Success Unfiltered

Do you want to bloom into your full potential? Do you want to increase productivity? Tune in to this episode today! Leo Flowers is a Connection Guru, Comedy Maestro, and Life Coach Extraordinaire. Today, Leo guides us into a peak performance meditation to help us fully bloom into our full potential. Let's thrive with Leo Flowers today and immerse into this relaxing episode to harness your inner strength and focus.

Do you feel like you have to cut your prices, or are find yourself constantly frustrated with clients who don’t appreciate you? In this special episode of Success Unfiltered, Chris Voss, former FBI hostage negotiator and CEO & Founder of The Black Swan Group Ltd, joins me for a conversation about recognizing your value, reclaiming your time, and how to create a business that you love to work in. Here’s a few things we talked about: Chris’s introduces himself and shares how he went from hostage negotiator to best selling author Why you should never cut your price, and why price is never actually the issue Michelle and Chris role play and prove why you should close the door on some opportunities (even when it’s scary) Why you should start tracking your interactions and start closing more business How to handle people who are testing your boundaries (in both business and in life) The difference between HALFs and ELFs, and which one you should be doing business with How to build more trust with your clients and why you should always give yourself more time than you need A simple shift you can make to get people to value your time more (as well as their own) Conflict resolution tips for handling problems with clients If you want to take back your power and take your business to the next level, this episode is for you! Connect with Chris: Website Twitter Facebook YouTube Never Split the Difference Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

How much do you truly believe in your product or service? If you want to push through the NOs, be successful in sales, and convince other people that they need what you’re offering, you MUST believe in what you’re selling. Shadi Bakour, CEO and Co-Founder of Pathwater, learned this first hand when trying to get his 100% reusable, recyclable bottled water into 7-Eleven. It took some time, but by believing in his product and building a genuine relationship with the owner, he finally got a YES! Shadi’s extensive experience and proven track record of growing disruptive beverage businesses has allowed him to drive the overall vision and strategy for Pathwater. Shadi is responsible for overseeing all facets of the business, specializing in accelerating ideas through strategic foresight, drive, and determination. Prior to Pathwater, Shadi was the CEO and Co-Founder of Refill It, where he oversaw the rapid growth of the global brand. Here’s a few things we talked about: Shadi shares about Pathwater The first major rejection Shadi faced trying to get the product in stores and how they finally got a yes The importance of building business relationships and believing in what you’re selling if you want to be successful in sales The best way to overcome price objections and sell anything to anyone Why selling is a part of every aspect of your business What we can learn from some of the most successful sales experts in the world The most devastating rejection Pathwater faced and how Shadi bounced back The exact mindset to adopt so that you can move on quickly when things don’t go your way The importance of sharing your ideas and talking to the people who are already living out your dreams Why communication is key and how you can improve your public speaking skills Shadi shares what he would tell his younger self Connect with Shadi and Pathwater: Instagram Facebook YouTube Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

Do you struggle and get stressed out any time you face a problem in your business? The truth is, at the end of the day, an entrepreneur is nothing but a problem solver. And if building a successful business was easy, everyone would do it! In this episode of Success Unfiltered, Noah Robbins, founder and CEO of Ark Foods, shares how to put things into perspective when things don’t go the way you want them to, and why expecting to hit speed bumps and potholes on the road to success will help you get there even faster. Noah took a less than traditional route before founding the modern agriculture company in 2013. Ark Foods is on a mission to make high-end vegetables accessible through vertical integration and stellar branding. Robbins learned the ins and outs of big agriculture and what it takes to run a successful farming operation from his family. Since founding Ark Foods, Robbins has been shaping the face of modern-day farming and is hoping to turn big agriculture on its head.  Here’s a few things we talked about: Noah shares how ark foods grew from a simply idea into a full blown foods company The first major “speed bump” Noah encountered and how it actually helped him discover how to scale the business How to take a step back and put things into perspective when things don’t go the way you want them to The most devastating rejection Noah got (from a surprising place!) that taught him a very important lesson The biggest challenge Noah faced pitching his way into major retailers like Whole Foods and Walmart The 3 things required to make yourself stand out to buyers How to take advantage of trade shows to get your foot in the door What Noah learned about “making a deal” when renting his first warehouse Why having problems is actually a good thing and Noah’s best advice for dealing with the unexpected in business Noah shares what he would tell his younger self. If you’re ready to face challenges head on and put your business problems into perspective, this episode is for you! Special thanks to Noah for taking the time to chat. Connect with Noah and Ark Foods: Website Instagram Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

How can you properly position and market yourself and your business so that people see your value, no matter what industry you’re in? In this episode, Justin Womack shares how the right positioning could be the difference between whether you get a NO or a YES. Justin is a digital marketing specialist, copywriter, speaker, and podcast host. His journey from working behind-the-scenes to running his own business fast-tracked after a near-fatal accident where his car rolled upside down, underwater, and he spent two months in the ICU. Since the accident, he has started his own company (JMack Media), spoken for organizations like Marsh & McLennan and AIG, and launched a top podcast called Marketing Geeks with past guests including Pat Flynn, Dan Lok, and John Lee Dumas. Here’s a few things we talked about: Justin explains why being a good writer and being a good copywriter aren’t always the same thing, and he shares the interesting way he tests the quality of his writing The first major rejection Justin got that made him take a closer look at his interpersonal skills and kickstarted his personal development journey The one skill that Justin believes all entrepreneurs and business owners must master The huge difference between desperation and being detached from the outcome How to balance sharing what you do with giving away all your information for free The importance of positioning and being able to show your value, no matter what industry you’re in How “fake it ’til you make it” hurt Justin’s business in the beginning, and how he was eventually able to build the foundation for real success The importance of storytelling and emotion in selling and how it can help you increase your revenues Justin shares what keeps him going even when things get tough, and what he would tell his younger self If you’re ready to start positioning yourself for success, this episode is for you! Special thanks to Justin for taking the time to chat.  Connect with Justin: Facebook LinkedIn Instagram Website Link Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

What do you do when someone tells you your idea will never work, and that you should probably just give up now? For Jeff Martin, co-founder of Pipcorn, it was actually exactly what he needed to hear. In fact, he was able to leverage that negativity and use it as fuel on the road to success. A born problem-solver, Jeff has been well versed in the snack food business since the age of ten, selling popcorn to his three siblings straight from his bedroom. Even after he was laid off during the recession from his job in investment banking, the entrepreneur-at-heart had the confidence to make something out of nothing, taking special mini heirloom kernels and turning it into the Pipcorn we know and love today!  Additionally, Jeff’s finance background and experience as an entrepreneur make him a key element on the Pipcorn leadership team and allow him to apply his skills to a hands-on role in the brand. He is able to act quickly and makes decisions by focusing on the end goal and the most efficient way to get there.  Here’s a few things we talked about: The first major rejection Jeff faced when trying to find a manufacturer and the advice he got from an industry leader that he’s really glad he didn’t take Jeff’s best tips for overcoming criticism from haters and use it as fuel to get to the next level How a deal fell apart in the 11th hour after several months and how Jeff and his team were able to pull through The important lesson Jeff learned about asking for help and how it’s helped him get through some difficult times Why everyone needs to learn how to delegate and find a work-life balance no matter what stage of business you’re in The most important part of the sales process most people miss that is costing you money and opportunities Jeff shares what he would tell his younger self If you’re ready to ignore the naysayers and focus on the support you do have to become successful, this episode is for you! Special thanks to Jeff for taking the time to chat. Connect with Pipsnacks Website Instagram Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

Do you have what it takes to raise the money you need to turn your business idea into an actual business? The truth is, entrepreneurs often find themselves needing money to get things going, but they also need to get things going enough so they can prove their idea will work. But how do you prove your value and show your ability to execute to investors? In this episode of Success Unfiltered, David Rabie of Tovala shares how he went from having zero experience raising money to successfully getting several rounds of investments to turn his business school idea into an operating and quickly growing company. Tovala is a revolutionary in-home cooking solution that combines a smart oven and fresh meal delivery service to make home cooking completely effortless. David leads the company while ensuring every decision stands by the founding vision. Tovala’s mission is to make it easier for people to eat well. As co-founder and CEO, Rabie has taken the company from an idea in business school to an operating and quickly growing company - with Tovala ovens and meals now in thousands of homes across the U.S.  If you’re intimidated by the process of raising money and finding the right investors for your business, this episode is a must-listen!   Here’s a few things we talked about: David shares a little bit about Tovala and the first big rejection he faced in business David shares the difficult first round of raising money in order to build the team they needed The biggest challenge David faced raising money that had nothing to do with the viability of his idea Why a strong support system was key for David to keep pushing forward when things got tough David shares the importance of following up to not only create relationships but to also show you can get things done The biggest factor in a successful follow up system for fundraising The major mistake David made early on in presenting his product to investors and what he would have done differently Why David decided to say NO to a big investor (even though it cost him an huge amount of investment money) and why it’s so important to set boundaries on who you will to do business with David shares what he would tell his younger self Connect with Tovala: Website Instagram   Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

How do you stay true to yourself in business when there is so much competition out there and so much pressure to grow as big and as fast as possible? Dave Hirschkop of Dave’s Gourmet says it’s as simple as asking yourself what you really want. This is exactly how he was able to turn his hot sauce hobby into a wildly successful specialty food product line. Dave Hirschkop is the founder and creative force behind Dave’s Gourmet. Dave’s Gourmet is a specialty foods company that makes a wide range of products including Gourmet Pasta Sauce, Hot Sauce, Condiments and Spices. A man of multiple talents, Dave authored a cookbook and made numerous appearances on television including the Food Network. Over the past twenty years, Dave and his team have worked tirelessly to save the world from blandness and banality—one delicious and innovative product at a time. Here's a few things we talked about: The surprising place Dave faced his biggest NO and how he overcame it to turn his hot sauces from a hobby to a profitable company The most important question Dave asked himself that allowed him to finally grow the business What you can do to make yourself and your products stand out in a sea of sameness The best way to do research and get answers to your questions about how to be successful in your industry How losing a major customer hit the business hard and how Dave was able to pick himself back up and pivot What Eeyore can teach all of us about running a successful business How a scientific approach of experimenting and analyzing can lead to more success The 3 most important factors that show investors and companies how profitable you actually are Exactly what Dave is doing right now to increase velocity and grow the business How Dave got creative with his products and shifted to “revenue positive marketing” Dave shares what he would tell his younger self If you’re ready to grow your business without falling into the comparison trap, this episode is for you. Special thanks to Dave for taking the time to chat! Connect with Dave’s Gourmet: Facebook Instagram Twitter Website Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

Being an entrepreneur can be extremely stressful. So how can you keep your emotions in check, especially when things get tough? In this episode, Ashlee Ammons, Cofounder/COO of Mixtroz, shares the ups and downs of building a business and the challenges of working with family. She also shares some the risks and key decisions she made that led to her ultimate success. Ashlee holds a BA in Mass Communications and Public Relations from Baldwin Wallace University. She is the 38th Black Female to raise over $1M in pre-seed funding. Prior to co-founding Mixtroz with her mother, Kerry Schrader, Ashlee established a career as an Events Producer working with an impressive list of A-listers including Oprah Winfrey, Leonardo DiCaprio, and Jay-Z, as well as legacy brands like Moet Hennessy and Coca-Cola. Ashlee serves on the boards of the Nashville Entrepreneur Center and Tech Birmingham, is a 2019 Birmingham Business Journal 40 Under 40 recipient as well as Birmingham 40 Under 40 of the decade and Business Journals National Rising Star. In addition, Ashlee is a proud member of Delta Zeta Sorority where she was named to their first-ever 35 Under 35 in 2018. Here’s a few things we talked about: Ashlee shares more about Mixtroz and how it can help entrepreneurs The early rejection and frustrations Ashlee faced at the beginning of her career How you can present yourself and your credentials so that people listen Ashlee gives her best advice for getting ready to speak with investor Why finding your champions is so important in the early stages of business The most devastating rejection Ashlee experiences that shaped who she is today The big no that left Ashlee crying on a public bathroom floor, and how everything turned around just a week later How to stop letting outside factors control you What you can do to keep your entrepreneurial emotions in check How Ashlee and her mother have been able to work together successfully without any major issues and how to separate business and family Ashlee shares what she would tell her younger self   If you’re ready to face the challenges of entrepreneurship head on, this episode is for you. Special thanks to Ashlee for taking the time to chat!   Connect with Ashlee and Mixtroz: Website  Mixtroz Instagram  Ashlee’s Instagram  Mixtroz Twitter  Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

Do you feel like you’re always pushing hard toward success, or that you have to force your way through business and life? CocoVinny Zaldivar is an Eco-Inventor, Zero Waste Educator and CEO of Coco Taps, as seen on ABC’s Shark Tank. Coco Taps is the world's first ever zero waste designed coconut water tool system with resealable cap, which makes drinking coconut water fun and convenient and better for the planet. CocoVinny has founded and funded a variety of business ventures over the past 15 years. In this episode, CocoVinny shares how to “tap” into your own power and flow your way to success. Here’s a few things we talked about: The first “kick in the coconuts” CocoVinny experienced in his business trying to get into theme parks and why he still isn’t giving up The three things required for real success in business and in life How CocoVinny’s teenage years shaped him and made him the entrepreneur he is today The unexpected way CocoVinny finally got on Shark Tank and how he picked himself back up after getting rejected Why it’s so important to keep your emotions in check in business and how CocoVinny does it daily Why forcing anything in life isn’t the way to go and what always works instead How helping and giving more will allow you to receive more than you ever thought possible The five words that describe CocoVinny’s Shark Tank experience and his most memorable moment from filming What made CocoVinny say NO to Whole Foods and why he doesn’t regret it at all CocoVinny shares what he would tell his younger self If you’re ready to experience more flow in business and life and stop feeling like you have to force success, this episode is a must-listen. Special thanks to CocoVinny for taking the time to chat!   Connect with CocoVinny and Coco Taps: Website CocoVinny’s Instagram Coco Taps Instagram Coco Taps Facebook Coco Taps Twitter Enjoy, and thank you for tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

