Creating Confidence with Heather Monahan - #508 From Dubai Detours to 37 Million Views, and The Mind Movie Technique To TRANSFORM Your LIFE, NEW Q&A with Heather

Episode Date: April 1, 2025

Let me take you back on a wild journey through an airport in Dubai's (trust me, it's a story you won't believe), my viral School of Hard Knocks video that hit 37 million views, and my mission to represent women on stages in Saudi Arabia. Plus I share the mind movie technique that's been transforming my life, and how to stay motivated when things get tough. If you're ready to learn how to chase down your goals, overcome adversity, and set yourself up for an incredible tomorrow, this episode is for you. Sponsored By: Timeline – Get 10% off your first Mitopure order at timeline.com/CONFIDENCE. Netsuite – Download the CFO’s Guide to AI and Machine Learning at NetSuite.com/MONAHAN. Shopify – Sign up for a $1 per-month trial period at shopify.com/monahan Factor – Eat smart with Factor. Get started at factormeals.com/confidence50off and use code: Confidence50off for 50% off your first box plus free shipping. SKIM – Shop SKIMS Fits Everybody collection at SKIMS.com. After you order, select "podcast" in the survey and select our show in the dropdown menu that follows. In This Episode You Will Learn Ways to overcome seemingly impossible obstacles. The interview that went viral. A powerful visualization tool that will change everything. How to become confident at sales + handle objections. How to grow your network on and offline (and grow your engagement.) Resources + Links Watch my viral video on @theschoolofhardknockz Call my digital clone at 201-897-2553!  Visit heathermonahan.com Sign up for my mailing list: heathermonahan.com/mailing-list/  Overcome Your Villains is Available NOW! Order here: https://overcomeyourvillains.com  If you haven't yet, get my first book Confidence Creator Follow Heather on Instagram & LinkedIn

You never know what's going to happen next. And this is why you need to get excited for things, right? Like you need to think bigger. You need to dream bigger. You need to write down bigger goals. You don't need to know how it's all going to happen. You just need to have faith that it is. And the more I step into that, the more I step into this idea that I'm not sure how it will

all play out, but I just know it's going to be amazing. And yes, one door may close along the way, but a better one's going to open. And when you have that faith, you start realizing, I'm not being rejected. I'm being redirected to what's actually made. meant for me. I'm on this journey with me. Each week when you join me, we are 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 am so glad you're back here with me this week. Okay. So it's been a minute

since I've done a solo episode. I need to hear from you. Do you want more solo episodes or do you on more guest episodes. Need to know. Need to know. Okay. But I actually received a DM from an amazing listener. We're going to call them T.C. T.C. Thank you for the note reminding me that I need to get back on solos. So I'd love to hear from everybody. If you love the solos, please share this on social media. Please share it with somebody else and please shoot me a DM letting me know you love them. Or if you'd rather have me continue with the interviews, let me know. Or both. Okay. Need your help. No one succeeds alone. my friends, that includes me. Okay. So today, I am going to answer some questions. I am going to give you a recap on what's been going on. But I also want to read you a couple of messages that are on my

heart today that I want to share with you and encourage you. Okay, here we go. This is from a great book called I am sons and daughters. I really love this book. And whenever I'm feeling discouraged or down, I read it. So here we go. This is just an excerpt I want to share with you. I am loved. So I love without reservation. My capacity to give and receive love is beyond measure. I am protected by the truth that nothing can escape the reach of my father's love. This eternal love extends beyond the confines of time, connecting every culture, generation, and location. God's perfect love expels all fear, inviting me to love those, including myself, who are scary to love. When it's all said and done, I can love others because my father first loved me. I am loved, so I love without reservation.

I love that. Oh my gosh. It's a lot of love, but I love love. Who doesn't, right? Okay. So one of the notes that I received was, hey, Heather, I know that you've been traveling a lot and have not been able to do the solo episodes because you've been gone. But when you can, please get back to it. So here I am today getting back to it. Yes, I was in Saudi Arabia. I was in Arizona. I was in L.A. I was in New York. I have been traveling so much over the last couple of months. It's been intense. And honestly, a little bit too much. It definitely burnt me out for a bit. But we're starting to get back to it. Actually, this week is the first week. I've been home now for a full week and feeling a lot better. So hopefully you're giving yourself some grace. You're giving yourself some time to rest.

I know that I definitely need it for myself, mentally, physically the whole thing. But Saudi Arabia. Yes, let's start there. Okay, so like anything, the second time you do something, it's so much easier, right? So I knew I had a team of people I already knew. I had done the flights before. So I knew I knew what was happening. You know, I didn't feel anywhere near as scared as I was the first time I went. I really didn't feel so scared. However, something really wild happened. I have to share this with you. This is crazy. This is so true. Okay. So this time, I was on a different airline. So I was going through a different city. On the first trip, I went through London, which I had been to London before. This time I was going through Dubai. Ironically, I was on a different airline. I was going through Dubai. Ironically, I was on a different airline. I was going. I ran into a good friend of mine's husband on the flight. We were sitting near each other. He explains me he goes to Dubai all the time.

