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Guys, I’m well, I’m letting y’all in.
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Congratulations, Karen, on Houston Rodeo.
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Oh yeah. Thank You. Yes.
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I mean, that was a shocker
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and that is gonna be a big deal. Oh
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Yeah. That’s awesome.
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I’m pretty excited about it. And I got the referral
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from, um, a person.
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I’m letting in all your, all your note takers.
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Hang on. You guys are as excited as I am. You’re all on.
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Hi everybody. We’re all on time. This is Kim.
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Nice to meet you. Hey, Kim. Kim.
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Kim. Well, I’m doing all this.
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Hey, mark. Good to see you.
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Uh, full transparency to everybody.
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This is my, I I just moved my office from a different room
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in my, I have a, I have a house.
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It’s an office and, uh, we just got it set up.
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So it’s not my normal background.
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I don’t yet have my ceiling fan and I am, uh, menopausal.
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So you might see my, my hair blowing in the wind.
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Uh, just ignore that.
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Uh, but I’m excited to be here. I
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Look how excited I’m look at all Jasmine.
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Um, let’s see.
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Hi, Kim. So good to see you. You too. You too.
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It’s been way too long.
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And I, yes, I look forward to meeting everybody else.
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Oh, you’ve got some great speakers
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Here. And thank you to
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you all who filled out the survey.
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I know kind of Karen sent that out earlier in the week,
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and I got some great feedback from you all on, just kind of
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where you’re at in your businesses
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and what you’re needing right now.
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I’ll let Vivian in and, um, we’re just gonna start,
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’cause I’ll be doing, I’ll be, I’ll be doing all of this,
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um, while Kim talks.
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But, uh, hang on, one more.
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They gotta get all, there’s a few more coming in, Kim,
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before I can even start.
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Okay. Um, I met Kim.
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We were at an NSA, we were in our pajamas.
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And that was back when NSA had, uh, the, the, the,
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the women’s group had a slumber
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party or whatever it was. Yeah.
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I think 2016, I think Kim
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2016 was the first time I met you.
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Yeah. And I have been following her ever since.
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Um, she would come to Houston.
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’cause I think you had a client in Houston. Yeah. And we
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Would meet, yeah. Center Point Energy.
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Yeah. Yeah. Center
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Point Energy. Oh gosh.
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Center Point.
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I hope you gave ’em good advice because Yeah.
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They, they need it. Um, but anyway, um,
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and we started talking
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and she was speaking on momentum at the time,
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and I remember thinking to myself, well, that’s nice.
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I mean, it’s good momentum.
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And I’ve watched her take this concept,
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this branding concept of taking momentum and making it hers.
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And so, um, I’ve watched her grow,
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guys we met in 2023 at Influence,
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and Kim was talking me into raising my feet at 15.
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Um, a lot of
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what we talk about every time we have our conversations,
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it’s so interesting when we do our open, uh, mastermind,
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because I think of Kim
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and I think, oh, what would’ve Kim have said?
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Because I guess of all the speakers I know that have,
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and you have made it the, the best, Kim, um, I follow,
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I knew you and I followed you and I,
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and I feel like your story is what they need to hear.
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Mm-hmm. So for, I can’t do this, so hang on, I’ve gotta,
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they showed up, Kim, they showed up. I’m so, they
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Showed up. And hey, for those that
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are eating, seriously, I mean,
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you can come on camera.
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This is going to be totally casual,
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so come on camera with your food.
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It’s all good. Right? I am, I talk about resilience and,
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and the fact that none of us, you know, how many
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of us actually take a lunch break?
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So take your lunch break.
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Yeah. So basically, I was gonna say
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that she speaks on change, but I’m not gonna even read this.
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Um, I think that we did enough of an introduction
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because I want you to hear more from Kim than from me.
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So, Kim, yeah. You’ve done this survey. Yes.
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What do you think they need
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today? What are you gonna talk about?
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So today I really wanna talk about how do you build
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a sustainable business, right?
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Because you all are with Karen.
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You, you know, some of you said your,
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your keynotes are already amazing and awesome and ready.
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Others are like, we need a little bit of work.
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But Karen can help you on that delivery side. Right?
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On that keynote side, I really wanna talk to you,
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and I see Ben on here as well, who’s an expert in marketing
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and websites.
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But I wanna really talk to you about
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how do you build a sustainable business, right?
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Because this, you can be the best keynoter in the world,
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but if you are not building a sustainable business,
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you’re not gonna get where you wanna get.
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And so, I wanna just start with a little bit about
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how you all are feeling.
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Uh, these are all the words that you all use to describe
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how you’re feeling right now from the survey.
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Frustrated, discouraged, behind, overwhelmed, disappointed,
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stuck and optimistic.
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Excited, encouraged, you know, looking at the opportunity
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and hopeful feeling.
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All of these emotions. Welcome to the business of speaking.
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Right? This is the world that we’re in.
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And strategically, I also wanted to send out that survey
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because I use a survey like that for all
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of my clients to customize ahead of my keynote.
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And it has been gold for me, and it has been magical.
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And I’ll, I’ll tell you a little about,
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a bit more about that later.
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Um, but just to kind
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of give you a little background on my progression.
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So, you know, I’m a recovering attorney,
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recovering public affairs consultant.
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I’m in lots of recovery programs.
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But I got my start in speaking 23 years ago when I was
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diagnosed with breast cancer at the age of 30.
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And at that time, young women
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were being dismissed by our doctors.
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Come back in six months, come back
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in a year, let’s watch your lump.
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Uh, I was working, uh, in public affairs at that time
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for the mayor in Kansas City.
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I live in Missouri, and I knew a lot of media,
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and I kind of became that media spokesperson.
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And then out of that, wrote a book
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with three other young women about our experience.
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The book exploded. It took off New York
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Times People Magazine.
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And then people started asking, will you come speak?
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So this initially right, was my missionary work.
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’cause I had separately started a, a communications company.
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I had a full-time business,
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and this was kind of on the side.
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And so initially it was on the side.
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Then people started asking me, what’s your fee?
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And I’m like, what are you talking about?
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I didn’t even know this was an actual business.
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Uh, who knew? Right?
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And, um, so then I really started learning more about the
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business side of speaking and started
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out from a primarily women healthcare cancer associations.
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And started, and, and I,
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and Karen said, this is not NSA
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so we can talk about fees, right?
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I started out like at 5,000 and, um, loved it.
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And I would do, you know, 20 gigs on the side, um,
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because I had my other business as well.
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And then over the years I decided, wow,
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this is something I really wanna do, like full time.
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Like how amazing is this? Right? We all love it.
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And so I decided to start investing.
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So in 2016, I discovered the National Speakers Association.
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I met amazing people like Karen. I met other folks.
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I actually, I was telling Karen, I made a list of,
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of my fee progression
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and all of the things that I invested in since 2015,
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16, right?
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And the progression of how I’ve gotten to where I am now.
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And so what it really took to get there was
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continuing to invest, right?
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In coaching and getting better on the stage,
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but also investing in the business side,
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investing in understanding that I needed to build processes.
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I needed to have a strategy, I needed
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to have a business plan.
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I needed to understand we can all come and,
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and inspire people, but what problem are we solving?
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Right? And really getting clear on my focus,
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because early on, right, I’ve always talked about resilience
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and dealing with change and Right.
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The unexpected and early on.
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And I’m just gonna, actually, is it okay if I,
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if I screen share?
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And by the way, if I,
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if you all have any questions throughout this, just like,
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raise your hand, uh, or put it in the chat and,
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and I’ll respond there as well.
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’cause I want this to be interactive.
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And Karen, you jump in too, right? I will.
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Whenever you see if you can share your screen. Yeah.
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So, um, I’m gonna share my screen.
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So like, this was my first website, right?
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Like the pink, it was all about the pink.
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Um, uh, again, cancer,
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healthcare Women was my initial focus, focus.
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Um, then I moved more to this, like,
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this was my second demo reel where I used a, a someone
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to do a, an actual demo reel.
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My first demo reel was sad and looking back, right?
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Like, we’re growing, right?
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We’re always continuing to look at how do we get better.
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Um, so this was, this was where I was at, right?
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And then, um, I, I started shifting to
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change leadership resilience.
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I switched my brand from pink to, to blue and orange.
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Uh, and, um, I had
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to kind of take a, take a step back
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because I did, um, when I, when I shifted, I,
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uh, um, had to rebrand and change my name.
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So I went through a divorce. Um, my ex-husband left me,
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you know, for a very good friend and neighbor.
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And, and her name was also Kim.
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So then they get married, she takes my name.
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And so I had to rebrand.
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And so it wasn’t Kim Carlos anymore.
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I then had to take a step back
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and said, you know, what do I wanna talk about?
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So, and initially it was looking forward, living life, um,
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because I had written a song about my son.
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And, and so that’s where we went.
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But then I had my separate business, which was me,
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momentum Public Strategies.
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And so when I started to really make that shift more,
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more full-time, I said, what?
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Um, oh, I realized I wasn’t cheering. Okay.
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Um, I realized what do I need to do? Right?
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What is the problem I’m solving?
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I really started treating it as more of a business.
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Um, and, and then out of that came momentum, right?
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Momentum Motivation was the overarching brand.
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And I really talked about a momentum mindset, right?
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How do you be more adaptable
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and resilient in this world that never slows down?
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And so that was really the big shift
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for me in 2018. And when
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Was that? What year
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Was that? That was 2018.
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So that was, you joined
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NSA Yep.
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And you were now a speaker, kind of. Yep.
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And now you took on this word momentum. Yep.
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It became Word. Yep.
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And I, I went, I don’t know if any of you know
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who Connie Podesta is.
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So she’s a, an older speaker in NSA,
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but very seasoned, very successful.
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So I went to her bootcamp in 2017,
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and they pulled up all of our old websites,
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and she was like, you are not going
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to get hired in corporate with this website.
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Right? And I knew that, like, I, like, I, I was progressing,
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I was making progress.
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Um, and, and she was very honest with me.
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And, and that’s when I knew like, I’ve gotta continue
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to uplevel my brand.
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I’ve gotta continue to look at, do the research on
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what problem am I solving, what is the business case for
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what I’m bringing to the table?
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Um, and then, so that was 18, right?
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And then I continued, continued to grow.
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And I wanna talk, come back to the customer journey, um,
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which is one of my differentiators.
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Um, and,
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and then 2000, uh,
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18, I made a decision.
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I still had my separate consulting business,
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but in 2018, at the end of 2018, I still have it in here,
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December 6th, 2018, in my other business, I, I, I
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took my last big retainer check from a client
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and I said, I’m not doing, I’m not renewing.
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Because I knew the only way to really be able for me
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to focus at that point on this business was
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to go all in. Okay,
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I wanna stop. Mm-hmm. I
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wanna stop right there.
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Because that’s, that is the biggest challenge for several
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of the people in this group
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and several people that I’m working with on the side.
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Yeah. Consulting is, or coaching, we can call it coaching.
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Yeah. A lot of people are doing corporate coaching.
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Coaching is taking a lot of their time. Yep.
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So when you make that decision mm-hmm.
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To go speaker full time, I, I I, what does
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that involve just for just kind of
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Share? I mean, first
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of all, it, it,
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it all came down to mindset, right?
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Like, I was like, can I do this? Like, right,
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Because you’re, you’re ending the money,
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Right? And, and
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I, um, I had been very strategic
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and I had saved money so that I knew like I could,
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I could pay my mortgage and I could put food on the table.
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So like, bottom line,
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we weren’t gonna starve or be homeless.
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And so, um,
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’cause I’ve also always been the breadwinner,
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um, in my family.
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And so now, um, I,
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you know, the brand also evolved.
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And so we went to Momentum, right?
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It was all about building that momentum mindset.
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Um, I also got remarried in the middle of this.
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My name changed, right?
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So I’m glad I didn’t, I I,
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I didn’t just focus on Kim Carlos, I’m now Kim Becking.
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I told my, my husband, now if we get divorced, too bad,
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I’m keeping the name ’cause I’m not changing my brand again.
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So branding was involved. And can
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You talk a little bit about that?
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Because I know when I got married, I did not change my name
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because I’m like, I’ve been building this brand, uh, uh,
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and you know, and so I used more socially that
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that’s been our compromise.
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But I just, you know, that was a big thing
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of keeping my name.
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Yeah. Yeah. Well, and for me, it was really hard, right?
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Because like, my, my first book has my old name, right?
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It was a New York Times bestseller. It was all these things.
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Um, people knew me as Kim Carlos.
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Um, so I kind of had to go back out.
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And, um, which is why I went to Looking Forward Living Life,
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I didn’t, because I also switched
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back to my maiden name for a bit.
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Uh, so don’t use me as an example,
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but I didn’t wanna have the other Kim’s name.
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So, um, but it, it took work.
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And now it’s, it’s bigger than me, right?
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The brand is it, it’s unstoppable momentum.
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It’s, it’s, it’s all about momentum.
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It is not just about me now, I am the brand.
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But, um, Jasmine, I think, you know, a part of
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that is for so many of us, right?
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Like this is a business where we’re seen as the commodity.
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Um, we are the speaker on stage.
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Um, we do use our name.
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Uh, and you know, Ben can tell you from a,
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from a marketing standpoint, right?
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The value of that. Uh, so that’s why I went back and,
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and, you know, my, my website is kim becking.com.
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Uh, you know, everything is there.
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But then I talk about
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and really own that lane of unstoppable momentum,
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which means turning any change
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or challenge, you know, in, into the catalyst to continue
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to bounce forward with
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adaptability, resilience in your mindset.
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So, um, you know, the evolution of getting there though
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was, um, was a lot.
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I see. I, Courtney has her hand up.
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Yeah. So Kim, kind of along the same line.
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Um, I, I’m a corporate consultant as well
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as keynote speaking.
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And so you’re talking about using your
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name, which, which I’ve got.
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So I’m courtney loman.com.
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My business is courtney loman consulting.com.
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I’m like super creative, clearly.
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And the, um, I’ve, I’ve branded the keynote
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and the work that I’m doing as Impact Revel.
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And so my question for you is, did you use the,
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the momentum piece of it?
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Were you using that for some
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of your consulting work as well?
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Or did you have those two things pretty separate?
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No, I was using it. So even in my old business,
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it was Momentum, public strategies.
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It was still Okay, a separate business.
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And, and when I was looking at
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what do I really wanna rebrand as it was like,
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I did a whole analysis of all my clients in both businesses.
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What do they have in common?
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Um, momentum kept coming up and so did change, right? Right.
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And so it was the change, it was the resilience,
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and it was the momentum, and it was all of that together.
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So like, I had to, I had to take a step back
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and say like, what, and what does that mean?
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Not only what is it,
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but what does that mean for my clients, right?
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Because it’s not about us. It’s about them.
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And the, and the problem, problem solving.
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So for me, um, I was able to do that.
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However, I would say, right?
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Part of it for me, and part
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of my evolution was also not trying
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to be all things to all people.
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So early on in my speaking career, right? I had a keynote.
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’cause I’m trained in communications,
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I’m trained in positive psychology,
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I’m trained in emotional intelligence.
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I’m right. I, I had a lot
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of expertise in a lot of different weird areas.
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And so I had, I had a keynote on, uh,
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communicating more impactfully
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and, and communicating better.
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I had a keynote on, on dealing with difficult people.
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I had a keynote on change. I had a keynote right?
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On leadership. I had, I had all of these things.
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And when I started really trying to elevate my brand
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and my speaking, um, especially my bureaus, they would,
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they would come back to me
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and they would say, Kim, we don’t, um,
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we don’t know where to put you.
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Right? Um, we don’t know how to book you.
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Because I was trying to be all things to all people.
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And that’s where I see a lot of speakers.
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When I decided in 2017, 18 to go all in
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on change, on momentum, right?
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Resilience, like go all in.
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I took the other keynotes off, right?
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All of those things that made the complete shift for me.
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Interesting. And it was scary, right?
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Because then I felt like,
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oh, I’m leaving stuff on the table.
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And then when clients come to me
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and ask, can you speak about communication?
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Uh, right. Then I either refer them
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to someone else if I’m not the right fit, or I can, right?
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I talk about, I listen, what are your challenges?
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What are your struggles? What is your, what are your goals?
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What do you wanna accomplish?
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And then based upon that,
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I would then talk about my keynote.
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And then sometimes they’d say, yeah,
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that’s actually what we want.
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Right? Sometimes they’re not even sure what their problem is
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and what they’re trying to solve for from that perspective.
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But change is a great one.
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’cause you could put a lot in change, right?
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Right. A lot of things go
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into the change bucket, right?
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So that I think is a great, a great, uh, yeah.
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Yeah. And then, and then, and then after, right?
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Then started consistent bookings, then 2020 happened.
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So all of us, for those of you who were speaking at
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that time, know what that meant.
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Um, I was able to shift pretty quickly
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’cause I’d always been virtual.
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Um, and I talked about change in resilience.
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However, the challenge then became
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every other speaker out there decided they were also now
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gonna talk about change in resilience.
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Uh, and so they added a keynote about change in resilience.
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And so then how do I continue
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to stand out when everybody’s trying
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to talk about the same topic?
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I love it in 2025, and we’re kind of back again.
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And so for me, that’s when I really went, continued
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to then go even more focused on
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what is the problem I’m solving?
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How do I then go from building a momentum mindset
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to unstoppable momentum?
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I decided in 2022
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to make a huge investment in 2023 for me and my business.
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It was a risk. My husband was not happy about
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how much I was investing,
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but I knew if I wanted to continue to uplevel my fee level
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and those stages, I had to take that risk, a, a, a,
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a strategic risk.
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But I really looked at, um, all of my clients,
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all of their challenges.
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What does everything have in common?
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Where, where, what is the problem I’m truly solving?
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And out of that, then came the new brand, the new website,
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the new video, how I’m showing up.
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And I dove deep, and I’m gonna dive into some of that
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with you all here too.
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But, um, but that was kind of the evolution. I love it.
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That’s been what allowed me to then raise the fee again. Um,
475
00:20:38.185 –> 00:20:40.845
So every fee that we have, every time we make the jump,
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there’s, there has to be a small, a mini evolution, right?
477
00:20:46.405 –> 00:20:50.045
And I also liked that you get deeper into the brand
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where when you started, it was momentum.
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And now when you go to your website, it is momentum.
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I mean, you took the brand and you just kept growing it.
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Yeah. Yeah. And that was an evolution too, right?
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Like, and it was a new colors, new brand,
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uh, new website.
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Everything was very thoughtful.
485
00:21:11.195 –> 00:21:12.805
What is the problem I’m solving?
486
00:21:13.585 –> 00:21:16.205
Um, and I will tell you, and
487
00:21:16.385 –> 00:21:17.845
and b can attest to this, right?
488
00:21:17.845 –> 00:21:21.755
When you’re really trying to clarify your brand
489
00:21:21.755 –> 00:21:24.115
and your language and the problem you’re solving, like,
490
00:21:24.115 –> 00:21:25.715
this was some of the hardest work I’ve
491
00:21:25.715 –> 00:21:26.755
ever done in my life, right?
492
00:21:27.045 –> 00:21:29.715
Right. And it took longer than I wanted.
493
00:21:30.215 –> 00:21:33.235
Um, but now it’s more than just,
494
00:21:33.255 –> 00:21:35.555
and you can go to kim becking.com and look for yourself,
495
00:21:35.575 –> 00:21:40.275
but it’s more than just, um, me, I built my framework,
496
00:21:40.405 –> 00:21:42.115
which was rooted in positive psychology,
497
00:21:42.115 –> 00:21:44.875
emotional intelligence, all the research that I had done.
498
00:21:45.135 –> 00:21:46.515
So now I have something sticky.
499
00:21:46.565 –> 00:21:49.035
These are my, you know, they’re not generic.
500
00:21:49.215 –> 00:21:52.595
My designer, you know, did these, um,
501
00:21:52.845 –> 00:21:54.075
these are unique to me.
502
00:21:54.555 –> 00:21:56.075
I built my experience,
503
00:21:56.485 –> 00:21:58.675
which I know Karen wanted to talk about.
504
00:21:59.255 –> 00:22:02.715
Um, and really talked about the results that they’re going
505
00:22:02.775 –> 00:22:05.195
to see, um, from that perspective.
506
00:22:05.415 –> 00:22:08.865
So when, when you think about, for me,
507
00:22:09.615 –> 00:22:12.225
like my goal as a speaker, yes, I’m gonna come,
508
00:22:12.325 –> 00:22:14.385
I’m gonna deliver, I’m gonna bring that energy,
509
00:22:14.485 –> 00:22:16.265
I’m gonna bring that transformation on stage.
510
00:22:16.805 –> 00:22:18.385
But that’s just one little piece.
511
00:22:19.015 –> 00:22:21.825
Like the best speakers who build a sustainable business,
512
00:22:22.695 –> 00:22:24.785
they create that experience.
513
00:22:24.965 –> 00:22:28.825
So for me, that experience is, I mean, and,
514
00:22:28.845 –> 00:22:30.985
and it’s, it’s my whole experience, right?
515
00:22:31.085 –> 00:22:33.905
It is one size fits you. I customize every keynote.
516
00:22:34.045 –> 00:22:37.465
So the survey that you all filled out, I do something like
517
00:22:37.465 –> 00:22:38.625
that for every client.