Carone Proschan is the Founder and CEO of Simply Gum, a natural confections company disrupting the snacking industry and inspiring people to live simply. Upon realizing the need for a better-for-you chewing gum option in the consumer market, Carone took the leap to create her own natural gum formula and in 2014, Simply Gum was born.  With a background in finance and business, Carone has successfully redefined the gum category through the development of Simply Gum’s high quality ingredients and innovative branding. Carone and her team are dedicated to providing premium modern wellness confections to help consumers balance all of the components to a healthy lifestyle, from reducing stress and sleeping more, to choosing products that are good for your mind and body.  Here are a few things we talked about in this episode: The surprising fact about traditional gum that made Carone seek out a more natural alternative Why Carone put so much effort into her brand and the importance of starting in the mom and pop shops before major retailers The first big NO Carone got and what she learned from getting “ghosted” by buyers Carone gives her best tips for networking and getting into retail and grocery stores How a rejection from a successful entrepreneur in the natural food industry made Carone second guess her product and how she picked herself up and kept moving forward Carone shares her biggest fears and worries about her business and how she deals with all the moving parts of running a natural gum brand How Carone made the decision to turn down a huge offer to take things international and why she thinks it’s so important to be thoughtful about growing the business Why making mistakes and being open to feedback is a major factor in the success of any product or business Carone shares what she would tell her younger self. If you’re ready to stop waiting for perfect and start taking more action, this episode is a must-listen!  Special thanks goes out to Carone for taking the time to chat. Connect with Carone and Simply Gum: Instagram Facebook Twitter Pinterest Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen at hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

What do the world's top performing CEOs and professional athletes have in common? Their success is definitely not an accident. Coach Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees.  He led the team to a World Championship in 2009. That same year he was awarded the Nolan Ryan Award given to the top Strength & Performance Coach in Major League Baseball as voted by his peers. Coach is also the author of his new book, Habits of a Champion, Nobody Becomes a Champion By Accident.  In addition to his on-field coaching, he works as a performance coach and consultant to Companies, Organizations, and some of America's Top CEOs, Executives, and Wall Street Fund Managers & Traders - helping them to optimize performance, productivity, and sales. Here are a few things we talked about in this episode: How Dana moved from high performing athletes to high performing CEOs and executives Why closing a business isn’t always quitting and can sometimes be the most strategic move to make How Dana picked himself up after losing roughly a quarter million dollars! Why hustling isn’t always the answer and how you can know when it’s time to stop struggling and get out of a failing business The reason numbers should always be your go-to reality check when deciding whether or not to keep your business going The importance of disassociating yourself from your business in order to get over failure fast and turn negatives into positives Why Coach Dana never took investment money and the criteria he uses to select his coaching clients...and when it’s time to let them go Dana shares what he would tell his younger self If you’re ready to focus on growth and move on like a champion after taking big hits, this episode is for you! Special thanks goes out to Coach Dana for taking the time to chat.   Connect with Coach Dana: Order Habits of a Champion  Website Facebook Instagram Linkedin   Enjoy, and thank you for listening and tuning into Success Unfiltered!   To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn    To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

How productive are you really when it comes to running your business and making connections with potential clients and partners? Kris Ward is the leading authority in productivity and building your business by building your team. Kris is the author of Win the Hour, Win the Day. She helps entrepreneurs easily double their income and triple their time off. After the loss of her husband, Kris returned full-time to the marketing agency she had founded years earlier. She was thrilled to see that her business had not only survived her absence but was thriving. Now, Kris has completely changed the landscape for entrepreneurs by sharing the successful practices that allowed her absence. Here are a few key secrets we talked about in this episode: How Kris went from being a rushaholic to a productivity expert who can show you how to “Win the hour, win the day.” The lesson Kris learned from her biggest rejection, and how following up helped her turn it all around Why you should bring more personality and fun into your business by shifting from presenting to just talking as yourself The best and most productive way to follow up with prospects and partners How to “do your homework” to make better, more authentic connections Why Kris no longer believes in NO and why the best thing you can do is learn, dust yourself off, and get back in the game Kris shares the one thing she would tell her younger self If you’re ready to take back your time and experience more success and growth in your business, this episode is for you! Special thanks goes out to Kris for taking the time to chat. Connect with Kris: Instagram LinkedIn Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

What do you do when you realize that the rejections you’re getting in sales and your business are starting to affect other aspects of your life? That’s exactly what happened to Corey Poirier, until one big NO woke him up and forced him to face rejection head on and stop being so attached to the outcomes he was seeking. Corey  is a multiple-time TEDx Speaker. He is also the host of the top rated ‘Conversations with PASSION’ Radio Show, founder of The Speaking Program, and he has been featured in multiple television specials. A columnist with Entrepreneur and Forbes, he has featured in/on CBS, CTV, NBC, ABC, and is one of the few leaders featured twice on the popular Entrepreneur on Fire show. He has also interviewed over 4,000 of the world’s top leaders. One of his most recent talks took him to New York City where he had the extreme pleasure of speaking to At-Risk Youth at the Brooklyn Navy Yard Boys & Girls Club. Here are a few key secrets we talked about in this episode: Corey shares the biggest hit he took early on in his foray into screenwriting and what he would have done differently The most important thing Corey has learned from interviewing almost 4,000 high achievers How Corey decides what to say yes to and what to say no to in order to protect his time and energy and how you can create your own “purpose statement” How Corey picked himself back up from one of the most devastating no’s that made him wish he could hibernate The definition of “single-tasking” and how it can help you in life and in business The big no that woke Corey up to how NO was not just affecting his sales, but affecting his whole entire life and what he did to become less attached Corey shares what he would tell his younger self   If you’re ready to detach from the outcome and stop letting rejection ruin your life, this episode is for you! Special thanks goes out to Corey for taking the time to chat! Connect with Corey: Facebook Twitter LinkedIn Website   Enjoy, and thank you for listening to Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes.   Music produced by Deejay-O  www.iamdeejayo.com

How do you make sure you actually enjoy entrepreneurship and are able to fulfill your mission and vision? Mike Michalowicz is the author of Profit First, Surge, The Pumpkin Plan, and his newest release Clockwork. By his 35th birthday, Mike had founded and sold two companies - one to private equity and another to a Fortune 500. Today he is running his third multi-million dollar venture, Profit First Professionals. Mike is a former small business columnist for The Wall Street Journal and the former business makeover specialist on MSNBC. Over the years, Mike has traveled the globe speaking with thousands of entrepreneurs, and is here today to share the best of what he has learned about building resilience in the face of rejection, the power of saying NO, and how to find joy in your work. If you’re tired of the entrepreneurial struggle and are ready to push through to success, this episode is for you! What Mike's most crushing no taught him about the best way to sell anything to anyone How Mike pushed through fear and built resilience in the face of rejection The most devastating rejection Mike experienced, and how he turned it into the fuel that created his biggest success to date Mike shares the most important tool he used to move past his struggles and get himself through the most challenging times of his career How Mike found clarity in his vision to eradicate entrepreneurial poverty, and why your “calling” can be something as simple as putting food on the table Why Mike’s discipline for saying NO and his “no dicks” rule for doing business have helped keep him in alignment with his values and at peace in his mind The two fears that are holding you back and the one question you should ask yourself before making any business decision Mike shares what he would tell his younger self   Connect with Mike: Website Podcast Facebook Instagram YouTube Twitter Special thanks goes out to Mike for taking the time to chat! Enjoy, and thank you for listening to Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

Even in the middle of a crisis, how can you create more awareness of who you are and what you want to become? On this special bonus episode of Success Unfiltered, we welcome Garrain Jones back on the show to talk about how you can completely change your life by changing your mindset. Just 6 ½ years after being homeless, Garrain is now a serial entrepreneur who motivates and inspires thousands, having spoken to over 400,00 people in 62 countries. The knowledge he gained while being shaped and molded sent him down the pathway to become a Transformation Coach. He is an advocate for living a healthy life, business coach, speaker, and author of his new book, “Change Your Mindset Change Your Life.” He has been featured in Forbes, Entrepreneur, and Impact Theory with Quest Nutrition founder Tom Bilyeu on the power of transformational change.   Here are a few key secrets we talked about in this episode: What inspired Garrain to write his book, Change Your Mindset, Change Your Life, and what happened when he tried to make it perfect How losing our freedom can help us get back to who we really are Why acceptance is “the door to more” and a key factor in finding opportunities in uncertain times The most powerful component of a successful business and how the way you feel about yourself is affecting your business Why social media and getting face to face with people is vital to any business that wants to survive the pandemic The one and only person you should trust to get through anything If you want to learn how to change your mindset and come out of this stronger than ever, this bonus episode is for you! Special thanks goes out to Garrain for taking the time to chat. Connect with Garrain here: Website Change Your Mindset, Change Your Life: Lessons of Love, Leadership and Transformation Facebook Twitter Instagram LinkedIn YouTube Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

How do you find purpose in your pain, and turn it into your passion? Joey YAK is an Entrepreneur who puts his melody to your message. Joey creates Custom Theme Music and Creative Consults for 6+7 Figure Businesses to create brand awareness and strategic direct response selling. Before Joey packaged his passion and presented it as a product he was on a nationwide tour with Bone Thugs N Harmony and had a record deal through Universal Republic. Recently Joey became Director of Organic Marketing for Garrett J White & Wake Up Warrior for 2019 to create their media department. Here are a few key secrets we talked about in this episode: Joey shares how he traded in Hollywood and fame for his family and entrepreneurship How rock bottom and humble beginnings turned Joey into a “dealer of hope” How Joey prevented rejection by taking action, being patient and always providing value FIRST Why you need to stop “pitching from your pocket” and get comfortable asking for the money you deserve How treating your cubicle like your corporation will help you find success, no matter what you do or where you work The huge opportunity Joey said NO to that ultimately led him to his purpose and his vision The one thing you should do right now if you’re struggling or unhappy in your work or business Joey shares the one thing he would tell his younger self. If you are ready to get in touch with who you really are and find your passion and purpose, this episode is for you!   Connect with Joey: Instagram LinkedIn Facebook Special thanks goes out to Joey for taking the time to chat! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes.   Music produced by Deejay-O  www.iamdeejayo.com

When was the last time you thought you might need to hire a coach? Lindsay Burton is the Founder and President of the Kayo Conference Series. Networking is hard when you're the only woman in the room. Kayo hosts industry events for women investors to create new business leads and connect with industry peers. Kayo organizes six annual summits reaching 1,500 women annually in industries such as Private Equity, Venture Capital, Energy, Infrastructure, Credit and Real Estate.  Prior to founding Kayo, Lindsay held positions in private equity and investment banking in New York City. She currently resides in Charlottesville, VA with her husband and two sons.  When I first started the Success Unfiltered Podcast, I didn’t know a thing about podcasting. I had the business skills and the acumen that it would take to make it successful, but there were some holes in my experience: I knew how to sell, and to coach others about selling, but I knew nothing about podcasting!  When it came time to create this podcast, I had to fill in my knowledge gaps. I met with other podcasters, I asked questions, listened to how other podcasters worked, and I invested my time into learning everything that I needed to know. My background as an entrepreneur made me the perfect fit for this podcast, and once I learned how to do it, I was able to create a product that people would want to listen to. If you listen to the first few episodes, I’m sure that you’ll hear how much I’ve gotten better.  If I hadn’t learned about podcasting, and how to put this together, the Success Unfiltered podcast wouldn’t be as authentic as it has been. You wouldn’t be hearing all of these nitty gritty stories about how other entrepreneurs have gone through NO’s and rejections.  Sometimes, the best thing to do is hire a business coach for those areas that you aren’t fully confident in yet - they’ll be able to help train you to be your most authentic self.  This week’s guest on Success Unfiltered, Lindsay Burton, created an event for women in business. She’d sold tickets, booked speakers, and just a few weeks before the event, realized that she didn’t have an emcee! Undaunted, she hired an acting coach, dove in, and connected authentically with her ideal clientele. If you’re ready to be inspired by how hiring a business coach can help you grow, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes.   Special thanks goes out to Lindsay Burton for taking the time to chat with Michelle. Be sure to join us on 5/11/2020 for our next new episode!   Here are a few key secrets we talked about in this episode: Michelle introduces Lindsay Burton. Lindsay shares about the Kayo conference and how it began. How does a woman become a leader in a traditionally male-dominated industry? Lindsay shares how her upbringing prepared her for the finance industry. Once she was on Wall Street, Lindsay realized that there weren’t many women doing what she did.  Because Lindsay had grown up doing math and finance, it never occurred to her that women weren’t a major part of that industry. When Lindsay became a mother, she found that expectations of her had changed: it felt like she was being forced to choose between her authentic self and her career. After being forced out of her role after maternity leave, Lindsay knew that something had to change. She said NO and quit her job to go out on her own. “I believed in myself enough to know that they were wrong.” ~ Lindsay Barton When Lindsay had to go out on her own, she discovered that she had skills she didn’t even know about, and that she was able to learn what she didn’t already know. Since she was in a niche expertise, she didn’t have to use all of her skills. Lindsay had sold tickets for a show, and planned it all out, and just a few weeks before, thought, “who’s going to run the show?” Lindsay said YES to hosting the show and being onstage, hired an acting coach, and took on the emcee role! You’re going to see employees leave your business - say NO to taking it personally when they move on, and instead look at how they have helped & contributed to your business. Lindsay shares how she goes through the hiring process, and how she finds talent to join her team.  Two personality assessments that Lindsay uses with her team are the 5 Voices assessment, and “Humble, Hungry, and Smart.” “There comes a point in business where you grow enough that you have to redefine your ideal clients, sponsors, and investors. Sometimes you outgrow them.” ~ Lindsay Burton As a people pleaser, Lindsay has to think of her team, and protecting the business. NO is not about her; it’s about what is best for the business. Lindsay shares what she would tell her younger self.   Connect with Lindsay Burton: Facebook Instagram LinkedIn Twitter Website Why You Should Go For Your Coaching Dreams (No Matter What THEY Say!) Tired of hearing about market saturation in the coaching world? I know I am! And I don’t want that kind of negative talk to get you down. Don’t give up your dream. But DO give your business the best possible start! I’ve got 3 simple steps to set yourself apart, own your truth, and set a solid foundation for your coaching business starting TODAY. My FREE guide “3 Steps To Starting Your Coaching Business Off RIGHT” will show you how! Music produced by Deejay-O  www.iamdeejayo.com