He was going to Dubai. I had to change planes in Dubai to go to Saudi. So he explains me all about Dubai and we were talking about it. And he said, listen, follow me off the plane. And I'll help you get situated so that you know where you're going to your connecting flight. You know, just super helpful, really great guy. Anyhow, we get off the flight.

You know, it's like the middle of the night because everything is reversed. Like it's literally the time. change is really tough. Okay, going to the Middle East. So that's like the hardest part about it. But anyhow, so it's the middle of the night. We get off the flight. We're in Dubai at the Dubai airport and I need to find my connecting flight to Saudi. He looks at me and says, hey, I have to go because I've got a meeting right now that I've got to run to. He had something he had to get to right away. He said, are you okay if I leave you here? And it was like in this, you know, central area of the Dubai airport, which the Dubai airport's huge, like, made

And he said, are you good if I leave you here? And there was people everywhere. I'm like, yeah, I'm fine. You know, of course I'm fine. I'm thinking like, I'll figure it out. He's got to go. Let him go. So he leaves. And I'm like, okay, where do I go? And I was not seeing much written in English. So I just figured I'll follow the crowds. So I follow the crowds. This is so crazy. This is so insane. I can't even believe I'm sharing this with you. Okay. So I follow the crowds. That was my good strategy. Not the right strategy. Follow the crowds. And suddenly I find myself in a lot. So I'm thinking, oh, this must be how it is in Dubai. You have to go through like some type of a process to come in from the United States to get into Dubai. That's what I'm thinking in my brain to get a connecting flight. All of a sudden, someone, you know, I looked a lot different than many of the people there because I'm American, obviously. And I'm like a glass of milk, so white and so blonde.

So I stuck out. So this guy that works there at the airport points to me and he says, what are you doing? And I said, oh, I'm just waiting in this line. And he says, okay, come here. I'll help you out. And he pulls me out of the line. So I'm like, this is so nice. What a nice guy.

And he opens this door. And I go through it. And he says, you're welcome. I'm like, oh, thanks so much. And I go to walk forward. And I realize he just showed me out of the airport. I'm outside of the Dubai airport now. Now, mind you, I have a connecting flight in 30 minutes to go to Saudi Arabia.

And if I miss that, I don't know when the next flight is. I look to the left. I look to the right. And I see this massive line for TSA to get into the Dubai airport. So immediately, I, just lock in and I'm like, okay, I need to find a way back into this airport. I am not going through that TSA line and waiting for three hours or whatever it looks like, you know, hours. I'll miss my flight. I've got to come right back in this door that I just got pushed through. He thought he was helping me,

but unfortunately he was not. So I start knocking on the glass. I get someone's attention. They come over. I said, listen, you got to get that guy. And I start like pointing to get to the other guy. So they finally get that other guy. They tap him and he sees me through the glass. And he's like, what are you doing? And I said, come here. Come here. So he comes over to the glass. I said, I didn't want to leave the airport. I'm trying to get to a connecting flight. He's like, well, you left. I'm like, yeah, but I didn't want to.

We need to figure this out. And I kept saying to him, we're a team. We need to figure this out. Right. You want to envelop people and get them on your side when you're in a challenging situation. So I said, we've got to find a way to do this together. So finally, he's like, I don't know how to do this. He goes to get the head of the airport.

So this guy comes off, this chair, comes over. I mean, it was like very official, crazy. they opened the door and the guy says to me, what is going on? And I said, listen, here's the thing. And I explained him, I'm like, my friend here was trying to help me. However, he didn't understand. I was trying to get to a connecting flight. He escorted me out of the airport. I cannot, I won't make my connecting flight if I, so basically the guy says this. He said, listen, there's nothing we can do for you unless you want to go in front of like this board to plead your case to see if they're going to let you back in. I'm like, yes, I want to do that. I don't know. I have no idea. Anyways, we go to this room that sort of looks like a

prayer room. Truly, I have no idea what I'm doing where I'm going or what's happening. My friend that had escorted me out was with me. And then this head of the airports with us. They bring me in for, they asked for my passport. They asked for my ticket. And they bring me in front of like, it's like a court. Like I felt like I was at a court or something. There was people sitting at this table. I stand before them and I explained them what happened. And I beg them to let me back, you know, to get to my connecting flight. So then they tell me to sit down. I sit down. There's literally people, and they're crying and people and they're praying and I don't understand what's going on and I'm in Dubai and I've never been to Dubai before and I'm just like God please let me find my way to Saudi Arabia.

