The Foureva Podcast
Welcome to The Foureva Podcast, where we break barriers and redefine success!
Join host Jamar Jones, a dynamic entrepreneur, national speaker, and author of "Change Your Circle, Change Your Life," as he takes you on an extraordinary journey of inspiration and motivation.
In each episode, we bring you an impressive lineup of star-studded guests, each with a unique voice and a wealth of insights to share. From industry leaders to renowned experts, we uncover their secrets to success in personal, business, and marketing domains. Prepare to be captivated by their stories, strategies, and experiences that will empower you to reach new heights.
Whether you're an aspiring entrepreneur, a marketing professional, or simply seeking fresh perspectives on life and business, The Foureva Podcast is your ultimate destination. Discover the transformative power of changing your circle and unlocking your full potential. With each episode, we delve into the minds of the most influential voices in the industry, providing you with the tools and inspiration you need to overcome obstacles and achieve greatness.
Don't miss out on this dynamic podcast that will fuel your ambition, challenge your limits, and propel you toward success. Tune in to The Foureva Podcast and join a community of driven individuals who are ready to make an impact. Get ready to be inspired, motivated, and 'foureva' transformed!
The Foureva Podcast
Authentic Sales & Success — Angela’s Playbook
In this high-energy episode of The Foureva Podcast, sales strategist and entrepreneur Angela Chatterfield shares her remarkable journey from running a dating service to building a career in plastic surgery consulting, launching syndicated TV shows, and empowering women in business.
Angela reveals the secrets to authentic sales, including:
- How to close deals without pressure by asking the right questions.
- Why entrepreneurs must pivot creatively when challenges arise.
- The importance of authenticity, resilience, and belief in your business journey.
- Sales role-play examples that show how to handle objections, build respect, and seal the deal.
If you’ve ever struggled with sales, confidence, or keeping momentum as an entrepreneur, this conversation will give you practical tools, mindset shifts, and inspiration to change your circle and change your life.
So if you really want to help people, I don't think you help people by putting your red bottom shoes on your short skirt, making sure your Botox stop and looking good. That only helps you. That doesn't help me. I always want to help people and I feel like if people know entrepreneurs know this is a hard thing. It's hard. There's going to be days when you don't even want to get out of the bed. People are going to tell you no for stuff that you're like wait a minute, did you just not notice all the things I just did for you? And they're still going to tell you it didn't work. And they're still going to tell you they don't want it. And they're still going to tell you they're not paying for it anymore.
Speaker 2:What's going on, angela, how you doing.
Speaker 1:Hey, that's the easiest way.
Speaker 2:Yeah, welcome to the Forever Podcast. I'm super excited to get into this conversation. Where are you calling from? I know you said there was a beach and some water.
Speaker 1:Yes, I am actually in Rosarito, mexico, which is Baja California. I live in California, so it's literally two hour drive, but this is my little retreat where I like to come hang out Still work but looking at the ocean is just, it's life, right, it's, it's all about that never ending possibilities, right? When you look out into the ocean, you can't see the end of the ocean. So when I look at the ocean, to me that's what's.
Speaker 2:that's really. What is the? It's picturesque when it comes to my dreams and my visions. Right, there's no end, there's no end. So that's why I like to look at the ocean. It does something to me too. It's like it's just magical I don't know. I don't know how to put into words. It's just like it's so calming, soothing, and that's why I think people just love, love the ocean.
Speaker 1:I love it, and where I am it's it's rocky, so there's no beach, really. It's rocky and then it's also waves. So actually where I am is is it's called Las Olas Grand, which is big waves.
Speaker 2:Yeah.
Speaker 1:There's big waves. But I love it Cause it's still also a metaphor for life. Right, it's rocky, there's big waves, the waves come down, there's high tide and there's low tide. There's never always high tide or always low tide. Right, and there's always rocks. Sometimes you step on them, sometimes you run into them, but there's always rocks. There's always rocks.
Speaker 2:There's always a bumpy road ahead of us, boy. There's always a bumpy road ahead of us, and the real goal is to always get over those bumpy rocks and get to the other side. And I'm so honored to have you here on the podcast. You have a lot of different elements to you and I think with this podcast, I want people to not only hear about the different things, but also learn a lot from you, from your different experiences within working with plastic surgeons. You know qualifying leads for the surgery, but also the media side of what you do with the shows and like how you promote yourself, how you get into rooms, like you just have such a a way of how you do it. So first, let me, let me, let me not jump the gun. First, can you just let everybody know what you do, um, and also where, um? So you already said where you reside, so let everybody know what you do.
Speaker 1:So so I have basically two sides of my company. I have a company, elite med listings, that does primarily consulting, where I consult with plastic surgeons and plastic surgery offices, primarily cash pay, so it's not just plastics but primarily plastics, more plastic surgery than med spa, but I've done those as well. And then I also have a patient-focused side, which is TheMedChatcom. Themedchatcom, which is really a patient source, it's really for patients, it's to really help patients understand what they're signing up for.
Speaker 1:And because I've been in that industry, intertwined with other industries, since 1994, long time I just have always felt like that was my calling. I felt like my calling not I felt like I know my calling was to be a blessing in the lives of millions of women. Don't get it twisted now, man, not that I don't like you, but my calling is about being empowering, helping women to be empowered. Be empowered because women still are the ones. You know, the hand that rocks the cradle rocks the nation. So women still are the ones that have a lot to do with buying decisions, have a lot to do with. Let's face it, a good woman behind any man, related to him or not, is going to push him to do even better than he ever would want to know. Everybody knows that, so that's just the way we're hardwired.
Speaker 2:What is the saying? Like behind every good man is a great woman. Is that? Is that the uh, yeah, yeah.
Speaker 1:And it expands beyond a wife. It could be your, it could be someone that works with you, it could be a partner, it could be somebody that you meet in networking. So, as an entrepreneur, I feel like it's really also, you know, to whom much is given. Much is required, and I feel like God has really given me that. I call it the light bulb energy to be able to go and help others. That's, if you don't help anybody, then you, your life, has been wasted.
Speaker 2:Yeah, A hundred percent, a hundred percent. And. And then wait, did you also say your other side of the business?
Speaker 1:Oh yeah, About speaking with patients. Okay, and then also that I didn't say say yet that I had a television show.
Speaker 2:Okay, yeah, yeah, yeah, yeah yeah.