518
00:22:39.445 –> 00:22:41.385
And then I share those results with the client,
519
00:22:41.385 –> 00:22:43.945
which also allows the leadership team to come on and,
520
00:22:44.205 –> 00:22:46.705
and listen to what, what they’ve learned.
521
00:22:46.895 –> 00:22:49.825
I’ve, I’ve, you know, I have a brand for my whole process
522
00:22:50.045 –> 00:22:52.505
and what they do at each process, and a
523
00:22:52.505 –> 00:22:54.505
and a part of how I work, right?
524
00:22:54.855 –> 00:22:57.225
It’s not about us. It’s about those who hire us.
525
00:22:57.385 –> 00:22:59.825
I wanna be the easiest speaker they’ve ever worked with,
526
00:23:00.355 –> 00:23:02.905
which means you’ve gotta have your processes tight,
527
00:23:02.965 –> 00:23:06.185
and you’ve gotta be easy, and you’ve gotta, you know, uh, do
528
00:23:06.725 –> 00:23:09.545
do whatever it takes is what I call say, and,
529
00:23:09.605 –> 00:23:11.625
and to always be learning and always be prepared.
530
00:23:11.765 –> 00:23:14.265
So like I do, you know, I offer to do a one-on-one
531
00:23:14.785 –> 00:23:17.305
re research I, or group interviews.
532
00:23:17.625 –> 00:23:20.505
I do, uh, pre the pre-program surveys.
533
00:23:20.885 –> 00:23:23.505
Um, I understand what their challenges are.
534
00:23:23.505 –> 00:23:25.665
What do you wanna feel? What do you wanna do when you leave?
535
00:23:26.085 –> 00:23:28.985
Um, you know, what are the changes that you’ve experiences?
536
00:23:29.125 –> 00:23:30.905
And then I show up on site, right?
537
00:23:30.945 –> 00:23:33.305
I delivered, of course, you know, offer the pre-program
538
00:23:33.835 –> 00:23:36.705
video ahead of time and, uh, all of those things.
539
00:23:37.205 –> 00:23:40.425
But then the other piece of that is
540
00:23:41.375 –> 00:23:44.625
what are we giving them when they leave?
541
00:23:45.385 –> 00:23:50.035
So for me, the game changer over the last year has been
542
00:23:50.705 –> 00:23:52.475
when they leave, um,
543
00:23:52.655 –> 00:23:55.035
and I’ll, I’ll talk about the brand of the evolution.
544
00:23:55.295 –> 00:23:59.435
So when I, when I share my stuff on stage, and,
545
00:23:59.435 –> 00:24:02.515
and by the way, this is just me, right?
546
00:24:02.515 –> 00:24:05.515
This is, there is no right way to do this business.
547
00:24:05.815 –> 00:24:07.195
You know, I was told early on,
548
00:24:07.195 –> 00:24:08.835
don’t share any of your cancer stories.
549
00:24:10.225 –> 00:24:12.605
You know, as a woman, don’t, don’t do that.
550
00:24:13.105 –> 00:24:14.925
Or don’t ever mention that you’re divorced, right?
551
00:24:14.925 –> 00:24:16.245
Like, that’s a part of my story.
552
00:24:16.245 –> 00:24:18.005
That’s a part of, of resilience.
553
00:24:18.385 –> 00:24:19.565
Uh, and, and, you know,
554
00:24:19.565 –> 00:24:21.245
everybody’s bringing those things to work.
555
00:24:21.515 –> 00:24:23.205
Like, that’s just where we’re at.
556
00:24:23.585 –> 00:24:27.245
And so, um, when I was diagnosed, I, um,
557
00:24:28.155 –> 00:24:29.035
I had a good friend, Patty,
558
00:24:29.055 –> 00:24:30.195
and one of the co-authors of the book.
559
00:24:30.195 –> 00:24:32.075
She gave me a two-sided handwritten card
560
00:24:32.075 –> 00:24:34.195
that I still have in the, in my desk to this day.
561
00:24:35.095 –> 00:24:39.895
And this tool, this has been a tool. This has been a card.
562
00:24:39.895 –> 00:24:43.055
It used to be pink, used to have my old name, right?
563
00:24:43.055 –> 00:24:44.615
But it’s all about giving yourself the grace
564
00:24:44.635 –> 00:24:46.175
and permission to feel what you need to feel
565
00:24:46.235 –> 00:24:47.855
and to do what you need to do when you’re going
566
00:24:47.855 –> 00:24:48.855
through change, when you’re going
567
00:24:48.855 –> 00:24:50.215
through challenge, when you’re going through hard.
568
00:24:50.635 –> 00:24:52.895
Um, and on one side it’s, you know, you are allowed
569
00:24:52.915 –> 00:24:55.615
to be exhausted, to be frustrated, to be overwhelmed, right?
570
00:24:55.615 –> 00:24:57.935
All these things. But on the flip side, you turn it over,
571
00:24:58.235 –> 00:25:00.815
you are allowed to find the good, to be grateful,
572
00:25:00.875 –> 00:25:04.095
to find the opportunity, to be excited, to learn, to ask
573
00:25:04.095 –> 00:25:05.615
for help, to make a difference, to be you.
574
00:25:05.615 –> 00:25:07.455
Which side of the card are you on today?
575
00:25:08.585 –> 00:25:11.065
I give this to, I, I share this story.
576
00:25:11.545 –> 00:25:13.345
I share how they can use it as a leader
577
00:25:13.885 –> 00:25:15.505
or as a team, or as an organization.
578
00:25:17.005 –> 00:25:18.885
I walk them through, right?
579
00:25:19.085 –> 00:25:21.165
I, I put a picture of my friend Patty up
580
00:25:21.435 –> 00:25:22.685
with her handwritten words,
581
00:25:23.505 –> 00:25:25.925
and I walk them through how to use this when they leave,
582
00:25:26.075 –> 00:25:27.765
when their teams are going through change
583
00:25:27.905 –> 00:25:29.325
and challenge and overwhelm.
584
00:25:30.675 –> 00:25:33.525
This has now been passed out to over 750,000 people.
585
00:25:34.205 –> 00:25:37.245
I give this to every single audience member.
586
00:25:37.845 –> 00:25:40.125
I bring these, I print them out 10,000 at a time.
587
00:25:40.205 –> 00:25:43.125
I have little small ones too, right? They’re uniquely mine.
588
00:25:43.505 –> 00:25:46.965
You know, others may share similar, similar tools,
589
00:25:47.065 –> 00:25:48.445
but this is about right.
590
00:25:48.465 –> 00:25:50.765
My friend Patty, who also then passed away at 29,
591
00:25:50.785 –> 00:25:51.965
but her legacy, right?
592
00:25:51.965 –> 00:25:53.285
And her ripple lives on,
593
00:25:53.285 –> 00:25:55.325
and it’s how we each show up every day.
594
00:25:55.705 –> 00:25:57.045
And so, right.
595
00:25:57.275 –> 00:26:01.245
This is a tool that I use that clients get.
596
00:26:01.865 –> 00:26:04.325
So that is one of the tools that they get.
597
00:26:04.635 –> 00:26:06.645
They also, so, yeah, go ahead. So you
598
00:26:06.645 –> 00:26:09.285
Gave, I, when we in 2023 mm-hmm.
599
00:26:09.365 –> 00:26:11.365
We’re having coffee. You gave me that card. I still have it.
600
00:26:11.445 –> 00:26:13.325
I was looking for it. Mm-hmm. It’s, it’s on my desk. Mm-hmm.
601
00:26:13.405 –> 00:26:14.725
Somewhere, but, and I have
602
00:26:14.725 –> 00:26:16.685
Clients who reach out years later, oh,
603
00:26:16.965 –> 00:26:18.285
I have my wallet. Or, oh,
604
00:26:18.685 –> 00:26:21.085
I thought it was the most brilliant thing I’d ever seen.
605
00:26:21.415 –> 00:26:24.485
Right? So think about your own world
606
00:26:24.585 –> 00:26:27.125
and your own keynote and your own life.
607
00:26:27.125 –> 00:26:29.525
Like what are those things that differentiate you
608
00:26:29.705 –> 00:26:32.165
and make you uniquely unique, right?
609
00:26:32.275 –> 00:26:33.565
Like, what does that look like?
610
00:26:33.705 –> 00:26:35.845
And then the other, the other value add,
611
00:26:35.865 –> 00:26:38.565
the other game changer for me has been, I’ve always
612
00:26:38.885 –> 00:26:40.165
provided additional resources.
613
00:26:40.305 –> 00:26:43.365
So I have a, a leader’s guide that walks ’em
614
00:26:43.365 –> 00:26:45.125
through my framework that walks through questions
615
00:26:45.145 –> 00:26:46.765
for themselves and those around them.
616
00:26:46.965 –> 00:26:49.525
I always do offer to do a, a, a video
617
00:26:49.705 –> 00:26:51.965
and then a debrief call, which I’ll get into in a moment.
618
00:26:52.345 –> 00:26:54.565
But the, the game changer has been my vault.
619
00:26:55.225 –> 00:26:57.485
So this is similar to, you know, all
620
00:26:57.485 –> 00:26:59.485
of you probably have your opt-in at the end
621
00:26:59.485 –> 00:27:01.045
where you put up your QR code.
622
00:27:01.045 –> 00:27:03.085
Some of you might be using talk dot, uh,
623
00:27:03.245 –> 00:27:04.845
I use talk dot, and I do my own.
624
00:27:05.185 –> 00:27:09.405
Um, and so when, at the, at the end
625
00:27:09.785 –> 00:27:12.045
of the keynote, right, they get the QR code,
626
00:27:12.045 –> 00:27:13.405
they fill out the form, and then they
627
00:27:13.405 –> 00:27:14.445
get access to my vault.
628
00:27:14.505 –> 00:27:16.725
Now the vault, and I share this, this is a tool
629
00:27:16.725 –> 00:27:20.645
for me on a prospect call where I say, you, you know,
630
00:27:20.965 –> 00:27:22.925
everyone in your organization will get exclusive
631
00:27:22.945 –> 00:27:24.405
access to the vault.
632
00:27:24.985 –> 00:27:27.925
And, and I, and then I go through like, what’s in the vault.
633
00:27:28.265 –> 00:27:30.165
Um, right? So they get a leader’s guide,
634
00:27:30.165 –> 00:27:31.325
which walks them through.
635
00:27:31.505 –> 00:27:33.565
And, and I’ll give you all the link to this.
636
00:27:33.625 –> 00:27:37.245
So you all can go through all of this if you want to, um,
637
00:27:38.065 –> 00:27:39.565
and, you know, make your own.
638
00:27:39.985 –> 00:27:42.725
Um, so my, you know, it has my framework.
639
00:27:42.745 –> 00:27:44.285
It has questions they can ask.
640
00:27:44.585 –> 00:27:47.765
It has mindset shifts, all of these things.
641
00:27:48.485 –> 00:27:49.525
’cause I know I’m going really fast.
642
00:27:49.545 –> 00:27:52.245
So I’m gonna give you access to all this, um, phrases
643
00:27:52.245 –> 00:27:54.245
that they can continue to ask as they’re going
644
00:27:54.245 –> 00:27:55.445
through change in challenge.
645
00:27:56.185 –> 00:27:59.165
Um, and then we have an action plan at the end.
646
00:28:00.165 –> 00:28:02.265
Now, the other thing that’s in the vault
647
00:28:03.375 –> 00:28:05.275
is the UR loud card, right?
648
00:28:05.455 –> 00:28:08.475
The, the card here that I shared with you all as A PDF.
649
00:28:08.575 –> 00:28:10.555
So if I have a virtual program, right?
650
00:28:10.555 –> 00:28:11.955
We have this as a PDF for them.
651
00:28:12.135 –> 00:28:14.275
It has my framework, it has other mindset tools.
652
00:28:14.735 –> 00:28:19.435
It has a manifesto for individual contributors, um, as well.
653
00:28:19.895 –> 00:28:20.955
And then it has videos.
654
00:28:22.055 –> 00:28:25.475
So every, every single client I have gets
655
00:28:25.655 –> 00:28:27.195
access to this.
656
00:28:29.025 –> 00:28:30.805
So they’re asking, is the vault on your website?
657
00:28:31.925 –> 00:28:35.035
Are you all seeing this? Okay, we’re,
658
00:28:35.045 –> 00:28:36.045
We’re seeing you.
659
00:28:36.685 –> 00:28:37.825
But do you see what I’m sharing
660
00:28:38.945 –> 00:28:39.945
The card?
661
00:28:40.815 –> 00:28:42.595
No. No. We can’t see.
662
00:28:42.755 –> 00:28:46.975
I mean, we can, it’s very small. It is not coming.
663
00:28:47.245 –> 00:28:48.655
Yeah. Are you seeing this?
664
00:28:49.995 –> 00:28:51.095
We were not. This is your vault.
665
00:28:51.155 –> 00:28:52.295
We were not seeing the vault.
666
00:28:52.295 –> 00:28:53.895
Yeah. Yeah, yeah. Sorry. For some reason,
667
00:28:54.135 –> 00:28:55.295
I just set up a new office.
668
00:28:55.495 –> 00:28:56.895
Just so y’all know, this is the,
669
00:28:56.895 –> 00:28:58.655
literally the first call I’ve had in the new
670
00:28:58.655 –> 00:29:00.015
office. So, so there’s
671
00:29:00.015 –> 00:29:01.015
Your leaders guide. That’s
672
00:29:01.015 –> 00:29:02.095
the first part of the vault.
673
00:29:02.435 –> 00:29:03.775
Yep. First part of the vault.
674
00:29:04.075 –> 00:29:08.615
And, uh, um, this is, this is what it looks like, right?
675
00:29:08.955 –> 00:29:11.335
It has, it walks ’em through my framework.
676
00:29:11.435 –> 00:29:14.455
It has questions for them, questions to ask their team.
677
00:29:15.315 –> 00:29:19.935
Um, it, it gives, uh, all of those resources.
678
00:29:20.215 –> 00:29:24.055
I also have in the vault, the UR lab card, my framework,
679
00:29:24.265 –> 00:29:26.855
other mindset tools, a manifesto
680
00:29:26.995 –> 00:29:30.035
for individual contributors.
681
00:29:30.855 –> 00:29:34.475
Uh, and then it also includes videos.
682
00:29:35.455 –> 00:29:37.915
So, Kim, take us a second here. Yep.
683
00:29:38.015 –> 00:29:40.635
Um, is the vault on your website? I’m reading
684
00:29:40.635 –> 00:29:41.635
The quote. I have a version
685
00:29:41.635 –> 00:29:43.125
of the vault on my website.
686
00:29:43.625 –> 00:29:45.605
But the website vault does not include
687
00:29:45.625 –> 00:29:46.765
all of the things, right?
688
00:29:46.965 –> 00:29:48.005
’cause this is definitely for
689
00:29:48.005 –> 00:29:49.125
people that have heard you speak.
690
00:29:49.425 –> 00:29:52.045
Yep. Okay. And Asman, you have your hand up. Yep.
691
00:29:52.945 –> 00:29:54.965
Yes. My, my question is, this is,
692
00:29:54.985 –> 00:29:56.365
you are talking about a keynote.
693
00:29:56.825 –> 00:29:59.725
So at what point do you actually walk them through?
694
00:30:00.025 –> 00:30:02.645
Are you strategically, like, let’s say 10 minutes
695
00:30:02.665 –> 00:30:04.045
before you actually talk that,
696
00:30:04.045 –> 00:30:07.005
before you close your keynote, what is your strategy on
697
00:30:07.005 –> 00:30:08.725
how you actually make sure that you, you’re able
698
00:30:08.725 –> 00:30:10.405
to share some of those materials ahead of time?
699
00:30:11.235 –> 00:30:13.445
Yeah. So what I do is about, usually
700
00:30:13.455 –> 00:30:17.205
after I’ve shared kind of the last portion of my
701
00:30:18.385 –> 00:30:19.555
framework, right?
702
00:30:19.735 –> 00:30:22.275
So after we get to the re reframe and,
703
00:30:22.375 –> 00:30:25.595
and I kind of say my last statement about that, I then say,
704
00:30:26.565 –> 00:30:28.665
and usually this is the point where everyone says,
705
00:30:28.665 –> 00:30:30.105
oh my goodness, Kim, this is so great.
706
00:30:30.205 –> 00:30:31.385
How do I get a copy of this?
707
00:30:31.445 –> 00:30:33.385
Or how do I write, how do I get all of this?
708
00:30:33.735 –> 00:30:35.465
I’ve already planted a seed earlier.
709
00:30:35.905 –> 00:30:38.585
’cause I always see people writing notes and taking photos.
710
00:30:39.165 –> 00:30:42.025
Um, during the keynote, when I see that,
711
00:30:43.265 –> 00:30:45.265
I always make it a point to real quickly say,
712
00:30:45.285 –> 00:30:48.585
and I see a lot of you, uh, you know, taking notes
713
00:30:48.585 –> 00:30:49.905
and taking photos, and that’s great.
714
00:30:49.905 –> 00:30:51.905
But I also want you to know at the end, you’re gonna be able
715
00:30:51.905 –> 00:30:54.105
to get access to the vault, which includes all
716
00:30:54.105 –> 00:30:56.505
of the resources that you’re going to need to continue
717
00:30:56.505 –> 00:30:58.745
to implement this when you leave. So I, that
718
00:30:58.745 –> 00:31:00.465
Cedar, so how, what’s your percentage of people
719
00:31:00.575 –> 00:31:02.865
that then sign up? I mean, you must have,
720
00:31:02.945 –> 00:31:03.945
I have quite a few. You must
721
00:31:03.945 –> 00:31:06.145
collect a lot of email addresses. Yeah.
722
00:31:06.145 –> 00:31:08.505
Right. So I do that, and then at the end, right?
723
00:31:08.505 –> 00:31:10.225
Then I say, and, and then usually this is the point.
724
00:31:10.225 –> 00:31:13.345
So then I put it up, I let people fill out the form.
725
00:31:13.925 –> 00:31:15.585
Um, you know, I wait a minute,
726
00:31:15.805 –> 00:31:18.065
and then I just, I keep going.
727
00:31:18.685 –> 00:31:23.065
Um, and no, the vault on the website, it’s, uh,
728
00:31:23.475 –> 00:31:28.305
Renee, the, I have a separate backend vault, which is a link
729
00:31:29.225 –> 00:31:31.605
that’s a, that’s an additional page on my website
730
00:31:31.605 –> 00:31:34.205
that’s been built out that my designer built out for me.
731
00:31:34.385 –> 00:31:38.645
So that’s, um, but the, yes, absolutely.
732
00:31:38.825 –> 00:31:42.245
Kim, you love research and doing this work. Mm-hmm.
733
00:31:42.725 –> 00:31:45.485
I mean, it shows, so you,
734
00:31:45.585 –> 00:31:47.765
you lo you have a lot of pages, right?
735
00:31:48.465 –> 00:31:49.725
But is this something that you,
736
00:31:49.825 –> 00:31:52.445
so if you really enjoy this, fill it out.
737
00:31:52.445 –> 00:31:55.045
But what about people that this isn’t their thing?
738
00:31:55.515 –> 00:31:58.405
Yeah. Think about one thing that you could offer
739
00:31:58.405 –> 00:32:00.245
that client as additional value, right?
740
00:32:00.265 –> 00:32:02.125
So what, what would be one thing, right?
741
00:32:02.125 –> 00:32:03.525
And you might already be doing it,
742
00:32:03.545 –> 00:32:05.125
but here’s how I leverage it,
743
00:32:05.125 –> 00:32:07.605
because I know some of you ask, like, as part
744
00:32:07.605 –> 00:32:08.845
of your challenges, right?
745
00:32:08.845 –> 00:32:11.245
Getting consistent bookings, um,
746
00:32:11.585 –> 00:32:14.085
how do we turn those one-time gigs into more work?
747
00:32:14.505 –> 00:32:15.885
And then the marketing aspect.
748
00:32:15.985 –> 00:32:18.925
So when I, so how I use the vault, right?
749
00:32:19.045 –> 00:32:20.405
I use it as a selling tool
750
00:32:20.595 –> 00:32:22.565
because a lot of other clients aren’t doing that.
751
00:32:22.625 –> 00:32:24.405
So when you talk about your keynote,
752
00:32:24.955 –> 00:32:26.925
it’s more than a keynote, right?
753
00:32:27.105 –> 00:32:28.725
You are providing real tools
754
00:32:28.805 –> 00:32:30.165
that they can implement when they leave.
755
00:32:30.225 –> 00:32:31.605
And here’s what you’re gonna provide them.
756
00:32:31.715 –> 00:32:33.565
Even if it’s a simple one sheet, right?
757
00:32:33.625 –> 00:32:35.885
In my, in my prior version, right?
758
00:32:36.005 –> 00:32:39.505
I just have like a one sheet of tips, like whatever it is
759
00:32:39.505 –> 00:32:40.585
for you or videos
760
00:32:40.965 –> 00:32:45.265
or something that’s exclusive to them
761
00:32:46.175 –> 00:32:49.065
that they can utilize to implement and,
762
00:32:49.165 –> 00:32:51.105
and then continue to build on that.
763
00:32:51.285 –> 00:32:53.065
And that’s what I’ve done over the years.
