Tell me about your vision. Featuring Ana Red
00:00:00Tell me about your vision.
00:00:01Well, my vision is to help people that feel uncomfortable with the sales process get comfortable
00:00:08with it.
00:00:09There are a lot of times that people have a really wonderful mission and vision and
00:00:15they freeze or get extremely uncomfortable with the actual transaction of making money
00:00:22from what they're doing.
00:00:25And although my focus right now is on coaches, it could translate to anyone.
00:00:32My background is in insurance sales and I've coached a lot of people in insurance sales,
00:00:39but it doesn't really matter.
00:00:40A sale is a sale.
00:00:42And learning what it is, what obstacle people are actually having and feeling comfortable
00:00:49and fluid in that process is something that's very much individual.
00:00:55I would never do a group coaching of this because your obstacles are going to be different
00:01:00from Harry's, from Sally's, from Jodi's.
00:01:04We're all different and they're all different things that we have to deal with.
00:01:09I never, I couldn't agree more.
00:01:12It's one of the most, ironically, it's one of the most under coached talents, tasks,
00:01:20priorities.
00:01:21You can call it whatever you want.
00:01:25Financial mechanisms, psychological traits that there is in the business world.
00:01:30It's often because it's super misunderstood from one side or it's taught with an extreme
00:01:38amount of force or oversimplicity on the other.
00:01:43So I love the way you talked about that.
00:01:45So you talked about where it came from.
00:01:48I'm going to ask a different question.
00:01:52What is the story behind your why?
00:01:55Well, the story behind my why is again, very personal.
00:02:01When I was married, I wanted to be an intellectual.
00:02:06I was married to very young and I was married to an intellectual, but he told me that I
00:02:11would be a great salesperson.
00:02:15And that was like a slap in the face because I wanted to have a more profound impact on
00:02:25the world.
00:02:27And I felt that sales was basically only for money.
00:02:33So it was almost like calling me something that it's just extremely insulting that I
00:02:41would sell myself, basically sell my soul.
00:02:47And then with time and traveling through Texas, like we were speaking about earlier, in time,
00:02:55there was a CEO of a company that I was working for that told me, he says, I want you to be
00:03:01a salesperson.
00:03:02And he threw a sales book at me.
00:03:04He was kind of ordinary, but he threw a sales book at me.
00:03:09And I wish I remembered the name of the book, but that wasn't what did it for me.
00:03:14What did it for me is that he actually flew me all around the country working with salespeople
00:03:21on how to refine their process.
00:03:25And in doing so, I fell in love with sales.
00:03:30That's awesome.
00:03:31I am fascinated by the sales process because that's predominantly my background.
00:03:38And at the same time, it's just a fraction of what I do and one of the hats, one of the
00:03:46many hats that I wear as an entrepreneur, podcast host, et cetera.
00:03:49But I'm constantly looking for new resources related to sales, related to psychology, related
00:03:54to influence, related to getting my point across, related to how do I help other people.
00:03:59That's really what it centers around.
00:04:02It wasn't always that way though.
00:04:04It wasn't always that clear because one, we have our own selfish desires and two, we then
00:04:12learn from people.
00:04:13And a lot of people focus how to manipulate or use these tactics for their own selfish
00:04:19desires.
00:04:20And so there's different levels of training, different styles.
00:04:24I got a very clear sense early on in our conversation and just what you submitted that you have
00:04:32a deeper, more profound respect for what sales really is, especially with the story about
00:04:37your husband and how you reacted.
00:04:39But now you've come full circle on your desire to be involved in sales and your influence.
00:04:45I wouldn't separate intellect from sales coach.
00:04:48I would say those go hand in hand.
00:04:51So have you succumbed to your former husband or your husband's reality or do you consider
00:04:59yourself an intellectual and a sales coach at this point?
00:05:02What does that look like?
00:05:03Well, it's interesting because, well, that marriage is over, but they had nothing to
00:05:06do with sales.
00:05:07I'm quite divorced as well.
00:05:09I couldn't remember if I was projecting or if you said it was your former husband.