Speaker 1:The reason that I so I had a television show, which is actually what got me into this helped me to get into the plastic surgery industry because I had an idea back in 94. Cause I I at that time I had a dating service. I know you're probably head spinning, what does she do? So there's a moral in here, guys. There's a moral. The moral is you get in where you fit in. You have to be able to pivot. Now you can't be crazy and have so many things going on that nothing gets done. Jack of all trades and master of none, but you do need to be able to pivot and go where you're celebrated, not where you're tolerated. You're tolerated.
Speaker 1:So at one point I was a date. I had a dating service, which I liked the dating service, because the dating service gave me an opportunity to meet lots of people, um, and not just men meet lots of people, and I loved it because it also still helped me be a blessing to millions of women, because I knew that, like a bar, where the women are, the men will follow. So I was always motivating women and getting women to understand that they needed to be a whole person, as one, as a single, before they even thought about finding a husband or a partner, because obviously two half people doesn't make a whole, it makes a mess. So that was my whole message. So in that message I met a plastic surgeon who ended up asking me if I would come work in his office. And I thought no, I said I like my job, I work nights, I hang out, I get to go to all cool places, no, but then a couple of months went by and I got the idea and I thought you know what? This is 1994. So let's back up. Remember, there's no Instagram, there's none of this right.
Speaker 1:So 94, television was it, and I was. I need to be on TV. I need to be able to be on TV to reach millions of people, because that's what God called me to do. So I had this big idea and I said Ooh, I am going to go get a free show from the public television station, cause everybody said they're going to give you a show cause you're black and they give black people money. Okay, since I was just so naive, I marched in there and did a pitch and pretty much did my dance and show. Yeah, I don't know how cute I was and they said that's great. Come back with $50,000. I said $50,000? I thought I don't know anybody with $50,000.
Speaker 2:Oh my God, this story is amazing, by the way, everybody I know the doctor.
Speaker 1:So I went to the doctor and I said hey, why don't we have a dinner at Morton's? There's another key there. Y'all Write it down. If you're going to have a meeting, have a meeting somewhere very nice. So I said, why don't we have a meeting at Morton's?
Speaker 1:And then I told him I needed $50,000, but he was going to be my sponsor for the show and I was going to do a show called plastic surgery and singles and he was going to be the only sponsor. And he said, okay, but only if you come to my office and help me grow my practice. Here's another lesson guys, creative, creative, creative. If it doesn't exist, create it. He didn't really have a job for me, but he made one for me. And guess what? I went in there, marketed, helped him. It was supposed to be one. We were only supposed to work together for 13 weeks. I ended up being there for nine years. I did not one, but two television shows, one of which is on still is on YouTube right now 65 episodes. So I sold it, syndicated. It got all my own sponsors. I had Club Med, hyundai. I had who else? Oh, principal Mortgage, lots of different people. So I would go out and find the money.
Speaker 2:Wow, I mean it's just so. Can we go back just real quick just on that story? So how did you get connected with the doctor once again Like how did that relationship happen?
Speaker 1:So he saw me. I was at a trade show, which here's another lesson here. Guys, trade show expensive. No way in the world I could have afforded to be in a trade show. So I literally waited till the day before because I knew that. You know they need to. They have to have people at the show. Like anybody who comes to a trade show, they need to have something to look at. So I called them and I said look, I don't have. I have a dating service. I don't have any money. I need to be at the show.
Speaker 1:The show was four days long and it was whatever was was a lot of money. I told him I only had three hundred fifty dollars. That was true, that's all I had. And they said well, we'll give you a smoke of your booth. So they gave me a booth in the corner. I went to the rental store, had them drop these furniture in this like to like a living room right, like couch and a chair. That was my set because I didn't have any set. Had them drop it off and then pick it up for rental right. And I set up and I made, put, put up a little board and called it motivational change for life. So it was a southern women's show was a women's show, and I just stood there and spoke and spoke and spoke and he was watching me from a booth. And then he came over and he listened to me and he said I want you to come and help me grow my practice.
Speaker 1:So what's the moral of the story, guys? Be creative. Don't wait for somebody to give you a job. Make a job. Don't wait for somebody to tell you what can happen. Make it happen. All they can tell you is no.
Speaker 1:I still, to this day, even in my business now, I still ask can I have a booth at your? Can I sell? Can I have a booth at your show? Can I have a booth at your show? Sometimes I get it. Probably 90% of the time I get a no, but 10% of the time I get a yes, and those are the only ones that I go to, because I'm not paying for anybody's show. No, because at some point especially now, like with COVID and all the things that have happened if you've ever done a trade show and spent a lot of money and then got there and people didn't show up, it is the most depressing thing, because you know you've spent $10,000 to $15,000 and there's nobody there. So I learned my lesson. So hopefully today you're taking some little pearls. Go get it done. If you tell me no, you're one of many. No has to be to you like a sneeze. When people say no to you, you just say bless you and keep it right on going.
Speaker 2:I'm talking oh, I never heard that one before. No, is like a sneeze Bless you and keep it moving.
Speaker 2:Keep on going. Oh, that's amazing. There's so many takeaways from just that story alone. We're going to get into a lot of other stuff, but the takeaways is you got to be willing to first of all take a bet on yourself. So it took some confidence for you to even ask for that booth there, especially when you're on your last couple hundred dollars and you really needed something to happen.
Speaker 2:And I think a lot of people are in that position where they need something to happen for themselves, but they're kind of sitting and waiting for something. And so for the people that are listening that maybe they haven't launched their business yet, maybe they have launched it but they're getting discouraged with their business, this is a wake-up call that you have to go out in there and actually create the opportunity. And you just never know. And then the other amazing part I love about it is the change, your circle moment because, like you were there just doing your thing and somebody saw your greatness. And that's oftentimes what happens is that we go into these situations and in these environments and we just got to show up and we show up as our authentic self and we show up as as who we are, and some people will recognize your greatness, and somebody did that and it ended up being a nine-year uh trajectory and also sponsoring 50k of a show.
Speaker 1:More than no. 50 was the beginning, oh that was the beginning.
Speaker 2:Okay, tell us.
Speaker 1:Angela, my daughter, to the prom. He paid my down payment for my house in Charlotte, north Carolina. No, this you know. What I will say to you is that life-changing opportunities can only happen if you're in the room. You got to be in the room. Go in the room, be authentic. I love what you said. It's what you said is so, so key to what I believe. You have to be your authentic self.