764
00:32:53.165 –> 00:32:56.585
And, and the other piece of that, I use it as a tool
765
00:32:56.605 –> 00:32:59.905
to sell, but I also use it as a tool
766
00:33:00.845 –> 00:33:05.265
on my debrief call to get them, right.
767
00:33:06.535 –> 00:33:09.885
Even more familiar with my work
768
00:33:09.945 –> 00:33:11.405
and how we might be able to partner.
769
00:33:11.665 –> 00:33:13.845
So let me, anybody have any questions about that
770
00:33:13.845 –> 00:33:16.845
before I move on to, uh,
771
00:33:18.025 –> 00:33:21.645
before I move on to the debrief call, which is gold.
772
00:33:21.865 –> 00:33:24.685
Um, I use talk about and typ typically offer it.
773
00:33:25.025 –> 00:33:26.445
So do you not offer your slides
774
00:33:26.505 –> 00:33:28.165
and share a link to your vault or takeaway?
775
00:33:28.445 –> 00:33:31.725
Sylvia? Yes. I have a, I have a, uh,
776
00:33:31.725 –> 00:33:32.965
it depends on the client, right?
777
00:33:32.965 –> 00:33:37.005
Because some, they still want the, the slide deck.
778
00:33:37.765 –> 00:33:41.195
Others, they’re like, no, the vault, that’s great.
779
00:33:41.245 –> 00:33:44.035
Let’s just do that. So it really depends on the client.
780
00:33:44.035 –> 00:33:46.955
There are still some si clients who, who want the, the deck.
781
00:33:47.455 –> 00:33:51.075
Um, I’m also in the process of stripping down my deck
782
00:33:51.075 –> 00:33:55.395
and maybe just having, um, the, the
783
00:33:55.945 –> 00:33:57.755
kind of standard templated deck
784
00:33:57.755 –> 00:33:59.235
that I also include in the vault.
785
00:33:59.855 –> 00:34:02.755
Um, but that’s TBD.
786
00:34:02.795 –> 00:34:04.675
I haven’t decided what I’m gonna do there yet.
787
00:34:05.055 –> 00:34:07.755
Um, ’cause it’s continuing to evolve, right? Right.
788
00:34:07.895 –> 00:34:09.555
Um, any other questions about that
789
00:34:09.895 –> 00:34:13.955
before I talk about the debrief call,
790
00:34:13.955 –> 00:34:16.315
which has been a really big piece for me.
791
00:34:16.535 –> 00:34:19.395
Do I price access to the vault within my keynote fee? Yes.
792
00:34:19.665 –> 00:34:22.115
Because it is included, right?
793
00:34:22.115 –> 00:34:23.355
Often that’s a differentiator
794
00:34:24.425 –> 00:34:27.755
that differentiates me from another keynoter
795
00:34:27.755 –> 00:34:29.755
that they’re trying to decide or choose between.
796
00:34:32.055 –> 00:34:35.115
For me being able to say,
797
00:34:35.135 –> 00:34:37.275
here’s my unstoppable momentum experience.
798
00:34:37.455 –> 00:34:39.115
Here’s my process, right?
799
00:34:39.335 –> 00:34:41.715
Here’s the pre-work we do together, right?
800
00:34:41.735 –> 00:34:44.195
My job is to be the easiest speaker you’ve ever worked with
801
00:34:44.215 –> 00:34:45.235
and to do whatever it takes.
802
00:34:45.415 –> 00:34:47.155
I’m a true partner with you, right?
803
00:34:47.495 –> 00:34:49.555
Um, and asking them all the pre-questions.
804
00:34:49.855 –> 00:34:54.115
By the way, I don’t send out for, for those of you who do,
805
00:34:54.255 –> 00:34:57.115
um, pre-program questionnaires,
806
00:34:57.715 –> 00:34:59.475
I don’t send mine out anymore.
807
00:35:00.135 –> 00:35:02.475
Um, I do it on the customization call
808
00:35:02.475 –> 00:35:05.515
because the feedback that I was getting from my meeting
809
00:35:05.555 –> 00:35:07.395
planners is we are too busy to do
810
00:35:07.395 –> 00:35:08.635
that, to fill it out, right?
811
00:35:08.975 –> 00:35:12.915
And so I get everything I need on the call
812
00:35:13.575 –> 00:35:16.315
and then, right, as a part of that customer journey process
813
00:35:17.135 –> 00:35:18.275
to make it easy for them.
814
00:35:18.385 –> 00:35:20.995
Like how do we take out extra work for them?
815
00:35:21.055 –> 00:35:22.235
That’s always my goal.
816
00:35:22.335 –> 00:35:25.195
Um, what premium amount in your fee do you add for that?
817
00:35:25.615 –> 00:35:27.355
For my vault, it’s included.
818
00:35:28.125 –> 00:35:31.745
Here’s my fee, my fee’s, 20, the vault, everything,
819
00:35:31.745 –> 00:35:34.105
everything that we’re talking about is included.
820
00:35:34.765 –> 00:35:36.745
Now I have colleagues who tell me, Kim,
821
00:35:36.805 –> 00:35:38.285
you should be charging extra for that.
822
00:35:38.545 –> 00:35:40.285
Now, at some point I may do other things,
823
00:35:40.305 –> 00:35:42.005
but I’m gonna talk about the debrief call
824
00:35:42.005 –> 00:35:43.845
where they then talk about additional services.
825
00:35:44.665 –> 00:35:46.245
That’s then where we get into
826
00:35:46.275 –> 00:35:47.525
here are the additional things.
827
00:35:48.325 –> 00:35:49.745
But let me clarify. So you,
828
00:35:49.925 –> 00:35:52.145
you create a new vault for every client?
829
00:35:52.525 –> 00:35:55.025
No. Okay. You don’t? No. Okay.
830
00:35:55.265 –> 00:35:57.185
I, I used to, Right?
831
00:35:57.285 –> 00:36:00.105
And then I decided from a scalability standpoint, for me,
832
00:36:00.225 –> 00:36:01.865
I did 65 gigs last year.
833
00:36:01.865 –> 00:36:02.865
That was too much. It
834
00:36:02.865 –> 00:36:03.785
Was too much. That’s what I thought.
835
00:36:04.265 –> 00:36:06.065
I couldn’t do it. And I have a, you know,
836
00:36:06.065 –> 00:36:07.425
I have an assistant now and I have a team,
837
00:36:07.445 –> 00:36:11.865
but, um, from a, from that perspective, I didn’t do it.
838
00:36:11.885 –> 00:36:14.105
Now I still customize the keynote, right?
839
00:36:14.425 –> 00:36:16.585
I customize every keynote now, but the vault
840
00:36:16.645 –> 00:36:20.205
Is, But the vault is standard.
841
00:36:20.995 –> 00:36:24.045
Okay. Will you discuss the building updating skiing?
842
00:36:24.465 –> 00:36:26.525
Yes. Absolutely. Carl, I’m gonna come back to that.
843
00:36:26.545 –> 00:36:31.125
Can we put a pin in that? Um, let me, let me regroup on
844
00:36:31.665 –> 00:36:34.325
the debrief call. And then well, let’s see
845
00:36:34.345 –> 00:36:35.965
If there are any questions on the vault before you
846
00:36:35.965 –> 00:36:36.965
Leave. Yeah. Any, any other
847
00:36:36.965 –> 00:36:37.565
questions on the vault?
848
00:36:39.595 –> 00:36:41.045
Okay. Bye bye Vault. Okay.
849
00:36:41.505 –> 00:36:44.085
So, and again, that’s a part of a customer journey.
850
00:36:44.705 –> 00:36:48.125
And, um, really looking at what is the pre
851
00:36:48.265 –> 00:36:50.765
for you all think about your own customer experience
852
00:36:51.065 –> 00:36:52.405
and your own customer journey.
853
00:36:52.795 –> 00:36:56.045
What is the pre what are you gonna do during, like,
854
00:36:56.125 –> 00:36:57.245
I always, you know, I,
855
00:36:57.265 –> 00:36:59.405
and I always say this too, like, I’m not a speaker
856
00:36:59.405 –> 00:37:00.565
that likes to just come and go.
857
00:37:00.595 –> 00:37:04.445
Like if I ha if my schedule allows, I like to stay
858
00:37:04.445 –> 00:37:07.805
after, I like to be there to answer questions
859
00:37:07.825 –> 00:37:08.845
or take pictures.
860
00:37:09.425 –> 00:37:13.285
Um, I, you know, we always put these, I don’t give these out
861
00:37:13.285 –> 00:37:14.725
before my ur lab cards.
862
00:37:15.445 –> 00:37:17.855
They’re on a table in the back of the room where I can go
863
00:37:17.915 –> 00:37:20.295
to be for pictures and questions and things after,
864
00:37:20.605 –> 00:37:24.015
because, um, I wanna be able to explain the story
865
00:37:24.075 –> 00:37:25.175
and explain how they use them.
866
00:37:25.755 –> 00:37:30.375
So for, um, for the debrief call,
867
00:37:30.595 –> 00:37:34.045
so for me, my debrief call last,
868
00:37:34.225 –> 00:37:37.165
my debrief calls last year probably led
869
00:37:37.165 –> 00:37:39.565
to $150,000 in additional revenue.
870
00:37:41.625 –> 00:37:44.365
Here’s how. So for me, my,
871
00:37:44.945 –> 00:37:47.245
I’m all about building a relationship with that client.
872
00:37:48.355 –> 00:37:52.375
So, right, we’ve done the pre-work, we’ve done the survey.
873
00:37:52.835 –> 00:37:55.135
Now, not all clients will want the survey, and that’s okay.
874
00:37:55.135 –> 00:37:56.255
Like, some of my association
875
00:37:56.255 –> 00:37:57.415
clients are like, nah, we’re good.
876
00:37:57.795 –> 00:38:01.415
Um, but the survey
877
00:38:02.395 –> 00:38:05.175
for me is a carrot that gets them on the debrief call
878
00:38:05.445 –> 00:38:09.735
because, and the debrief calls are short, right?
879
00:38:09.735 –> 00:38:12.695
30 minutes, sometimes 20 minutes, sometimes 15,
880
00:38:12.765 –> 00:38:13.815
depending on the client.
881
00:38:14.325 –> 00:38:15.695
There’s a lot more work on my,
882
00:38:15.695 –> 00:38:18.215
with my corporate clients, and I’ll explain why.
883
00:38:18.755 –> 00:38:22.855
Um, but the debrief call, I try to schedule even
884
00:38:22.855 –> 00:38:24.055
before the event has happened.
885
00:38:24.085 –> 00:38:25.295
Like my assistant said, Hey,
886
00:38:25.295 –> 00:38:26.655
let’s go ahead and get it on the calendar.
887
00:38:27.275 –> 00:38:29.775
And it’s usually a week after,
888
00:38:29.775 –> 00:38:33.055
because they need time to breathe and rest and those things.
889
00:38:33.275 –> 00:38:35.725
And by that time, a week later,
890
00:38:35.725 –> 00:38:37.685
they’ve already gotten flowers from me,
891
00:38:37.905 –> 00:38:40.245
or a gift from me as well, by the way.
892
00:38:40.315 –> 00:38:42.485
Like, you know, that’s a part of my process.
893
00:38:43.185 –> 00:38:46.765
Um, I, I give my clients gifts, um, as a thank you.
894
00:38:47.675 –> 00:38:51.175
And so on the debrief call, we talk about
895
00:38:51.755 –> 00:38:53.175
the pre-event survey.
896
00:38:56.045 –> 00:38:57.175
Here were the big themes.
897
00:38:57.355 –> 00:38:58.615
Here’s what your people were saying.
898
00:38:58.675 –> 00:39:00.375
Now, sometimes some leadership teams
899
00:39:00.475 –> 00:39:02.455
or some corporate clients will wanna see that
900
00:39:02.455 –> 00:39:05.135
before, so their own executive team can like tie in
901
00:39:05.135 –> 00:39:06.255
and weave in some of those things.
902
00:39:06.595 –> 00:39:08.095
So sometimes I’ll share it before,
903
00:39:08.115 –> 00:39:10.495
but we still use talk about it on the call,
904
00:39:11.315 –> 00:39:12.615
on the debrief call, right?
905
00:39:12.735 –> 00:39:14.415
I get feedback from them about the event.
906
00:39:14.975 –> 00:39:16.855
I also share, similar to some of you
907
00:39:16.855 –> 00:39:17.975
that are using Talk Adot,
908
00:39:18.015 –> 00:39:19.775
I share some feedback that I’ve gotten.
909
00:39:20.675 –> 00:39:23.575
Um, as a part of that, um,
910
00:39:24.925 –> 00:39:28.465
the other piece of that process on your feedback, for those
911
00:39:28.465 –> 00:39:29.985
of you that are doing talk talk Adot
912
00:39:29.985 –> 00:39:34.105
or another QR code, I also have, as a part of my process,
913
00:39:35.555 –> 00:39:39.465
anyone that fills out that form, right?
914
00:39:39.495 –> 00:39:43.225
Like to kind of get in my, my system, um,
915
00:39:43.525 –> 00:39:45.865
we immediately go and connect with them on LinkedIn.
916
00:39:46.625 –> 00:39:47.915
That is a part of my strategy,
917
00:39:47.915 –> 00:39:49.395
which has also been very powerful.
918
00:39:49.775 –> 00:39:52.515
So we, and we have a little template, uh, right?
919
00:39:52.755 –> 00:39:56.415
Anything you do more than twice, you should think about it.
920
00:39:56.475 –> 00:39:57.815
Do I need a process for this?
921
00:39:57.835 –> 00:39:59.255
Or do I need a template for this?
922
00:39:59.355 –> 00:40:01.175
How can you make it easier on yourself
923
00:40:01.195 –> 00:40:02.575
and start building the systems?
924
00:40:03.395 –> 00:40:08.095
So I, uh, I, I have, you know, I used to do all this myself.
925
00:40:08.145 –> 00:40:09.855
Right now I have an assistant and my,
926
00:40:09.855 –> 00:40:11.215
and my husband also started working
927
00:40:11.215 –> 00:40:12.575
with me full-time in January.
928
00:40:12.795 –> 00:40:15.415
That’s a new thing. It’s working so far, okay?
929
00:40:15.505 –> 00:40:17.095
Until it’s not. And then he’s fired.
930
00:40:17.595 –> 00:40:22.255
But, uh, but right, it used to be me doing all of this,
931
00:40:23.325 –> 00:40:24.345
but it was about the process.
932
00:40:24.525 –> 00:40:27.025
And so, so when they fill out your form, you know,
933
00:40:27.045 –> 00:40:28.745
not only are you sending them the goodies
934
00:40:28.765 –> 00:40:31.305
and you might be adding them to your, your email list,
935
00:40:31.905 –> 00:40:33.465
I connect with them on least LinkedIn
936
00:40:33.465 –> 00:40:34.745
and just say, it was so great to meet
937
00:40:34.745 –> 00:40:35.865
you at dah, dah, dah, dah, dah.
938
00:40:36.125 –> 00:40:38.985
Now, I’ve also on LinkedIn already connected ahead of time.
939
00:40:39.205 –> 00:40:42.405
As soon as I get an inquiry, as soon
940
00:40:42.405 –> 00:40:44.965
as I get a yes from a client, we’re moving forward with you.
941
00:40:45.525 –> 00:40:49.245
I connect with them, I connect with their board
942
00:40:49.465 –> 00:40:52.365
or their leader team or whoever on LinkedIn.
943
00:40:52.675 –> 00:40:55.765
Just say, I’m so excited. I can’t wait to be with you in X.
944
00:40:56.515 –> 00:40:58.855
So, um, again,
945
00:40:59.235 –> 00:41:01.935
how can you develop the relationships?
946
00:41:02.355 –> 00:41:03.455
But on the debrief call,
947
00:41:03.475 –> 00:41:05.815
so we get the people on the debrief call sometimes, right?
948
00:41:06.275 –> 00:41:08.895
The leadership team also wants to be on the debrief call
949
00:41:08.895 –> 00:41:10.295
because they wanna hear about the survey.
950
00:41:10.875 –> 00:41:12.335
So for me, that’s value
951
00:41:12.335 –> 00:41:14.495
because then it’s not just the meeting planner,
952
00:41:14.495 –> 00:41:16.495
because if you all wanna continue to work
953
00:41:16.495 –> 00:41:18.735
with them in other ways, sometimes the meeting planner,
954
00:41:18.735 –> 00:41:21.815
they’re not the decision makers for the next part, right?
955
00:41:22.595 –> 00:41:24.535
And so how can you get them engaged?
956
00:41:24.795 –> 00:41:26.055
How can you get them on the call?
957
00:41:26.515 –> 00:41:28.415
And so that’s a carrot for them.
958
00:41:28.675 –> 00:41:30.655
And then we talk about, they give feedback.
959
00:41:30.895 –> 00:41:32.255
I give feedback from here’s
960
00:41:32.255 –> 00:41:34.565
what people have said on LinkedIn or social proof
961
00:41:34.745 –> 00:41:36.005
or through the survey.
962
00:41:36.945 –> 00:41:41.695
And then we talk about, um, is there anything else?
963
00:41:42.155 –> 00:41:44.935
Uh, you know, I, you, Lois Kramer, has Lois been a guest?
964
00:41:45.555 –> 00:41:48.975
Uh, no. Okay. So Lois, I’ve only had two guests so far.
965
00:41:48.975 –> 00:41:52.975
Okay. Okay. And Lois is an, is an amazing, amazing, uh,
966
00:41:53.385 –> 00:41:54.935
coach and, and mentor out there
967
00:41:54.935 –> 00:41:57.575
as well on the business side, uh, and messaging.
968
00:41:57.595 –> 00:42:00.135
But she, uh, she always uses this language.
969
00:42:00.135 –> 00:42:01.455
Would it make sense to,
970
00:42:03.355 –> 00:42:06.055
and so on the debrief call, right?
971
00:42:06.765 –> 00:42:09.335
I’ve given them feedback. I’ve gotten their feedback.
972
00:42:10.155 –> 00:42:12.895
Um, I always ask them for a testimonial
973
00:42:13.315 –> 00:42:14.895
or a recommendation on LinkedIn.
974
00:42:15.475 –> 00:42:18.415
Um, because I want social proof, I need, I need
975
00:42:18.415 –> 00:42:21.215
to improve getting testimonials on the spot with video.
976
00:42:21.515 –> 00:42:24.255
Um, that’s some a, a short falling of mine
977
00:42:24.255 –> 00:42:27.095
that I know I need to get better at consistency wise.
978
00:42:27.835 –> 00:42:31.915
And then I, um, ask them,
979
00:42:33.055 –> 00:42:36.195
do you know, um, you know, recommendations
980
00:42:36.195 –> 00:42:38.635
or referrals are, are are the lifeblood of my business?
981
00:42:39.055 –> 00:42:40.915
Uh, assuming they were happy with you, right?
982
00:42:40.975 –> 00:42:42.115
Uh, and then I say, you know,
983
00:42:43.615 –> 00:42:47.195
are there other departments within your company if it’s if
984
00:42:47.195 –> 00:42:49.755
it’s corporate, or are you involved
985
00:42:49.755 –> 00:42:51.115
with any other associations
986
00:42:51.165 –> 00:42:53.075
where my programs might be a fit?
987
00:42:53.765 –> 00:42:55.585
Here’s the thing. Most people wanna help us.
988
00:42:55.965 –> 00:42:56.985
We just have to ask.
989
00:42:57.855 –> 00:43:01.075
And so, um, I always ask those questions,
990
00:43:01.895 –> 00:43:05.685
and then I use Lois’s cra Lois’s words,
991
00:43:05.945 –> 00:43:08.405
and I say, would it make sense to,
992
00:43:09.415 –> 00:43:12.035
and then this is where sometimes I’ve already
993
00:43:12.035 –> 00:43:13.235
planted the seeds about this.
994
00:43:13.235 –> 00:43:14.515
Sometimes we’ve already, they’ve
995
00:43:14.515 –> 00:43:15.595
already said yes, they want it.
996
00:43:16.115 –> 00:43:19.875
I offer, I have a couple of offerings and I’m actually going
997
00:43:19.895 –> 00:43:22.355
and doing, working on my business over the next couple weeks
998
00:43:22.355 –> 00:43:24.155
to think about what do the next offerings look like.
999
00:43:24.175 –> 00:43:27.795
But I offer what I call a momentum booster session.
1000
00:43:28.895 –> 00:43:33.675
So this is additional fee, um, where I offer
1001
00:43:33.775 –> 00:43:36.235
to come back 30 to 90 days after the keynote.
1002
00:43:36.905 –> 00:43:38.435
It’s almost like a group coaching call.
1003
00:43:38.455 –> 00:43:40.355
We talk about what’s working, what isn’t working,
1004
00:43:40.385 –> 00:43:41.435
what have you implemented.
1005
00:43:41.435 –> 00:43:43.475
Sometimes they go into breakout, sometimes they don’t.
1006
00:43:44.095 –> 00:43:48.515
Um, and that started for me
1007
00:43:48.515 –> 00:43:52.455
during COVID because I knew I needed additional revenue.
1008
00:43:52.635 –> 00:43:54.415
And I’m like, how the heck am I gonna do this?
1009
00:43:54.675 –> 00:43:56.615
And so, and it was virtual.
