Episode 13 with Guest Margaret Lynch Announcer: Welcome to episode #13 of Boost Your Sales & Lifestyle. I'm your host, Lisa Sasevich, the Queen of Sales Conversion and the Creator and Founder of The Sales, Authenticity, and Success Yearlong Mastermind Training Program for Heart-Centered Entrepreneurs. On today's show, we're going to be talking with Margaret Lynch and learning about how to give yourself a raise using her super cool and unique strategies. You ready to get sassy with us? Let's dive in. Welcome to the Boost Your Sales & Lifestyle Show with Lisa Sasevich, the Queen of Sales Conversion. Lisa teaches experts, who are making a difference, how to get their message out and enjoy massive results without being salesy. Lisa is here to lift you up, show you a new perspective, and open your world to what's possible for you, helping way more people, making way more money, and making the difference you were born to make. Welcome, everybody! I'm excited to have you here, and congratulations on doing whatever it took for you to be here fully present, listening in on today's show. In fact, I recommend you go further than listening in, you actually participate. You map what's about to be taught into your life. This really symbolizes your commitment, your investment, in building your confidence around giving yourself a raise and serving those you serve at the highest level. That is our theme this season, Give Yourself a Raise: How to Package, Price, and Sell Your Expertise High-ticket. Each of my guests on the show have been handpicked because they are people that you can stand on the shoulders of and live through their life experience, because they are giants when it comes to really having cracked the code on how to get out there and serve at the highest level and be well compensated for it at the same time. Today, it's my honor to introduce you to someone who has done just that, Margaret Lynch. Margaret's been featured in The Boston Globe, The Miami Herald, Houston Chronicle, San Francisco Chronicle, NBC, ABC, CBS News, Fox, and CNN, and The Wall Street Journal calls her the Wealth Manifestation Authority. Margaret shows coaches and experts how to clear their inner blocks to money and success and step into the on-fire enthusiasm and charisma that is key to skyrocketing wealth. She has trained and certified hundreds of people to be world-class thriving coaches following the methods in her bestselling book Tapping into Wealth. After 18 years of engineering management and winning top sales awards at Fortune 500 companies, Margaret left corporate America, much like I did, to live her passion, help others succeed. In less than 4 short years, Margaret created a million dollar business using the exact techniques she teaches and many of which she will share 1
with us today. She brings her truly transformational work to thousands of people from all over the globe through her wildly popular coaching programs, live events, online videos, almost 16,000 YouTube subscribers at this point, and through her newsletter, which goes out to over 170,000 raving fans. Margaret, hello! We are so thrilled to have you with us today! Thank you for being here. Thank you. I'm thrilled to be here! I know there's so many people on our campus that already know about your amazing work. Probably we even have some of your Tapping into Wealth coach certification people here, your Rock Star Program people, but for the sake of the folks that have not gotten to meet you yet, tell us a little bit about your blessing, your expertise in the world, and how you came upon it. Sure. I started out loving personal development and falling in love, which a lot of people do, with a modality and an approach and I fell in love with tapping. That for me really turned into what I think my blessing is, is really waking people up, waking people up to what's holding them back, really seeing the things that haven't been seen so that they can step into a bigger energy, to more courage, to more action, to more brilliance. I've really started out doing that with people. I have tons and tons of YouTube videos and products around personal development, and tapping is a great tool, because when you wake somebody up to their issues, they can clear them away with this mind-body tool. For me, it's really evolved into teaching coaches how to use my methods to do the same thing, to wake people up, and that flows from sales conversations, networking, into highticket conversations and- Oh, Margaret? Did I lose you?... all the way up. Oh, there you are. Sorry, you cut out for a minute there. You said into high-ticket conversations and... Yeah, from all the way into high-ticket conversations as well as the actual work that you would do with somebody in a session. This idea of really waking people up is really turned into all different aspects of what you call my blessing or my expertise. Yep, yep. When we talk about the unique transformation that you offer with your work, how would you describe who your clients are and what happens for them? Very simply I would say I show coaches who are struggling with not enough clients, not enough income, how to get clients compelled to want to work with them quickly and commit to work long term. That's what makes a thriving, confident coach versus a struggling coach. That's what I 2
