Unlocking Authentic Sales: Dora Rankin’s Heart-Centered Strategies

Business owners are increasingly being pulled in so many directions feeling like they aren't reaching their full potential in business and life despite their type a ways. With my background as a therapist entrepreneur and as a.com dropout with ADHD, I interview and coach high achieving business owners like you who want to stop struggling for success by using psychological systems, strategies and the occasional carefrontation. This is the easily distracted entrepreneur, your place to slay overwhelm perfectionism and shiny object syndrome so that you can get done what matters most to you.

00:00:41

Hello. Hello focus Seekers. It's November. I'm excited and also I'm feeling that pinch of there being seven weeks left basically of the year, and that's if you are working up till the end. So it's not even seven weeks of work most likely, but there's still a lot to do and a lot that can be done and I want to support you in getting more things done.

00:01:08

So my gift to you is I am hosting three different all day coworking sessions, the first of which is coming up next Friday, November eigth from noon to 06:00 p.m.. Eastern. And I would love to have you join me and some amazing people in my community and we will collectively get shit done. So if you would like to register to get the information about all three coworking sessions and how to best structure those sessions so that you get the most out of them, you can head on over to forward slash coworking. Today I have an interview that I did with Dora Rankin, who is a master coach where we talk all about creating your sales process.

00:02:00

I love talking to Dora. She had some fantastic insights and hopefully this will give you a little bit of hope and a new way to be approaching your sales process, which I know for many it's been a tough year, so taking a look at how you're bringing clients in the door is always a good thing. Hi, Dora, welcome to the hey. Hello. Well, I'm very excited to have this conversation with you today.

00:02:33

We've had a few conversations recently because I joined your group and you are. Well, I'm going to say when I think of you, I think of somebody who can help you kind of bust through mindset stuff and help people with sales. And notoriously, a lot of people struggle with sales or the feeling of being salesy, which you are not. But today we're going to talk about the process or building a sales process and maybe especially for the reluctant salesperson business owner. Right?

00:03:06

Isn't that funny though, that you just said when I think of you. I think of, like, busting through mindset and busting through sales, but you're not salesy. I love that. Right, exactly.

00:03:21

I know a few people like that, and I love it. And I think we're always needing. Well, not always. I think when there's something that's, like, at your edge that's a little bit hard for you or uncomfortable constantly working on it and trying, learning from new people, getting different angles, I think it's incrementally up leveling our skills, because even as business owners, you have to be able to sell. There are certain things you just have to be able to do in order to have a business.

00:03:54

And I know technically you can hire people, but at the end of the day, we should be able to talk about what we do and get people excited about it, right? We should. As you're saying that, I was like, what are the things that we can pretty much offload? Almost everything except sales. And sales is the one thing that everyone wants to offload as soon as possible.

00:04:20

If not, like, let's never do it. Yes, exactly. Skip across and not even ever do it. Yes. Well, my fantasy is just be so awesome that everybody somehow magically learns your name and then tries to buy from you.

00:04:37

I'm like, that's my goal. And turns out that doesn't work that way, or it doesn't work consistently, I should say. So. That's the hard thing, right? Is like putting yourself out there.

00:04:49

But in working with so many people, I work with lots of different service providers. And I was saying to you before we started recording that in the last year especially, I've talked to so many people who were doing really well, have been in business for years, and there's just been such a shift in so many ways. And also, I think people have been pivoting. So it's like they had confidence in where they were selling before or the work that they did. And as they pivot, sometimes that confidence goes away for some reason, even though they're just as skilled at whatever that pivot was.

00:05:28

Right? Right. Yeah. As I was thinking about this podcast today, and I was having some conversations with some clients, the subject kept coming up around, this used to work, why doesn't it work anymore? This used to work, why doesn't work anymore?

00:05:44

And really, the response that I had was, let's first really go back to basics. Let's go back to the basics of understanding the basics of what did you think was working to begin with, what was actually working? And the response like, what actually was working is that I was building relationships with my audience, my audience, my buyers, my customers. That's what was working is that whole infamous, like, know and trust factor that everyone talks about. But what stopped working was just the instrument that I may have been using to try to get that sale.