1010
00:43:57.115 –> 00:44:01.235
And so since then, I usually have
1011
00:44:01.925 –> 00:44:03.825
eight to 10 clients a year at least.
1012
00:44:03.965 –> 00:44:07.105
Who will, who will say yes to that?
1013
00:44:07.525 –> 00:44:11.185
And I typically charge half of my keynote fee for that.
1014
00:44:11.685 –> 00:44:14.875
Now, some clients won’t have that budget, and that’s okay,
1015
00:44:14.875 –> 00:44:16.595
because if it’s virtual, quite honestly
1016
00:44:16.595 –> 00:44:17.955
between us, I don’t really care.
1017
00:44:18.385 –> 00:44:20.915
I’ll do it, um, for lower than that, you know,
1018
00:44:20.925 –> 00:44:22.035
we’ll, we’ll work through that.
1019
00:44:22.735 –> 00:44:25.395
Um, I’ve had some clients who, who said,
1020
00:44:25.395 –> 00:44:26.515
that’s great, but we want more.
1021
00:44:26.695 –> 00:44:28.275
So then I do those quarterly,
1022
00:44:28.715 –> 00:44:30.275
I had three corporate clients last year
1023
00:44:30.275 –> 00:44:32.965
where we did quarterly momentum booster sessions.
1024
00:44:33.625 –> 00:44:37.325
Um, and I would do momentum pulse surveys, similar
1025
00:44:37.345 –> 00:44:38.525
to the survey we did with you all,
1026
00:44:38.525 –> 00:44:40.885
but a little quick pulse survey in between
1027
00:44:41.265 –> 00:44:43.405
to see have we moved the needle, right?
1028
00:44:43.995 –> 00:44:45.325
What are their current challenges?
1029
00:44:45.665 –> 00:44:46.925
Are they implementing things?
1030
00:44:47.665 –> 00:44:51.645
Um, so that is, that is another key piece
1031
00:44:51.665 –> 00:44:52.925
for me on the debrief.
1032
00:44:53.305 –> 00:44:55.125
And then also on the debrief, you know, a lot
1033
00:44:55.125 –> 00:44:57.805
of times I’ll do a keynote plus a deep dive on site
1034
00:44:57.805 –> 00:44:59.925
where they build out their own momentum action plan.
1035
00:44:59.955 –> 00:45:01.285
Like that’s another offering.
1036
00:45:01.705 –> 00:45:03.445
But I think it’s really, yes, Dr.
1037
00:45:03.535 –> 00:45:05.965
Renee, uh, a coffee chat,
1038
00:45:06.065 –> 00:45:08.085
but including it in your original contract.
1039
00:45:08.185 –> 00:45:10.605
Yes. Sometimes I included in the original contract,
1040
00:45:11.115 –> 00:45:14.375
sometimes it might not make sense to do that,
1041
00:45:14.395 –> 00:45:16.895
and we wait for the debrief call, if that makes sense.
1042
00:45:17.475 –> 00:45:22.295
Um, so, but for me, like my, like my goal this year is
1043
00:45:22.635 –> 00:45:26.765
for at least half of my keynote, half of my keynotes
1044
00:45:26.765 –> 00:45:29.805
that I have this year, my goal is to have
1045
00:45:31.875 –> 00:45:34.705
additional revenue from those, right?
1046
00:45:35.205 –> 00:45:37.225
Um, Gina, our booster content
1047
00:45:37.225 –> 00:45:38.625
sessions very different from the keynote.
1048
00:45:38.895 –> 00:45:40.945
They’re a continuation, they’re a deep dive.
1049
00:45:41.015 –> 00:45:43.105
It’s almost a conversation and a coaching session.
1050
00:45:43.685 –> 00:45:47.425
Um, they’re, they’re coming, uh, with their questions.
1051
00:45:47.845 –> 00:45:50.585
Um, mark ask, who fills out the pre-event survey?
1052
00:45:51.675 –> 00:45:54.325
Anybody who’s coming to the conference or the event?
1053
00:45:55.025 –> 00:45:56.805
Now, there have been times
1054
00:45:56.935 –> 00:45:59.085
where certain associations don’t want everybody
1055
00:45:59.085 –> 00:46:01.245
to fill it out, so they’ll send it just to their board.
1056
00:46:01.785 –> 00:46:05.685
Um, there have been times where certain companies,
1057
00:46:06.445 –> 00:46:08.205
’cause corporate’s very different than association.
1058
00:46:08.205 –> 00:46:10.205
Like they just sent out an employee engagement survey.
1059
00:46:10.255 –> 00:46:12.765
Their people are surveyed out, so they’re like,
1060
00:46:12.975 –> 00:46:14.845
let’s just send it to this subsection.
1061
00:46:15.385 –> 00:46:17.325
So sometimes, right, they don’t do that.
1062
00:46:17.345 –> 00:46:19.165
But I’m also doing, you know,
1063
00:46:19.165 –> 00:46:21.045
customization calls with them in those things.
1064
00:46:21.065 –> 00:46:22.965
So we kind of talk through that.
1065
00:46:23.785 –> 00:46:27.385
Um, in the debrief call, you are using language.
1066
00:46:27.595 –> 00:46:30.385
Would it make sense too? Um, no.
1067
00:46:30.425 –> 00:46:31.705
I say would it make sense too?
1068
00:46:31.765 –> 00:46:34.225
But oftentimes I’ve already planted that seed ahead
1069
00:46:34.225 –> 00:46:35.495
of time, right?
1070
00:46:36.075 –> 00:46:39.175
The other thing that I do on the debrief call, I walk,
1071
00:46:39.535 –> 00:46:41.215
I literally walk them through everything
1072
00:46:41.215 –> 00:46:45.915
that’s in the vault, and then I share ideas
1073
00:46:46.295 –> 00:46:48.675
on how other clients have implemented the vault.
1074
00:46:48.865 –> 00:46:52.675
Like, I’ve had clients who started a separate momentum, uh,
1075
00:46:53.465 –> 00:46:55.955
booster channel like through Slack
1076
00:46:56.295 –> 00:46:57.835
or through teams where then they’re
1077
00:46:57.835 –> 00:46:59.035
sharing, here’s what we’re implementing.
1078
00:46:59.055 –> 00:47:01.035
Not just for my keynote, but from the conference, right?
1079
00:47:01.535 –> 00:47:04.275
Uh, continuing that ROI, um,
1080
00:47:04.905 –> 00:47:07.315
I’ve had other clients who’ve taken that
1081
00:47:07.375 –> 00:47:11.635
and then, um, done many sessions throughout the year.
1082
00:47:11.815 –> 00:47:15.355
So, so I’m now looking at building out some additional
1083
00:47:15.555 –> 00:47:17.195
resources in the vault, which would also be then
1084
00:47:17.195 –> 00:47:18.275
that next paid level.
1085
00:47:18.895 –> 00:47:22.735
So, um, do I set tangible,
1086
00:47:22.825 –> 00:47:25.175
measurable g goals with clients?
1087
00:47:25.635 –> 00:47:26.975
Oh, absolutely Carl.
1088
00:47:27.195 –> 00:47:30.565
So I always ask, um, and I have, right my whole,
1089
00:47:30.625 –> 00:47:33.945
and I’ll send you all, um, kind
1090
00:47:33.945 –> 00:47:35.145
of my pre-program
1091
00:47:35.385 –> 00:47:36.585
questionnaire, but it’s really more than that.
1092
00:47:36.745 –> 00:47:38.145
’cause I don’t send it out anymore. It’s like,
1093
00:47:38.145 –> 00:47:39.425
what are the questions that I ask?
1094
00:47:39.535 –> 00:47:41.705
Like, I always ask like, what are your goals?
1095
00:47:42.455 –> 00:47:43.545
What do you want them to feel?
1096
00:47:43.615 –> 00:47:45.425
What do you want them to do when they leave?
1097
00:47:46.085 –> 00:47:49.105
Um, what are those changes and challenges?
1098
00:47:49.135 –> 00:47:50.505
What are the blocks? Um,
1099
00:47:50.725 –> 00:47:53.955
and then I also dive deeper, particularly
1100
00:47:53.955 –> 00:47:55.115
with my corporate clients,
1101
00:47:55.175 –> 00:47:57.155
but also with, with my association clients.
1102
00:47:57.395 –> 00:47:59.675
I ask, are there certain seeds you want me to plant?
1103
00:48:00.215 –> 00:48:03.075
Um, I understand their, their culture,
1104
00:48:03.525 –> 00:48:05.875
their values, how they show up.
1105
00:48:06.015 –> 00:48:07.755
Do they want me to incorporate those?
1106
00:48:07.905 –> 00:48:10.635
What does that look like? What’s happening before me?
1107
00:48:10.655 –> 00:48:12.715
What’s happening after me? Am I opening?
1108
00:48:12.855 –> 00:48:13.955
If I’m opening right,
1109
00:48:14.055 –> 00:48:16.115
I’m bringing the energy, I’m setting the tone.
1110
00:48:16.455 –> 00:48:17.715
Are there certain ways they want them
1111
00:48:17.715 –> 00:48:19.315
to show up while they’re there that I need
1112
00:48:19.315 –> 00:48:23.075
to reinforce If I’m closing that may look different, I need
1113
00:48:23.075 –> 00:48:25.355
to understand what else is happened over those days.
1114
00:48:25.935 –> 00:48:28.275
Do they want me to have them build up their momentum action
1115
00:48:28.275 –> 00:48:29.315
plan and share together
1116
00:48:29.625 –> 00:48:31.355
what they’re taking action on when they leave?
1117
00:48:31.355 –> 00:48:32.835
Because hope alone isn’t enough.
1118
00:48:33.095 –> 00:48:34.115
It has to be followed by
1119
00:48:34.115 –> 00:48:36.035
that action when they leave the conference.
1120
00:48:36.335 –> 00:48:39.555
So, right. It’s all of those things of
1121
00:48:40.305 –> 00:48:42.235
understanding, right?
1122
00:48:42.505 –> 00:48:44.075
Exactly what Carl said.
1123
00:48:44.665 –> 00:48:45.755
What are their goals
1124
00:48:46.055 –> 00:48:49.395
and how are we making them look like those rock stars
1125
00:48:49.855 –> 00:48:50.955
and meeting those?
1126
00:48:52.365 –> 00:48:53.815
Jasmine has a question.
1127
00:48:55.055 –> 00:48:57.155
Uh, what’s your process for creating your process?
1128
00:48:57.505 –> 00:49:01.835
Yeah, so, um, I have, so I have, I have SOPs
1129
00:49:02.095 –> 00:49:04.475
for everything, standard operating procedures.
1130
00:49:04.935 –> 00:49:07.715
Um, I initially when I didn’t have staff,
1131
00:49:07.795 –> 00:49:08.795
I built those on my own.
1132
00:49:08.855 –> 00:49:10.115
Now I have staff in, right?
1133
00:49:10.135 –> 00:49:12.035
We review them, we make things better.
1134
00:49:12.575 –> 00:49:17.235
Um, I, um, now have, right,
1135
00:49:17.385 –> 00:49:20.035
I’ll sometimes just audio and send it to my assistant
1136
00:49:20.035 –> 00:49:23.915
or put it in Slack or, uh, sometimes we will,
1137
00:49:24.265 –> 00:49:25.595
I’ll just ride it out.
1138
00:49:25.695 –> 00:49:29.595
It just depends, um, on like, am I on a plane?
1139
00:49:29.685 –> 00:49:31.275
Where am I at? Those sorts of things.
1140
00:49:31.815 –> 00:49:34.235
Um, but for me, that has been key
1141
00:49:34.305 –> 00:49:36.755
because that’s what’s allowed me to continue to grow.
1142
00:49:36.755 –> 00:49:39.155
Because if you think about where I’m at now, my business
1143
00:49:39.155 –> 00:49:44.125
where ba from where I was, one big thing
1144
00:49:44.125 –> 00:49:48.605
that got me here was spending the time on the business,
1145
00:49:49.365 –> 00:49:53.485
spending my time working in my CRM, knowing my numbers,
1146
00:49:54.155 –> 00:49:58.085
knowing my stats, being consistent, seeing
1147
00:49:58.085 –> 00:50:00.925
where the gaps are, where do I need to get better?
1148
00:50:01.075 –> 00:50:02.685
What does that client journey look like?
1149
00:50:02.685 –> 00:50:05.365
Because the other thing I always ask on the debrief call is,
1150
00:50:05.585 –> 00:50:08.045
is there anything that me and my team that we could have?
1151
00:50:08.145 –> 00:50:09.605
Is there anything we could have done better
1152
00:50:10.425 –> 00:50:11.845
to make your experience better?
1153
00:50:14.475 –> 00:50:18.185
And there’ve been two times in the last three years
1154
00:50:18.185 –> 00:50:20.465
where we’ve gotten some great feedback from clients.
1155
00:50:20.465 –> 00:50:22.665
Like mostly it’s, you know, you were great.
1156
00:50:22.665 –> 00:50:24.345
Easiest speaker we’ve ever worked with, right?
1157
00:50:24.345 –> 00:50:26.105
The things I wanna hear, like that is my goal.
1158
00:50:26.865 –> 00:50:28.715
But there’ve been two times, two instances
1159
00:50:28.925 –> 00:50:30.635
where we got some great feedback
1160
00:50:31.095 –> 00:50:33.635
and we readjusted our processes based upon that.
1161
00:50:34.095 –> 00:50:35.475
So we’re asking our clients,
1162
00:50:35.895 –> 00:50:38.435
how can we show up even better for you?
1163
00:50:38.625 –> 00:50:41.675
Like, I am always looking at ways, not just
1164
00:50:41.675 –> 00:50:43.635
with the keynote, like I’m always, as Karen knows,
1165
00:50:43.635 –> 00:50:44.755
I’m always trying to uplevel my
1166
00:50:44.755 –> 00:50:45.875
keynote and look better there.
1167
00:50:45.935 –> 00:50:49.115
But in my business, I am always looking for those ways
1168
00:50:49.485 –> 00:50:53.555
where we can continue to up level from that perspective.
1169
00:50:54.175 –> 00:50:56.235
Um, is my mindset on the original
1170
00:50:56.235 –> 00:50:57.355
sales call to get the keynote?
1171
00:50:57.495 –> 00:50:58.555
Or are you thinking long-term
1172
00:50:58.555 –> 00:50:59.715
relationship with every client?
1173
00:51:01.495 –> 00:51:05.295
I always wanna have a long-term relationship with my client,
1174
00:51:06.275 –> 00:51:10.025
but initially, right, we focus on getting the work.
1175
00:51:10.845 –> 00:51:14.265
Um, now when I focus on getting the work, part
1176
00:51:14.265 –> 00:51:15.905
of the value I bring is the vault,
1177
00:51:16.275 –> 00:51:19.585
which then often will plant a seed about,
1178
00:51:20.525 –> 00:51:22.865
and a lot of other clients, right,
1179
00:51:23.235 –> 00:51:25.185
right now are finding a lot
1180
00:51:25.185 –> 00:51:27.385
of value in my momentum booster session
1181
00:51:27.565 –> 00:51:31.785
or a deep dive on site right after the keynote, right?
1182
00:51:31.885 –> 00:51:33.785
Or a fireside chat or those sorts of things.
1183
00:51:33.805 –> 00:51:35.145
So I’ll kind of plant some
1184
00:51:35.145 –> 00:51:37.105
of those seeds on the initial conversation,
1185
00:51:37.365 –> 00:51:41.105
but I wanna get them to say yes to that keynote first,
1186
00:51:41.835 –> 00:51:42.985
especially right now.
1187
00:51:43.305 –> 00:51:46.185
’cause y’all, this industry has changed
1188
00:51:47.475 –> 00:51:49.165
over the last five years, and Karen
1189
00:51:49.165 –> 00:51:50.165
and I have talked about this.
1190
00:51:51.985 –> 00:51:54.335
There are more speakers than there have ever been before.
1191
00:51:55.155 –> 00:51:57.055
We are in a very crowded market.
1192
00:51:58.445 –> 00:52:01.435
And not only that,
1193
00:52:01.775 –> 00:52:04.155
but we’ve got uncertainty.
1194
00:52:04.805 –> 00:52:07.235
We’ve got clients who are taking longer to make decisions.
1195
00:52:07.285 –> 00:52:09.915
We’ve got budgets that are shrinking. And it is not just me.
1196
00:52:09.915 –> 00:52:11.275
It’s like I’m hearing this from clients,
1197
00:52:11.415 –> 00:52:13.315
I’m hearing it from bureau partners, right?
1198
00:52:13.375 –> 00:52:14.555
We have to be adaptable
1199
00:52:14.775 –> 00:52:16.275
and we have to be flexible right now.
1200
00:52:16.655 –> 00:52:20.915
And so for me it’s really how are we showing up?
1201
00:52:21.105 –> 00:52:22.155
What does that look like?
1202
00:52:22.335 –> 00:52:24.635
But also understanding like what are those things
1203
00:52:24.635 –> 00:52:26.475
that are gonna separate us so
1204
00:52:26.475 –> 00:52:27.875
that we can actually win the business
1205
00:52:28.565 –> 00:52:29.945
and build the relationships?
1206
00:52:30.975 –> 00:52:34.315
And, and a part of that is about the mindset,
1207
00:52:34.455 –> 00:52:36.795
but it’s also about how you’re showing up as a speaker.
1208
00:52:37.145 –> 00:52:38.875
Like I am not a speaker diva.
1209
00:52:39.455 –> 00:52:42.675
Um, and, and I’m gonna give you example
1210
00:52:42.875 –> 00:52:44.075
’cause Karen said, oh, share this.
1211
00:52:44.175 –> 00:52:47.355
So, um, I had, I’ve had two clients who’ve recently
1212
00:52:47.995 –> 00:52:49.355
rescheduled to 2026.
1213
00:52:50.255 –> 00:52:52.035
Um, we were booked, one was booked in
1214
00:52:52.035 –> 00:52:53.115
July for, um, this year.
1215
00:52:53.195 –> 00:52:54.875
I was supposed to go next month to speak.
1216
00:52:54.935 –> 00:52:58.555
And a month ago they called me. They were in tears.
1217
00:52:59.185 –> 00:53:01.435
They had to cancel because half
1218
00:53:01.435 –> 00:53:03.195
of their vendors have pulled out
1219
00:53:03.195 –> 00:53:04.795
because of the economy and the uncertainty.
1220
00:53:04.795 –> 00:53:08.535
That’s, and so they didn’t know what to do.
1221
00:53:08.755 –> 00:53:10.375
Now I, my contract,
1222
00:53:10.755 –> 00:53:12.815
and I know Karen’s probably shared these things with you,
1223
00:53:12.875 –> 00:53:13.975
but my contract, right?
1224
00:53:14.095 –> 00:53:16.535
I require half of half of my fee up front
1225
00:53:17.605 –> 00:53:21.415
and the other half, 30 days prior now.
1226
00:53:21.555 –> 00:53:24.015
And, and I also have a cancellation clause.
1227
00:53:24.435 –> 00:53:27.165
So my cancellation clause is basically, well, we’ll,
1228
00:53:27.235 –> 00:53:29.245
they’re gonna bring me back in 2026,
1229
00:53:30.355 –> 00:53:33.175
but I knew they needed my content now more than ever.
1230
00:53:33.355 –> 00:53:36.335
And so on that call where we, where they’re like, you know,
1231
00:53:36.425 –> 00:53:38.135
we’ll, we’ll rebook you in 2026.
1232
00:53:39.165 –> 00:53:40.285
I said, here’s the thing. I said,
1233
00:53:40.285 –> 00:53:41.765
your people need me now more than ever.
1234
00:53:42.965 –> 00:53:47.025
And so if it would make sense, how about I do a free
1235
00:53:48.145 –> 00:53:49.185
momentum booster session
1236
00:53:50.065 –> 00:53:52.465
whenever it makes sense for you all, sometime this summer
1237
00:53:52.525 –> 00:53:57.005
or this year, and just providing value and providing service
1238
00:53:57.265 –> 00:53:58.525
and being there as a partner.
1239
00:53:58.945 –> 00:54:00.725
And this was the response that I got back.
1240
00:54:01.015 –> 00:54:02.485
Thank you so much for understanding
1241
00:54:02.545 –> 00:54:04.045
and more importantly, your kindness
1242
00:54:04.145 –> 00:54:05.525
and encouragement during this shift.
1243
00:54:05.585 –> 00:54:07.365
It truly means a lot to me and our team.
1244
00:54:07.585 –> 00:54:09.925
You’ve been such a positive presence throughout this
1245
00:54:09.925 –> 00:54:12.045
process, and I’m genuinely looking forward to
1246
00:54:12.045 –> 00:54:13.805
what we’ll create together in 2026.
1247
00:54:14.075 –> 00:54:15.485
Your offer to support our team
1248
00:54:15.485 –> 00:54:17.845
with a momentum session is incredibly generous,
1249
00:54:18.145 –> 00:54:19.485
and I’d love to explore that further.
1250
00:54:19.785 –> 00:54:21.725
Thanks again for being the kind of partner
1251
00:54:21.865 –> 00:54:23.085
who shows up with heart.
1252
00:54:23.505 –> 00:54:25.405
I’m grateful to have you in our corner.
1253
00:54:26.185 –> 00:54:28.685
Now, she didn’t know, like, one of my core values is lead
1254
00:54:28.685 –> 00:54:32.925
with heart, but how are we showing up for our clients?
