Interview of Macy McNeely, Founder of Sales Girls

Thank you to this episode’s sponsor, Schantz’s Home Improvement: schantzhomeimprovement.com.

Episode Summary:

In the latest episode of the InPowered Women’s Podcast, host Sharon Lee interviews Macy McNeely. Macy McNeely, founder of Sales Girls, shares her journey from resisting her father’s sales teachings to becoming a successful saleswoman in network marketing. The episode highlights the power of mastering sales skills for personal and professional empowerment, emphasizing persistence, mentorship, and effective communication. The podcast also explores the entrepreneurial mindset, comparing it to climbing a summit where true success comes from perseverance. It emphasizes the importance of emotionally engaging sales events that transform participants’ beliefs and create lasting impact. Macy also discusses personal growth through sales, the benefits of group coaching, and her goal of building a $20 million business while balancing motherhood. She reflects on being a role model for her children, the influence of mentorship, and the challenges of leadership, focusing on shaping her CEO role based on personal vision while balancing work and family life.

Insights from this episode:

• Macy McNeely’s transformative journey from resisting her father’s sales teachings to becoming a successful saleswoman demonstrates how embracing key lessons can lead to personal and professional empowerment. Her initial resistance transformed into a powerful drive for success in network marketing.
• Mastering sales skills is highlighted as a crucial factor for empowerment in both personal and professional realms. Effective communication and persistence in sales can greatly impact one’s financial success and personal fulfillment.
• The podcast compares the entrepreneurial journey to climbing a summit, emphasizing that true success comes from perseverance and overcoming challenges, rather than seeking shortcuts or easier paths.
• Emphasis on how hosting transformative sales events that engage participants emotionally is essential. The focus should be on changing attendees’ beliefs and creating a vision for their future, rather than merely teaching tactics.
• Emphasis placed on the importance of credibility, tone, and keeping content relevant to maintain its impact.
• Group coaching is valuable for learning from others’ experiences and questions. This collaborative approach can lead to powerful personal and professional growth.
• Macy reflects on her desire to be a role model for her children, blending wisdom with financial success. Her vision includes being admired and sought out for advice by her family and others.
• The episode discusses the challenges of leadership and the importance of shaping one’s CEO role based on personal vision. Macy emphasizes that effective leadership requires balancing professional ambitions with personal well-being and family life.
  
  

Quotes from the Show:

Resources Mentioned:

• The SalesGirls
• Five-Day Sales Challenge

Episode Transcript:

Speaker 1

Welcome to the Empowered Women’s podcast, where we tell the stories of Unstoppable female leaders who Excel, uplift, and secure a clearer path for female leaders in the future. I’m your host, Sharon Lee.

Speaker 1

Hi, and welcome to the InPowered Women podcast. I am so excited for today. We are in studio. We have a studio audience. Everybody Hey, hey. Listen to that. I think I’m going to get my game show host vibe going here.

Speaker 2

You will never want to record content a different way ever again. I know. It’s the best. This is the best.

Speaker 1

Before we get started, though, I do want to thank our sponsor. Today’s sponsor is Shantz Home Improvement. They’ve been around since the year 2000 doing external home improvements such as roofing and siding and windows and gutters. A lot of contractors will only do full replacements for your roof. Not them. If you need a repair, they will do that for you. That’s a unique thing that they will do. So give them a call. Don’t take a chance. Trust Shantz. With that, I have a great empowered woman here I’d like to welcome, and that is Macy McNeely. Hi.

Speaker 2

Hey, I’m glad to be here.

Speaker 1

I just welcomed you to your own studio. I love it. I think the welcome should have probably been a thank you and not a welcome. I love it.

Speaker 2

Thank you for interviewing me. This is amazing.

Speaker 1

Yeah, I’m so glad for you to be here. Tell me what Sales Girls is.

Speaker 2

We They are an organization that creates Sales Girls, women that people want to buy from before they even know what they’re selling. They’re the person that is incredibly credible and charismatic and enthusiastic, but also incredibly competent, able to use their words to guide people into action and to influence and to persuade.

Speaker 1

Okay, just a little undertaking.

Speaker 2

I’m so passionate about really developing Sales Girls because everything in your life gets better. When you can use your words to move people, and use your presence to make people just want to follow you wherever you go, it’s like everything is easier, whether you’re in a PTO meeting or you’re leading a huge organization or you are trying to get your toddler to brush their teeth.

Speaker 1

That’s right. As a mom of boys, this is like, Spider-Man, with great power comes great responsibility.

Speaker 2

Amen. It’s huge.

Speaker 1

But you weren’t always a Sales girl, right? No. Let’s back up just a second and talk about how you got here and what your vision was.

Speaker 2

I was definitely not a Sales Girl, that’s for sure. I grew up, I like to say, in a sales cultured home, but I didn’t know it was a sales cultured home all the time. I just knew I had a dad that ran a business. I mean, I had these little memories that I loved hearing the garage door open in the afternoon because I couldn’t wait for him to get home. I loved the way he smelled. I was always so proud of him coming to my school. He would come have lunch with me sometimes, and he always had his nice shirt on. It was so thick. I remember hugging him and just be like, He smells so good. His shirt feels so nice. I would always be like, This is my dad. So proud to call him my dad.

Speaker 1

But did you tell everybody what he did?

Speaker 2

Oh, I had no idea. I never knew. I never knew what he did, ever. I loved going to the office with him. I would wear a poncho. Do you guys remember ponchos? Yeah. Okay, a pink poncho. I actually would wear glasses, and I always had a notebook. I actually found my notebook that said in seven-year-old writing, sales something. It was like, sales something, and it had all these bullets because he would always train people in sales. I got to address envelopes. Even let me answer the phone sometimes. I mean, I just loved it. I’ve always loved just work. He would always be the one that was really easy to talk to, super wise, and helps me make my own decisions. There’s the parents who are like, Do what I say. This is my house. Take it or leave it. But with him, it would be more of a back and forth helping me come to a conclusion that was best for me all the time. As I got older and I was trying to decide what I wanted to do in high school and go to college, I was like, What’s your degree? What decision are you going to make for the rest of your life?

