WITH MICHELLE ROCKWOOD
“Before we try and sell something to someone, we need to really understand the service part of it, and how they are kind of getting to know us and being in our world.”
Connect with Michelle: www.michellerockwood.com
Michelle Rockwood has sold real estate in one of the wealthiest communities in the world, has slept on a dirt floor in West Africa, and once raised a million dollars for charity over a single lunch. Now a personal coach and widely recognized sales expert, Michelle has helped hundreds of mission-driven coaches discover sales methods that feel fantastic, transforming their businesses and their lives.
After personally hosting more than four hundred sales conversations and shifting entire sales teams into life-changing revenues, Michelle wrote Joyful Selling to share her knowledge with all the loving, heart-centred coaches our world so desperately needs.
Connect on IG: @andreacrispcoach + @the.couragecast
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Your mindset is your greatest asset! But it is also what may be holding you back from taking that next step in your life. Are you ready to reframe your mindset so that you can step more confidently into your purpose?
We all know that selling is definitely part of the business strategy. If you don't sell what you have to offer, you are not going to make any money and you're definitely not going to be able to help people with transformation. But for many of us selling can be difficult and feel really challenging. Today on the podcast, I'm speaking to Michelle Rockwood, the author of joyful selling, really talking about how we can be heart centered when it comes to selling our offers our programs, and really getting to a better way of Yes.
Are you ready to take courageous steps to create a life and business you love? Welcome to the courage cast. I'm Andrea Crisp, and empowerment coach, author, and a multi passionate entrepreneur. For years, I was afraid to allow myself to shine. That was until I discovered that I could step into my own power, shift my mindset and take ownership of my destiny. Now I coach people across the globe, who are ready to own their life and make a massive impact. With a blend of practical and spiritual advice. My desire is that the courage cast empowers you to take brave steps in your own life and business.
Michelle, thank you for being on the Couragecast, I'm really excited to see you, first of all, and to catch up with you and to chat with you. And also so excited for your brand new book to be coming out joyful selling, and I'm sure we're going to have an opportunity to talk all about it and how it is really revolutionising your coaching sessions and helping coaches really sell in a way that feels aligned with them and makes a bigger impact. So I'm excited to have here.
Thank you so much for having me, I'm excited, too. It's so nice to hear your voice.
You know, it's funny, like I was thinking back to when we first met. And it was actually through another individual who has been on the podcast, Rachel Weaver. And she is a human design copy coach. And I know that she has worked with you before. And she had put something out. And I kind of followed up on it. And we had an opportunity to work together. And it was so interesting, because it was not a really about selling it was more about relationships, which was so fun for both of us. But it gave me an opportunity to get to know you in a different way than maybe some of your other clients get to know you. And so for those people who are just hearing about you, tell us a little bit about yourself.
Yeah, thank you so much. So my name is Michelle Rockwood, and I am the author of Joyful Selling. And I'm a heart centered coach that helps life coaches sell in alignment without the sales IQ. And I've been doing this for about five years. And I started teaching coaches in training, which is right where you want to get them, right, because they haven't been surrounded by all marketing and all the sales tactics, the bro marketing and all the things, I'm able to teach them a different way to sell their services. So I have had the honor of helping hundreds of coaches now sell millions and services. And I also work as a high ticket closer which we need to change the name of this. But which means I sell high ticket coaching programs for companies. So yeah, that's me. And I'm so excited to share. I do have a new book coming out joyful selling. And I'm really it's been so much fun to start to share this book with my clients and others. It comes out here in just a few weeks. But yes, I'm excited to dive into all things sales and manifesting and all the things that you love to talk about on your podcast.
Yeah, you know, it's so funny because as you're just mentioning, the bro marketing, and I think to myself, I'm like, Oh my gosh, wouldn't that have been a game changer for me when I first started in the industry. This is maybe something you don't know is when I first started I actually invested in a coach that was really in marketing space and in funnels and I learned all the bro marketing stuff. And it actually paralyzed me for a very long time. And because I wasn't getting results, and the more I did not get results, the worse I felt about myself and this was already really like almost like tapping on my anxiety and depression that was underlying already. And this fear that I was not going to make it as a coach and that I had you know, I'm trying all of these things and you know, it's only been more recently that I've been introduced to more of a such a feminine way of sales. So I think to myself now, Mike, wow, if I'd had an opportunity to have this information, and have an opportunity to sell in a way that feels aligned with my with who I am, oh my gosh, like that would have been. That'd have been incredible. So I'd love to, for you to share. What does that mean like to sell in a feminine way?