1255
00:54:33.475 –> 00:54:36.885
What is the experience that we’re creating?
1256
00:54:37.585 –> 00:54:41.605
Um, so any questions about that? I wanna go back to Carl’s.
1257
00:54:41.805 –> 00:54:43.525
’cause I know getting consistent bookings
1258
00:54:43.525 –> 00:54:44.605
is another big piece.
1259
00:54:44.865 –> 00:54:49.015
Oh, and then we have Sylvia, um, beyond offering the
1260
00:54:50.295 –> 00:54:51.455
increase your chance of getting some that,
1261
00:54:54.995 –> 00:54:58.015
so sometimes I’ll ask them, Hey, would it make sense
1262
00:54:58.015 –> 00:54:59.135
to have a separate call with them?
1263
00:54:59.635 –> 00:55:02.935
Or sometimes, uh, I’ll ask them
1264
00:55:02.955 –> 00:55:04.455
to even make the introduction.
1265
00:55:04.565 –> 00:55:08.655
Like, or, or can you reinforce it might make sense to have
1266
00:55:08.655 –> 00:55:12.125
that conversation, um, from that perspective.
1267
00:55:13.795 –> 00:55:15.455
So, back to Carl’s,
1268
00:55:15.455 –> 00:55:19.935
because one of the things that you all said, uh, was right,
1269
00:55:19.935 –> 00:55:22.095
getting those consistent bookings
1270
00:55:22.715 –> 00:55:25.695
and, um, was it Carl or was it someone else?
1271
00:55:25.725 –> 00:55:26.815
Hold on, let me make sure.
1272
00:55:27.315 –> 00:55:31.715
Um, but anyway, so here’s the thing.
1273
00:55:31.875 –> 00:55:34.915
’cause I know for a lot of us, uh, how many
1274
00:55:34.915 –> 00:55:35.995
of you’re doing cold outreach?
1275
00:55:38.795 –> 00:55:41.835
Okay. And, and for,
1276
00:55:43.595 –> 00:55:46.135
and, and I’ll just be honest, I’ve never done cold outreach,
1277
00:55:46.355 –> 00:55:48.495
but I’m gonna tell you what I’ve done instead.
1278
00:55:48.955 –> 00:55:51.455
Um, I have a lot of colleagues, again,
1279
00:55:51.455 –> 00:55:52.575
no right way to do this business.
1280
00:55:52.655 –> 00:55:54.455
I have a lot of colleagues who, who do great
1281
00:55:54.455 –> 00:55:57.055
with cold outreach, but cold outreach is a long game.
1282
00:55:58.045 –> 00:56:00.385
And right now the market is more crowded than
1283
00:56:00.385 –> 00:56:01.545
it’s ever been before.
1284
00:56:02.685 –> 00:56:04.945
And a lot of your emails are not even getting read
1285
00:56:05.565 –> 00:56:08.295
or opened, or they’re ending up in spam
1286
00:56:09.805 –> 00:56:12.345
or meeting planners are being bombarded,
1287
00:56:13.185 –> 00:56:15.805
or bureaus are being bombarded by
1288
00:56:16.455 –> 00:56:18.605
50 emails from speakers in the day.
1289
00:56:19.715 –> 00:56:21.695
And so how do you stand out?
1290
00:56:22.435 –> 00:56:23.705
So what I have done,
1291
00:56:23.905 –> 00:56:25.465
’cause I’m a recovering political consultant
1292
00:56:25.485 –> 00:56:27.385
and public affairs consultant, I’ve,
1293
00:56:27.625 –> 00:56:30.625
I really have developed a warm strategy, um,
1294
00:56:31.335 –> 00:56:34.665
that warm strategy really early on.
1295
00:56:35.635 –> 00:56:37.655
So I, you know, divorced, remarried, remarried,
1296
00:56:37.655 –> 00:56:38.855
a a widow with two kids.
1297
00:56:38.855 –> 00:56:40.095
So we’ve been blending wall mending.
1298
00:56:40.135 –> 00:56:42.295
I had three kids, I have aging parents.
1299
00:56:42.595 –> 00:56:45.135
Um, mark and I know has had challenges with that too.
1300
00:56:45.635 –> 00:56:48.815
Um, it for the last 10 years, right?
1301
00:56:49.155 –> 00:56:50.575
Um, I’m also the breadwinner.
1302
00:56:50.595 –> 00:56:54.135
So like I have to deliver, I have to provide for my family.
1303
00:56:54.515 –> 00:56:55.855
And now my husband’s working with me.
1304
00:56:55.855 –> 00:56:57.455
So it’s really all on me. And we have kids in college,
1305
00:56:58.075 –> 00:57:00.975
but I also
1306
00:57:02.475 –> 00:57:07.235
got it wrong in my first business, I worked too much
1307
00:57:07.615 –> 00:57:09.315
and I didn’t focus on the right things.
1308
00:57:10.515 –> 00:57:12.815
And not that I blamed that on my divorce,
1309
00:57:13.315 –> 00:57:17.015
but I promised myself in this business, I’m building it
1310
00:57:17.555 –> 00:57:20.975
in a way that builds the business around the life
1311
00:57:21.005 –> 00:57:22.095
that I want.
1312
00:57:23.285 –> 00:57:25.825
And there is no right way to do this business.
1313
00:57:26.365 –> 00:57:30.185
So when my kids were little, um, I had a 40%,
1314
00:57:30.345 –> 00:57:32.465
I live in Columbia, Missouri, small college town, right?
1315
00:57:33.365 –> 00:57:38.025
Um, not a big market. Um, I had a 40% regional strategy
1316
00:57:38.555 –> 00:57:42.265
where I was looking at gigs in Missouri, Kansas, Iowa,
1317
00:57:42.545 –> 00:57:44.985
Nebraska, kind of Midwest, um, where I could drive to
1318
00:57:45.005 –> 00:57:47.665
so I could get home in time for my daughter’s soccer game
1319
00:57:47.845 –> 00:57:48.985
or volleyball game,
1320
00:57:49.045 –> 00:57:51.345
or my son’s lacrosse game or baseball game, right?
1321
00:57:51.345 –> 00:57:54.155
Or be there for my parents. I knew I wasn’t gonna get my
1322
00:57:54.155 –> 00:57:55.795
full fee, but I was okay with that
1323
00:57:55.795 –> 00:57:57.195
because I was sleeping in my own bed.
1324
00:57:58.495 –> 00:58:01.395
And then the other 60% I would get on a plane.
1325
00:58:01.415 –> 00:58:04.315
So for tho that 40%, here’s what I did to build
1326
00:58:04.315 –> 00:58:05.475
that regional strategy.
1327
00:58:06.295 –> 00:58:09.155
And that alone led to six figures in business.
1328
00:58:09.155 –> 00:58:13.285
That first year out of the gate, I went to my
1329
00:58:13.305 –> 00:58:14.725
who do you know who strategy?
1330
00:58:14.865 –> 00:58:15.965
You all know a lot of people.
1331
00:58:16.105 –> 00:58:18.125
And the reality is people wanna help us.
1332
00:58:18.865 –> 00:58:20.725
So I did a tour of Missouri.
1333
00:58:20.805 –> 00:58:23.045
I had more coffee than I ever wanna have in my life.
1334
00:58:23.985 –> 00:58:26.365
And I went to Kansas City, I went to St.
1335
00:58:26.365 –> 00:58:27.405
Louis, I went to all the, you know,
1336
00:58:27.405 –> 00:58:29.165
all these places I met with.
1337
00:58:29.765 –> 00:58:30.925
I think I had a hundred coffees.
1338
00:58:32.085 –> 00:58:34.265
And these were past clients.
1339
00:58:34.555 –> 00:58:37.625
Maybe they were people who knew me as Kim, the attorney.
1340
00:58:37.675 –> 00:58:40.105
Maybe there were people who knew me as Kim Public Affairs
1341
00:58:40.125 –> 00:58:42.705
or Kim, the breast cancer survivor, or Kim, the speaker.
1342
00:58:42.765 –> 00:58:44.585
But they didn’t know I was speaking about change
1343
00:58:44.585 –> 00:58:45.665
in resilience now, right?
1344
00:58:46.245 –> 00:58:49.825
And I sat down with them and I had coffee and I caught up.
1345
00:58:50.325 –> 00:58:53.065
And then I said, Hey, here’s what I’m doing.
1346
00:58:53.165 –> 00:58:57.735
Now, who do you know who, right? It wasn’t even a hard sell.
1347
00:58:57.755 –> 00:58:59.335
It was who do you know who,
1348
00:59:00.815 –> 00:59:03.205
where my programs might be a fit?
1349
00:59:04.755 –> 00:59:06.975
And out of that, now I had to follow up
1350
00:59:06.975 –> 00:59:09.135
with them once they told me who, right?
1351
00:59:09.245 –> 00:59:11.975
Like, then it was up to me to follow up and be consistent.
1352
00:59:14.245 –> 00:59:19.185
But that alone led to six figures that year.
1353
00:59:20.715 –> 00:59:22.875
And it was all because people wanna help us.
1354
00:59:23.295 –> 00:59:25.475
But you have to be willing to ask, you have
1355
00:59:25.475 –> 00:59:26.635
to be willing to be consistent.
1356
00:59:26.775 –> 00:59:28.155
You have to be willing to follow up,
1357
00:59:28.215 –> 00:59:31.355
and you have to be willing to use your network now, right?
1358
00:59:31.515 –> 00:59:33.275
I use LinkedIn as a tool.
1359
00:59:33.575 –> 00:59:34.875
Um, I also, in that year,
1360
00:59:34.875 –> 00:59:36.275
like I would reach out to Chambers.
1361
00:59:36.315 –> 00:59:40.395
I would reach out to CBBs convention and visitors bureaus.
1362
00:59:40.795 –> 00:59:42.515
I would look at the business journal.
1363
00:59:42.525 –> 00:59:44.635
Every major city has their business journal,
1364
00:59:44.635 –> 00:59:46.475
which has the book of lists, right?
1365
00:59:46.505 –> 00:59:47.835
Like get the book of lists.
1366
00:59:48.135 –> 00:59:50.395
Um, or if you’re speaking in a certain target market,
1367
00:59:50.545 –> 00:59:51.715
like get that list.
1368
00:59:51.915 –> 00:59:54.715
I joined NPII joined my Missouri Society
1369
00:59:54.715 –> 00:59:57.155
of Association executives, so I could get that list.
1370
00:59:57.975 –> 01:00:02.605
Um, right? And I I then went
1371
01:00:02.605 –> 01:00:03.885
to the websites, right?
1372
01:00:03.945 –> 01:00:05.085
For those associations.
1373
01:00:05.185 –> 01:00:06.725
Or I went to my LinkedIn
1374
01:00:06.905 –> 01:00:08.405
and I looked at their board members,
1375
01:00:09.655 –> 01:00:12.115
and then I said, do I know these people?
1376
01:00:12.575 –> 01:00:14.755
Or do I have any connections with these people?
1377
01:00:14.975 –> 01:00:16.275
Or even with the meeting planner
1378
01:00:16.275 –> 01:00:18.835
or the leadership team, you know,
1379
01:00:18.835 –> 01:00:20.475
do I have any first degree connections?
1380
01:00:21.075 –> 01:00:23.615
And if I have a first degree connection on LinkedIn,
1381
01:00:23.875 –> 01:00:24.975
say I wanna, you know,
1382
01:00:25.075 –> 01:00:27.375
say I wanna speak at the rodeo next year, right?
1383
01:00:27.375 –> 01:00:30.855
They have a, they have a, a, you know, probably an LLC
1384
01:00:30.855 –> 01:00:31.855
or something or a board
1385
01:00:31.855 –> 01:00:34.895
or whatever that the, the rodeo that Karen’s speaking at.
1386
01:00:35.235 –> 01:00:38.375
So, so, uh, say I wanna speak there, right?
1387
01:00:38.515 –> 01:00:40.255
I’m gonna go, I’m gonna go to that website,
1388
01:00:40.355 –> 01:00:42.415
I’m gonna see who’s on that board, da da dah.
1389
01:00:42.435 –> 01:00:43.975
I’m gonna put that into LinkedIn
1390
01:00:44.035 –> 01:00:47.055
and I’m gonna see, do I have any first degree connections
1391
01:00:47.115 –> 01:00:48.815
or do I have any second degree connections?
1392
01:00:49.355 –> 01:00:50.575
And then I’m gonna reach out to those people
1393
01:00:50.575 –> 01:00:53.975
and say, Hey, um, I see your connected to so-and-so.
1394
01:00:55.285 –> 01:00:57.925
I think my programs would be a really good fit for them.
1395
01:00:57.955 –> 01:01:00.245
They happen to serve on the rodeo board.
1396
01:01:00.665 –> 01:01:02.605
Um, would you be willing to make an introduction?
1397
01:01:02.905 –> 01:01:05.005
Now, sometimes they might not know them that well,
1398
01:01:05.065 –> 01:01:06.325
but they’ll know who does.
1399
01:01:07.145 –> 01:01:08.325
And then they can connect you.
1400
01:01:08.465 –> 01:01:09.885
So it’s kind of like this little maze
1401
01:01:09.885 –> 01:01:11.405
where I just connect the dots, right?
1402
01:01:12.475 –> 01:01:13.775
And then the other layer of
1403
01:01:13.855 –> 01:01:15.735
that is then your ongoing marketing, right?
1404
01:01:15.735 –> 01:01:18.495
Like, like reminding people you’re here, um,
1405
01:01:18.605 –> 01:01:21.975
through social media, through your conversations,
1406
01:01:21.975 –> 01:01:25.335
through your own networks, um, even your friends and family.
1407
01:01:25.405 –> 01:01:28.375
Like right now, make your list of your top 50 people
1408
01:01:28.375 –> 01:01:30.455
that you could reach out to today.
1409
01:01:31.075 –> 01:01:34.135
Who are the top 50 people you could reach out to today
1410
01:01:35.465 –> 01:01:37.315
that might be able to introduce you to someone?
1411
01:01:37.415 –> 01:01:41.075
And I’ve been hired by like a husband, liked what I said
1412
01:01:41.075 –> 01:01:44.155
and took it back to his wife and then their company hired me
1413
01:01:44.535 –> 01:01:45.915
or this person, right?
1414
01:01:45.915 –> 01:01:49.475
Like, you never know, never the outreach that you’re doing.
1415
01:01:49.745 –> 01:01:51.075
Like I’ve done outreach
1416
01:01:51.575 –> 01:01:54.955
and they came back four years later and booked me, right?
1417
01:01:54.955 –> 01:01:56.555
Like, it is a long game.
1418
01:01:57.135 –> 01:02:00.835
And so for me, that is the warm strategy
1419
01:02:00.835 –> 01:02:02.595
that I do in addition to right?
1420
01:02:02.625 –> 01:02:06.395
Inbound, in addition to, for me, I do about 40% bureaus now.
1421
01:02:06.695 –> 01:02:10.075
And, um, the rest is all referrals, right?
1422
01:02:10.245 –> 01:02:11.435
Spend business, right?
1423
01:02:11.435 –> 01:02:13.275
People hear me, then other people hire me.
1424
01:02:13.615 –> 01:02:16.035
But for you, um, like that,
1425
01:02:16.035 –> 01:02:17.315
for me was really, really helpful.
1426
01:02:17.455 –> 01:02:19.965
But, but a part of that is really getting clear.
1427
01:02:20.035 –> 01:02:21.725
Like, what is the business you’re building?
1428
01:02:22.425 –> 01:02:23.725
How much do you wanna be on the road?
1429
01:02:25.355 –> 01:02:26.445
What does that look like?
1430
01:02:26.715 –> 01:02:28.485
What are your other revenue sources?
1431
01:02:29.065 –> 01:02:31.885
Do you have a business plan? Do you know your numbers?
1432
01:02:32.185 –> 01:02:34.005
Are you in, do you have a CRM?
1433
01:02:34.065 –> 01:02:35.445
Or, you know, early on I didn’t have a
1434
01:02:35.485 –> 01:02:36.645
CRM, I didn’t even know what that was.
1435
01:02:36.745 –> 01:02:38.525
So I had an Excel spreadsheet.
1436
01:02:38.705 –> 01:02:41.605
But whatever it is for you, for me, the thing
1437
01:02:41.605 –> 01:02:45.395
that has allowed me to continue to grow is right,
1438
01:02:45.625 –> 01:02:49.195
knowing when I needed to invest doing the work,
1439
01:02:49.285 –> 01:02:53.085
there are no shortcuts not being distracted
1440
01:02:53.085 –> 01:02:54.645
by all the bright shiny objects.
1441
01:02:54.665 –> 01:02:55.925
And right now there’s a lot,
1442
01:02:55.945 –> 01:02:59.995
and it’s easy to get distracted, letting go
1443
01:02:59.995 –> 01:03:01.595
of the comparison with other people,
1444
01:03:02.855 –> 01:03:04.405
which in our business is really hard.
1445
01:03:04.565 –> 01:03:05.765
’cause you see all these people on these other
1446
01:03:05.765 –> 01:03:06.845
stages and why I want that.
1447
01:03:06.885 –> 01:03:09.125
I, you know, like, and for me, like I’ve,
1448
01:03:09.125 –> 01:03:10.685
there’ve been years where I felt behind
1449
01:03:10.685 –> 01:03:12.125
because like, I was caregiving.
1450
01:03:12.125 –> 01:03:13.925
That was my, like for three months I wasn’t on the road.
1451
01:03:14.045 –> 01:03:15.205
’cause I was caregiving. I’m
1452
01:03:15.205 –> 01:03:16.485
exactly where I was supposed to be.
1453
01:03:16.945 –> 01:03:20.205
And I have no regrets now by, by not being on the road
1454
01:03:20.265 –> 01:03:22.725
as much eight years ago, be when my kids were little
1455
01:03:22.985 –> 01:03:24.925
and now I can’t ’cause I’m an empty nester
1456
01:03:24.925 –> 01:03:26.245
and I can do whatever I want, right?
1457
01:03:26.345 –> 01:03:29.445
And so, like, you’ve gotta get clear on your business
1458
01:03:29.625 –> 01:03:32.645
and your life and what do you want out of this?
1459
01:03:33.425 –> 01:03:36.405
And then build an actual business plan.
1460
01:03:38.075 –> 01:03:42.015
Know your numbers. Know, right? Those things.
1461
01:03:42.245 –> 01:03:44.575
What is your consistency for, for years
1462
01:03:44.595 –> 01:03:45.655
and years and years, right?
1463
01:03:45.655 –> 01:03:47.535
Like, like, and, and I still do it.
1464
01:03:47.535 –> 01:03:49.855
Like if people, if I’m not on the road speaking,
1465
01:03:50.715 –> 01:03:53.255
I’m usually in either back to back to back meetings
1466
01:03:53.685 –> 01:03:55.775
because I’m having calls with people
1467
01:03:57.285 –> 01:03:58.345
or I’m creating content.
1468
01:03:59.175 –> 01:04:04.145
Like I treat it is a job for me, right? I, I do the work.
1469
01:04:04.665 –> 01:04:06.905
I am not distracted, I’m not, right.
1470
01:04:07.005 –> 01:04:08.625
And even the things we invest in,
1471
01:04:08.625 –> 01:04:10.265
like everything Karen’s teaching you
1472
01:04:10.525 –> 01:04:12.465
or at NSA, if any of you’re involved
1473
01:04:12.465 –> 01:04:14.025
with the National Speakers Association
1474
01:04:14.205 –> 01:04:17.025
or other associations when you go to conference,
1475
01:04:18.175 –> 01:04:19.355
are you making your list of the
1476
01:04:19.355 –> 01:04:20.395
top three things you’re gonna do?
1477
01:04:20.625 –> 01:04:21.955
Like I then go back
1478
01:04:21.955 –> 01:04:24.675
and revisit every quarter I have a 90 day plan.
1479
01:04:25.145 –> 01:04:27.355
What do I wanna accomplish within the next 90 days?
1480
01:04:28.525 –> 01:04:31.625
And then at the end of the year, I also then revisit, right?
1481
01:04:31.905 –> 01:04:33.785
I look at like, what did I accomplish?
1482
01:04:33.905 –> 01:04:36.625
Where did I fall short celebrating your wins, right?
1483
01:04:36.665 –> 01:04:40.665
I also have a bell that I ring every time I get a new gig.
1484
01:04:40.805 –> 01:04:42.585
So what’s your celebration ritual?
1485
01:04:42.585 –> 01:04:44.265
Because we need to do that as well.
1486
01:04:44.265 –> 01:04:46.305
Because this business is hard
1487
01:04:46.365 –> 01:04:48.625
and you’re gonna feel like days you’re gonna get a lot
1488
01:04:48.625 –> 01:04:51.065
of nos and you’re gonna be on that side of the car,
1489
01:04:51.125 –> 01:04:52.865
but then the next day you might get a yes
1490
01:04:52.865 –> 01:04:53.905
and you’re on this side of the car
1491
01:04:54.245 –> 01:04:55.865
or you made that impact, right?
1492
01:04:56.285 –> 01:04:58.825
And the other piece is, you know, I once had a, uh,
1493
01:04:58.825 –> 01:05:01.225
Connie Podesta a mentor, she said, Kim,
1494
01:05:01.815 –> 01:05:04.425
it’s easy in this business to like,
1495
01:05:04.665 –> 01:05:06.345
I just want the bigger stages, right?
