Sales Expert Shelby Sapp: The Simple Sales Framework You Can Use in Work, Money, and Relationships (Follow THIS Method to FINALLY Get The Life You Deserve)

We’re not failing at life. We were just never taught how to speak up, handle rejection, and confidently ask for what we want. Today, Jay sits down with sales leader and entrepreneur Shelby Sapp to unpack why sales isn’t about convincing others, but about understanding people, building trust, and believing in yourself. Shelby shares how the skills that helped her go from door-to-door sales to building a thriving business are the same skills we use every day: advocating for ourselves, navigating rejection, and communicating our value. She reframes sales as a mindset shift, from seeing “no” as failure to seeing it as feedback, explaining why learning how to sell is really about learning how to think, speak, and lead with confidence. Jay and Shelby break down the core principles that make sales applicable to every area of life: identifying leverage, creating real value, keeping things simple, and having the courage to ask for what you want. Shelby explains why people don’t buy products, they buy solutions, outcomes, and relief and how rejection becomes easier when you stop taking it personally. They also dive into the deeper mindset shifts that separate those who stay stuck from those who grow. Shelby challenges the idea that confidence comes before action, revealing instead that confidence is built by doing uncomfortable things repeatedly and overcoming rejection. Jay reflects on how sales skills teach resilience, the ability to keep showing up with belief even after setbacks, and why handling rejection well can unlock opportunities in every part of life. In this interview, you'll learn: How to Sell Without Feeling Manipulative How to Communicate Your Value Clearly How to Handle “No” Without Taking It Personally How to Ask for What You Want (and Get It) How to Identify What Truly Motivates People How to Stop Overexplaining and Keep It Simple How to Create Momentum When You Feel Stuck Progress isn’t about perfection, it’s about momentum. Trust yourself enough to ask, to act, and to keep going. The skills you build today will shape the confidence, freedom, and purpose you step into tomorrow. With Love and Gratitude, Jay Shetty JAY’S DAILY WISDOM DELIVERED STRAIGHT TO YOUR INBOX Join 900,000+ readers discovering how small daily shifts create big life change with my free newsletter. Subscribe here. Check out our Apple subscription to unlock bonus content of On Purpose! https://lnk.to/JayShettyPodcast What We Discuss: 00:00 Intro 01:23 You’re Already Using Sales in Your Every Day Life 02:53 The Power of the Reframe 04:42 The Core Sales Skills Everyone Needs 08:03 Sales Isn’t Manipulation, It’s Emotional Leadership 12:59 One Connection Can Change Everything 17:41 Building a High-Income Skill is Essential 19:51 Why Mindset Is the Real Advantage 21:35 A Simple Sales Process That Actually Works 27:31 The Most Memorable Thing You’ve Ever Been Sold 30:55 How to Spend Money More Mindfully 34:44 How to Get Started in Sales (Even If You’re Scared) 35:42 Are Networking Events Worth Your Time? 39:39 There’s No Limit to What You Can Earn 43:15 How to Create a Major Salary Jump 46:19 Jobs That Sharpen Your Sales Skills 47:49 The Mindset That Keeps People Stuck 49:35 The Power of Believing in Yourself 51:59 How to Sell Any Product Effectively 56:44 Sell Me This Pen 01:02:41 Why Assumptions Kill Sales 01:04:09 How to Handle Rejection Without Losing Momentum 01:07:27 How to Reframe Any Objection 01:12:07 The Right Way to Ask for a Raise 01:15:44 What Employers Are Really Looking For 01:20:06 It’s Not a No, It’s a Lesson 01:21:22 How to Talk About Your Wins Without Ego 01:23:24 The Most Challenging Deal of All 01:25:29 Why the Best Sellers Preempt Objections 01:27:12 Why We Struggle to Invest in Ourselves 01:30:57 Shelby on Final Five Episode Resources: Shelby Sapp | https://shelbysapp.com/ Shelby Sapp | https://www.instagram.com/shelby.sapp/ Shelby Sapp | https://www.youtube.com/@Shelbysappyt She Sells | https://shesellsremote.com/ She Sells | https://www.instagram.com/shesellsacademy See omnystudio.com/listener for privacy information. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:00Jay Shetty?

  This episode is brought to you by Vinted. Value can be found anywhere, even in the clothes sitting untouched in our closets. That's where Vinted comes in. Vinted is a secondhand marketplace app where you can sell clothes you no longer want and get more value out of them. Whether you're running out of space, moving, or simply updating your wardrobe. Listing items is a quick and simple process, and once something sells, Vinted creates a prepaid shipping label for you. And the best part, there are no seller fees, so you keep what you earn. It's a simple way to clear out your closet, be less wasteful, and maybe make some extra money along the way. And if you've been thinking about a wardrobe refresh, this can make it feel a little more worthwhile. You're not just letting go of clothes, you're getting more value from what you already have.

• 0:43Jay Shetty?

  Give your clothes a second life with Vinted. Download the Vinted app for free to start selling with no seller fees, so you keep every dollar you earn. This episode is brought to you by AG1. Are you feeling September reset too? Shorter days, longer to-do lists, earlier alarms, all those routines you promised yourself you'd pick back up. It can feel like your whole life is recalibrating. And when everything around you is changing, it helps to have a few things you can rely on. AG1 Next Gen is one of those easy habits to keep. It's the clinically-backed, comprehensive daily health drink that supports your gut health, energy production, and foundational nutrition all in one scoop.

• 1:26Jay Shetty?

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• 2:01Jay Shetty?

  This episode is brought to you by AG1. Are you feeling September reset too? Shorter days, longer to-do lists, earlier alarms, all those routines you promised to yourself you'd pick back up. It can feel like your whole life is recalibrating. And when everything around you is changing, it helps to have a few things you can rely on. AG1 Next Gen is one of those easy habits to keep. It's the clinically-backed, comprehensive daily health drink that supports your gut health, energy production, and foundational nutrition all in one scoop. AG1's ingredients are sourced from quality partners for absorption, potency, and nutrient density to deliver the foundational nutrition your body needs. And alongside a proper diet,

• 2:45Jay Shetty?

  AG1 Next Gen meets 94% of nutrient requirements and it's clinically shown to enrich the gut microbiome. For a limited time, save 20% on your first subscription order of AG1 Next Gen or AG1 Pro at drinkag1.com/onpurpose. That's drinkag1.com/onpurpose.

• 3:09Speaker 01

  Everybody thinks that sales is a job when it's a skill set. Sales is a way to have better relationships, better friendships, the way that you talk to yourself in your own mind. Sales to me is freedom. I full-heartedly believe that if you teach anybody sales, she'll never go broke again.

• 3:26Jay Shetty?

  Hey everyone, welcome back to On Purpose. Today, I'm joined by Shelby Sapp, entrepreneur, sales leader, and founder. Shelby went from door-to-door hustling to building a powerful online movement using social media to help thousands of people gain real sales skills, confidence, and financial independence. Today, she's sharing why the skills that helped her succeed in sales can help you communicate better, build trust, and create the life that you've always wanted. Whether you work in sales or not, this episode is for you. If you want to know how to negotiate better and persuade people, this episode is for you. And if you want to know how sales skills could transform the entirety of your life, this episode is for you.

• 4:10Jay Shetty?

  Please welcome to On Purpose, Shelby Sapp. Shelby, it's great to have you here.

• 4:15Speaker 01

  I know, I'm so grateful to be here. This is amazing. Thank you.

• 4:18Jay Shetty?

  Well, ever since I discovered your content, I remember messaging you and just thinking... I can't believe we weren't taught sales in school.

• 4:25Speaker 01

  Oh, it's ridiculous.

• 4:26Jay Shetty?

  I can't believe how many mistakes we make in our life because we're bad at sales. And I just think if everyone had better sales skills, as I said earlier, whether you work in sales or you don't, I feel like our whole life is sales. We're constantly pitching, we're constantly presenting, we're constantly trying to communicate our ideas to people.

• 4:44Speaker 01

  Right.

• 4:44Jay Shetty?

  All of those things are sales, right? So I want to hear in your words, whether someone's in sales or not, why is it important to have sales skills?

• 4:52Speaker 01

  So everybody thinks that sales is a job when it's a skill set. And yeah, you can monetize that skill set very well, but sales is a way to have better relationships, better friendships, the way that you talk to yourself in your own mind. Like you can roll your own objections that tell you, I'm not good enough, I don't deserve this. To make you really believe that you do deserve a better life in every single aspect. So sales to me is freedom because I full-heartedly believe that if you teach anybody, and specifically a woman, sales, she'll never go broke again for the rest of her life. There's always something to sell. Your stuff, other companies, and not only just the money side, but also,

• 5:33Speaker 01

  you know, it changes your friendships, it changes your relationships in every facet of your life. It allows you to gain control because you have to have, if you want to be good at sales, you have to develop a figure-it-out mentality. Like you just have to figure it out. And your mentality is like, if somebody tells me no, that's fine, everybody's gonna tell me no, I'm just gonna go no, no, no, no, no, until I get my yes. And that kind of a mentality that sales has to teach you, it will make you successful no matter what you do.

• 6:05Jay Shetty?

  Yeah, I don't have a sales job, but the amount of things I constantly have to pitch, share, communicate, it's unbelievable just how every area of our life is a sales job, without even thinking about it. One thing you just said really resonated with me, I've never heard it put like that. You said that we even have to sell ourselves in our own mind

• 6:25Speaker 01

  Exactly.

• 6:26Jay Shetty?

  To ourselves.

• 6:27Speaker 01

  Mm-hmm.

• 6:27Jay Shetty?

  Talk to me a bit about that because I've never had someone say that before.

• 6:30Speaker 01

  Right, so rolling objections in sales is like the scariest thing. Everybody's like, oh, my gosh, I have to turn a no into a yes or a negative into a positive. But when you roll other people's objections and when you really fight for somebody to transform their life, whether that's in your own business that you sell or whether you're selling somebody else's offers, you learn how to fight for other people and then you replicate it in your own mind. So everybody goes through the same thoughts of, you know, this is too risky or I should stay safe or I'm not good enough or, you know, these limiting beliefs. But you have to tell yourself, okay, I'm feeling that fear. I'm feeling that kind of hesitation that's negative energy. I need to turn it into positive energy in order to move forward.

• 7:15Speaker 01

  So you can roll your own objections, which is like, I'm not good enough. And then it's like, I totally hear you, calming, easing. Can I challenge that belief? That's what I always say to people. Whenever I roll objections, it's always, I hear you, but can I challenge that belief for a second? And then you challenge that own belief with somebody else, but also with yourself if you need it too. And it's how you just reframe your brain into, okay, I'm inputting something that's negative, but I'm going to feel that I'm going to roll that objection, reframe it and output something positive.

• 7:47Jay Shetty?

  Yeah, and I love that acknowledgement that the feeling's real and the fear is there. But how do we challenge it? And I think you're so right that most of us, if our mind says something, we just believe it to be true.

• 7:58Speaker 01

  Exactly.

• 7:58Jay Shetty?

  So if your mind says you're not good enough, you're like, yeah, I guess I'm not good enough.

• 8:01Speaker 01

  Exactly.

• 8:02Jay Shetty?

  Or your mind says, no, people like you don't get to places like that. Your mind says, yeah, that's probably true and we give up. Talk to me about what are the three sales skills that we can use everywhere in our life to get everything we want?

• 8:15Speaker 01

  Knowing somebody's leverage, okay? You can sell in sales, you can sell the same thing 10 different ways.

• 8:22Jay Shetty?

  Tell me about that.

• 8:23Speaker 01

  Okay, for example, if I am selling a fitness program, okay, I'm gonna close, I'm a closer on a fitness offer. I can sell to somebody who wants to lose weight. I can sell to somebody who wants to gain weight. I can sell to somebody who has some health problems and an urgent need right now. And I can sell to somebody for prevention, for just overall health. So there's a bunch of different ways that you can sell things. So if you try to sell the same thing, the same way to different types of people. You're only going to get those specific people that the leverage was built. So what your job is, is to identify the specific leverage. And by, by leverage, I mean pain points. So different people have different pain points and what's going to motivate them in order to make a buying decision.

• 9:05Speaker 01

  So to kind of like back up, you need to understand somebody's leverage points and what they specifically want and what will change their day to day life by making a decision. And once you find the leverage points, that's the problem. The solution is whatever you're selling them.

• 9:21Jay Shetty?

  Right.

• 9:21Speaker 01

  Or, you know, whether that be a promotion, whether that be, you know, your boyfriend rolling objections with him. Whether that be, literally anything. The world is problem and solution. And if you can build enough value around people's pain points, there you go, you can solve anything.

• 9:36Jay Shetty?

  So that's the first skill.

• 9:37Speaker 01

  Mm hmm.

• 9:38Jay Shetty?

  What are the other two?

• 9:39Speaker 01

  So leverage and then, um, building value. So if you can provide value to people, you will never be broke again. But you can also just unlock so many different relationships because you can build value with people. So value looks like you insert their pain points, which is what they want solved. But then you not only provide them a solution and just reading off what's included or, you know, how you're solving it. I call it sell the sizzle, not the steak. Cause nobody cares about what you're selling. They care about what it does for them on a day to day basis. So that's the solution part. Then we get into the third, which is, I call it the kiss method, but it's keeping it simple, stupid.

• 10:21Speaker 01

  Life will get so much better for you if you understand that people don't necessarily say no to you because they don't want it or they don't, you know, want you around them or whatever. It's because you're not clear. You know, so if you make your ask clear to where somebody knows exactly when I hand over my credit card or exactly when I give this person this promotion or exactly when I give you this job. I know exactly what's going to happen. You give them clarity. And then the fourth thing is just ask. You never get anything done if you don't ask for it. Like, I created a career off of being annoying. Literally, like, selling people, you have to be a little annoying.

• 11:04Speaker 01

  Growing a business, you have to be a little annoying. Content, you have to be a little annoying, but those people that step out of the box and just accept that being annoying, or maybe a little pushy, or just a little out there, delusional, that is what's going to put you in the rooms that you didn't really think you deserved. But the plot twist is you do deserve it because you asked for it.

• 11:29Jay Shetty?

  Yeah. Tell me about the people, and I want to speak to the skeptics or the cynical people who are like, oh, well, if I'm talking to people's pain points, then I'm manipulating them. I'm taking advantage of them. What's the difference between ethical sales and doing it properly? And then taking advantage of other people or manipulating them? How would you talk about the difference?

• 11:47Speaker 01

  For sure. So, everybody thinks that sales is manipulation, but it's actually emotional leadership. So, what I mean by that is when you are selling somebody that's a qualified buyer, which means they're somewhat interested in what you have to offer. They are here talking to you because they have a problem that they need solved. So, it is your duty to, if they don't solve their problem, if they don't, you didn't do your job. You didn't help them. So, what helps with this is actually selling something that you believe in. And so, if what you're selling is yourself, like on a job interview, or talking to a friend or your boyfriend, you have to believe in your worth. That's a big thing. But again, if you're selling something, you have to believe in the worth of what you're selling, because that comes off in the conviction of your voice.