Yes, I love you know what's so funny, I have to share with you as soon as I've put in my marketing, feminine sales, and that this is for women, right? Obviously, it works for men, and it's amazing. And everybody wants to feel this way. But Andrea, do you know how many men I have reached out when I say that? This is for women, it's just too funny. But feminine sales is if you think about let's just kind of compare the two here for a minute. So masculine energy, stereotypical masculine energy is out for the chase, right wants to go hunt, wants to, you know, kill it and bring it home. It's chasing, following up winning, getting a yes at all costs. Feminine sales is about receiving boundaries, a win win, and really serving and supporting the client no matter what. And when you can tap into that way of being, you can really be in service and support of the client, while feeling amazing every single time. And the goal of a sales call when you're bringing in a masculine energy is a yes. Alright, so think about how you show up to a call if your goal if you already have an outcome. And as coaches, that's against our code, right? Our code is, you're in charge. You're the one leading and I'm have died. And my role is to help you to come to a choice, whatever that is. And so when we can bring that feminine energy, that coaching mindset onto the sales call, we can serve the heck out of our clients and feel good every single time. Whether it's a yes or no.
And that feels amazing. It feels really, really amazing. I think back to what I did, in the beginning, it's like literally all these members are like flooding back to me right now. And, you know, going through the objections and working on how to overcome objections, how to get a yes. Almost twisting myself into well, what do you need me to be? For you to say? Yes. And, you know, I remember just thinking like, this is not working. And then I would have, I just was all over the board, because I would, I felt like I was flip flopping between what I was selling and what I was doing. And, and so I think that that makes a huge difference to think, okay, like, you know, a win win for the client and for the coach.
And that's really like that heart centered part of me yearned for that. And yet I was flip flopping all over the place. What would you say to someone who was coming into the coaching industry? Like, say, you're talking to me at the beginning? You don't mean like, wind? But I can get you? Yeah, much easier? Yes, I would, I would say and just how we sell is how we serve. And our relationship begins at the moment we say hello. And so if there is a disconnect, if you feel yucky, if you feel achy, if anything that comes out of your mouth is not yours is not authentic. It's not going to work for you for Heart Center coach. And the thing is that these bro marketer tactics, they work, they absolutely work, but they don't work for you. They don't work for me. Because we operate in integrity, we operate in alignment, if we hang up a call, and it didn't feel good, that's not a good day for us, even if they said yes.
And in a coaching relationship, what I think a lot of people don't get is that if you convince somebody to join your coaching program, you're going to be convincing them to show up to the next call to do the work, all the things it doesn't work that way in coaching. And so when you have allowed the person to and supported them and making a decision to get the support they need on a sales call. You've on boarded them properly. You've held fierce boundaries during the sales call where it's a limited period of time, you're only hosting at times that feel good to you. You've started to set the stage for a successful coaching relationship. And it goes on and on. You don't enroll misaligned people they don't impact people in your group coaching for gram, and so on and so forth. So that relationship and your clients success really begins at the moment that you say hello. When you think about the sales call being like the pre emptive part of the relationship, right? And setting boundaries. Often you hear coaches say, Well, you know, I want to protect my boundaries, and I'm going to do what's good for me. Because it's good for me.