1496
01:05:06.685 –> 01:05:10.225
She said, you would be surprised some of my highest paying
1497
01:05:10.785 –> 01:05:15.185
speaking gigs was in a room full of 50 executives, right?
1498
01:05:16.105 –> 01:05:19.975
Right. So it’s not just about the stage,
1499
01:05:20.845 –> 01:05:22.055
it’s about the impact.
1500
01:05:22.165 –> 01:05:24.655
It’s about how can you show up in service.
1501
01:05:24.835 –> 01:05:27.375
And that’s, for me, when I get on that stage,
1502
01:05:28.465 –> 01:05:31.815
that’s the other piece behind the stage.
1503
01:05:31.815 –> 01:05:33.815
Like my ritual is like, I put my hand on my heart,
1504
01:05:33.855 –> 01:05:35.215
I close my eyes, I take a deep breath,
1505
01:05:35.275 –> 01:05:38.015
and I say, what do they need in this moment?
1506
01:05:38.965 –> 01:05:41.585
And I’ve done the survey, I’ve had the customization calls,
1507
01:05:41.865 –> 01:05:42.865
I know where they’re at,
1508
01:05:42.965 –> 01:05:45.865
and I think now more than ever, the old way,
1509
01:05:45.885 –> 01:05:48.345
and Karen I know is has, you know, taught you all this.
1510
01:05:48.365 –> 01:05:51.425
But the old way of speaking where you go and you stand here
1511
01:05:51.425 –> 01:05:53.425
and you do this gesture, and then you go here
1512
01:05:53.425 –> 01:05:56.825
and you do this, clients don’t want that anymore, right?
1513
01:05:56.825 –> 01:05:59.545
They want the real, they want the authentic, they want you
1514
01:05:59.565 –> 01:06:02.705
to meet them where they are in the moment.
1515
01:06:03.605 –> 01:06:05.505
And that also means we have to be aware
1516
01:06:05.505 –> 01:06:07.745
of what’s happening in the world and in the us.
1517
01:06:08.605 –> 01:06:11.025
Um, and I’m not saying get into politics
1518
01:06:11.025 –> 01:06:12.385
or get into religion, but you have
1519
01:06:12.385 –> 01:06:13.625
to meet people where they are.
1520
01:06:13.885 –> 01:06:16.145
And you have to understand what are their challenges right
1521
01:06:16.145 –> 01:06:18.865
now in this moment and how are you meeting them there?
1522
01:06:19.645 –> 01:06:23.765
Um, so I know I’m throwing a lot at you all
1523
01:06:23.765 –> 01:06:25.365
because I was like thinking about this
1524
01:06:25.365 –> 01:06:27.125
and I was like, what are those other things? It’s,
1525
01:06:27.515 –> 01:06:28.725
It’s all part of it, Kim.
1526
01:06:28.915 –> 01:06:30.725
Yeah. It’s all part of it.
1527
01:06:30.915 –> 01:06:32.485
It’s, you’re, you’re picking, um,
1528
01:06:32.885 –> 01:06:34.485
a lifestyle that’s your work style.
1529
01:06:34.485 –> 01:06:37.045
Yeah. I mean it’s all, it all kind of blends.
1530
01:06:37.585 –> 01:06:39.605
The the other thing too is, um,
1531
01:06:42.145 –> 01:06:44.505
I had a mentor, Connie actually had shared this with me too.
1532
01:06:44.645 –> 01:06:47.935
So when, when a client is asking you,
1533
01:06:47.935 –> 01:06:49.055
do you have a date available?
1534
01:06:49.715 –> 01:06:51.655
Um, like she would say, what year?
1535
01:06:52.005 –> 01:06:54.655
Like, if they didn’t give you the year, then say what year?
1536
01:06:55.035 –> 01:06:57.815
Um, right. You are a high demand speaker also.
1537
01:06:58.075 –> 01:06:59.615
Uh, which I, I love that.
1538
01:06:59.835 –> 01:07:01.695
The other thing she did that I’ve implemented,
1539
01:07:01.855 –> 01:07:04.135
’cause I believe, I believe a hundred percent in giving back
1540
01:07:04.235 –> 01:07:06.055
and like making an impact on legacy.
1541
01:07:06.165 –> 01:07:08.095
Like that’s for me where I’m at in my life right now.
1542
01:07:08.555 –> 01:07:11.815
Um, but I also have kids in college and aging parents
1543
01:07:11.835 –> 01:07:13.015
and I need to take care of people.
1544
01:07:13.515 –> 01:07:16.455
Um, is she would offer five
1545
01:07:17.895 –> 01:07:19.285
lower fee gigs a year.
1546
01:07:20.145 –> 01:07:22.365
So as you continue to get consistency
1547
01:07:22.365 –> 01:07:24.685
and book your calendar, like she would offer them,
1548
01:07:24.685 –> 01:07:26.205
but she would let them know, Hey,
1549
01:07:26.765 –> 01:07:30.685
I provide five keynotes a year where it’s a lower fee
1550
01:07:30.685 –> 01:07:32.085
because it’s something you’re passionate about.
1551
01:07:32.085 –> 01:07:33.285
Right? Or, or you wanna give back.
1552
01:07:33.285 –> 01:07:34.925
Or they could even be the free ones that you,
1553
01:07:34.925 –> 01:07:37.445
you’re doing right now for marketing, whether it’s H RM
1554
01:07:37.445 –> 01:07:39.205
or MPI or something else.
1555
01:07:39.345 –> 01:07:42.325
Or just to get in your reps with, you know, the chambers
1556
01:07:42.385 –> 01:07:44.245
or the Lions Club or whatever.
1557
01:07:44.665 –> 01:07:48.525
Um, but to be able to say, I offer
1558
01:07:50.575 –> 01:07:52.575
a discounted fee or free, you know,
1559
01:07:52.575 –> 01:07:55.295
and I choose five a year, and if I’m, if I’m doing that
1560
01:07:55.295 –> 01:07:56.815
or if I’m discounting my fee,
1561
01:07:57.275 –> 01:07:58.855
I’m also putting that in the agreement,
1562
01:07:59.505 –> 01:08:00.505
Right? So
1563
01:08:00.505 –> 01:08:01.575
they know my full fee.
1564
01:08:01.755 –> 01:08:03.735
That’s how I got the National Home Builders
1565
01:08:04.315 –> 01:08:06.215
and I’ve done them so many times
1566
01:08:06.215 –> 01:08:09.335
because I, I gave the locals a discount, right?
1567
01:08:09.355 –> 01:08:10.655
And that got me to national.
1568
01:08:10.895 –> 01:08:13.015
I mean, there’s, if you, if you’re strategic
1569
01:08:13.115 –> 01:08:15.810
and you begin to think about this, associations are great.
1570
01:08:16.215 –> 01:08:19.325
Local state associations are gonna get you to the national.
1571
01:08:19.635 –> 01:08:22.045
Yeah. Yeah. And I’ve done, and, and,
1572
01:08:22.105 –> 01:08:25.145
and then track like I did something.
1573
01:08:25.465 –> 01:08:26.505
’cause the, you know, and a lot
1574
01:08:26.505 –> 01:08:28.545
of associations right now are struggl struggling
1575
01:08:28.545 –> 01:08:29.745
with budgets especially, well,
1576
01:08:29.745 –> 01:08:31.225
The membership is so Down regional, right?
1577
01:08:31.465 –> 01:08:34.025
Regional stuff. So like, I did a free last year.
1578
01:08:34.105 –> 01:08:36.545
I did, I still do free, I still do lower fee.
1579
01:08:37.165 –> 01:08:38.665
Um, uh, our, one
1580
01:08:38.665 –> 01:08:40.905
of our colleagues in the speaking industry calls it eat
1581
01:08:40.905 –> 01:08:42.185
integrity, right?
1582
01:08:42.215 –> 01:08:44.505
Yeah. So, um, uh,
1583
01:08:44.605 –> 01:08:46.385
but I did something for the Missouri Society
1584
01:08:46.385 –> 01:08:47.865
of Association executives for free,
1585
01:08:48.125 –> 01:08:50.185
and then I tracked my spin for that
1586
01:08:50.325 –> 01:08:54.785
and I got two full fee gigs out of that, right?
1587
01:08:54.925 –> 01:08:59.265
And so, so I, I think it’s, it’s knowing like,
1588
01:08:59.365 –> 01:09:01.665
and knowing where your gig’s coming from and,
1589
01:09:01.725 –> 01:09:04.705
and then doing the consistent outreach, right?
1590
01:09:04.775 –> 01:09:08.265
Like every single day, having conversations.
1591
01:09:08.885 –> 01:09:10.705
Um, Sylvia does your virtual
1592
01:09:11.005 –> 01:09:12.225
fee very much from your in-person.
1593
01:09:12.525 –> 01:09:15.425
So my virtual fee is half
1594
01:09:15.525 –> 01:09:18.805
of my in-person fee is what I do.
1595
01:09:19.065 –> 01:09:21.205
But I’ll be honest, it’s like the wild, wild west
1596
01:09:21.705 –> 01:09:23.325
and virtual fees are all over the place.
1597
01:09:23.835 –> 01:09:26.005
Good. Um, and so I’ve gotten my full fee
1598
01:09:26.105 –> 01:09:28.445
and I’ve also taken it for a heck of a lot less
1599
01:09:28.445 –> 01:09:30.845
because I was here in my zoom mullet, you know,
1600
01:09:30.845 –> 01:09:32.965
looking good on top and my yoga pants on the bottom.
1601
01:09:32.985 –> 01:09:34.245
And I’m perfectly fine with that.
1602
01:09:34.505 –> 01:09:37.605
And particularly because of my aging parents, right?
1603
01:09:37.825 –> 01:09:39.805
And like, they both have had major
1604
01:09:39.805 –> 01:09:41.205
health challenges the last few years.
1605
01:09:41.345 –> 01:09:45.205
And so like, if I can hop on a virtual and make five grand
1606
01:09:45.345 –> 01:09:47.205
or three grand, why the heck wouldn’t I?
1607
01:09:47.785 –> 01:09:50.045
So for me, right? That’s just where I’m at.
1608
01:09:50.185 –> 01:09:51.965
And that’s where I’m at in my life, and that’s my choice.
1609
01:09:52.125 –> 01:09:54.005
I have colleagues who are like, Nope, not gonna do it.
1610
01:09:54.045 –> 01:09:55.605
I have other colleagues who don’t even like virtual
1611
01:09:55.985 –> 01:09:57.485
and they don’t wanna hardly take virtual.
1612
01:09:58.145 –> 01:10:01.445
So, um, Carl, did you want
1613
01:10:01.445 –> 01:10:03.765
to hit on the 60% get on a plane strategies?
1614
01:10:03.945 –> 01:10:06.325
So that was really, for me,
1615
01:10:06.435 –> 01:10:09.205
that just meant I’m getting my fee right?
1616
01:10:09.645 –> 01:10:13.085
I am the 60, the 60% get on a plane strategy.
1617
01:10:13.485 –> 01:10:17.125
I knew that I needed to do 40 to 50% at home
1618
01:10:17.625 –> 01:10:19.045
to be there more with my kids.
1619
01:10:19.465 –> 01:10:21.205
The, I live in a very small market.
1620
01:10:21.905 –> 01:10:23.765
Um, like no one in my town,
1621
01:10:23.795 –> 01:10:26.365
I’ve gotten my full fee in my town like twice in
1622
01:10:26.505 –> 01:10:27.765
my career, right?
1623
01:10:28.185 –> 01:10:31.365
So for me it was, that was more of that strategy.
1624
01:10:31.675 –> 01:10:33.045
Also, look for you all looking at,
1625
01:10:33.045 –> 01:10:36.165
like in the neighborhood gigs, can you tack anything on
1626
01:10:37.345 –> 01:10:39.165
to like, if you’re already gonna be in a state
1627
01:10:39.465 –> 01:10:42.525
and maybe it’s a client or someone that reaches out
1628
01:10:42.525 –> 01:10:44.045
that has a lower fee,
1629
01:10:45.065 –> 01:10:47.805
but you’re already gonna be there, why not?
1630
01:10:48.345 –> 01:10:50.565
You know, but you have to decide that for yourself.
1631
01:10:51.225 –> 01:10:54.505
Um, cricket, how do you keep up with
1632
01:10:54.505 –> 01:10:56.905
and remember customized content when doing so many gigs?
1633
01:10:57.165 –> 01:10:58.665
So I have a process, right?
1634
01:10:58.765 –> 01:11:01.865
So I have my standard template
1635
01:11:02.005 –> 01:11:05.305
and I would say probably 20% changes
1636
01:11:05.975 –> 01:11:07.025
depending on the client,
1637
01:11:07.085 –> 01:11:09.025
but I know exactly where that spot is.
1638
01:11:09.725 –> 01:11:12.865
Um, I, I talk a lot about the so muchness
1639
01:11:12.865 –> 01:11:14.765
and this rapidly changing world that we’re in.
1640
01:11:14.825 –> 01:11:18.685
So I literally take, um, well I even take like this,
1641
01:11:18.685 –> 01:11:19.685
like all their challenges.
1642
01:11:19.765 –> 01:11:21.285
I put it in a word cloud, right?
1643
01:11:21.285 –> 01:11:23.285
So it’s up, but I also like take stuff like this.
1644
01:11:23.545 –> 01:11:25.645
And then I have that old computer paper, you know,
1645
01:11:25.645 –> 01:11:28.165
that like drops like, like, like the printer paper.
1646
01:11:29.145 –> 01:11:32.125
And, um, I literally write all the challenges
1647
01:11:32.125 –> 01:11:34.165
that they’ve shared with me and on post-it notes on the
1648
01:11:34.165 –> 01:11:37.365
printer paper, and I read their challenges when I talk about
1649
01:11:37.365 –> 01:11:39.005
the so muchness, like I read it really fast
1650
01:11:39.025 –> 01:11:40.205
and it’s kind of a funny bit
1651
01:11:40.385 –> 01:11:43.765
and it literally drops to the floor and it, right?
1652
01:11:43.825 –> 01:11:48.405
And then I say that right there, right is not sustainable.
1653
01:11:48.995 –> 01:11:51.685
Like that’s when you need to pause, you need to breathe,
1654
01:11:52.025 –> 01:11:53.565
you need to take a beat, right?
1655
01:11:53.745 –> 01:11:58.365
You need, you need to understand that is not sustainable.
1656
01:11:58.585 –> 01:12:01.485
So for me, um, it’s,
1657
01:12:02.645 –> 01:12:03.945
that’s how I’ve done it.
1658
01:12:04.085 –> 01:12:05.745
Um, and then there are other key pieces
1659
01:12:05.755 –> 01:12:07.785
where like I’ll have, like, I’ll add their,
1660
01:12:07.795 –> 01:12:11.025
their values on a slide where I tie that in
1661
01:12:11.565 –> 01:12:13.705
or their mission statement on a slide.
1662
01:12:13.885 –> 01:12:16.465
So it’s still there so I can remember it.
1663
01:12:16.765 –> 01:12:19.425
Um, and you know, for a while, like there are some keynoters
1664
01:12:19.425 –> 01:12:20.465
who don’t use slides at all.
1665
01:12:20.525 –> 01:12:21.745
For me, I like slides
1666
01:12:21.745 –> 01:12:23.345
because we all have different types of learners.
1667
01:12:23.645 –> 01:12:26.985
And now I’ve continued to uplevel my slide deck
1668
01:12:27.005 –> 01:12:28.665
and now I get more comments
1669
01:12:28.845 –> 01:12:30.065
and more people taking photos
1670
01:12:30.205 –> 01:12:32.425
of my slide deck than I’ve ever had before.
1671
01:12:32.765 –> 01:12:34.665
Um, and they’re powerful visuals.
1672
01:12:35.005 –> 01:12:39.065
And so, um, but I had a, I had a client one years years ago,
1673
01:12:39.445 –> 01:12:43.175
and then I had a colleague three years ago both said,
1674
01:12:44.095 –> 01:12:46.705
your slide deck does not reflect where you are
1675
01:12:46.925 –> 01:12:48.985
and the type of content you deliver, right?
1676
01:12:49.165 –> 01:12:51.385
So I took that feedback, I call it feedforward.
1677
01:12:51.705 –> 01:12:54.105
I knew that I just didn’t have the bandwidth
1678
01:12:54.365 –> 01:12:56.745
or the money, quite honestly at the time to be able to do
1679
01:12:56.745 –> 01:12:58.625
that way early on, right?
1680
01:12:59.085 –> 01:13:03.225
Um, and so for you, uh, Jen, who do I use for my slides?
1681
01:13:03.245 –> 01:13:07.825
Uh, I use, um, uh, well, I use, uh,
1682
01:13:10.285 –> 01:13:12.425
Kendra is her name, um, Corson.
1683
01:13:12.425 –> 01:13:15.385
But I can send you, I’ll, I can send that over to Karen
1684
01:13:15.565 –> 01:13:16.785
and then I’m sure Karen’s got
1685
01:13:16.785 –> 01:13:18.305
recommendations for, for folks too.
1686
01:13:18.595 –> 01:13:20.185
She’s also the one who did my website,
1687
01:13:20.205 –> 01:13:21.985
who did my whole brand, who did everything.
1688
01:13:22.125 –> 01:13:24.625
So she’s really that, that high level.
1689
01:13:25.125 –> 01:13:26.705
Um, and that, but,
1690
01:13:26.705 –> 01:13:29.945
but you know, I launched my video first, then my website,
1691
01:13:30.375 –> 01:13:34.735
then my, um, then my slides.
1692
01:13:34.805 –> 01:13:37.295
Like my new deck has only been out for a year.
1693
01:13:37.325 –> 01:13:40.855
Like it just had its year anniversary. Um, it took a right.
1694
01:13:40.855 –> 01:13:43.095
Like it’s just keep getting better.
1695
01:13:43.515 –> 01:13:45.415
How can you keep getting better every day?
1696
01:13:45.775 –> 01:13:48.855
I ask clients to send me pictures of their people Exactly.
1697
01:13:49.555 –> 01:13:51.295
And use those pics. A hundred percent.
1698
01:13:51.295 –> 01:13:53.775
Yeah, I’ve done that as well. That is a great idea.
1699
01:13:54.395 –> 01:13:56.295
The other thing that I was gonna share with you, just,
1700
01:13:56.445 –> 01:13:58.335
just from a clarity standpoint,
1701
01:13:58.335 –> 01:14:01.975
and I know Karen talks a lot about her branding
1702
01:14:02.715 –> 01:14:07.585
and, um, the other thing I wanna share is,
1703
01:14:08.425 –> 01:14:11.125
and I did this work three years ago when I decided
1704
01:14:11.200 –> 01:14:12.205
to go all in.
1705
01:14:13.015 –> 01:14:14.075
Can you all see this screen?
1706
01:14:14.935 –> 01:14:18.075
Yes. Mm-hmm. Okay. Um, when I decided to really go on
1707
01:14:18.075 –> 01:14:21.875
and uplevel my branding and my messaging and my website
1708
01:14:21.935 –> 01:14:26.265
and my new video and all of the things, I invested in
1709
01:14:27.025 –> 01:14:31.665
a team that helped me really put together my brand guide.
1710
01:14:32.365 –> 01:14:35.065
Um, so this, right?
1711
01:14:35.095 –> 01:14:36.785
When I have a new social media person,
1712
01:14:36.815 –> 01:14:38.465
when my new assistant started, right?
1713
01:14:38.465 –> 01:14:41.585
Like, this is really how I’m showing up.
1714
01:14:41.585 –> 01:14:44.265
This includes everything about my ecosystem.
1715
01:14:44.325 –> 01:14:45.625
Who else do I follow? Like
1716
01:14:45.625 –> 01:14:49.065
who are those aspirational people, other thought leaders?
1717
01:14:49.265 –> 01:14:53.625
I follow my brand snapshot, right? Of how I’m showing up.
1718
01:14:53.975 –> 01:14:56.825
What is the delivery? What do I believe?
1719
01:14:56.895 –> 01:14:59.745
What is my own mission? What is my own vision?
1720
01:15:00.365 –> 01:15:03.785
Um, and this is for my team too. Like what do we believe?
1721
01:15:04.485 –> 01:15:07.065
Um, what is my ideal cus customer profile?
1722
01:15:07.085 –> 01:15:10.465
And then we’ve built these out for others, like other types
1723
01:15:10.525 –> 01:15:11.585
of avatars.
1724
01:15:12.125 –> 01:15:15.265
Um, what does, what do my clients actually want?
1725
01:15:16.165 –> 01:15:17.655
What are my key selling points?
1726
01:15:18.035 –> 01:15:21.215
And again, all of these things then help build my website.
1727
01:15:21.365 –> 01:15:25.015
They help build my speaker kit, um, my,
1728
01:15:25.195 –> 01:15:26.655
my brand boilerplates,
1729
01:15:26.715 –> 01:15:29.575
how I’m showing up my brand personality, like
1730
01:15:29.635 –> 01:15:34.535
how I’m describing the work that I do, um, my vocabulary,
1731
01:15:34.535 –> 01:15:35.975
which is different than others.