00:06:33

So again, back to basic. When building out a sales process, before you can build out a sales process, you first need to define both. Define sales. Define marketing. So when you say, this stopped working, Dora, and I don't know what stopped, and we look at it and we find out that the instrument that you were using, whatever that channel or instrument was that stopped working.

00:06:59

But your buyers are still there. Your audience is still there. Your people want to work with you that didn't stop working. So when we look at that definition, the what stopped working was the marketing channel. So marketing is my infamous.

00:07:18

I say this all the time, but if you take a look at the definition, the definition of marketing is how your people find you. And the definition of sales is how you find your people. So the sales is how am I going to go find you, and marketing is how are they going to find me. So when I hear it broke, then what I hear is you, A, probably never had a sales process in the first place, and B, that marketing channel that was feeding you stopped working. So the good news is that you can resolve that really quickly when you put a sales process in place that works for you and a marketing channel that is also going to work for you.

00:08:10

So that's the great news. It's not broke. You just haven't started. Right. And I love that definition because I think so many people do convolute the two, like sales and marketing.

00:08:24

It's like, together. And maybe actually, what I was just saying earlier, maybe it's my background in marketing that makes me want to be like, I want to build it and have them find me. That's exactly it. I just want to do marketing. I don't want to do the sales part so much.

00:08:39

I've actually changed my tune on that. But I feel, again, that that's the part where people do get stuck. But I like that perspective because, like you're saying, I think a lot of people were feeling either discouraged or hopeless or I have talked to people who said, well, people are just not spending money anymore. And I was like, well, is that true? And I said, well, I know it's not true.

00:09:03

Like, I know it's not true. So that's a story you tell yourself. And when we do that, then all of a sudden we're like, well, then there's no point. Why put any effort in? Right, right.

00:09:12

So I like the messaging that you're giving. There's hopefulness there. It's like, oh, well, this didn't exist, and let's change up how we're putting stuff out there. Right, right. So if the sales process didn't exist and I was leaning on marketing and the marketing stopped working, then it's a shift of, well, what does it even mean to sell?

00:09:36

What does that even mean? If the marketing was working and now the marketing is not working, what does it even mean to sell? So my simple explanation of how to get over that hump of sales, the whole thing just is something I want to run away from. If you look at it as, okay, what if sales was just an opportunity for you to walk somebody down a path to find out if there's an opportunity to solve their problem? What if you looked at sales as a relationship versus me convincing or pursuing or pressuring somebody into buying my product?

00:10:24

And I think that's where the big disconnect is. I don't want to build out a sales process because I don't like the way whatever I see out there in the world right now position sales. So let me stay inside marketing. Let me stay inside building out sales pages and building out funnels, inside marketing so I can stay away from what potentially scares me. But if I am able to develop both develop that skill set of relationship building based sales and develop a marketing that I feel comfortable with, then the floodgates will open.

00:11:03

Then we see growth. That's growth, right? Yeah. And it's interesting because even as you talked about it, that idea of, well, one, I think people are feeling like, well, how do I do that with no pressure? How do I build those relationships?

00:11:24

Because I see people do all or nothing, and I've done that for years. I have an extensive network. I know the most amazing people, but I would never talk about what I did or sell or anything or even mention stuff. Right. And when I started to, then sometimes I'm like, oh, God, what are they thinking?

00:11:41

What are they going to think about me? You can get in your head and it's like, well, okay, I probably need to get past that since I actually need my business to pay for my life and my family's life and all of that. But it's, how do you do relationship marketing when you're feeling so overwhelmed? How do you connect with people in that way and stand out? Because I still think that's something I'm hearing from people, and I know that's probably a little bit both in the marketing side and on the sales side.

00:12:14

It's like, how do I stay front and center with somebody but not feel like I'm pressuring them? I don't know if that makes sense. It does. There goes a dog. Don't worry.

00:12:26

Yes, we're going to give a dog warning here that the dog actually agreed with my question and thought it was great.

