Creating Confidence with Heather Monahan - #327: The KEY To Discovering Your Unique Value With Juliana Garcia Expert Marketing Coach

Episode Date: June 6, 2023

Have you been wanting to work with Heather? Her annual elite mastermind is open NOW!   She is only accepting 20 participants this year! Click the link below to learn more and apply now if you are ready to go to the next level! https://bit.ly/hm-cc-mastermind  In This Episode You Will Learn About:  Tools for cultivating a strong mindset to help you accomplish ANYTHING   A human-centric approach to strengthen your communication and marketing skills The key to clarifying your message so you can share your truth with the world   How to root into your true self  Resources: Website: www.julianagarcia.com  Join the Magnetize & Monetize Mastermind course Email [e-mail]  LinkedIn & Facebook: @Juliana Garcia  Instagram: @itsjulianagarcia Facebook: @Magnetic Marketing Secrets For Entrepreneurs  Overcome Your Villains is Available NOW! Order here: https://overcomeyourvillains.com  If you haven't yet, get my first book Confidence Creator Visit Indeed.com/monahan to start hiring now. Go to 4Patriots.com and use code CONFIDENCE to get 10% off.  Show Notes:  In order to become successful, you must understand the unique value that you offer! Juliana Garcia is an experienced marketing coach who helps her clients accept their truth and get clear on their unique message so they can attract their ideal client. She’ll help us perfect our personal story, connect to the people around us, and discover genuine growth for ourselves or our businesses!  About The Guest: Juliana Garcia is a Latina online entrepreneur who has created a $2.5 Million business helping skilled coaches clarify their marketing message to attract premium clients. Her client-centric approach breaks the stereotypical models out there and her classes are constantly selling out! With her tool belt full of creative and genuine tools, she’ll help us step into our true purpose!      If You Liked This Episode You Might Also Like These Episodes: The 6 Foods You NEED For A Healthy Gut & Brain Connection, With Dr. Amy Shah Turn Your Anger & Outrage Into ACTION, With Jessica Jackson Human Rights Attorney & Former Mayor of Mill Valley How To Start Defining Your Own Success With Mark Manson NYT Best Selling Author 

What has been my journey? That's unique in itself, right? We don't tend to value that. We think our journey is either not good enough or maybe too flashy, too not relatable to this, to that. The moment that you decide that the way that your journey has unfolded is the unique way that you're going to go and sell, the unique angles, the unique storylines.

And when you put a lot of value on that, people start perceiving it with a lot of value. I'm on this journey with me. Each week when you join me, you're going to chase down our goals. We'll overcome adversity and set you up for a better tomorrow. I'm ready for my close-up. Hi, and welcome back. I'm so excited for you to be with us this week.

We've got Juliana Garcia. She's a Latina online entrepreneur who's created a $2.5 million business, helping skilled coaches clarify their marketing message to attract premium clients. Who doesn't want premium clients? She pioneers a cutting-edge client-centric approach that breaks the old-school marketing rules and focuses on selling through intimacy, integrity, strong mindset tools, and zero BS. Her flagship five-figure offer, the magnetized and monetized mastermind is consistently sold out without any paid ads or sales calls. Just a clear message. Massive client's results that sell to the beat of 700K per launch.

Julianna's early marketing career involved working on the launch of the movie, think and grow rich. I think you've heard of it. She's had a strong influence on this event. And her company is focused on helping coaches set new standards for what's possible in the coaching industry and create a rich, fulfilling, sustainable business without burnout. Juliana, thank you so much for being here today. Oh my God, it's such a pleasure. Thank you for having me. Okay, so let's get into it. First of all, you know, I was reading an article that you did with Forbes and you were talking about how sales can be a beautiful process.