Speaker 1:People ask me all the time, even in my business. They're always saying to me well, I don't see you. I don't, you don't have a lot of followers on Instagram. You don't have a lot. Nope, you're right, I don't. You don't have a lot of advertising. I don't, you're correct. That is true. However, I am my authentic self. I'm the person that when people come up to me and say how's the business, I don't lie and say, oh, everything's so good, we're balling. I'm like let me just tell you, this is hard, this is hard, so I tried this. Would you try? That's what I do. I think keeping it real is the most important thing. So, if you really want to help people, I don't think you help people by putting your red bottom shoes on your short skirt, making sure your Botox up and looking good. That only helps you.
Speaker 2:Right.
Speaker 1:That doesn't help me. I always want to help people and I feel like if people know entrepreneurs know this is a hard thing, it's hard. Yes, there's gonna be days when you don't even want to get out of the bed. People are going to tell you no for stuff that you're like wait a minute, did you just not notice all the things I just did for you? And they're still going to tell you it didn't work. And they're still going to tell you they don't want it. And they're still going to tell you they're not paying for it anymore. That hurts and that sucks.
Speaker 1:So you have to be your authentic self so that you can dig deep down and say you know what? You told me no, but my mind says I got 10 more people to call today, so you're just one, so I'm just going to call the next 10. Bye, because you're taking my time saying you're taking my energy and I'm that I want to let you do, because that's all we got. That's all we have is our own energy, our own positivity and the belief in ourselves. If we let that go where we just give it to somebody you got to guard that.
Speaker 2:Yeah, you got to guard it for dear life. And yeah, it's just amazing what you've been able to accomplish. So so if we go, if we kind of fast forward the story a little bit, of you working in plastic surgery now for this doctor, did you have any prior experience? And then, how did you also learn the ways of the industry of plastic surgery and also have tremendous success in it? I mean, we're going to get to the sales part of it and the lead generation, the relationship building, all the things you did there. But how did you get in? Because I know a lot of us we struggle with like, oh man, I don't know that, so I'm maybe not going to go over there, but like you just touched on the belief in yourself but like, how did you transition then into this whole new industry?
Speaker 1:You know what you know. It's so funny. I love that you asked that question because the reality is not only did I not know about it, I never was somebody that would have it. Even now, when people look at me and they're like you work at Blaster, because I'm just not that, I don't have that, I'm not that person, I never was and I hadn't even looked in. It's not even something I even looked into. I knew zero, nothing about it. But I know it didn't matter because see here's and I hope that we have listeners that are writing this down, because here's the crux to everything If you can build relationship, be relatable, be relatable and be connected and give people something they want, it doesn't matter what the product is, it doesn't.
Speaker 1:I literally have sold probably everything you can even think of at some point. As long as I believe in it and I know it's good, then I want you to have it too. I don't care if it's a stick of butter, if it's the best stick of butter, I'm going to tell you, girl, when you put that butter on your bread, you are going to be like, oh, it's going to melt in your mouth.
Speaker 2:And I want you to remember.
Speaker 1:I'm the one that told you it doesn't matter what it is if I believe in it, and what I know about plastic surgery is that it changes lives, not because of the surgery. It changes lives because the women that make these decisions. It's the biggest decision they've ever made financially that just benefited them. So what I get to do and I'm so grateful because I love it is I get to build women up, help them realize you know what. It's not about the boobs, it's not about your face.
Speaker 1:This is about the process it takes for you to make this decision. How do you involve the other people in your life? How do they take, take part in this? If you should allow them to take part in this? These are all things that women have to go through this process, and I get to take them through the process, so I love it. It's like the best thing I could have ever gotten to do. I didn't know that's what it was, wow, but I loved it when people literally when I worked in offices people would come out and then the doctor would ask me did you even talk about the surgery?
Speaker 2:Yeah, Did you even talk about the surgery?
Speaker 1:Yeah, I did, I did. But to your point about learning about it, I did learn about it. I mean, I know. Put it this way One of the plastic surgeons said nobody knows more about plastic surgery that's not a plastic surgeon than Angela. Because I did learn about it. I mean I immersed myself.
Speaker 1:And I will tell you, here is the word of the day or the phrase of the day Be curious, yes, always be curious. Be curious. If you're not curious and, in my case, slash nosy, you'll never, ever learn anything. You have to be curious and nosy, like to me, every interview is like I'm, I'm on, I'm Oprah and I'm interviewing you. I want to know everything. How'd you get there? How'd you meet what you know? What happened when you did that? Why'd you do that? Then I'm that person, which is why it you can be relatable and why you learn so much. Because back in the day when I sold yellow pages, nobody could believe that I could, that I made so much money and I sold so many yellow, so many ads. But the reason I did is because I go see a florist in the morning and then in the afternoon I might go see a roofer. So then eventually I knew about every kind of business, a little bit about every kind of business, and it was great and I loved it because I'm curious.
Speaker 2:Yeah, yeah. You gotta be curious and a little nosy. And a little nosy. No, this is. This is absolutely so. Would you, is it fair to say that you have mastered the ability to sell? Is that, is that, fair to say?
Speaker 1:I wouldn't say mastered it, cause I don't think you're ever done. It's like the ocean, right. But I will say this I know that I'm probably one of the best salespeople most people will ever meet. That's just it. I am yeah, yeah, but. But I'm also a learned salesperson. At any point on my phone there's going to be at least three different business books you know something about.
Speaker 2:Ok, Always what's the top. What's the top top two business books that we should read.
Speaker 1:I'll tell you top one because because this is like my life Well, I'll give you two, Two of my favorite ones that I've read them. I read them over and over again. So I'm looking on my phone, right now.
Speaker 1:I read them over and over, so the one actually was a recommendation from Mark Cuban, and I'm so glad that I got it. And I'm going to tell you this is like it's going to change life, changing right. It's called competing in the age of AI strategy and leadership when algorithms and networks run the world. And you might think, well, angela, what's that got to do with sales? But I'm going to tell you, if we don't master this whole concept of how businesses run with AI and algorithms, we will die. Because your leadership and your business have to still be able to respond in this way. And if you don't know about it, you're totally outside the loop. And I don't mean go buy a chat GPT and throw a bunch of stuff on the website, no, because if you do that, you're going to find out.