• 12:32Speaker 01

  And sales is eighty percent the conviction of your voice and the energy that you have when you're talking about your product. Like I always say, people buy your eyes and the way that you have passion coming through when you're talking about something. So at the end of the day, it's only manipulation if you don't believe that you can actually help this person. But when you really step into emotional leadership, where you're leading people through kind of a hard decision, you know, do I buy something, do I not, do I change my life, do I get a new job, do I join this fitness program or whatever, you are helping people make a better decision for them in the long run. And if you do it right, they'll be thanking you. So it's it's very fulfilling.

• 13:11Jay Shetty?

  Yeah, absolutely. I'm I'm thinking back. So my first work experience, when I was like sixteen years old, my mom had asked for a favor from a family friend of ours to get me a job at this company at the Business Design Centre. This is a event space in England.

• 13:27Speaker 01

  Okay.

• 13:28Jay Shetty?

  And I worked at a company where we'd be selling event space to people for these big events. So there'd be an event about bikes and we'd have to call up all these bike companies and sell them stands. There was a car exhibition and we'd have to call up all these car companies. I knew nothing about sales and I remember being trained to cold call like three hundred people. Yeah.

• 13:49Speaker 01

  Okay. So what was your pitch? What was your cold call?

• 13:51Jay Shetty?

  I can't remember it. I can't remember it fully because I was sixteen years old.

• 13:55Speaker 01

  Yeah.

• 13:55Jay Shetty?

  And I'd be on the phone and and I remember just the amount of times I'd be like, hey, I'm Jay Shetty calling from the Business Design, or I think we were called Upper Street Events. She'd be like, hey, I'm Jay Shetty calling from Upper Street Events. The amount of people there just put the phone down immediately. And it's what you just said a few moments ago, where you just had to get used to the fact. Now, the Business Design Centre was this beautiful event space. I really believed that it was a cool space to have events. It was one of the few places that really like, there were big fashion shows that took place. There was a really cool space. And it goes back to what you were saying, that it took me time to A, get comfortable with failure and rejection, B, get some conviction in my voice, and then finally get to a point where it was like, you're gonna be exhibited at the number one exhibition centre in the UK.

• 14:40Speaker 01

  Because you believed in it.

• 14:41Jay Shetty?

  Blah, blah, blah. Yeah, etc. And you learn from figuring out what what's actually gonna happen. And you're so right that if you don't reset the product, you can't just read a script.

• 14:50Speaker 01

  For sure.

• 14:51Jay Shetty?

  And I think that's where the energy goes wrong, when you're just repeating a script, but you don't believe in it.

• 14:55Speaker 01

  Well, you said something interesting. It's like people will just immediately put the phone down, just, no, I'm not interested, boom. A lot of people think that in sales, you have to sell every single person. And when you get a no, that's an indicator that you're a bad sales rep, right? But in sales, you're talking to unqualified and qualified buyers. So a lot of the times, if you're talking to someone that's unqualified, that you shouldn't sweat it. Your job, if you are cold calling or door knocking or doing any sort of cold approach, is just the way that I like to explain it, is you're almost sifting through the unqualified buyers. And you're more qualifying if they are worth your time. You're like, okay, you slammed the door in my face? No problem, I'm one step closer to getting somebody that will listen to me. Or you, uh, you know, hung up the phone super quick? Awesome.

• 15:40Speaker 01

  Thank you for not wasting my time, because it would have drained my energy on somebody that I actually can help. So in life in general too, you will learn that not every single person is worth your time. And there's a difference between somebody that does and doesn't. It's unqualified buyers and qualified buyers. So there comes a point in life where you just get some sort of confidence, because you know that life is a numbers game.

• 16:06Jay Shetty?

  Yeah, absolutely. And I think the point, going back to my manipulation point, is that if someone doesn't want it, you're not trying to convince the person who already put the phone down on you

• 16:16Speaker 01

  For sure.

• 16:16Jay Shetty?

  to pick the phone back up to convince them because you want to get a good target.

• 16:20Speaker 01

  Right.

• 16:20Jay Shetty?

  You're accepting the fact that this isn't the right person. They obviously don't need this or want this. And that's okay. Talk to me about what people, you're in your twenties. What should people in their twenties be doing to have a great financial future?

• 16:33Speaker 01

  Oh, my gosh. Okay, a couple of things. One, move out. You cannot change yourself if you are still tied to the perceptions that everybody else has around you. Like the people that you grew up with, they see you as your old version of yourself. So if you truly want like exponential quantum leap change of yourself, you need to almost kind of have a clean slate and not feel bad about, you know, presenting yourself a little differently or trying new things out. So I think, you know, old friends, old family members even. Not that they're the problem, but it just makes it a lot easier when you do change your physical surroundings to also change yourself internally. Um, I would also recommend when you do move, buy the most expensive gym membership,

• 17:18Speaker 01

  sit in the sauna and talk to everybody.

• 17:23Speaker 01

  One connection can literally change your life. And the amount of people that I've met, just from talking to people in the elevator, you know, sitting in the sauna and just being open, not having a frown on your face all day and being a little bit approachable, it will change your life. And again, it's a numbers game. You might have some weirdos, you might have some randos, but that very few people that you do interact in a conversation with, you know, keep them in your back pocket because your network is your net worth, obviously. Um, I would say use your credit card like your debit card. I've been a big, you know, proponent of that. Invest every 20 cents to the dollar is a good one. Um, I wish I knew that a long time ago, um, because I was always just spend, spend, spend.

• 18:07Speaker 01

  But I would literally shake myself and be like, and just throw it into the market. It doesn't matter. Put it all in Bitcoin, whatever. Um, and then I would say learn a high income skill because you need to provide value in the marketplace if you want to get paid for it. So mine was obviously sales. Um, but there's copywriting, tech, AI, content creation. Whatever your skill is, just hone in on it and be the best of the best and try to provide other people value. Because if you re- if you become an irreplaceable asset, you'll never be replaced.

• 18:40Jay Shetty?

  Hmm.

• 18:41Speaker 01

  You know? And then the last thing, do the complete opposite of what everybody else around you is doing. If you look left and right and everybody's doing the same thing, do the opposite. If you want to have a different result, you need to do different things in order to have a different result. And then also be the best at whatever you're doing. So whether you are working as a barista, whether you're a server, whether you're a teacher, be the best, like take pride in your job because that's something that nobody can take away from you. Uh, and a lot of that effort and skill set that you're getting right now is going to translate to what you actually want to do in the future. You just might not see it right now.

• 19:21Jay Shetty?

  That is a great list.

• 19:23Speaker 01

  Yeah.

• 19:23Jay Shetty?

  I love that list.

• 19:24Speaker 01

  I just like, I remember like working at a coffee shop. I was a barista. It was one of my first jobs. And I was the best barista ever. Like, I was picking up every extra shift. I was doordashing on the side. Like, I loved making money. Um, and I knew it wasn't my forever job because I would look left and right and everybody was just showing up doing the bare minimum.

• 19:43Jay Shetty?

  Yeah.

• 19:44Speaker 01

  But, I mean, maybe they were smarter because we were getting paid the same amount, but I think that sort of mentality where it's like, you know you're a star. You know, the job that you're in right now might just be a stepping stone. It's okay, though, because the skill sets and the work ethic that you have right now are going to pay you dividends throughout your whole life. So maybe you're getting paid the same amount as someone that's just showing up right now, but it's the work ethic that can never be taken away.

• 20:10Jay Shetty?

  Yeah, you're reminding me of, I don't know if you've ever seen this TikToker called Markel Washington.

• 20:15Speaker 01

  No.

• 20:16Jay Shetty?

  So he used to work in Subway.

• 20:17Speaker 01

  Hmm.

• 20:18Jay Shetty?

  And he would sing to the customers as he would make their Subway sandwich.

• 20:22Speaker 01

  How cute.

• 20:22Jay Shetty?

  And people loved it.

• 20:23Speaker 01

  Yeah.

• 20:23Jay Shetty?

  And that's how he got discovered. Someone filmed him, put it up on TikTok, got millions of views, and now he has all these followers. Now he's left Subway.

• 20:30Speaker 01

  Exactly.

• 20:31Jay Shetty?

  You know, it's, I couldn't agree with you more. I always think if you can find a way to even make the job you hate

• 20:38Speaker 01

  Mm hmm.

• 20:38Jay Shetty?

  attractive, fun, and be passionate about it.

• 20:41Speaker 01

  Exactly.

• 20:41Jay Shetty?

  It's just a great skill in life and it transforms everything. You talked about building high income skills, high value skills, which I wish was talked about in college. I wish it was talked about earlier in school. I feel like it's completely missed because you kind of get taught, or at least I did, to be a generalist. It was like, kind of be good at this, kind of be good at this, kind of be good at that. No one ever tells you like, hey, pick something and become incredible at it and pick something that the world's actually going to value. How do you, now that we've all left school, we're post-college, how do you actually build a high income or high value skill? What does the process look like?

• 21:17Speaker 01

  Well, there's so much free content on social media. Like, we literally live in an age where, you know, there's multiple YouTube videos. I literally just filmed a six-hour YouTube video going over every single part of the sales process. Like, if you want to learn, we now live in an age where you can learn. You just have to do the thing that nobody's willing to do, which is Sit down and learn and take notes and practice with yourself. Reach out to companies, you know, get some experience and climb the ladder just like that. But so I would say learn from social media completely free. So many mentors right now will teach you anything. And then step number two is practice.

• 21:59Speaker 01

  And so when it comes to practicing, obviously, we all have a dream job in our head. You know, oh, I would love to sell for this person. I would love to be on this person's sales team. But in the very beginning, you might need some data. You might need some experience. So I would challenge people to, yeah, keep that dream job in your head. But more so like build your data, build your experience right now with amazing lead quality with, you know, just a good system. That way you can have something in your back pocket when you do go to pitch yourself for that dream job.

• 22:31Jay Shetty?

  Yeah, absolutely. I couldn't agree with you more. I feel like there's so much free content out there. But it's so hard because I think we look at like thirty seconds of a reel.

• 22:40Speaker 01

  For sure.

• 22:41Jay Shetty?

  And a lot of this is sitting down for a few hours. Like I remember when I was first learning social media, I was spending three hours every Saturday and Sunday morning just studying. Like for hours and hours and hours, for weeks on end, three hours, six hours a week on top of my day job. And I feel like if I hadn't done that.

• 22:58Speaker 01

  For sure.

• 22:59Jay Shetty?

  I wouldn't have understood social media the way I did. And eventually it became every day after work. And I had a full-time job at the time. It became five hours a day after work, sometimes up until two, three AM, just trying to learn and study, only to go back to work next day. I think there's so much truth to that and it is all out there. What do you find is the biggest difference between people who have sales skills and people who don't?

• 23:22Speaker 01

  Mindset. It's your ability to give context to a negative in order to turn it into a positive in your own brain. What do I mean by that? So in sales, salespeople develop this skill set that makes them great, which is somebody slams the door in your face or hangs up on you. And you kind of tell yourself, you're like, Maybe she just got pulled over this morning and she's in a bad mood. Maybe he just got served divorce papers. Anyways, not my problem. I'm going to the next person. Even though that stuff probably isn't true. You're almost, I call it being a psycho. Cause you literally have to be some sort of level of psychotic in order to feed yourself a little bit of lies to give context around rejection. That way you can take it a little bit easier.

• 24:07Speaker 01

  Cause it's like, they're not rejecting you. They're rejecting, you know, the time or what you're actually selling. But it's your ability to really just play mind games with yourself. Of saying, hey, maybe they just had a bad day. Anyways, I'm moving on to the next person. Cause there is someone who wants to talk to me. Even though the last 10 people might've told you no. You still have to walk into every conversation expecting that yes. So that level of skillset that you get from sales. It trickles into everything, into dating, into like friendships. Into the way that you talk to yourself. Being able to handle rejection will get you anything in life.

• 24:47Jay Shetty?

  What's fascinating to me is how you need it to get promoted.

• 24:52Speaker 01

  For sure.

• 24:53Jay Shetty?

  You need it to convince, like you said, potentially even a partner to know whether they're committing or not committing. You need it, of course, if you run a sales job. Let's walk through the sales process for people who are like, Shelby, I need this advice. I need everything you're selling right now.

• 25:08Speaker 01

  Yeah, for sure.

• 25:09Jay Shetty?

  Because I need to transform my life. What's the first step?

• 25:12Speaker 01

  So, sales as a skillset. If you want to learn like 60 second sales masterclass right now, here it is. So the first thing that you need to do is to establish frame and ease tension. Because anytime you walk up to a person, their sales resistance is high. They're like, who are you? Why are you here? Why are you calling me? I feel a little weird. So a quick little compliment goes a long way, but also just getting straight to the point. People try building so much fake rapport and trying to be a friend at first. When it just comes off a little fake because they know why you're here. You're trying to sell them. So, quick little compliment, something super easy, and then just getting straight to the point. Hey, I'm busy. I want to be, you know, very tentative of your time as well. Is it cool if we just kind of jump right in? Start the sales process, easy.

• 25:56Speaker 01

  Then we get into question based selling. So everybody thinks that you just start selling. Yeah. You don't even know what you're going into yet. So question based selling is, you know, figuring out what somebody's leverage is. Figuring out those pain points. So like, what made you book a call? What are you going through? Take me through your day. What made you want to figure something out? Then you will gather a little bit of data. I call it gathering ammo that you're going to kind of put in your back pocket in order to sell on later. So, once you get these pain points from this person, that's your problem. Then you go into the solution, which is obviously what you are selling. And it's very, you have to be very careful because what you are selling is different to every sort of person.

• 26:39Speaker 01

  So you take these specific leverage points and you plug and play with specific solutions that only solve these leverage points. Nothing else. Keep it super simple. And then you pitch the price. Very simple. And when you pitch price, when you initially close someone, it's all about your energy. If you are almost anticipating an objection or anticipating a no, it's going to come off in your energy. Someone's going to give you an objection or tell you no. You know, the metaphor of the Starbucks cashier. So when you go up to Starbucks and you're ordering, you're like medium vanilla ice latte, or I guess grande vanilla ice latte. You go up to the window. What does the cashier rep do? He holds the Apple Pay thing in front of you and he's like, okay, awesome.

• 27:24Speaker 01

  It's going to be $7. And he's like turning around, doing something else. No option, no like weird vibes. He's just like, here, this is how much it is. Okay, awesome. And you're almost like scrambling around for your credit card. You're like, oh, sorry, I should have had that out. Here you go. That's the energy that you need when you pitch price and when you close people is, hey, you have these problems. Here's a clear game plan, a clear solution. And here's how much it's going to take in order to get you there. Like, it's very simple. It's problem, solution. And then I think what a lot of people forget to do is to solidify the sale. You know, because a lot of people will, you know, process a credit card and then just go straight to, you know, filling out paperwork or just acting like a robot and they stop actually connecting with this person.

