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How do I rock a sales call?

By Amira Alvarez One of my recent Bootcamp clients is new to charging for her services. She's served people with her work for years for free, has helped a ton of people, but she never charged for what she did... She started her business (great first step) and was providing great content. All…
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One of my recent Bootcamp clients is new to charging for her services. She's served people with her work for years for free, has helped a ton of people, but she never charged for what she did…

She started her business (great first step) and was providing great content. All good… except things were getting kind of desperate money-wise.

She and her family needed some cash flow and no one was buying. She was having conversations with potential clients, but something was off. Something hadn't clicked into place.

Not until she figured out how to really show up in a sales conversation…

So… “What's the missing link to rocking a sales call?”

Spoiler Alert… The answer is self-worth.

But let me tell you why…

On a sales call, and really always, you need to show up fearlessly in your truth, without fearing rejection.

In order to do that, you need to be grounded in your own worth.

This is an inside job.

If you're looking outside for approval, depending on others to tell you you're worthy, doing it right, etc… You're giving others the power to determine your worth. This puts you in a mental and emotional cage.

If your self-worth is in someone else's hands, you will always fear rejection.

If you fear rejection, you will contort yourself. You will not say the full truth. You will make yourself small and dim your light.

If you make yourself small, not only will you not charge enough, but people feel this and they won't have confidence in you or your service.

At my recent Mindset Mastery Retreat on Becoming More… the client I mentioned above, totally got this. It clicked into place. She made her first sale while at the retreat. It was small, yet still a sale. Whoopie!

The day after she got back from the retreat, she nailed her sales conversation for a program she was selling at a newer, much higher price point. (Super proud coach moment.)

She stepped into her power and unapologetically spoke the truth to her client… without fearing rejection. She held the space.

The result?

  • Zero objections. No noise. A straight up yes from the client.
  • $3,000 for her and her family. (Phew!)
  • Confidence!
  • A client who's going to be served at the highest level.
  • Unstoppable energy in her business. She's on fire!
  • A husband who is released to shine his light because he no longer feels the pressure of being the sole breadwinner.
  • The knowledge that she creates her own destiny.
  • Actualizing and being who she truly is… unapologetically.

As you can see… this isn't just about the money. Yes, the money is nice. Yes, the money matters. Yes, the money came at a critical time for this client and her family.

But this is about so much more.

This is about stepping into freedom– the freedom that comes when you show up unapologetically.

I want this for you too! The freedom to be you in this world and make great money.

Amira

 

PS: Mark your calendars! The next Mindset Mastery Retreat is going to be October 26th-28th. And guess what???

It's going to be all about the inner and the outer game of sales… structures, strategies, what needs to be said, not said, all of that…. But most importantly the inner game, so that you can truly unleash your earning potential. You're not going to want to miss this one! Expect HUGE transformations.

What do I charge? How do I get my pricing right?

By Amira Alvarez The first thing to know is that this is not just about what the market will bear. This is not about what people will pay. (That's only a very small part of the equation.) If you look to these conditions, you'll be limited by your own experience. You will make…
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The first thing to know is that this is not just about what the market will bear. This is not about what people will pay. (That's only a very small part of the equation.)

If you look to these conditions, you'll be limited by your own experience. You will make decisions about pricing based on your own experience…. what you have paid, what you would pay, what the people you know would pay, what your past clients or customers have paid, and what the competition is charging.

Most people walk around with blinders on–only seeing what they've already seen.

This limits you and your earning potential tremendously. There's a market at every price point.

The answer is two-fold.

First, there's a simple math calculation you have to do and it goes like this…

How much do you want to make annually?  Your answer = X

How much are you charging now or considering charging? Your answer = Y

Then the calculation looks like X divided by Y = Number of products or clients.
 
So let's say…

X = $200,000 annually
Y= $3,000 per client or productThen $200,000 / $3,000 = 67 products or clients a year
67/12 months = 6 new clients or products a month

Is this doable? Sustainable? Does it feel good? Can you handle it? Will it be overwhelming?Does the amount you're charging or considering charging feel exciting?

If it doesn't feel sustainable, good, doable, exciting… that means some part of the equation needs to change. You either need to raise your prices or lower your financial goal.

Don't make the mistake of lowering your financial goal. That's soul crushing.