Please help me to make this flight. And the whole reason is because I wanted to represent women and I wanted to be on these stages that so few women are on. It was like 95% male speakers in Saudi at the leap conference, right? And I'm grateful that I can be a voice and be a role model for women that don't get to see women on stages and it's just so important to meet it to do that right so i'm begging these people to let me through and let and i'm saying i'm american i'm getting the chance to be on the stage in front of 200,000 people in saudi arabia and show women what's possible for them and encourage people to come to the middle east like i'm trying to sell sell them on like why it makes a great idea to push me through anyhow now at this point i i had pleaded my case i am just sitting there

praying i have no idea it's going to happen but in my mind and I encourage you to do this. I'm like, there's a way. Where there's a will, there's a way. I know that God's going to show me a way. I know I'm meant to be on the stage. I know we're going to figure this out. Like I'm relentless in my brain and in my heart, in my mind that it's going to happen.

And I don't know how. And I just keep praying, God, please help me to find the way. And I'm just sitting there, you know, not speaking to anyone. And then all of a sudden I hear Heather Monahan, please. And I stand up and I'm before that table with those people sitting there again. And they said, we are going to go ahead and push you through. And they had to do something. in my passport. I need to go look, actually. I wonder if, because they had stamped it on the way out or

something. I don't know. Anyhow, I say, okay, thank you so much. I'm so grateful. You know, I can't thank you enough that thank you for finding a way to make this work. So, you know, I'm just so much gratitude. They give me my passport back. The guy that had helped me to get out of the airport is now helping me to find my way to my connecting flight. He gets me over to where my connecting flight is. Now, during this time, the guy that I've been dating has called me so many times because he was worried about me and was checking in and I wasn't picking up, obviously, because I wasn't fielding any phone calls during this tragic time. So I finally pick up the phone and answer and explains him what happened. Oh, my gosh. It was crazy.

Make a long story longer. I make it to the gate in time and board my flight to Saudi Arabia. And the rest of history got out to Saudi Arabia. We killed it out on the stage. out there. It was an incredible week and I'm so grateful for the experience. I'm so grateful to have been given that opportunity to take those stages and to see all my friends and my team and Saudi and gosh, it's just, it's so much easier the second time. So if you're thinking of doing something big, if you're thinking of doing something scary, go do it. The second time is going to be

so much easier. The fear is going to be gone. Fear is not real. Remember what I just read to you from the book I am, right? You are loved. Like you, you are more than enough. You are capable. You are not alone. God is with you. You can do this. Like, if there's a calling on your heart, if there's an idea in your mind and you're feeling afraid, just know that the more you step into like that one person you can help, that one person that you might be able to impact, do it for them. Like, allow that to be the push that you need to get you back into the Dubai airport and onto the flight for soundy because anything's possible if that is. And holy how it was. Okay, that's like a glimpse into Saudi, which is so crazy. Cut to, I have been praying

a lot for big opportunities, for God to help me expand my reach to impact more people. Wouldn't you know I was interviewed for the School of Hard Knocks by my friend James? And I had no idea what was going to happen. This is so wild. So I was in the design district. He interviewed me. And people were swarming him. Like he's definitely a celebrity. If you're You haven't checked about it yet. Go to his page. It's the School of Hard Knocks. And you'll see your girl right here is the number two most viewed video on that page.

I want to be number one. You know number one. I'm coming for you. But right now, today, it was at 37.7 million views right a week after it had been posted. It's just wild how this thing has gone viral. It's incredible. And the opportunities that have come because of it, I never knew any of this was going to happen. So it was interesting.

This happened a couple of days before I left for Saudi, right? And so he interviewed me. And then after the interview, I asked, I was asking him about his page and like how he blew up so much. And just didn't like, he's only been around for like two years, I think, creating content. And he has millions and millions of followers. He's killing the game, right? And he's this young guy. He's like in his early 20s. Really nice guy. Anyhow. But I feel like he could be my son, right? My son's 17 and he's probably like 22. Anyhow. So I'm asking him, like, what is the strategy behind this like how does this all work and he's explaining to me you know it's really in the editing and about you know getting the right angles and getting like sound bites and like really powerful messages

that people can take and implement in their life and I'm like oh my gosh I need to do a better job than of editing because he's like that's how you go viral he said in fact I know just from this interview we just did Heather he's like our video is going to go viral I said well what does viral mean he's like well I think we'll probably get like 10 million views I'm like oh my gosh that's so exciting. Wouldn't you know we're already at 37 million and that baby is not stopping, right? So please go share it, like it, comments. I'm so hyped about it. Okay. So anyhow, after we're done, we're talking about how to make the video go viral. He's explaining it to me. He also explained to me, look direct to camera whenever you can during this interview. That helps as well. So, like,

you want to ask people who have been the places that you want to go for advice, for direction, right? So he's had viral videos before beyond 10 million views. I haven't. So, So I had to ask him for help and direction, even though he's half my age, right? So it was super helpful, super powerful. And anyways, we're chatting after. And I said, listen, how can I best support you? How can I help you? And he made some funny comment.