• 28:07Speaker 01

  Meanwhile, after you like run somebody's credit card and after the initial close and they say yes, now you need to even further connect with people. So a little trick I have is you can positively future pace someone, which is, I'm so excited for you to get started. A lot of people like to text me when they hit their first 10K months or when they lose their first four pounds or whatever you're selling. Would you mind keeping me in the loop for that transformation? Like, I would love to be a part of your journey. Now somebody's like envisioning themselves, not only following through with the process, achieving the transformation, but also they see you as more of like an accountability coach rather than just the frame of a sales rep.

• 28:47Jay Shetty?

  Yeah. And, and it actually motivates them too.

• 28:50Speaker 01

  For sure.

• 28:51Jay Shetty?

  Because they're like, oh, now that I've committed to this, I could actually make that change.

• 28:55Speaker 01

  Mm hmm.

• 28:56Jay Shetty?

  And I've actually committed to the process that makes that happen.

• 29:07Jay Shetty?

  This episode is brought to you by Indeed. I know how important every hire is for a business. If you need to make the right hire, this is a job for sponsored jobs. Indeed sponsored jobs helps find quality candidates when you need the most. You can reach who you need based on whatever criteria you're looking for, like skills, certifications, or location. In fact, people are finding quality hires on Indeed right now. In the minute I've been talking to you, companies like yours made 27 hires on Indeed, according to Indeed data worldwide. Spend less time searching and more time actually interviewing candidates who check all your boxes. Listeners of this show will get a $75 sponsored job credit at indeed.com/podcast.

• 29:50Jay Shetty?

  That's indeed.com/podcast. Terms and conditions apply. Need to hire? This is a job for Indeed sponsored jobs. This episode is brought to you by Wayfair. Home should be a place that feels like a sanctuary, a space that truly reflects who you are. But it can be challenging to balance style, budget and endless options. I was looking to create a dedicated calm space for my morning meditation and reading, but I was struggling to find pieces that felt grounding but could also stand up to daily use. I went on Wayfair and found a beautiful, solid wood accent chair and a bookshelf. Now that corner is my favourite place to anchor my day. The quality is incredible, it's built to last and it completely shifted the energy of the room.

• 30:32Jay Shetty?

  Plus, you can shop with Wayfair Verified, where product specialists carefully vet items for quality and functionality, so you can shop with more confidence. And if putting it all together sounds like a headache, Wayfair can handle delivery, installation and assembly. Join Wayfair Rewards today to get 5% back on every purchase and start saving on your next home upgrade. Head to wayfair.com to shop all things home. That's W A Y F A I R dot com. Wayfair, every style, every home. This episode is brought to you by State Farm. We talk a lot about intentional decision making, and that extends to the practical stuff too, like making sure your coverage actually works for your life. State Farm is there to meet you where you are

• 31:16Jay Shetty?

  and they know how sweet it is to feel good about your decisions. Talk to a State Farm agent today to learn how you can choose to bundle and save with a personal price plan. Like a good neighbour, State Farm is there. Prices are based on rating plans that vary by state, coverage options are selected by the customer, availability, amount of discounts and savings and eligibility vary by state.

• 31:47Jay Shetty?

  What's fascinating is that we're constantly being sold to, but we don't have a sell. Oh my gosh. Everything you buy has been sold to you and I feel like, whether it's the clothes that you're wearing, the coffee you drink, the coffee shop you go to, the laptop that you use, the phone that you carry, like we're constantly being sold to, but we find sales so scary. Does that, right? No, for sure.

• 32:09Speaker 01

  And even the videos that you watch on social media, somebody's selling you on why they are worth your time out of every other content creator that you could swipe to. Whenever you hit the follow button, somebody sold you on why they should be on your for you page every day. Like, I went to the tanning salon yesterday. The most menial thing ever, just a simple tanning salon. He sold me on a $200 tan package and I don't even live here. But I just loved his sales process and I love supporting other sales reps. Like, when you learn sales, you just see life in a completely different way. Where, when you get sold to, you almost appreciate it.

• 32:45Jay Shetty?

  I fully agree. Yeah, you respect it. By the way, I love being sold to.

• 32:49Speaker 01

  Me too.

• 32:50Jay Shetty?

  I love being sold to. Like, if someone's... Because I also know when it's not working.

• 32:53Speaker 01

  Right, oh yeah.

• 32:54Jay Shetty?

  There are shops that I'll go into where I'm like, ready to buy.

• 32:57Speaker 01

  Right.

• 32:57Jay Shetty?

  But then the experience is not great and then I won't buy. And then there are other shops where I'm like, oh, I'm not sure if I want to spend any money today. And someone's really trying to sell to me and I'm like, oh, I love this. Like, they're really great at what they do. I respect it.

• 33:08Speaker 01

  Yes, sales is all about, like, you know, making someone feel important and listened to. And that's why women are so good at sales, is because women all day, what do we do? We call our friends, we talk to our friends, we hype our friends up. That's literally sales. Sales is hyping people up into, you know, pushing them into this higher version of themselves and making them really believe that they can achieve a transformation if they're given the tools to do so. That's sales. That's what you're doing. It's a whole new life when you learn how to sell.

• 33:41Jay Shetty?

  Yeah, yeah. What's the, what's the best thing you've ever been sold?

• 33:45Speaker 01

  Hmm, my pink G-Wagon.

• 33:49Jay Shetty?

  Okay, how did, who sold it to you? How did that process work?

• 33:52Speaker 01

  So I was kind of a lay down for it, I'm not gonna lie. But I saw videos on it. It was this girl, car sales rep on social media. She's making videos of it. I get tagged in it a ton of times. I click on it, I'm like, oh, it's a cool car, but like, I don't really need a new car right now. I'm driving in Arizona, which is where I'm from. I look to my right and it's in the freaking window. And I'm like, out of all places, this, there's only one car that existed in the whole United States. I'm like, it's in Arizona? Like, what are the Kansas? So I go in there and the car sales rep, she shouts Shelby. She's Shelby, I've been to so many of your master classes. I love you. I follow you on everything.

• 34:35Speaker 01

  Like, and I think that initial connection and rapport. Uh, and then when she was showing me the vehicle, obviously she let me test drive it. But she was also, you know, telling me like, you could use this for content. This car has your name written all over it. And then she sincere closed me, which was um, turning the no away from the client to the product. And she made me have to say no to her, which I couldn't. So the sincere closes just like, I know you're gonna buy a car at some point. I'm gonna sell this to someone. If it's not you, it's someone else. But I want you to have it and I want to be the one to help you get this dream car. So.

• 35:11Jay Shetty?

  Wow. Are you still friends with that?

• 35:14Speaker 01

  Oh yeah, she's awesome. Yeah, she's great.

• 35:16Jay Shetty?

  Yeah, that's amazing. Yeah. And it's, and, and obviously you're happy with your purchase, which makes it better. I think that's, I think that's the part is like, when you're not happy with the value that you received. You're like, oh, wait a minute. I was, and you know, I've been, I've been to some fancy car spots trying to sell you some fancy cars and they're not. Some of them, there's the technique that I read about. Talk to me about this, because I saw this on social media. And I've experienced it a few times.

• 35:40Speaker 01

  Okay.

• 35:40Jay Shetty?

  Where these fancy places try and make you feel less than so that you buy. I don't like that because it feels uncomfortable.

• 35:48Speaker 01

  Right. So it is a real phenomenon. So I call it the Louis Vuitton sales technique. It's not specific to Louis Vuitton, but um, it was just a name I picked on. But yeah, so they, one, they hire attractive sales reps. And two, they train those attractive sales reps to be a little bit dismissive to you when you're in the store. And this is a true thing, because as a client, when you walk in and somebody's not all over you. Hey, what are you in here for? What do you want? Blah, blah. Did you see this jacket? You almost feel a little bit like you're trying to earn a sales rep's time. Because you want to prove that you belong in the store. And so what are they doing? Well, it's actually pretty smart, even though I would say that's slightly manipulative. But uh, what they're doing, it's smart is they know their brand has weight.

• 36:32Speaker 01

  And so they know uh, kind of the feeling that they have with the brand and that they are so, you know, up there and sophisticated. So they make you assign yourself. To feel like you deserve to be with the brand. How do they do that? By buying a bag.

• 36:48Jay Shetty?

  Yeah.

• 36:48Speaker 01

  So you almost feel like, you know, when a sales rep does come up to you, oh, I'm, I promise you, I have money, like, I am a buyer, and then makes you wanna buy more things.

• 36:58Jay Shetty?

  Yeah, and it's sad that we fall for that, right? I think a lot of this, a lot, would you say that people will actually spend more mindfully if they understood sales?

• 37:07Speaker 01

  One hundred percent.

• 37:08Jay Shetty?

  Talk to me about that.

• 37:09Speaker 01

  So when you learn sales, you understand the sales rep's perspective. So you're a little bit more cognizant of the techniques that they're using. And so if it's something you actually want and the sales rep's amazing, makes you wanna buy more stuff. Because you're like, okay, I respect the game, I appreciate it, and I do want this, let's do it. But when it's something that you don't really want, or maybe it's something you do want, but a sales rep is being rude to you or trying to make you feel less than, you understand the tactics and the way that they're approaching the sale, and you're like, why would you do that? You know, I wanted this, I am a buyer, but the way that you're being dismissive, or the way that you're just trying too hard, turns me off. And so, sales is all about like, push and pull.

• 37:52Speaker 01

  And so a buyer's brain will literally turn off when you try to sell too hard. Or when you try to use these cringey, pushy, aggressive tactics. Because in their brain, it's like, if you have to try so hard, obviously, what I'm getting sold is not that valuable, because why would you have to try so hard? So in fact, the pull method actually works a little bit better, which is when sales reps kinda take a step back and they're like, well, I mean, I don't know if you need this right now, like, tell me about what you're going through, and we can kinda figure it out together.

• 38:21Jay Shetty?

  Yeah, where do you think confidence comes from? You're so confident, you, you talk about this idea of being able to turn it on, like, you know, just switch on. How do people access that? Because I think so many people today feel like a smaller version of themselves. We shrink, we get shy, we get scared, like you said, just before you're about to say the amount, you kind of hesitate because you're scared about it. And it's not, you do believe in the product, you do care about what you're doing, but you also kinda care about the other person, where does that confidence come from?

• 38:48Speaker 01

  Everybody thinks that you have confidence and then you do big things. When it's flip flopped, you do big things. You put yourself out there, you're scared and then you build confidence. Like, I know I look like this girl that's super confident, all these things, whatever. But when I first started, that was literally so opposite from the case. Like, I had so much anxiety, I could not talk to people. Or someone would ask me, you know, how's your day going? And I would stutter and think about it for the next like five to seven business days. Like, I literally hated it. I was just insecure and I didn't do enough big things in order to have something to be confident about. So someone told me, you know, sales will make you confident.

• 39:29Speaker 01

  I got into sales, I got literally doors slammed in my face. Uh, cops called on me, the neighborhood watch, like, name it. But going through experiences like that and going through what I call the suck and coming out on the other side, you know, with monetary things to show, but also confidence. That kind of data points, those kinds of data points that you have where you can say, I deserve to be confident because I did this, this and this. I deserve to be confident because I got told no 10 times in a row and the 11th said yes. Now I'm more confident that every other person I talk to, if they say no, that's fine, I'm gonna go get somebody else to say yes.

• 40:10Jay Shetty?

  Yeah, it's doing hard things.

• 40:11Speaker 01

  For sure.

• 40:12Jay Shetty?

  Yeah, absolutely. It's do- I, I couldn't agree more. Everyone always thinks you somehow feel confident in your mind and then you take action and it's completely the opposite way around. You're spot on. It's take action, do uncomfortable things, do hard things, do big things, do scary things. And then all of a sudden confidence comes to you.

• 40:29Speaker 01

  Right.

• 40:29Jay Shetty?

  And because you have evidence, you have proof.

• 40:31Speaker 01

  Exactly, yeah.

• 40:32Jay Shetty?

  You have a list of things that are like, hey, I, I did all these things. And it's not the external achievement, it's the fact that you put yourself in that position, whether it was getting rejected 10 times, moving out your house, uh, going out there and taking on a job you never did, being out of your comfort zone, like, all of that builds confidence and, uh, but you know when someone's sitting there and going like, Shelby, I wanna be better at sales, I get you, but like, I just don't know how to start. What would you say to that person who says, I don't know how to start?

• 40:59Speaker 01

  I would say you don't have to. You don't have to know how to start. You just have to do it. And by do it, I mean, you need to learn everything that you possibly can. And again, good for you. It's all on social media. It's right on your phone. Uh, but the number two is start and know that you're gonna suck. Like, half of confidence is knowing that it's going to suck in the beginning. And you need to know that you are going to get rejected. You're gonna mess up. But plot twist is if you do that enough time and if you get enough reps in, that's how you build true confidence. So it's not the whole fake it till you make it, but I mean, kind of. It's like, you have to believe you are the best. And then with enough data, like you kind of just said, you can truly, truly know

• 41:45Speaker 01

  that you are the best when you can look back at your experience.

• 41:48Jay Shetty?

  Yeah. We found some questions on social media that we think would be good. So I want to hear your take on this. What's something people struggling with money think is smart, but actually keeps them broke?

• 41:59Speaker 01

  Spending money on networking events.

• 42:01Jay Shetty?

  Tell me about that.

• 42:02Speaker 01

  I should be pro networking, right? No, so I have a very kind of controversial but specific take on networking. So I think, you know, majority of people that show up to random networking events, I'm talking the ones that are just random cocktail hours, random people in your city. A lot of the people that show up to those networking events are looking for people external to cling on to because they don't have anything to offer. So I want you, instead of to focus all of your energy on networking, because I used to be the same. What rooms can I get into? Who can help me with this? Like, look into yourself first. Build up your skill set first. Figure out a way to provide real value to other people and become someone that other people want to network with.

• 42:47Speaker 01

  Like, I was always the girl dying to be in group chats with people like you or people like my business partners or people like, you know, that I am currently in group chats with right now. I was dying to be in those, but...

• 43:01Speaker 01

  You need to figure out a way to be someone that other people are dying to be in a group chat with. So instead of focusing too much on putting your energy out into how do I figure out these other people? Put that energy into yourself. And when you truly have, you know, something going for you, or you truly solve people's problems, the right people will reach out to you. Because people that are worth networking for, don't spend every day at different cocktail hours just trying to help people for fun. It's just not reality. But that's different from specified networking, which is if you have a purpose of going to it. You know, if you're a real estate professional and you're going to a real estate event, amazing. If you are a closer and you're going to a closer event, amazing.