And the way you said it, was that when it's good for you, then it's going to be beneficial for the other person. And I've never heard it said like that. Yes. And even, even like, so if you set a boundary, I take calls at nine and 11am. Because that's when I'm at my best and I'm fully present for the client. Well, if the client isn't available at nine and 11am, for a sales call, and are only available at five, we're not going to be a good fit to work together, no matter what, right? Because I'm just not at my best at five, my kids are home. It's crazy. So ironically, when you set up the call, right in a way that works for you, you attract to the right person. And you invite them to show up for themselves, right. So before a sales call, I'll send a little note and I'll say, hey, Ken, here's what I expect. I expect you to show up on time having read XY and Z material. And note that I don't reschedule this calls. And I so look forward to seeing you. Alright, so already saying, Hey, I respect myself, I expect you to respect you, this is the kind of relationship we're having going forward. And they sit up in their chair and go, Well, this is going to be awesome, right? And they show up ready and engaged to take that next step. Yes or no? Right. That doesn't mean I'm you know, manipulating. I'm just showing I, I have these standards, and in sale. So often it feels out of control, like we're chasing, and it never feels good to put out that chasing energy. So that's why of course, like you'd never want to call somebody at a time. That's right for them, you'd always want to meet in the middle, which is easy to do now with Zoom, right? We set these appointments, and we meet on a zoom call, we don't dial somebody on a Saturday and try to catch them to tell them about right.
Yeah, it sounds crazy now, but it used to be, you know, what we would do all the time? Sure, I'll try you at four, you know, yeah, no, don't, don't try me. I will not pick up there, there are very few people that I will pick up the phone for.
And generally speaking, I know if someone is calling me it's usually for a reason. And it's a good friend, and they need to get a hold of me. So there's, there's nothing else that I'm that I'm taking that call for. And I love how you're talking about really setting that early stage boundary at the beginning, honoring yourself being in that energy for yourself. One of the things that, you know, so many coaches kind of struggle with is this, you know, feeling of wanting to be in their feminine energy, right, like so setting these feel good moments for themselves, almost like a manifestation, right? I want to manifest clients. And then and I would love to know, your take on this. The manifestation and there's, you know, which people mostly think is feminine, which I think is just, you know, I don't know if it's feminine or masculine, it just is. And then there is the action taking, which is the masculine, so to speak, how do people operate in both in a feel good way that would be maybe neither feminine or masculine, in terms of action, taking in terms of selling, and, you know, really manifesting a client, so maybe they're thinking about, I would like to have this amount of clients, I would like to sell this program. Well, what we really want, ideally, is a blend of the feminine and masculine. And so often, we lean too far into the masculine. And we always want a balance of both. So what does masculine have that we want? Right? Bold, speaks the truth, says, you know what's on their mind. And then when you can step into that on a sales call, and you can say, instead of, you know, instead of saying, hey, nothing's gonna change a week later, like, how about we make a decision today or what's going to be different A week later, right? So you you pull out that bold and but boldness, and that thing you want to say and you speak your truth, which feels good, but you also use your coaching skills and you soften it in a way that the client is able to land with and that feels good to you. And that takes a little bit of practice.
So this is just on a sales call to begin with, like, I'm imagining someone is sitting back there coach, they have a program that they want to offer. And they're, you know, sitting around thinking about, I want to manifest three people into this program.
And then they sit there and they're manifesting, right? Where does the manifestation process come in? And where does the intentionality around action come in? Yeah, yeah. Well, manifesting is wonderful. I manifested my house, I have to tell you that story later. Yeah. And it's my dream house. And it's wonderful. And for me manifestation is, you have a vision of what it is you want to bring in.
And then you take bold and aligned action that feels good to you. So a feminine approach to action taking would be what are, you know, three ways in which I could bring clients into these programs? Sit here for a minute feel into which one of those ways feels aligned? And then take a step forward to do that. A lot of times we look to fill our program or we're ready to sell before we figured out which way to attract people feels good to us. We simply reach out and copy. Yeah, we were telling him off the bat. Yeah. So you you skipped a step, right. You said, How do I fill my program? What feels good to you to attract people to you is the step prior. And so exploring that, without even the intention of enrolling people is a really good first step. And it took me a long time I got to it. It's my book. Right? It doesn't feel good to me to chase to prove to teach. And so I say, Hey, here's a book. It's cheap. Read it. Read the first chapter, even if this aligns with you, if this feminine approach to sales feels good to you. Awesome. And now, I go crazy, sharing this book with everyone. It took me a long time to figure out that that was going to be the way that felt good to me. Right, I first did webinars, and then I did train means and then I did you know individual called like, on and on and on. So what we feel is good too. And really thinking outside the box, we only need and I I'll tie I talked about this in joyful selling when you sell a client coaching partnership, instead of single sessions or packages. Typical coaches want to make between 50 and $100,000 a year, the average coach, but instead they're seeing and following practices on how to make a million dollars. Right. So instead, when you just sell to a few people a month, you don't need to post like the Kardashians or advertise like Coca Cola. Yeah. Instead, you can go into a moms group, you can host an event around mindfulness, and tell people to reach out if they want to learn more about how to work with you, stat, if you're a personal trainer, right, you can host an event in the neighborhood, show people some things, ask them to reach out to you. So you try these events, or you try podcasts. Maybe you love going on podcasts. So instead of posting like a maniac, like your marketing person tells you to do. Instead, you find an online podcast once a week, and reach out to them to get onto it. So that's really a feminine approach right to marketing is what feels good. I'm gonna make it feel effortless. Can I give you another example? Yeah, absolutely. I love networking. I love meeting new people.