Which is insane, right? But he would always talk to me about, Hey, you really need know how to sell. You really need to know how to sell. And I’m like, Dad, I love you. I look up to you, and you were old. And you are not cool. I’m not doing what you do. You don’t need to be really cool, but now you’re not.

You’re a teenager. Now that I know better, whatever you’re doing, I won’t be doing that. So no. And he tried so hard. He would bring workbooks and projectors to our beach trips. He would turn on audiobooks in the car, in the house. I’ve told stories about how my now husband, but my boyfriend at the time, and he would make us beautiful dinners, but we’d have to eat in silence and listen to The Psychology of Winning by Dennis White. He would say, If you’re going to come in my house and have dinner, we’re going to listen to this together, and then we’ll talk about it in the living room afterwards.

Speaker 1

Let’s see, why does she not have a prom date?

Speaker 2

He didn’t figure this out. Luckily, the guy that I brought was into it, so that’s a good thing. He just really was so passionate about not just passing down wealth, but passing down the software that created the wealth. I think he knew, My Girls, whatever they end up doing, whatever, if they have this software in their brain, they can make whatever they want to do work, period. It wasn’t until I graduated college and I went into ministry and had total career disappointment. So hard my entire life had to be the best in sports. I could not just participate. If I were in the sports, were you in? Tennis and cheerleading, but tennis I, specifically, had to be the number one player. I could not survive. I always worked so hard in sports, worked so hard in school. I had gotten married, and then I am in this job, and I’m like, Wait a minute. All of the best parts of my life are over. Oh. All of my accolades, all my accomplishments, all of my big high pressure moments are just over.

Speaker 1

Except for the fact that you could have the super kid. That’s true. There you go. That’s true.

Speaker 2

But I was so sad. I was like, Oh, my gosh, should I just come in? I sit in this cube? But now that I look back on it, I’m like, If I had sales skills, I think I could have gotten really excited about my work. Now, when I look back, that I didn’t have sales skills, I didn’t understand that you can make anything matter to you with the ability to sell.

Speaker 1

And literally any job boils down to sales.

Speaker 2

I know.

Speaker 1

There is an aerospace engineer in the room. But when it comes down to it, she’s a Sales Girl.

Speaker 2

A hundred %. There you go. Just being in that role, I was so naggy to my husband because he was in sales. He was like, love in life in the game. He’s like, getting up early and doing this thing. And I’m like, why are you so happy about it? It just wasn’t a good situation until I saw this girl posting on Instagram talking about how she could make all the money in the world just by sharing her life on Instagram. And I was like, Okay, that’s the movie I’m supposed to be in right there. I can totally turn it on. I’m likable. I can talk to anybody. Ready? Boom, that’s it right there. I actually met with her at a coffee shop. I cannot believe I did this, but I met with her at a coffee shop, and she started telling me about network marketing, and I had never even heard of network marketing before. Can you believe that there was a universe in which people did not know what that was? I didn’t know what it was. But I was like, Oh, this is so easy. I’m going to do it. And she said, All you got to do is share your life.

That’s all you got to do. And that, my friend, is what I did. Now, it sounds cute and fun. It was incredibly painful. That was a very painful season. It was your product. It was like protein shakes. Health. I love health. So I was all into But this scrutiny I went through of people making fun of me, of showing my face at my job. There was someone that literally came to my house and she was like, Hey, I just want you to know your boss is talking about you in your break room. People are making fun of you. You might want to either stop. It was so excruciating. It really was.

Speaker 1

From the standpoint that you were just sharing.

Speaker 2

It’s embarrassing. When it’s not working, it’s embarrassing. Can I get an amen? Amen to that. It was really challenging. But I was just not willing to live the that was disappointment. That’s what it felt like to me. My dad was watching me on Instagram as my loving, supportive dad. I would go to his house, show him what I was doing and show him what I was learning. He was like, Maybe I’m so proud of you. You’re doing so amazing. There’s always a little and. He was coming off really ashamed of selling. I was like, What are you talking about? And he was like, You’re just hiding. I was like, I literally show him my face every single day. What are you talking about? I’m working so hard busting my tail. And he’s like, You’re talking about everything except what you sell. I was like, You’re wrong. It’s called curiosity marketing. Don’t you know? And then I would, of course, when you go to sleep at night and you replay conversations, you’re like, Dang it, I think you might be right. I went back to him and I said, Okay, I think I want to learn.

I had to really decide, am I going to make this work or not? He was my last-stitch effort. Now the ball is his court. He was like, Okay, under one condition. I said, Okay, what’s the condition? He said, You put away everything else. Put away YouTube, put away books, put away podcast. Listen only to me. Now when I look back, I’m like, Oh, he knows that the only way to install a software is if you have full focus. If you start getting software content from other people, it taints the purity of the software that you really need installed in your brain. I said, Okay. I did that exact thing. I went, in fact, in this building, upstairs in this office, I sat beside him. He had actually had a training that he had been building for three decades for his staff. The thing that I told you that I had all my notes about, he’d been teaching it. He had all these spreadsheets, decades and decades of spiritual content, like scripture, personal development and sales, all mixed in. Every day, he would teach me a little bit and we’d role play, and I’d practice, and then I’d go on Instagram and I’d do the exact thing I practice with him.

It’s six months every day, clockwork. I was having so much fun. I told you my husband, he had a pep in his step. I started having a pep in my step. I wanted to get up early. I wish you could see my dining room table. It was full of books and printed documents and all these notes that I had taken from him, and I would just study. I couldn’t wait to get in the game. I felt like I had the rules to a board game. Have you ever played a game and you’re the only one that doesn’t know how to play? Oh, yeah. Or you’re the only one that does know how to play. Yeah. And you’re like, I have the competitive advantage here. What is going on? That’s what was happening. I was like, Oh, I have the rules. Six months in, I had my first $10,000 a month. And when you’re making like 35 grand, you’re like, Oh, my gosh. Which wouldn’t sell it? He’s just working.

Speaker 1

And they’re not making fun of you in the break room anymore.