Speaker 1:That's not how it works, but this book will really help you understand setting your business up, how to make sure that you don't get left behind. So that's the one and the other one which I love. I that's how much I love this book. I bought the audio, the paperback and also the workbook so this one is called millionaire in the fast lane by JD.
Speaker 2:DeMarco.
Speaker 1:And that book is ridiculous because what that book's going to do is show you that waiting until you're old, like me, to decide that's when you're going to get your money is not smart. I wish I had this book 25 years ago, because I would have made many, many different decisions than what that book is truly about being owning your own business, understanding how to make that work for you, and then not expecting that you're going to be a 67 year old, supposedly rich person.
Speaker 2:Right, Right, Well, that's awesome. These are great recommendations. I know people are going to be writing this stuff down, um, to check out those two books and I, I am. I'm super, um, I'm super curious to dive in a little bit deeper, real quick, about this. Curious, yeah, I'm curious. I'm curious and I almost have like some selfish questions I want to ask.
Speaker 2:So one is first of all, where did you develop this, this energy that you have to connect to individuals and solve problems for them and be a solution? Like where, where did that spark from? Is that something from your past? How you grew up? Is that? Is there something? Is there a moment that you like the realization, like, oh, that's what I need to do. I need to provide value to people, I need to be a solution. I need to also, you connect with individuals in a very your own unique way, and I know some people may be watching this or listening. They're like man, Angela's got a lot of energy and I don't got that much energy. I'm an, I'm an introvert and I don't want to talk to nobody and you know, like, maybe they're thinking that, but everybody has their own individual ways of how they're connecting with people. So that's number one is like where did that change of the importance to know that? How did that happen for you? And then two do you feel like you could just sell anything?
Speaker 1:Okay, so let me do number one first. So it's interesting because people do kind of put me in that hole because, oh, you're so full of energy, you're so full. I mean, I'm 62 years old, so can you imagine if you met me at 32? I'm bouncing off the wall.
Speaker 2:I can only imagine at 32. Oh my goodness, that is crazy.
Speaker 1:But I've always been like that. You would have been sprinting back and forth. I remember people just sitting up in their head on their in, on their going oh my gosh, can you wait and come back later? I mean, I know, I didn't know then how overwhelming it was. I know now, Like so, but I didn't know then. But I also didn't care. You know, it's who I am and I will tell you that it's where everybody has a spark of energy. It's just where they get it from right. So people that tell me why I'm an introvert, and then I go look at TV and I watch them jumping on down or face painted half blue and half white because they're going after Dallas Cowboys, I'm like, is that the introvert? Or I see him at the Taylor Swift concert.
Speaker 2:So I'm like yeah, that's a great point, yeah you gotta know when to turn it on and turn it off.
Speaker 2:But, like you're, you're picking and choosing because, like a lot of people uh, don't know this about me, but I'm I'm also introverted, um, and but I just know when to turn it on and when to turn it off. But I definitely need time to recharge. That is one thing for me. Like I can go off and you know, like the last event we just did in New York, I needed like days, like I needed some things to. I need to decompress for a couple of days to just like recharge, cause it was nonstop. I had to be on go mode. You know so. But I know when to turn it off and turn it off. So, to your point, we all have it in us to to turn it on and off. You just pick and choose of kind of when you want to do that.
Speaker 1:Yeah, and most people think when they meet me, they think I have like a ton of friends and I'm hanging out, I'm a social butterfly. I'm not totally opposite.
Speaker 2:You don't got a ton of friends. No, I feel like you. I feel like you, you still be going out. You'd be out.
Speaker 1:No, I mean, I have people that I don't have, like I don't have friends that I've known since kindergarten. I don't have any of those things, and I'm the person who goes on vacation by herself, because I know that when I go by myself, that I'm going to be sitting at a table with a bunch of people not with them, I'll sit next to them and I'll talk to them when I want to. When I don't, I leave. I mean, that's who I really am.
Speaker 1:Effect. You have to have the Oprah effect that makes people believe that you're, they're, the most important thing in the whole wide world and that you've been thinking about them all night long. That's just what it is. But it doesn't mean that that has to be the real you, and I think that people have to. You preserve the real you for you, but that you know that if you make the decision to be an entrepreneur and you want to have a business, you have to make money or you don't have a business, you have a hobby.
Speaker 1:Yeah, simple as that. No customers, no business, and the concept of passive income and all these ideas about oh, and the money is going to fall out. If you just do this, you don't ever have to see a person. Those are get rich quick schemes. They don't work, not long term, and it's the consistent win that matters. Right, the race is not given to the swift, but to those who endure to the end. So you have to make sure that you have the endurance, and part of the endurance is the assurance. I'm going to make it, whatever it takes, and I'm yeah, maybe I'm an introvert, but whatever it takes, today, for this 10 minutes, I can go over there and act like I'm the happiest person in the whole wide world that I can go over there and act like I'm the happiest person in the whole wide world that.
Speaker 1:I can do If you're not willing to do that, then it's probably not a good idea to be an entrepreneur. So that's the first question.
Speaker 2:The second question is about Can you sell anything?
Speaker 1:I can sell anything I believe in.
Speaker 2:Ah man, me too.
Speaker 1:I'm right there with you on that one you have to believe in it and I will tell you that my I'm not going to call it a fight, but my push in consulting and when I consult with people and when I reach out to try to help entrepreneurs who don't really know about sales, and I teach sales, I teach sales a lot and the thing that I always say to people is you know what. You have to first understand what a sales person is. A sales person is not synonymous with a liar. That's a liar. A con man is a liar. A sales person is one word. Influencer, that's it, and not an influencer gets paid to show you their stuff and because they got paid, they tell you to use it. That's a liar. So we need to reframe this whole concept of what we think an influencer is because of social media. Social media made us believe that, just because I mean, think about it there's a reason why there became a rule that you had to put at the bottom as you were getting being a paid endorser yeah yeah, because people were lying yeah, yeah, yeah
Speaker 2:you're lying 100, the hundred percent.
Speaker 1:The great the, the, the original influencer was Jesus Christ. So to me, what I tell people as I say you know what. That ought to be the measure, whether you know, regardless of who you believe or what you believe in, that ought to be the measure. At least you know for a fact that you should not be standing there spouting lies and you shouldn't sell something that you don't believe in. And when I say believe in, meaning that you would either do it yourself or you have enough reasons to say you know what this is great and you care about the other person.