He's like, I don't know, do you know anybody in Saudi Arabia? I said, yeah, I actually do. Like, what? I said, why do you ask that? He's like, I'm going to Saudi Arabia next week. I said, so am I. It was, these are the moments in life that you just know are so divinely led, right? I was so hyped when he told me this.

I'm like, I will help you so much. I can introduce you to so many people. I can get you on a stage. Like, there's so much I can do because this is not my first rodeo. It's my second time to Saudi. And so it was just, it was so cool. So I said, here's my cell phone number. I gave him my cell.

He gave me his cell. I said, be in touch with me while we get out to Saudi. Let's meet up. I said, come to the Leap conference. I'll introduce you to the heads of the conference. I'll explain some why you'd be a great addition to the speaker lineup, which I did. He came to support me at my talk, which was amazing, and I got him a talk. So it's like, listen, look out for help and support the people that are doing the same thing for you, right?

Like one hand washes the other, like always be looking. How can I add value? How can I support somebody here when they're good people that are doing the same for you? Of course. Okay, so that was incredible. That video dropped after I got back from Saudi. And like I said, it has over 37 million views now, has brought so much opportunity into my life. It's just, it's been incredible.

You never know what's going to happen next. And this is why you need to get excited for things, right? Like you need to think bigger. You need to dream bigger. You need to write down bigger goals. You don't need to know how it's all going to happen. You just need to have faith that it is. And the more I step into that, the more I step into this idea that I'm not sure how it will

all play out, but I just know it's going to be amazing. And yes, one door may close along the way, but a better one's going to open. And when you have that faith, you start realizing, I'm not being rejected. I'm being redirected to what's actually. meant for me. And there's so much peace in that and there's so much power in that and so much love in that. And that's what I want for you. And that's what I constantly want for myself. I always tell myself, this is just another opportunity for me to strengthen my faith. And the more you lean into that and lean into the faith, the more you move away from the fear, the more you move into the love,

the more you move into what's meant for you. And that is really powerful. Okay. So one of the reasons I think that that video did so well is I talk about the mind movies. Now, if you have not heard me talk about mine movies before, you probably haven't because I haven't done a solo on this yet. Or if I haven't, maybe I talked about it briefly before. Well, here's the bottom line. I created a free ebook download. I'll link it in the show notes for you to walk you through how to create your own mind movie. But here's the thing. One of my business partners in L.A. brought in a billionaire to speak to us months ago. I think it was probably like October of last year, maybe November.

And he explained to us that he attributes his massive success and he's a massive success to the fact that he creates mine movies every quarter in his life. Now, the mind movie is basically, it's like 20 different images of what you want coming into your life. Like in mine, I have a private jet, the love of my life. I have my health. Like I have me working out, me aging in reverse, like all these amazing things. like millions of book sales, millions of podcast downloads, like all these massive goals that I want.

Have no idea how any of them are going to happen. But I can tell you this, that, you know, the most incredible person has come into my life since I created that. I was just on a private plane a couple of weeks ago that was totally unexpected. Like there's all of these things happening to bring me back to the my movie. That video going viral. Like there's, I have a page in there or a screen in there that says, like all these amazing people jumping and helping and supporting me to grow my reach. Like, and all of a sudden there's a viral video of me out there, right?

So I don't know how all these things are going to happen. I just create the life that I want. I feel the feelings of feeling it. And then I attach a song that's really meaningful and special to me to the mind movie. You know, Joe Dispenza actually writes about this in his book, Superhuman. There's also a company out there called My Movies. They also messaged me, by the way, because I spoke about it. And they were like, hey, can you please promote us as well?

So there's a lot of, you can just Google mine movies too. Again, I'm going to give you guys the link for a free ebook on my website so that you can download the instructions. But the reality is it's these images. It's a two-minute video that you're going to create. I created mine in Canva. Super easy. It starts with a kaleidoscope.

That's how you open it. And then after that, you move into all the images of what you want your life to be like. And it's two minutes tops. You marry and drop music on top of it that's really meaningful and special to you. Mine, of course, is Taylor Swift because I work. worship her, but it should be whatever, like, gives you goosebumps, like, makes you like, oh, this is my song. It's so meaningful. I feel it. You watch this video every morning, right when you wake up and every night, right when you go to bed and watch your life change.