00:05:14Well, I'll just be very clear.
00:05:16The marriage did not survive the transformation.
00:05:21However, it had nothing to do with it.
00:05:28I wanted to be a writer and I was a freelance writer back then and I'm still a writer.
00:05:35I write all the time and right now I have a newsletter that I'm sending out to help
00:05:40people with sales and the storytelling is there.
00:05:46You can incorporate everything into it and that is actually the secret sauce.
00:05:55The secret sauce to whatever you're selling is you and what you think and your stories
00:06:03and what your purpose is.
00:06:07So yeah, the two things have merged.
00:06:11How can a leader, how do leaders lean into funding it?
00:06:14What do they need to do?
00:06:15What I shouldn't say need, what are their opportunities, their resources that they're
00:06:19overlooking?
00:06:21How do they get the funding they need to turn their dream into a reality and make it happen?
00:06:27Well, I mean, there are so many grants out there.
00:06:31I would find a really great grant writer.
00:06:35How do you do that?
00:06:38Well, I happen to know them.
00:06:41That's great.
00:06:43That would be super awesome.
00:06:44You can start somewhere like the SBA.
00:06:47Yeah, you can start at an SBA situation.
00:06:52You can get out in network.
00:06:53You can Google.
00:06:55People are out there.
00:06:57Use social media and say, hey, who's a grant writer?
00:07:00I used to be a...
00:07:01I know a lot of grant writers that waste a lot of time.
00:07:05Yeah, that's true.
00:07:06I met some decent ones and we had a whole grant writing division of one of my marketing
00:07:10companies in Toronto and that was really helpful because it was, we just married the two entities,
00:07:16we were in separate entities and nobody ever asked questions.
00:07:20But I've met a lot of people who waste time in that space.
00:07:23So that's why I'm curious for those who are listening later, do you know a specific entity
00:07:29or person that...
00:07:30I know somebody who's absolutely phenomenal and lives in Miami.
00:07:35No, actually right now she's in Fort Lauderdale, but I definitely know somebody that I can
00:07:41recommend.
00:07:42But even when you know somebody who's doing that, you can't let go of the reins because
00:07:52it's your mission, it's your vision, it's your passion and how are they possibly going
00:07:59to know it as well as you do?
00:08:02So I think that when you hire the help or they get a percentage or however it is that
00:08:09you decide to work with it, you still have to take the time and be part of it because
00:08:17it's your baby, it's nobody else's.
00:08:20That is your baby and you've got to take care of it even if you have a surrogate mother,
00:08:26it's still your baby.
00:08:28So is this somebody you can publicly name or is this somebody that needs to be a different...
00:08:32Oh, no, no, that's fine.
00:08:34She's my sister from another mister, Hilda Hall.
00:08:37Hilda Hall.
00:08:38Awesome.
00:08:39We're actually in a day apart.
00:08:41So we're sisters from another mister.
00:08:45Well, that's fantastic.
00:08:46I appreciate that.
00:08:47That's like an ultra, that's probably the most tangible answer we've had yet to this
00:08:51question.
00:08:52Really?
00:08:53Well, yeah, I mean, you gave an exact resource of where people can go.
00:08:58Are there...
00:08:59Why are people...
00:09:02We just gave the secret to the world for grant writing, right?
00:09:06There's going to be a bunch of people who hear that and don't take action.
00:09:10Why?
00:09:11And I call it hiding from finding their vision.
00:09:14Why?
00:09:15It's very intimidating.
00:09:18I mean, I've done a little bit of it and even when you're searching, and there's so much
00:09:24money out there, it's crazy.
00:09:26When you're searching, when you get into a state website or a county or city website
00:09:33where they have all the different grants and they have all the different business opportunities,
00:09:39it can really...
00:09:40I mean, it's just...
00:09:43The lists are just so long and the specifications are so...
00:09:49I mean, there's so much minutia to it that if you really want the funding, it's out there,
00:09:57but you have to do your homework and you have to work at it.
00:10:01But the funding is there.
00:10:03One thing I love about what you've done is you haven't allowed me to lead the witness
00:10:07and I appreciate that.