And I tend to believe you, agree with you, like, these are my people. However, I know from my peeps listening, not everyone feels that way. So often I hear from listeners that they struggle with sales. They struggle with selling themselves. They struggle with selling their company products or anything for that matter. How do you find sales to be a beautiful process in your business? Well, the reason why I believe sales are such a beautiful experience is because is truly the most intimate moment that we can have with another person to really uncover

what's their true vision. And we are probably the only person that they get to be vulnerable with about what are their fears, what are their desires, what's in the way? And at the core, why do they not believe they can do it? And that is a really vulnerable thing to express and to get to the root of. So to me, sales is about intimacy, is about creating connection with another person, and really is about creating safety for the other person to feel like they can trust themselves, that they can trust you as a coach or as the person who is selling, and that they can trust the process that you're going to guide them through. So in order to trust, there needs to be a connection built. And a sales call, it's the most perfect, for me, is as a spiritual experience to really get myself to a point where I can hold space.

for somebody's fears, their reactions, their, I need to think about it, I need time, I need this, I need that, and really be able to hold pristine space and feel unshakable in yourself, allowing all of their things that might come up to come up and allow them to feel safe in the experience so that they can finally trust themselves to make that leap. So I often find that on a first call, that can be hard to establish that level of trust or intimacy to even get someone to the place of they're actually emptying their cup to you. How do you accelerate that? Many ways. I have a process called this civil sales process. And one of the things that I teach my clients in the beginning of the process as you set up the tone of the call is to

ask the person on the phone, would you like me to be nice or would you like me to be real? And that question really opens up the container for it to be truthful, to be rooted in truth. so that you as a coach, if you are selling a process, a package or whatever you're selling, and you see their blind spots along the way, you can pause and you can ask them, okay, are you open to hearing something that I'm seeing right now? And if they have consented in the beginning, then they, and they're always willing to say, no, I don't want to hear it, but also that tells you what kind of client there will be. So it's really important to really create a space where people actually welcome the

truth and where you feel so confident in your expertise and in yourself and your intuition, to be able to call out the things that you see as a coach from a loving way and show them, this is what I see as a blind spot for you. How do you see this impacting you in other areas of your life? Or where do you think this comes from? What's the story behind this fear that XYZ, whatever they are presenting to you? And so as coaches, we can take responsibility for creating that intimacy simply by asking questions. that are going to make the person feel open to receiving your feedback and what you're noticing on the call. Well, it makes sense because you have been doing this for a while.

So, of course, you feel confident when you're in it, right? The more reps you put in on anything, the more confident you're going to be. What about for people listening right now that they're new selling in their business? And sales is a scary idea for them. How do you get them to show up as that competent version of themselves? Things that you can do before the call are so important for you to get rooted in yourself. and in the value that you bring. Because I think a lot of people get so nervous on sales calls

that right before the call, they're just like sweating and they're stressing and they're like attached to the outcome. They're attached to the result of the call. Is a person going to say yes, am I going to get this sale? Am I going to hit my goals? And notice that all of that is focused on you. And a sales call has nothing to do with you. It's all about the other person.

And so the most important thing that we can do before a sales call and during a sales call, is really understand that we are not here to serve ourselves. We are here to serve a person in front of us. And so the way that we get rooted in ourselves beforehand is by really getting present, 10, 15, 20, 30 minutes before the call and doing some journaling prompts and asking yourself, why do I believe I'm the best person for this client? Why, what I have to offer is the most important thing that they can invest in right now. Why is now the time for this person to leap into what they desire?

And of course, for me, I have a process where people fill out an application and, you know, I have information about them. They have shared some of their fears or desires where they're at. And so that allows me to feel into what this person is craving, what they're needing. And from that place, I get rooted into, oh, my God, this is the best time for them to do this. I am the best person for them. And how do we know we are the best person? for the person in front of, on the other side, because they are here, because they booked a call

with you out of all the people in the world, somehow both of you got connected. There's a reason for that. So am I willing to trust that there's a reason why they're in front of me? And the answer for me is always yes. So what came up for me listening to you say that this is so funny is I used to sell radio. And when you're saying, you know, write down in journal prompts, why do they need to buy this product? or service, when you struggle with believing that actually is a truth, you need to get another product or service. You need to get yourself out of that situation because if you truly don't

believe in what you're selling, that other person is going to see it. Do you agree? 100%. You have to be so rooted in the value of what you offer and know your value. And that is really at the core of everything. And I think a lot of people confuse our intrinsic value, with what we're charging. And those two things are separate. Like I hear a lot of people say, oh, charge your worth. And it's like, how could you charge your own worth? No, you charge based on the value that your program delivers.