I've taught this to probably a couple hundred people over the last couple of months, and the amount of messages I get from people on how their life has changed is incredible. So when you see a door closing, just have a day that next right one is opening for you, a better one's going to open and have faith that when you lean into this mind movie that you're actually unlocking your subconscious to start seeking out the ways to find the solutions for you to make you don't need to know how it's all going to happen just have the faith that's going to happen do the mind movie that is like I so want you to do the mind movie it's just trust me on this one one okay it's worth the one hour 30 minutes it's going to take you to put together the two

minute mind movie it's going to change your life change mine and it's changed so many others Okay, so I have received a bunch of questions since I put that video out on school of hard knocks and a lot around sales, right? My background is in sales and sales leadership from corporate America. Okay, so my friend T.C. that sent me the DMs that was like, hey, Heather, you need to do your solo episode again. I'm missing it. Thank you for the reminder. He sent me some business questions too, and I want to walk through some of them. Okay, so he's telling me a little bit about his background and the financial client. consulting that he does. And so one of the questions he has is how can I get in front of more people

to demonstrate my value so they can trust me? Because as you know, people do business with people they know like and trust. I can speak to you on what I've seen work. Number one, the more you show up on social media with a strategy and holding the pen telling the narrative of your life, the more you're building that trust and connection with people one to many instead of just one to one. Right, if you go to a cocktail party, you can only talk to one person at a time. That's slow. I've done that, right? Like you can work the room, network. And I'm so down for that. I actually had a dinner last night with a girlfriend. She introduced me to so many people at this restaurant. It was incredible. That was like one to one. And it was worthwhile because I met an investor that potentially may want to

work with me and have, you know, create a partnership. So that's huge and that's amazing. But I also want to be letting people know like and trust me through social media through the podcast is another way, right? Through being a guest on somebody else's podcast. You're accessing the know the trust that they have through their audience and they're extending it to by bringing you as a guest on. So set up the strategy that you're going to be a guest on podcast. How can I add value to other people so that they want me to be on? And then pitch yourself. Talk to them about how you can add value to their audience, how you can add value to them and pitch yourself. It's a numbers game, right? That's a great way to get in front of a lot of people so that they can know like and trust you.

Use your social media like LinkedIn is a huge opportunity to elevate your personal brand and get in front of millions of people and let them know like and trust you be unique be your vulnerable unique authentic self so that you can be different from what you know the mainstream is out there which is most people are just vanilla right be unique and be you like i talk about listen this is why i think i'm different i started from the bottom now i'm here right i came from wister in a trailer behind my grandparents home with a crappy childhood and let me tell you about what that looked like right people are talking about that stuff. Be unique, be different, be you and rock it. That's a great way for you to develop trust. Be a guest on different podcasts. Start your own podcast. Take stages. Be a keynote

speaker anytime you can. Show up and do panels. That's another way to talk one to many, right? Any way that you can get in front of one to many is going to be a game changer for you instead of just doing these networking smaller events. I think do both, right? Like lean into both. I do them all. I speak at as many events as I can. I go to as many networking opportunities I can. I got the podcast. I go on different podcasts. And then I show up every day on social media.

And I've been doing that now for over seven years, right? Like success, it's not like an over. Well, sometimes it can be overnight because like look at that school, Hard Knocks video going viral overnight. So that was like an example of something that can happen overnight. But the reality is I've been working on my personal brand for over seven years now. Right. So if success was easy,

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I need to write myself a note to actually get into this. topic more because I want to help you guys network and connect with people. There's so many different ways to do it. The best and most important way is this. Keep asking, right? Ask other people how you can leverage their network. How can you access their network? What's working for them? Like, have real genuine conversations. Add value to others. When you're adding value to other people, people are going to unlock an open doors for you to bring you in. And it just literally can take one person to be a game changer for you and for your network. Okay. Maybe I should host a networking event in Miami.

What do you think about that? That could be, okay, that's a question mark. I'm going to put a question mark on that. Maybe I should do that. Maybe I'm being divinely led right now that I need to start hosting events in Miami. I'm down for it. Let me know if you guys want that. Okay.

When sales aren't materializing, how do you stay motivated? Oh my gosh, so many different ways. So people ask me all the time, how do you get your energy so high? How do you stay motivated? It's not by chance, people. It's strategic. Remember my second book, Overcome Your Villains. about removing negative people and negativity from your life, right? Things that aren't meant from you.