How can you make sure that you and your businesses can survive almost anything, and come out even stronger on the other side? With over 20 years of Internet experience, Stephan Aarstol is an Internet industry veteran who has founded multiple ventures. In 2014 with a staff of just 5 people and revenues of $5M, Tower Paddle Boards (back by Mark Cuban on Shark Tank) was named the #1 fastest growing private company in San Diego by the San Diego Business Journal. A year later Tower was #239 on the INC 500 list of America's fastest growing companies.  In 2015, to challenge long held delusions about unhealthy start-up work culture, Stephan moved his whole company to a 5-hour workday and would later write a book titled “The Five Hour Workday” about the experience, which would spread the idea to tens of millions of people worldwide, and get press in over 20 countries. Here are a few key secrets we talked about in this episode: The biggest teaching moment from giving the worst pitch in shark tank history but still scoring a deal with Mark Cuban How to pivot and shift to opportunity amidst the COVID-19 chaos How monopolization over the last few years is affecting retail businesses everywhere right now How Stephen is personally prioritizing and pivoting in his business right now Why focus is just as important as diversification What a “burn rate” is and why you must keep yours as low as possible How embracing the process can help you face any challenge that comes your way If you want to pivot your business and make sure you survive these uncertain, this bonus episode is for you! Connect with Stephan here: Tower Paddle Boards Website Facebook Instagram The Five-Hour Workday: Live Differently, Unlock Productivity, and Find Happiness   Special thanks goes out to Stephan for taking the time to chat with Michelle! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Music produced by Deejay-O  www.iamdeejayo.com

Do you know your real value? Have you ever given that question any thought? Do you know what you bring to the table in regards to your clients? Alex Bayer grew up in Southern California in the city of Palos Verdes.  After graduating college, he jumped right into the insurance world, knocking on doors across Los Angeles to sell them group insurance coverage.  While working long hours and being on the road driving, Alex relied on home-made smoothies to help get him through the day with clean functional ingredients.  After leaving insurance, Alex discovered a ‘Genius’ idea from a friend who showed him a smoothie that simply blended coconut water and coconut meat together, and from there Genius was born.  The Genius coconut smoothie combines only two base ingredients and in all its simplicity, is extremely clean, healthy, creamy, and filling.  No wonder ‘It’s Pure Genius!’ What happens when you know your value?  You’re able to bring on better clients and investors; those who aren’t just any client or investor. They’re your ideal client. You have to know your worth so that you can say YES to only the best clients and investors. But how can you show them? Some entrepreneurs focus on creating case studies. After all, a savvy investor wants all the nitty-gritty details will want to have the data, and be able to see that investing in you is a worth it. As a business coach, how can you show that data?  Let me tell you my best secret: reviews! I ask for reviews from every single one of my clients, and they know I don’t just want one-line reviews. I ask for video reviews, and ask for them to share just how I have helped them improve their business. After working with me, did they increase their top-line revenue? I want them to share that if they did! Did they onboard new ideal clients? Tell us more! Are they working fewer hours, and making more money, and have increased profitability? That is the kind of data I want them to share in these reviews! I also don’t just get reviews immediately. I follow up months later. I want my future clients to know that I help them achieve lasting results. I want to see them be successful in their business for the long-haul! These reviews are so valuable because potential clients get to hear from others just what I can do for them, and the value that I have to offer. This week’s guest on the Success Unfiltered Podcast is Alex Bayer, creator of Genius Juice! Would you believe that he doesn’t ask for the sale though? Instead, he takes the time to show clients and investors the value that he and his product has to offer, and he has learned how to naturally close many no-pressure sales (including on Shark Tank).  Wondering how you can better show clients your value? You won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered!   To share your thoughts:   Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn    To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes.   Special thanks goes out to Alex Bayer for taking the time to chat with Michelle. Be sure to join us on 4/27/2020 for our next new episode! How Do You Sabotage Your Business Success? By undervaluing your products and services. Selling yourself short. And never understanding your TRUE worth. If you’re tired of stress, resentment, and frustration in your business, stop right here. Grab a copy of my FREE guide, “Owning Your Worth: A Guide To Knowing Your Value And Naming Your Price.” And learn how to KNOW, OWN, and ASK FOR what you are worth.    Here are a few key secrets we talked about in this episode: Michelle introduces Alex Bayer. Alex shares how Genius Juice came into existence. When he was first starting, he had an investor who was going to invest $150,000, but this investor eventually said NO! Alex had to choose to look at this with abundance, knowing that his next opportunity would be coming along. Choosing abundance meant that Alex realized that this investor would not be his only potential investor: he had to go connect with others! The right investor was out there. “There's a lot of people out there that could invest, that find value in our product and our brand and believe in me.” ~ Alex Bayer When the investor said NO, Alex got up, and started from scratch, looking for another investor. There are three people you should pitch: family, friends, and fools. Alex does say that anyone who invests in him isn’t a fool, however. “At the end of the day, people invest in people.” ~ Alex Bayer Sometimes your investors will feel like fools, because they don’t know where your business is going. Make sure you educate them! Alex shares that he doesn’t ask for the sale: he focuses on providing value, so the sale happens naturally, and potential investors and clients are more likely to say YES! People like to believe in what you’re doing, and often want to invest in you, but they like not having pressure. Presenting no-pressure opportunities is a key to closing a sale. “Most savvy investors are results driven.” ~ Alex Bayer Make sure that you are prepared to show that you’re not just talking: that you can execute! In order to bring on investors, you have to be able to show them that you can execute. Case studies can show investors what you’re capable of: they can show growth, sales numbers, and the results that show them you are worth saying YES to. If you have a product, and get it into stores, don’t just drop off inventory and come back later to pick up a paycheck. Show value to the store! Do demos, and help bring people in. Be a true partner. Have perseverance when a plan falls through. Sitting and sulking won’t get you anywhere: there is a time and place for sulking, but it won’t move you forward. When a client or investor says NO, that means it wasn’t the right opportunity. Move on, and find the next person. Alex shares what he would tell his younger self. Connect with Alex Bayer: Facebook Instagram LinkedIn Twitter Website Check out the Invisible Gorilla video referenced in the episode. How Do You Sabotage Your Business Success? By undervaluing your products and services. Selling yourself short. And never understanding your TRUE worth. If you’re tired of stress, resentment, and frustration in your business, stop right here. Grab a copy of my FREE guide, “Owning Your Worth: A Guide To Knowing Your Value And Naming Your Price.” And learn how to KNOW, OWN, and ASK FOR what you are worth.    Music produced by Deejay-O  www.iamdeejayo.com

Is your gatekeeper anything like your ideal client? Or, are they basically the exact opposite? Blair Fletcher Hardy is the co-founder and Head of Brand for Pop & Bottle, the wellness-first coffee brand known for its organic, dairy-free lattes with no refined sugar or junky extras. With more than ten years of experience in branding and design, Blair spearheads Pop & Bottle’s visual team and helps to design the product packaging, create brand assets, and manage the brand’s overall aesthetic. While in London completing a year of study at the University of the Arts London learning the core tenants of branding and design, Blair became fast friends with fellow co-founder Jash Mehta. Fast forward a few years later, Blair relocated to the Bay Area. Blair reconnected with Jash and the two bonded over their love of San Francisco’s farm-to-table food culture and, of course, coffee. The two females founded Pop & Bottle in 2014 with a broader commitment to provide clean, plant-based beverages that are meant to elevate the everyday. The gatekeeper is one of the most important business relationships that you can develop. Of course it’s important to connect with your ideal client, and those who are going to help you increase your top line revenue, but learning how to win over a gatekeeper is a game changer.  That gatekeeper is often the key to your success! When I was looking at getting FITzee Foods in The Vitamin Shoppe stores in New York and New Jersey, I knew that it was going to be hard. They’d have to get new permits and remodel their stores. It would not be a small undertaking, and it would require that I engage and enroll the right person to help me! By way of research and figuring out who the right person was, I found the perfect person to make it happen: Doug Jones. But I didn’t have a connection with Doug. Yet. However, I did build a connection with someone who knew Doug well: Evelyn. His Executive Assistant. Every time that I was in New Jersey, I would make it a priority to meet up with Evelyn. I’d bring her coffee or other things that she liked, and we’d chit chat. Our relationship grew over the years, and she was able to connect me to Doug. That relationship with Evelyn connected me to the right person that I needed a YES from, and I was able to get FITzee Foods in The Vitamin Shoppe, thanks to my relationship with the gatekeeper! This week’s guest on Success Unfiltered, Blair Fletcher Hardy, created a healthier alternative to lattes and coffee drinks. She just needed to connect with health food stores in order to get Pop and Bottle on their shelves. The problem was that she found that the gatekeepers didn’t always prioritize healthy products, so they weren’t always connected with her mission. She had to find different ways to connect with those gatekeepers in order to get a YES! Is your gatekeeper anything like your ideal client? If not, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered!   To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Blair Fletcher Hardy for taking the time to chat with Michelle. Be sure to join us on 4/13/2020 for our next new episode! Your Business Depends On Relationships. And You Can Start Building Them TODAY! Business is about mutually beneficial connections with REAL live people. But creating those relationships doesn’t have to be a scary ordeal! All you have to do is show up, be yourself, and connect with people in a genuine way. Listen more than you talk. Don’t rule out anyone for a potential conversation. And stay open to opportunities no matter where you are. Sound like a lot of work? It doesn’t have to be! My FREE guide, “3 Simple Steps To Building Relationships ANYWHERE” will show you how to come out of your shell, embrace new connections, and “get out there” without stressing yourself out! Grab it HERE!   Here are a few key secrets we talked about in this episode: Michelle introduces Blair Fletcher Hardy. Blair and her business partner had no experience in the food industry, so they found themselves facing a lot of NO’s! “There’s a host of reasons people give you for not believing in you and your concept.” ~ Blair Fletcher Hardy Sales is a numbers game: you’re not going to reach out to 10 people and automatically have 10 investors. Learn from feedback: every NO is a learning opportunity. You will become more confident with your product and your story as you continue pitching. Got a fund-raising goal? Double the amount of time that you think it will take to raise that amount of money. Reach out to fellow entrepreneurs. As you share your stories with them, you’ll hear how they have gone through similar experiences. Surround yourself with others who are like-minded. Many entrepreneurs have learned to wear their failures like a badge of honor. “There is no growth without failure.” ~ Blair Fletcher Hardy Blair made their own original branding for Pop and Bottle, and was told NO that it didn’t look like a product that would be in a grocery store; that it looked like a perfume bottle. “Trust yourself and lean into what makes you unique.” ~ Blair Fletcher Hardy Don’t be afraid to marinate in your rejection, and learn from it. If you’re new to the entrepreneur world, learn how to take NO, learn from it, and not let it completely define you. Just because one person says NO doesn’t mean it is bad. Blair learned that their gatekeeper was not their ideal client. Instead of an almond milk latte, that person preferred soda.  Instead of reaching their gatekeeper with their business mission, Blair and her business partner had to create case studies to show that their product would be a success. Data is key when it comes to working with a gatekeeper who is not your ideal client. Blair shares what she would tell her younger self. Connect with Blair Fletcher Hardy: Facebook Instagram LinkedIn Website Your Business Depends On Relationships. And You Can Start Building Them TODAY! Business is about mutually beneficial connections with REAL live people. But creating those relationships doesn’t have to be a scary ordeal! All you have to do is show up, be yourself, and connect with people in a genuine way. Listen more than you talk. Don’t rule out anyone for a potential conversation. And stay open to opportunities no matter where you are. Sound like a lot of work? It doesn’t have to be! My FREE guide, “3 Simple Steps To Building Relationships ANYWHERE” will show you how to come out of your shell, embrace new connections, and “get out there” without stressing yourself out! Grab it HERE!   Music produced by Deejay-O  www.iamdeejayo.com

When was the last time you took a huge business risk? Driven to overcome the challenges faced by immigrant parents, David Zamarin has made a name for himself as the Founder of DetraPel, the latest in his series of ventures that appeared on Shark Tank Season 9. He also co-founded two other companies that he has since exited out of. In 2016, the Babson student was considered as one of Philadelphia’s Entrepreneurs of the Year - at age 18. A member of several advisory boards, David seeks to give back as well: he coached a youth soccer team, sat on the Youth Advisory Council of SEPTA, and does numerous speaking engagements while mentoring at several youth entrepreneurship programs. David’s background and innovative entrepreneurial spirit makes him an accomplished and inspiring leader, as he is always looking to get involved more. Do you ever feel like you’ve got one foot in and one foot out of your business?  Like you know that you can do better, but you’re afraid to take the risk and go all-in? Throughout my years in business, I can attribute my success to one thing in particular: I jumped in and took risks in business!  When you learn how to take risks, it completely changes how you run your business. You are willing and able to calculate what it’s going to take to succeed, and what small steps you have to take in order to achieve that success. Taking the time to evaluate the risks makes it easier to handle the NO’s that you’ll hear along the way.  You’ll also be equipped to take even more risks, and say NO to the opportunities that are not right for you and your business!  Going all in and taking business risks are going to make a huge impact on your business. This week’s guest on Success Unfiltered, David Zamarin, began his entrepreneurial journey while he was still in high school. He was guided by many different people, and learned that ultimately, he had to say NO to some of the advice he was given, take giant risks, and lean into his strengths! If you’re ready to be inspired to take risks and go all-in with your business, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered!   To share your thoughts:   Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn    To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes.   Special thanks goes out to David Zamarin for taking the time to chat with Michelle. Be sure to join us on 3/30/2020 for our next new episode!   When Was The Last Time You Took A Risk Your Business? Maybe you’ve been bogged down in “what ifs.” Maybe you believe risks have to be outrageous to pay off at all. But neither idea will help you get to the next level in business OR life. What will? Being smart, being brave, and taking risks. In my FREE checklist, I will show you how! Click here for The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.   Here are a few key secrets we talked about in this episode:   Michelle introduces David Zamarin. David shares how he started his company when he was only a sophomore in high school. One of the biggest mistakes that David made in the beginning was listening to an advisor who told him to focus on marketing: the core of the business was their product! Later, when it came to looking for investors, they didn’t see the product and the potential for growth: they only saw the brand. While they focused on marketing, they outsourced so much of the work. This ended in a recall of some products for contamination. David said NO to the bad advice he had been given, brought the product back to the company, and worked on it in-house.  It’s important to be aware of what you can do: David knew that his company worked at it’s best when they said NO to outsourcing. When you’re starting out, everyone is going to give you conflicting advice - keep it in house; outsource your work: you have to be able to figure out what is most important about what you do! Gary Vaynerchuk came and spoke at David’s school: when David heard him speak, he was so inspired he went home, revamped his entire business plan. Seize every opportunity that you have: David was impressed by one group that simply stood behind Gary Vaynerchuk wearing branded tee shirts. Don’t get so focused on the future that you forget the “small” opportunities in the present. Make your small goals today to reflect your bigger vision. David got a deal on Shark Tank, but ultimately said NO: he wasn’t willing to budge on his terms. “Since then, it’s been a lot easier to say NO, because [Shark Tank] was the biggest thing that I could have said NO to.” ~ David Zamarin Shark Tank was definitely a catalyst for David’s company’s success: they grew immensely after their episode aired, even though they ultimately didn’t get a deal. You have to be a risk taker in the world of entrepreneurship. David shares what he would tell his younger self.   Connect with David Zamarin: Facebook David’s Instagram Detrapel’s Instagram LinkedIn David’s Twitter Detrapel’s Twitter Website   When Was The Last Time You Took A Risk Your Business? Maybe you’ve been bogged down in “what ifs.” Maybe you believe risks have to be outrageous to pay off at all. But neither idea will help you get to the next level in business OR life. What will? Being smart, being brave, and taking risks. In my FREE checklist, I will show you how! Click here for The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.   Music produced by Deejay-O  www.iamdeejayo.com