What is the lifetime value that your program delivers, that your service delivers? Not just if it's a three-month package or a six-week thing or a one-year thing or a five-month experience. It's not about the month. It's about what is the last. live, long impact and value that that's going to bring to a person. And from that place, whatever you charge, if you charge $10,000 as a relationship coach that helps people find the right person so that they don't get married to the wrong person, like, what is the value of that? Imagine if you marry the wrong person, what do you think is going to happen? Probably going

to get divorced. How much is a divorce is way more than the $5,000 or the $10,000 or the $15,000 that you're charging. So getting really clear and having your eyes wide open and having the right perspective around the value that you bring to someone's lives, not just the modules, the package, the length, that's when you really feel that confidence in yourself to be able to hold space for anyone on the call, even when they give you money objections or time objections or whatever it is that they give. Yeah, that's a great point, you know, stepping back to see that bigger picture beyond just today beyond this month, but really what is that global impact? And that could be the same way I was thinking when you were saying that, buying a new car, right? Like instead of selling just the

benefits of this vehicle sitting in front of you, how does this impact your life over the next few years? How are you seen differently by people? How do you show up and feel differently every day when you get out of this new car? There's such a bigger impact than most people focus on. Most people are just focusing on that short window and short product that's sitting right in front So I really like that perspective. Thank you. You're welcome. Yeah. So tell me a little bit about, I know that you've done some talking about storytelling and not getting into numbers when you're in your approach on selling. Can you share a little bit about storytelling and how you use the power of storytelling in sales? Everybody has heard the storytelling is the best way to communicate with your audience. We all know that.

And the question becomes, what stories do we share and how do we share those stories and how do we elegantly link to what we sell, right? So I see a lot of people or I've seen over the last five years, actually five years ago, I remember seeing a lot of people talking talking about being vulnerable and sharing your story and being vulnerable. And what happens is they confuse vulnerability with showing up as a hot mess online and just sharing like literally everything, even if you're in the process and not feeling like you're in your power around your story. And so what I believe in terms of storytelling is that you can share from a place of elegant vulnerability. And what that means is sharing a story from the past, it could be from the present, even if you're going through it, but coming from an empowered place.

And what does that mean? What that means is simply thinking about what are the lessons that I'm learning from this story, that are empowered, that don't blame somebody else, that don't point the finger at somebody else and make them the business. but really just say, I'm in this situation. This is where, or I have been in this situation, I was. And these were the lessons that I learned. And actually, this is what helped me shape the program that I am selling right now. And so there are, there's so many different ways in which you can link your personal stories when you come from a place of elegant vulnerability.

And you actually link it back to maybe something that inspired you from that experience to sell your offer, to create the offer or the purpose of why you want to help people who maybe were in the same situation. And so that's one of the takes, I mean, I have so many takes in storytelling that I can go home for like a whole five-hour masterclass. But the main thing is telling a story from a place of power, from a place of I take responsibility for my part or here are the lessons that I'm learning because that gives value to your audience. It helps them feel connected to you as a human. And it also positions you as somebody who has authority and has experience in what you're selling.

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psychiatrist in just a few minutes. That's tachiatry.com slash confidence to get matched. in minutes. What about this idea of the hero journey and how do you leverage that in sales? Yeah, I think that this is such an interesting concept. I mean, I think people are always looking for somebody who can guide them, right? And so this is why also elegant vulnerability is important because if you're showing up in hot mess vibes, then people are going to give you lots of likes and comments and they're probably going to be like, oh, I feel you, me too.

I get it. Oh, I hear you. And you might get a lot of engagement. but they're not going to buy from you because people don't feel that leadership in the experience. They just feel like you're a friend. They feel like, oh, you know, me too. You know what I mean? I get it.