love doing more than anything on the planet. I was a coach. I was a struggling coach, and I love helping struggling coaches become thriving coaches. Awesome, and that's why we wanted to have you specifically, your magic for this episode, because this season is about Give Yourself a Raise: How to Package, Price, and Sell Your Expertise. You were one of the first people that came to mind because of what you're doing with coaches and the way that you integrate the tapping, your training, and what you just said, long term clients and a coach becoming confident because of that. I would say all of those things would factor right into our listeners being able to give themselves a raise, is taking some advice around those areas. I know you came with some tips today, and I want to definitely get into that, but before we do, I just have to ask you my favorite question so that people can know you just a little bit more. Outside of just what you've provide in your business, tell us something sassy about you, Maybe a lesson you learned, a turning point, a life accomplishment, something that helps us get to know you better. Definitely for me, it didn't feel sassy at the time, it definitely turned into something sassy because it was a real turning point for me, was when I became a coach, and then I was like I took a layoff package, Lisa. It was like, "This is go time! I really have to make this succeed," and I started networking. What I did was show up at networking events, riddled with nerves, not knowing what to say, and what I would do is I would talk about this modality that I had fallen in love with. I would go, "Oh, I do this thing called tapping, and it's clinically proven, and it really is cool, and it works on the fight or flight." I would ramble until people were literally backing away from me about how great I thought tapping was. I thought that they were going to be like, "Wow!" and sign up and work with me. Then I would offer freebies, "And I can show it to you," and people didn't even want my free help. It was like, "Wow! I can't even get people to do it for free!" All of those experiences, when you go to networking and the more you practice it, the less confident you get, you know that there's something wrong. That really became a turning point in me in realizing I need to speak in the language of problem-solving, not about my modality, because nobody cares how much I love my modality. I think we could all- I thought-... really ring a bell and take a lesson from this, right? We love to talk about what we call your service delivery, right, Yeah.... instead of the transformation that you offer, I think is what you're saying. 3
Absolutely. You're the person that helped me with this. Kind of as a lesson... Thank you! Yes. Wow! What's the transformation I offer? This is what this woman is saying on the internet! I did it. I really sat down and went, "If I can speak in the language of solving urgent, expensive problems,- Love that.... nobody actually cares what I'm going to do with them. They're just going to show up to be like, 'How do I get that?' " That was a huge turning point, because personally, I don't like being looked at like I have 3 heads. I was an engineer my whole life, right? Yes. I was used to being looked at like I was a rocket scientist, you know what I mean? Yeah, yeah. To have people be like, "Uh-huh," like I'm convincing skeptics now, that wasn't fun. When I- I love it.... started to shift the way I talked, that was, talk about a transformation. Yeah, well I love it. If we were going to pull out, I don't know, a couple lessons today for everybody participating on the show, what are some of the tricks to Giving Yourself a Raise: Packaging, Pricing, Selling Your Expertise High-Ticket, it sounds like the first one is don't sell your modality. Even if you're excited about your tapping, your healing, your channeling, your 3 day seminar, whatever the way you're delivering is, very like-minded with what I believe as well, except I love the way Margaret said it, "Solve urgent and expensive problems." Great tip, right? Solve urgent- Yeah, don't lead with it.... and expensive problems. Yeah, that's great. That's good [crosstalk 00:10:22]. When you do that, you compel people. They want the what, not the how. 4
Right, and wouldn't you rather have people come up to you because they were compelled by what you said instead of- Yes.... trying to convince people, which hurts your confidence, you know? That's so true. Yeah, 100%, don't lead with your modality. Compel people by talking about the problems you solve. That's my tip #1. Awesome. Okay. I love that. I love that. Anything else you want to share about just some of the ways that you have been able to give yourself a raise that our listeners can use? I think the other part of it that would be my second point would be another piece of not leading with your modality or your approach is the fact that we tend to give that away for free and offer freebies, or we coach too soon. People do this from the first conversation, they do it in sessions, and they do it in sales conversations. You can't give yourself a raise if you coach too soon, because you take away that person's opportunity. My big thing is to give clarity for free, not your coaching, from the first moment you meet somebody, all the way into a conversation. To sell high-ticket, is like the more high-ticket you go, the