• 43:44Speaker 01

  A life coach going to a life coach event, amazing. But I think the general networking cocktail hours are just a waste of time, money and energy that you should be putting into yourself.

• 43:54Jay Shetty?

  Yeah, I love the idea that your reputation precedes you in the sense of, and I think people often get confused that you have to have some big brand for that. My friend started his content creator journey more recently. He has like 6,000 followers. But the video content he's creating is so high quality that people are introducing him to people because his level of research, his communication skills. It's only a matter of time before he gets to 100,000 followers and a million and whatever else it may be. But right now, I think people often think, oh yeah, but Shelby, I've got to have like a million followers for someone to notice me. It's like, no, you could have 5,000 followers, 6,000, maybe 10,000. But because of the content you're creating and the way you're communicating,

• 44:36Jay Shetty?

  people will look at you and be like, oh, you're the stylist that comes front of mind. You're the coach that comes front of mind. You're the car salesperson who comes front of mind. Like you don't have to have millions of followers for someone to notice you. And I think that's a really important part as well.

• 44:51Speaker 01

  And I think a big thing to, you need to be what we call the pattern interrupt. So in sales, a pattern interrupt means someone that breaks the pattern. Because 99% of salespeople sound the same. They sound like robots. So if you want a different result than every other salesperson that gets denied, you need to do something different. So AKA, break the pattern of the cringey sales rep pitches that people hear. But in life, you need to break the pattern. You need to be different and do different things than everybody else in order to stand out. Like your friend who made, you know, the most high-quality videos. He was probably a lot different than everybody else who's just

• 45:30Jay Shetty?

  For sure.

• 45:30Speaker 01

  putting mass amount of videos out there to where somebody recognized that.

• 45:33Jay Shetty?

  Absolutely, yeah. He's really thought about it.

• 45:35Speaker 01

  Mm-hmm.

• 45:35Jay Shetty?

  It's very specific. And so people in that specific niche are paying attention to him.

• 45:40Speaker 01

  Mm-hmm.

• 45:40Jay Shetty?

  Even though he's not got

• 45:42Speaker 01

  Cause he's an expert.

• 45:43Jay Shetty?

  Exactly, exactly. He's actually good at what he's talking about. Absolutely, yeah. Okay, what's the biggest, this is another one.

• 45:49Speaker 01

  Okay.

• 45:49Jay Shetty?

  What's the biggest mindset difference between someone making fifty thousand dollars and someone making five hundred thousand dollars?

• 45:56Speaker 01

  A year or a month?

• 45:58Jay Shetty?

  That's a Shelby question right there. Let's start with a year.

• 46:01Speaker 01

  I would say exactly that. I would say the fifty thousand dollar a month person thinks that they're on top of the world and that, you know, that's all there is to life. And I think the five hundred thousand dollar a month person knows that you're uncapped. There is no cap on what you can do in this world, none. And I think that's the biggest thing that sales teaches you is you eat what you kill. There's no floor, right? But that's also so freeing because there's no ceiling. Genuinely, if you want to make more money, you just talk to more people and close more deals.

• 46:38Jay Shetty?

  Hmm.

• 46:39Speaker 01

  Like, that should excite you. That should be like, oh, my gosh, there's all of this money to make in the world. And there's proof of so many people making so much money. Why not me? That was my biggest thing. I always like heard of these people on social media making so much money. And I'm like, you? You make that amount of money? Like, if you can do it, I can do it. And I think that blind level of optimism is what somebody making five hundred thousand dollars a year or a month has because they stepped outside of the scope and the realm of reality. And they truly just said, I'm not playing by everybody else's rules. I'm doing my own thing or I'm doing my own thing on the side or I'm going to pull myself out of this because I know that I can do it.

• 47:24Speaker 01

  So for example, if you're talking in years perspective, I think the fifty thousand dollar a year type of person just sees money as a side thing. Or they see, you know, they are not the business. They are working for someone. Versus the five hundred thousand dollar a year person, they know that they are the business. And they know that whatever they do in this life, it will turn to gold because they are good. So that's why you need high income skills in order to be that person that you can step into anything and produce.

• 47:56Jay Shetty?

  Yeah, and I think the truth is that high income skill matters even when you're an employee. Because if you have a high income skill, that person never wants to lose you. And therefore, they're gonna keep investing in you and keep giving you promotions and raises because they know they can't live without you. So even if you're not an entrepreneur, if you're part of someone's team and you have a high income skill and you add lots of value to that place. People are never ever gonna take a risk. I mean, you're an employer, I'm an employer. It's like, I don't want to lose my best people. Like, I would never take that risk.

• 48:26Speaker 01

  Replacing people sucks.

• 48:28Jay Shetty?

  It's so hard, yeah. When you find someone who's really amazing what they do.

• 48:31Speaker 01

  You wanna pour into them.

• 48:32Jay Shetty?

  Exactly. Yeah, you wanna invest in them, you want them to grow with you. You're excited about it, just as you are in in love in one sense where it's like, yeah, I wanna see what we could achieve together.

• 48:41Speaker 01

  Exactly. But I think that goes back to like, the person who's making fifty thousand dollars a year and is completely fine with that. They just see it as a job and they won't go above and beyond. Versus the person that maybe their paycheck doesn't reflect five hundred thousand dollars a year. But they believe that they are in a five hundred thousand dollar a year opportunity if they act like it. And so when you go above and beyond, people notice that. So every single ounce of hard work that you put into yourself right now. Maybe it might not benefit you now, but it will benefit you dividends in the future. It's just you have to put it in in order to get it out.

• 49:17Jay Shetty?

  Absolutely. Great answers. All right. If someone wants to go from making a hundred K to three hundred K in one year.

• 49:24Speaker 01

  Specify the year.

• 49:25Jay Shetty?

  Yeah. What's the thirty, sixty, ninety day plan?

• 49:29Speaker 01

  From a hundred K to three hundred K?

• 49:31Jay Shetty?

  Yeah, in one year.

• 49:32Speaker 01

  Are they working for someone or working for themselves?

• 49:34Jay Shetty?

  Let's do both examples. So let's do someone who's working for someone and then let's do someone who's working for themselves.

• 49:38Speaker 01

  Someone who's working for someone. So I would say that you need to job hop. You're never gonna have, you know, a two hundred thousand dollar raise. In two, in three years, like it's just not gonna happen. So the way that you would do it is you would go to different employers and you would kind of like pin them between each other. So the company that you're working for now versus another one, right? You go to their competitor or somebody in a different niche. And you show them the value that you provided for the other company because you have data points behind it. For example, I helped X company grow to X revenue in X amount of time. Given these tools, but I feel like I can go even farther, given these right tools. Let me the ability in order to do it.

• 50:21Speaker 01

  I would job hop if you are in a company.

• 50:24Jay Shetty?

  I think that's very sound advice, actually.

• 50:26Speaker 01

  For sure, yeah. But if you are on your own, if you wanna go from a hundred to three hundred, the very first thing is mindset. Because three hundred thousand dollars a year, that's a completely different mindset than somebody making just a hundred. So you need to, I would say, be the best and get paid to be the best. That's how you're gonna do it. But also look at scaling yourself. If you have your own business, you know, create mini-me's of you or hire employees, which is hard, you know, going from a hundred to three hundred, trusting other people to do the quality work that you do. But you need to hire superstars, pay them very well. And the time that you get back from hiring other people and duplicating them,

• 51:08Speaker 01

  work on growing your business, growing different avenues of it. And then I would also say content plays into both of them. I think content can amplify anything you do. If you work in a job, you can make content around that to where other companies want to hire you because you now have value as distribution because of your content, because you're selling yourself through your content. And if you own your own business, I don't have to explain that. Content will help no matter what you are pushing in your content.

• 51:34Jay Shetty?

  Yeah, I, I think that's really sound advice for both of them. I think. You're spot on that you're not gonna suddenly catapult inside of an organization that much. And if you are running your own thing, it's what you said earlier as well. Sometimes you have to triple your output, like you will have to find ways to, if you're trying to go from a hundred to three hundred K. That means you've got to look at how many people you've sold to, how many customers or clients you have. You're gonna have to find a way of tripling your failure rate. Because that's gonna get you that same success rate. And that could mean more people, it could mean more hours yourself as well.

• 52:06Speaker 01

  Right. So like a good example is like, you don't have to start a business in order to be on your own and do, you know, three hundred thousand dollars a year. There are so many side hustle type jobs that you can do without taking a risk. You know, starting your own business, pouring a ton of money into it, and also without posting content.

• 52:24Jay Shetty?

  What other examples of jobs are there in sales? That you think are giving people opportunity to really take their finances into their control?

• 52:32Speaker 01

  So door to door sales is where I started out and it's amazing. Um, you will have the, you will walk out with the best sales skill set because you're in person, you're getting rejected to your face. Uh, it, it is more gritty, it is more rejection based because you are the first person they see and you're also closing the deal. You have to be outside and you know, a hundred degree heat every single day. It's, you know, not the best for lifestyle wise, but uh, if you're young, like a college person, I would definitely think about door to door sales. There's also insurance sales. I would say that's good if you want to recruit. They make a lot of their money from recruiting other people to do it.

• 53:12Speaker 01

  Um, there's also med sales, tech sales, um, marketing agencies have sales teams. Um, there's software sales. There's a bunch of different sales industries. So I would just urge people to think about like what their lifestyle is and what would be best according to your lifestyle. So there's, you know, the gritty in person, you know, grind sales like door to door and insurance. But then there's also the more corporate, which is like office job type sales. Uh, where you work for a larger company, you have quotas, you have minimums, all these things. But then there's freelance sales, which is like setting and closing. And this is where you are your own closing business. And you can talk to someone for thirty minutes and they wanna buy, you get a commission off of it.

• 53:53Jay Shetty?

  If people can make this much money in sales, why isn't everyone doing it?

• 53:58Speaker 01

  One, because it's a limiting belief that you have to do the right thing in life in order to have success. Like, people brainwash you from a young age that you need to go to school for sixteen years. You know, go to college, get, you know, a general education degree. Then you get into the workforce, which is a general job because you have general education. And then you're working a job because you have debt to pay off. Let alone being, you know, maybe you don't even get to get a job, or you might be replaced by AI soon. Um, so a lot of people think that that's like the normal path, but I think people are kind of starting to get more keen to the idea of doing other things. Um, but then I would also say it's mindset.

• 54:38Speaker 01

  Sales has taught me that eighty percent of people's mindsets just suck. They're very self-limiting. Like, a lot of people won't even put themselves in the position to do something on their own because they're afraid that they're not gonna be able to do it. And so that mindset itself is proof that you won't be able to do it. So that's when I say you have to change the mindset first before you actually do it. And then also rejection. People aren't, you know, used to getting told no nowadays. It's very, you know, instant gratification. If you wanna look something up, you can have it on your phone right then. If you wanna order something, it's at your door in two days. Sales is a game that you play over a long period of time.

• 55:21Speaker 01

  Because in the very beginning, you're putting so much hard work into it, but you're still building the skill set. So you might not see it reflected in your paychecks for a couple of days, maybe, you know, a week or two. But at some point, all of the work that you did in the beginning will compound results for you over time, but you have to go through that period of the suck.

• 55:40Jay Shetty?

  Yeah. What are the mindsets you're seeing that are holding women back, especially?

• 55:45Speaker 01

  They don't believe that they deserve.

• 55:50Speaker 01

  To do something different. And that can get deep. And no one will come out and say, you know, I don't believe that I'm, you know, can do this. But it's on a more subconscious level where people do not believe that they could achieve something. Maybe it's because of what their friends tell them or what their boyfriend tells them. Or, you know, maybe you got fired from your last couple of jobs. Like, you can focus on negative data points in order to pull a negative story. But what you need to do is you need to pull the positive data points. Even if there's only a few, but focus on the positive data points of your life. That pushes a positive story of, no, no, I do deserve this. And I deserve this because of all of the data points that I can look back at. So, everything that happens to you in your life, if you're wanting more like tangible advice from this.

• 56:35Speaker 01

  Everything that happens in your life, not just in sales, just life. You can pull a negative story from it, or you can pull a positive story from it. Focus on the positive data points in order to believe a positive story.

• 56:48Jay Shetty?

  Yeah, yeah, I always say, everyone can tell two stories of their life.

• 56:52Speaker 01

  For sure.

• 56:52Jay Shetty?

  They could be like, I got all these opportunities, my life changed, I'm at the love of my life. Like, look at where it is now. Or at the same time, and it's equally true, you could say, this person screwed me over, this person tried to sue me, this person, whatever it may be.

• 57:04Speaker 01

  For sure.

• 57:04Jay Shetty?

  And both are true, both happen.

• 57:06Speaker 01

  Oh, for sure.

• 57:06Jay Shetty?

  But it's like, which one am I gonna focus on?

• 57:08Speaker 01

  And even some of the most, you know, horrific things that have happened in my life are very scary. I always think to myself right then and there, this is gonna be a great story to tell my kids one day. Or this is gonna be something great that I'm gonna be able to talk about on a podcast or on stage. You know, so everything that you go through, you have to believe that it is, it is not happening to you, it's happening for you. And maybe it's a negative in the moment, but it could be a positive in the future. And this is not, you know, something big, like getting sued or getting broken up with. It could be you're driving on the freeway and you miss your exit.

• 57:40Jay Shetty?

  Yeah.

• 57:40Speaker 01

  You know, it's, oh, I missed my exit, I'm so stupid, I'm gonna be late, people are gonna hate me, I always do this. No, it's, hey, I missed my exit, thank God, because maybe I would have gotten into a car crash or gotten pulled over. But because I missed that exit, now I'm just gonna add on two more minutes to my time. I'd rather take two minutes of redirection than, you know, what could have happened.

• 58:11Jay Shetty?

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• 59:15Speaker 03

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• 59:53Jay Shetty?

  Chubby, we wanted to put your sales skills to the test in the room.

• 59:56Speaker 01

  Okay.

• 59:57Jay Shetty?

  So I'm going to ask you to sell a few things to me. And I'm also doing research for myself. So the first thing I'm going to ask you to sell to me is mine and my wife's tea. This is ours. She can grab it, the drink. And so I'd love for you to sell this to me, so that we can learn how to sell it better.

• 1:00:13Speaker 01

  Okay. Try it for me.

• 1:00:16Jay Shetty?

  Oh, yeah? Okay.

• 1:00:21Speaker 01

  What do you think?

• 1:00:22Jay Shetty?

  It's very tasty.

• 1:00:23Speaker 01

  Okay. Why would you even want? What is this, an energy drink?

• 1:00:27Jay Shetty?

  It's, it's a calming drink, like it's a balancing drink.

• 1:00:31Speaker 01

  Okay, and what does it do for you?

• 1:00:33Jay Shetty?