Do you ever wonder if it’s strategic to play small? Katherine Wintsch Founder and CEO of The Mom Complex, author of Slay Like a Mother and is a lover of happy hour. Katherine’s sought-after research and understanding of mothers has been featured by The Today Show, The New York Times, The Wall Street Journal and Fast Company. She regularly writes about the topic for Working Mother magazine and on the Slay Like a Mother platform. “Playing small” is often seen as a dirty word in the world of entrepreneurship. So many people talk about scaling, and getting bigger and bigger. Bring on the top line revenue! Bring on more clients! “Stop playing small,” your coach or best friend may say. And to an extent, they’re right! You don’t want to let fear make you say NO to being the best in your business. But what happens when you get to the top? You’ve climbed the ladder, conquered your fears, served your clients - now what? See, every YES that you say means that you say NO to something else. For some people, that means that they say YES to that growth, but find themselves taking on less than ideal clients. Or they say NO to themselves. This week’s guest on Success Unfiltered, Katherine Wintsch, created the Mom Complex to help empower moms to have fulfilling careers. She chose to stop the company’s growth at $2 million so that they could focus on serving their ideal clients, and say YES to fulfilling, focused work. If you’re ready to be inspired by how saying NO to massive growth can help you serve your ideal client, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered!   To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Katherine Wintsch for taking the time to chat with Michelle. Be sure to join us on 3/16/2020 for our next new episode! Want to master the Art of the NO for yourself? Check out this new guide from The Pitch Queen and learn for yourself WHEN to know when it’s time to let a prospect go and HOW to say it without irrevocably ruffling anyone’s feathers. Click right HERE to download The Art Of Saying NO: WHEN and HOW To Politely Decline The Customer” and create your ideal “exit strategy” TODAY!   Here are a few key secrets we talked about in this episode: Michelle introduces Katherine Wintsch. Katherine shares about the Mom Complex, and her new book, Slay Like a Mother. The book was rejected 23 times in 4 years: the NO’s were devastating! As an entrepreneur, you’re in control of who you are, who you serve, and what you do.  After the 23rd NO, Katherine had to take some time to be upset and throw a “pity party” for herself. “Ultimately, we should not be pretending everything is fine: experience your setbacks; grieve the NO’s.” ~ Katherine Winstch  When you say that you’re struggling, you’d be amazed how much support you get when you ask for help. If you’re looking to publish a book, getting a literary agent will help you so much: they know how to talk to publishers. Publishers don’t always want what hasn’t been done before: they want what is going to be successful! When you write a book, be prepared to spend just as much time marketing as you do with the writing. Katherine probably invested $75,000 into her book! Entrepreneurs make great authors, because they are use to creating ways to share their ideas, and they are use to doing the work. Katherine shares the most devastating NO: “I think it's saying NO to ourselves in the form of overextending ourselves, always saying yes.” Sometimes it can look like you have it all, but you’re miserable. It’s so important to know when to say NO to others, and YES to yourself! Many businesses will choose to stay small so they can have control and freedom. Once the Mom Complex hit $2 million in revenue, Katherine knew that she had hit her sweet spot. Knowing precisely who the Mom Complex had been created to serve helped guide Katherine in her NO’s! She turned away less-than-ideal clients because they didn’t align perfectly with her company, or what would bring additional stress to her team. Don’t bite off more than you can chew: desperation can force you to take clients that don’t align with your purpose. Katherine shares what she would tell her younger self.   Connect with Katherine Wintsch: Facebook Instagram LinkedIn Twitter Website Want to master the Art of the NO for yourself? Check out this new guide from The Pitch Queen and learn for yourself WHEN to know when it’s time to let a prospect go and HOW to say it without irrevocably ruffling anyone’s feathers. Click right HERE to download The Art Of Saying NO: WHEN and HOW To Politely Decline The Customer” and create your ideal “exit strategy” TODAY! Music produced by Deejay-O  www.iamdeejayo.com

140 | Marc St Raymond Shares the Secret to Getting To #1 on Amazon Do you sell online? Marc St. Raymond is a co-founder of Jade Leaf Matcha, the number one selling tea brand on Amazon.com and provider of premium quality, CCOF certified organic Japanese matcha at a fair price. In his position, Marc oversees Jade Leaf Matcha’s sourcing and works directly with partnering farms in Japan to provide the highest quality matcha to Jade Leaf Matcha’s consumers. Prior to Jade Leaf Matcha, Marc applied his talents to software engineering and app development for tech startups, including some alongside Jade Leaf Matcha’s other co-founder, Will Crowthers. It was in this endeavour that he first discovered matcha and saw a gap in the industry. As a result, Marc left his job in tech to become an entrepreneur, founding Jade Leaf Matcha with the core belief that organic matcha green tea is a great addition to a healthy lifestyle. Online sales can be difficult. There’s so many algorithms, so many competitors - how can you stand out? Service providers must stand out to grow their top line revenue - what’s going to bring in more of those ideal clients? What’s one of the greatest secrets to achieving amazing online sales growth?  Reviews. Reviews are everything in your business: any entrepreneur can make a claim about their business or their product, but it’s the reviews from satisfied customer reviews that other customers trust.  If you follow up with your customers after they purchase, and ask for their review, you then receive that social proof that other customers want to make a decision. In fact, more than 70% of your potential customers are reading reviews before they make a purchase.  I love Yelp so much because it’s a FREE place for reviews. I love reading reviews before I make any purchasing decisions. Having reviews available helps solidify what a great service you offer. This week’s guest on Success Unfiltered, Marc St Raymond, started a business selling matcha tea using Amazon as one of his distributors. Because of his intentionality in asking for reviews, his business is the number one matcha tea seller on Amazon! If you’re ready to be inspired by how reviews can jump start your business, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Marc St. Raymond for taking the time to chat with Michelle. Be sure to join us on 3/2/2020, for our next new episode! Is Your Prospect Saying “Yes, BUT….” Instead of YES? How do you get to the bottom of their indecision? In our FREE mini- workshop, Master Business Strategist Denise Mandeau and I, the Pitch Queen, use our decades of sales experience to help you distinguish between real objections and big-time excuses. Want to save yourself (and your prospect) time, energy, and unintentional awkwardness? Join us for this FREE mini-workshop How To Get To The TRUTH of Your Prospect’s Objections: A Mini NO BS Workshop From The Pitch Queen right HERE! Here are a few key secrets we talked about in this episode: Michelle introduces Marc St. Raymond. Marc shares about Jade Leaf Matcha, and how it got started. Amazon was where Jade Leaf Matcha got its start in eCommerce - they used that as their primary sales platform for 4 years! The number one reason that businesses don’t grow is because founders don’t work together: they are not unified in their goals for the business. Jade Leaf Matcha started out as a side project, not a main business. It took 3 years for Marc and his business partner, Will, to figure out that they wanted to grow the business.  A NO turned into an opportunity - Will and Marc decided that it was time to grow the business. Founding teams are key in business: you both have to be 100% all in. It’s key to learn how to balance the desire to be all in right now, and being methodical in starting a business. Marc shares about experiences finding a co-packer: their co-packer said NO to working with them, and they had to find a new one! It took several months to find the right copacker. One of the biggest NOs that Marc has experienced has been that they have had NO investors.  As they’ve reached out to investors, they’ve consistently heard NO. That NO turned into them learning more about how they have to add value to their offer for investors, and learn more about how to reach out to them. Jade Leaf Matcha, as a small business, has been a “bootstrap” endeavor, and is looking to continue their explosive growth using the bootstrap mentality. Marc shares about how they’ve reached out to investors, only to get a 100% NO response. Jade Leaf Matcha became the number one matcha sales on Amazon through intentional work. Just being smart on sales tactics on Amazon will help skyrocket your sales. Asking for reviews and following up with customers will be huge for your business. The simple practice of asking for reviews made sales rise for Jade Leaf Matcha. In product sales, packaging and presentation is key - people do make decisions on looks. Orders on your own website let you control the communications: you have to be super intentional about communication with Amazon purchases - you only get a limited chance to communicate with your customers. Focusing on productivity and systems can help streamline your creativity and ideas. Marc shares what he would tell his younger self. Connect with Marc St. Raymond: Amazon Store Facebook Instagram LinkedIn Website Is Your Prospect Saying “Yes, BUT….” Instead of YES? How do you get to the bottom of their indecision? In our FREE mini- workshop, Master Business Strategist Denise Mandeau and I, the Pitch Queen, use our decades of sales experience to help you distinguish between real objections and big-time excuses. Want to save yourself (and your prospect) time, energy, and unintentional awkwardness? Join us for this FREE mini-workshop How To Get To The TRUTH of Your Prospect’s Objections: A Mini NO BS Workshop From The Pitch Queen right HERE! Music produced by Deejay-O  www.iamdeejayo.com

Have you ever had a client who is hesitating or seems unsure about really getting started?    If so, you’re not alone. Getting people into action right away is one of the most important things you can do to get real results for your clients! In this Success Shortcut, I share my four best tips for getting a client to fully commit to working with you, getting them started right away, and having them stay motivated. If you’re tired of chasing clients down or getting clients to take action, this Success Shortcut is for you.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

139 | Cathy Heller Shares the Secret to Loyal Customers Do you practice empathy in your business? Cathy Heller hosts the podcast Don’t Keep Your Day Job, which has 8 million downloads and features conversations with creative entrepreneurs like actress Jenna Fischer, blogger Seth Godin, and more. She’s a phenomenal coach and she’s sparking a movement for every soul to add their gift to the world. Empathy happens when you create an emotional connection in your business, and make your clients feel seen and heard. But, how can you do that? Let me tell you about my new favorite restaurant, Parakeet Cafe. It just opened up in the San Diego area. The owners are fantastic: they’ve made me feel seen and valued.  They’ve got everything that I love in a restaurant: fresh, healthy food that makes me feel amazing. But best of all, the owners make their customers feel special.  The owners themselves go through the restaurant, talking to customers - even taking orders! They didn’t just open a restaurant: they created an experience.  Empathy has helped them to be able to know exactly what their ideal client wants, and they’ve chosen to continue to listen to their customers to hear what they love, and continue to make their experience even better. This week’s guest on Success Unfiltered, Cathy Heller, moved to L.A. to kick off her music career, and after only a few months, her producer told her NO. Feeling crushed, she looked for other ways to make money from her passion for music, and she quickly found a perfect fit, making music for TV shows. Her career skyrocketed when she practiced empathy, and listened to what her clients wanted, and gave them exactly what they were looking for. Now, she inspires countless people to pursue what they are passionate about! If you’re ready to be inspired by how empathy can change everything in your business, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Cathy Heller for taking the time to chat with Michelle. Be sure to join us on 2/17/2020, for our next new episode! Ever Said YES When you Should’ve Said NO? It’s that moment where your gut said NO...but your bank account said, “You need the money.” So you said YES to the wrong client. And you’re paying the price. What if you could filter out the wrong clients, and at the same time bring the dream ones to your door? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how! Here are a few key secrets we talked about in this episode: Michelle introduces Cathy Heller. Cathy created a business out of the belief that every person matters, and that people are dying to be seen. “I believe that we can do what we love and get paid to do it.” ~ Cathy Heller Cathy moved to L.A. to get a record deal, and even attended some of Lady Gaga’s recording sessions.  After only 3 months, her producer called her and said that they were dropping her from the label. “It felt like I made it to Oz, and the wizard couldn’t do anything for me.” ~ Cathy Heller After hearing NO, Cathy reevaluated, and found alternate ways to do what she loved, including reaching out to others for music, writing music for shows. “People who are successful have been through a lot.” ~ Cathy Heller Business is about having empathy for other people: ask what they need, and how you can serve those needs. Your work is not just to simply fill a void: it’s to meet a need. Cathy shares about her childhood background, and how she has used the lessons learned to impact how she works even today. People are looking for purpose and connection; finding where they fit into the world. Cathy shares about her birthright trip to Jerusalem, and how it changed her life. “Everyone has genius, not everyone has momentum.” ~ Cathy Heller Cathy shares the three major things that she learned while living in Jerusalem, and how that impacted her perspective. You’re going to hear more NO’s when you’re out taking chances. Some people are going to be all pumped up and ready to take chances, others will be held back by the words of naysayers that they’ve heard all their lives. You have to “Marie Kondo” your life before you can achieve momentum. Empathy and compassion needs to be practiced, both for yourself and for others. Cathy shares about the therapy she’s gone through, and how she’s learned to have empathy for herself and others. Make sure that you are present, both for yourself and others. That will help you serve people that you are aligned with. When you are authentic, people know! Whatever you do, think of ways that you can authentically connect with people and help meet their needs. Cathy shares what she would tell her younger self. Connect with Cathy Heller: Facebook Instagram LinkedIn Website Ever Said YES When you Should’ve Said NO? It’s that moment where your gut said NO...but your bank account said, “You need the money.” So you said YES to the wrong client. And you’re paying the price. What if you could filter out the wrong clients, and at the same time bring the dream ones to your door? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how! Music produced by Deejay-O  www.iamdeejayo.com