Instead, raise your prices.

And that's when the noise starts…

  • Will people pay that?
  • What will people say?
  • Is it worth it?
  • Am I worth it?
  • Do I really need to earn that much money?
  • Will I have no clients or make no sales?
  • Will I have no money at all?
  • Will I let my family down, not be able to pay my bills, starve, and die?

This is your money story. This is your worth story. This is your security story.

The second part of this answer is that you're going to have to move through your own resistance.

“Getting your pricing right” is what happens after you make the sale at your new price point, not before.

To get there, you've got to manage your mindset and deal with your worth, security, and money issues. This is where the rubber meets the road.

And the only way forward is through.

Amira

How To Be Visible (Without Killing Yourself)

By Amira Alvarez Did you know that I simply stumbled onto how to really rock the visibility game? I know that doesn't sound super pro and "business coach-y" but it's the truth. In the beginning, I didn't have a master plan for what to do. (I do now, thanks to Kyle, my amazing…
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Did you know that I simply stumbled onto how to really rock the visibility game? I know that doesn't sound super pro and “business coach-y” but it's the truth.

In the beginning, I didn't have a master plan for what to do. (I do now, thanks to Kyle, my amazing marketing guru… but this is now years later.)

I just did what I felt like doing. I followed my inspiration. I tried things out.

I did things like modeling what other people I resonated with were doing… and then felt into the experience. Did that feel good? Did I like it? Was it fun?

Sometimes it was a total drag. I felt boxed in and like I was trying to be someone I wasn't. I stopped doing those things.

But most of the time, I naturally gravitated to ways of being visible that felt good to me. I tried things on and tested and tweaked.

This didn't mean that it wasn't scary, for instance, to post my first heartfelt, vulnerable post on Facebook. It was. AND it also felt good.

You see fear is often disguising some sort of desire and excitement. You've got to test it out and try it. You can't let the fear stop you from being visible.

In fact, most of the time fear tells you that you are ON-TRACK, not off-track.

Let's break this down even more…

First, you need to try things out. You need to experience different ways of being visible to know what you like. You can't actually figure this out in a vacuum or just planning it out on paper. You won't feel the energy of it. You need to do it to know.

Visibility is experiential. That's where the energy and resonance of it is. Get into it. If you like something, keep doing that. If you don't, see if there's some way to change it up so that it works for you or move onto to something that's more resonant with you.

Second, start where you are. This was a huge one for me and really worked. I just did the next step that was in front of me. I didn't try to jump into being visible like a multi-million dollar coach with a team of 20, who's been in business for the last 20 years. Sure, watch them or whoever is further along in your industry. Take in what you see. Learn from them. Notice what you like and don't like. But take the next step that's right in front of YOU. Use your discernment.

If you follow Abraham-Hicks, this is like their Emotional Guidance Scale. They talk about just taking the next step up the emotional scale, one step at a time because it's hard to jump from say, Depression to Joy. It's much easier to move up one emotional level from Depression. Then you move up to the next level and then the next.

You can take these steps quickly, of course, and it's the same with Visibility. You can quickly get more visible, but if you try to go from invisible to doing a Jeff Walker type of video campaign you might be setting yourself up for a whole lot of hard. (It's not impossible, though!)

Third, take the “shoulds” out of the equation. This means writing your own rules. Yes, there are more effective and less effective ways of getting your marketing message out there and I teach that. But there is no one right way to do Visibility. You've got to be willing to do it your way and free yourself of the “shoulds.” This will have energy and resonance, and attract your ideal clients.

Besides, these “shoulds” or thinking “I want to do it the right way” (as if there were some Universal Law that said… this is the right way to be visible! Bah!) is simply a clever way to keep you from actually taking action and getting out there.

See it for what it is and take the action anyway.

Which brings us to our fourth point… be willing to make mistakes. Okay, I would love to be able to say “I love making mistakes… wahoo”… but that would be disingenuous. They still sting a little.

What I can say that's true, is that I'm not freaked out by making mistakes and I don't let it stop me (mostly).

I'm willing to risk being judged, rejected, laughed at, etc. for a mistake because I know that all my good is on the other side of taking that inspired action.

If I don't risk making a mistake, I can't move forward. I can never learn anything. I don't allow myself to grow. I'm stuck where I am… and that's where the real pain exists… being stuck here when our desire is much further along.