And so think about it. We don't pay our friends. We pay guides. We pay guides who have gone through the path, who have wisdom to offer us. And so what is important is to understand that we are guides for our people and that they want us to show up in our power. and also that we are the humans that we are and we make mistakes and we can share about that. But we want to share it from a place of power.

And that actually it's like a self-development for ourselves in itself to really sit with something and be like, okay, this feels like I'm the victim in this. But if I really take my power back, like how would I view this story? So this is what content creation for me is totally like a spiritual experience too, because I'm able to see in what places actually deserve me or how did I actually want this to happen. and what lessons did I get from this experience that I can pass on to my people? And that creates a sense of aspiration, but also they relate to me. But it's not just one or the other, because if we show up only as heroes, I have no flaws, I'm perfect, there's nothing wrong with me. People don't feel your heart.

They don't feel like they can relate to your experience. And so we need to do both at the same time. It's not one or the other. Another article that I was reading that you had written about the hero's journey was talking about the hero not being yourself, but the hero actually being that customer consumer, what that challenge is, the lesson and takeaway, but really getting it to feature that customer instead. How do you position that? Yeah.

Well, the story is never really about us. It's kind of like sales, right? Like the story, we tell the story through our perspective, but what we are really, what we want to do is tell a story that our client is living, that our client has lived, that our client is afraid of living, right? And so this is what is so important about getting super clear on who is the perfect person that you, or the ideal person that you want to serve, your premium client. What are the challenges that a premium client experience, or even if you don't work with premium clients, what are their actual challenges? Where are they at? And how can you tell a story

from the place of like, I have been there and here's what I learned. And in my posts, in my content, you will see that all I do is affirm the believing themselves so that they know that they can get through it and that there's a solution and that they can take a leap instead of robbing them from their power and saying, well, only you can, only if you do it the way I did it or only if you buy my process, you're going to be successful. well, otherwise, you're going to be in the dirt, right? Like, I never do that. That is disempowering marketing.

And that's what a fear-based marketing. And that's what a lot of people are waking up to, like when people are selling with fear. So when you tell the story of a client through your lens of what you have gone through and you tell them, and here's how you can do it yourself, you're going to win no matter what. I believe in you, you're powerful. Like, you're going to do this with or without me. And if you want to accelerate the time to your results, let's partner up and do it together. That's so powerful. So you bring up a good point. Scarcity marketing is a huge deal. I actually did an

episode with a scarcity marketing expert on this because I am intrigued by it. It's not something that I've done. It's not how I market myself or my business. And again, no judgment for what works for other people. However, I do like to hear how you're able to successfully land premium clients without leveraging the scarcity. It's interesting. Premium clients don't resonate with. with scarcity marketing and fear-based marketing, they're the ones who are most attuned to it because they're not in a scarcity space. So they are thinking of themselves as I can do this. It's probably going to take me a while to figure it out, but I could probably figure this out, right? I have resources. It doesn't even mean money, but it means I believe in myself enough

to do something that is scary. I have a feeling that I can. It's still scary, but I have a feeling that I can. And that is an empowered version of your client, somebody who believes in themselves, just enough to be able to do the thing that they want. And scarcity and fear, they're not going to resonate with that. So that actually scarcity and fear-based marketing attracts people who are in scarcity and fear and who need a quick solution, who want to be saved, who are in survival mode. And so the most, the easiest way to attract premium clients. And when I say premium, I don't just mean people who pay you a lot, but people who show up in a premium way,

who want to be coached, who want to be an amazing client, who want to trust you, who want to implement, who are coachable. Those clients want to be seen by somebody in their highest self, in their power.

They don't want to be told, there's no way that you can do this without me. They'll be like, wait, hold on, something doesn't feel right about that. Right? And so it's just the perfect, you know,

I actually believe urgency or not urgency, urgency is a neutral aspect of marketing. Like you can create real urgency. There's like a number of spots left or whatever that is. But scarcity actually doesn't resonate with premium clients. So if you want to attract better clients, start speaking to the Empower version of your client. So scarcity marketing then would perform better for lower ticket, lower end consumer and lower end product offerings. I mean, you could say so.