These one on one calls with people was just too much I couldn't fit it in between sales calls and all the things.
I had the idea from someone else to do a monthly meet and greet. Turns out, this is my jam. I prepare nothing. I have no expectations. My only insistence is for people who come under this meet and greet once a month is that they pick one person and that they commit to supporting them.
Everybody loves it. They come back week after week it grows and it grows. I have friends that are helping with podcast. I just it's the most joyful event. And so through trial and error through thinking how these one on one calls don't look good. What's another way? Oh, I could turn what that person's doing into something a little different and make my spin on it. And that's the exploration that needs to take place. Before we really work on developing a marketing plan. What feels good to you and that exploration. Give yourself six months you don't know what feels good to you until you do it. Don't jump into that $10,000 program on how to host webinars you don't even know if you'd like webinars are running for Facebook ads, right? Or any of those things? Yes, figure out what feels good to you. You might love that. Right? You might love that. But figure out what feels good to you. And when it feels good, and it's in alignment, that's a feminine and masculine is coming together that action taking with that? Oh, hell yeah, I show up for a meet and greet hot damn, who's gonna be here? Right? And it just turns into something so wonderful. Okay, so I have a question like a follow up to that. So say you have a thought that comes to you. You're like, I want to take action on that. And then you don't do it.
So what happens after that, like you, maybe you've gotten the inspiration? And you're like, oh, I should do this? And is that something you can revisit? Do you think it's still something you should be? You know, taking a look at later on? How important is the action step like to do it immediately after you have the inspiration? So I love this question. And this is a really hard thing for coaches for smart people, you get distracted by all the shiny objects.
Every single week, every single day. We call it a red dot for the marketing program that I that I sell for what is your red dot? What is your focus, and do not deviate. And if you need to spend a week figuring out what that focus is, it is so important that you decide if those meet and greets are your jam, like you go all in on those, it doesn't mean those other ideas aren't important. And find a way I have a whiteboard here. And I list them all right, but my red.is circled. And until I've taken the day to focus on that I can't go to anything else. So it's so important to work smart to work smarter, not harder, right? What does that mean? That means really thinking what of these activities is going to bring you the greatest results? And it's often not focusing on social media, right? It's often calling five mom groups and saying, Can I come and speak coming in to eight rotary groups, right? And saying, Can I do a mindfulness exercise for you, whatever it is. So really think about of the five things you want to do, which one is going to yield results the fastest. Put that as your red dot, that's your focus. And until right, you wear it out or you decide to move on, then your next red.is your focus. So that is how I operate. And action. I love there's if it's a really good idea, I was telling my husband that's this is almost one of my superpowers. There's almost no, in between between idea and action. For me, when it's a good idea, it is happening. Right? Like at like immediately that meet and greet. I was like,done. It was such a no brainer. I immediately took action made the page, had people say no, you know, it's so funny. You mentioned the meet and greet. Because I think you and I had a conversation about this. And it was a while ago. So I mean, this could be from your very podcast, and from the person that you know, had the conversation with you. But I was listening to an episode in your podcast, and this woman was on there talking about how she does these kind of meet and greets? Yes. And I was like, this is exactly what I need to do.
Guess what I didn't do?
The meeting room. I didn't take action.