138 | Anna David Helps YOU Identify HIDDEN Red Flags in Business Do you see any business red flags waving? Anna David is the New York Times and #1 Amazon bestselling author of eight books. She’s been published in  The New York Times, Time and The LA Times, among many others, written about in numerous publications, including Forbes, Martha Stewart Living, Entrepreneur, Allure and Women’s Health and has appeared on TV hundreds of times, including on The Today Show, The Talk and The CBS Morning Show. Her podcast is in the top 10% of successful shows, she’s been a featured speaker at three different TedX events and her company, Light Hustle Publishing, writes and publishes books for those who want to share their experience and stories. When you’re working deep within your business, it’s easy to miss business red flags. You’re working on payroll, or trying to show your investors that you have cash coming in. Then, along comes someone who isn’t quite your ideal client. But...they have cash. And you need cash. Payroll is tight this month, the investors are nervous, and you’re getting worried. It’s ok to sign the new client up just this once, right? NO!  When you make business decisions that ignore any red flags, like signing up with less-than-ideal clients, you’re going to wish later that you’d said NO. I ignored a lot of red flags when I still had FITzee Foods. Life would have been a whole lot easier if I had learned precisely what those red flags were, and how I could have paid attention to them to learn how to make better choices in my business. The best part of learning to pay attention to red flags? You say NO to those less than ideal clients, and have time and space to say YES to those clients that are perfect for you! This week’s guest on Success Unfiltered Podcast, Anna David, founded the Launch Pad Publishing group after years of working as a freelance writer. As she learned how to listen to the universe when it waved red flags in her face, she was able to align herself and her business with the best clients and grow! If you’re ready to be inspired to listen to the hidden business red flags, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Anna David for taking the time to chat with Michelle. Be sure to join us on 2/17/2020, for our next new episode! Business Risks Can Be Foolish Sometimes. But NOT taking risks at all is just as short-sighted! If you want to get to the next level in your business, you’re going to have to put yourself out there. But you don’t have to bet the farm to score a win, either. Learn how to take risks in business the smart, savvy, courageous way. Click HERE for my FREE checklist, “The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.” Here are a few key secrets we talked about in this episode: Michelle introduces Anna David. Anna shares how she got started in the business, constantly pitching her writing. Editors would “bark at her” for bothering them as she followed up on her pitches. “15 years of slugging it out as a freelance writer and you kinda get immune to [NO].” ~ Anna David Anna encourages entrepreneurs to lean into their strengths when it comes to follow up - as a writer, she communicated best through writing! “Rejection is God’s protection.” ~ Anna David Sometimes NO is just a redirect to where you are supposed to focus. It’s important to diversify your income so that you have multiple streams of income. “I always say I have six balls in the air so that when five are on the ground you've got something in your hand.” ~ Anna David We are meant for greatness…if we can tap into it. Anna shares about how she has been fired from multiple jobs, and how devastating it was. Being fired from a job pushed Anna to go into business for herself. “I had no idea I was capable of making more money.” ~ Anna David In order to succeed, you need to learn how to listen to messages that the universe is sending to you. Anna decided how much money she wanted to make in 2019, and wrote a check to herself. At the end of the year, she had made that amount! Got a goal? Make it your password! Every time you type it in, you’ll be reminded of that goal. One of the most powerful things that an entrepreneur can do is say NO. Anna shares how she has learned to read red flags from potential clients, and say NO to bringing them into the publishing house. When you say NO to the wrong type of client, you are making room for the best clients.  Anna shares that it is her love for her work that keeps her going. Anna shares what she would tell her younger self. Connect with Anna David: Facebook Instagram LinkedIn Website Business Risks Can Be Foolish Sometimes. But NOT taking risks at all is just as short-sighted! If you want to get to the next level in your business, you’re going to have to put yourself out there. But you don’t have to bet the farm to score a win, either. Learn how to take risks in business the smart, savvy, courageous way. Click HERE for my FREE checklist, “The Calculated Risk Checklist: 3 Ways To Take Business Risks With CONFIDENCE.” Music produced by Deejay-O  www.iamdeejayo.com

How do you price your services based on value and not on what someone can afford?    Contrary to popular belief, people don’t buy based on price! In this Success Shortcut, I’m talking about the three most important factors you need to consider when it comes to not only pricing your services, but being able to charge higher, premium rates that people will pay. If you’ve been wondering what to charge or how you can raise your prices, this Success Shortcut is for you!    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

137 | Ross Sapir and The Power of Committing to Your Clients’ Success When was the last time you assessed the amount of commitment you’ve put into your clients’ success?  Ross Sapir is the owner of Roadway Moving, and says that moving should be an experience people look forward to. In New York, that wasn’t the case before Roadway Moving. When Ross worked for other moving companies, all he saw was unhappiness. Every aspect of moving was miserable; the movers hated their jobs, the customers always complained, and the vendors couldn’t wait to escape. Ross knew there had to be a better way! Roadway Moving was born with two philosophies in mind (and Ross refuses to compromise on either one). 1) Put my employees first. Movers are often underpaid and undervalued. Ross reasoned that if he gave them everything they needed to be happy, they would be better at their jobs. Happy movers are the competitive edge of Roadway Moving. 2) Turn moving, something universally hated, into an experience people were actually excited about. Ross wanted them to embrace the idea of a new home and a new life. To do these two things, Ross had to think differently about business: more heart, less brain. That’s why I always make sure to take care of my customers and my employees. If you had to figure out how much effort you were giving your clients, how much would you say you’re giving? 20%? 30%? 50%?  If the answer is less than 100%, it’s not enough! When you’re working with your clients and leads, they’ll notice when you’re overdelivering. In fact, that’s what’s going to make an impression! My coaching clients know that they can expect me to overdeliver. One client has been working on closing a deal that would bring in $30,000 in revenue. This means that I am 100% there, every step of the way. In fact, I just wrote an email earlier today to my client, asking for updates! When you’re giving 100% to your clients and customers, you’re standing out. When you’re standing out, focused on giving the absolute best service that you can give, I can tell you that referrals will begin to roll in.  This week’s guest on Success Unfiltered, Ross Sapir, founded Roadway Moving, a small moving company in New York City. He used to make hundreds of cold calls each day, and NO one would call him back. Now, he has hundreds of employees, and people call HIM to hire his company - even celebrities! If you’re ready to be inspired by how giving 100% impacts your business, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Ross Sapir for taking the time to chat with Michelle. Be sure to join us on 2/3/2020, for our next new episode! Who Has Time For A Long-Term Relationship? YOU do! And in your business, long-term relationships are a lot more important than you might think. I mean your SOULMATE clients and colleagues. The ones that love you as much as you love them. The ones who couldn’t imagine doing business with anyone else but you. The ones who form the foundation of your business. How do you take the time to create real and long-lasting connections in a world of Tweets, Snaps, and Newsfeeds? Let me show you how! My FREE guide “3 Steps To Court Your Soulmate Clients” and learn how to keep it real with your clients, starting right NOW! Here are a few key secrets we talked about in this episode: Michelle introduces Ross Sapir. Ross shares how all throughout his career, he’s heard so many NO’s!  When Ross decided that he NO longer wanted to be with his previous company, he offered his stake in the company to others, and they said NO!  He was part of a lawsuit to sever his ties.  Ross chose to be “less right” so that he could follow what was right for him. When he was able to accept not being “right,” he could move on. When you’re in a bad situation, it helps to take a look at the whole thing, and remember that it’s only a temporary moment; it’s not the end of the story. “Time is the most valuable thing we have.” ~ Ross Sapir When Ross started his own business, he found himself making hundreds of cold calls, and never getting a call back. The key to being successful with a team is to lead by example. If you’re going to ask them to make cold calls, make more than they do! Ross went from people never calling him back to having Meryl Streep call him to hire his company for her move! Perseverance is key, as well as having a determined mindset. When Ross went to get a loan from the bank, so many of the banks said NO! The one who said YES was the one who believed in him because Ross sold himself well. Sales becomes something you go into auto-pilot and just do: you don’t think about it; you just do it. Focus on adding value to the marketplace, not on just making a sale. Show people that you care about the solution to their problems. “Money doesn’t make you feel fulfilled or happy…it will make you feel good for about 20 minutes.” ~ Ross Sapir How did Ross go from no one returning his calls to having celebrities come to him? It was all about his reputation! Choose integrity, and always give 100%, and you will reap the results. 20% of people bring in 80% of the profits: those people are the ones who are giving 100%. Ross shares what he would tell his younger self. Connect with Ross Sapir: Instagram LinkedIn Website Who Has Time For A Long-Term Relationship? YOU do! And in your business, long-term relationships are a lot more important than you might think. I mean your SOULMATE clients and colleagues. The ones that love you as much as you love them. The ones who couldn’t imagine doing business with anyone else but you. The ones who form the foundation of your business. How do you take the time to create real and long-lasting connections in a world of Tweets, Snaps, and Newsfeeds? Let me show you how! My FREE guide “3 Steps To Court Your Soulmate Clients” and learn how to keep it real with your clients, starting right NOW! Music produced by Deejay-O  www.iamdeejayo.com

How do you know if a client is qualified to work with you?    There’s a big difference between you deciding that a potential client won’t be a good fit for you, and you making a judgement on them because YOU think they’re going to say no to your offer. In this Success Shortcut, I’ll explain the difference and tell you why you have to give every potential client a clean slate - no matter how many may have said no before.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

136 | Catharine Arnston Shares the Importance of Celebrating Every Small Sales Win Are you celebrating all of your achievements? Catharine Arnston has a thirty year career as an international Attache for the Canadian British Governments, publisher of an international magazine and Founder of three startups. But in 2009 when her younger sister was diagnosed with breast cancer and advised by her oncologist to change her diet to an alkaline one because it could help her heal, Catharine put her career on hold to help her sister. In the process, she discovered algae, the most alkaline, nutrient-dense plant in the world that no one seemed to know about. Catharine knew algae would be a game changer for the world if she could just help Americans understand it. And that’s when ENERGYbits was born. It’s easy to celebrate the big wins and big victories.  Made a million dollars? Time to celebrate! Signed a major deal with a store to carry your products? Grab the champagne! Time to celebrate! I always have long lists of things that I need to do and accomplish. I never stop looking for ways to be able to serve my clients. I focus on everything that I am working on, and how I’m going to make it happen. Recently, I was on a trip to Spain with one of my friends (who actually appeared on Shark Tank).   She said “Michelle, you keep having all these wins but you don't celebrate any of them. It's just like another day in paradise for you. You should really be celebrating these wins.” Quick side note: surround yourself with people who know what it’s like to be a business owner. They’ll teach you some amazing stuff!  When she said that, I thought, you know what? She’s right! So now, I’ve chosen to celebrate my wins! New client? Amazing sponsor on the podcast? It’s time to celebrate! I choose to go to Dry Bar, and get my hair done, or I book a massage. Instead of just accepting small successes and wins as just being a part of everyday life, I choose to celebrate ALL of the wins, not just the big ones! This week’s guest on Success Unfiltered Podcast, Catharine Arnston, founded ENERGYbits when she discovered the nutritional power of algae. She’s heard a lot of NO’s through her career, and has also had quite a few business wins. One of her biggest lessons learned is that it’s important to celebrate all of those wins, and see just how far she’s come in her entrepreneurial journey! If you’re in need of celebrating a business win, you won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Catharine Arnston for taking the time to chat with Michelle. Be sure to join us on January 20, 2020 for our next new episode! Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.” Here are a few key secrets we talked about in this episode: Michelle introduces Catharine Arnston. Catherine shares about her business, and how it got started. Catharine had NO knowledge of her industry when she started her business, and she started from the ground up! She had to learn her product, her market - everything! She started researching algae to help her sister, but it ended up changing her life. Catharine found that people knew that they needed more greens in their diet, they just didn’t know how to incorporate them into their diets. “I’m trying to build an industry, not just a company.” ~ Catharine Arnston Catharine shares about her experiences with venture capitalists, and why she chose to say NO to them! If you’re thinking about applying to be on Shark Tank, remember, it’s like a full time job. “Never give up on your dream, no matter how big it is.” ~ Catharine Arnston “The success that you're going to see comes from putting one foot in front of the other every single day.” ~ Catharine Arnston Catharine found that as they marketed their product as a sports nutrition product, the industry had NO place for it. Their NO didn’t come from customers: it came from the industry! This led to a pivot in the business, and they began working with chiropractors and those in the wellness industry to market to them to sell to their patients, who were used to alternative wellness products. “By staying open to opportunity, we found our perfect spot.” ~ Catharine Arnston Entrepreneurs can be so close to their product that they miss the opportunities that are slightly “outside the box.” If you’re not paying attention to opportunities, you’ll only find NO. Catharine shares some of the unique struggles of being a smaller brand. You’ve got to celebrate small victories: the big wins, and the small wins. Let go of the feeling of not being enough: focus on what you have accomplished. Earn success a little bit at a time: Catharine found all of her retailers just one at a time.  Most of the time, the company that you start with is not the one you will end up with: learn how to be ok with that. Catharine shares what she would tell her younger self. Connect with Catharine Arnston: Website Facebook Instagram Twitter Did You Know That Your MIND Can Make or Break Your Business? MINDSET. It’s no joke. But what is mindset all about? Do you have to overhaul your life in one day or go through complicated rituals? NO. It just takes awareness. And the belief that something better is possible for YOU. Join me, The Pitch Queen, and Master Sales Strategist Shameca Tankerson as we present our FREE Mini-Workshop “3 Power Practices To Create A Kickass Entrepreneurial Sales Mindset.” Music produced by Deejay-O  www.iamdeejayo.com

Have you ever thought that a failure can still be a gift?  In this Success Shortcut, I talk about how your failures can become a badge of honor and why failure is always a gift when you embrace and learn from everything that happens. If you’ve ever had trouble separating your business failures from your identity or have trouble getting over your failures, this Success Shortcut is for you!   To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