1732
01:15:36.125 –> 01:15:38.735
What I do use, what I don’t use, um, how
1733
01:15:38.735 –> 01:15:39.735
Long did this take you?
1734
01:15:40.735 –> 01:15:43.675
It, I basically canceled going to
1735
01:15:44.335 –> 01:15:45.955
winter conference one year
1736
01:15:46.055 –> 01:15:49.395
and spent like a week at my lake house by myself.
1737
01:15:50.255 –> 01:15:52.595
Um, and right.
1738
01:15:52.615 –> 01:15:55.315
And RESO resources, power phrases, and,
1739
01:15:55.375 –> 01:15:56.795
and, and did this work.
1740
01:15:56.905 –> 01:15:58.075
Like, and it’s my core value.
1741
01:15:58.075 –> 01:16:00.555
Like I had to like shut out the noise
1742
01:16:01.175 –> 01:16:03.155
and then like, these are, all of these are,
1743
01:16:03.235 –> 01:16:04.475
this is what’s uniquely me.
1744
01:16:04.475 –> 01:16:05.875
And like, we didn’t use Chachi
1745
01:16:05.975 –> 01:16:07.195
BT for any of this, by the way.
1746
01:16:07.425 –> 01:16:09.515
Like now there are other tools,
1747
01:16:10.095 –> 01:16:14.835
but like, this is, um, this was the work
1748
01:16:14.905 –> 01:16:15.915
that I did
1749
01:16:17.165 –> 01:16:19.345
and it was probably some of the hardest work I’ve done.
1750
01:16:19.845 –> 01:16:20.985
The the other thing, right?
1751
01:16:21.015 –> 01:16:25.475
Like when I invested in my, um, when my,
1752
01:16:25.545 –> 01:16:29.385
when I invested in my latest video,
1753
01:16:29.635 –> 01:16:33.145
which went live last year, like I had, I reworked,
1754
01:16:33.145 –> 01:16:34.265
I had a new keynote, right?
1755
01:16:34.385 –> 01:16:36.665
I like, and the first iteration
1756
01:16:36.665 –> 01:16:37.905
of it, it needed to be improved.
1757
01:16:38.565 –> 01:16:41.395
So we decided to, to delay the video
1758
01:16:41.725 –> 01:16:42.955
until we got better footage.
1759
01:16:43.085 –> 01:16:45.035
Until I got better on like, like right?
1760
01:16:45.035 –> 01:16:47.835
Like you gotta just put in the reps and do that work.
1761
01:16:48.935 –> 01:16:51.065
When we’re doing, um, the one-on-one calls,
1762
01:16:51.735 –> 01:16:53.585
I’ve started asking a lot of questions.
1763
01:16:53.745 –> 01:16:54.905
I just did this with Elizabeth.
1764
01:16:55.485 –> 01:16:57.065
Um, and we spend
1765
01:16:57.065 –> 01:17:00.305
that time just me pulling stuff out of them.
1766
01:17:00.725 –> 01:17:02.665
Mm-hmm. And then I use chat.
1767
01:17:02.865 –> 01:17:04.385
GPTI put the conversation. Yeah,
1768
01:17:04.385 –> 01:17:05.345
A hundred percent. And what
1769
01:17:05.375 –> 01:17:07.905
Chat does, it’s it’s now clarifying your brand.
1770
01:17:07.905 –> 01:17:10.525
Exactly. And I’m telling them, the more you use me,
1771
01:17:10.525 –> 01:17:12.605
because I’m gonna ask you those questions
1772
01:17:12.955 –> 01:17:16.125
that you may not even think about, it starts to go deeper
1773
01:17:16.265 –> 01:17:17.885
and deeper into your messaging.
1774
01:17:17.945 –> 01:17:20.285
And I think that the more you know about yourself
1775
01:17:20.515 –> 01:17:22.685
that you may not know that it’s already in you.
1776
01:17:23.095 –> 01:17:24.405
Right? This just takes time
1777
01:17:24.505 –> 01:17:26.205
and people wanna throw up a website
1778
01:17:26.385 –> 01:17:28.085
or they wanna throw up their branding
1779
01:17:28.085 –> 01:17:30.045
and they haven’t really put the time into
1780
01:17:30.045 –> 01:17:31.445
really identifying who they are.
1781
01:17:31.615 –> 01:17:33.285
Right? And, and all.
1782
01:17:33.345 –> 01:17:36.085
And, and it’s, and it’s evolved for me, right? Right.
1783
01:17:36.085 –> 01:17:37.525
It evolved. It continues to evolve.
1784
01:17:37.665 –> 01:17:40.645
And like, and when I was working, just so y’all know,
1785
01:17:40.675 –> 01:17:43.725
when I was working on this new website, my new video,
1786
01:17:44.105 –> 01:17:45.605
my new brand, right?
1787
01:17:45.605 –> 01:17:48.125
Like I was launching all of this, um,
1788
01:17:48.185 –> 01:17:49.885
it was the hardest work I’ve ever done.
1789
01:17:51.025 –> 01:17:55.035
I had a meltdown and I’m like, this is too much.
1790
01:17:55.055 –> 01:17:56.115
Am I doing the right thing?
1791
01:17:56.375 –> 01:17:58.595
You know, I was questioning the new keynote.
1792
01:17:59.155 –> 01:18:01.235
I called the speaker colleague, you talked me off the ledge.
1793
01:18:01.775 –> 01:18:05.515
Um, because right, we all had that doubt.
1794
01:18:05.655 –> 01:18:08.635
We all have those, those things that,
1795
01:18:10.695 –> 01:18:12.995
you know, we get in our own heads.
1796
01:18:13.025 –> 01:18:14.915
It’s our inner bully Edna, as I call her.
1797
01:18:15.255 –> 01:18:19.955
Um, and so I, um, know you’re,
1798
01:18:19.955 –> 01:18:21.355
you’re gonna have that and you need
1799
01:18:21.355 –> 01:18:22.515
those others around you, right?
1800
01:18:22.515 –> 01:18:24.275
That’s the other thing that’s allowed me to grow.
1801
01:18:24.345 –> 01:18:26.475
It’s investing in my profession,
1802
01:18:26.475 –> 01:18:28.955
my own professional development, getting a mastermind
1803
01:18:28.975 –> 01:18:30.915
or others or having something like this
1804
01:18:30.965 –> 01:18:32.875
where you all are sharing ideas
1805
01:18:32.975 –> 01:18:35.155
and sharing things with each, with, with each others.
1806
01:18:35.895 –> 01:18:37.915
Um, you know, the other thing that I will share
1807
01:18:37.915 –> 01:18:39.445
with you, right?
1808
01:18:39.445 –> 01:18:41.605
When a client is working with me, like they know
1809
01:18:41.605 –> 01:18:44.485
what they’re gonna get as far as how I’m showing up, right?
1810
01:18:44.565 –> 01:18:45.805
I talked about whatever it takes.
1811
01:18:46.165 –> 01:18:47.725
I talked about what they can expect.
1812
01:18:48.065 –> 01:18:50.045
You know, I’ve had a lot of clients say I’m the sizzle
1813
01:18:50.045 –> 01:18:52.085
and the steak or the portobella mushroom.
1814
01:18:52.585 –> 01:18:55.845
Um, but it’s, it’s how you are showing up.
1815
01:18:56.505 –> 01:18:58.765
Um, but, but the other piece, right?
1816
01:18:58.765 –> 01:19:00.325
And I, ’cause someone asked about this,
1817
01:19:00.425 –> 01:19:01.445
so I wanted to address this.
1818
01:19:01.475 –> 01:19:03.365
Like, you know, what about your one sheet?
1819
01:19:03.825 –> 01:19:06.805
Um, I had my designer develop a one sheet.
1820
01:19:06.805 –> 01:19:08.685
Like these are all the downloadable resources,
1821
01:19:08.685 –> 01:19:10.285
but we also just send them to the clients.
1822
01:19:10.305 –> 01:19:12.445
We don’t make our clients come here and download all this.
1823
01:19:12.545 –> 01:19:14.285
We do. We send it to ’em as a package.
1824
01:19:14.825 –> 01:19:19.365
Um, but, uh, I have never in 20, you know,
1825
01:19:19.625 –> 01:19:22.565
in, in all of these years of speaking, ever had a client
1826
01:19:22.665 –> 01:19:24.365
or a bureau ask me for a one sheet.
1827
01:19:25.415 –> 01:19:29.415
I just haven’t. Um, I know others
1828
01:19:29.515 –> 01:19:30.695
who are like, you have to have it.
1829
01:19:30.955 –> 01:19:32.055
So I have it here.
1830
01:19:32.595 –> 01:19:34.695
Um, but I will say one of the things I do,
1831
01:19:34.695 –> 01:19:39.375
and then I use this as a as also, I, I, I adapt this for my,
1832
01:19:39.675 –> 01:19:42.595
um, for proposals, right?
1833
01:19:42.635 –> 01:19:44.755
I have separate a separate proposal template,
1834
01:19:45.015 –> 01:19:46.475
but this is my speaker kit
1835
01:19:46.655 –> 01:19:48.355
and then I have a bureau friendly one as well.
1836
01:19:48.355 –> 01:19:51.595
So it’s basically taking the big pieces of my website
1837
01:19:52.295 –> 01:19:54.435
and putting it in that speaker kit.
1838
01:19:54.735 –> 01:19:56.435
Um, I didn’t include everything, right?
1839
01:19:56.515 –> 01:19:58.755
I included the keynotes and those sorts of things,
1840
01:19:58.935 –> 01:20:01.195
but um, I did in, you know,
1841
01:20:01.575 –> 01:20:05.435
but I included the framework, what, what the outcome, right?
1842
01:20:05.465 –> 01:20:07.885
It’s all, it’s very important, the outcome for them.
1843
01:20:08.565 –> 01:20:09.805
I included my core values
1844
01:20:10.165 –> 01:20:12.245
’cause I want them to know how I’m showing up
1845
01:20:12.265 –> 01:20:15.525
and what I believe and how they can work with me.
1846
01:20:16.105 –> 01:20:18.745
Um, so, you know,
1847
01:20:21.585 –> 01:20:23.965
you have to just do what you can where you are with
1848
01:20:23.965 –> 01:20:25.745
what you have, right?
1849
01:20:26.205 –> 01:20:27.265
My brand has evolved.
1850
01:20:28.185 –> 01:20:30.385
I didn’t have the money to invest in certain things years
1851
01:20:30.445 –> 01:20:34.145
ago, but I kept showing up, I kept doing the work.
1852
01:20:34.495 –> 01:20:37.465
Most importantly, I kept being consistent.
1853
01:20:38.545 –> 01:20:41.625
I did my who do you know who strategy every single day.
1854
01:20:41.655 –> 01:20:44.225
Even when I’m, you know, at my parents
1855
01:20:44.355 –> 01:20:46.665
where WiFi’s horrible ’cause they live on a farm.
1856
01:20:46.775 –> 01:20:48.905
Even when like I’m doing work,
1857
01:20:49.225 –> 01:20:52.705
I also have chronic idea syndrome and here’s a tool for you.
1858
01:20:53.675 –> 01:20:55.415
So, right. I had another business as well.
1859
01:20:55.635 –> 01:20:56.815
But we all get ideas
1860
01:20:56.875 –> 01:20:58.855
and we have so many ideas and I have so many ideas.
1861
01:20:59.535 –> 01:21:02.895
I started in my other business years ago, a not
1862
01:21:03.515 –> 01:21:06.245
yet folder, a not yet folder.
1863
01:21:07.355 –> 01:21:10.725
That that is where thi when, when it is not in alignment
1864
01:21:10.725 –> 01:21:14.605
with what my goal is for the next 90 days or right.
1865
01:21:14.665 –> 01:21:16.805
My business plan for the year and what I need to accomplish.
1866
01:21:16.945 –> 01:21:18.085
It goes in the not yet folder.
1867
01:21:18.145 –> 01:21:19.685
Now I have had things in my not yet folder
1868
01:21:19.685 –> 01:21:20.725
that go there and die.
1869
01:21:21.285 –> 01:21:22.765
I have had other things. Like I have like
1870
01:21:23.175 –> 01:21:24.605
start a podcast, right?
1871
01:21:24.705 –> 01:21:26.925
For years I’ve had people say, Kim, start a podcast.
1872
01:21:26.935 –> 01:21:29.565
Start a podcast, right? I haven’t had the bandwidth.
1873
01:21:29.905 –> 01:21:34.005
And I knew for me in that moment it wasn’t going to, um,
1874
01:21:34.355 –> 01:21:36.005
move the needle for me and my business.
1875
01:21:36.105 –> 01:21:37.725
So I had to put on my strategic business hat.
1876
01:21:37.785 –> 01:21:40.325
Had to say no, not yet. Now, eventually I may pull that out
1877
01:21:40.525 –> 01:21:42.365
’cause I’m having a little bit more space now.
1878
01:21:42.785 –> 01:21:46.415
Um, but you have to decide
1879
01:21:47.115 –> 01:21:48.295
what’s most important.
1880
01:21:48.435 –> 01:21:51.575
And again, it’s easy to fill our time with busy work
1881
01:21:52.115 –> 01:21:54.175
to be on social media all the time.
1882
01:21:54.755 –> 01:21:56.335
Now I have gotten gigs from social media.
1883
01:21:56.615 –> 01:21:58.535
I do think it’s important to pick, you know, one
1884
01:21:58.535 –> 01:22:00.015
or two things and be consistent.
1885
01:22:00.555 –> 01:22:03.775
Um, because those are also coming up from a searchability
1886
01:22:03.775 –> 01:22:05.735
standpoint and the algorithm and all the things.
1887
01:22:06.275 –> 01:22:08.895
Um, but there are other experts, you know, Ben
1888
01:22:08.895 –> 01:22:10.215
and others who can talk about that.
1889
01:22:11.115 –> 01:22:12.135
But, um,
1890
01:22:12.875 –> 01:22:14.495
but you’ve gotta do the consistent work,
1891
01:22:14.525 –> 01:22:17.015
even the stuff you don’t wanna do, right?
1892
01:22:17.325 –> 01:22:18.735
Even the stuff that’s not fun.
1893
01:22:19.755 –> 01:22:24.745
Um, but that’s what’s gonna continue to move the needle
1894
01:22:24.765 –> 01:22:28.025
and get you booked from that perspective.
1895
01:22:28.645 –> 01:22:30.945
I’m trying to think. Karen, there were any other questions.
1896
01:22:31.125 –> 01:22:32.785
So we have, we have like, we kind
1897
01:22:32.785 –> 01:22:33.785
Of went off. I just, I
1898
01:22:33.785 –> 01:22:34.585
love it. Doesn’t matter.
1899
01:22:34.585 –> 01:22:37.145
You did, you did so much. Um, any
1900
01:22:37.215 –> 01:22:39.265
What El what other questions do you all have?
1901
01:22:39.395 –> 01:22:40.945
Let’s start there. ’cause I had other things,
1902
01:22:41.005 –> 01:22:43.785
but I, uh, oh, and this is fun, right?
1903
01:22:43.785 –> 01:22:46.505
Like, you just like the evolution of your brand, right?
1904
01:22:46.605 –> 01:22:51.185
So like, like this was my brand. That was my brand.
1905
01:22:51.335 –> 01:22:53.825
Then we go to this and now we have the new website.
1906
01:22:53.855 –> 01:22:56.745
Like, I’ve had all sorts of things. You know, I think
1907
01:22:56.745 –> 01:22:59.625
That is really for, for this group, so important
1908
01:23:00.295 –> 01:23:02.945
that wherever you are right now, you’re not gonna be there.
1909
01:23:03.365 –> 01:23:04.905
If you’re, if you stay in this business,
1910
01:23:05.265 –> 01:23:06.845
you’re not gonna be there in four years.
1911
01:23:07.465 –> 01:23:09.325
So keep going. Yeah. But
1912
01:23:09.325 –> 01:23:11.405
You’re, You’re not done. You’re
1913
01:23:11.405 –> 01:23:12.405
Not done. When I say gr
1914
01:23:12.405 –> 01:23:13.445
grit up, don’t give up.
1915
01:23:13.545 –> 01:23:15.845
But also give yourself the grace, right?
1916
01:23:16.185 –> 01:23:18.525
Um, this is a hard business and, and decide.
1917
01:23:18.525 –> 01:23:20.325
Like, I know I don’t wanna be on the road.
1918
01:23:20.365 –> 01:23:22.325
I don’t wanna do a hundred keynotes a year.
1919
01:23:22.605 –> 01:23:23.845
I have colleagues who love it.
1920
01:23:23.845 –> 01:23:25.565
They wanna be on the road hunting, they wanna do it.
1921
01:23:26.085 –> 01:23:28.045
I no way would I ever wanna do that.
1922
01:23:28.065 –> 01:23:29.765
And I’m getting older, I can’t do that.
1923
01:23:30.345 –> 01:23:34.765
Uh, you know, so, so, you know, you’ve gotta decide, uh,
1924
01:23:34.765 –> 01:23:36.685
Diana, can you, are you able to share your brand guide?
1925
01:23:36.685 –> 01:23:37.765
Yeah. I’m happy to share that.
1926
01:23:37.975 –> 01:23:40.005
Karen knows I’m literally an open book.
1927
01:23:40.635 –> 01:23:42.805
Yeah, but that’s got all your stuff. I don’t think
1928
01:23:43.485 –> 01:23:45.885
I, I’ll share, I can share like a template of it.
1929
01:23:46.075 –> 01:23:47.525
Okay. Got got it. For
1930
01:23:47.525 –> 01:23:48.525
Sure. Um,
1931
01:23:48.525 –> 01:23:51.845
any other questions? Any other things?
1932
01:23:51.945 –> 01:23:55.085
You know, and, and here’s my thing too. Just keep learning.
1933
01:23:55.635 –> 01:23:58.285
Like keep growing, keep, um, you know, I still go back,
1934
01:23:58.325 –> 01:23:59.525
I look at the NSA vaults.
1935
01:23:59.525 –> 01:24:01.565
I look at, you know, if I miss, miss that
1936
01:24:01.625 –> 01:24:04.805
or maybe you took a class or you invested in something
1937
01:24:04.805 –> 01:24:07.325
and at the time in your business you weren’t ready for that,
1938
01:24:07.385 –> 01:24:08.885
but maybe now you bring it back out
1939
01:24:08.885 –> 01:24:10.965
because maybe now you’re ready for that.
1940
01:24:11.385 –> 01:24:14.925
Um, I read, I, you know, I I I listen to experts like Karen
1941
01:24:14.985 –> 01:24:19.125
or Jane Atkinson or Lois Kramer or others. Uh, but you
1942
01:24:19.245 –> 01:24:20.805
Did what I liked that you did that.
1943
01:24:20.845 –> 01:24:23.645
I think so many people are speaking on the same topic.
1944
01:24:23.825 –> 01:24:25.805
Mm-hmm. And I think you’ve gotta find
1945
01:24:25.805 –> 01:24:27.005
your voice in that topic.
1946
01:24:28.465 –> 01:24:29.845
And I think that that’s what you did.
1947
01:24:29.845 –> 01:24:31.245
You went through your personal values
1948
01:24:31.385 –> 01:24:33.645
and you then you branded it with momentum
1949
01:24:34.105 –> 01:24:37.045
and now it’s unstoppable momentum, which I love.
1950
01:24:37.045 –> 01:24:38.445
When did you add unstoppable?
1951
01:24:38.985 –> 01:24:40.885
So that would’ve been during this rebranding process.
1952
01:24:41.365 –> 01:24:42.405
’cause it was momentum mindset.
1953
01:24:42.625 –> 01:24:45.205
And then we shifted to, well, what does that mean? Right?
1954
01:24:45.205 –> 01:24:46.245
What does that get you?
1955
01:24:46.305 –> 01:24:48.765
So then that was the next elevation and the next layer.
1956
01:24:49.105 –> 01:24:51.285
And I’m now doing original research, right?
1957
01:24:51.305 –> 01:24:52.805
I’m working on a white paper this summer.
1958
01:24:53.425 –> 01:24:56.725
I’m really moving to that thought leadership perspective.
1959
01:24:56.945 –> 01:25:00.815
And, and you know, it took me all these years to get there.
1960
01:25:00.925 –> 01:25:03.095
It’s like, but I will say, you know, one
1961
01:25:03.095 –> 01:25:04.215
of the challenges now,
1962
01:25:04.275 –> 01:25:07.765
and this is where don’t sound like everybody else.
1963
01:25:07.955 –> 01:25:10.325
What are your unique stories? What are your unique brand?
1964
01:25:10.325 –> 01:25:11.965
What is your thing that’s gonna make you stand out?
1965
01:25:11.965 –> 01:25:16.245
Because the challenge we have now is AI is great
1966
01:25:16.545 –> 01:25:20.085
as a tool, but everybody, like you all can tell when you go
1967
01:25:20.085 –> 01:25:21.805
to social media and you see someone’s post
1968
01:25:21.865 –> 01:25:23.645
and it’s all written by AI
1969
01:25:23.905 –> 01:25:25.925
and there’s no personalization to it.
1970
01:25:26.425 –> 01:25:30.845
Um, and so what are those things that make you, you
1971
01:25:31.065 –> 01:25:32.285
and that make you stand out?