So here's what happened. I was working with a coach at the time. And I was talking about what I wanted to do. And I said, Oh, I want to do this. And it was met with hmm.
And then I didn't take action.
Because someone immediately was like, Oh, I don't know that, you know if that's going to work. And my intuition when I was walking and listening to your podcast and thinking, Oh, I have all these people and it's not working, this would be a great opportunity for me, blah, blah, blah. And then I mentioned to my coach and my coach, you know, said this, and I was like, Oh,this is not the thing. Well turns out a friend of mine, she has started she totally pivoted her business. And she's doing this networking. And she's inviting these people and they pay and they come to these, you know, opportunities or whatever. And I was like, well, Damn, that was my idea.
And, you know, and it was almost like this is actually just came up like within the past week. And I thought about it again and I thought, well, maybe this is for a reason. Maybe this meet and greet thing is come back up. And what she's doing is a little bit different. And then here you go and talk about it and I'm like, okay, maybe the universe is bringing it back and be like, okay, so you didn't listen the first time.
Maybe listen the second time.
Whenever somebody thinks something comes up three times, yeah, I have to take action on it. Somebody told me in the same week, three people, including my brother, who's an entrepreneur are very successful. To write a book, I had to do it.
But what you're saying and you're describing from your coach is so common. And any marketing technique works, what works for you. That is your goal. That is your area of exploration. And once you find that you'll be unstoppable. Almost like my kids, I feel like my job as my parent as a parent is to figure out what their little superpower is right? What their little interest is. And when you find that, right, my kids in like sports until we figured out he was into soccer. Right, the other one, we couldn't figure out a sport. He's not very coordinated. And we figured out he was in declining. Yeah. Right. And now he comes in bragging about a six pack, right? Like, he's like, my hours. Yeah, I feel my muscles. And so it's the same with coaching, right? You don't know what you don't know, there is something for everyone. And a nice way to figure this out, Andrea, when I work with clients is my one of my mentors, Laura, I bought in my coaching, she would always ask this question, what's the most ordinary thing about you?
And I actually lead the meet and greets this way. And from that, you can often tell where their clients will come from. Someone said they knit and they love to knit. That's a very ordinary thing about them.
And I know if I speak to her further, there's knitting groups. Knitting is a really big online thing. All right, like, Hmm, could you have a knitting circle where you talk about manifestation or coaching or breathing techniques? Right? So how do we infuse into what we're doing every single day, and make it not feel like work that meet and greet, I don't prepare at all. I look like crap. I just, you know, I took a bio break at the beginning of it last time, right? I'm not I'm not on hate being on or presenting. I also love when other people feel served, I don't want to ask people for for something until I've given. And so in that meeting, great. It allows me to naturally work within my human design, right and serve people, before I receive, I always make sure everyone served. That's beautiful. And just a great reminder, that before we try and sell something to someone, that really understanding the service part of it, and how they are kind of getting to know us and being in our world. And similarly, and I always find that the people who I end up having the best results with as a client coach relationship are people who if they found me through something, and they have established trust with me, versus somebody who just kind of came. And, you know, Oh, I saw this. And I came and I'm like, and then we just never really established that, that connection with each other. But I never thought of it that way. As you know, there's something in the middle part of it. So that that's amazing. Now, go ahead.
Think about how you feel after serving that fully aligned client. You are flying high. You're telling everyone about it. You're posting testimonials. I can't tell you I have Voxer. And as a bonus for my programs. If you enroll and during a certain period, I'll give you Voxer support even for the self study, the people who found me like you're describing right and why you tracked it just the right way. I will Vox them all day long, right? Oh my gosh, I can't wait to do it. And it just feels so good. I want to tell everyone about it. So enrolling, convincing using that masculine energy to get people in your clients. There's a snowball, and now you feel crappy at the end, they don't get the results. You question? Am I a good coach, and you got a business. So it's like, you're so screwed if you don't sell in integrity and alignment in a way that feels good to you. And it takes just a little bit of learning. Yeah. Now I would love to talk a little bit about money. If that's okay.
I love money. Money loves me too.