135 | Darin Olien Shares How He Started a Superfood Empire How much energy do you have to spend on your work? Darin Olien is the co-founder of Barùkas, a new good for you, good for the planet superfood nut company and well-known global “superfood hunter". Darin is best known for developing an ongoing formulation for a  fitness company, Beachbody’s, wildly successful whole-food supplement, Shakeology, narrating his experience in his book Superlife: The 5 Forces That Will Make You healthy, Fit & Eternally Awesome. Darin is based in Malibu, California, and is currently working on a new docuseries for Netflix about healthy foods around the world launching later this year. Energy is currency, and we have only so much energy to spend. So what are you spending your energy on? And how are you investing that energy? It’s easy to think that money is our primary currency, but the reality is that money is just a byproduct of how we spend our energy. When FITzee Foods was open, I spent so much energy on my business. I spent time talking to investors, helping create new products, and taking care of the everyday activities that go into running a business. Choosing to focus my energy on increasing top line revenue was an investment I chose to make: that was an investment that paid off as our top line revenue increased! We only get so much energy, and have to invest it wisely. Everything that we choose to do takes energy, and you’d be surprised at how quickly you can run out of energy when you are not investing in the best things for your business and your own growth. This week’s guest on Success Unfiltered, Darin Olien, was dubbed the superfood hunter. He was so passionate about finding unknown superfoods, that Beachbody approached him to put together the original formula for Shakeology! His unique passion did not come without a price: Darin had to learn how to say NO to the fears of others and pursue his dream of making the world a more superfood-filled place! If you’re feeling held back by the fears of others (especially your family!), you’re going to be inspired by Darin’s story. You won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Darin Olien for taking the time to chat with Michelle. Be sure to join us Monday, January 6th! Success Unfiltered is switch days and frequency! Be on the lookout for a new Success Unfiltered every other week, on Mondays. Do You Know When To Say NO? Stop signing up the wrong clients! Click HERE To Learn When To Say NO (and save your sanity!) Here are a few key secrets we talked about in this episode: Michelle introduces Darin Olien. Darin shares how he became the superfood hunter. Beachbody actually approached Darin and asked him to help formulate a superfood shake for their program.  Darin said YES to Beachbody: but it took two years to develop the formula. In 10 years, it has grown to be a $3.5 Billion dollar product. The most crushing NO from Darin came from family and friends urging him not to pursue his passion for superfood, and traveling the globe to find and discover superfoods. Fear led to his family telling Darin that he should say NO to his dreams. When Darin really dug into that fear, he found that what made his family say NO was exactly what he should say YES to! Recognizing the fears and priorities of his family helped Darin see what drove him, and how he was different from others. Darin decided that he was going to say NO to the opinions of others and follow his convictions.  In fact, the more that he heard NO, the more strong Darin’s drive became! He was saving his currency (energy) for what really mattered to him. Now, when Darin shares about his business and what he is doing, he is very intentional what he shares, and who he shares with. That means that often, he doesn’t share about his trips until after he returns. Remember, when people tell you NO, you shouldn’t do something, it is often because they are projecting their own fears on you. Darin has advice for when people tell you NO: “Don't respond, don't defend, don't spend energy defending yourself. You and you alone know the reasons for why you're doing it and and that is the anchor of all of it.” ~ Darin Olien Learn to love rejection and NO’s: they help you learn and discover more about your passion and drive. NO makes you better! When you hear NO, work through it! Darin works through NO’s and rejections quietly first, and gets clarity before working with others. Darin shares the story of a potential partner undercutting the deal that he was working on, and how he had to process that NO! It would have impacted the entire business he was building. When Darin was quiet first, and dealt with that NO, he was able to work with others to find a solution. By working through NO’s quietly first, you are able to put yourself into a place of power. Darin shares what he would tell his younger self. Connect with Darin Olien: Website Facebook Instagram - Super Life Living Instagram - Barukas YouTube Do You Know When To Say NO? Stop signing up the wrong clients! Click HERE To Learn When To Say NO (and save your sanity!) Music produced by Deejay-O  www.iamdeejayo.com

Do you ever wonder how you know if a potential client is committed to working with you, or if they're still a potential NO?   In this Success Shortcut, I’m sharing the ONLY way you can truly know how someone is committed to working with you so that you can be certain you’re about to hear a YES. I’ll also share two important questions you can ask to help guide your sales conversations to a positive outcome! If you’re sick of feeling unsure what to say during your sales conversations, this Success Shortcut is for you.   To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

134 | Emily Williams Turns a $442 sale to a 7 Figure Business Do you ever feel stuck and bored in your life? You may feel stuck in: A boring 9-5 job A service-based business with low-paying clients An investor who is micromanaging your business A client who is bringing you down I’ve got good news for you: you have the power to say NO to the things that make you feel stuck! You don’t have to settle for less than the best for your business. Kick that J-O-B to the side. Raise your prices. Say NO to that investor, or client that is keeping you from your best. There’s one major secret that is going to help you to accomplish all of that, and it’s your mindset.  When you shift the way you approach people and dig deeper into what drives those NO’s, you’ll be able to better see exactly where you - and what you have to offer - fit in. Best of all, when you know what drives your ideal client to say NO, you’re able to tailor your offer perfectly to meet their needs, which is more likely to bring you a YES! This week’s guest on Success Unfiltered Podcast, Emily Williams was broke and ready to create a better life from herself. Her first YES got her a $442 sale, but when she adjusted her mindset, she was able to scale her business to seven figures within less than two years.  If you’re feeling burnt out and trapped in a small business, you’re going to be inspired by Emily’s journey, and what it took to get her to seven figures. You won’t want to miss this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Emily Williams for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE! Here are a few key secrets we talked about in this episode: Michelle introduces Emily Williams. Emily’s first sale brought her $442 - and she was on the call while on a park bench in California. She had two calls: one client said NO and one said YES. Emily received 54 NO’s in a row! How could she overcome that? Her coach encouraged her to cut her coaching prices in half, and focus exclusively on selling them. Her goal was to sell 10 spots. Not only did she sell 10 spots, but she sold more! That brought her $20,000, and was the first step on her upward trajectory. One of the huge factors that changed Emily’s sales calls was going deeper than NO. It was understanding why people said NO rather than just accepting that first NO. When Emily went deeper on the calls, she found that it was fear that made her potential clients say NO. When she was able to help people find solutions to those fears, she began to hear more YES’s. You have to be curious to be able to overcome those NO’s. Curiosity helps uncover hidden potential. People don’t want a paid friend, they want someone who is going to see them for what they have to offer. When people say they don’t have money, that’s B.S. People find money for what they truly want, whether it be from outside funding or from borrowing money. It can be found! “If you want to get to seven figures, you have to be willing to talk to people about money.” ~ Emily Williams Emily shares the story of her greatest NO when six people dropped out of her high-level mastermind. During the time of bouncing back, Emily leaned on her coaches and mentors. Emily shares how those NO’s were some of the best things that has happened to her.  Hearing NO’s made Emily go through the learning curve fast: she had to get good at learning the financials in her business and build a strong foundation. You have to learn to take the emotions out of business and recognize that NO isn’t always about you!  Create an atmosphere where your clients can communicate with you, especially before things go wrong. You want to learn and grow, make sure your clients know that. Remember that business is built in transactions and contracts: how can you protect the business you have built?  Protecting your business means you may have to be a fierce leader, and not always make popular decisions. “You need people in your corner: you cannot do this alone.” ~ Emily Williams Learn how to spot toxic people early on. There are some people who you just have to say NO to because they are not right for you! “Know what your own limits are, and your boundaries, and put them in place.” ~ Emily Williams Emily shares what she would tell her younger self. Connect with Emily Williams: Website Facebook Instagram LinkedIn Everybody Gets Rejected In Sales. Do You Know How To Make NO An Advantage? Nobody likes to be turned down in sales. But did you know that NO is just part of the deal in business? If you use it right, you can learn EVERYTHING you need to know from a NO. Let me show you 3 ways that you can turn a NO into YES without being pushy, sleazy, or desperate. Click here and download your FREE guide “3 Ways To Turn a NO Into a YES” right HERE! Music produced by Deejay-O  www.iamdeejayo.com

Do you feel like you have to give away free advice or expertise to show people your value?   If so, it’s time to STOP! In this Success Shortcut, I’m sharing why giving away your time, knowledge and expertise for free is actually hurting your business, not helping it! It may sound counterintuitive but you actually show your worth and getting people to take action by protecting your inventory and charging for it! And the more you charge, the better! If you feel like you might be giving away too much intel for zero dinero, then this Success Shortcut is for you!   To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

133 | Tyler J. McCall Teaches It’s Time to Remove the Sleaze, Turn Your Followers Into Fans How many followers do you have? More importantly, how many relationships do you have with those followers? Tyler J. McCall is an Instagram and social media marketer, strategist, and coach for creatives and online business owners. He teaches his students how to use Instagram with intention to grow their community online and grow their business. Tyler focuses on using Instagram and social media to tell stories, build relationships, and convert followers to fans, drawing from his 10 years of experience in non-profit marketing and management and community organizing. He’s taught thousands of entrepreneurs and managed dozens of Instagram accounts since getting into the online marketing game in 2015. Tyler is based in Chicago, where he lives with his partner Eric. When he’s not coaching or teaching, Tyler enjoys Target runs and road trips…that he documents on his Instagram Stories. Would you believe me if I told you that it doesn’t matter how many followers you have? Many entrepreneurs think that they won’t be able to be successful with a small following. They count their followers on Instagram, and look at their email list with dismay.  How can they possibly reach the next level with such a small following? Here’s the trick: it’s not about having the numbers. It’s all about the connections. It doesn’t matter if you have 100 followers, or 100,000: if they aren’t engaged and active, they probably aren’t going to buy what you’re selling! But how can you connect with them? Create shared experiences and stories. You have to give people reasons to connect with you, and create those shared moments. You may have seen me doing that on my @thepitchqueen Instagram account, and on my Facebook page, The Pitch Queen. Each week, I share things that aren’t about my podcasts and business, whether it be my workouts, or “Michelle’s Thursday Things” - it’s all about creating a connection. When you create those connections, you may start to see some people unfollow you. But that means those are the people who probably aren’t going to buy what you’re selling anyway.  Focus on creating valuable connections, and ways that you can serve them!  This week’s guest on Success Unfiltered Podcast, Tyler J. McCall, started his career in the nonprofit world. Burnt out, tired, and ready for change, he negotiated a job for himself that allowed him to use his skills. Then, he heard NO when his supervisor who had said YES to his new role quit. That started Tyler on a journey of building his own business, and multiple major transitions, until he finally created his dream job! If you’re feeling discouraged by a small following, and wonder if you can be successful, you’ll want to tune in to this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Tyler J. McCall for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how! Here are a few key secrets we talked about in this episode: Michelle introduces Tyler J. McCall. Tyler shares about his job with the nonprofit: how he was burnt out, tired, and ready for something new, and was able to work with his vice president to create a position for himself that he was excited about. He took the weekend before accepting the job: and on Monday, he got a company-wide email that the vice president had quit, and that job was no longer available to him. Tyler just held on for a while, and eventually started a side hustle, and found his first client. Don’t rely on verbal offers: make sure to get things in writing. Chains of command can be very important when it comes to job offers and getting the motivation and help you need: Tyler lost that job he wanted because NO one else knew about it. Tyler started his own business with a business partner, but she said NO to him as this was not the business she wanted to have. That meant that Tyler had to face his fears and say YES to running the business alone. It was a scary time: Tyler had quit his full time job, and she had too! He was deep in credit card debt, and wondering how it was going to work. With that business partner, Tyler found that he had been relying on her connections to bring in clients.  In the end, Tyler brought on his old business partner as a contractor, and they still got to work together! Tyler did two things that helped him face his fears in his business: figure out what he actually had in the business, and then assess what skills he had to offer. Revenue grew when Tyler focused on what he really wanted to do. Don’t be afraid to really look at your skills and know what you are good at. When you know what you are truly good at, you can offer that as a service to others. Selling to people is really just about inviting them to be part of something bigger. To connect with people, you have to be comfortable with your messaging, and knowing that there are going to be people who love it, and there are going to be people who hate it. You have to be ok with speaking to only one kind of person. Building relationships is about shared values, shared stories, and shared experiences. You have to be willing to develop relationships in a way that isn’t rooted in monetization. “The monetization of a relationship from social media is simply just a byproduct of the intentionality you put into actually building the relationship through valuable stories and experiences.” ~ Tyler J. McCall “The number of social media followers you have on Instagram doesn't really mean anything at the end of the day. It really comes down to your ability to move those followers to action and and that's why you don't want a bunch of people following you who don't get who you are and what you do.” ~ Tyler J. McCall Tyler was feeling burnt out with his own business, and constantly working. He decided it was time to make a change. His greatest failure - both personally and professionally - was being constantly on the phone and working. He was even working the last day that his father was alive. This taught Tyler that he had built a business that was not sustainable, and that something had to change. Tyler fired all 4 of his “done for you” service clients, and his 17 coaching clients, and started a business based on a membership site model. Now Tyler lives by three mottos: time is irreplaceable, saying YES to one thing is saying NO to something else, and have a sounding board for those times when you feel stuck. “Never say YES in the moment.” ~ Tyler J. McCall Tyler shares what he would tell his younger self. Connect with Tyler J. McCall: Website Facebook Instagram LinkedIn Pinterest Twitter It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how! Music produced by Deejay-O  www.iamdeejayo.com

Are you making some of the biggest mistakes in the sales process that I see other entrepreneurs make?   In this Success Shortcut, I’m sharing three of the mistakes I see people make that hold them back from selling more and growing their businesses. I’ll also share a few super simple tips on how to correct them, so you can get on the fast track to more sales.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

132 | Melissa Gersin Teaches Us Why Fear-Based Thinking Has to Go! Are you making fear-based business decisions? Melissa Gersin is a Maternity Nurse and Infant Crying Specialist turned accidental entrepreneur. She had an idea for a product and with no business background, brought her vision to life with a playful and inquisitive approach combined with sheer grit and determination. Her invention, the Tranquilo Mat, is a one-of-a-kind portable and versatile solution to help parents easily soothe their babies and help them fall asleep faster and stay asleep longer. From her job in the hospital to her Shark Tank experiences (her idea prompted a bidding war with the Sharks) and through a successful acquisition, Melissa is always willing to tell her story raw and unfiltered in hopes of inspiring others. Fear is one of the biggest enemies that new entrepreneurs face.  Fear of failure; fear of what others think of them. Fear of making the wrong choices; whether it be choosing the wrong supplier or even choosing the wrong business. Fear of the wrong investors. As odd as it may sound, some entrepreneurs even battle the fear of success: how success could change them; what would happen if they reached the next level. Fear stops many entrepreneurs from even stepping out and pursuing their dreams. When you run your business from a place of fear, you cannot make the most strategic decisions that help you grow. Fear causes you to make small decisions and hold yourself back.  When you face your fears, and follow your gut, you’ll see yourself making smarter decisions, and growing. This week’s guest on Success Unfiltered, Melissa Gersin, is a nurse and creator of the Tranquilo Mat, a soothing mat for babies. As a nurse, Melissa saw the need, but pushed past her fears when the hospital she worked at said NO, and when she was faced with NO throughout her journey.  If you’re feeling discouraged by fear, and ready to be inspired by what happens when you overcome those fears, you’ll want to tune in to this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Melissa Gersin for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! Are You Afraid To Ask For The Sale Because They Might Say NO? What if I told you that rejection in business actually means that you’re on the right track? Click here and learn 3 reasons why getting a NO means that you’re closer to a YES than you might think! Here are a few key secrets we talked about in this episode: Michelle introduces Melissa Gersin. Melissa shares about the Tranquilo Mat, and how she was inspired to make it. When Melissa first made the Tranquilo Mat, she was told NO that there was NO market, and that NO one would be interested! After she heard NO, Melissa set aside the idea for at least 6 months. Finally, she picked it back up again because she couldn’t let the idea go. “If everyone says it’s a bad idea, maybe there is value there. If it's half or less than half of the people say this is stupid and I don't care if they're an expert or not in the field you know if they give you a no they're just not your right audience they just don't get it.” ~ Melissa Gersin. That NO paved the way for Melissa to own her business: she did not have to work with the hospital that she worked with, since they had said NO. There are people out there who don’t want to see you succeed: you have to ignore their feedback. Even though they did not meet crowdfunding goals for the Tranquilo Mat, Melissa considers it a success. New people learned about the product! After the crowdfund was over, Melissa received devastating news: the manufacturer would not be able to pass inspections. Thankfully, they were able to find a backup manufacturer quickly. At first, Melissa was handling fulfillments herself, but knew that she would not be able to continue and be able to grow. She had two choices for amazon fulfillment: a bigger fulfillment company that was more expensive, and a smaller company with low costs. Even though it didn’t feel right to Melissa, she said YES to the smaller, less expensive company. Melissa knew that she made her choice because of a fear of failure: fear that her company wouldn’t grow, and wouldn’t be able to meet numbers that would make a larger fulfilment company a wise choice. Soon, Melissa learned that they had made a bad choice. Due to customer service issues, Tranquilo‘s Amazon ratings began to plummet. They had to act fast to get their inventory back from the fulfilment center. In business, don’t do handshake deals: get contracts! In the end, Melissa was able to retrieve her inventory, but it took some work. Melissa shares about her Shark Tank experience, including an embarrassing moment where she did math wrong while negotiating the contract. Trust your gut in your business: sometimes the decisions that you make won’t always make logical sense, but in the long run, you will be glad that you made the choices that you did. Melissa shares about the confidence that she has gained as an entrepreneur. “Trust your gut, and enjoy the ride!” ~ Melissa Gersin Melissa shares what she would tell her younger self. Connect with Melissa Gersin: Website Facebook Instagram LinkedIn Are You Afraid To Ask For The Sale Because They Might Say NO? What if I told you that rejection in business actually means that you’re on the right track? Click here and learn 3 reasons why getting a NO means that you’re closer to a YES than you might think! Music produced by Deejay-O  www.iamdeejayo.com