more sparkling clarity you need to provide so that that person can make an informed decision and you can actually see, "Actually, they were a good client for me," because sometimes they're not, right? Mm-hmm (affirmative). When you give clarity, you end up at a point in the conversation that you're at a place of it just makes sense for them to step into coaching with you. You've given so much clarity about where they don't want to be, how painful it feels to be there, how much it's cost them, and those are the areas that I tell people to give clarity on, and what you see as actually possible for them if they didn't have all of the same struggles they have, because you'd be helping them. When you give that kind of clarity, your ability to sell high-ticket is more around the value that the person sees on having their problem solved and being where they want to be. It's not about hourly. It's not about trading time for dollars. That's a big piece of selling high-ticket. The higher ticket, the more clarity that you need to have and bring in the session, and that is- What would be an example Mar-... something you [crosstalk 00:12:50]. What would be an example? Let's say, what would be a typical thing that somebody would come to you initially, and the difference between giving 5
them coaching and giving them clarity? Can you make it a little more tangible- Yeah, I get that-... with maybe an example? Yeah. Right. I get that a lot because people are so used to immediately putting in their fix, right? Mm-hmm (affirmative). Yeah. It's like, "Okay, well here's an eating plan." It's like the clarity could be, if you were, say you were more like a nutritionist, you don't immediately give them an eating plan. The clarity is, "Okay, and so the fact that you don't have an eating plan has created all of this. What are all of the issues that you're having?" It's like, "I've got this. I have low energy. When I get up in the morning, I'm in pain, and now I've got prediabetic," right- Mm-hmm (affirmative).... to use a good nutrition example. The clarity is, "Okay, and so I really want to ask you a tough question, but I promise to give you clarity in this conversation." We actually call them clarity conversations, not strategy sessions. "Here's the question I'm going to ask you. Is not having an eating plan, which has created your eating to be all over the place and these issues, how much has this cost you? I know that's a tough question, but I want you to sit with it. How much has it cost you if you look back, I don't know, 2 or 3 years?" There's one piece of clarity. "How much would it cost you if it stays in place? If this continues for another, I don't know, year or 2 years, how much will it cost you?" Let someone sit in that pain and really think about it. The coaches, we are so dying to help people, and we're so good at what we do. We want- So true.... to fix them instantly, and what you have to have the courage to do as a coach is to stand in that courage of, "I'm going to let you sit in this pain for a second, and really let you have a moment of consciousness so that you can make an informed decision based on how much it's really cost you." We get used to being in pain. Clarity is not solving the problem; it's actually sitting in the pain of the problem a little bit more. Got it. Now, if the person says, "Well, not really that much. I mean, it's fine." Okay, they don't really have an urgent, expensive, painful problem for you to solve. Maybe they're not the right client for you, but bringing that clarity- 6
Maybe the way you're... If you say, "How much has it cost you?" they may not see it in dollars because we're talking about their health, but- They will fill in the blank.... you could prompt them down the line, right, of the cost of not being able to have energy for your kid's soccer game or- Exactly.... make it through Disney Land all day long, or you know? Yeah, and I find when you say cost, people fill in. They know. They do. They know. Okay, yeah, yeah. We often have to say, "What about, has it cost you in actual money?" because people tend to go for life costs, like, "Oh my God, it's cost me my soul, Margaret!" You know [crosstalk 00:15:49]. Yeah, yeah, exactly. You know. Yeah. Totally, totally. That's different. Then the clarity based on that is, "Okay, so my strategy for you in this call is that you need first an eating plan, and then you need this." That's different than giving someone an eating plan, is saying, "A strategy for you is going to be an eating plan that works for you, that's going to be customized to you, that you can use," not saying, "Here it is! Here's your eating plan." Yeah, yeah. I call it you back up the truck, right, and you load for awhile, and you know when they walk out the door you're never going to see them again because- I have a-... their head is reeling. Yeah, and if you take away that moment, you've robbed them of the energy buildup that they could get in that moment, an aha moment, plus an energy buildup of like, "This kind of sucks, and I don't want to live this 7