Speaker 1:I want you to have it because I like it, I love it and I want you to have it. That's a good salesperson that I can do. I can tell any of those things. So, even though I was in plastic surgery and wasn't a plastic surgery patient when I went into plastic surgery, it didn't matter, because what I wanted them to have was freedom and empowerment and the right to be able to say you know what Cause? If you like it, I like it, do I. You know, I'm looking. Sometimes I look at people and think that looks crazy, but they like it. Who am?
Speaker 2:I.
Speaker 1:I see women who have, who get these big, big bbl, these big old butt. I don't like that. Look well, who am I to tell them that that's the wrong? Look, they like it.
Speaker 2:Good for them if you like it, I like it yeah, oh man, this is such good knowledge for people just all around, even just how to I mean, just navigate their own space and be able to have conversations, make connections, how do you collaborate? One thing I would love to do with you, and I'm going to put you on the spot, because I feel like you're on the spot type of person. So I want to do a quick role play, if we can, okay, cause I think the audience will gain a lot from this. What is something I want to do, something of, like a high ticket offer, um, that you could sell me on, and I'm going to be the person that you, that you're selling to, right, and so let's just first identify something that you at least can believe in, to back up so that way. So what's a? What's a high ticket offer? Let's let's just go through a couple of things. Is there a certain like coaching?
Speaker 1:A lot of people aren't. They won't know plastic surgery.
Speaker 2:So that's why I was thinking I was like let's do something more like coaching, or like website design or like well, let's talk about trains, sales training, because no one ever wants to pay for that.
Speaker 1:companies always think they don't want to pay for it for themselves and they don't want to pay for it for their employees. Let's do it.
Speaker 2:Yeah, let's, let's do sales training. Okay, so you're gonna. So I'm an executive for a company and I have, you know, I have a team and you're coming to me to uh pitch me an idea about sales training and let's, let's, let's do some of the back and forth to um, just see how you handle, um, the conversation and objections. You ready? Okay, all right. Um, well, thanks so much for uh for bringing me here. So, so what's this all about? You're telling me my people need to be trained in sales. Yeah, just tell me a little bit about this.
Speaker 1:Great. Well, I obviously always am happy to have the opportunity to speak with you and speak with others, just like you. Would it be okay if I asked you a question first? Yeah, of course. When you look at your team and you look at your results, are you satisfied with where they are right now?
Speaker 2:Kind of.
Speaker 1:When you say kind, of you mean.
Speaker 2:So I think some of them are doing really good and I'm happy with the results, and of course, I always want to do a little bit better. You know we're not quite there yet for our goals for the quarter, but I think I think they're doing pretty good.
Speaker 1:Okay, that's great, because a lot of times when you start all the way at the bottom, when no one's doing well, that's a tough place to go.
Speaker 2:Yeah, it sure is.
Speaker 1:That is good. So when you look at your team and you look at where the weak links are, if you have a percentage of the ones that you would consider to be weak links, what would they? What would that percentage be?
Speaker 2:Uh yeah, Great question. I think that, um, probably 30%, 30% of them. Um, you know, we we got a couple of really really good ones and then I would say, you know, middle of the road, Um, but then there's's, there's a few of them that I think that they're relatively a little bit newer and they're still learning a little bit, so they definitely could grow okay.
Speaker 1:So what effect do you think the 30 percent have on your 70 percent?
Speaker 2:when it comes to your results. Uh, I don't really know. I don't really know. I think, uh, I think that you know they need a little more time and attention, you know, um, and so I know that they're they're having to ask a lot of questions and and they're going through it. So I think it, I think it does affect them, just simply off of the time, the time commitment for sure.
Speaker 1:Okay, well, great. Well, thank you. You've shared some good information with me, and I will say to you that one of the things that I'm concerned about is that you don't know what effect 30% has on the 70%. So would it be okay if I shared something with you? Yeah, yeah, sure. So most of the time, 80% of the work is done by 20% of the people. And then you look at the statistic that you just gave me. Wouldn't it make sense that that 30% could be having a profound effect on the ones that could be doing very well?
Speaker 2:Yeah.
Speaker 1:Yeah, so one of the things that we like to do is we like to do training in a group setting so that you can get the effect with everyone, so that everyone's sitting in, it's interactive, so that that 30 has an opportunity to move up, but also the your people that are giving you the 80 of the good work. Don't get bored, because it's like anything else when you put gas in your car. You didn't put gas in your car once after you bought it and never put gas in it again, did you?
Speaker 1:no, no, I didn't I wouldn't be going anywhere. Wouldn't that be great? I mean, if we could invent that, neither one of us would be working, would we Right? That's not the case, right? It constantly needs to be nurtured and constantly needs to be made better. That's gasoline. What sales training is the gasoline to your team? And what you're doing right now is you're shutting off the gasoline, you're allowing it to drip in because you said it's okay, but if we could do a full turbo charge, can you imagine and can you see what that could do to your results?
Speaker 2:I can yeah, I can, yeah, let's go ahead and get you ready signed up.
Speaker 1:I need to do an evaluation to see what I want to cover, because we want to make sure that what we cover is customized to your team. It doesn't do any good for me to stand in front and teach them something that they can't use tomorrow.
Speaker 1:What I'm going to tell you and I'm going to hang my hat on is the fact that what I will show them in the morning in my training, they will be using in the afternoon and you will see results. Wow, that quick, that quick, because you know what Life is about soundbites, especially now. Consumers and the people that you have with our consumers live in soundbites. So we need to stop training on big ideas and bring them down into soundbites. That can give us quicker results. Does that make sense?
Speaker 2:That does. So how much does something like this cost? I mean, I feel like this sounds cool, this sounds great, but how much does something like this cost? Like I mean, I, I, I'm. I feel like you know, this sounds cool, it sounds great, um, but how much does something like this cost?
Speaker 1:Well, you know, when it comes to investment, we always have to think about what the return is going to be. So when you think about your investment, what I can tell you is that your investment for for sales training, especially with me, is minimal because we do it in soundbites, we pay it out the same way. So we'll train in bits, we get results, we'll increase it. We don't get results, then obviously I don't want to be with you and you don't need to be with me.
Speaker 2:Sounds great. That sounds great. Yeah, that sounds good. Yeah, I'm interested, I'm interested, I'm interested, all right, all right, we can break scene, break scene. You did Okay. So I want to break this down for everybody real quick. Excellent job, excellent job.