Yeah, I think it definitely does work. because it's an easier bridge, and I still don't believe that is the best way. I mean, anything can work. Like, anyone can sell with fear, really. I mean, think about all the people who sell a lot, like, high ticket stuff with fear, right? It's just that they're attracting a person who is in fear and who will maybe default on their payments, maybe won't show up, maybe you want to complain about the program. Like, it's just the people, it will still convert.

It's just the experience that people are going to have and how they're going to show up in your container, it's going to be very different than if you speak to a person who's empowered. Yeah, I definitely agree with you. And there are billions of people out there. There's always other consumers you can go after, different markets you can go after. There isn't just one route that will buy your products and services. And I know you have a three-step process. Can you walk us through what that looks like? The most important thing, which we talked a little bit about in the beginning, is understanding your unique brilliance. What makes you different than everybody in the space? And that's a question that people feel like, oh, like it's like a heavy blanket,

their soul. It's like, oh, what, I'm not, I'm not that different or this person's doing it better. This person's doing it differently. And the most important thing is understanding, well, what about you is something that nobody else in the world can copy, can replicate. And even if they did replicate it and copy it, it's not going to land the way that it would land if you were saying it. So being able to understand what that is about you, whether it is the energy that you sell, the personality that you, that you want to let yourself shine in. Like instead of trying to become the copy paste of some other coach or some other business owner or some other brand and copying that, what is your most expressive and aligned version? What is your preference for showing up on social media?

What makes you come alive? And what is your unique take in the industry or your niche? Like what is the unique thing that you want to talk about that maybe people are not really talking about? Like for me, I always talk about elegant vulnerability versus being a hot message. online. That's something that's a unique concept. And people know me for it. They love it. It's gone viral. People love it. And so that's, you know, one of the things that I discover in my unique brilliance. Another thing in your unique brilliance is understanding what is the problem that you want to focus on solving for the marketplace? Like, what is that thing that for you is kind of like you're marrying something for like five years?

Give it or give it at least a year if you're starting out. Don't shift and change niches because that's going to dilute your own unique brilliance and what you are amazing at, what you could be amazing at. So first is understanding that. Then the second pillar is really creating content that aligns with the right premium clients. And so for me, the most important thing that we can do as business owners is really set a high standard for the people that we want to work with and get super clear on our baseline standards. Like, I'm not willing to work with people who show up in this way. And these are the people that I do want to work with.

And that is a scary thing to do because you're essentially saying, okay, all these people that could pay me, I'm going to say no. But the reason why you want to say no is for the long-term yes, for the long-term community that you would build, for the long-term experience that you would have as a business owner, and because of the way that they're going to show up in the container. So getting super clear on who your person is, your premium person, speaking to them in an empowered way, and creating content, whether it's

reels, whether it's long form posts, everything works, as long as you are really addressing what is the main problem that you help people solve, what is your unique take on it, what are the things that you do differently that other people are not seeing, and who is it for? What is the empowered version of your client that is really going to land? It's going to make them feel like, oh my God, you totally read my mind. Like that feeling is only what? when you really get into their stories and the things that we talked about today. So I know there's people listening right now that are saying, I don't have any unique brilliance.

There's nothing that's special about me. I know for certain there's people saying that. And I know that at different times in my career, especially when I was a salesperson, I probably would have said that too. How do you help people uncover what is unique about them? I have a seven-step process that I guide people through in order to uncover what is unique about them because it's not just about what you do,

it's about who you are, right? Like there's a million people that talk about marketing and sales. I mean, I'm not the only person that does this, right? Like a million people that talk about whatever it is, sales, marketing, relationships. And the way that you get to understand your unique brilliance is really by noticing, okay, well, what about my journey? What has been my journey? That's unique in itself, right?

We don't tend to value that. We think our journey is either not good enough or maybe too flashy, too not relatable, to these, to that, the moment that you decide that the way that your journey has unfolded is the unique way that you're going to go and sell, the unique angles, the unique storylines. And when you put a lot of value on that, people start perceiving it with a lot of value. Like, I have a friend of mine who's like, I don't have a regs to rich a story, right? And she was like, and you don't need a regs to riches story. We are done with that, right? There's so many people who are like, here's my rec to reach a story. This is the best story ever.