Getting rid of the negative self-talk. Getting rid of the frenemies that might be around you. Getting rid of the coworkers that might put you down. Creating boundaries with the people that you need to. Read that book. If you haven't read Overcome Your Villains yet, it's super helpful. That's one of the great ways that I keep myself motivated. I get rid of negativity. That's like the crux of overcoming your villains. It's a three-step process. I call it the back process. But if you haven't listened to that book yet, get it on audible because it's just me reading it to you. But it's really going to encourage you to remove the negativity out of your life, to remove the things that aren't meant for you. No fish is great at climbing a tree, but a fish is great at swimming in the ocean, right? So another thing is like, are you in a negative

work situation because you're not doing the work that you're actually meant to do, that you're called to do, right? Like start really asking yourself these difficult questions. What were the things that you love doing when you were a kid? That way, when sales aren't materializing, you have such a passion for the work you're doing and you have that conviction like I had when I was kicked out the Dubai airport, I knew I was getting back in. You have to have this knowing, this belief and this commitment to, I don't know how it's going to work out yet. I haven't unlocked it yet, but I just know that it will. This is an opportunity to strengthen your faith, right? That way will be shown. When you're doing your life's work, you've got this conviction. You know it's going to happen.

I'm not sure exactly how it will. And this is what goes on for me as an entrepreneur with my own business, right? I'm like, am I leaning into the right things? Am I doing the right things? I don't know. I don't have a crystal ball, but I just know if things feel right, keep leaning into it. When things don't feel right, start assessing it. Like, what is it about that's going on right now? Am I not with the right people, the right partners? Am I not, you know, serving people correctly? Start questioning what's happening and pay attention to how you feel. Journaling is a really powerful way to help you do this. It help you unlock solutions and answers for yourself. Okay. things when I need to stay motivated, I run. I go outside. I give myself a break. I meditate,

right? I need to get better at that. We keep leading it to meditating. I watch my mind movie because it gets me so fired up, right? Like there's so many different things that you can do. There's this patch called the joy patch from the company is called Super Patch. Like it gives you feelings of positive energy without chemicals. There's so many different things that you can do. I listen to my playlist, my theme songs of my life, like all my thug life hip hop. It fires me up. I remind myself of other times I've struggled in my life and how I got through it, how I will get through this as well. I surround myself with super positive people that stretch me to grow, that challenge me to go bigger, right? I go to conferences. I invest in myself. I do the different things to help me get out of

the funk and get back on track. And you can do the same. Okay. The launch phase was so exciting and there was a lot of initial clients, but getting them from prospects to clients, is a low success rate. That's interesting. Data doesn't lie. So we've got a breakdown here. We've got to analyze. Why are we not converting at a higher level? What are the objections? Make a list of them. Overcome the objections. Can we guarantee success for clients? Can we do 100% money back guarantee? Like, how can I remove the barrier to entry? Find out, ask better questions. Ask people why they're not signing with you. The more you can understand and the more you can get them to empty their glass to you, the more you can solve the problems for them, the higher conversion rate you'll have.

what do I need to do to increase that conversion rate? Stop where you are currently. Ask better questions. Go back and do a post moratorium. You want to find out why did I lose that client? Why did I not close that client? Ask better questions. Reward people for the behavior you want.

Give, you know, FOMO work sometimes. Like, this offer is only going to be good for so long. Like, there's so many different strategies to help you convert at a higher rate. I go through all this on my coaching calls, my group coaching program. maybe I need to actually do one just on sales for you guys here in the podcast. Let me know if you want that. I am happy to do it because if you're struggling with sales, your girl can help you. I want to help you.

If it's relevant to you guys, but I don't know, you need to let me know. Okay. I used to work for a company that made me dim my light. F that and told me not to post about my business. Oh, please, pound sand. I started posting in there and left the company two weeks ago. Yeah, I love this. Do you have any great tips for positioning on LinkedIn as a small company?

company with not a lot of following. We have about 70 followers now and they're all connections of mine. Yes, of course I do. Oh my gosh. This goes back to my I have a whole group coaching program on this. So number one, consistency is what pays. You need to show up and post every day, right? Identify 10 competitors. I call them competitors. Like Alex Hermose is my competitor. Gary Vaynerchuk is my competitor. Mel Robbins is my competitor. Figure out people that are in the space that you want to be in it at a higher level than you are. Success leaves clues, right? Like go look at their content. See what's working. Engage on their content so people start to know like and trust you in their feed then they're going to start

to follow you be a guest on podcast and encourage people to go to your LinkedIn follow me there and you get my free ebook on blah blah blah give people a reason and a return to do something reward the behavior that you want when you keep showing up every day when you keep adding unique and different value and giving and pouring into others they're going to start showing up for you ask them to do the things you want hey click here to follow me right like reward the behavior that you want give people something for it and it works and show up every single day and you will gain traction over time and also know you could go viral in one minute like you could literally have a school hard knocks minute who knows one post can go viral test and try different hashtags test and try not using hashtags right like

see what your competitors are doing see what's working emulate it and realize this people get all caught up in well i can't do that because i don't want to be a copycat here's the thing there hasn't been an original piece of work since the Bible. That is fact, right? Like, everything is being reimagined through the lens of you and your experience. And that's all, like, when Sarah Blakely created Spanx, she had no idea that Kim Kardashian, you know, 30 years later was going to create Skims. I mean, Skims is very similar to Spanx, different name and through the lens of like the colors and the fabric that Kim Kardashian likes, but it looks really similar to what Spanx was, in my opinion. Do I think that's bad? No, because Kim Kardashian should.