Speaker 2:So so many things that you said. First of all, you said I, I, I'm going to. It's going to be out of order at people, okay, cause I'm, I'm, I was literally the person right, so it's going to be out of order but one. So it's going to be out of order but one. I said the word cost. You said the word investment.
Speaker 2:Oh my God, such a good technique to use, especially for people that have service-based businesses. Use an investment, especially if you have a high ticket offer. You need to use the word investment because it is. It's an investment into whatever outcome, and you focused on the outcomes, which is another like huge thing. A lot of people stumble, they fall over that left and right. You kept focusing on the outcomes and also you made it very non-committal at the same time by saying, if you don't do this, I'm potentially going to lose out, which is huge Cause you were like, look, if we're not getting results, you don't need me and I don't need you, so like, let's go our own separate ways. It was very relaxed in a way where I'm not feeling pressured to. You know, sign up, like right now I still sound like that.
Speaker 1:People say to me all the time you don't have contracts, no, and I tell them I said, you know, cause I don't want to work with you. If you don't want to work with me, why would I do that? No, who wants to be in a contract with somebody? Who wants to work with somebody? Who makes you stay?
Speaker 1:Yeah no, no, I still don't do that, and I know that Especially, I will say this in this environment Entrepreneur as entrepreneurs, don't get sucked into this whole subscription model. Make money recurrent because it sounds good. But if you watch any amount of marketing, like I do, you will see that in the last year they've been a huge shift down to the point where they're telling consumers look, we'll cancel it for you. They just passed a law yesterday to make it one click. The federal government just signed one click, so I can cancel. So believe me, if you think that the future of your life is based on recurring revenue and you don't ever have to worry about it, stop right now. Just stop. I'm an old person and I'm telling you no, don't believe it.
Speaker 2:I'm definitely. I would say that I'm definitely a believer. I think in both, just because I'm not saying it doesn't work.
Speaker 1:It does work, but it doesn't work.
Speaker 2:Stability is nice.
Speaker 1:Right, I mean I still I bill in recurring revenue, Right? So don't get pissed. And I'm not saying don't do it. What I'm saying is don't do it with the idea that you put the customer to sleep and you're going to put your feet up.
Speaker 2:You don't have to worry.
Speaker 1:No, no, no, no, no. You're going to work your butt off to earn that recurring revenue, just like you would if you were going out and selling them every day. If you don't do that, you will lose 100%. You will. I mean Netflix. People sit there and go. Oh well, you know, if you hooked up on Netflix, it's because I'm hooked in it. You can see, all these subscription services that are canceling are going after netflix. They're going after people that have the cable subscriptions and aren't you know and don't watch them. You don't watch that. You don't want to be that person. Would you sell you? Right, right, use it all the time and they know the value of what it is that you offer yeah, 100, 100.
Speaker 2:This is and, and, uh. The other thing I wanted to mention in the beginning is that you asked questions to figure out where the pain points were, and this is oftentimes where a lot of other people make mistakes is that you just try to sell your thing without actually figuring out where their pain points are.
Speaker 1:We call that show up and throw up.
Speaker 2:Yeah, because you literally just like, it's true, it's true, people are so determined to go sell their thing that they don't ask any questions, they don't even feel, like you know, they don't even discover, like what the pain points are if the person really needs what you're even selling in the first place. And that's why you asked a lot of questions and I, on purpose, I try to give a very like nonchalant answer of like hey, I think we're doing all right, this cool, but you still found some kind of pain point. And then you also made it very apparent that, hey, that 30% could still be hindering that other 70% and we want to make sure that everybody's getting the training. And your gasoline analogy was great because I then thought about, like, okay, am I pouring anything into the, into the sales, the sales team, um? And so it got me thinking and then it helped the conversation. So awesome job, bravo, bravo on that. Because, can I?
Speaker 1:point out a couple of other things, yeah of course the one, so one, because these are all things I teach when in my sales things. So if I say it, it's a lie, if you say it, it's a truth. So my job is to get you to say it. So if you noticed, I kept saying so. So do you think I wanted?
Speaker 2:you to say the 30%.
Speaker 1:So I could put it back to you, because you said it, I didn't say it. You said 30%, I didn't make up 30%, you said that. So that's very important. If I say it, it's a truth. If you say it, I mean, I'm sorry. If you say it, it's a truth. If I say it's a lie, people buy their own truths. So they buy on emotion and justify with logic. So they believe what they say, not what you say. So even if you think you're the best salesperson or no, they believe what they say. So your job is to get them to say what you need them to say. The other thing is you notice, I asked would it be okay? I asked you permission so the goal and I did it a couple times.
Speaker 1:But if I asked you this would it be okay, because I need you in a yes mode. So the key is, you need the person you're selling to be in yes mode. Yes, yes, yes, even though I'm on the phone, yes, yes, yes, yes. And when I'm in person, I'm always like right oh my god. So you see why I do this right, so you can see what I'm doing. I'm going this, you see, right. So?
Speaker 1:it's there's a it's. There's a lot of, there's a lot of okayness that needs to come from the customer, Cause they're like this, so you know already they come in like that, so you need that okayness. And it's not about building rapport, it's not about getting them to like you. Building rapport is about getting to respect you. People don't buy from people they like. They buy from people they respect. No-transcript.
Speaker 1:You don't hang out with your clients. No, actually, the last doctor's office that I ran, I was there for three years and on my year anniversary they wanted to give me a gift card. No, we were going to all go out to dinner. They said we want to take you out to dinner. I said, can I just have the gift card? And they were like I mean, we don don't have to pretend, you don't have to pretend we don't, and we actually live pretty close to each other. And I still come on, we don't need to do that, we don't?
Speaker 2:you're laughing, but it's true I mean it's yeah, it's true. I think not everybody you need to have dinners with and lunches and it's funny, you're Thanksgiving, why do?
Speaker 1:you think people got so upset Old people like me got so upset when they put so many years into a company and couldn't believe that. They just fill in the blank, lay me off, because it's a transactional relationship. It doesn't say we're family, it says like family, and the part that we don't ever dig deep enough to find out is what's your relationship with your family?
Speaker 2:Yeah Right, it might not be the best.
Speaker 1:I mean, come on, I'm telling patients all the time, because patients will ask the doctor well, what kind of implants does your wife have? I'm like you don't even know if he likes his wife. Why would you ask that? It has nothing to do with you.