In 2011, Matthew Bliss re-created his grandfather’s design of the Modern Christmas Tree and made it available to the public. His grandfather was diagnosed with Alzheimer’s, and Bliss decided to show the tree. He made his debut at the Denver Modernism Show in 2011, and the Modern Christmas Tree was a hit!   Since then, the tree has been photographed in some of the most important Mid-Century Modern Homes in the United States. Modern Christmas Trees was also featured on ABCs Shark Tank where he scored a deal with Barbara Corcoran.   Tune in now to hear Matt’s inspiring story of carrying on his grandfather’s legacy and how he’s been able to handle such a seasonal business. He’ll also share how he was able to greatly increase his revenues by cutting out the retailer middle man and start selling direct to his niche customers.   If you’re ready to believe in yourself to make the difficult decisions required to be a successful entrepreneur, this bonus episode is for you! Connect with Matt Bliss and Modern Christmas Tree here. Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Matt Bliss for taking the time to chat with Michelle. Be sure to join us Monday, January 6th! Success Unfiltered is switch days and frequency! Be on the lookout for a new Success Unfiltered every other week, on Mondays.   Music produced by Deejay-O  www.iamdeejayo.com  

Do you freeze or panic when it comes time to ask for payment?   I know this part of the sales conversation can be really uncomfortable for some entrepreneurs…but it doesn’t have to be! In this Success Shortcut I’ll walk you through this part of closing the deal, and will even tell you exactly what to say to make sure that you walk away with payment in hand. If you’re tired of chasing people down for payments after they’ve already said YES to you, grab your notepad and take notes because this shortcut is for you.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

131 | Hunter Thompson Shares How to Work with Your Dream Investors When was the last time you said NO to a potential investor or client? Hunter Thompson is a full-time real estate investor and founder of Cash Flow Connections (CFC), a private equity firm based out of Los Angeles, CA. Since starting CFC, Hunter has helped more than 250 investors allocate capital to over 100 properties. He has personally raised more than $20M in private capital and controls more than $60M in commercial real estate. Hunter has been featured in Forbes, Globe St., Inside Self-Storage, as well as a variety of other media news outlets, podcasts, and radio shows. Hunter is also the host of the Cash Flow Connections Real Estate Podcast, which helps investors learn the intricacies of commercial real estate from the comfort of their home, car, or office. When you first start your business, until you have your investors and clients lined up, it can be tempting to work with anyone who is willing to give you money, whether it be an investor, client - if that person has a pulse and they say YES, you’re in! But that may backfire on you if they aren’t the exact type of person you can serve best. Let me give you a personal example: I coach accountants in specifically creating a sales system that also feels good. The type of person that I can best serve is someone with high-level services, looking to start charging more and working less by having a system to produce these results. The system that I teach requires a significant time investment: I give quite a bit of homework. After all, they’ll have to take action to see and get the results! When I’m on a call to see if a client will be a good fit, I have some questions that I ask. One of them is, “Are you willing to invest 4 hours per week in this program to help fix [whatever problems they share with me]?” Their answer to this question tells me if they’re going to be a good fit to work with me or not. If they truly only have an hour a week to invest, I know that they won’t be a good fit! They won’t be able to see results. NO matter how much money a potential investor or client has, if they don’t fit your parameters, it’s in your best interest to say NO! That’s why it is so important to vet potential clients and investors. It may seem weird to say NO to people who want to work with you. You will be able to work at a higher level with your ideal clientele when you say NO to people who are not your ideal client. This week’s guest on Success Unfiltered Podcast, Hunter Thompson, is a real estate investor. He’s raised millions of dollars, and refined exactly how to vet the perfect, long-term investors for his business.  If you’re feeling discouraged by finding less than ideal investors, you’ll want to tune in to this week’s episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Hunter Thompson for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how! Here are a few key secrets we talked about in this episode: Michelle introduces Hunter Thompson. Once you get used to hearing NO you are able to overcome it. If you’re not getting pushback, your goals aren’t big enough! Hunter shares about an investment opportunity he prepared for. He thought he had the perfect preparation, the perfect pitch, but everyone said NO! Follow up was key: when he followed up with people, a few said YES. From this experience, Hunter learned that he completely underestimated what it takes to build an environment where people would want to invest 5 figures with him. It takes more than just a good-looking website and a practiced pitch! Since then, Hunter has worked to establish himself as an authority, with a podcast, blog, and conference. “Friends and family money is usually important for a lot of young entrepreneurs, but it is almost never going to be the money that takes you to the next level.” ~ Hunter Thompson. Hunter’s advice: pick one thing that is going to take you to the next level, and focus on it, using time blocks. Pick out ten things to accomplish each day, put them on sticky notes, and eventually take away the extras until you have it pared down to ONE item that you focus on each and every day. That is what will help you scale your business. Hunter created networking events in the Los Angeles area: for his first event, about 30 people came. The next month, only 4 showed up! This was hard because these events were a huge part of Hunter’s business strategy, so people not coming was a huge NO! If you’re not being authentic in your messaging, people will know, and they will assume the worst. Remember that entrepreneurship is always 10 times harder than you think it will be, 10 times more capital intensive, and requires 10 times the relationships. Constantly engage in personal development: Hunter reads books to further his knowledge. When you’re working with investors, it’s a two-way street. You want investors who are the best fit for your business! Meaningful relationships will help you find those who are the best fit. Good prospective investors are people who has asked all the right questions from the start and know what they are saying YES to. Hunter sends anyone who has invested 6 figures or more a cool thank you gift - a step above a mug with a logo. This helps enforce that it’s a long term relationship. Sometimes Hunter has to say NO to future investors that aren’t a good fit: by making sure that these investors are in alignment with Hunter’s strategies, they are able to work with the best of the best. Hunter shares what he would tell his younger self. Connect with Hunter Thompson: Website Facebook Instagram LinkedIn It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how! Music produced by Deejay-O  www.iamdeejayo.com

It might sound hard to believe, but when it comes to getting investments in your business, not all money will be good money! There are a lot of things to think about when you’re trying to raise money for a business. In this Success Shortcut, I’m sharing some of the mistakes I made when raising money for my last business. I also share something of the questions you should ask yourself before taking someone’s money. If you’re thinking about how to raise money for a business, this Success Shortcut is for you!   Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new insight that will boost your confidence, take the stress out of selling, and help you level up your business and your life.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

130 | Monika Kochhar Teaches Us How to Train Our Mind for Optimistic Thinking Have you ever thought that something as simple as optimistic thinking could change the course of your business? Monika Kochhar is the CEO and Co-founder of SmartGift. She has launched, grew and led startups that transformed music, payments and commerce, and redefined customer experiences. Monika previously worked in finance in derivatives trading, selling and emerging markets for JP Morgan, BNP Paribas and Goldman Sachs. Monika attended Mount Holyoke College and the London School of Economics. In addition, she is an avid writer and speaker on payments, commerce, tech philosophy and women in entrepreneurship. She grew up in India and lives in NYC. When you hear NO, does it ever make you question your abilities? Or do you believe in yourself enough that hearing a NO slides right off your back? I’ve heard a lot of NO’s in my life!  From my job right out of college, FITzee Foods, or even with what I’m doing today! What keeps me going is that I believe in myself, and I live in a state of never-ending optimism.  I know, based on my past experiences, that it’s ok to hear a NO. It’s ok to face rejection. Every time I hear a NO, I look to learn what I can from the experience, and then move forward. When I closed FITzee Foods, it would have been easy to hang up my entrepreneur hat, close up shop, and start applying for corporate jobs. You’ve felt that way after hearing a NO, right? But, like you, I knew that there was something else bigger out there for me, and I believed in myself and said YES! The best part is, the more I believe in myself and keep pushing forward, the happier I become. I am so happy with how far I’ve come, and I absolutely love what I do. This week’s guest on Success Unfiltered, Monika Kochhar, is the founder of Smart Gift. When she first created Smart Gift, she reached out to several large brands and they said NO to being part of her network. Her belief in herself carried her through, and you wouldn’t believe that the companies that initially told her NO later reached out to her to be included in the Smart Gift lineup!  If you’re feeling discouraged from the NO’s you’re hearing, make sure that you tune into this episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Monika Kochhar for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! Why Do Most Business Strategies Fail? It’s not because they don’t work. It’s because you’re not READY for them to work. Before you can succeed, you’ve got to believe in yourself. And most of us don’t know how. But that’s all about to change! Let me show you my 3 best mindset hacks to help you raise your vibe, shift your thinking, and ultimately ROCK your business. Grab your copy right HERE and start believing in yourself, for REAL this time! Here are a few key secrets we talked about in this episode: Michelle introduces Monika Kochhar. Monika explains Smart Gift, and how the business works: it’s all about creating an experience during the gifting process! When you’re starting out and have no name recognition, it’s key that you remain in an ego-less state, so you can pitch, and learn from rejection. Monika shares about a crushing rejection from a big retailer. Instead of just taking the NO, Monika reached out and asked for feedback; and asked what it would have taken to get a YES from them.  Because she asked, and asked in an authentic way, they gave the feedback she requested! For Monika, taking, implementing and learning from that feedback was key. When you hear NO, it’s tempting to just ask for more time, five more minutes to show them why you are the best choice. Monika found that keeping it together and calmly asking for feedback was far more valuable. You have to know that this will work: have “blind faith” in yourself. You’ll also need a supportive team surrounding you! The feedback from that NO led to Monika and the team completely redoing their system, and making it better than ever. The more rejection you get, the more feedback that you get and are able to make yourself and your systems even better. Monika raised a little over $2 million dollars in the beginning stages of Smart Gift. Many investors said NO to funding Smart Gift, but Monika kept moving forward and still pulled it off. Moving forward was hard: Monika had to believe in herself with unbridled optimism, always pressing forward. When you hear NO, it can be tempting to start applying for corporate jobs. You want to create a frictionless experience for gaining new clients. Genuine conversations are a great part of the sales experience: they help create the chemistry for that perfect match. Ask directly for the deal: many people struggle with closing business because they don’t even actually ask for it.  You can’t help your ideal client unless you close the deal by asking! Monika shares what she would tell her younger self. Connect with Monika Kochhar: Website Facebook Instagram LinkedIn Twitter Why Do Most Business Strategies Fail? It’s not because they don’t work. It’s because you’re not READY for them to work. Before you can succeed, you’ve got to believe in yourself. And most of us don’t know how. But that’s all about to change! Let me show you my 3 best mindset hacks to help you raise your vibe, shift your thinking, and ultimately ROCK your business. Grab your copy right HERE and start believing in yourself, for REAL this time! Music produced by Deejay-O  www.iamdeejayo.com

Do you worry that you’re being annoying or bothering someone when you follow up?   There’s a professional and un-annoying way that you can persistently follow up, and the truth is people are counting on YOU to stay in touch and share what you have to offer! If you have the solution to someone’s problem, your persistence will be a win-win for everyone involved.   Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new insight that will boost your confidence, take the stress out of selling, and help you level up your business and your life.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