  It helps you de-stress your mind, it helps you uh bring back your body into regulation, it helps calm you.

• 1:00:38Speaker 01

  Okay, when do you crack one of these open? When do you need that?

• 1:00:41Jay Shetty?

  I probably open it midday, like probably like my midday pick-me-up. Or like around three, four P M. when you start hearing that slump. It's got enough ca- same caffeine in it as the amount of uh natural amount in tea.

• 1:00:53Speaker 01

  Okay, oh wow.

• 1:00:54Jay Shetty?

  So it's not energy, it's not like two hundred milligrams of caffeine, it's only like twenty-four, twenty-five.

• 1:00:58Speaker 01

  I saw somewhere, you know, tea reminds you of talking with your mom?

• 1:01:01Jay Shetty?

  Yeah.

• 1:01:01Speaker 01

  Or something? Tell me more about that.

• 1:01:03Jay Shetty?

  Yeah, so tea was, when I used to get back from school, my mom would sit me down and she'd pour me a cup of tea, but it would be like a hot cup of tea.

• 1:01:10Speaker 01

  Okay.

• 1:01:10Jay Shetty?

  And she'd ask me how my day was. And so like, every day that was our ritual, she was super busy, but that was a moment that we sat down together and had that moment together.

• 1:01:19Speaker 01

  Okay, so tomorrow comes around like three, four, when you have your little crash. If you don't have one of these, what are you doing?

• 1:01:25Jay Shetty?

  I'm uh...

• 1:01:26Speaker 01

  What's the substitute?

• 1:01:27Jay Shetty?

  Well, it would be something unhealthy, like this is only five, this is only um, what is it? Zero, it's five calories and zero grams of sugar.

• 1:01:34Speaker 01

  Right.

• 1:01:35Jay Shetty?

  I would usually have reached for something sugary.

• 1:01:37Speaker 01

  Mm-hmm.

• 1:01:37Jay Shetty?

  And put sugar into my body.

• 1:01:38Speaker 01

  Lots of caffeine.

• 1:01:39Jay Shetty?

  I try and stay off of refined sugars, so yeah, caffeine and heavy sugars.

• 1:01:42Speaker 01

  And when you do that, what's the result?

• 1:01:44Jay Shetty?

  Less energy, less motivation, like, you know, it's like you feel like you've been in the gym all week, but what's the point?

• 1:01:49Speaker 01

  Right.

• 1:01:50Jay Shetty?

  Because you're just like putting rubbish into your body, maybe more sugar spikes and then low moods and down points.

• 1:01:56Speaker 01

  So what does that like mean for you though? If you're not able to show up with the energy or with, you know, knowing that what you're putting in your body isn't necessarily the best? Like, what does the crash actually mean if you were to go through that tomorrow?

• 1:02:08Jay Shetty?

  I mean, in one sense, you could argue that it's like, it is whatever it is.

• 1:02:12Speaker 01

  Mm-hmm.

• 1:02:13Jay Shetty?

  But I think I really appreciate being... Alert all the time, being focused and making sure that my snacks are not unhealthy.

• 1:02:20Speaker 01

  Right. You don't want to live a life that just is whatever it is. You want to live a life where you're at your best.

• 1:02:24Jay Shetty?

  Yeah.

• 1:02:25Speaker 01

  Um, so that's kind of what I'm getting at is it's not about, you know, this is an energy drink or, you know, adapt an adaptogenic tea. It's about the result that it can have for you on a day to day basis. When someone like you, you need to be on, right? So my question to you is if you tomorrow could show up your best self for podcasts, for your work, for your clients, what would that be worth to you to show up as the best version of yourself?

• 1:02:48Jay Shetty?

  I mean, like that.

• 1:02:48Speaker 01

  Probably everything, right?

• 1:02:49Jay Shetty?

  Absolutely.

• 1:02:50Speaker 01

  Okay, well, I'm not asking for everything. I'm just asking for five bucks.

• 1:02:54Speaker 01

  There you go.

• 1:02:55Jay Shetty?

  That was really good.

• 1:02:56Speaker 01

  Thank you.

• 1:02:56Jay Shetty?

  I love how personal it was.

• 1:02:58Speaker 01

  Yeah, so it's, and I'm glad that we did that because I want a lot of people to understand selling something, the wrong thing to do would have been, okay, awesome Jay. So, uh, this is, uh, obviously the can's super pretty. Um, I'm reading that it has a hundred and fifty milligrams of this. It's manufactured here. It is the best quality drink that you could have right now buy it.

• 1:03:19Jay Shetty?

  Yeah.

• 1:03:20Speaker 01

  I didn't know what I was walking into.

• 1:03:22Jay Shetty?

  Totally.

• 1:03:22Speaker 01

  I, in this context, I don't know anything about your day to day life. I don't know anything about what you would substitute if you didn't do this. And I didn't know, obviously this is going to give you energy, but it's what that energy does for you.

• 1:03:33Jay Shetty?

  Yeah.

• 1:03:34Speaker 01

  Which in your case prevents crashes when you're trying to show up as your best self.

• 1:03:37Jay Shetty?

  Yeah.

• 1:03:38Speaker 01

  So you really need to step back and gather context and ask questions. That's literally all sales is. It's what I just did.

• 1:03:45Jay Shetty?

  Yeah.

• 1:03:45Speaker 01

  It's just asking questions about what somebody actually wants. And if it fits into it, and I knew exactly when it fit into it because you said, you know, I would crash. And I don't want to crash when I'm trying to run like a high level lifestyle, right? When I'm running a business, having family, right? So that's what people buys. They don't buy what it is. They buy the transformation. So your job, couple of different steps is one, be the pattern interrupt, which is instead of getting straight to selling, just ask, have a conversation. And then it's figure out the leverage points, which I did that by asking you questions.

• 1:04:17Jay Shetty?

  Yeah.

• 1:04:17Speaker 01

  Then it's provide value and provide a clear solution, which is this. Um, and then it's also, you know, anchoring someone before you price drop. So what did I ask? I said, what would that be worth to you? It'd probably be worth everything, right? To show up as your best self. Well, I'm not asking for everything. I'm just asking for five bucks.

• 1:04:34Jay Shetty?

  Yeah.

• 1:04:35Speaker 01

  And so it makes it a little bit more attainable.

• 1:04:36Jay Shetty?

  Yeah, it's such a good demonstration. Let's do that with something that I know less about. I want people to see that version.

• 1:04:42Speaker 01

  Okay.

• 1:04:42Jay Shetty?

  So like, maybe...

• 1:04:43Speaker 01

  You got a pen?

• 1:04:44Jay Shetty?

  Oh, yeah. Yeah, so, there you go.

• 1:04:47Speaker 01

  Okay.

• 1:04:48Jay Shetty?

  Someone's... Hopefully someone's not chewed on that.

• 1:04:50Speaker 01

  Yeah.

• 1:04:50Jay Shetty?

  Not me. Not me.

• 1:04:52Speaker 01

  Is this the only pen you have around you?

• 1:04:53Jay Shetty?

  Do you want a nicer one?

• 1:04:54Speaker 01

  Give me every pen that you have in this room.

• 1:04:56Jay Shetty?

  Can I go find a nicer one, once? We did it with a product that I know a lot about.

• 1:04:59Speaker 01

  Right, and that obviously you want, right?

• 1:05:00Jay Shetty?

  Yeah?

• 1:05:01Speaker 01

  Obviously you want this product, right? So that's kind of an easy sell, right?

• 1:05:05Jay Shetty?

  No, no, no, but I think the way you... I still think what you did was brilliant. I'm just saying it would be good to...

• 1:05:09Speaker 01

  Oh, I know.

• 1:05:10Jay Shetty?

  Yeah, yeah, let's do it again. Yeah, let's do it again.

• 1:05:12Speaker 01

  Okay. Do you have any other pens in the room, or is this it?

• 1:05:15Jay Shetty?

  That's it.

• 1:05:16Speaker 01

  Okay.

• 1:05:16Jay Shetty?

  Is that bad? Do you want a nicer one?

• 1:05:17Speaker 01

  This is fine. This is every pen though, right? There's no other hiding?

• 1:05:20Jay Shetty?

  No, no, no.

• 1:05:20Speaker 01

  Okay, awesome. Step number one, create a need. No, I'm kidding.

• 1:05:23Jay Shetty?

  Oh, yeah.

• 1:05:24Speaker 01

  Um, but, let's see.

• 1:05:26Jay Shetty?

  That's good. That's funny.

• 1:05:28Speaker 01

  Okay.

• 1:05:29Jay Shetty?

  Do you want paper? I don't want you to have to write on this stuff.

• 1:05:30Speaker 01

  No, no, no, this is fine. Wanna play tic-tac-toe? If you win, I'll Venmo you a hundred dollars.

• 1:05:37Jay Shetty?

  Okay.

• 1:05:37Speaker 01

  If you lose, nothing happens, and I just give you all your pens back.

• 1:05:41Jay Shetty?

  Okay.

• 1:05:41Speaker 01

  The only trick is, where's your pen?

• 1:05:44Jay Shetty?

  I don't have one.

• 1:05:46Speaker 01

  Well, I'm selling all of these pens for five dollars each. I will let you choose. Basically, five dollar entry fee in order to only have an upside, in order to win a hundred dollars. Which one would you like? The red or the white one? Obviously, this is a joke, you guys, right? So it's obviously a joke, but what it is, is it's another concept of a pattern interrupt.

• 1:06:03Jay Shetty?

  Yeah.

• 1:06:03Speaker 01

  And sometimes when you're selling something, you know, people expect you just to try to sell a pen, when that's the whole trick. So the whole trick of it is, and I'll show you a little bit of a more tangible way to sell a pen after this, but the trick with the time-old "sell me this pen" is, everybody wants you just to start selling the pen.

• 1:06:21Jay Shetty?

  Yeah.

• 1:06:21Speaker 01

  Right? "Oh, this pen is so amazing. It's all black, monochrome, signature engraving right here. It never runs out of ink, like it'll look nice on your desk." Nobody cares about your pen. Right? Like literally, nobody cares. So what you would do is you would one like break the pattern, be different. What I just did is obviously a little bit of a joke, but it is different.

• 1:06:40Jay Shetty?

  Yeah.

• 1:06:40Speaker 01

  And then number two with this is I'm selling an experience.

• 1:06:43Jay Shetty?

  Yeah.

• 1:06:43Speaker 01

  I'm like, hey, play me. The upside is I'll literally right now Venmo you a hundred bucks.

• 1:06:47Jay Shetty?

  Yeah.

• 1:06:48Speaker 01

  But the entry fee I created a need by gathering all your pens, even in the other room.

• 1:06:52Jay Shetty?

  Yeah.

• 1:06:52Speaker 01

  The entry fee is five dollars. Do you want to play or not? Well, obviously someone would probably take a five dollars to get a hundred dollars. And then the other thing is too, like if you just create something that's clear, super simple, a lot of people try to over complicate the sales process. It's just problem, solution.

• 1:07:07Jay Shetty?

  Yeah.

• 1:07:07Speaker 01

  Your problem was, you know, you probably wanted to play, but you didn't have any pens.

• 1:07:11Jay Shetty?

  Yeah.

• 1:07:11Speaker 01

  And my solution was giving you back one of your pens. So the right way to actually sell the pen though.

• 1:07:15Jay Shetty?

  Right.

• 1:07:16Speaker 01

  Um, if anybody ever asks someone that's watching, how do you sell the pen? It's a trick to see if you are a trained sales rep. So don't do this. This is just a joke, right? But what you would do is you would hold the pen and you'd be like, I mean, why would you even want a pen? Like, what do you do for work?

• 1:07:33Jay Shetty?

  Yeah.

• 1:07:33Speaker 01

  What do you do for work?

• 1:07:34Jay Shetty?

  I, uh, I have a podcast. I write books and I coach people.

• 1:07:39Speaker 01

  Okay. Do you write books? Probably on a laptop though, right?

• 1:07:41Jay Shetty?

  Yeah.

• 1:07:42Speaker 01

  Everything's online.

• 1:07:42Jay Shetty?

  I have a laptop, yeah.

• 1:07:43Speaker 01

  So what would you even use a pen for?

• 1:07:45Jay Shetty?

  Uh, yeah, barely use a pen, maybe randomly to sign checks, but like very rarely.

• 1:07:50Speaker 01

  Oh, to sign checks?

• 1:07:50Jay Shetty?

  Very rarely, cause now it's DocuSign and.

• 1:07:52Speaker 01

  For sure. Yeah. So take me through signing a check. Is that someone's paycheck or is that to pay for something or?

• 1:07:59Jay Shetty?

  Maybe it's like to pay for something, but like so rare. I can't even remember the last time I did it.

• 1:08:04Speaker 01

  And it's always one of those things where it's like, you don't need a pen until you need a pen, right?

• 1:08:08Jay Shetty?

  Yeah, exactly. Yeah. Or maybe I doodle while I'm on the phone.

• 1:08:11Speaker 01

  Yeah.

• 1:08:12Jay Shetty?

  Sometimes I'm just like, you know, playing around.

• 1:08:13Speaker 01

  So on the phone with someone where you're trying to like write down notes about a conversation?

• 1:08:18Jay Shetty?

  I still like writing down notes.

• 1:08:19Speaker 01

  Mm hmm.

• 1:08:20Jay Shetty?

  Yeah, by hand, probably. Yeah.

• 1:08:21Speaker 01

  Okay. So somebody calls you up and they give you amazing tangible advice for your podcast or your next book. And in that moment, you don't want to go on your notes app because you're trying to like stay focused, stay concerned, right? You reach over for a pen, kind of like how we just did, and this guy pops up.

• 1:08:37Jay Shetty?

  Yeah.

• 1:08:38Speaker 01

  It looks like this.

• 1:08:39Jay Shetty?

  Yeah, you don't want that.

• 1:08:40Speaker 01

  How do you feel writing down million dollar advice with this pen? Probably not the best, right?

• 1:08:45Jay Shetty?

  Yeah, not great, because I'm thinking someone's, someone in the office is chewed on.

• 1:08:49Speaker 01

  Chewed on, right? Do you want to take down million dollar advice with a fifty cent Sharpie pen that's been chewed on? Probably not, right?

• 1:08:55Jay Shetty?

  Probably not, yeah.

• 1:08:56Speaker 01

  But then this pen is on your table instead. You know, instead of that one, reaching for it, maybe it has gum on it because it's been in the bottom of a backpack. Instead, this pen always stays on your office, no matter what. Even though you'll probably never use it because everything's on DocuSign, but when you do need it, it'll be right there. It's not about the pen, it's about peace of mind. That when that, when that one person does call you, you won't be frantic trying to search for another pen. It'll just be right there and you can just write down all the advice. So I would sell, basically like your leverage point was, I don't need a pen, but I could, right? It's like, I don't really use. So I did the leverage of insurance. You know, it's like, you might not need one tomorrow, but when you do need one, you're gonna really need one. And you want to have the peace of mind that it will be there.