Speaker 2:Oh my God, it's just. I'm laughing because it's so true.
Speaker 1:You know I'm telling the truth right.
Speaker 2:It's definitely the truth. It's funny, but it's true. People use the like family because they think of like the picture perfect family, so that they're you know. But oftentimes it's even that saying picture perfect means they were perfect in that picture.
Speaker 1:Exactly. And when's the last time you saw a normal Rockwell painting? Right?
Speaker 2:Stop.
Speaker 1:Oh, this is too good. We have to pivot. You know, right, everything's changed, like right now, you know, and and I want to share with your audience, right now, I, I just got slammed with the biggest thing in a business model that can hurt you. We have a contact management company, we call email text, call email text, call email. Well, now these laws came through, these texting thing. It's been a bunch of drama. Our texting person told us company told us, you can't text at all, just cut it off. So now I can't contact my leads. I mean, literally, I had to figure out what am I gonna? My whole business model was done, done because, that is part of our business model.
Speaker 1:We have to go different ways to get in contact with them. But you know what? I know that I have to be willing and able to pivot. So why do I share this with your audience? Because that's a pretty devastating thing. It's like somebody telling you can't take credit cards. I mean it's pretty yeah, yeah yeah, but you got to be ready to pivot now. Do I believe that I'm done?
Speaker 2:absolutely not not, oh, you're just getting started.
Speaker 1:Because I know there's something else. Right, you just have to figure out. You have to be creative enough to say okay, if you're going to shut that door, where are the other doors that I didn't know about. They exist, they do they exist. Somebody always finds a way. I know I can't, which is interesting. So they're telling me I can't text my patients and say you have an appointment or trying to reach you, but yet everybody on this call or this watching has gotten probably 10,000 political crap.
Speaker 2:Right, you know what I?
Speaker 1:was told. Well, they're exempt.
Speaker 2:How do I get exempt? How do I get exempt? How do I get exempt? I got to talk to somebody. I got to know somebody.
Speaker 1:There's a will there's a way, right? So the moral is there's always going to be something. That's my something for this week, but there's always something. There's always something, there's always somebody standing in the way.
Speaker 2:This is absolutely amazing. I think that people learned a lot as far as sales strategies, belief, mindset, tactical ways. What are some couple of lines that are like tried and true, that you use within a sales strategy as far as to get somebody to close? So let's just talk about the close for a moment. So, like, yeah, you've done the great relationship building. You've got them to know, like and trust you and respect you. What are some great closing lines that you can give us? I'm going to also put you on the spot for people to use when, like it's, they're ready for the handshake and to do the deal.
Speaker 1:You know it's interesting on my car, my when actually my trademark slogan is close more place, close more patients in less time and actually my trademark slogan is close, more place close, more patients in less time. It's on my car. I'm all about the clothes, all about it, but I will tell you that you cannot have a good close if you didn't have a good presentation. And so, the most important thing, I call it CFB close from the beginning.
Speaker 1:Oh OK, you should start closing the menu after hello, I like to do what I call the upfront close. Is there any reason why we wouldn't be able to come up with a decision when I'm done today and they say, well, I don't make a decision yes or no in one meeting, Okay, but you're going to make a decision? Is?
Speaker 2:that right. That's good Right.
Speaker 1:Everybody makes a decision. The decision they make usually is not to buy from you. And then you go tell yourself well, you know, he wants me to call him back tomorrow. He wants me to call him back.
Speaker 2:Then they go ghost on you.
Speaker 1:So close from the beginning is number one, close from the beginning. And then the other thing. If you notice, one of the things I did with you and we didn't highlight it, but I want to say cause it's so easy is remember when you said about 30%. And then I said, when you say 30%, you mean yeah that is the best hook right there, right now.
Speaker 1:I got you to talk. All I said was I said what you said, and I said you mean major talk, that's good. So I said you mean made you talk, that's good. When you say you mean what you really want to do is when you're closing, you want to make sure one that you ask for the order, because that's the other thing. You know how many people don't ask for the order.
Speaker 2:Most, most Right.
Speaker 1:Of course she left you. You have to believe in your heart of hearts In our industry. I believe in your heart of hearts in our industry. I believe in my heart of hearts. You wouldn't be here unless you wanted to buy, because you could be a hundred other places and you're here, right, right, like you took the call.
Speaker 2:You took the call. You're here for a reason.
Speaker 1:It's not like you just wasting time and you have to. You have to flip the script right. Someone said to me yesterday I was in a training and they said well, you know, that credit card program is just really high interest rate. And I said who are you to spend their money? How dare you, how dare you think that you have the right to spend their money when they came and sat in here, talk to you and you have a way to help them, and you're worried about the interest rate when they didn't even ask you about that Really, so now you're going to make decisions for them? Yeah, Wrong answer. So you have to in your head don't spend their money. People buy what they want to buy, period. There's a reason that people spent $500 to see Taylor Swift. It's none of your business. If you wouldn't do it, fine, but somebody else will.
Speaker 1:So a lot of people do not spend people's money. People buy what they want to buy. So so for closing one, close from the beginning to make sure you ask for the order, and the last thing is make sure that you close it. I mean close it well, meaning that don't do the push. You know people go. I have a hundred percent close rate. I'm like, yeah, and then 50% of it comes back tomorrow.
Speaker 2:Yeah Right. No, I got a hundred percent close rate, but people are falling apart after tomorrow or the next week, right A good.
Speaker 1:Or people tell me, oh, she's really good. I said, but everybody cancels, they never get. Make it all, that's not good. Make it all, that's not good. Yeah, you have to close it. And then you have to do your post close. So one of the things I always like to say at the end of anything I sell. So I was so excited yes, because if I don't say that to them and I don't get a yes, well, you know I'm a little nervous. I don't, they're not, so I got a problem. I need to make sure I close that down, I need to tie down right right.
Speaker 1:You can't ask your prospect if they're excited about moving forward with whatever you just gave them. Because you're scared, then you just did a crappy job, right. Or because you think they'll say, no, you did a crappy job. Or because you think it's going to invite objections you did a crappy job, yeah. If you're going to get an objection, you need them in front of you. Why am I going to let you walk out the door with an objection and have Sally Jo across the street or your husband, who doesn't want you to do it? Answer the question.