00:12:33

Okay. So I'd love for you and the audience when you pose that question is, how do I stand out? Right now, what we're hearing in the marketplace is stand out with more marketing, more ads, more funnels, more audience, more newsletter, more posting. And I'd like to disrupt that and tell you absolutely the complete opposite, which is what I'd like you to do is instead of more social media, digital marketing, I'd like you to fall in love with your business again. And I'd like you to fall in love with your audience and who your consumer is, really fall in love with it, because I was just talking about this earlier today.

00:13:21

Remember back to the 80s where you would turn on the TV and there would be commercials on the TV, and every five to ten minutes there'd be a two or three minute commercial. And sometimes that commercial would grab your mom's attention so quickly, and your mom would go and call on the phone and order whatever that was on the commercial, on the boob tube, on the TV. Back in the analogy is the same right now. Right now, instead of us turning on the TV, we're turning on the Instagram and we're turning on the Facebook and we're seeing ad after ad after ad after ad and it's shiny and it's exciting. And then we're like, if we do this, then we will get that.

00:14:04

And we're not positioning ourselves as actually like, wait a second, this is my business that I'm building. This isn't. Just let me put an offer out there and see if I can get enough people on an email newsletter and they'll buy my big course. We're actually building businesses. And to build a business that is within your heart and what you love, that actually takes you building actual relationships with your people, that human connection is a novelty.

00:14:35

So when you're building out your sales process, if you look at it as, wait a second, I'm not just pushing and selling. If I don't share it with the world, if I don't build these relationships, I'm doing a disservice because I'm not bringing myself to them. So that's how you stand out. You stand out by not even allowing that whole digital marketing to be the answer. It doesn't have to be the answer.

00:15:03

Yeah, it can be a piece, but it doesn't have to be the answer. Which, I mean, I'm going to guess some people out there are feeling like, well, that would be wonderful because they are feeling like, I work with people on sustainability building systems, like, getting shit done right. So when they're feeling overwhelmed, the idea of like, well, you don't have to worry about building that funnel or building that thing. Just do the part that you're good at and connect with people and talk about the thing. I think that can feel very relieving.

00:15:35

I will say the part where you said, get excited about it, I think that was something that I went through, too, earlier this year where I had kind of a rough year last year, just lots of personal and professional things, closing down my office by choice, but there was still a lot of grieving and letting go, even though I was done with it years before. And so I was kind of in this funk a little bit, even though I still saw my clients and loved what I did. But I really got back to that thing of feeling excited, and I was like, oh, I have figured it out. This shit will work. And when people would come on the discovery calls, I wasn't pushy like you're saying now that I think about it.

00:16:18

But I was like, I absolutely know this is the answer based on what you're telling me. And then people joined, and they have great experiences. And so I do think it's that excitement. So I love that you said that. To me, it was the thing.

00:16:32

It was like, I got so friggin excited again because I'm like, this is it. I figured it out. I'm happy. This is what I meant to do. And when you feel that your clients or your potential customers and clients feel.

00:16:47

That, yeah, that's called genuine authenticity for being genuine. And we're sincere in our, and we're sincere in that as well, versus the. And I've walked down this path so many times, like, well, if I do it this way, it's supposed to get this result and it's this forced, and I'm not excited about it. I'm not in love with it. I'm just doing it because that's what I see everybody else doing.

00:17:15

And I think it's supposed to convert like it's converting for everybody else, but it's false. It's just false. Do you have a sense of thinking about what you just said? There's two sides of that coin. The one side is, and I agree with you, I've coached with many a person who has told me, do XYZ, and I'm like, that doesn't feel congruent.

00:17:37

And I feel like it doesn't feel good. So I might say uncomfortable, but I would say it doesn't feel good. That incongruence was there versus there are times where it feels uncomfortable. And I'm like, I need to push myself, push my edge, move past my own discomfort to grow for people out there. Is there any way that you see or can help people understand what's the difference?

00:18:10

I think I'll use my own personal experience because most people that have worked with me or know me, they think when they first meet me, oh my gosh, of course. She's so good at sales, it comes to her naturally. She's such an extrovert. She likes to be on stages. And that's not the case.