And this is how you can do it too. So notice that both people have angles to sell, have ways to present themselves in their brand, but it's all about honoring who are you really? What is your true story? And how can you actually value that to the level where you think this is impactful and this is going to make a difference with people? So it's a valuing your own trajectory. And be, understanding what am I really amazing at that I love helping people with. Like, I'm really good at a lot of things. But for me, the unique brilliance that I bring to the table is really helping people with their messaging and articulating the value of what they do in a way that sells.

Clients were calling me yesterday that I'm like, Chad GPT, like Juliana, Chad GPT, because they can tell me like all their how they, what they would say to sell something. And I'm like, okay, here's how do you actually want to say it for it to convert. And that's just like my gift, right? So for us, if you're in the beginning, if you're listening and if you're in the beginning of your journey and you're like, I really don't know, start with the thing that makes you come alive and commit to it for about a year, at least to develop your ability, your confidence and yourself certainty, because that's going to build mastery. It's going to help you feel more connected and more empowered in you deliver and result in that aspect of what you sell. Yeah, it's so good. When you're talking, I was thinking about, you know, this applies to so many different areas of life.

This is just a great exercise to go through for you, whether you're a founder of a company and you need to launch your personal brand so that people can connect to who is behind this company and this business because your sale of people are out there representing you and it's going to be helpful for them to be able to repeat that story. It's so important for everyone and every business to identify this. Do you agree with that? I mean, I think that is so essential, especially now because there's so much saturation with different brands and different personalities and different kinds. that sometimes we can feel like, well, what is different about us? Or how can we even break through the noise? How can we even, you know, how can people relate to us? And it feels like a heavy blanket almost that we just have to like peel every day.

And really the freedom comes from knowing that there is just, we just get to be who we are. Like the most self-expressed version of us is the version that will connect with our audience. It's like, you know, I used to dim myself so much because I thought that I was too much. much. Like my personality was too bright, that he was just too direct that I was, you know, and when I started owning that, people were like, I need a, I want a coach like you. I want a coach that can like, tell me the truth. I want somebody who can be direct with me. I don't want somebody who's just cuddling me all the time. But I also don't want somebody who's judging me and who doesn't hold space for where I'm at. You have the perfect blend. And I'm like, oh my God,

I get to just own myself, all of me. And people want this. Okay. That was like, It was so liberating because I didn't have to try to be like any other brand or any other coach. I just got to like fully own myself. That reminds me of the viral content I'm seeing everywhere right now. Okay. If I'm too much, then you should go out there and get less. Yes. I actually reposted that like recently.

It's so good. And it's so well said that when you show up as that big, real powerful version of yourself, you're going to attract those right people to you. Conversely, when you dial your light down and are showing up as a lesser version because you think that's what the marketplace wants, you're going to attract the wrong people, the wrong partners, the wrong relationships, the wrong everything towards you. So start dialing it up and be who you are meant to be who you are put on this earth to be and watch your business flourish, your relationships flourish, and your sales will be so much easier. starting the year with a wardrobe refresh quince has you covered with luxe essentials that feel effortless and look polished they're perfect for layering mixing and building a wardrobe that lasts their versatile styles make it easy to reach for them day after day quince has all the staples covered from soft mongolian cashmere sweaters that feel like designer pieces without the markup to a hundred percent silk tops and skirts for easy dressing up to perfectly cut denim for everyday wear their wardrobe is

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pieces are you interested in? I mean, from the bags to the denim, to the sweaters, to the jackets, they're all incredible luxury high-end products without the high-end price. Refresh your wardrobe with Quince. Don't wait. Go to quince.com slash confidence for free shipping on your order and 365 day returns. Now available in Canada, too. That's Q-U-I-N-C-E.com slash confidence to get free shipping and 365-day returns. Quince.com slash confidence. You talk a lot about content creation. I know people listening right now are in sales, they've got products to sell, and they're not creating content.

how important is it for them to show up and start creating content? I mean, I think that it's such an interesting thing. I was like that, right? Like, I was like, I have so much value to give. I'm so good at marketing. But like showing up and creating content just felt like the biggest hurdle of all times. Like this is why I teach what I teach because I used to be that client, right? And one of the things that I realized one day, I was looking at the window.