• 1:09:42Speaker 01

  So what did I do? So I asked questions in order to understand context of what you do for work, why you would even want it. What the scenario would be if you had a pen that you didn't like versus a pen that you loved? And just looked at it and felt super confident about writing, you know, that next book? Or writing somebody's advice down, or, you know, signing someone's paycheck is a big deal as well. Hiring someone, first impressions matter. So you kind of extrapolate whatever you are selling from like the actual object. And you broaden it out into something that somebody actually cares about. Which for you, it's peace of mind in order to be prepared at every point in time.

• 1:10:18Jay Shetty?

  Yeah. What's impressive is at no point did you sell me the pen.

• 1:10:22Speaker 01

  No, none.

• 1:10:22Jay Shetty?

  Like, at no point were you like, look at the color, look at, it will make you, you didn't even try and sell me the prestige of it. Like, you weren't like, oh, if you hold this pen, everyone's gonna think you're fa, because I don't care about that.

• 1:10:32Speaker 01

  Right, because nobody cares.

• 1:10:33Jay Shetty?

  Because nobody cares, and it's so interesting because. I think we're constantly trying to think we know what the other person wants. So like if someone like me walks into wherever, you're assuming I want to be certain things. Or if someone sees you walking and they assume that, oh, well, Shelby's character profile must be this, this and this. It's like, I don't know, like until I talk to you, yeah.

• 1:10:55Speaker 01

  There are so many times, and this is actually my biggest pet peeve when I'm getting sold, is somebody will look at you and make a stereotype out of it. It's like I walk into a car dealership and people think, I don't know what I'm talking about. They think that daddy's just gonna swipe, you know, my, I'm gonna use my dad's credit card to buy some vehicle or, you know, they can charge me a bunch because I know nothing about the sales process. When in reality, if a sales rep, instead of making assumptions, just stopped and just asked, you would actually get to know people and then you can help them through simple problem and solution. That's why everybody thinks sales is manipulation and trying to push things on people. It's not. It's literally just taking a step back, asking questions, getting to know somebody.

• 1:11:40Speaker 01

  And if it works, then you can plug and play your solution and empower them in order to make a decision that will genuinely change their life.

• 1:11:46Jay Shetty?

  When you're actually in practice with it, like when you see it, like what you were just doing, you're like, yeah, at what, no point did I feel forced. At no point did I feel like, and if I, and if I had said to you, no, I never use a pen, I don't need it at all, you probably would have.

• 1:11:58Speaker 01

  I would be like, okay, awesome. You're not a qualified buyer then, right?

• 1:12:00Jay Shetty?

  Exactly, yeah. And that, and I think that's partly it as well, where it's like, yeah, if I would have closed the conversation, whereas I was actually thinking.

• 1:12:07Speaker 01

  I mean, I'd probably roll that objection a couple of times.

• 1:12:09Jay Shetty?

  Yeah, yeah.

• 1:12:10Speaker 01

  Well, when somebody gives you like straight off the bat, not interested, what they're doing is it's called a brush off objection. It's not a true objection. What do you mean you're not interested? You haven't even like seen what we have to offer. So it's, I wouldn't say that, but that's what I'm thinking, right? Obviously, they're not interested, but they're not interested in the time spent with you rather than what you have to offer. So when they brush you off, you brush it right back off.

• 1:12:34Jay Shetty?

  Yeah.

• 1:12:34Speaker 01

  No, for sure. I'll just take two seconds out of your day to talk about X, Y, Z. You literally just keep going. And if somebody is a qualified buyer, they will take the time to actually talk to you and you can roll that objection into more time, which then you can sell. Can I have a drink of that one?

• 1:12:48Jay Shetty?

  Of course. Yeah, of course you can. Do you like that flavor?

• 1:12:51Speaker 01

  I do, I like the

• 1:12:52Jay Shetty?

  Would you like another flavor?

• 1:12:53Speaker 01

  I think it's a blue one that you gave me.

• 1:12:54Jay Shetty?

  Yeah, the peach one or?

• 1:12:56Speaker 01

  I, I thought it was blue, was it blueberry?

• 1:12:59Jay Shetty?

  Yeah, peach. Oh, no. We have a, we don't have any blueberry anymore. We have peach.

• 1:13:02Speaker 01

  I don't think it was blueberry. It was like some berry.

• 1:13:04Jay Shetty?

  It was a raspberry or cherry lime?

• 1:13:07Speaker 01

  It was raspberry, I think.

• 1:13:08Jay Shetty?

  Shall we get you that one?

• 1:13:10Speaker 01

  I think this will be good, yeah.

• 1:13:11Jay Shetty?

  If you want that one, I can get you that one.

• 1:13:15Speaker 01

  But they're really good.

• 1:13:16Jay Shetty?

  Thank you. You're the best.

• 1:13:17Speaker 01

  Do they not have caffeine in them?

• 1:13:18Jay Shetty?

  They do have caffeine with the same amount of cup of tea. So there is caffeine in it, but it's a natural amount. That's a decaf one, though.

• 1:13:26Speaker 01

  Oh.

• 1:13:26Jay Shetty?

  Yeah. You want one with caffeine in it?

• 1:13:28Speaker 01

  Yeah.

• 1:13:28Jay Shetty?

  So we need to get you the raspberry one. That's the one that has, that's the one that has caffeine.

• 1:13:32Speaker 01

  Okay, okay, okay.

• 1:13:33Jay Shetty?

  You're like, I need some caffeine.

• 1:13:34Speaker 01

  Never mind.

• 1:13:35Jay Shetty?

  Yeah, you're like, yeah.

• 1:13:36Speaker 01

  No purpose.

• 1:13:36Jay Shetty?

  We have caffeine and decaf ones.

• 1:13:38Speaker 01

  Okay, okay, that's cool.

• 1:13:39Jay Shetty?

  Yeah. All right. So we're gonna test you on the objections.

• 1:13:43Speaker 01

  You gotta know them.

• 1:13:44Jay Shetty?

  Okay. The first one is it's too expensive.

• 1:13:49Speaker 01

  So a lot of people think that, you know, you're comparing a price versus nothing, right? But the price is what you pay today. The cost is what you pay years down the line when you don't solve the issue. So you said your business is bleeding fifteen thousand dollars a month revenue, right?

• 1:14:02Jay Shetty?

  Yeah.

• 1:14:03Speaker 01

  So you don't just like walk away and just, you know, pay nothing. It's actually comparing, you know, a five thousand dollar solution to your problem versus a cost of, you know, sixty grand down the line over a couple of months. So which one are you more comfortable paying the price for the cost?

• 1:14:17Jay Shetty?

  Right, yeah. It's a good one.

• 1:14:19Speaker 01

  You just reframe it.

• 1:14:20Jay Shetty?

  Yeah, yeah. And, and it is good because half the time that person hasn't done that reframe either.

• 1:14:24Speaker 01

  Mm-hmm.

• 1:14:25Jay Shetty?

  All right. I, I need some time to think about it.

• 1:14:27Speaker 01

  Mm-hmm. Do you need quantity of time or quality of time?

• 1:14:31Jay Shetty?

  Quality. It's like I really need to like digest what you've told me today.

• 1:14:34Speaker 01

  I'm glad you said that. A lot of people think they just need quantity of time, which is, you know, a couple of days, weeks, whatever. Um, but few people actually understand, which I'm glad you do, that you need quality time, which is the quality of information that's in front of you, but also quality time to sit down and make a well thought out decision, right? I'm literally the same way, but like I said, we have twenty minutes left of intentional time on this call. Uh, you're busy. I know as soon as you shut this laptop off, it's like you got kids, you gotta run the business, all the things. So we have twenty minutes left of intentional time and I've got all of the information right here in front of us in order to make a well decision.

• 1:15:08Jay Shetty?

  I need to chat with my wife.

• 1:15:10Speaker 01

  And you will. Uh, you're either gonna come to her, though, with a problem or a solution. You know, a problem of, hey, honey, I really wanna do this, but I don't know if I should and da-da-da. Or, hey, honey, I found somebody that can really help me solve my problem that I've been wanting. I really trust it, and I thank you for your support. Which one do you think would go over better with your wife? Probably the solution, right? Also, another one I love for that, and I've never talked about this either, is the flip-flop. So, for example, if somebody tells me, you know, I need to talk to my husband or my wife, I'd just be like, no problem. Can I challenge that? Yeah, okay, awesome. So, if instead, instead of it being me and you talking, what if it was me and your wife? You know, and she came to me and she's saying, I'm going through this, this, and that,

• 1:15:52Speaker 01

  and I've finally found someone that I think can solve my problem, and I really wanna do it, but I wanna check with my husband first. Would you support her in making that decision? You probably would, right? So is it fair to say that she'd probably support you in the same way that you support her?

• 1:16:05Jay Shetty?

  Right.

• 1:16:06Speaker 01

  And this works really well if you're talking to a woman. If you, instead of saying the husband thing, cuz she'll be like, well, I want him to talk to me, you know? It works really well if you, um, flip it and you're like, let's say it's your best friend. You know, and she's sitting here, going through this, going through the same thoughts. Would you tell her to do it? You know, probably would, right? Well, is it fair to say other people would probably tell you to do it too? So, putting people kind of like outside of themselves and looking at the situation from an unbiased third-party perspective and being like, what would you tell that person to do right now? Because you're saying to me that you really wanna do it. You'd probably say to do it, right? Well, let's do it, so.

• 1:16:40Jay Shetty?

  Yeah.

• 1:16:41Speaker 01

  I gave you two on that one.

• 1:16:42Jay Shetty?

  Yeah, yeah, I appreciate it. And now's not a good time.

• 1:16:46Speaker 01

  For to talk or to make a decision about something?

• 1:16:50Jay Shetty?

  I've just got so much going on, like, I've got family stuff, I'm like exhausted, I just,

• 1:16:55Speaker 01

  No, for sure.

• 1:16:55Jay Shetty?

  I just don't think now's a good time.

• 1:16:57Speaker 01

  Can I challenge that?

• 1:16:58Jay Shetty?

  I don't know, I just, I don't know if I have the bandwidth for it right now.

• 1:17:01Speaker 01

  No, for sure. Uh, and I'll just make it easier for you, cuz, you know, the bandwidth to think about things over a long period of time by yourself, it just, that's how stress gets created, right? Uh, so I'll just clear that up for you, so. When you say you don't have the time, you know, to think about it and to process the bandwidth, a lot of people think that they need to be in a situation where they have every single ounce of intentional time. But in fact, the best decisions are made in the gray area. Some of the best companies were started in the recession. It's because while everybody else is moving forward, you need to be the person that maybe takes a step back. But while everybody else is sleeping, you need to be the person that makes a decision in order to get better. So what do you want to be right now? Someone that just follows along with what everybody else is doing? Or someone that actually moves forward? When everybody else is kind of just moving along?

• 1:17:46Speaker 01

  Because are you going to wait for life to happen to you? Or are you going to make your life happen for you right now?

• 1:17:50Jay Shetty?

  And sometimes, people may even take them and be like, I still need time. But you've helped them think about it in a different way.

• 1:17:58Speaker 01

  So I always start every objection with, I hear you. Can I challenge that thought? Because it allows you to separate the objection from you. I'm not saying, can I challenge you? You know, it's not me versus you. It's like, hey, can I challenge that thinking for a second? And it's like, a lot of people think this, but it's actually this will help you get one step closer to your goal.

• 1:18:17Jay Shetty?

  Yeah, I love that. These were some other things that came in from social, of people, of things they're struggling with. So how should, this, we're moving away from the objections. How should someone approach a conversation to ask for a raise?

• 1:18:29Speaker 01

  Ooh, so step number one is you have to have some sort of experience behind you and some sort of numbers in order to deserve a raise. You can't just get hired the first day and ask for a raise, or you can't be the worst employee ever and ask for a raise. So you have to have a reason to ask for a raise. So that means be the best at your job, right? Have some sort of reason in order to ask for a raise. Then when you ask for a raise, have other competitors' datas in order to compare to. So for example, if I want to ask for a raise from you, I would go to one of your competitors and say, hey, I've been working for Jay Shetty for a while. We've done X amount of revenue with him. What is the offer that you have for me? Then I would take it back to you and I would say, hey, Jay, I love working for you and I'm really sold on the long game with you.

• 1:19:14Speaker 01

  Like, I want to grow with this company and I want to stay here. But I need to make it make sense for me, just on a monetary standpoint, because I have other competitors such as this guy and this guy, offering me a little bit more. So I want to stay with you. That's why I want to have this conversation, be grounded with it. But I just need it to make a little bit more sense on the financial side in order to grow with you long term. So even if you don't believe that you're going to be with this company long term, you need to sell the long game and sell the vision to your employer. Because like you said, that's the leverage point that an employer has, is they want to invest in people for the long game. So hey, I want to be here for a long time, but in order for me to put all of my resources here, I need a little bit back because other people are recognizing my value.

• 1:19:59Speaker 01

  And I'm not saying you don't, but I need it to make it make a little bit more sense for me.

• 1:20:03Jay Shetty?

  What about if someone's, if someone's going to interview with the company, what are the top three things they need to show?

• 1:20:09Speaker 01

  Numbers, what you've done for the company. I would say audit what you can do better and have a mathematical, easy game plan way to show what you can do with the company, given the raise. So you can't just ask for a raise just because you deserve it. Corporate America does not like entitlement, right? But people will pay you if they think there's an upside. So this is creating value, right? It's hey, if you pay me $20,000 more, I'm going to generate $800,000 a year more for the company and I'm willing to do this, this and this for it. It's just like in sales, you can't drop the price when negotiating with someone for no reason. Right? You need to actually have a reason and justify a price drop in order to not sound salesy, right?

• 1:20:51Speaker 01

  So data and then also like have a clear game plan. And you want to make it super easy for someone to say yes to you. And say, hey, if I give this girl a promotion, this is exactly what we're going to get for her. Okay, awesome, let's do it.

• 1:21:03Jay Shetty?

  Yeah. How do you deal with it when you don't get what you want? Like what's the right response?

• 1:21:08Speaker 01

  Never burn the bridge. That's a very good question that not a lot of people talk about. You never burn the bridge because a no isn't a no forever. It could be just maybe later. It could be, you know, a little bit of insight to where you need to improve a couple of things and then re-ask again when you have more leverage there. So just know that a no isn't forever. It's just not right now.

• 1:21:29Jay Shetty?

  Yeah, I think, yeah, I think it comes back to what we've been talking about this whole conversation where it's like. When you deal with rejection badly, it starts to affect everything because then you're like, you know, it it could go in multiple ways. You're like shrinking yourself, your mood's a bit dull. You're not walking in with that smile and with that confidence that you had and all of a sudden it's affecting everything.