00:18:29

The case is I am actually very much an introvert and I have to really prep myself before I go on any stage. I have to prep myself before I go into any group. And that everything sales related has been a skill set that I have learned. And so when it comes to, well, I'm not comfortable. I want you to lean into courage and confidence.

00:18:54

I want you to lean into. Are you confident about the mindset? Do you believe in your business? Do you know you're the expert and do you believe in your audience? It's like that belief mechanism that builds the confidence and the courage is if you believe in your business, then you believe in your audience and you know that your clients are coming, then you'll have the courage to talk to them because that's all that sales is.

00:19:22

It's the art of conversation, and that's the skill Set that at the very beginning of this podcast, you're like, we just can't get around it. We can't get around talking about what we do to the people that need what we have. And when we get really good at that skill set, then we're able to convert. And really good at that skill set starts with, can I do this authentically? Can I do it as me genuine, sincere?

00:19:50

And if you do that long enough, then you become what people like to call me, the sales queen that can sell ice to an Eskimo. But again, I am an introvert. So it's not like I'm that showy salesperson that's not me. Yeah. So when my mind just went in two places, that's what happens sometimes in the neurospice.

00:20:13

My brain went. And then I'm like, which path do I follow? And sometimes it's like, you're not, you're not on the path.

00:20:23

Yeah. Because I'm trying to think about thinking about some of my clients. What would be the pushback or what would be the thing? I think it's like, here's what it would be.

00:20:36

I've had the conversations with them, but also can imagine where they're at. Okay. A lot of therapists work with me. Obviously, being a therapist, I have a big network of therapists, and therapists are really good at connecting with other people. So theoretically, we should be fantastic salespeople.

00:20:55

Yet we have so much shit that comes up for us that stops us from feeling that confidence in that place. Right. To feel, whether that's the impostor syndrome stuff, perfectionism, or this feeling of, I'm not sure what I'm supposed to be doing, having a conversation and connecting to people they do well. But what would you say to the people who do well at that? And I would say both introvert and extrovert.

00:21:21

Right. Because we're talking one on one conversations here. Everybody can have this wheelhouse. What if it's like, oh, I can do that. I can have the conversation, I can connect.

00:21:33

And then again, I get to the point of they never ask for the sale, they never talk about kind of how they could help or, oh, is that the issue in that part of the process of building it out? How do you open up those conversations to, A, find out what they're needing, and B, actually let them know what you have going on? Yes, there's tons to unpack there, but I'm going to try to keep it simple. I know, I was like, I just. Give you 15 questions, try to keep it somewhat simple.

00:22:06

And again, give a little. I love to give, like, little stories as visuals. I hope your audience, oh, I love that. Enjoys that. But I'll give the visual of going to a networking event.

00:22:20

And you go to the networking event, and your goal is to meet a whole bunch of people to make connections. But those networking events, they don't turn into sales. That's the point of saying they're networking. We're going to network and meet and connect. Right?

00:22:36

So what happens usually at networking events is you bring your QR code, you bring your card, and you have a little bit of chitchat. You talk about the weather, and you exchange cards and you come home and you probably never talk to those people again. Maybe you'll talk to one person, maybe you'll schedule a lunch with someone, and that's where it goes. So picture the same type of environment, but instead of walking into that environment with the intent of just passing cards and talking about the weather, you're actually poisoning it with real questions. Questions that have intent, questions that go below the surface.

00:23:25

So a fun activity you could even do with your coaching clients is have them look over to their neighbor on Zoom or wherever they are and ask them to ask them a question that's just surface, like, how are you? What did you think of the weather today? And they're not going to have any emotional reaction to that question. But if you ask them the same thing like how are you? And then you follow that, what do you think of the weather today?