Speaker 2

Probably. Probably. The way that I do not care. I’m like, Please do. It honestly helps me keep staying fired up. My biggest aha moment was, Wait a minute. Wait a minute. So you’re telling me I didn’t have to sell something different. I didn’t have to burn everything down. I didn’t have to change anything. All I had to do was keep talking on Instagram, but speak with skill. What? Are you kidding me? That’s when the light bulb went off and I was like, Oh, my gosh, I have something spectacular. When you’re like, How did you become a sales girl? Sales changed my life. Sales gave me the pep in my step. It gave me the software. It gave me the rules to the game, and it gave me the control to literally make the money that I want to make so that I can make the decisions. The last thing that I’m going to do is sit there and look at my kid and say, We I can’t do this because we don’t have the money. You can’t play tennis. You can’t play golf. You can’t have all the raspberries that you want. It’s a no for me.

To be able to have my own control and destiny for my family, absolutely life-changing.

Speaker 1

I love that. How long did you stay in network marketing? Are you about to sell me a protein shake right now? No. You’re still doing it? No.

Speaker 2

Okay. I don’t even know what that situation is. But one time I went to Starbucks, I was so in my sales mojo. When you have this software in your mind, all you can think about is what you can offer What’s the payoff for them? What’s in it for them? I would look at a jar of salsa and I’m like, What would be the payoff of someone having this salsa versus that? I’m just always in this frame of mind of communicating what could be possible for someone. I went to Starbucks, and this girl, I was asking for my tall, skinny vanilla latte, extra hot, and she was like, Oh, we’re out of vanilla. I was like, Wait, what? You think about what I can’t have? You don’t think about what I could have? You don’t think about an offer that you could give me? You don’t think about a future that I could have that I don’t even know? What? You don’t think like I do? It was in my moment where I was like, Oh, my gosh, I’m living in a world by myself. Everybody else is thinking in lack. Everyone else is thinking about just doing their job what they’re supposed to.

I have something that could benefit everybody. That’s when the light went off for me and I was like, I have to do this. That was the feeling of this is my calling, this is my assignment to do this. It almost felt like a burden at the time because I knew I was about to sell something that nobody was going to want initially, and I had to create their need and turn it into a want, which is a totally different ball game right there. I was just like, Okay, I’m about to do this. And so there she went.

Speaker 1

That is like eating the whole elephant at one time. As far as how you’re thinking about it, what was those first few bites that got you started where you’re going, Okay, I’m actually creating something here.

Speaker 2

Yeah. So I went back to my dad and I said, Hey, will you help me do this?

Speaker 1

Did he own his own business? Oh, yeah. So he was just going to help you out.

Speaker 2

Whether he wanted to or not, it happened. And he said, I’ll help you if and only if, of course, this condition, people have a really clear structure to be able to practice like you did, which in the online world is a very challenging feat because there’s just a lot more complexity and there’s a lot more coaching, and a lot more frameworks, and a lot more one-on-one touch. It’s just a lot more, but it’s worth it for sure. For sure. So we actually took an entire year. You remember all those spreadsheets? Took all those spreadsheets and started to organize it and categorize it, and it was a lot. It took us about a year to do that. But throughout that time of organizing it, every single day, I got on Instagram stories and I started selling the value of knowing sales skills. That That whole process is turning someone’s need into a one. How can I make them want this?

Speaker 1

At this point, you’re not selling them a program or a belief or something.

Speaker 2

You’re selling a belief. Beliefs are actually the most important things that you can sell because someone’s identity is made up of beliefs. If you identify But if I as someone, it’s like a byproduct to do the things. For example, when I used to go to the gym at 5:00 AM, you see the same people at the same time every single day early in the morning. I saw this man, bless his heart, he was probably in his 60s or 70s, and he was there every single day. He got on the stair master beside me one morning, and I just looked at him and I jokingly said, Fancy seeing you here. He looked at me and he said, Today was supposed to be my rest day, but I’m a 5:00 AM-er, and so I’m here. He identified as a 5:00 AM-er, and he’s like, I can’t help but be here. It’s just who I am. It’s just a byproduct. It’s like when you identify as a mom, there’s just natural things that you just do. You just clean up snot and just picked up a random crying baby before as a natural reaction that was beside me.

I’m just a mom. Before I was a mom, I’d be like, Who’s a kid is that? But when you become somebody different, you just do things different. So when you sell beliefs, that feeds into a new identity, and the natural identity shift makes them do things. And what I wanted them to do was buy my offer, which is to help them master sales skills. I didn’t know I was helping people identify as a Sales Girl at the time, but that’s exactly what I was doing. What’s so great about Instagram stories, and if you’re new, I highly recommend Instagram stories, is it is so low risk to just take a swing at the plate. No barriers. If you’re like, I don’t know how to edit. I don’t know how to put sounds. I don’t know how to make No barriers. You literally just pull it up and quit conversation. People are probably a little more scared to comment on a reel, but they’ll DM you. This is private, and they feel more safe doing that. When you are able to get in conversations with people, you can hear what the market is saying and then adjust your next message.

Speaker 1

Well, in fact, I follow you on Instagram, and one of the messages you’re going to have to remind me, but I do remember every mom can relate to spit up on your shoulder. You could use that as an excuse for, Okay, today is not my day. I think that your overarching message is so much spit on your shoulder, you just do it, right? Maybe I butchered what your message was. Yeah, well, that’s exactly right.

Speaker 2

Well, Kat had just had a baby, and she’s my girly. I have two kids, one and three now. The thing is, the reason we even talk about spit up, it’s not even just the spit up, it’s the identity of a mom. We love talking about motherhood and entrepreneurship and how they actually go together like peanut butter and jelly. They are amazing combinations. What’s cool about being a new mom, specifically, is that first year of motherhood good is when your brain is the most neuroplastic and it starts to rewire the most. You can use that time. Everyone’s a mom in here, not everybody. I don’t know. Wave at me if you’re a mom in here. Okay. Oh, my gosh, that’s amazing. Oh, yeah. So you know that before you’re a mom, you might not even hear a baby cry at all. And then after you’re a mom, you hear it from miles away, and you’re like, Oh, my gosh, I know what age that baby is. I could tell it’s probably hungry. Where is it? And then you also see dangerous situations so much. Oh, for sure. You’re like, Will my child fall from their crib outside the banister?