What would you suggest to to your clients and to anybody who is really selling a program that maybe is is struggling with The idea of making an impact, sorry, the idea of making an impact and an income and calling in abundance into their lives. I've had the pleasure of leading some really amazing sales teams. And we need to all myself included myself, especially do the inner work of sales, and really get right with money. And we don't need to spend weeks or anything, but we really need to understand our own money story, so that we can set it aside. Now, when we come to coaching, we work to not bring our own biases to the conversation. And when you come to a sales call, we work to not bring our own biases to the conversation. So how I spend money,I put every single thing for the entire month, all the bills on one credit card. At the end of the month, I paid off. I came from a family. This is just my money story. And as you're listening to mine, think about what's yours. To the listeners, right? I came from a family who they were I call them the richest poor people I ever met.
They could afford anything, nothing stopped them come hell or high water. Nothing was off limits. They did not they could not afford anything. Right. But in their mind, yeah, right. They could afford anything. And I came up with that mindset. Now my spouse had a different mindset, not worse, just different. And that was we save up to pay for things we desire. We have a nest egg, and we keep money in the bank. Right? We live well underneath our means. Neither are bad, they're just different. And those are our money stories. And understanding your money story is really important. So that you can set it aside on a sales conversation, and let that person have their own experience. I also really like to help coaches start to think about how they talk to money. Because so often we blame money for our problems for our lack of happiness, or inability to XYZ. But instead, money is keeping the lights on the computer on in front of us the gas in our car. And so when we can shift and I have a chapter in my book with these exact exercises that you can go through, and it won't take long, when you can just one fun exercise you could do is when you shift how you talk to money. And you notice every time you play money throughout the day, you just put a check in the note section of your phone. And you'll notice that you've checked 10 or 15 times somebody asked you to a movie and you said, Oh, I can't afford that. You thought about going to Starbucks and you said I need to need to save a buck or two. Right? Your spouse asked you to go on a trip and you said Do we have the money for that? But the truth is, you didn't really want Starbucks that bad. The truth is, you didn't really want to go to the movie, right? You figure out and you do what you can afford. So instead, if you just have this little talk with yourself and say, I choose not to have Starbucks today, I choose not to go to the movie today. I actually don't want to go to Cancun, I'd rather drive to Vegas, and start to just think differently. And that's actually speaking the truth. Yeah. Right. So it's like, do remember the movie liar? Liar? Yeah. I remember Jim Carrey, he would, yes. Like we're aging ourselves here. But he would go through life and just suddenly speak the truth. And that's what happens when you stop blaming money. And it feels amazing. And so when you can stop doing that for yourself in the day to day and you'll be fat, you'll be surprised at how quickly you'll notice yourself doing this. And how fast you'll turn it around. That when your client says, I don't know if I can afford this. You'll instead of going oh, I know you have all those bills to pay, edited it up. You go. Tell me more what feels good about this program? And what feels a little bit tricky.
And you'll come to the conclusion, right? That has nothing to do with money. We're not sure if they have the time. Awesome. Let's talk about the time and what time commitment this takes and darted into that right now you're having a real conversation. And it's actually very rarely about the money.
Okay, that was a long winded, long winded but it does make sense, right? Because I think that if, if we don't have a handle on our own money stories, and it's really hard for us to take a separation between what that person is, you know, going through and what we're feeling and oftentimes to a coach, if a person is not wanting to sign or take advantage of the opportunity, then they immediately take it personally and they I'm gonna be broke for the rest of my life, and then they jump back into their own money story. Whereas a lot of this has nothing to do with them. It really is about the other person and just holding space for that person to be able to process through. How much of that? Do you suggest they process through on a sales call versus not doing that creating a boundary there?