129 | Marcus Murphy Teaches Us That Failure Doesn’t Have to be a Death Sentence When someone says NO to you, what is your first thought? Marcus Murphy is an entrepreneur and sales expert who cares deeply about the flourishing and success of entrepreneurs. Marcus previously worked for Yelp in San Francisco, going from start-up to multi-billion dollar giant. He has also worked at Infusionsoft as the Global Partner Development Manager where he developed and broadened new international markets through strategic partnerships, and is a recognized instructor and speaker at LinkedIn. Currently, the Head of Business Development & Partnerships at DigitalMarketer, Marcus has pioneered new and effective techniques that enhance the results of the traditional inside sales model.  He believes a combination of inside sales, social selling, and strategic partnerships are the next generation of business growth. Marcus prides himself on his ability to connect with diverse and international audiences while captivating their attention with storytelling. Hearing a NO is a defining moment in your business, right? Whether it’s a supplier, investor, or customer, that NO is going to change how you move forward! Anyone good at sales is going to look at every NO as a learning opportunity: what can we learn from that NO? How can this NO teach us what to do in our next sales meeting, or pitch? I’ve heard a lot of NO’s in my career, and every single one of them has taught me something. Back when I was pitching Jamba Juice, to bring FITzee Foods into their stores. I thought we were on the way to a huge YES, but they told us NO. To make it worse, it was through email. Looking back with everything I’ve learned about sales since then, I can see a lot of improvement. There are so many steps to nurturing a sales relationship, and I’d skipped some along the way.  But failure isn’t just failure unless you choose to learn from it! Take lessons from the NO’s, and move on to your next win! This week’s guest on Success Unfiltered, Marcus Murphy, works with Digital Marketer. He’s heard a lot of NO’s in his career, and is here to share exactly what he has learned from those NO’s, and how you can learn from them too! If you’re feeling discouraged from the NO’s you’re hearing, make sure that you tune into this episode of Success Unfiltered! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Marcus Murphy for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! What Do You Do When The Client Says NO? Rejection in sales can be harsh. How do you get back in the game after one too many NOs? Learn how to get over the NO’s in this guide. Here are a few key secrets we talked about in this episode: Michelle introduces Marcus Murphy. Marcus shares about his sales history, from selling vacuum cleaners door-to-door, all the way to working for Yelp! “Rejection is so basic...we are in a culture of winning.” ~ Marcus Murphy Marcus shares about how he is a serial entrepreneur: rejection is in his DNA. Failure is a great learning tool, but if you don’t take the time to learn from it, it’s nothing more than just failure. Marcus shares the juicy details about how he landed a $30,000 deal as a marketer: he had a plan with blog posts and social media management. But because he didn’t communicate, he got fired from the job, and had to give $20,000 back.  The reason for that failure? It wasn’t about the numbers of the stats: it was HIM. They didn’t like Marcus and working with him.  The lesson to learn is that not everyone is going to like you; we’re all an acquired taste. “You can’t go into sales trying to dodge rejection. You need to embrace the fact that it is going to happen.” ~ Marcus Murphy Marcus advises that you should always assume that the first response will be NO, and keep an option in your back pocket. If someone says NO, then ask when was the last time that they spent that amount of money! Find out what would make it worth it to them.  You have to show your customers or clients the value, and build the hype and anticipation. The best salespeople are those who are comfortable with silence.  Help them to see what their lives would look like after your product or service. It’s all about creating the best before state and after state, and showing how you make your customer’s lives better. How can you appropriately sell to people? Marcus shares the steps of selling, and how you can break past the stigma of selling. Marcus encourages all of his sales reps that he works with to watch the movie, Patch Adams, to reinforce that first and foremost, it’s all about the people and the relationships. Marcus shares about the 12 stages of human intimacy, and how they relate to sales. When you’re in sales, all 12 of those steps are important, and help with closing the sale at the end. You can’t skip any of the steps: that’s where the stigma of sales comes from. Keep your core values at the front of everything that you do, and don’t be afraid to say NO to potential clients and customers who don’t fit those values. Keep looking for wins, especially in relationships. Some of Marcus’ best friends are the people he has made the most money. Marcus shares what he would tell his younger self. Connect with Marcus Murphy: Digital Marketer Website Facebook Instagram LinkedIn Twitter YouTube What Do You Do When The Client Says NO? Rejection in sales can be harsh. How do you get back in the game after one too many NOs? Learn how to get over the NO’s in this guide. Music produced by Deejay-O  www.iamdeejayo.com

Does your team or employees stress you out?   Hiring the right employees and building a successful team can be one of the most difficult parts of running a business. In this Success Shortcut, I’m sharing some of what I’ve learned about how to hire people the right way. I also talk about the shift I made in building my current team, and how it’s made a world of difference in our success (and the amount of fun we have!)   Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new insight that will boost your confidence, take the stress out of selling, and help you level up your business and your life.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

128 | Becca Brown Teaches Us to Serve Pizza with Our Sales Pitch Does your pitch ever feel like it’s falling flat? Becca Brown, the cofounder of Solemates, a brand of footwear solutions and accessories. Known for their flagship product that was featured on Shark Tank (a patented high heel cap that prevents high heels from sinking into grass and getting damaged), they make products that make you more comfortable in your shoes.  Solemates was born out of personal necessity - they were tired of ruining their shoes! Becca has a passion for entrepreneurship and loves supporting other aspiring entrepreneurs achieve their dreams. Have you ever watched the movie Hitch? I don’t watch a lot of TV, but I do love movies! I was recently on a plane and ended up watching Hitch. In this movie, Will Smith stars as a dating coach.  One of his clients wants to get the attention of the woman he likes and calls on Hitch to help. Together, they study the woman: what does she like? What is important to her? What will speak to her? Hitch isn’t there to make them fall in love. If you could call a relationship a fire, Hitch was the one to help them find that spark, to know if it truly would catch. The research that Hitch and his clients did helped them to be able to light that spark and see what would happen. As we’re pitching investors, customers, and brands, we need to find how to light that spark, and sometimes, it requires an extra level of creativity. This week’s guest on Success Unfiltered, Becca Brown, is the co-founder of Solemates, a line of shoe accessories specifically designed to keep high heels from sinking into the grass. When Becca was exploring creative ways to be carried in David’s Bridal, she ended up catching the approval of Oprah instead! How did she get their attention? You’ll have to listen to find out! HINT! It has to do with Pizza! Be inspired to think outside the box when you connect with your ideal clients: make sure that you tune into this episode of Success Unfiltered to learn new ways and ideas to connect! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Becca Brown for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! What Makes The Pitch Perfect? Do you love what you do but don’t know how to tell people about? Stop stressing over the perfect pitch! Get on that elevator with confidence and tell the world what you do with style. Grab my FREE Guide 3 Steps To ROCK Your Pitch (And Get More Sales)! Here are a few key secrets we talked about in this episode: Michelle introduces Becca Brown, Shark Tank vet of the month. Becca describes Solemates, her brand of shoe accessories to help keep high heels from sinking when walking on grass. Becca and her business partner, Monica, came up with the idea when at Columbia Business School. For a class project, they presented the idea and the business plan. The retail expert giving feedback said that NO one would be interested in putting an ugly piece of plastic on a high heel.  It was hurtful and disappointing to hear that, especially at the beginning of their entrepreneurial journey, but Becca and Monica decided to turn that NO into fuel to keep themselves going! “To offset disappointment, go back to basics. Figure out what things you can take personal satisfaction and confidence off of on a daily basis. It sounds cliche, but know yourself.” ~ Becca Brown “Knowing yourself doesn’t make you bulletproof against rejections because you’re human. It just gives you the tools to be able to get back to that confident base.”  ~ Becca Brown Becca shares about her Shark Tank experience, and how it was surprising that the first Shark to say NO was the woman who wore high heels. Preparation was the key to staying calm and cool and collected in the face of rejection. Becca and Monica took media training before they appeared on Shark Tank: the goal was to learn how to be calm when uncomfortable, and they were equipped to handle whatever came their way. One particular key point was to be mindful of facial expressions, especially their resting expression. Some of the first customers of Solemates were bridal boutiques. They had their sights set on David’s Bridal, but it was difficult to get into stores like David’s Bridal.  They had to come up with a persuasive sales pitch to get the attention of David’s Bridal, so they sought out bridal shows, other retailers, and “confidence builders.” Every situation requires a different approach, Becca shares. In order to stand out, you can’t use a one size fits all way of doing things. Don’t be afraid to use common interests to connect: if you wanted to connect with Becca, you’d want to talk about cycling because she shares so much about her love for cycling. Think outside the box: check out other social media platforms. What are some of your mutual LinkedIn connections? Do you know someone who knows the person you’re trying to connect with? Solemates was promoted by Oprah because Becca was creative in how she connected! By ordering the staff their favorite pizza, they delivered her media kit to the key person she needed to connect with, that is the kind of sales talk that can get you places you have never been! Like Oprah featuring your product. Becca shares what she would tell her younger self. Contact Becca Brown: Website Facebook Instagram Pinterest Twitter YouTube What Makes The Pitch Perfect? Do you love what you do but don’t know how to tell people about? Stop stressing over the perfect pitch! Get on that elevator with confidence and tell the world what you do with style. Grab my FREE Guide 3 Steps To ROCK Your Pitch (And Get More Sales)! Music produced by Deejay-O  www.iamdeejayo.com

Do you know the #1 things investors look for? One of the little known secrets of the investment world is that investors don’t invest in products - they invest in people! That means you’re also going to have to sell yourself when you approach investors for your business. In this Success Shortcut, I talk about the biggest mistake people make when trying to sell themselves to investors, and I also share some of the questions you’re going to need to answer during your pitch to show your investors exactly what’s in it for them.   Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new insight that will boost your confidence, take the stress out of selling, and help you level up your business and your life.    To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.    This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.    Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.    If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.

127 | Steve Sims Shares How Rapport Can Take You from Rags to Riches   Who is your ideal client, and how can you best build rapport with them?   When it comes to getting things done, Founder & CEO of theBLUEFISH.com Steve Sims is your man. He runs a luxury concierge company and if you take a quick look at things he has arranged for his clients, you’ll understand why his company is in such high demand.   Forbes Magazine called Steve “The Modern Day Wizard of Oz” but, talking to him you wouldn’t think that. Steve grew up a bricklayer from London and despite his success, is still very much rooted to the ground. Steve believes that relationships are everything!   Who is your ideal client? You’ve probably spent time studying them; getting to know what makes them tick. What will make them say YES to what you have to offer?    When you focus on serving them with everything you’ve got, and ensure that everything that you do is for them, you will see results!   It can be tempting, though, to branch off.    With my brand, The Pitch Queen, I coach accountants on how improving their sales will skyrocket their revenue. We work through the sales process, and strategies they can implement so they nail their sales conversations, work less, and make more money!   But here’s the thing: every entrepreneur wants and needs to learn sales! So sometimes, it’s easy to get distracted: “If I just expanded my offerings to include…” Maybe you’re looking at needing a big client, or you’re desperate for some revenue… that tends to come back to bite you!   Sometimes the answer is YES, you do need to expand! But you need to know how to read the signs and know when you are stepping away from your niche, taking on the wrong type of client, outselling yourself, and compromising who you are.    As an entrepreneur, when you are in your “sweet spot,” you will know it, and that makes all the difference in your business, helping you avoid burnout, and actually enjoying the process of being an entrepreneur.   This week’s guest on Success Unfiltered, Steve Sims, is a concierge of high-level experiences for the rich. If you want the pope to officiate your wedding, or to party with Elton John, Steve is who you call! He found himself reaching out to a group that was outside of his usual clientele, and had to say NO and reset his business, going back to his roots and serving others at his best.   Be inspired to serve your ideal clientele at your best: make sure that you tune into this episode of Success Unfiltered! And you know that when it comes to planning my wedding, I’m totally calling Steve.   Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Steve Sims for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!   PS. How Do You Make REAL Business Connections In An Online World? The online business world sometimes feels like a huge party where everybody’s talking, but nobody’s listening. How do you make genuine connections with real people in a place that feels fast-paced, impersonal, and anonymous? It’s not as hard as it sounds. My FREE guide will give you the skinny on showing up as YOU, making connections with class, and starting relationships online that will lead to “IRL” sales success. Grab “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales)!” right HERE! Here are a few key secrets we talked about in this episode: Michelle introduces Steve Sims. Self-doubt has been Steve’s biggest obstacle: why would people choose him? He went on a 3 day drinking binge because he doubted himself. Steve realized that he didn’t look the part: his clients would show up in Ferraris, and he’d be on a motorcycle. To fit in, he bought a Ferrari for an event in Monaco, and took a picture of himself with a giant luxury yacht in the background. When he got the pictures back, he realized: “that isn’t ME.” After realizing that he had sold himself out, allowing himself to be changed to fit other’s perceptions, he went on his drinking spree. He realized that he had put the dollar above his sense of self. “I was losing my ability to connect [with my clients] because they saw value in stuff that I didn’t.” ~ Steve Sims The key is understanding what your client actually wants, by taking the time to establish rapport. When Steve came out of his “bender,” he changed everything. Went back to his roots, his former way of doing things. YES, he lost money (he saw a 40% dip in revenue!), but he found a more satisfying life as he served his ideal client that he knew and understood. Your ability to connect with your clients is directly connected to your revenue. Surrounding yourself with the right circle is key to realignment. “We surf the tides that we initiate the swells on.” ~ Steve Sims When you’ve gotten out of alignment with your niche, purpose, and values, the realignment process is hard, and takes a lot of work. Find ways to remove the friction in your life. The advice that Steve got from his dad helped him as he realigned his business: “Son, no one drowned by falling into the water. They drowned by staying in.” “I was drowning, and I had the choice to stay in or get out.” ~ Steve Sims “You’ve got to have community….No one wins alone.” ~ Steve Sims Steve compares his experience to a very expensive MBA program. We’re attracted to shiny objects: it’s important to look at them and see, do they align with me? Are they a good fit? Do I even like them? If the answer is NO, then don’t do it! “If there’s all bells and whistles and ticker tape, it might be trying to hide something.” ~ Steve Sims Instead of simply asking clients for feedback, Steve starts out with “What did I do wrong?” This changes the way that they respond, and helps them think differently to give more valuable feedback. That way they don’t just gush and call it amazing. Steve shares what he would tell his younger self. Connect with Steve Sims: Website Facebook Instagram Twitter YouTube PS. How Do You Make REAL Business Connections In An Online World? The online business world sometimes feels like a huge party where everybody’s talking, but nobody’s listening. How do you make genuine connections with real people in a place that feels fast-paced, impersonal, and anonymous? It’s not as hard as it sounds. My FREE guide will give you the skinny on showing up as YOU, making connections with class, and starting relationships online that will lead to “IRL” sales success. Grab “How To Build Relationships Online: Your Checklist For TRUE Connections (And REAL Sales)!” right HERE! Music produced by Deejay-O  www.iamdeejayo.com

How often do you actually ask someone to work with you? This is one of the biggest mistakes I see entrepreneurs making in sales! It might sound like a no-brainer, but so many people skip this simple step. In this Success Shortcut, I share why this step is so important and how you can practice making the ask more often with 2 ideas you can start with today! If you have trouble hitting the ask button with potential clients, this episode is for you.  Enjoy today’s Success Shortcut and thank you for listening! Join me every Saturday for a new insight that will boost your confidence, take the stress out of selling, and help you level up your business and your life.  To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Share the show with a friend, family member, or another entrepreneur! Are you ready to take your life and business to the next level? If you have big dreams of success, I have something for you. I’ve put together a special program to help you develop the mindset of some of the most successful people on the planet. It’s called Success Unfiltered Online: How to Think and Act like an 8-figure Entrepreneur.  This is the real world stuff I’ve learned from 20+ years of entrepreneurship and also having had the benefit of having deep conversations with many other 8-figure entrepreneurs on this podcast, Success Unfiltered.  Regardless of where you are today, even if you are struggling as an entrepreneur. These insights will help you take your business to the next level because it’s what the most successful people on the planet rely on to grow their business to 8-figures and beyond, and make all their dreams come true.  If you’re ready to start acting and thinking like an 8-figure entrepreneur, head over to 8figuretips.com to learn more.