Is that possible? Kat was on a cruise, and she was like, I literally am envisioning my kid falling off this cruise, and he’s not even here. All you do is see danger, and that’s your brain rewiring to protect your baby. It’s amazing. God made us this way. How can you use that time to rewire your brain really intentionally and to install productive software as well as motherhood software?

Speaker 1

Which is so amazing because these would be two totally different things in my brain. You’re talking about your selling of belief. I can see exactly what you’re talking about. I just would have never thought about it. I think of that first year as sleep-deprived.

Speaker 2

Yeah, that too. Don’t worry about saying that’s what happened, too.

Speaker 1

I can’t take it on anything else.

Speaker 2

Yeah, and it’s not even maintaining and nurturing and growth. With sleep deprivation is you’re awake a lot. It’s true. It’s really easy just to throw an air pot in and just to listen to something as you’re feeding your baby. Here’s the thing, okay? Your brain is always going to look for a problem to solve. Always. If there aren’t any problems, it’s going to create a problem. I don’t know if you know people who will be like, Six months ago, someone said this to me and it just totally bothered me. They don’t have any productive problems to solve for the future, so they’re thinking about a problem that happened six months ago. That’s their natural human instinct to try to solve something that’s not even worth their time. When you’re a new mom, I’m creating all these problems and possible situations that could potentially happen and creating all this worry that’s really irrelevant and painful. I like to create actual problems to solve, which are money-making problems. When I’m going to sleep at night or when I’m in the shower, I can think about, Oh, my kid might trip and fall in shoes tomorrow, which could happen.

But that’s a little how people frame things. It’s like, What if they trip and fall, they hurt their knee? You just go into this spiral or you create the problem to solve of, Man, I really want to hit $2 million next quarter. What are some levers to pull to do this? Do you see how your brain is going to do that one way or the other? Let’s just create really productive problems and chew on those versus chewing on things that are going to totally make you spiral, unnecessarily.

Speaker 1

I like that. I got to let that marinate for a minute. Speaking of creating things, this is totally off into a different direction. But when I first learned about the Sales Girls, I saw the sales girls summit. When you’re talking about creating something, we’re jumping ahead in your story. Tell me a little bit about that and why you decided this was going to be the right time and what the messaging and how are you going to put it all together.

Speaker 2

Sales Girls Summit was our very first conference. We’ve always done little events, but a conference… Have you ever put a conference on? Oh, yes. It’s a lot of work. She’s hefty. Yeah, she’s hefty.

Speaker 1

She’s a big girl.

Speaker 2

It’s so funny. Anyone who puts on events, on the way to the event, they’re like, I’m never doing this again. I think the morning I called Kat and said, This is our one and done. After day one, I’m like, Oh, baby, what’s the next one? This is going to be so amazing. I’m like, Oh, yeah, this is what we’re about to do. It’s just so challenging, and I think that’s the very reason to do it. I like to say nothing makes you meet yourself more than putting on a conference, than putting on an event. Also, I think events are one of the best ways to transform people. By far, nothing can replicate an in-person versus virtual. Nothing can replicate an in-person event because what ends up happening is so emersion creates conversion. Not just conversion of a sale, but conversion of their mind, of their spirit, of their identity. If you wanted to go learn a language, what would someone tell you the best way to do that? Immersion, for sure. Go get a one-way ticket and don’t come back until you’ve learned the language. Because you are immersed in the culture, you have no other option but to learn, and the culture changes you.

Not the content, but the culture. When you go into a room in a world in someone else’s arena, it transforms you. And that’s what you want. You to transform people. You don’t want to inform people. And a lot of people will host events, and they’ll do workshops, and they’ll do master class to inform people. I promise you, they are not being changed. They are taking notes, and they’re like, Oh, this is so helpful. And they go and they do the exact same thing they’ve always done.

Speaker 1

So did you start with a theme?

Speaker 2

Like, this was the belief system that we want to- Well, the good news about staying put for a minute. A lot of people bounce around on their business ideas and different offers that they create. When you stay put on a belief, our belief is sales skills, our life skills, mastery of sales skills will change your life. We’ve been there for six years. We will always have something about mastery of sales skills. It’s just what is the angle and what is the flavor of this one? The more you can constrain yourself, the more innovative you have to be, That’s exactly what we did. I think we named it Sales Girl Summit for no other reason than it sounded good. At first, we usually named things, and then we created meaning behind it. I think it was a few days before even. We were like, Okay, let’s think about a summit. I’ll tell you what, entrepreneurship is challenging. It is so hard. What most people do, they’re climbing up this summit, climbing up this new world that they want to experience, and it’s really hard, and it’s really painful, and your legs burn, and your back hurts, you’re tired. People want relief, so they sit down. They take a break, they do something different, they go and find a different summit when the real relief is just at the top.

What does it look like and how can you really get yourself to the top further, faster in an enjoyable way? We talked about the summit, but also all the value before the summit and how the valley is full of fresh water. That’s where flowers grow and that’s where people gather. That’s where people sit and rest. There’s just so many beautiful analogies with the summit. We tied that in last minute, to be honest. We knew going in, we wanted people to walk away believing that when they become a Sales Girl, their life changes forever. I’ll tell you what, that’s exactly what we did.

Speaker 1

This was multi-day, too. This wasn’t just you and Kat speaking, right? You brought in other speakers and that thing. When you were looking for other speakers, so you know what you’re brand is. What were you thinking? How do I fill those gaps and that thing? What types of things were you looking for?

Speaker 2

This was a sales event. I just want to talk about sales events for just a second. For those of you who are thinking about sitting on a conference or looking at conferences to go to, when you When you’re on a conference with a sales event mindset, you will transform people more than ever before. Because like I said, information teaches people. When you teach content, it makes people think and it makes their brain hurt, and it makes them slow down, and makes their eyes People are squinting at you like this. You only want them squinting at you like that when you’re actually delivering on your offer. When you’re actually teaching them the thing that you sold them, that you’re going to teach them, they can squint at you. They can be confused, they can be overwhelmed, they can deal with all of that. But in the sales event, they need to be like this the whole time, writing stuff down and saying, Oh, my gosh, yes, I never thought about it that way. Their mind needs to be like, Wait a minute. Have I been lied to you my whole life? Wait a minute. I always thought salespeople were gross and men, and they were in a suit and they were manipulative and slimy.