• 1:21:49Speaker 01

  Yeah, for sure.

• 1:21:50Jay Shetty?

  It's crazy how quickly we kind of shut the door on ourselves. What about if you're going to interview for a job for the first time? So what are interviewers looking for when you're interviewing for a job?

• 1:22:01Speaker 01

  Right, so they're looking for people that are bought in on the long-term vision exactly. But also they're looking for people that ask really good questions that show that you kind of know what you're doing through the questions that you ask. So for example, if you want to become a remote closer and you get on an interview with someone and they're like, so what made you apply? And you're like, ah, I just really want to make more money. I just want sales experience. What is that? That's all about me. Nobody cares about what you want, right? They care about what you can do for them in the context of the situation. So it's, you know, instead of, oh, I really want to make money, blah, blah, blah. It's, hey, I've been following ex-creator, ex-mentor for so long. I have this sales background and I would, I've been closing for other offers, right?

• 1:22:44Speaker 01

  But I would love to close for her offer because I have true conviction in what she's selling and I want to help you guys grow your business. So it's all about making the game plan clear, but also using the leverage points of the other person, not yourself.

• 1:22:58Jay Shetty?

  Yeah, absolutely. I think the amount of people that interview these days and they don't have that.

• 1:23:03Speaker 01

  It's entitlement.

• 1:23:04Jay Shetty?

  It's, it's, it's, yeah, the answer is just, it shocks you sometimes. You're like, like someone, I've, I've interviewed people and they've, they've said things to me like, uh, yeah, I just didn't like what I was doing.

• 1:23:14Speaker 01

  Right. And it's like.

• 1:23:15Jay Shetty?

  And I'm like, cool, like, that's fair. Like, I get it. I've, I've not liked certain jobs that I had.

• 1:23:21Speaker 01

  Right.

• 1:23:22Jay Shetty?

  But like, you don't want to be here.

• 1:23:23Speaker 01

  You, you want to come off as someone that is ready to do the most, ready to go above and beyond and doesn't just see it as a position. Because from an employer's perspective, we don't want someone who just wants to show up and do the bare minimum.

• 1:23:35Jay Shetty?

  Yeah.

• 1:23:36Speaker 01

  We want someone who sees the value so much in themselves and takes pride in their work and is bought in on the long-term vision. So if you embody that, you should be good to go for an interview. And asking questions that relate to, you know, the business, you know, what's your guys' close rate? What's your guys' lead flow like? Tell me about the offer. When you make the interviewer sell themselves on why you should work for them.

• 1:23:59Jay Shetty?

  Yeah.

• 1:23:59Speaker 01

  You won. And that's sales. It's taking a step back and saying, well, I mean, I'm interviewing for a few positions, but I just wanted to know a little bit more about how you guys do this, what your process is like, what it would look like if I did get hired, what your salary is like, and then I can come back to you at the decision.

• 1:24:13Jay Shetty?

  Yeah, and I think, I think there's a lot of test of your worth too. Like, for example, if you're gonna be confident enough to say, I've got these offers and I'm doing that, you better back it up because that person may also just go, yeah, good for you, like,

• 1:24:26Speaker 01

  Right.

• 1:24:26Jay Shetty?

  we don't need you either. And I feel like sometimes if it's, if it's all a story, then it doesn't always play well. Like, I find like even like, I do a lot of corporate coaching work.

• 1:24:36Speaker 01

  For sure.

• 1:24:36Jay Shetty?

  That's where most of our coaching is, in me working with large organizations. And I have, there's a few experiences I've had. The first time I had an experience when I first began, this was like, maybe, I don't know, like 10 years ago, 11, maybe even 12 years ago, before, before the brand, and yeah, so maybe even longer. And I remember being in an office and I asked all the questions. And before I was about to give my solution to their problem, I realized that my solution did solve their problem. And so I'm just going, thanks, guys. Yeah, I literally just went like, alright, great, thank you. And I walked out, I was like, thank you so much. Like, I just wanna be honest with you. I don't think I have what you need, but really grateful and I hope we can keep this conversation open. Fast forward, five years from that point, I went back and sold a really great contract to this client.

• 1:25:20Speaker 01

  There you go.

• 1:25:21Jay Shetty?

  Because they could see the honesty too. Like, where I was, I was happy to be like, guys, you know what, actually I don't have anything you need, but I will come back.

• 1:25:27Speaker 01

  Exactly. And that's ethical sales, because you can sell someone and then walk away from the conversation and both of you guys don't feel good about it. And that doesn't do any good at all. So it's like, when you sell someone or when you apply for an interview and you are really trying to sell yourself, do you genuinely believe that you can provide this business value? Because that doesn't just come off in the words that you say, that comes off in your energy. And I'm sure you could feel like when you kind of felt like, oh, I might not be ready for this right now, your energy was probably like, oh, wait, I don't know what I got myself into. But that's why you really need to build the data points in order to have conviction in yourself or whatever you're selling, in order to show up that way and like energetically be like, I'm here, I deserve this, like, let's go.

• 1:26:10Speaker 01

  Cancel all the other interviews because I'm your person. And until then, I like how you just kept the bridge open. You didn't burn it.

• 1:26:17Jay Shetty?

  And it worked out. And I've had that with so many things that we're doing right now, where I got rejected from something seven years ago. And this year, it will become one of the most exciting parts of our business. And it's like, there's just seven years of relearning, patience, figuring it out.

• 1:26:33Speaker 01

  For sure.

• 1:26:33Jay Shetty?

  Developing new skills. And I just think that long game is so healthy for everyone to always play, because your current employer may write you a reference one day. Your current employer maybe end up being one of your biggest clients one day. Like, you just have no idea. Like, I worked at a company called Accenture. And Accenture was the place that invited me back to do so many keynotes when my career took off. But if I hadn't had a good relationship with them

• 1:26:55Speaker 01

  For sure.

• 1:26:55Jay Shetty?

  or left on good terms, to your point of burning again, well, then that wouldn't have been the case.

• 1:27:00Speaker 01

  Exactly.

• 1:27:01Jay Shetty?

  And I feel like there's too much short-sightedness now, because we think there's lots of opportunities. But at the top, everyone knows each other.

• 1:27:07Speaker 01

  Exactly. But I think what you're saying is exactly what someone listening should take away from it, which is, it's not a yes or a no, it's a yes or a lesson. And so sometimes the lessons are more valuable than if you got that contractor, you got that client years ago, because the lesson taught you to never walk into a situation like that again. And so sometimes that lesson can be way more valuable than getting what you want in the moment.

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• 1:29:17Jay Shetty?

  Couple more of these before we go to the final five. This one's great. What's the right way to talk about your strengths without overselling or apologizing?

• 1:29:25Speaker 01

  So I like to sprinkle in, you can call them testimonials, or like subtle ways to flex, right? I subtly threw it in there, but then extrapolated a lesson from it that pertains to the other person. Because people don't care about your flex. They care about what your flex can do for them. So you can use it, but use it as a lesson in order to provide value to somebody else.

• 1:29:47Jay Shetty?

  Ego just always is such a turnoff. Like, I don't know, I generally just, I struggle so much when someone I feel is egotistical. And the way I think about the difference between confidence and ego is evidence and reflection. So it's like if someone can give me evidence and they can reflect on that evidence to prove that it's real experience, now it doesn't feel like a name drop. It doesn't feel like a number drop, which just feels like it's a bit distasteful.

• 1:30:13Speaker 01

  I hate when people name drop. It's my least favorite thing. When somebody name drops or says, you know, all these different numbers, it is a literal indicator that they probably don't have the skills in order to do what I need them to do. Because they feel like they have to name drop, or they feel like they have to, you know, show their numbers. I would also challenge that though, because it is a very fine line with when you're, you know, new to a space, there's a lot of people that might not know who you are. So sometimes, you know, the numbers that you've done for a company or your experience will speak volumes. And so, nobody's gonna, you know... Sell yourself like you will. So sometimes it's a fine line of not having ego,

• 1:30:54Speaker 01

  but it's also a line of like being loud about your accomplishments when they are valid. Uh, and like shouting it from the rooftops because you deserved it if you worked for it. But it is a very fine line.

• 1:31:05Jay Shetty?

  Yeah. Which, which sales call or sales deal challenged you the most?

• 1:31:10Speaker 01

  Oh, that's a great question. Okay. So, um, I was talking to, I was talking to a gay guy. Okay. Love talking to gay guys. So fun. Like it was very girl's girl vibe, energy. He was awesome. Okay. He keeps giving me the spouse objection. I keep rolling it, blah, blah, blah. Keeps giving me the spouse objection. I'm like, okay, fine. We keep rolling it. Then his spouse walks in the frame, sits down. I'm talking to spouse and spouse again. Okay. So I'm like, okay, awesome. Now I know the other spouse is the decision maker. Kind of turn the attention of the sale towards him because I know the decision lies in his hands. Right? That's what you need to do. Then I'm talking to him. He goes, I need to talk to my husband.

• 1:31:55Speaker 01

  So I look at this guy and I'm like, you brat. I thought you, you know, I thought it was him, not you. Like we could have had this done a long time ago. Like what's the issue? And so I, you know, direct to him. He says, I need to talk to my husband. I redirect to him. He goes, no, I really need to talk to my husband. He's not here right now. And I go, is there three of you?

• 1:32:17Jay Shetty?

  No.

• 1:32:18Speaker 01

  And it was a throuple.

• 1:32:19Jay Shetty?

  No.

• 1:32:20Speaker 01

  It was a gay throuple. But let me tell you, the way that I closed this deal, uh, I sincere closed them and I go, you guys, this is one for the books. I was like, I've never been in this situation. And you guys are going to use someone, probably the next person that comes up, you're going to have to buy something at some point because you do have some issues. I want that person to be me. I've never sold a throuple before in my life. Like I would die to be able to go tell my boss and my coworkers that I just had this experience. Would you guys please allow me just the glory of having, you know, my first throuple sale? And they still send me Christmas cards to this day.

• 1:32:53Jay Shetty?

  I love that.

• 1:32:54Speaker 01

  It's kind of a funny sale, but it was just, I was so backwards. I was mad at them because I was like, I thought you were the decision makers, but it's you, but it's you, but it's you. Wait, they're not here with us, are they?

• 1:33:05Jay Shetty?

  That's incredible. That's wild.

• 1:33:07Speaker 01

  It was pretty crazy. I was actually speechless.

• 1:33:10Jay Shetty?

  So you're, you're pretty much prepared, like, because obviously that's something you'd never be prepared for. You're pretty much prepared.

• 1:33:16Speaker 01

  Oh yeah.

• 1:33:17Jay Shetty?

  For any direction it can go in. When you're training people, you're training them in sales training for every scenario possible that.

• 1:33:23Speaker 01

  Yeah, so you have to train, like, things are gonna go wrong. You have to train for payments link, payment links not working. You have to train for your Zoom maybe crashing. You have to train for different objections, uh, different scenarios if they need to call their bank. Um, like different things, you just need to preempt them rather than waiting for some monstrosity to happen and then you attack it then in there like. You always need to preempt every sort of objection. And so then the follow up question is probably like, how do you preempt objections? Well, you kind of get key indicators from someone you're talking about. So if I'm talking to a girl, we'll call her Stacy. And Stacy's wearing like a fat rock on her finger. I know Stacy's married, right? So later on into the call, she might give me the spouse objection.

• 1:34:07Speaker 01

  Or she might be saying words like, we, when we did this, us. Okay, there's probably someone else in the picture that's not on the call. I might ask Stacy, like, have you ever signed up for something like this in the past? And if she did, okay, were you the one that made the decision or is there anyone else, you know, in the picture for that? If there is anyone else in the picture, you gotta get them on the call. But if not, easy, you just preempted the objection. So you always plan for things. Um, and that's just, that's how a well funneled sale works. Everybody thinks that sales is overcoming every objection in the book, ten times over with every client. It's not. It's just creating a trusted buying atmosphere and true rapport with someone.

• 1:34:47Speaker 01

  And just a good energy around the sale that makes it so easy for someone to say yes.

• 1:34:53Jay Shetty?

  Yeah. Why do you, why do you think we're all so like ready to save up for a month to buy a bag? But struggle to invest in ourselves.

• 1:35:02Speaker 01

  Right. It's because you're worried about what everybody else thinks. You're shifting perception from how do I feel about myself to how do other people feel about me? Because buying a bag, I mean, if you wanna buy a bag, you can do that, right? Like, if it makes you feel good, like, I love buying designer, like, if it makes you feel good. But buying it just for other people, when you have other priorities is where it becomes an issue. Like, I never bought designer until maybe like a year ago.

• 1:35:28Jay Shetty?

  Yeah.

• 1:35:28Speaker 01

  Even though I could, it's just I had so many other things I wanted to check off. I wanted to do rental properties, networking events, hire mentors, uh, move, like, there were so many other things that mattered to me more. Than just worrying about other people's perceptions.

• 1:35:42Jay Shetty?

  Yeah.

• 1:35:43Speaker 01

  Because nobody's really. Thinking about you as much as you think, it's a, there's a metaphor, it's called like the invisible guest at a wedding. Like you show up to a wedding and you want your hair to be perfect. You're worried about what dress to wear. You're worried about the conversations that you're having with people. When everybody's thinking that.

• 1:35:59Jay Shetty?

  Yeah.

• 1:36:00Speaker 01

  And you'll probably never see a lot of these people again. So you're so in your head, but so is everybody else. And so in somebody else's perception, you are just the invisible wedding guest. They won't remember you.

• 1:36:12Jay Shetty?

  Yeah.

• 1:36:12Speaker 01

  So why worry about if every single word is gonna be perfect? And you can carry that into everything. In sales, nobody knows what you're supposed to say. They don't know your script. If you mess up, you just roll with it. You keep going. Like this podcast, I don't wanna be perfect. If I was perfect, I would be AI. And I wouldn't be relatable to people. So just know that, you know, some sort of respect of I don't have to be perfect. In fact, it's better if I'm not perfect. That is what makes you human and that is what makes your story so amazing to inspire other people.

• 1:36:43Jay Shetty?

  Yeah, absolutely, absolutely. And, and also I just feel like, I guess what I was getting at was this idea of we don't even know we're being sold by most of the people that are selling to us. Like there are just certain life choices we feel we made independently. But we were all sold on what it meant.

• 1:37:02Speaker 01

  Oh, yeah.

• 1:37:02Jay Shetty?

  And, and it's like, but when it comes to investing in ourselves, building our skills, learning, it's almost like we're scared to part with our hard earned money because it feels in some way like we're being sold to.

• 1:37:14Speaker 01

  Well, investing into yourself is one of the most freeing things that you can do. If it's something that will give you an ROI, there's obviously a lot of things that you probably shouldn't invest into. But if you have a clear goal, you should feel super confident in investing in yourself. If it qualifies for ROI, return on investment. If you can be super clear about if I put this amount of money in, what will I get out and what doors will that unlock for me?