What to do instead?

Take that action. That one step that's right in front of you. The one that's scary, exciting, and is calling to you. Do that!

Then do it again. And again, and again.

 

Spending Money To Make Money, Is It Necessary?

By Amira Alvarez I woke up this morning at 4 am raring to go! I know, I know... that is seriously early. I'm naturally an early to bed, early to rise kind of gal, yet even for me, this is exceptionally early. Yet, I just couldn't contain myself. I am so freakin' excited…
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I woke up this morning at 4 am raring to go! I know, I know… that is seriously early. I'm naturally an early to bed, early to rise kind of gal, yet even for me, this is exceptionally early.

Yet, I just couldn't contain myself. I am so freakin' excited by all the amazingness that I'm creating in my business and my life. Things are really popping!

I've got my Becoming More Retreat planned in May and I've added on an exclusive Photo Branding Day for women who want to step into more with their images. (I am super psyched about this! It's going to be amazing and I can hardly think of anything else.)

I am so jazzed by planning both of these events, AND by all the new that's exploding in my personal life…

Like, I finally hired a personal trainer!!

Like, I bought a new gorgeously sexy bed to mark some serious shifts happening in my personal life with the hubs. (I cannot wait for it to arrive!)

Like, I booked a luscious two-week trip to France for us.

All of these things, in my business and personal life, require MONEY. Yup. Straight up cash.

Stepping up into more in my personal and business life required that I put down some cash to make it happen.

Cash to book the hotel. Cash to hire the event coordinator. Cash for the freakin' fabulous photographer that's going to blow your socks off if you come.

Cash for the personal trainer. Cash for the sexy bed. Cash for the Air France tickets.

Now, I can hear some of you saying, “the best things in life are free.” And, of course, there's truth to that. Your feeling state doesn't cost you anything.

In fact, mastering your feeling state is one of the most important things you can do for yourself. It's one of the keys to unlocking the material riches in this lifetime.

In theory, it doesn't cost you anything. Yet, I for one had to pay a lot of money to work with mentors to help me re-program my thinking, so I could consistently maintain a positive feeling state and not get triggered into doubt, worry, and fear.

Money touches just about every area of our lives… business, relationships, self-image, sense of security, etc.

When you want your life or business to be different and when you want more for yourself, you have to claim it. Part of the process of claiming it is putting the money down and spending money outside of your comfort zone.

We all have our money-spending set point or comfort zone. It's how much you're comfortable spending and in what areas. For me, for years, it was okay to spend money on books and home improvement items, but not on clothes and blow-outs.

The first time I had a blow-out (which was not too long ago!), I thought long and hard about that decision. Was it worth it? (But really, if you unpack that, the question was: Was I worth it?)

Spending that money was such a stretch for me. It was outside my comfort zone. But I wanted more for myself. I wanted to BE that woman who loved how she looked and who's hair was fabulous. It represented “having my s— together” and stepping up to the next level in my life and business. To step into Her, the woman inside of me that needed to be birthed to take my business to the next level, I had to spend that money.

Or let's take other examples… like spending money on team or technology, business travel or office renovations… to grow into more in your business, you need to stretch your comfort level with spending money.

See, if we hover within our money comfort zone, never straying too far from that set point… nothing changes. We play at the same level. We don't grow.

Spending the money says to your subconscious brain: “I'm for reals. I'm doing this. I'm going to the next level. I'm stepping up and I'm not going to back down or back out.” 

It's a decision. And when you put the money down, you've got skin in the game.

Now, does spending money on your business guarantee the results you want? Absolutely not. You still need to show up and do the work and you need to manage your mindset and get out of your own way.

What it does do though, especially if you've thrown down some big cash that moves you beyond your spending set point, is give you the motivation not to blow off the work.

Most people, when they move beyond their money set point, will not tolerate not doing the work to make a return on their investment of money. You might wobble for awhile. You might be challenged. But you'll go do the work, whether it's the internal work or the external work. You'll move through your fears and do the work.

Your money set-point is unique to you and where you're at in your business.

For some, a stretch might be purchasing a $500 program. For others, it's investing $250,000 into new office space.

It doesn't matter.