Wait, what? This is a salesperson? That’s how they need to be feeling, okay? You cannot do that when you’re teaching tactics. It is impossible. It is impossible. I can teach a tactic, the same tactic to every single one of you, and you could say it at the same time in the same way to the same person about the same offer, and it would all get different results. Every one of them. Why? Because it’s about the person who is saying the thing. When a sales event, you want to keep them moving. The way you keep them moving is you keep them in motion, and you keep them in motion by putting them in emotion. Emotion, emotion, emotion, emotion, emotion, emotion. I promise you that is more transformative than any tactic you could ever teach. There are people who came to sales growth summit and said, I will have my life defined as me before sales growth summit and me after. I like it. More transformed than ever before. When you think a sales event is, Oh, I don’t want to sell people, then they’re not going to win if they don’t get sold. Sold on themselves, sold on who they could be, sold on the identity, sold on their potential, sold on their view on the top of the summit.

The byproduct of that is going to be like, the vehicle in order to become that person is the offer. Back to the speakers, my point of that. Let me just back in. My point is the speakers were chosen with that mindset of who is going to be a bright beautiful vision of what someone’s future could possibly be.

Speaker 1

So did you assume that everyone that was going to be there would be like a novice? No. So you’ll all be on this? No. Okay, so let’s talk a little bit about that because if you’re speaking to someone who’s never sold before and you’re also speaking with someone…

Speaker 2

But we’re not even talking about tactics. It doesn’t even matter. It does not even matter how advanced you are. It’s who you are. And so the speakers were actually all of our past clients, current clients, past and current. Can I tell you what we told them to prepare them? We said, Here’s your one belief to help them believe in your speech? One belief, not 10 things to do, not three things to do, not five different ways. What is the one belief to believe? Because the thing that’s keeping people in their old identity is old beliefs. One thing Kat and I really focused on was obliterating those old beliefs, and the speakers came in and replaced them with new ones. It was very specifically orchestrated. We had them all send in their speeches, and Kat watched them, and she was very diligent on, Hey, this needs to be tweaked, this needs to be tweaked, and it really matters. In fact, I just heard about an event that happened recently. The speaker list was absolutely stacked. I don’t want to say all the names, but it was some next-level people that I’m like, Wait, that person was there? Wait, that person was there? It was thousands of people in the crowd, and their sales were good, but not great.

Why? Because they were all teaching. People were walking away thinking, Oh, that’s helpful. But I can almost guarantee they don’t actually do anything with it because they weren’t transformed. They were informed.

Speaker 1

Let’s take that and do what you just said you were not going to do. I bet everybody in this room would like a little bit of free coaching right now, right? Yeah, yeah, yeah. All right. Let’s talk about if you did have this novice salesperson. I was speaking with one of my clients who was in the studio audience today. We were talking about her business and what are some of your challenges? Sales and just her idea of it. I said, I don’t know these Sales Girls, but I keep seeing them on my feed. I said, I bet if I open Facebook right now, I’m going to see them. There they are. Took a screenshot, sent it to her, and then we came to one of your podcast tapings. That, too. That, too. There we go. In thinking about someone like her coming to your summit or just into your world, what would be just a foundational nugget that you would start with, just someone like that?

Speaker 2

When it comes to someone new, it’s almost always needs to be how they’re thinking about selling, not what to do to sell. Almost nine times out of 10, the best thing that I would help them see is what persuade actually means. Because anyone who has a resistance toward an idea, whatever you resist will persist, whatever you embrace, you’ll ace. We wanted to talk about persuade, and she actually was like, I feel so weird about the word persuade for whatever reason. She’s like, I want to love it, but I don’t love it. She’s like, You know what? I’m actually going to write about it to make myself love it, to find the good in it. That is exactly what happens. So persuade, you break it up. Per and swayed. Swayed means to advise. Women, specifically, we love to nurture, right? Yes, we do. Come here, my love. Let me just tell you what you need to know. Let me help you. Let me just give you all what you need. But per means through to completion. So advise is not enough. You have to advise into completion, into a decision, and then beyond. So what does beyond mean?

Beyond means to actually do the thing. All of us know that broccoli is healthy, but most people aren’t eating broccoli every day. But if someone were to persuade someone about eating broccoli, they would advise them into completion into a decision. If you break it up that way and be like, Okay, I’m going to partner with somebody, link arms with them, and advise them into a decision Because I know what’s best for them, I think that that will help them more than any specific tactic that I can give. Then another really major, major thing is to shut your mouth and listen. They will tell you everything you need to know. They will tell you.

Speaker 1

I was thinking about, okay, so you’ve got your novice salesperson, and then you’ve got your seasoned salesperson, and that seasoned salesperson is like, Yeah, I’ve been doing this forever. I know how to do it. I’ve got all these clients, and blah, blah, blah. But the reality is that client can go away. At some point, you’re going to have to get back to the basics and all that stuff. Those same tactics and ideas would work for them as well.

Speaker 2

I hate to say this, and I don’t mean this in an ugly way at all, but that attitude will make your clients go away. That is the attitude that makes a client say, I need someone new. Your tone and your attitude should be like, I I have so much wisdom and experience, and I don’t know everything. I am so excited to learn more. Some of the most successful people I know, they are the ones that are like, Wait, tell me more. They act like they don’t know anything, and they know so much. Having the tone and the attitude of, I can’t wait to learn more, number one. Number two, what would I tell someone who is seasoned? I would honestly tell them, we have our client Ashley here, and I always tell her one of the best things about her and why she’s so successful is she is a childlike curiosity. I’m so fascinated by people. I’m so fascinated by how to do this and what this means. I would help them have a spirit of fascination, a spirit of curiosity. What ends up fueling that curiosity is you start to be fascinated by the person versus like, Oh, I know that my offer is amazing.