I was living in an apartment in Chicago and I looked at the, they were building a high rice right in front of my house. And I saw how construction workers were like literally hanging from like a rope to like, you know, install windows. And I'm like, oh my God, they're like risking their lives every day to make 70,000 a year. I don't know, 60, 50,000 a year. And I was there sitting on my desk thinking, all I got to do is write some words. That's my job to make money, to make way more than $70,000 a year to make millions of dollars to make, you know, at the time I wasn't making millions of dollars. At the time, I was like going for my first multi-six figures, but I just remember feeling this sense of like, we are so lucky to have the platforms that we have to just press a button

and then you just sense it to hundreds of thousands of people or the thousand followers you have or whatever, hundreds of people, one post, even if you have 100 followers, that's going to be seen by people that you don't have to lift a finger other than just like press publish. We are in such an amazing time to be alive to make money, to have a business online. And really it's just our thoughts that make it feel hard. It's just our thoughts that make content creation feel hard. These are thoughts about us, our thoughts about what people are going to think, our thoughts about is our product good enough? Are people going to buy it? Is it too expensive? It's just thoughts. But if we just put the thoughts aside for a minute and we just focus on what does this person need to hear today?

How can I empower my, you know, if you're a realtor, like people to make better decisions when it comes to investing in their homes? Whoever you are, I mean, anything that you do, you can do everything online. If you just focus on service and sharing value, really, and I know that that sounds like everybody talks about sharing value, but just start sharing some value. Like instead of being like, I want to get a right. what is the perfect value to share. Just start sharing your stories, start sharing your value, start sharing client stories. Sometimes that's easier than sharing your own stories.

And so for me, it's like the, it's a privilege to be able to sit here in front of a computer and just write words that attract people and that can help them. I can like change their lives. I'm like it just feels like the only, the only obstacle that I have is me and my own thoughts about what it means to write content. Yeah, that's so, so true. And I love that analogy with the construction workers hanging off the building. That's a great perspective that what a beautiful gift you gave yourself. This is all so much easier than that.

We got to keep it real. My son had a tough day at school yesterday and he got home and he was, you know, feeling badly for himself. And he said, why are you in such a great mood? And I said, well, I just spoke for the USO today. And during Q&A, they were talking about what it's like to be married to a spouse who's at war in another country. And you don't. don't know if they're coming back and when they're coming back. And I said, I said to my son, I'm like, I was listening to real world problems and things that are really hard and it just made me feel so lucky. And sometimes we just need to give ourselves a dose of that, that, you know, these challenges that we have before us, while they may be challenges, they're definitely ones that

we can overcome, especially when we look at the greater picture out there. They're really not that big and and I appreciate that that reframe that you gave us. Did you know you were always going to be good at sales or is this something you figured out along the way? Well, I have to say that I actually, my first job was sales. I was selling funeral plans, you know, Australia. On the phone, I would call people, I mean, it's the hardest imagine like selling funeral plans like, okay, you're about to die. So I would you like to buy some insurance? You know, like I'm sold so many different things I've sold a lot of. I mean, that's kind of like the, the weirdest one that I have sold. But I was good at sales, but marketing wasn't my zone of genius. Like talking about myself,

sharing myself, creating a personal brand, all of that, like just felt so much harder than sales. Sales became more like, I think I can't help this person, like with what I'm selling. As long as I believe in the thing that I sell, I will stand there and I would hold the room, right? And I still do that. But marketing was the one that fell harder because you felt like I had to be visible and show parts of me and all of that. And that was the thing that felt the hardest. So I think my mom was always a great saleswoman. She's a dentist and she has her own clinic back in Columbia because I'm an immigrant. I come from a little town in Colombia and we didn't even speak English. But she always, I remember her just being like the people just wanted, wanted her. They just wanted her to do all the