Speaker 2:It's true, it's true. No, these are great, great tips I also. I'm going to add, just for the audience, one more to add on to what Angela said, because I'm sure there's a ton more that you can give. One thing is I like to paint a picture, so I do the like. So let's just say there's a world where, like this, all lines up, everything is clicking for you, like this is going to get you from where you're at today to where you want to be, and you paint the picture for them that, like this is going to work.
Speaker 2:Then you kind of say, is there anything else that's going to hinder you from moving forward today? And it kind of gets that last like, is there any other objections? So just like, oh like, oh, yes, I really want to do this, but I got to go talk to somebody else. Or I really want to do this, I just want to know, can you break this into monthly payments? Or I just want to do this and you get to figure out exactly what the real, real, real problem is, instead of them giving you the runaround later on and you get to get to those objections. So, on top of everything that you said and there's so many more, but that's one, I just wanted to add for the audience and we need to move it up.
Speaker 1:I love that because you're right, but move it up like don't wait till the last minute yeah, yeah, right you got to move that up, remember cfb. Yeah, in the beginning. Yeah, move that up, but I love that. It's so good and I and part of I mean you also have to know that people, people tell you their truth, but their truth is not the truth. So you have to ask the same question three different ways. The third one will be between the second and the third one. You'll get the truth.
Speaker 2:Yeah, yeah, that's, yeah, that's very true. Yeah, because people will say stuff to kind of like divert or maybe highlight.
Speaker 1:Or they believe it, or they believe it. Like if someone says do you know you? Ever times people tell me oh, you know. Most everybody thinks I look 10 years younger than my age and I'm like who's everybody you know? But it's their limited, it's their belief. They believe that yeah but that's not everybody. That's two people, yeah, and that's your wife and your daughter you do look, you do look 10 years younger though.
Speaker 1:I'm like. But even I don't believe it. I always say you know what I say? I always say I still need a colonoscopy and I still need a mammogram. No doctor said don't worry about that, you look great, you're too truthful. You're too truthful. You're too true.
Speaker 2:When do you want your appointment, oh my god. Well, angela. This has been absolutely incredible. I think a lot of people got a ton of value from this episode. I love how he honed in on sales, because it's such a key thing for everybody to learn, no matter what industry that you're in and what you're doing. You got to learn how to sell yourself and, especially if you run a business, you got to learn how to sell what you do and what your solution is. So I think this is absolutely incredible. Where can people find you at? How can they get connected to you?
Speaker 1:So the best way is through the MedChat because the MedChat is patient facing but all of those it's not as convoluted as when you get into the other side. So it's very easy. Angela at the MedChat is my email, so it's TheMedChatcom. So Angela at TheMedChat C-H-A-Tcom, and if you look at TheMedChatcom, even if you're not interested, if you're a woman and you're not, even if you're not interested in ever having plastic surgery, you will see that it's a community. We talk about everything from whether you should tell your husband slash boyfriend, slash boo, you're having surgery, to how to get financing outside of the office, to all kinds of stuff divorce, divorce, separation, remarriage after multiple times they be talking about everything in there, huh nothing is off limits.
Speaker 1:We talk about everything, so it's very fun. It's very fun and very um, I love it. It's like my, you know, like it's where I get my juice from. So yeah we laugh and we just have a good time.
Speaker 2:And is there a place to connect with you if people just want to follow your journey and what you got going on, especially from the sales side?
Speaker 1:Yeah, so the only no, not really, because really.
Speaker 2:I mean, I have everything.
Speaker 1:Really that I have social media-wise is for the Med Chat. If they want to contact me directly, you can contact me at Angela Chatterfield at Elite Med Listings L-I-S-T-I-N-G-Scom. So Angela Chatterfield at EliteMedListingscom, which you can also check that website out, that is our doctor facing website. It's really the business website. It has the sales training on there. It has a lot there as well. Okay, either way it's going to go to me.
Speaker 2:Okay.
Speaker 1:And I promise, I can promise you this I personally respond to everybody, no matter how long it takes me. I just do it because I just I've just never found anybody. That's me.
Speaker 2:Yeah, I know it's hard, isn't it? It is hard, it is hard to find that.
Speaker 1:Well, most people, I just feel like, at least for the initial conversation, even like with patients, they still talk to me, usually before you even talk to my team, and I just feel like, for that initial conversation, I want them to know that the person that's leading this whole thing, it does matter to me that it works and that you're happy, it matters, yeah for sure.
Speaker 2:Well, thank you so much for being on this podcast episode. Thank you for having me.
Speaker 1:I'm so excited. This is so fun and it's just great and I just I want to say real quickly that it's just really important to me that we that I, old person pass the torch, because I believe there is a whole generation that really didn't get taught sales like we did from my, my, my generation is from the ground up. There's so much different, you know so many different channels now and so many different distractions that the core things aren't being taught and I really, really am committed to that, like I'm really committed because certain things don't change. People still need to be connected to you in a way that matters. This is not a friend, just saying.
Speaker 2:Yeah, yeah, yeah, it's more than just the likes and the.
Speaker 1:Yes, and being popular on social media, no. You literally can have a business with a whole lot of followers and not be making a dime.
Speaker 2:Right, right right.
Speaker 1:Not one of those turning over into anything. Yeah, you could be spending money on Facebook ads, instagram ads and still not make any money. Right, that's branding, that's letting people know who you are. It doesn't mean they're going to buy from you. Right, you have to have sales or you don't have a business.
Speaker 2:Yeah, wow, wow. That's a perfect way to end it, right there.
Speaker 1:Oh, thank you so much. If anybody, if I can help, I will too. By the way, if I can help, I will.
Speaker 2:Okay, Okay, Awesome, Awesome. If anybody's listening and watching this episode, please like, comment, subscribe to the forever podcast. Uh, we are streaming everywhere that you get podcasts and, um, if you heard something in here that resonated with you, please share this with somebody. Don't be stingy. Share this with somebody that needs to hear it, that needs to level up their sales game. We just got to scratch the surface, but you can literally take a lot of these tactics, from the role play to the clotheslines, to belief in yourself, confidence betting on yourself. There's so many different elements that we talked about today. That's absolutely incredible. So please share this with somebody and don't forget people. If you can change your circle, you can change your life. I'm out and we'll catch you on the next episode. Peace. Don't forget to like, comment and subscribe, and don't forget to hit that notification bell for more amazing content that we're going to be putting out. And don't forget you can change your circle to change your life.