00:10:09You went right for something that you don't do, which showcases your desire to serve.
00:10:14I'm actually going to lead you back to the witness, right?
00:10:16Back to you.
00:10:17Right?
00:10:18So you coach sales and funding comes in many forms, not just grants, right?
00:10:22If I've got a coach in front of me and that coach wants to sell a $4,000, $8,000, $10,000,
00:10:29even a $2,000 service, then the best way to raise funding for a high ticket product is
00:10:36to get clients, in my opinion.
00:10:39It's talk to people and learn how to sell because if you've got a $2,000 ticket and
00:10:45you meet 20 people over the course of the next two weeks and you learn how to close
00:10:5120 to 40% of them, then you're solving your funding problem.
00:10:55So what's going on?
00:10:57If you're a high ticket coach, what are you doing?
00:11:00So how do they start looking at it that way?
00:11:06I think that from accounts that I hear every day, that the biggest, biggest, biggest problem
00:11:16is in follow-up.
00:11:19People don't follow up.
00:11:20They'll be on your podcast.
00:11:22They'll post things on all the different social medias.
00:11:26They'll have the website.
00:11:28They'll go to the networking meetings and they won't pick up the phone.
00:11:34Nobody calls anymore.
00:11:35No.
00:11:36Nobody calls and it's great.
00:11:39It's great.
00:11:40It's hilarious.
00:11:41It's strange.
00:11:42I mean, it makes it easy because when I call people, because I'm that call guy, I'm like
00:11:46the one phone call people get that's not a robot.
00:11:49Right, right.
00:11:50And then we have a genuine conversation and it's, yes.
00:11:55And aren't people genuinely happy you called?
00:11:57Yes.
00:11:58I mean, thank goodness.
00:11:59I don't, you know, I don't spam people so it helps, you know, because they know the
00:12:03quality of the call they're getting.
00:12:05Right.
00:12:06That really helps.
00:12:08Absolutely.
00:12:09And, you know, I think that especially after the pandemic and with all the different things
00:12:14have gone on with the world, you know, we all have a bit of PTSD and we're just hiding
00:12:20in our shell.
00:12:21We're like, we've all become turtles.
00:12:23And it's like, stick your head out and say hello.
00:12:27Yes.
00:12:28Earphones in, sunglasses on, mask, hoodie, you know, forgot to connect with people after
00:12:37that.
00:12:38Yeah.
00:12:39That's terrifying for the next generation.
00:12:40We'll leave that for another podcast.
00:12:43So with the sales aspect, heaven forbid, right, we're going to have some salespeople jump
00:12:49in here with all sorts of condescending attitudes and zero proof of how great they are at sales
00:12:55saying, oh my gosh, she just said follow up.
00:12:59She's a terrible closer.
00:13:00Where's the one call close?
00:13:01You know, well, why are you not doing one call closes?
00:13:05Right.
00:13:06So I'm a big fan of you mentioning follow up and the importance of the long term relationship
00:13:13aspect.
00:13:14So there's this one call close fat that's being talked about.
00:13:17There's people who think that if they don't close the call, like they're horrible at sales,
00:13:23you know, or they don't know what they're doing.
00:13:26I think there's a lot of myths within that reality.
00:13:30What's your take on the one call close fat?
00:13:34It happens, but it's kind of like a one night stand, you know.
00:13:39Yes, it is.
00:13:41I'm sure there's happy marriages that have happened that way.
00:13:45I don't know them, but I'm sure there's probably at least one.
00:13:49It can happen.
00:13:50It can happen.
00:13:52But you know, that's not really how people connect.
00:13:56Thank you for being here today.
00:13:57I'm really happy that you tuned in to Vision Pros Live.
00:14:00I'm looking forward to seeing your reactions as these episodes continue to move forward.
00:14:05This is going to get more and more fun.
00:14:06We'll have more and more engagement as well.
00:14:08We'll invite people to participate in the show.
00:14:11And thank you for giving us your time and attention.
00:14:13Have an excellent time building out your vision and becoming a Vision Pro yourself.