dentistry work and all the things. And she was just so charismatic. And I feel like I learned that from her just to like be a people's person and to be empathetic and to hope space for people. And so I feel like I got that a little bit from my mom, but definitely not the marketing that I had to learn that myself. Well, that's good to hear. And I think that gives people comfort. And I'll tell you, for me too, I've been in sales since I was nine years old and had a paper route. So again, I just believe, you know, in your situation, you had your mother to look to for an example. So that you could replicate that. But if you don't, just putting the reps in,

you're going to get better and better, and you're going to learn customer service. You're going to learn how to upsell people. You're going to learn how to deliver on your word. You're going to understand why your word means everything in sales. So put the reps in, start realizing everyone's selling all the time. Someone's sold in every and any exchange. Selling is helping the way that Julian has been explaining it.

And that is such a truth. And when you begin to see it that way, you want to lean into that even more. But I agree when you have to start creating the content and putting your personal brand out there, that does seem like a bigger leap until you do it and realize, oh, wow, this is actually letting me help and reach more people I would have never been able. I couldn't have chased this many people down. Instead, I'm attracting them to me. I'm reversing the flow of business. And when you really understand that and how powerful that is and how many more people you can

help as a result, it's almost, gosh, how can you not do it? Start showing up as you. And also, I think, And another key element to realize with marketing is people say, well, so-and-so is already doing that or so-and-so is already doing that. Nobody's doing it with the background lens and perspective that you own, the voice that you own, the look that you own, the perspective that you own. And you're going to reach and you're going to align with people that these other people with similar stories just aren't able to. Don't you see that happen often online? A hundred percent. I mean, is what I was saying before. It's like how we unlock our unique brilliance is by really take an inventory of our own ourselves. And what is it about us that we think

it's like average, normal, not that important or too much or too little or not enough? And when we decide, wait, that's the perfect package. Actually, this is the perfect package. I am the perfect package for some people. For some people, it's definitely not going to be the perfect package. And it'll be like, that's terrible, that's terrible. That's terrible. And when you decide, I'm willing to feel my feelings when people criticize me, when people say, I'm willing to let them be wrong about me. I'm willing to let them be wrong about me because I know that there are so many people also. There may be a few. Let's just start with a few.

That might actually like it. That might actually benefit from what I have to offer. And that's how I had to start. I was like, I think majority of people are totally not going to like what I say. And I was like, but maybe a few will. And a few did. And a few became millions. And so now it's a matter of really, I just keep on doubling down on let people.

be wrong about you, especially the bigger that you get, the more people, the more eyes you have on you. And so the more people are going to have their thoughts, their opinions, and you get to be okay with letting them be wrong about you. Oh my gosh, you just remind me of another post that I shared on Instagram last night. And it said something like this, you might not think I'm beautiful, you might not think I'm funny. And that's okay. You're wrong, but that's all right. We won't hold it against you, right? Like this whole, listen, you're entitled to your opinion. That's fine. That's about you. You can own it and rock it, but there's going to be people out there that are disagree with you and I happen to be one of them. Juliana, how do people get a hold of you?

How do people work with you? Yeah, so you can find me on Instagram. My handle is ITS. It's Juliana Garcia, just with one in. It's Juliana Garcia. And that's where I hang out. I do a lot of stories. I love hanging out with all of my people on stories. Also, you can find the magnetized and monetized mastermind. If you want to clarify your message to attract premium clients. Just type in Juliana Garcia.com and you can find out more details. And also I have an amazing Facebook group where I deliver trainings that are literally worth like they're literally, every training people are like, oh my God, I can get clients with this. I can get clients with this. I can get clients with this. So if you want to join the Facebook group is free. I give free

trainings. It's called marketing secrets for entrepreneurs. Well, Julianna, thank you so much for shining your light. Thank you for not being afraid of being too much and attracting those right people. with our listeners today and being on the show. Yeah, thank you so much for having me. All right, guys, until next week, keep creating your confidence. You know I will be.