call or email. The client that I thought was the real deal ghosted me.

See, even if they swear up and down that they’re all-in, sometimes your prospects disappear at the moment of truth. It could happen to anyone at any time. (Even to me, The Pitch Queen!)

It got me thinking about the objections, excuses, and runarounds that we sometimes get from prospects. Is there a way to know for sure if someone is putting you off or has an honest reason for delaying their decision? How do you tell a real objection from a (sometimes lame) excuse?

Find out all about how I handled this bizarre client situation AND let me and my colleague, Master Business Strategist Denise Mandeau, show you how objections and stall tactics happen to EVERYONE in business. We’ll also share how you can spot the red flags and address these situations before they suck up too much of your time!

Learn how to tell a genuine buying question from a blow-off. Hear some of our wildest stories of sales gone south. And let us share with you how you can help your clients get to the TRUTH behind their own objections faster and with less pain! Click here for my Mini- NO BS Workshop “How To Get To The TRUTH of Your Prospect’s Objections.” Make sure that you get to the TRUTH that will set both you and your prospects FREE! Click HERE!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Learn how to tell a genuine buying question from a blow-off. Hear some of our wildest stories of sales gone south. And let us share with you how you can help your clients get to the TRUTH behind their own objections faster and with less pain! Click here for my Mini- NO BS Workshop “How To Get To The TRUTH of Your Prospect’s Objections.” Make sure that you get to the TRUTH that will set both you and your prospects FREE! Click HERE!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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060 | Trina Gray Teaches Us THE BEST Sales Technique

Trina Gray is a recognized leader in the fitness industry. She is an accomplished health club owner, entrepreneur and online business coach to other women who want to grow a career in fitness. She is an award winning presenter for IDEA Health and Fitness and an Elite Coach with Team Beachbody. She’s a wife, mom of two and enjoys an outdoor and adventurous life in northern Michigan.

Have you been struggling to find people willing to invest in your company or work with you?

If you answered YES, then it’s time to learn THE BEST sales technique around, and it’s not as complicated as you might think.

This week’s guest, Trina Gray has worked hard to get to where she is. She started her first business, a medically based health facility when she was just 30 years old. Getting the investment money and the agreement to build the facility wasn’t an easy task.

Trina had to quickly utilize the best sales technique by enrolling others to think that her ideas were theirs.

That might seem tricky but if you create genuine and authentic relationships with your investors, clients and even your customers, it becomes rather easy. The key is to appeal to their personal stories, things or people in their lives. But, I’m not going to share the full story here. :-)

Come listen to Trina share how she used the best sales tip to her advantage and has truly experienced real success!

Learn how to use this effective method for sales in this MUST LISTEN 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 Trina Gray for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. Just When You Thought Your Prospect Was A YES...They Disappear. Should you have seen this coming? Learn how to spot the red flags with your prospects, help your clients see their truth, and save yourself a lot of time, energy, and disappointment! My FREE mini-workshop with Master Business Growth Strategist Denise Mandeau will show you how! Click HERE for: How To Get To The TRUTH of Your Prospect’s Objections: A Mini NO BS Workshop.

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

• Michelle introduces Trina Gray.
• Trina shares a brief snippet into who she is and what she does.
• “Our biggest breakthroughs often came from our biggest NO’s” ~ Trina Gray
• Trina opened her first business when she was 30 yrs old and had a two year old and a three month old.
• Creating a medically based health facility was the dream that Trina had for herself and her community.
• Trina’s most crushing NO came when she sent out 12 business proposals to 12 different lenders and almost all said NO. (Trina tells the whole story in this episode).
• Following-up is ultimately the way that Trina learned from the lenders who told her NO and how she then used that information to get a YES from the final one.
• Social proof, data and making it personal are 3 of the best ways to enroll people to work with you, Trina shares how it worked for her.
• “People make decisions based on emotions oftentimes more than facts.” ~ Trina Gray
• Using the method of making it personal, Trina was able to persuade one of the decision-makers at the lender to work with her.
• When it was time to sign the agreement with the hospital that Trina was going to open her facility in, the CEO was having a bad day and immediately told her NO. Trina tells the full story.
• The other executives at the company worked with Trina to come up with a new way to approach the CEO, it’s actually THE BEST sales technique! You’ll have to listen to the episode to hear it! ;)
• Trina shares how she got back up after her most devastating NO.
• Trina teaches us three ways that we can get past being told NO, or turned down from a deal.
• Trina recommends that to build belief in yourself, personal development is KEY. Choosing personal development over a night out with your friends is paramount to your success.
• Having passion and enthusiasm for your project is another way to get past a NO.
• The third best way to get past a NO, is to know that success is not above you and that you deserve it.
• Trina shares when she flipped the script and stopped working with a Team Beachbody celebrity because they had a very strong difference of opinion.
• Trina believes that knowing what you stand for is equally as important as NO’s that you hear.
• Trina shares what she would tell her younger self.