00:23:54

And then I would love to know what has been going on in your business over the last three months. Or if you ask them an actual question that goes below the surface, then there becomes a feeling attached to it. The feeling is where it's at. So when you're on a call with someone, and I have a whole long guide of this sales process stuff, but when you're on a call and you're networking or in that conversation, when you have an opportunity to actually ask questions that are sincere, that you want to know more, and it goes beyond the surface, I like to call it ineffective chitchat. Then when you start finding things out, so as a therapist, you know how to find things out.

00:24:44

You know how to sit back and listen. So when you ask those questions and you sit back and listen and you start hearing the areas that you know you can solve, then you have an opportunity at the end of that call to ask permission to share with them. Hey, I heard all of these things while we were talking. Thank you so much for answering all of them. Can I share a little bit about how I think I could support you?

00:25:09

You ask for that permission and then doesn't even feel like you're pitching or you're selling at the end, because again, if you don't share, you're literally doing them a disservice by not sharing with them how you can solve their problem. Now, on the other end of that, complete other end of that, if you don't get there, if you don't know the questions to ask, or you go straight from how's the weather? To hey, did you know I have this? And I think it would be really awesome for you and you should buy it. That right there, you've never made them feel anything.

00:25:44

You just went from here's the weather to buy my thing. So what are you doing during that conversation to make them feel something? In my coaching, it goes way deeper into how do you get them to feel pain. Right. But as therapists, yeah, you should, like, quote unquote, you should.

00:26:02

But it's a matter of, once I find out all that information, how do I get a mutual agreement to then share with them what I can do and how I can help them instead of going from weather to, let me sell something to you. Yes. No, I love that. And I think we've all experienced that. That person, that they have that agenda of, it does feel like they don't even.

00:26:27

ANd sometimes, well, it's like, I think about all of these pitches. I get that they're kind of ruining my DMs now. I'm being trained to ignore all DMs. So even when people I want to hear from or connected to, I'm trained to ignore all of them, because it's just this constant pitch fest where there's not even, like, I'm not sure if this would fit for you. It's more like, I can help you get more clients and this and that.

00:26:56

And I'm like, well, you have no idea. I'm thinking, especially with my therapy, like, I'm doing great. I have more clients. That wasn't the problem. Like, more clients that I could do with.

00:27:06

It was like a different problem. Hiring. Right. Was the issue at the time. And so I'm just thinking, that's how it feels.

00:27:13

There's such a disconnect, and it's like, you don't know me from Adam. So this was useless, and now you're irritating to me, and so there's a bad feeling. It's not good. I get those all the time, too. So again, it's the times.

00:27:29

It goes back to the times. So in the. In the 2000s, it was, oh, my gosh, if I get another telemarketing call, I'm going to scream, stop calling me. You're so annoying. And you're hanging up on them.

00:27:42

And now it's just converted from the cold call phone telemarketer to the cold DM Telemarketer. And truly, at the end of the day, we're always going to have that. So it's like, just, how do you want to show up in your business? You can either choose to show up as that sleazy, cold call DM, or you can choose to show up as someone who truly wants to get to know their potential client and only pitch to them if you can solve their problem. And still, no matter what, no matter which you choose, you're still going to have moments where people are going to reject you, say no to you, and even slam the door in your face.

00:28:24

And that is part of building a business that's just being okay with that type of rejection. Yeah, I like that. Well, normalizing it, I feel like I've talked about this before, and I know I got a reframe for it, but of course, right now it's not coming to me. So I think of back in the day when I was being taught to sell. So I did retail very young.

00:28:51

Did retail. I was fantastic at it. I loved it. I was making like, $3 an hour. Where did you work in retail?

00:29:01

So many places like the Limited, which I don't even think exists anymore. I worked at a hair salon. I worked at Bombay Company, a jewelry place. Like, I worked simultaneously. Oh, and then my favorite was glamour shots, like in the mall of.

00:29:17

You remember, do you remember the store called Merrygoround that had Daisy Dukes and IOU sweatshirts and Cavanaughes? Yes, that's where I worked. I worked at Mary ground sweatshirts. And it's so funny because when I think, mean, I just loved was, I would never lie to people or be like, oh, that looks great on you. If I thought it looked bad, I was a very ethical person, but I loved selling, and I had enthusiasm, and it was great because it felt like they were coming in there to be sold to.