So help me understand the question, how much do they processes? Yeah, so any story or the clients money story, say they say there, there is a person on there and they have their own money story. And they're, you know, they're coming up with some objections. How much do you suggest people actually walk them through that process on a sales call versus actually doing quite a bit? Okay. Yes, no, I think quite a bit. And the thing is, is when you don't believe their money story, you serve them, because they've been lying to themselves. Right? So if you say if they say I can't afford it, and you believe what they're saying, right? They're blaming money. They're actually saying, I'm not that interested. I have questions. It's like a child. My child often says to me, Mom, I hate you. I hate you. Does he hate me? No, he's saying, right. If I could put a translator on him, I love you so much, I need a hug. I feel insecure. So if I respond to the child going, don't say you hate me go on timeout. I hate you, too. It's ridiculous. But instead, I know my translator. And I say, Oh, baby, come here. You need a hug. I love you so much. That's my response to I hate you. And so when somebody says, I can't afford it, you are the translator, this becomes your superpower. And I teach you this all and joyful. Sally, you can do this. You'll have a superpower, where? Oh, what they're actually saying, I'm unsure about this. I'm not sure if this would work for me. I have questions. So instead of responding to their diversion, yeah, you cut through and you ask the real question. And yes, our Money Story, we get into a little we don't want to coach a client on a call. And that's really, really important is you don't want to coach a client around the problem they're having, you want to coach them around the choice to get support around that problem. And that's actually the fastest way to lose a sale is to start giving somebody advice, tips, let's go deeper on that. So I don't want you to do that with a Money Story. But we are going to be able to have really open conversation conversations about money investment, spouse, those kinds of things, because we're gonna have done the work ourselves and feel really good. Okay. Yeah. So your question, I guess was, how much do you coach them around money?
The answer is, I mean, you're coaching them around the decision to make a choice, not on their money mindset or anything specifically. Yeah, absolutely. By and by you having the skills and having done the inner work, you're able to cut through their BS, and that in itself is going to be refreshing to them. You're not feeding the beast. Yes. Yes. And then if they get to make the decision, if that's a step that they want to take. Yeah, it's clear, yes. What the choice is, yes. And they're not blaming anyone else. And so when you take away money, and you could literally say, Let's take money out of a conversation for a moment, is this a yes for you?
Great.
You know, and they'll say, Well, I'm not sure about time, or will this get me the results, or I've done X y&z before. Awesome. Now you can have a true authentic conversation, versus this BS conversation about how they can't afford it. Right? And really then presenting the solution to them, of what you offer as a coach. Yes, absolutely. Which in, in most respects, anyways, is to be self LED. And for them to be able to, you know, learn how to trust themselves, to be able to do things and, you know, source source information for themselves and source the solution for themselves, and you're guiding them to that. So that's amazing. So when does the book come out? The book comes out March 7, and it will be available on Amazon. Yes, it's called joyful selling a better way to Yes, for heart centered coaches.
And my podcast is by the same name joyful selling so you can get some good stuff there. But the book, Andrea, I can't tell you enough. What great feedback I've gotten so far. And people are like, how were you surprised? Like, I don't know. I you just didn't anticipate.
To give you an example a GAO got on a call with me a complete stranger.
Tears, held up two pages of notes. And was like, I'm the girl in the story. And I thought there was a camera on me. I was like, Is this true? Is this like what is happening? And she said, Did you write this book for me? She's a coach did you write this was it's as if you wrote it for me. And I was like, Honey, I wrote it for you. You're the one I wrote it for. Because bro, we don't need to sell like a man. We don't need to make seven calls to get a yes. We don't need to feel slimy, or achy or lie in bed like I used to trying to turn a maybe into a yes, there's a better way to guess that feels amazing. And brings us incredible income and incredible results for our clients. So yes, march 7, it is out on Amazon, you can get it at Michelle rockwood.com as well. Very exciting. Well, thank you for being on the courage cast. Today, I will put all of your links in the show notes so that people can connect with you. And I know that you're on LinkedIn. So that's where you can find Michelle is over on LinkedIn. That's where she kind of hangs out. But also I will put all of her links in the show notes and as well as a an Amazon link, so that you can grab her book as well. So thank you, Michelle, for being here. Thank you so much. Hope you have a great day.
I want to thank Courtney for being on the courage cast today for sharing her own personal transformation moments. If you want to learn how you can tell your story in a way that feels really authentic and aligned to your vision and your mission. Reach out to Courtney and friend. Thank you for being here today. Until next time, remember, you have everything you need to live bravely. If you liked this episode of The Courage cast, we'd love to hear from you. Leave us a rating and review and while you're there, hit subscribe so you never miss an episode. original musical production by Steven Crelley.