Figure out what your set point is and move beyond it. Stretch yourself with investments that scare you and require that you become more in your business. If you're the type of person who won't tolerate “losing” their investment, you'll show up and do the work and your business will grow.

Amira

Demystifying Marketing And How To Get Clients

By Amira Alvarez Marketing and getting clients can be one of the easiest things you do, I kid you not. It doesn't have to be overwhelming or confusing, yet I find that it often is one of those things that really spins people out. It can feel overwhelming because there are so many options,…
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Marketing and getting clients can be one of the easiest things you do, I kid you not.

It doesn't have to be overwhelming or confusing, yet I find that it often is one of those things that really spins people out.

It can feel overwhelming because there are so many options, so many things you could and should do to market your business and get clients.

All the marketing gurus and facebook ads are shouting: Do it this way! Here's your magic pill!  

You start doing one thing and then another… you're juggling (or trying to juggle) all these competing marketing strategies… networking, blogging, social media marketing, webinars, newsletters, ads, etc.

Before you know it you're overwhelmed, freaking out about not having enough time, feeling bad about yourself that you can't handle it all, wondering how everyone else does it… something must be wrong with you if you're struggling, right?

Wrong.

It just means you've put the cart before the horse.

You've rushed into action before being clear in your message or your marketing strategy. You've put the emphasis on getting into action, rather than what you're communicating or clarifying a plan that's actually aligned for you.

This makes marketing your business hard.

This will leave you feeling off, disingenuous, like you're trying to be someone you're not. It feels salesy and sleazy, rather than connected and real.

This is so frustrating because you have something amazing to offer the world. You just need to be able to get it out there to the right people so it resonates with them and they say YES and buy.

To make marketing your business easier and much more effective start with…

  • Getting clear on your message–what you stand for.
  • Simplifying your message so it functions as a guiding principle that keeps you on track in all that you do.
  • Finding your voice, which really means… how to say what you mean in a way that makes sense to you and your clients.

Then move into creating an aligned plan for yourself.

If you start “doing” all the marketing activities without thinking through what's going to work for you, it's going to feel hard to you… and it's going to flop. It won't connect with your potential clients.

So spend some time answering these questions…

  • What do you stand for? What's your message?
  • What do you really want to say and get out there in the world?
  • How do you help and serve?

If you've been in business for awhile and you're feeling challenged by marketing, you're either not clear and aligned with your message or your not clear and aligned with your marketing actions. Which is it for you?

Definitely go back and revisit your message. Does it still sync up with who you've become and how your business has grown?

Then go back and look at what you're doing. Does it feel fun and easy for you? (It needs to!)

Marketing can actually be very easy if you clarify and simplify these two things: your message and your plan.

 

Amira

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If you'd like more help with your Marketing and Messaging, read this.

 

 

 

 

There are no glass ceilings

By Amira Alvarez No glass ceilings. That's the message I have for you today. When you're in business for yourself, your glass ceilings are self-imposed. There is no one to "blame" but yourself. That's always the case, of course. We're 100% responsible for our outcomes. No exceptions. I am. You are. We all…
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No glass ceilings. That's the message I have for you today.

When you're in business for yourself, your glass ceilings are self-imposed.

There is no one to “blame” but yourself.

That's always the case, of course. We're 100% responsible for our outcomes. No exceptions. I am. You are. We all are.

What's stopping you?

I've been talking to a lot of women who want to step up to more in their business, but stop themselves.

How?

In so many different ways.

Often it looks like overcomplicating things… “I have to do this, and then this, and then this… and THEN I'll be ready.”

Nope. You're ready now. Go.

Often it looks like fear of being overwhelmed. (Raising my hand. I used to have this big time.)

The story goes I can't do this *now* because it's going to be too much work, I'm going to lose my Self and my sanity.

Nope. This is just a smoke screen. You're ready now.

Or it can look like… I need to learn xyz before I take the next step. I need to prove to myself that I'm capable, perfect, not a fraud, know myself, am worthy, can do it on my own… *before* I get help, take that step, really go all in, etc.

Nope. The transformation happens in the action.

Stop the stories.

If you want to move through your glass ceiling…

If you want to break through your income barrier…

It starts with the awareness of the stories you're telling yourself.

And then gently, yet firmly taking action anyway.

Do this now. :)

Amira