Speaker 2

For most people, what I notice, it just depends on so many things, is they feel so seasoned in their industry, but they’re not seasoned in being able to read people. The best salespeople can combine their offer but know way more about how to read people and combine those. People ask me all the time, Macy, how do I handle the objection? Blank. I think I can do it myself, or this is too expensive, or how much time does this take? I could rattle off exactly how to do that. But my question is, who is asking? Because if they’re asking how much time does this take because they’re on the verge of divorce, because they have a teenager and they just found out they’re pregnant with a baby and they don’t know what’s going to happen with their life because they feel like they’re about to probably move because their husband’s job. All of that is actually what needs to be taken into account, not how much time it’s going to take, because the time isn’t going to change. It’s how can you frame how much time it’s going to take for them in their specific life.

These people who are like, Oh, I know everything. Yeah, you never think about your industry. But what about people? I’ve been putting together programs and I’m like, I don’t think I’ve read one, off the top of my head, one sales book. Everything else is about people, everything. Everything else is about how to read people like a book, how to be able to know what they’re thinking about. How do I read them literally from how they dress themselves? How can I know what they value from all these little sentences that come out of their mouth that they don’t even realize they’re saying? Do you know there’s a study that happened recently that you can accurately read someone by the shoes that they choose to wear more than just about anything else?

Speaker 1

Now I’m looking at everybody’s shoes.

Speaker 2

They did this study where they just showed shoes. I’m trying to remember exactly. They just showed people shoes and they were like, Guess how old they are? Guess what they do, guess their socioeconomic status. It was almost 100% accurate just from their shoes. That’s the stuff I’m studying. How can I read people, weave things together in my mind, in my software, so that I can actually use that information to frame my message with them on the spot. That’s what I’m learning. If you all read, who reads in here? When you read, they start mentioning more books that you could read within the book, and you’re like, Oh, my God, there’s another. There’s so much I don’t know. There’s so much I don’t know. And so when someone’s like, Oh, I know everything, I’m like, Oh, you’re definitely not learning then. Because all I see is all that I don’t know. And I’m like, I have this list of all the areas I want to go into, and it’s going to take me at least 20 years to get through my list right now. Not to mention what else I’m going to learn throughout that process.

I would just encourage them to be learners of people, not learners of your product, not learners of your offer, and obsess with that curiosity spirit.

Speaker 1

That’s a good segue into your five-day sales challenge. So the same client of mine and I that came to your taping, you’d mentioned the challenge. And so I said to her, Okay, you know what? If you want to do this, I’ll do it with you. We’ll have some accountability. We’re going to be Sales Girls. Let’s do this. And we did. We both signed up together. So it was five days. So tell me about how you created that. And the one other thing is I thought that it is what it is, but it is ever evolving, and I didn’t realize that. Let’s talk about all of that.

Speaker 2

Have you ever done a challenge before? .

Speaker 2

No. Well, I’ve done different types of sales trainings, I guess, but nothing like this. This was unique.

Speaker 2

Kat and myself have put together lots of different sales mechanisms in our day. Lots. There’s things like webinars, there’s challenges, there’s workshops, there’s master classes, there’s events, there’s a book. There’s all the different sales mechanisms. We used to always do webinars. We would do four webinars a year. Have you ever put together a webinar? I have. Okay. Also, sick. Very challenging to get it right. What most people do is they do one webinar and they just run the play. But we would create new ones every time, which is insane. When we tell people that, they’re like, What are you on? How do you do that? It’s so much work. It is. What we found is that people, it would actually take them sometimes up to four webinars to buy, up to a year. Their buying process was really, really long. We actually learned this challenge mechanism from a coach. But what ended up happening was we just took so many of our webinars that we’d previously done and put it into this challenge mechanism, which is five days, 11 hours worth of content and 11 hours worth of time together, versus just a couple hours worth of time together, and it shortened the buying process like crazy.

People are coming into the challenge of buying a $50,000 offer by the end of it. That’s the power of a immersive sales mechanism. Many people do immersive sales mechanisms but don’t have the conversion. So that content and the refinement of that content is critical. Most people just run the play and they don’t really refine. But our expertise is refining that sales content. And the reason why I think if you all don’t do anything and don’t get anything from this content, from this episode right here, when you master selling and you get better at selling, you get better as a person. You cannot be a great salesperson and not be tightened up. Your credibility has to be on point. Your tone has to be on point. Your examples have to be on point. Your examples have to be fresh. If you’re telling an example from 10 years ago, it’s just not as impactful. No. It has to be, what are you right now? How is this relevant to you yesterday? I’m just always like, okay, what is some new things that can validate what I’m already trying to say? And it feel really fresh. And it has to come off like it’s mind-blowing to you.

And if it’s not actually mind-blowing to you, it won’t come off that way. I notice when people are saying the same thing over and over, they’re tired of saying it. I get it. That’s right. I also haven’t said the same thing for a long time. It has to have a fresh flavor to it so that it comes off like it’s fresh because it has to blow your mind so that it blows their mind.

Speaker2
Something that was unique is I did the VIP challenge. I had never been into a group coaching situation before. That was fantastic. I think I was telling you that on the very first day, had my little hand up and I didn’t get called on, but somebody in the group asked a similar question that I was going to ask. I was able to listen to the way that she asked it and hear your answers to it and then apply that. It was great because then you’d go down the line.

Speaker 2

Your question starts to change.

Speaker 1

It’s a bigger mindset, I guess, because it’s not just you focusing on how you’re going to apply it. You’re hearing all these other things, and then you go, Oh, my goodness, this is how I can apply all of this. Since I’d never experienced it before, I really had no idea of what to expect.

Speaker 2

Group coaching is so powerful because when people ask something that you don’t even know to ask, suddenly you know a hurdle that you’re about to jump over and you can prepare for it so much better. Just by the way someone asks a question, you can gain from their experience on how they frame the question. I mean, it’s a game-changing. Hosting group coaching situations and you insert yourself in a group coaching is really critical.

Speaker 1

Well, and taking that vibe, if you will, and then followed by the actual coaching session that day. The training. I think that then you do open your mind to what is in that training. It was a really interesting way that we went about it.

Speaker 2

Thank you. Yeah, it’s really powerful. I’m telling you, a sales event is the most powerful thing that you can host for people.

Speaker 1

Let’s talk about your goals. You’re talking with all these people on an ongoing basis and that thing. What’s next and then How do you decide where you’re going and that thing?