00:29:55

Right. And so that felt very different. And I think sometimes we get in our head about in business, and then we have those experiences with the DMS, and it's like, well, how do I do that? How do I reach out? How do I connect to people on a level that's going to build sustainability?

00:30:14

Right? Because obviously, as we grow, when we have teams, we need more clients, we have to have more people to sustain that. And so it's like, thinking about that, I think that's where people start to feel overwhelmed of, like, oh, my God, I'm always going to have to be doing this. And that feels, like, overwhelming and scary, right? It does.

00:30:34

But we all have to start somewhere, so we all have to start somewhere. So the day will come, I promise you, the day will come where that flywheel will activate and you won't have to do as much outbound work and inbound work and figuring out the marketing, figuring out the sales, but you have to start somewhere. But there will be a day where it's like, oh, everything is now going automatic, but if we don't start, we're not going to be able to scale, right? Yeah. No, I think it's helpful for people to hear that.

00:31:14

I think sometimes what happens is, and this is what overwhelms us, we get too far down the road, we need to look big picture, but then we have to pull it back to what's our next step, what's in front of us. I do believe in having that bigger picture, but, yeah, then we go too far down and think, oh, my gosh, I'm going to have to do this and I'm going to have to get this many people. So it can be really overwhelming. But I like that idea of like, okay, just start. I do agree.

00:31:40

I think there's a tipping point, right? I mean, you see this if you watch other people's businesses, because I love paying attention to that kind of stuff and seeing, and it's like, yeah, there becomes a point where if you're new and you haven't really worked on your mindset, you might be like, oh, must be nice. So easy for them without acknowledging that they also had all of that work at one time, that they were starting from somewhere as well. Right? Yes.

00:32:06

So our chapter two is our chapter two, and it's their chapter 24. They started somewhere as well. Yeah, I go through that as well. I go through the, well, I wonder if I'm ever going to just be able to do this one thing so I don't have to do any of the rest of the stuff. And I'm in year three.

00:32:32

I'm not in year five or ten yet, but I have built out other businesses and I know this is the process. Right? This is the process. It's going to be temporary. It's going to scale.

00:32:45

Things are going to change. And that's the other thing. I don't think we stick it out long enough either one.

00:32:55

We're having this conversation. We don't like sales, so we don't even want to start it. But then when we do, we don't stick it out long enough to say, this isn't working. We're like, it's not working, and I don't like it, so let's just stop altogether. And then we look over to that other person and say, well, why is it working for them so well?

00:33:15

It's because we started, stopped really quickly and now are comparing ourselves to someone else. Exactly. Well, and this is kind of, I mean, I think it's an overall business problem, but especially for us neurospicy people, then we get the shiny object, right? So then it's like, oh, that didn't work, and the anxiety comes up. And rather than sitting with that, or like you said, how are you even determining that something is working or not?

00:33:46

What is the data points that you're using that tell you that it's not working? Right? Sometimes they'll say that and I'll be talking to somebody and it's like, oh, I did this like three times or four times. You're like, well, I'm not a sales expert, but just from a research standpoint, if our data pool is like three people, that's not really a very adequate way to analyze whether something works or not, right? Yeah, it's so true.

00:34:17

Yeah. No, I like that. So figuring out we have to be connecting with people, we have to be excited about our business, we have to be having conversations, making people feel things, not just being surfaced and sticking with it. What are the other pieces that you would say are kind of part of that sales process? Yes.

00:34:43

So your sales process is only as good as the mindset that's leading it, and your overall growth strategy for your business is only as good as the mindset that's leading it. So that's what I have to say. You're like, that's it.

00:35:04

It's true. That's why people have coaches. That's why people have mentors and leaders, because we aren't able to guide ourselves through this, especially in areas of skill set that we're not familiar with. So our mindset is going to tell us no and then just no. It's going to keep us stuck.

00:35:28

It's going to keep us blocked. So that's why the coaches and the mentors and guidance, the therapists, that's why we're here to help with that. Let's overcome that. We may not even overcome it. Let's just practice.