reimagined things through the lens of her. And you should reimagine things through the lens of you. It's always going to be unique. It's going to be different. And you're going to serve and connect with a different audience. Right. So don't get too caught up. And I can't do that. It's copying someone else. No, reimagined it through the lens of you, what you like, and then it's yours. Okay. I have a business partner that's a co-owner. We're friends. He doesn't put in as much work as I do. And he's made some comments like, I don't want to do all this work and not get paid. Ooh, okay, that does not sound so great. Okay. When we talk about acquiring other companies, there's been other concerning comments, too,

that show he has unrealistic expectations. He wants the business to succeed, but I don't think he has a founder's mentality. Do you have any advice? Listen, this takes me back to overcome your villains. It sounds like, it sounds like I don't have enough information, so I don't want to, like, dictate this to you, but it sounds like that could be a villain, right? Like, ask yourself this question. Do you feel good about partnering with this person?

a business partnership is no different than a romantic partnership. And I actually, the guy that I'm dating advised me on this the other day, he said, listen, it's super easy to answer a question if you should get into a formal business partnership with someone. If this was a personal romantic relationship and you felt the way that you did, would you move forward with this or would you back out? Well, I think the reality is this. For some of us, business is harder. For some of us, romantic situations are harder. I'm not sure which one is for you. but like seeing it through that that lens of oh wow when I took a step back and said if I was

questioning something this much and it was in my personal life I'd end the relationship eat like for sure but then why was I doing that in business it's no different right a partnership is a partnership and if you're going to be a partner with someone you need to trust them you need to be ride or die with them and if you're giving that level and they're not giving it back sounds to me like it's not a great partnership so maybe give them that opportunity to step out of the partnership or and or maybe have a really direct conversation and create some clarity and some communication that can say, hey, I'm not sure if you're feeling or sensing this, but I feel like we're not on the same page. We're not aligned. Can we talk a little bit about expectations and what

each one of us are doing? And then can we put some things in writing to make sure we stay on point? Maybe we need to revisit this once a month, once a quarter, whatever it is. But I'd rather be on the same page with you or have the conversation that you know what maybe we aren't aligned and what could this look like moving forward right like but at least be direct be honest and put it out there instead of just wondering about it but i'd also look through it through that lens of okay if this was a romantic relationship would i move forward with this or would i exit it because i think that's just an interesting exercise to put yourself through that might help open your mind to what that actual answer is based on what i read here tc sounds to me

like that might not be your person, but maybe worthwhile having a direct conversation first to get some clarity. Okay. So I hope that helps. One of the questions I received on the School of Hard Knocks video was because I gave sales advice in the video, someone said, great sales advice and I already do this. However, I need help closing. Okay. So here's the thing. We could do a whole podcast episode just on closing. But what's important to know is this. You need to ask for the order. First of all, On every exchange, someone will be sold, right? A close mouth does not get fed. That's in the Bible and in Jay-Z's songs.

Okay, so here's the thing. You need to ask for what you want. You can't think that you're miraculously going to just stumble into something. That's not a close. I remember when I first got into the radio business that I was in my early 20s, my old boss used to say, drop the pen and ask them to sign every single meeting. So I conditioned myself. I would not leave a meeting without dropping them.

the pen and asking them to sign something. What I did was I broke through that fear of going for the clothes. And I understood pretty quickly, if I'm not dropping the pen figuratively and literally, how do they even know that I'm trying to get them to sign? That's on me. I've got to do that work. So, yes, there's a million different ways to close. There's the assumptive close. That's one that I love. Right? Like there's walking somebody through getting them to say yes a number of different times throughout the pitch and getting that. So, Todd, what I'm hearing you say is if I came up with a solution that helped you to overcome blah, blah, blah, you would be willing to start working together today. Is that correct? Like, you're pre-qualifying the clothes along the way. That's a really positive way to do it. You know, again, getting them to empty their glass to you so you understand the problem that they have, reiterating it back to them. That's called parroting, like basically saying what they're telling you, letting them feel safe and heard, right? Repeating things back to them, mirroring. them with your behaviors, your body motions, like really being present, being an active listener, parroting back.