Speaker 2

I have so many ideas. That’s what’s so challenging. I actually was looking in my journal. I go through journals like crazy. This one was just a couple of months ago, and I had all these ideas. I was like, Oh, my gosh, how will I be able to pick? What to do first? How will I be able to get through all of them? We have a goal of a $20 million business. People ask all the time, Why $20 million? Because how cool is it to be able to say that you have a $20 million business with a Wi-Fi connection babies being born. We’ve birthed… How many babies has this team birthed in the last six or seven babies in the trenches of motherhood and with our brains and our mouse, literally. Are you kidding me? How cool is that? That is beyond cool. I just want to become the person who can have a $20 million business and not only just build it, but run it and maintain it and recruit A players. The skill it takes to recruit A players, it is really intense and challenging. I just want to be that person for no other reason.

Number one, I want to be that person. But number two, this is why motherhood comes into play here so majorly. I really have this vision for my life of being a certain type of mom when my kids are old. I think it’s really easy to think about your kid’s life today and next month and next year and when they go to kindergarten and when they go to middle school, when they go to high school, next and next. But what about when they’re grown adults? And what about when your 18 summers are over and they want to come back and hang out with you? Do they want to come back and learn from Do they see you as someone who is wise that they want to be coached from? I just want to be that mom. I have two boys, so they’re going to be like, Hey, wife, do you want to go hang out with my mom this summer at her beachfront house? And whatever that house and whatever that house is going to be? And she’s like, Heck, yeah, I do. And they don’t just want to come for the house, but they want to come and have dinner with us.

And he’s like, Mom, I’m working on this project. Mom, I’m trying to get this job. Mom, I’m trying to get this promotion. Can you help me? I just want to be the mom that their kids need more as they get older versus less. And a huge part of that is money. Who do you call when you need help? It is not the person who’s the poorest. It is not the person who has an amazing hobby, a person who just likes to do things on her free time. It is the person that has receipts. That’s right. Success. That had proof of the wisdom. I’m just not interested in having all this wisdom and nothing to show for it. I care about the money. I pursue the money. I love the money. I cannot wait to be the mom that my son shows a picture of his family to and he’s like, That’s my mom. This is what she’s built. She’s so wise. Maybe she can help you one day. I don’t know. I just have this vision of that. That is the pursuit of my life is to become that mom.

Speaker 1

Have you ever seen your three-year-old selling you?

Speaker 2

Oh, my gosh. Last night, last My husband looked at me. He was like, He is you. My gosh. I’m like, Yeah, for sure. For sure. That’s the thing about Myron, our coach. He’ll say, We were actually born salespeople. Our school system has unmade us salespeople. Kids are so persistent. Please, Let me please ask again and again. Why? Ask you. Then they ask the dad, then they ask someone else to give what they want. They are so curious, and they’re asking all these questions. That is a salesperson. Then you get into school and it’s like, Don’t get it wrong. Don’t mess up. Don’t think of it. This is the one way. If you get stuck, ask for help. Don’t try to figure it out yourself. It’s not about the relationship. It’s either the grade or not. When really, we all know relationship is so critical to success. Kids are natural salespeople. We just unlearnt, and now we’re going to relearn.

Speaker 1

This gives me a perfect segue into talking about mentorship. Everybody has their own idea of mentorship, and some people have programs and they want to put their new hires through that. Some people do it on the fly, but they just make a conscious effort that I’m going to pull someone along and not reinvent every wheel that I had to invent or whatever. What is your version of mentorship?

Speaker 2

This is mentorship for staff?

Speaker 1

Well, so I think that your paid clients wouldn’t be called mentors. I think I would be asking about your staff.

Speaker 2

This is not my expertise, okay? Everyone knows that, right? This is not Macy’s expertise, but she will speak on it. It’s really interesting when you have a public business that people follow the people within the business. They follow these people. They have this vision of who Macy is, who Kat is, who Cord is, who whatever. And then you come to the business and you’re like, Wow, it’s just a bunch of Google Docs. Oh. Wow, it’s crazy up in here. This is not Children’s Health care of Atlanta that has a perfect onboard system. Or I think about Chick-fil-A. We went to Chick-fil A yesterday, and I’m just like, wow, the way they train these drive-through people, you know where I just put them through their Ringer, and they just get their language right and their presence right and their essence right. I’m like, Man, that’s so cool. And they’re all the same. Copy and paste. The training that they go through is insane. That ain’t this. I’d love for it to be that one day. It is not that today. One thing I really like to communicate is that this is an entrepreneurial business. When you work for an entrepreneur, you are an entrepreneur because the entrepreneur doesn’t know what they’re doing.

Guaranteed, we’re building the plane and flying at the same time. And so the spirit of, Hey, I’m learning on YouTube right beside you. Let’s learn together. The good news about us teaching sales is that we’re all always hearing the messages of what we believe, the culture, sales skills or life skills, serving people first last as always. They’re always hearing that message, which is amazing. I was telling Lindsay, Gen Z Lindsay, I’m like, Hey, the goal is to build you. So what can we do? And all of them, I’m like, Hey, if there’s something that you want to buy, tell me. And then it’s probably going to be a yes. Because I want them to invest in themselves and read. We’re always talking about what we’re reading. So it’s really like a culture of, Hey, this is just who we are more than anything. But yeah, mentorship is critical. It’s huge.

Speaker 1

Well, I know that you went to your dad. I would say that he mentored you. But along the way, maybe you have others that you can think of, Oh, wow, this interaction was a big change in the way I think of things.

Speaker 2

I have so many mentors, and none of them know who I am. That’s the problem. I know them so well. I have their voice running through my mind. This is weird. Are you all ready for some weird stuff? We’re ready for weird stuff, sure. I have some of their pictures framed in my office because I think about going to them when I have a problem, what they would say. It’s really weird. But I’m telling you, they have mentored me and they have no idea. Recently, I just hired a female coach. I had one question. It was a leadership question. I’d gone to my other coaches. Yeah, that didn’t feel right. I knew this one person I really wanted to go to. It blew my mind, the mentorship that she gave me. I’m learning how to CEO, okay? I’m learning how to lead. I’m learning how to communicate and have this leadership, how to run a business, okay? It can get really messy really easily when you move so fast. We move fast. She said, Money in sales is a really great lubricant for poor leadership. Because it’s like when money is being made. It’s like, Oh, everything’s great.