Connect with Trina Gray:

• Team Rockstar Fit
• Trina’s Website
• Facebook
• YouTube
• Twitter
• Instagram

P.S. Just When You Thought Your Prospect Was A YES...They Disappear. Should you have seen this coming? Learn how to spot the red flags with your prospects, help your clients see their truth, and save yourself a lot of time, energy, and disappointment! My FREE mini-workshop with Master Business Growth Strategist Denise Mandeau will show you how! Click HERE for: How To Get To The TRUTH of Your Prospect’s Objections: A Mini NO BS Workshop.

Music produced by Deejay-O www.iamdeejayo.com

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How to Deal with Uncertain Clients | Coffee is for Closers

Not too long ago, I had to say NO to a potentially huge client. And I can’t say I regret it for a moment.

I’d been talking to a couple of guys who seemed to have a good thing going in their business. Good, that is, to the tune of nearly one MILLION dollars in revenue.

The only trouble was, they weren’t making any money. In fact, looking at their bottom line, for all intents and purposes, their business was broke.

How did this happen? And just where did that million dollars disappear to?

I knew what their problem was. I knew the exact reason they were bringing in the cash but bleeding away the bottom line. Most of all, I knew exactly what they needed and how I could help them.

But I had to say NO, wish them nothing but the best, and move along to the next prospect.

Why?

It wasn’t because I was feeling spiteful. It’s not that I didn’t want to see them succeed. (Believe me, I did. And I knew just how they could do it, too.)

But the truth is my friends, in business, just like dating, there are such things as dealbreakers. And these guys displayed a major one, in my book.

And as irony would have it, the reason I turned them down was the exact reason that their million dollar business was a sinking ship that was taking on even more water.

Why did I send these guys on their way? On this week’s Coffee Is For Closers I tell you the reasons why sometimes you have to pass on what seems like a sweet deal in favor of your own standards and boundaries.

Check out this episode and find out why I said NO to a MILLION dollar client. And I’ll also share what YOU can do to avoid the pitfalls of those uncertain clients who play you hot and cold!

Are you wasting too much time on clients who won’t commit? Find out with my quiz “Are Your Prospects Serious (Or Seriously Wasting Your Time)?” Learn if it’s time to wait it out or cut your losses with your prospects right HERE!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

Instagram: https://www.instagram.com/thepitchqueen/

Facebook: https://www.facebook.com/thepitchqueen/

Twitter: https://twitter.com/thepitchqueen

LinkedIn: https://www.linkedin.com/in/michelleweinstein/

Are you wasting too much time on clients who won’t commit? Find out with my quiz “Are Your Prospects Serious (Or Seriously Wasting Your Time)?” Learn if it’s time to wait it out or cut your losses with your prospects right HERE!

Here’s to brewing YOUR Sales Success!

Music produced by Deejay-O www.iamdeejayo.com

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059 | Scott Carson Shares Why You NEVER Go Back to an Old Job

Scott Carson (aka “the Note Guy”) has been an active real estate investor since 2002 and solely focused on the note industry since 2008 where he buys and sells non-performing mortgages directly from banks and hedge funds from banks all across the country. Scott is the CEO of WeCloseNotes.com and the creator of the Note Buying for Dummies workshop that focuses on the 3 F’s of Note Buying…The Find, Fund and Flip. He has purchased over half a billion dollars in distressed debt for his own portfolio and purchases assets in over 30 states across the United States.

Are you passionate about your career? Do you wake up every morning excited and ready to start the day?

If you answered NO to either question, why not? Life is too short to waste time on something you don’t love doing! Every day is a choice and you have the power to choose.

This week’s guest, Scott Carson, has been in real estate and mortgages for all of his career, but when he was working for someone else, his value wasn’t realized, Scott knew it was time to move on.

Scott quickly learned that that he could experience immense success while doing what he loved.

However, during his second year of being solo, Scott hit a dry spell. He knew he needed to feed himself and make a living, so when he was approached by a regional manager from his old job, about an interview, he sought the advice of a friend.

After talking with his friend, Scott quickly learned that heading back to a job he hated wasn’t the answer, and that sticking it out with his business was the only way. Within just a few days, Scott’s dry spell ended!