00:35:43

Let's just practice and then we can move into building out that sales process and building out that strategy that's going to work to scale your business. Okay. Yeah, I mean, I agree. Anybody who's doing business consulting or coaching, you're going to see, you have those clients who come in and they're really open. They might still be just as scared or have those blocks, but they're willing to kind of push or take those steps, those uncomfortable steps, and then you have people who are like, that's not going to work.

00:36:14

That doesn't work for me. And they're like, yeah, I'm done. Okay. I've got to move on to something, right? Yes, yes.

00:36:21

Very true. The North Star. We talk a lot about the North Star with my clients and sure, yours as well. And this North Star of what's the end goal? What do you actually want to see?

00:36:39

And so if we're in business and we've left corporate and we're running our own businesses, and we want ease and comfort and freedom. And freedom to do what we want and enough money to do all those things, it boils down to, do we know how to build our businesses and are we comfortable getting out there to do that? Are we really comfortable getting out there to do that? And I don't mean getting out there posting and reeling and livening. I mean truly getting out there and talking to our potential buyers.

00:37:13

Okay. Yeah, no, exactly. That's kind of the thing that I do see, and I've been guilty of it, too, especially if you're going through stuff in life. If you're in those tender places and you're like, I just don't have it in me to put myself out there right now. But I think ultimately the people you have to at some point, otherwise, nothing changes.

00:37:38

Nothing changes. Nothing changes. Right. I have a client that. And you may need to pause.

00:37:46

I have a client that did need to pause because she was late stage, diagnosed ADHD, and she had to work through understanding how she lived her entire life up until that point. And then over, she prioritized her well being and she prioritized. How do I do this before building out a sales process? Absolutely. And I'm sure you have people, too, that I have clients going through major health things or divorces or loss, death.

00:38:29

All kinds of things are happening constantly. Unfortunately, life just keeps lifeing. And so sometimes it is taking that step back. But I think it's like understanding eventually you still have to deal with those uncomfortable things in your business to really, truly grow it. Right?

00:38:52

Yeah, I agree. So I want to be mindful of time. It went really fast, actually. I just all of a sudden looked up and I was like, oh, my gosh, we're almost out of time. If you had advice for somebody like, okay, I want to connect with people.

00:39:12

Obviously, they need to know their ideal client. They have to understand where they are. But do you have a piece of advice or a suggestion on where do you start with that? What is the first thing you do? Or what is something that you do to ensure that you're continually building that connection or working towards building those connections?

00:39:35

Yeah, I just wrote some things down as you were asking that, and I just kept writing the same two words down. And it's literally leading and building your business from the heart. And that's something that I'm writing. The book that I have coming out in 2024 is all about the heart. Sell.

00:39:57

I think your dogs like stuff with hearts. They're green. It is about heart. No, it's like that time of day where everyone shows up at the house. Yes.

00:40:10

But that's the biggest piece of advice, is that. That's why I say fall in love with your business. Because when you do, you'll then lead from the heart. And so selling doesn't even become a feeling of sales. It's a feeling of love.

00:40:23

It's a feeling of heart. And it makes it so much easier. I love that. I love it. Well, if people want to find out more, follow you or a gentle stalking, as I like to say, and they would like to connect, where is the best place to find you?

00:40:41

Yeah, you can find me at all the places. I'm Dora Rankin. Rankin. And then I have a couple of businesses. I have gypsysoulcoaching.com and the women whosour collective.

00:40:53

I'm primarily working as a full suite business coach. And then, as you heard, focusing a lot on sales and marketing. Wonderful, wonderful. And all of your information, all of Dora's information will be in the show notes, all the links to all the places. And, yeah, I just want to thank you for having this conversation.

00:41:12

And I'm guessing somebody out there is hearing this, and it's like, there's like a sigh of relief, of permission to not do all the things, to reel it back, and to really focus on doing things in a more aligned, heartfelt way. So I love that. Yeah. Thank you. This is a lot of fun.

00:41:31

Thank you so much. Yes, thank you.