1972
01:25:32.385 –> 01:25:36.005
And then just coming from that place of value and of service
1973
01:25:36.265 –> 01:25:40.885
and of giving back and of how can I show up for my client
1974
01:25:41.625 –> 01:25:43.605
in the way that they need it?
1975
01:25:43.705 –> 01:25:46.005
And knowing that it’s not just right,
1976
01:25:46.625 –> 01:25:48.325
the keynote Karen’s gonna get you where you need
1977
01:25:48.325 –> 01:25:51.285
to be on the keynote, but it’s the business side, right?
1978
01:25:51.635 –> 01:25:53.285
It’s the marketing, it’s the sales,
1979
01:25:53.515 –> 01:25:54.925
it’s the ongoing business development.
1980
01:25:54.925 –> 01:25:57.325
It’s how you gonna diversify your
1981
01:25:57.325 –> 01:25:58.725
revenue or do other things.
1982
01:25:59.035 –> 01:26:00.405
It’s your operations
1983
01:26:00.545 –> 01:26:03.325
and the back end, which I can’t stress enough, right?
1984
01:26:03.545 –> 01:26:05.645
It is treating it like that business.
1985
01:26:07.315 –> 01:26:11.255
Um, so any other questions? They liked it.
1986
01:26:11.995 –> 01:26:13.255
Any other, um,
1987
01:26:16.095 –> 01:26:17.115
oh, thank you all.
1988
01:26:17.345 –> 01:26:18.835
Yeah, it’s good. That’s why I said,
1989
01:26:18.975 –> 01:26:20.395
and just so y’all know, like, I, like,
1990
01:26:20.535 –> 01:26:21.795
I’m like Karen, right?
1991
01:26:21.795 –> 01:26:24.195
Let’s give her a, it’s like, Karen, do I need
1992
01:26:24.195 –> 01:26:26.835
to prepare a slide deck and be, you know, official,
1993
01:26:26.895 –> 01:26:28.795
but like, I, you know, my big thing
1994
01:26:28.795 –> 01:26:31.035
for you all is you gotta do the work.
1995
01:26:31.265 –> 01:26:36.015
Know that you have a message that matters and just dig in
1996
01:26:36.035 –> 01:26:37.255
and I’m here as a resource.
1997
01:26:37.425 –> 01:26:40.295
Reach out if, if you all want, uh, you know,
1998
01:26:40.295 –> 01:26:41.975
want anything else, I’ll send Karen some
1999
01:26:41.975 –> 01:26:43.415
of these other resources
2000
01:26:44.155 –> 01:26:47.575
and uh, you all go out there and make a difference.
2001
01:26:47.575 –> 01:26:48.855
Like you have a voice to share.
2002
01:26:48.855 –> 01:26:50.535
It looks like Carl had an additional question.
2003
01:26:50.615 –> 01:26:52.255
I can stay on here. We’ve got about four minutes,
2004
01:26:52.315 –> 01:26:53.735
so I know some have to hop off.
2005
01:26:53.985 –> 01:26:57.255
Thank you all. Keep making an impact. Carl, you’re up.
2006
01:26:57.395 –> 01:26:58.975
And then Sylvia. Alright,
2007
01:26:58.975 –> 01:26:59.975
Thanks Kim.
2008
01:27:01.315 –> 01:27:02.815
How did you figure out, okay, this is,
2009
01:27:02.815 –> 01:27:04.455
this is gonna be a quick question
2010
01:27:04.675 –> 01:27:07.055
and probably maybe a, a big answer,
2011
01:27:07.435 –> 01:27:09.295
but how did you figure out your messaging, you know,
2012
01:27:09.295 –> 01:27:12.255
your slogans, your LinkedIn headlines, your, you know,
2013
01:27:12.255 –> 01:27:14.575
your one-liners, quotable thoughts, everything and all that.
2014
01:27:14.965 –> 01:27:16.455
Yeah. You know, like, did,
2015
01:27:16.455 –> 01:27:19.655
did you have a specific inspiration or a specific book
2016
01:27:19.715 –> 01:27:21.215
or did you dream a lot?
2017
01:27:21.295 –> 01:27:22.295
I don’t know, but
2018
01:27:23.085 –> 01:27:24.085
All of the above.
2019
01:27:24.525 –> 01:27:27.865
And here’s the thing, Carl, it’s continued to evolve, right?
2020
01:27:27.865 –> 01:27:31.345
Yeah. It’s not stayed the same like early on, again,
2021
01:27:31.465 –> 01:27:34.625
I was speaking to to, to breast cancer groups
2022
01:27:34.685 –> 01:27:36.345
and cancer groups and right?
2023
01:27:36.365 –> 01:27:39.545
And, and early on, um, my, uh,
2024
01:27:40.115 –> 01:27:42.465
early on my Twitter handle, which, you know,
2025
01:27:42.485 –> 01:27:44.665
I’m not even on there anymore, that’s a whole nother story.
2026
01:27:44.665 –> 01:27:46.985
But my Twitter handle early on was make Today count.
2027
01:27:47.225 –> 01:27:49.225
’cause I had a keynote called Make Today Count, right?
2028
01:27:49.375 –> 01:27:50.425
Like that was the keynote.
2029
01:27:50.845 –> 01:27:52.385
And then it, and then it shifted
2030
01:27:52.405 –> 01:27:54.665
and then it was, you know, uh, survive
2031
01:27:54.665 –> 01:27:56.265
and Thrive and, and right.
2032
01:27:56.285 –> 01:27:58.305
And now a lot of people thought of talk about Thrive.
2033
01:27:58.365 –> 01:27:59.865
But then I kept coming back
2034
01:27:59.865 –> 01:28:01.785
to when I knew I wanted to do this full time.
2035
01:28:01.965 –> 01:28:04.785
I’m like, what is that thing that is uniquely me?
2036
01:28:04.885 –> 01:28:07.905
And so I took that word momentum from my other business
2037
01:28:08.145 –> 01:28:09.225
Momentum Public strategies.
2038
01:28:09.685 –> 01:28:11.585
And I did this analysis of both of my,
2039
01:28:11.585 –> 01:28:14.425
like my whole life from all my clients and all my work.
2040
01:28:14.495 –> 01:28:16.385
What is it all, what’s the common thread?
2041
01:28:16.885 –> 01:28:18.905
And it was momentum and it was right.
2042
01:28:19.005 –> 01:28:21.545
And, and that, that momentum then has evolved.
2043
01:28:21.745 –> 01:28:23.345
’cause it was momentum build a momentum mindset.
2044
01:28:24.005 –> 01:28:26.705
Now it’s unstoppable momentum and what that looks like.
2045
01:28:26.725 –> 01:28:28.745
But now it has the framework that goes with it
2046
01:28:28.745 –> 01:28:31.145
and now it has these other pieces, but it took time
2047
01:28:31.285 –> 01:28:33.585
and years to continue to evolve that
2048
01:28:33.685 –> 01:28:36.625
and to really own it, if that makes sense.
2049
01:28:37.925 –> 01:28:40.465
So, Sylvia, I know you, you had a question too,
2050
01:28:40.585 –> 01:28:42.265
I think about LinkedIn and then we’ll get Vivian.
2051
01:28:42.915 –> 01:28:45.725
Yeah. Thank you again for this has been invaluable.
2052
01:28:45.785 –> 01:28:48.445
Um, real quick. So I, I’m, I’m gonna jump on the
2053
01:28:48.545 –> 01:28:51.485
who do you know who strategy, and I’m gonna do LinkedIn
2054
01:28:51.485 –> 01:28:52.565
because I have a newsletter
2055
01:28:52.565 –> 01:28:54.805
and I’m, I have a lot of people now following
2056
01:28:54.805 –> 01:28:56.045
me from my talks.
2057
01:28:56.465 –> 01:28:59.845
Um, do you suggest that I go into each individual per,
2058
01:28:59.925 –> 01:29:02.285
I have this whole thing about not stalking people looking
2059
01:29:02.285 –> 01:29:04.325
like I’m sort of in their profiles?
2060
01:29:04.505 –> 01:29:06.485
No. Would you suggest just, you know, like if I,
2061
01:29:06.505 –> 01:29:08.325
if I have 20 people a day
2062
01:29:08.325 –> 01:29:11.325
or 10 that I’m, that I just do it that way just organically
2063
01:29:11.345 –> 01:29:12.845
so that they see I came to their
2064
01:29:13.395 –> 01:29:14.605
page or, you know what I mean?
2065
01:29:14.605 –> 01:29:16.205
Like I, obviously I have a complex,
2066
01:29:16.225 –> 01:29:18.005
but I don’t wanna seem like I’m just, you know,
2067
01:29:18.005 –> 01:29:20.045
on people’s pages kind of stalking them.
2068
01:29:20.875 –> 01:29:23.765
Yeah. I would go like to where your,
2069
01:29:24.435 –> 01:29:26.405
like if you have a first degree connection
2070
01:29:26.405 –> 01:29:27.605
or a second degree connection,
2071
01:29:27.605 –> 01:29:29.485
like I would start there, right?
2072
01:29:29.635 –> 01:29:33.125
Have others make the intro for you. Um, yeah, what
2073
01:29:33.125 –> 01:29:35.325
I mean is, so like, yeah, so my, I was gonna go
2074
01:29:35.325 –> 01:29:37.605
to all my first degree connections in LinkedIn,
2075
01:29:38.065 –> 01:29:39.565
but I would have to visit their page.
2076
01:29:39.565 –> 01:29:41.565
You know how you can see someone’s been to your page, right?
2077
01:29:41.565 –> 01:29:42.965
Oh yeah. Yeah. So just do go
2078
01:29:42.965 –> 01:29:44.245
Your page, visit their page. Okay.
2079
01:29:44.245 –> 01:29:45.365
They, they’ll Be hundred,
2080
01:29:45.395 –> 01:29:47.045
hundred percent visit their page.
2081
01:29:47.045 –> 01:29:49.125
Cool. Don’t overthink it. Okay. Don’t overthink it.
2082
01:29:49.125 –> 01:29:51.445
Thank But don’t spam people like Yeah. Yeah.
2083
01:29:51.515 –> 01:29:53.725
Like I don’t do that personal at all. Like I don’t either.
2084
01:29:54.085 –> 01:29:56.485
I, That I have built has been organic.
2085
01:29:57.085 –> 01:30:00.045
I have never paid for advertising. I have never, right.
2086
01:30:00.115 –> 01:30:03.245
Like I don’t, I do not spam people.
2087
01:30:03.865 –> 01:30:05.765
For me it is about the relationship
2088
01:30:06.105 –> 01:30:07.205
and showing up in that way.
2089
01:30:07.345 –> 01:30:08.645
So Vivian, you had a question?
2090
01:30:09.825 –> 01:30:12.245
Yes. Uh, again, thank you so much Kim, for today.
2091
01:30:12.315 –> 01:30:13.365
It’s been incredible.
2092
01:30:13.495 –> 01:30:15.725
Thank you for everything that you’ve been sharing with us.
2093
01:30:16.265 –> 01:30:18.605
Um, do you do corporate, um,
2094
01:30:18.775 –> 01:30:21.125
leadership development programs, things like that?
2095
01:30:21.225 –> 01:30:24.725
And if you do, how are those programs designed and
2096
01:30:24.745 –> 01:30:27.285
and what’s your, you know, how do you price those?
2097
01:30:27.915 –> 01:30:30.725
Yeah, so I do corporate retreats,
2098
01:30:31.085 –> 01:30:32.445
offsites, those sorts of things.
2099
01:30:33.105 –> 01:30:35.565
Um, it is really
2100
01:30:35.945 –> 01:30:39.125
for those which is really could dive deep
2101
01:30:39.125 –> 01:30:40.285
more into consulting.
2102
01:30:40.385 –> 01:30:44.605
It is a case by case basis. So it really depends.
2103
01:30:44.805 –> 01:30:46.645
’cause sometimes they want me to come and do a keynote
2104
01:30:47.065 –> 01:30:49.405
and then do a deep dive and then we do the ongoing work.
2105
01:30:49.665 –> 01:30:52.045
Or sometimes, like I have a client right now.
2106
01:30:52.585 –> 01:30:56.205
Um, and also don’t underestimate
2107
01:30:56.235 –> 01:30:58.645
what people can do if you show your value.
2108
01:30:59.025 –> 01:31:00.205
Um, so I just have a client
2109
01:31:00.225 –> 01:31:02.965
and we, we built a six figure contract
2110
01:31:03.065 –> 01:31:06.165
and they’re a, they’re a public health agency for a state
2111
01:31:06.425 –> 01:31:08.405
who whoa, that’s undergoing a lot
2112
01:31:08.425 –> 01:31:10.725
of change right now, right?
2113
01:31:11.625 –> 01:31:15.045
And funding. But they had a, they had, they had this bucket
2114
01:31:15.145 –> 01:31:16.925
for, and their people are so stressed out,
2115
01:31:16.925 –> 01:31:18.605
so overwhelmed they needed it.
2116
01:31:19.065 –> 01:31:23.165
And so we, um, so I built out a customized program for them
2117
01:31:23.165 –> 01:31:24.685
where I’m doing over the next year,
2118
01:31:25.105 –> 01:31:27.005
two in-person, two virtual.
2119
01:31:27.665 –> 01:31:31.645
And then I’m doing, uh, momentum hot seats, like as a part
2120
01:31:31.645 –> 01:31:34.205
of the virtual and then one video a month.
2121
01:31:35.275 –> 01:31:37.055
And so, um, oh,
2122
01:31:37.115 –> 01:31:39.175
and that includes like a worksheet that goes with it, right?
2123
01:31:39.175 –> 01:31:40.375
And those, those sorts of things.
2124
01:31:40.475 –> 01:31:42.455
But every client’s different.
2125
01:31:43.035 –> 01:31:46.425
And you know, for me it’s more important
2126
01:31:46.425 –> 01:31:48.185
to build the relationship than
2127
01:31:48.185 –> 01:31:50.185
to have like 20 consulting clients.
2128
01:31:50.505 –> 01:31:51.745
’cause I’ve done that in my other business
2129
01:31:51.845 –> 01:31:53.105
and I didn’t have quality of life.
2130
01:31:53.445 –> 01:31:56.465
So it’s the balance of like, I would like to have, you know,
2131
01:31:56.475 –> 01:31:58.785
three or four good ones like those a year
2132
01:31:59.505 –> 01:32:02.285
and then my keynote because I love the keynoting.
2133
01:32:02.585 –> 01:32:06.595
So Yeah. And Jasmine, yes, don’t overthink it. Just do it.
2134
01:32:06.595 –> 01:32:09.515
And as I say, grit up, don’t give up. Right?
2135
01:32:09.695 –> 01:32:11.475
But you also got gotta have the grace.
2136
01:32:11.915 –> 01:32:13.755
’cause the grit without the grace isn’t sustainable.
2137
01:32:13.995 –> 01:32:15.315
Courtney, you had a question and then
2138
01:32:15.315 –> 01:32:16.395
I am gonna have to hop off.
2139
01:32:16.845 –> 01:32:18.675
Sorry, real quick. So Yeah, yeah.
2140
01:32:19.195 –> 01:32:21.355
I already have a framework you were talking about, like,
2141
01:32:21.355 –> 01:32:22.675
then you developed your framework, whatever.
2142
01:32:22.675 –> 01:32:24.595
So I already have all of that and I use it.
2143
01:32:24.745 –> 01:32:25.875
It’s part of my consulting
2144
01:32:26.015 –> 01:32:27.715
and then it’s, it’s part of what I have in the keynote.
2145
01:32:28.215 –> 01:32:31.195
Did you find that by talking about
2146
01:32:31.195 –> 01:32:33.675
that framework in your marketing
2147
01:32:33.815 –> 01:32:36.075
or during your sales pitch processes
2148
01:32:36.075 –> 01:32:40.195
or what have you, like, did that help elevate you above some
2149
01:32:40.195 –> 01:32:41.995
of the noise of all the other speakers?
2150
01:32:41.995 –> 01:32:44.715
Yeah. Is it? Yeah. Okay. Because I have to
2151
01:32:45.185 –> 01:32:46.875
Talking about it a lot, right?
2152
01:32:46.875 –> 01:32:51.075
Something sticky that’s not like everyone else. Yeah.
2153
01:32:51.575 –> 01:32:54.915
You know, and others may say it or may try to say it,
2154
01:32:55.335 –> 01:32:58.915
but uh, make it uniquely yours and like right.
2155
01:32:58.975 –> 01:33:00.915
For me, that’s also why I come back to this.
2156
01:33:00.915 –> 01:33:02.555
Like, this is the first part of my framework.
2157
01:33:02.555 –> 01:33:03.555
This is the stop, right?
2158
01:33:03.555 –> 01:33:05.795
It’s about giving yourself the grace and permission. Yeah.
2159
01:33:05.815 –> 01:33:07.475
To do what, to do, to feel what we need to do.
2160
01:33:07.475 –> 01:33:08.835
And sometimes in longer sessions, right?
2161
01:33:08.835 –> 01:33:10.555
Like, like this is, you are allowed,
2162
01:33:10.555 –> 01:33:11.915
we build out an I am allowed wall.
2163
01:33:11.915 –> 01:33:13.835
Like what do they need to give themselves permission?
2164
01:33:13.835 –> 01:33:15.315
Oh, nice to do. What does that look like? Right?
2165
01:33:15.375 –> 01:33:18.475
And so in the deep dive sessions or the long sessions.
2166
01:33:18.575 –> 01:33:21.835
And so, um, as Karen knows, I’m all about the engagement.
2167
01:33:21.835 –> 01:33:22.955
Like you’re not just, you know,
2168
01:33:22.955 –> 01:33:24.395
and then I even tell clients like,
2169
01:33:24.655 –> 01:33:26.115
if you want a boring keynote speaker,
2170
01:33:26.115 –> 01:33:27.395
that’s just gonna stand on stage.
2171
01:33:27.395 –> 01:33:30.515
That is not me. Um, guys and even,
2172
01:33:30.775 –> 01:33:32.275
and even like I have clients
2173
01:33:32.415 –> 01:33:33.795
and they’re like, well, you know,
2174
01:33:34.455 –> 01:33:36.155
our people don’t really like engagement.
2175
01:33:36.295 –> 01:33:40.275
I’m like, listen, I’ve gotten judges Right, right ears
2176
01:33:40.935 –> 01:33:41.995
up out of their seats.
2177
01:33:42.175 –> 01:33:44.515
We can do it in a way. So they’re not right,
2178
01:33:44.515 –> 01:33:47.375
they’re not anxious and they will love it.
2179
01:33:48.155 –> 01:33:51.375
So I wanna say before we close, Kim
2180
01:33:52.345 –> 01:33:54.235
emailed me four times about you.
2181
01:33:55.455 –> 01:33:58.075
She, what else do I need to know? What should we do?
2182
01:33:58.195 –> 01:34:00.555
I mean, she cared. I am so impressed
2183
01:34:00.825 –> 01:34:03.355
because she is the busiest speaker right now
2184
01:34:03.415 –> 01:34:04.755
of all speakers that are out there.
2185
01:34:05.135 –> 01:34:06.595
She took the time for us,
2186
01:34:07.335 –> 01:34:10.075
but she cared so much before this session.
2187
01:34:10.855 –> 01:34:12.075
I’m so proud of you all.
2188
01:34:12.335 –> 01:34:15.035
You are such an intelligent, smart group.
2189
01:34:15.175 –> 01:34:18.275
You guys are amazing and you made me look good.
2190
01:34:18.415 –> 01:34:20.755
And Kim, I love you. Thank you.
2191
01:34:20.945 –> 01:34:24.035
Well, and here’s the thing. Y’all get amazing mentors.
2192
01:34:24.145 –> 01:34:25.715
Like Karen’s been a mentor for me.
2193
01:34:26.785 –> 01:34:30.285
You know, that that has been a part of what’s allowed me
2194
01:34:30.285 –> 01:34:31.965
to sustain myself in this business too.
2195
01:34:31.965 –> 01:34:33.965
Because also by the way, I had COVID once
2196
01:34:33.965 –> 01:34:35.085
and I had to cancel and I had
2197
01:34:35.085 –> 01:34:36.605
to call someone else to help fill in.
2198
01:34:36.605 –> 01:34:41.405
Like, find your people who you can lean on and be real with
2199
01:34:42.105 –> 01:34:45.685
and say, I’m falling apart or this is hard.
2200
01:34:45.705 –> 01:34:48.085
And sometimes it’s not even the business, it’s your life.
2201
01:34:48.185 –> 01:34:49.885
But you still have to sustain the business.
2202
01:34:50.585 –> 01:34:55.285
And so how can you build that community for yourself so
2203
01:34:55.285 –> 01:34:58.005
that you can continue to keep moving forward?
2204
01:34:58.225 –> 01:35:00.405
So thank you all. I appreciate you, you,
2205
01:35:00.405 –> 01:35:02.365
I know Carol will send out the other resources.
2206
01:35:02.365 –> 01:35:05.085
Everybody have a great day and reach out. Thank you.
2207
01:35:05.095 –> 01:35:07.405
Thank you. You thank you.
2208
01:35:07.975 –> 01:35:09.885
Reach out if y’all have any questions. Thank you, Karen.
2209
01:35:09.885 –> 01:35:12.805
Stay connected. Bye guys. Thank you. Bye. Thank you.
2210
01:35:13.235 –> 01:35:13.725
Bye-bye.