Those are really powerful strategies in regards to setting somebody up for a close. But in the end, here's a thing. You're either going to be sold on them or they're going to be sold on you. And every exchange is the same way. Your husband's going to sell you on cooking him dinner tonight or you're going to sell him on taking you out. Right. In every exchange, somebody's sold.

The more you approach sales as a game like that and something fun to test and try, the better you're going to get at it. Right. So I'm always thinking about, okay, who's selling who here. I'm always being intentional. Well, I'm trying to always be intentional before I enter into something. Like set your intentions. Before you go into the meeting, set your intentions.

I'm going to walk out this meeting with a signed deal, a date and time to come back for a follow-up to overcome an objection I couldn't overcome or I'm never going back again. I'm getting kicked out. Like that's typically how I set myself up before I go into a meeting where I want to close someone. Get clarity for your story. yourself first. Write down what your goal is first. Walk through what those potential objections could be first. Why would this person potentially say no to me? What does the data tell me from other pitches that I've been on that someone can write out all those objections? Create a word doc where you save all those different things. Answer those objections along the way in your pitch. So at the end,

there aren't any potential objections. You've already resolved them ahead of time. You could even say this one. And listen, I've been doing this for a long time. So I know some of the concerns that you're going to have. Would you be open to me just firing them at you right now to see if you've been thinking about this a little bit? Sure, Todd, go ahead. Great. Okay. So oftentimes people say this to me. They're afraid to commit on the front end because blah, blah, blah, blah. Like, call it out. Call out those negatives so that you're doing it in advance for them. That's, that's like the whole M&M video when he calls himself out in the rap at the end and the battle wrap. It's so good. When you call out the potential negatives ahead of a client doing it, you're disarming him, right? Like, you're

you're taking that power away and that's super powerful call out all the potential objections overcome them all be super transparent obvious get back to the outcome that they want in their life what does it look like when they buy this from you how much better is their life like whatever it may be get them to focus on that and how you're committed to that future for them right so it's maybe it's that you know can you imagine what your life is like when you finally have purchased this jet and where you're going with your family and the freedom that you're you're going with your family and the freedom that you have. Like start living in that mindset with them in the conversation. That's if you're selling someone a private jet, right? I'm thinking of that because of my mind movie. And so get them to focus on that

future outcome once they sign and feel what it's going to feel like and get excited about it, right? And the more that they feel that and you've already overcome the objections, now it's just asking them to sign. Okay. So listen, I want to get you in that jet tomorrow. So drop the pen, drop the paper. and when you sign today, you're going to get a, you know, free tank of gas. Whatever it is, like reward the behavior you want. Give them a reason to sign now and then drop the pen and get them to focus on that vision of the future, what their life is like and how different it is once they've signed. I hope that helps in regards to closing.

But you can't be fearful. You've got to be confident. People buy from confident people, right? They don't buy from desperate, fearful people. People can sense desperation. So you've got to hype yourself up. You've got to believe in what you're selling. You've got to believe in that future outcome and that you can deliver that for people.

And when you truly believe and truly feel confident in and paint that picture for them and you've overcome those objections and you've called them out ahead of time and you're solving the problem that they have, boom, drop that pen, ask for that order. A closed mouth does not get fed. Again, that's in the Bible and JZ lyrics. Let's go. All right, you got this. I believe in you.

I just need you to believe in. you too. Okay, you want to work together? Go to my website, Heather Monaghan.com. There's so many different ways to work with me. I'm opening up my mastermind. My annual mastermind's opening in the next four weeks. You can get on the wait list now is incredible. This year we've had, oh my gosh, one of my speakers was just named a top speaker in USA Today. I've had so many of my speakers land TEDx talks this year, leave careers that were not serving them, step into their own personal brand, start elevating themselves on social media, building community, like it's been mind-blowing what we've done this year. And I'm so super, super proud of the team.

If you'd love to be a part of my team and ride with me for a year, it's a ride. We see breakthroughs and changes like nothing you've ever seen before. I'm so proud of the work that we've done. You can sign up for my elite mastermind at heathermonahan.com or on Instagram or on LinkedIn. I've got my weekly group coaching. If you're looking at being a part of a team that is elevating their personal brands, it's an eight-week program. You can find that link at LinkedIn.com at Heather Vodahad. And of course, we always have one-on-one coaching, very limited. But if you would like to apply for that, you can do that at the website, Heather Monaghan.com.

Okay, read the books, check out the books, confidence creator, overcome your villains. Let me know what you think about the sole episodes. I'm really wanting to hear from you. And then if you have questions that you want me to answer, submit them anywhere, social media or at the website. and know this. Your girl's got you. I'm going to answer them. I'm going to support you. I'm here for you. I believe in you. Until next time, keep creating your confidence. You know I will be.