It’s time to start doing what you love and doing it with passion!

If you’re ready to uncover what you love to do and experience HUGE success, then 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 Scott Carson for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

P.S. WHY is your WHY Such A Big Deal? If you’re an entrepreneur, you need to stay up for the game at all times. Your success or failure is all up to you, and sometimes, even the best of us fall off track. How do come back from a great fall? By remembering WHY you started. Remembering WHY you’re passionate about what you do. And keeping that purpose at the center of everything you do. Can your WHY do that? Let’s find out! Grab your copy of my FREE guide, “5 Steps To Your Ultimate WHY” and get focused, inspired, and ultimately successful!

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

• Michelle introduces Scott Carson.
• Scott takes us back about 10 years to when he was working for someone else in his J-O-B.
• Scott shares the story of how his boss wanted to pay him to train someone else to do what Scott was so good at - buying non-performing mortgages, but didn’t want to give the job to Scott himself.
• The boss turning Scott down, was just the slap in the face that Scott needed to set off on his own venture.
• For six months Scott spent time reading personal and professional development as well as putting his knowledge to the test.
• Scott explains what his company does and how it works.
• The biggest NO that Scott received was when he was trying to buy a portfolio with over 100 assets, and the investor he was working with walked away. (Scott shares the whole story in this episode).
• Scott turns each of his NO’s into a game. He tells himself that each NO is a not right now, but not a permanent NO.
• When looking for investors, Scott advises that you go for mid-size fish, not the whales. (Scott explains this analogy in this episode).
• When Scott was looking for the mid-sized fish, he had a method to how he chose who to reach out to - listen closely to find out more!
• “Seek counsel, and not advice.” ~ Scott Carson
• Scott knew that if he kept going and going and calling people he would eventually hear a YES.
• Only 48% of salespeople will reach out to a prospect more than once. The sale is all in the follow-up!
• Michelle and Scott talk about the movie Wall Street.
• A good piece of advice, when speaking with your prospect, ask them when a good time you should follow-up, and then do it!
• Scott is a firm believer in the personal touch - sending thank you cards and other small gifts.
• Scott shares his story of how during his second year in business, he hit a dry spell, and how he considered going back to his old job.
• Scott tells Michelle what he would advise his younger self.

Connect with Scott Carson:

• We Close Notes
• Facebook
• Twitter
• Instagram
• LinkedIn

P.S. WHY is your WHY Such A Big Deal? If you’re an entrepreneur, you need to stay up for the game at all times. Your success or failure is all up to you, and sometimes, even the best of us fall off track. How do come back from a great fall? By remembering WHY you started. Remembering WHY you’re passionate about what you do. And keeping that purpose at the center of everything you do. Can your WHY do that? Let’s find out! Grab your copy of my FREE guide, “5 Steps To Your Ultimate WHY” and get focused, inspired, and ultimately successful!

Music produced by Deejay-O www.iamdeejayo.com

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How to Get Over Your Fear of Rejection | Coffee is for Closers It doesn’t really matter what we’re talking about, in business or in life. The number one game-stopper tends to be that four-letter word that torments us all from time to time.

Of course, I’m talking about FEAR.

When you run a business, you’ve got to have sales or you don’t have a business. But sometimes that fear of asking for the sale outweighs the need to keep your business afloat.

After all...what if the customer says NO?

When it comes to fear of rejection, the struggle is real. At least we think it is, anyway! But trust me, being told NO is nothing to fear. In fact, it’s something to be celebrated, and for MANY reasons.

Being rejected means that you’re actually in the game. It means that you’re learning from your actions and improving your sales processes. It means that you’re getting closer to the success that you really want.

But if you don’t even ask for fear of being shut down, nothing will happen. That’s a guarantee.

We’re not going to let that happen to you, though! On this episode, I give you the lowdown on WHY you might fear rejection in sales, HOW you can get past that fear and ask for the sale anyway, and WHAT you can do to recover from the dreaded NO (and come back even stronger!).

Everyone feels the fear. The only difference between successful entrepreneurs is that they take action anyway. Let me show you how YOU can be that entrepreneur who turns fear into success!

If a prospect gives you the brush-off, how can you bounce back, stay strong, and learn from it without falling into despair? I share my Top 5 tips for getting back in the game after you strike out in my Checklist, “5 Ways To Come Back From Rejection In Sales- A Checklist For Inspiration and ACTION” Right HERE!

Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!

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.

Connect with The Pitch Queen & Join the others in the Royal Family:

Website: http://www.thepitchqueen.com

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