way." Those 2 ends of the spectrum give somebody the opportunity to make a real decision, what I call, when you premature coach-alate, you take that moment away from that. Sorry that's my- That's too funny.... rude term for it. You're premature coach-alation. Premature coach-alation. Don't do it! I love it! Very sassy! Don't do it. Yes, we do not want to rob them by premature coach-alating. I agree. Yes, helps people remember it. Then we were talking about confidence a little bit, you and I, before the call and just how when it comes to packaging yourself and giving yourself a raise, I think this is one of the biggest things that we need to bolster in the mindset side. Margaret or I could teach you all the strategies about say this and do this, how to, the packaging of it, but there is an underlying piece, we'll call it confidence, that I think you've got some really powerful thoughts on when it comes to being able to give yourself a raise. Yeah, I think that what I like people to understand about confidence is that there's 2 types of confidence. There's the inner confidence that you have arrived within this moment that has come from your entire life, and then there's the confidence that we learn by doing. Inner and outer, right? It's like everyone's had a job up until now, and we know what it's like to earn some confidence in our job. You're like, "I know what I'm doing," but there's the inner confidence that you came with from your entire life, and that's what shows up when I have people do a little exercises around imagine that you're on a stage and you say, "I'm awesome. I just doubled my prices. You should hire me because I rock!" The people will say, "Wow. I just felt embarrassed. I feel anxiety. I feel like I just did something wrong. You shouldn't blow your own horn," all of these sort of inner, what I call nervous system based, where literally you get anxiety, particularly women. We have such trouble charging our worth, and it's because when you make a woman do that and declare how worthy she is, she often will feel shame, like a shame response, embarrassment, and literally in the nervous system. All the strategies in the world won't help you overcome if a wall of shame comes up for you, or fear, or anxiety when you go to sit down and have a sales conversation, or when you go to put yourself on video, or stand onstage, and everyone's like, "You've got to offer." You're like, "I am going to do great in teaching, and then when I get to the part where I have to make my offer and pitch, I'm going to look nervous and sound nervous," that is inner, and that's why I use a modality like tapping, 8
which is a mind-body modality. Know that there's 2 sides to it, and if you're having trouble raising your prices and having the sales conversations... First you have to have them, you have to set them up, and then you have to actually do well in the sales conversation and not get nervous and coach instead and fall into a pattern. There's lots of work around getting the conversations actually set up with people and then actually doing the conversation. Just know that there's 2 sides to confidence. You will have more confidence when you're giving really good clarity that you believe in and when you've practiced it. The inner confidence should be dealt with in an inner way, and that is actually easy now. There didn't used to be a way to turn off anxiety, or embarrassment, or, "What if I don't want to toot my own horn?" or "I don't want to make someone uncomfortable." All of that is nervous system wiring, and you can turn that off very easily with a mind-body tool like tapping, which is actually the little bonus gift that I have for everybody today, is an experience of that, a process. It's really hard to address inner confidence with mindset and with strategies. It just doesn't fix it. I know people relate to that. It's like trying to turn off stage jitters just with your mind. It doesn't affect your nervous system very much when it's cranking. I love what you've put together for people. In fact, let's jump over to that. Margaret came on, prepared as always, with something that I think just really speaks exactly to everything she's teaching here, and especially when we get into confidence, which really the work that both of us do, whether we're helping people with their speak to sell talk or their irresistible offers, you're helping them become a confident coach and have the tools to literally have a business in the box with what you do. I think under all of it, it's that we have a system. We have the confidence, we have the steps, and so I love your gift. Margaret's put something together for you guys that is just purely transformational. I'll let her tell you a little bit more about it, but it's really about transforming your energy, you know all these places that we're mentioning, whether it's video, stage, a selling situation. Let me tell you where to find it, and I'll let her tell you more about it. You can just go to boostyoursalesshow.com/13, that's the digits 1-3. Boostyoursalesshow.com/13. You'll be able to find the show notes, some of the takeaways from our awesome session with Margaret today, the transcript if you'd rather refer through it quickly to find some of the little gold nuggets that she said, and this awesome free gift. Tell us about what you put together for our people today. Sure. It's really about transforming your energy, whether you're on camera, or you're onstage, or you're sitting across the desk from somebody doing a sales conversation, because those 3 things all involve some level of selling and you standing up there really owning your value. Those are all 3 situations that provoke anxiety and fear in people, and there's some real specific mind-body and programming things that go on that create that nerve, that amount of nervousness. I've actually given you an audio that it's not like a visualization or a guided meditation. We're using tapping or emotional freedom technique in a hammer way, in a way 9