That’s right. It’s very easy for things to be great, but then money can also create a lot of possible other problems, too. It’s just interesting when people come in to work with us, it’s like, Oh, Macy is my boss, not my coach anymore. And it’s a totally different relationship. It’s just a really interesting transition. I was talking to her about something I’m thinking about. I feel like I need to talk to someone about this. I need to do this. She was like, Hey, there’s a lot of power in waiting to talk to somebody. I was like, What? Tell me more. She told me a story about how her daughter plays soccer, and she said that this one player did something crazy on the field, and they brought her off the field, and the coach didn’t say a word to her for days. Everyone was waiting for him to say something, waiting for him to say something. She was like, he did not stoop to her in maturity level because she was like, You need to say something to me. I was like, Whoa. That just blew my mind of just the realization of leadership and selling and how you need to know how to sell to be able to lead.

The skill of leadership is actually very different than selling. That is what I’m learning right now. I’m like, whoa. My brain has been turned inside out about that path and how to do it in a way. Another thing that she’s really helped me see, just this one question, by the way. One question that I had for her. I’m like, What is the pace of CEOing? I know the pace of selling. You sit me down for a day, I know how to move. Some needles. What is that pace? What does that day look like? She said, You know you can actually form it yourself. You can form that role yourself. That blew my mind. That blew my mind. I’m like, Are you kidding Because what I grew up on, my first mentor, Lloyd A, was spreadsheets. My business life has been raised on spreadsheets. I’m like, Where’s the spreadsheet? Where’s the spreadsheet? Someone give me the spreadsheet. Where is it? Where is it? Where is it? She’s like, It doesn’t exist. I’m like, What? And it’s like, Where’s the course? Where’s the program? Where’s the training? I know it’s got to be there somewhere. And her looking at me and be like, What are you talking about?

I still can’t even sleep at night when I think about it. That’s the power of one question to one mentor who is 40 years, maybe even more older than me. I don’t even know. But all the experience that she’s had has just come together in that one question. That’s the power of mentorship right there.

Speaker 1

A lot of it is people. My experience with Courtney, for example, I didn’t know you guys at all. I just saw this persona online, and I was like, Oh, they’d be a good interview for my podcast, right? Coldly, I just sent an email, Hey, I’m not trying to sell you something. I just want to hear your story. Would you be interested in this? Here’s my podcast, or whatever. She emails me back almost immediately, and we got on a call a couple of days later, and I was like, This is just great. Of course, we’re just vibing.

Speaker 2

Courtney can vibe with anybody. She’s amazing.

Speaker 1

I was like, Okay, well, if the rest of this organization is like Courtney, then there is definitely something going on here.

Speaker 2

Courtney is really special. I wouldn’t say we’re all like her because she’s really special. Yeah, she’s amazing.

Speaker 1

A good CEO hires good people around them.

Speaker 2

Thank you, God, for bringing Courtney into our life. Honestly, it’s a miracle. I’m so thankful.

Speaker 1

Well, let’s start wrapping things up a little bit in your non-Sales Girl life. Tell me a little bit about how you wind down and if that’s even possible as you stay up at night.

Speaker 2

I always have a side hustle. My current side hustle is editing my personal brand videos. That’s my thing that I do after hours. I go like this because- That’s not winding down, though. Oh, I love it, though. It’s so fun. It’s so fun. It’s really challenging to find a wind down moment for me because I got small kids. That’s a situation. I have a strict thing where I pick my kids up at three o’clock at the latest. That’s my standard. Today, we will go straight to tennis practice right off the bat, and then we will We come home. We actually do go to dinner with friends every Thursday night. We have this couple of friends that we go to dinner with them, but I literally will stand up and hold my one-year-old the whole time. It’s not winding down by any means. Then we will ride the golf cart. We love to ride the golf cart at night. We do golf on Sunday. That’s another wind down thing. But I really love to use my time well. I love to create pockets of time. I love to exercise in the morning. I love to read in the morning.

I love to journal in the morning. I love to get ready. That’s honestly like a wind down time for me. A lot of times people will have me time that removes themselves from their life versus improves their life. So my me time, I really try to make sure it improves my life in some form or fashion, whether it’s exercise, getting ready, reading, journaling, walking. I love to go on walks, but it’s all family right now. It’s all kids, all family. I will say I do have a few business trips that I go on. That is incredible. Have you all stayed in a hotel by yourself?

Speaker 1

Oh, right.

Speaker 2

Are you kidding me?

Speaker 1

That’s right. Nobody’s climbing in bed with…

Speaker 2

Like the bathroom. Just the tile in the bathroom is amazing. I love to stay in a hotel, and I love going on business trips, and I love seeing my mastermind friends and seeing my coach. That, honestly, is the best me time that I could get.

Speaker 1

That’s a great closer right there. Guys, that’s a mic drop because everybody has that experience right there.

Speaker 2

Room service? Hello. What? Right? So good. A hotel gym. Have you been in a hotel gym? They have so much equipment. It’s amazing. It’s amazing.

Speaker 1

Well, if anybody out there wants to try to get in touch with you. What is the best way for them to reach you?

Speaker 2

The best interaction time would be the Sell Your Offer Challenge. It’s a five-day challenge, five days of coaching and Q&A with myself or Kat. Then also our YouTube channel is pretty popping right now. You can go to the Sales Girls on YouTube, and we’ll see you there.

Speaker 1

Perfect. Well, thank you so much. I really appreciate today. This is fantastic. I’ve really enjoyed it. Thank you for listening to InPowered Women. If you like what you heard, please give us a five-star review and subscribe to the show wherever you listen to your podcast and share with those you think can benefit from this information. Please email all questions, suggestions, and compliments to sheeran@pinnaclestrategicadvisors. Net. The InPowered Women podcast is produced by the Podcast Laundry Production Company and executive produced by Sharon Lee.

This episode was produced and managed by Podcast Laundry.

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