• 1:37:39Jay Shetty?

  Yeah.

• 1:37:39Speaker 01

  If you can feel good about that give and take. Then you should make the decision for yourself. And I think the tables are kind of turning in a lot of ways with younger people. Um, because I think a lot of people love investing in themselves. They love buying an outfit to wear to an interview because it makes them feel a little bit more confident. Like, I think we're kind of shifting away from, you know, the stigma around, oh, you shouldn't spend money on yourself, right? I think we're kind of shifting away from that, so I'm very happy for that era.

• 1:38:07Jay Shetty?

  Yeah, absolutely. Shelby, you're awesome. This is so much fun. Uh, I learned so much. I think my audience learned so much. And I know, like you just said, you just recorded a six-hour sales training for free for YouTube. So I'm excited for people to go subscribe to your channels, follow you on Instagram, on YouTube, everywhere else. Uh, we end every episode of On Purpose with a final five. These have to be answered in one word or one sentence maximum.

• 1:38:30Speaker 01

  Okay.

• 1:38:30Jay Shetty?

  So Shelby, these are your final five. Uh, question number one, what is the best advice you've ever heard or received?

• 1:38:37Speaker 01

  To go as fast as possible. Never slow down.

• 1:38:41Jay Shetty?

  I like that. No one's ever said that before.

• 1:38:42Speaker 01

  I can't elaborate?

• 1:38:44Jay Shetty?

  You can. Go on. I love you. I love you.

• 1:38:46Speaker 01

  Everybody always says, you know, um, take it slow. You have time. You deserve a break. Like, just chill. When in reality, you don't. You literally have no time. There is urgency. You need to use every single waking moment to strategize what you want out of this life. And then as soon as you're clear on it, work yourself backwards. And the cool thing is when you're clear on your goal, that urgency does kick in. If you're like, I don't have the urgency, when you know exactly what you want, the urgency kicks in because you're like, well, how fast can I get there? And don't go with other people's timelines. Just because some people have what you want by forty-five, doesn't mean you have to wait till you're forty-five to have it.

• 1:39:29Speaker 01

  You can literally give it to yourself now, if you just work really hard and go fast.

• 1:39:34Jay Shetty?

  Yeah, well said. Uh, yeah, I feel like that idea of moving fast, you will break things. But if you didn't move fast, you wouldn't have had the progress and the growth. And I can relate to that. I was, I was twenty-eight when I started all of this. And we moved extremely fast in the last ten years. And when you're doing that, certain things.

• 1:39:52Speaker 01

  It's chaotic and it's messy, but you learn as you go. That's the only way to do it.

• 1:39:56Jay Shetty?

  Absolutely. And I think if we tried to go any slower, we wouldn't exist.

• 1:39:59Speaker 01

  Exactly, yeah.

• 1:40:00Jay Shetty?

  We wouldn't be around, yeah. I love that.

• 1:40:01Speaker 01

  I think the same for myself. In college, everybody told me to slow down or why are you doing this and that? Like, I got an accelerated master's degree and an honors finance degree, which. Don't use either of those, but again, like every single ounce of hard work that you put into yourself never goes to waste, right? Um, I learned work ethic and whatever. Um, but every summer that I was doing that, I was knocking doors, selling pest control in Minnesota heat to strangers. So it's like, I was going so fast. I never had a second that I was just bored. And maybe that comes from trauma or whatever, but I think that also just builds some sort of work ethic where you're like, there's so much urgency, like I need to go. Like there is nobody else that's going to save me right now. Nobody's gonna come in and build your life for you.

• 1:40:47Speaker 01

  You need to go and everybody in your life is gonna tell you, slow down, take a break. Oh, you're doing so good. Why don't you just be happy here? It's because your speed and your growth makes their lack of growth and lack of speed feel inferior. That's the only thing it means. And you're making them feel uncomfortable because of how much you're doing in such a short amount of time. So you need to be able to filter out like what other people are saying about you and why they're saying that. Take it for face value. You know, you don't need to attack it, but just know if you have goals and priorities, why have it take 10 years if you could have it take two? Literally why? You might as well do it now. And especially if like a woman's watching this that doesn't have kids yet,

• 1:41:32Speaker 01

  you need to go now. The, your day is all about you. You know, if you don't have other kids, other people in your life to tend to, you have so much free time that you can put into yourself and go as fast as possible and speed run it. Because as soon as like, if you wanna grow a family one day, you've got a lot of other stuff to do. And you're probably gonna be like, damn, why didn't I do all this side hustle things or extra learning on the side when I had the free time to do so? So it's a very finite amount of time where you can go fast and you need to take advantage of it.

• 1:42:09Jay Shetty?

  Absolutely. Wow. That was, that was a very motivational.

• 1:42:12Speaker 01

  Thank you. You're like, what am I gonna do tonight?

• 1:42:16Jay Shetty?

  I'm not, I'm not even a woman. And that was, I was like, that got me right there.

• 1:42:20Speaker 01

  For men and women, it's like, just go fast.

• 1:42:22Jay Shetty?

  Yeah. Yeah. No, I agree. I agree. My, uh, my mentor who, I forget how old he is now, but he was like,

• 1:42:31Speaker 01

  That's not good. That's not good.

• 1:42:33Jay Shetty?

  No, no, no, not like that. I was what? When I was twenty eight, he was like fifty five. So I'm ten years older. He's like sixty five. And he's always told me, he was like, Jay, before you have kids, you can move two hundred percent.

• 1:42:46Speaker 01

  For sure.

• 1:42:46Jay Shetty?

  Put your foot down on the pedal, like do everything.

• 1:42:49Speaker 01

  For sure.

• 1:42:50Jay Shetty?

  And he was absolutely right. Like he was absolutely right. Like it was just, for the past ten years, I've had my foot down on the gas.

• 1:42:56Speaker 01

  Yeah.

• 1:42:57Jay Shetty?

  I don't regret a second of it. It's been the best thing ever.

• 1:42:59Speaker 01

  You've built a foundation. We've built more than just a foundation, but you've built it. And so now, like, when you are able to have kids, you can like enjoy that and be a little bit more present.

• 1:43:09Jay Shetty?

  I hope so.

• 1:43:10Speaker 01

  And not have to work out of survival.

• 1:43:11Jay Shetty?

  Yeah. Uh, question number two. What is the worst advice you've ever heard or received?

• 1:43:16Speaker 01

  Finish your master's program.

• 1:43:19Jay Shetty?

  Did you finish it?

• 1:43:19Speaker 01

  Yeah. I got a master's degree by twenty two.

• 1:43:22Jay Shetty?

  What was your master's in?

• 1:43:23Speaker 01

  Business.

• 1:43:24Jay Shetty?

  Wow.

• 1:43:24Speaker 01

  Yeah, so it was in business development, but it didn't really do much. We had a teacher. It was like you have four different types of teachers for the four different types of business. One of them was sales and negotiation. And I was in door to door sales, like making a ton of money, like loved it. And this professor was teaching the most menial, like kindergarten level sales tactics. And I'm like, this is what people are teaching you? Like, I, I think there's something to be said when you are someone that is in a situation, whether that be a job or school or a program, and you kind of look around and you don't feel like you belong, but in a good way. I think it's good to notice that, acknowledge it. And like, if you still want to finish it, just to be able to say you did, like, I think that's important.

• 1:44:09Speaker 01

  But it's also like, don't follow that path then, if you know that you're better than everybody else around you in a non-egotistical way, but you just know you're special. You know you're destined for more than what you're doing right now. That that's okay. And I think a lot of the people, when they told me, you know, just do things the normal way. Why are you trying so hard? It's like, those people now are in a position where they're asking me for advice. And I'm like, well, there's not really much advice to give because we both started off at the same exact playing field. It's just some people go really fricking fast and try a bunch of different things out. And not everything worked out. And I had to sacrifice nights. I had to sacrifice friendships. I had to sacrifice, you know, going out or whatever.

• 1:44:53Speaker 01

  But it's worth it. So yeah, I wouldn't have finished my master's program if I know what I know now. But I mean, glad I did it.

• 1:45:02Jay Shetty?

  That's cool. Question number four. Can everyone be good at sales? Or are certain people just not meant for it?

• 1:45:10Speaker 01

  Everybody thinks you need to be extroverted in order to be good at sales, and that's actually false. And I'm not saying introverts are better than extroverts, even though a lot of introverts do do well in sales, because you can build that empathy. But it all comes down to internal motivation of I will do what I need to do right now, even if nobody's watching, which means on a sales call, people are going to tell you no. Are you going to sit there and roll a couple objections with them? Are you going to sit there and even though it's a little uncomfy, are you going to do what you need to do in order to move the conversation forward? Or at the end of your day, are you satisfied? Or are you going to send out some follow-up emails? Are you going to text a couple of clients from the day before to make sure you pick up every single deal that you possibly can?

• 1:45:53Speaker 01

  And those people, I would boil it down into one word, and that's hunger. You need to be hungry. Like you need to be maniacal in your work ethic and gritty. That's who succeeds in sales, is who wants it the most and who does the most in order to get it.

• 1:46:14Jay Shetty?

  What do people do when they just feel lazy, stuck? Maybe they've just wasted a bit of time and they've kind of developed bad habits.

• 1:46:21Speaker 01

  I always ask her, what's your morning routine? What are you doing today? What did you do before? Did you stop doing the things outside of your sales job that made you so great? To where you got a little too cocky, to where you thought to yourself, I don't need to show up to these trainings. I could skip a workout if I need. I don't need to get a little bit of extra advice about this. I don't need to re-watch my sales calls because I close everyone. But money is a lagging indicator. So if you stop doing the things that got you to be so great, it might not affect you that day, but it'll affect you in two months. And then you'll wake up one day and be like, where did it all go? Well, because two months ago, you stopped doing the things that made you great in the first place. So sales is all about being the best, yes.

• 1:47:07Speaker 01

  But staying at the top is a big stressor as well, because you have to keep up with that level of pressure, where everybody's looking at you and saying, you're the best closer on our team. Like, what's your secrets? Blah, blah, blah. But also being humble enough to know. That you could go down the line at any point in time. So you need to keep doing the things that got you there.

• 1:47:27Jay Shetty?

  Yeah, good advice, good advice. Uh, fifth and final question we ask this to every guest who's ever been on the show. Shelby, if you could create one law that everyone in the world had to follow, what would it be?

• 1:47:38Speaker 01

  The law that you have to use the cards that you were dealt. A lot of the times I see women specifically feel bad about an unfair advantage that they've been dealt. Like, everybody has a deck of cards, right? And maybe one of your cards is you have family money. Like, you've got daddy's money. Daddy did very well for himself and you are financially set. Okay, use that card and don't feel bad about it. Maybe one of your cards is you're really good at talking to people. Don't hum, try to humble yourself by doing something outside of your skill set. Like, take that unfair advantage and use it. Or maybe you're gorgeous. Go model! Go put yourself in front of a camera and go viral. Like, use every single unfair advantage and don't ever feel bad about doing so.

• 1:48:23Speaker 01

  So the law would be, I guess, just,

• 1:48:25Jay Shetty?

  Yeah.

• 1:48:26Speaker 01

  you know, using all of the cards that you were dealt and not faking humility in order to, you know, play it fair. You don't have to play fair. Nobody else is playing fair, so do what you can to get ahead with the cards that you were dealt.

• 1:48:37Jay Shetty?

  Yeah, yeah, well said. Yeah, I think there's so many of us that totally do the opposite.

• 1:48:42Speaker 01

  Yeah.

• 1:48:42Jay Shetty?

  You're absolutely right.

• 1:48:43Speaker 01

  Well, I see a lot like, and I think it's cool too, though, on one hand, because it's like, oh, you have family money, but you want to go make a name for yourself in a completely different facet. Like, great. But also, it's like, a lot of people have so many advantages in their book, and they don't realize that they have them.

• 1:48:59Jay Shetty?

  Yeah, yeah.

• 1:49:00Speaker 01

  You know, and it's like, you do, you're just not focusing on it. Or you're focusing on what's in somebody else's deck. And you're not looking at yours. And you're not doing things in order to get more cards in your deck. Again, building these skills, building experience for yourself in order to have more cards that you can be dealt. So. I think a lot of people just don't play the game of life to the full advantage that they could.

• 1:49:22Jay Shetty?

  Yeah, well said. Shelby, thank you so much. This is awesome. Your advice, your insight, your motivation and inspiration is contagious. And I can't wait to see so many more people come to your work to be able to learn from you, how to sell better, to negotiate better, to persuade better, get the raise they deserve, make the money they deserve, and really create abundance in the world where more people are living a more full life. So, thank you so much.

• 1:49:47Speaker 01

  I'm all for it. Yeah, thank you so much. Thank you.

• 1:49:50Jay Shetty?

  If you loved this episode, you'll love my conversation with Dr. Joe Dispenza on why stress and overthinking negatively impacts your brain and heart, and how to change your habits that are on autopilot. Listen to it right now.

• 1:50:04Speaker 05

  How many times do we have to forget until we stop forgetting and start remembering? That's the moment of change. No one cares how many times you fell off the bicycle. If you ride the bicycle now, you ride the bike.

• 1:50:16Speaker 03

  Whenever fall comes back around, it always feels like a fresh start. This year, I've been layering in some styles from the new Lululemon fall drop because the weather is shifting and I find I have to be ready for the entire day and not just one part of it. Lululemon's fall line has some really versatile transitional pieces, so I can just wake up, throw on a matching set, add a jacket or a fleece, and head out, knowing that I'll feel comfortable enough to go wherever the day takes me. Check out the new fall arrivals in store and online now at lululemon.com.

• 1:50:46Speaker 06

  This episode is brought to you by Netflix's new series, East of Eden. A bold reimagining of John Steinbeck's masterpiece, following generations of the Trask family through love, betrayal, and the choices that shape humanity. Starring Mike Feist and Christopher Abbott as the Trask Brothers, and Florence Pugh as Kathy Ames, the complex anti-heroine determined to build the life she wants, no matter the cost. Watch East of Eden, October 1st, only on Netflix.

• 1:51:16Speaker 07

  Mr. President, my company told me of the explosion on our rig. On October 2nd. Causing massive water displacement and triggering a tsunami.

• 1:51:23Jay Shetty?

  They all keep the blame on me. Tom Cruise is.

• 1:51:26Speaker 07

  Digger got us into this mess, and Digger's gonna dig us up. From the director of Birdman and The Revenant.

• 1:51:32Jay Shetty?

  What would happen if I stopped going? You start, you freeze to death, that's what.

• 1:51:36Speaker 07

  With great power comes great deniability.

• 1:51:40Speaker 02

  I'm not the first nanny.

• 1:51:41Speaker 07

  Digger. See the trailer online. Only in theaters October 2nd. Rated R. Under 17. Not a minute without parent.