someone like me, an engineer, would use it to solve a very specific problem. It's going to be a little shocking and eye-opening because when you use tapping around something like this, you actually have to get very specific about what goes on in us unconsciously when we're nervous about how we're going to be perceived. When we clear that away and turn off the nervous system from reacting that way, your energy when you are selling, or on camera, or onstage, the idea is that your energy is just shifts to feeling more real, authentic, like it's you, and that you can speak from your heart and not through these nerves. I wanted to give something that's a real transformation, like that's it, from beginning to end, audio. You will be different at the end. That's how I roll. I love that, yes. You don't intersect with Margaret without being transformed. I love what you said. It's called The Transform Your Energy, Charisma, and Authenticity Onstage, in Video, and Selling Situations. It's an mp3 audio download, so you guys can take it with you. I love that it breaks through anything that's stopping you from being real, making you stiff, too serious, and like you said, you experience this crazy cool process. You just go to download that, and you can try it out right away. Boostyoursalesshow.com/13. Margaret, is there anything else you wanted to share in closing, when we just think about your own story, giving yourself a raise, or something that might further empower our listeners before they run over to boostyoursalesshow.com/13 and grab your cool gift today? I would just say to take how much you believe in yourself now and double it. Take how much you believe in the impact you can make on somebody and double it, and really go inside. This is about earning more money. When you earn more money, that means a client has committed more of their energy and more of their time with you, and they are going to do so much better because of it. Remember that you giving yourself a raise and selling higher-ticket means that another person is actually going to get way more of what they need. What they need is you, and when you sit in that sales conversation, you're going to be saying to yourself, "They totally need me." Have the courage to sell higher-ticket means have the courage to offer the best that you have to give for the highest good of another person, because what they do need is your high-ticket offer. They will do better. Just take what you know about yourself, and just based on my word, double it, and remind yourself that you selling high-ticket is actually serving other people in a much bigger way and- For sure.... also it's fun for you. It's fun to make more money and- It is.... thrive as a coach, and you deserve it. It is what that person needs, and they will do better. When I started selling higher-ticket, people got better 10
results, even though I didn't feel like I was doing different things. They were more invested, and they were invested longer. Yeah, we would call that the upward spiral effect, right? You're having people, they invest more, so they take more action, so they get better results, and that creates an upward spiral. I love everything you're saying. I really appreciate it. I want to really congratulate all of our participants today for already making an investment of this time and yourself taking this time to listen to this conversation, to put this in your mindset. Thank you, Margaret, for so openly sharing your unique gifts, your powerful teachings. We love what you're doing on your campus, and I always feel so honored that our work contributes to your work the way that you allow it to, so thank you for that. Yeah, you're just a super cool person living a super cool life, so I hope everybody will really take this opportunity to get the hammer tool from Margaret to just step into your confidence, your charisma, your authenticity. Again, whether it's stage, video, or any sales situation, it's the mindset work that really makes it all pay off, so boostyoursalesshow.com/13. If you missed anything, you can get the show notes, the transcript, and also Margaret's free gift there. Happy New Year's, everybody. I know we're right there. I just want to say I think you're smart to use these tools to empower yourself for the new year, and I look forward to getting sassy with all of you again next week! Thanks, everybody. Have a great rest of your day. I hope you enjoyed this episode of Boost Your Sales & Lifestyle with Lisa Sasevich. If you did, be sure to visit boostyoursalesshow.com, and while you're there, download my free training, Seed and Grow Rich, to learn how to provide great value while simultaneously creating hunger and desire in your prospective clients without being salesy. I hope you'll also head over and leave us a raving review at itunes. I hope you enjoyed the show as much as I enjoyed providing it for you. Thank you so much for allowing me to be part of your entrepreneurial path, and until our next episode, live sassy. 11