On this LIVE episode of the Heal and Transform podcast, I speak with Chandell Labbozzetta. Chandell is a published author, certified NLP Master Trainer and sales guru. As the founder of Life Puzzle she works regularly with Business Owners and Sales Professionals to help them improve Psychology and Strategy to generate more win-win-win results. On the show we’ll talk about how to fire your Itty Bitty Shitty Committee and adopt the right mindsets so you convert and serve more clients, without ending up in the role of ‘salesperson’ or ‘servant’.
Read more about Chandell:
- https://lifepuzzle.com.au/bookbonus (includes the Monday Motivation and Friday Challenge)
Music by David Cutter Music
Andrew Ramsden 0:26
Can I everyone, welcome to the show. Thank you for joining me so excited to have shondo levels that are joining us this evening. Because chandelle is a sales superstar, and she started at the tender age of only 14. At that time, she was a sales leader with neutral metrics. And over the last 20 years, she’s built her career working in large organizations like KPMG and rejas. But also building up businesses in the franchising sector and in events management. She’s also built her own successful business life puzzle. Now through life puzzle chandelle. Helps business owners find a eating beating shitty committee. We’re gonna find out what that’s all about on this evening show. To become the confident sales people that they should be, so that they can serve more and have a greater positive impact in the world. I know you’re going to enjoy it.
Chandell Labbozzetta 1:15
Thank you for having me. It’s wonderful to be here. And yes, we will be talking about that LGBT shity community and how we can fire them. So I’m really glad to be here. Thanks for having me, Andrew
Andrew Ramsden 1:27
Nash and though you’ve helped countless business owners to become confident with sales, improve their sales technique, myself included, I enrolled in your selling from stage programming a few years ago now. And I remember having a really profound impact for me. And it really opened my mind and opened my eyes to the possibilities that practitioners could provide. So it was really my first exposure to NLP techniques. And I’ve had a lot more exposure since then, but at the time, it was quite shocking to me, which we may or may not get into depending Where the conversation goes? What is it that you love the most about what you do?
Chandell Labbozzetta 2:05
Look, Andrea, as you know, and for our listeners, my purpose is about inspiring confidence in others so that they can make empowered decisions. And so for me, I see a lot of people that are really stuck in this idea that, you know, they’re looking at other people and they’re going, I want to be like that, or I should be doing this. And so what often happens is that concept of of judging up by could never be that How could I ever get there and that leads to a feeling of basically feeling like we can’t do it. And that, to me is unbelievably disheartening when I realized that there are so many people in the world and everybody has their own talents and their own things that they can bring. It’s a matter of unleashing that and, and firing that at btcd committee which is the group of people that sit on the shoulder and tell us why we can’t have what we want. And so for me, my work is really about bringing the essence of brilliant out of people and building their confidence around that, and then being able to communicate it in a way that they can lead passion profit businesses, really. So you know, so many people in this field, get into it because they’ve got a passion or they’ve got a desire to help or to add value. And often they get caught up in Well, how do I actually translate that into something that then also fuels my lifestyle as well as you know, delivering on those heart centered values about giving back to the things and the causes that we’re passionate about. So that’s what really drives me and gets me up out of bed in the morning that and the concept of intergenerational mental health, which is if we are happier individuals, then that has a flow on effect in terms of how we interact with others. And the domino effect of other people experiencing that joy ultimately leads to people interacting in a really positive way and creating a better planet basically.
Andrew Ramsden 3:56
Yeah, I love that. Yeah, absolutely. As you know, I’m very happy passionate about this idea that coaches, therapists and healers we can heal and transform the world. And I love that you start with the business and helping them transition from being very heart centered, being people who love to help people, and help them transition then into also being able to sell confidently and make a good living that they deserve, so that they can then reach more people. And as a result, makes that big a positive impact on their lives and their families and all the people that they help and trade as well. It’s beautiful.
Chandell Labbozzetta 4:31
Yeah, absolutely. And, you know, I know for a lot of people and over the years, as you know, I’m a master trainer of NLP. I was the first to be certified by the school that trained me in in 2017. So first in Australia. And you know, through that process of that journey, I coached a lot of other practitioners and trainers that were coming through, in some cases, mentor them. And one of the things that I see time and time again, in any modality is that generally people are in that field because They’ve had some kind of experience. And so, you know, they feel called to actually help and serve in the way that they actually had their own lives transformed, if you like. And one of the challenges with that is that sometimes they get the itty bitty shity committee about, well, you know, how do I monetize this without feeling icky and sleazy? I mean, really, this is about giving back. It’s about serving people. And unfortunately, that usually translates into them becoming servants rather than actually serving. And, you know, the way that I like to describe that is if you imagine somebody on their knees with their hands out, placating, you know, people in the way of becoming servants, they actually end up putting themselves less than their prospective clients or their clients, rather than seeing themselves as an equal, who is on the journey as a tour guide to help that person facilitate change. So it’s about shifting that mindset that it can be a passion, profit business. Meaning that it’s okay to be compensated for something that you are delivering of huge value.
Andrew Ramsden 6:06
That’s okay to realize your worth, right? I guess if you’re in that state of pleading, yes, you’re not going to get respect, and therefore you’re not going to get sales people aren’t gonna want to work with you.
Chandell Labbozzetta 6:15
Yeah, absolutely. And, you know, the whole process of you know, for a lot of people, the word sales has this negative connotation about it. And so, I am a big believer that sales is simply the art of influence. And so if you think about the way that and particularly talking to our heart centered practitioners, whatever modality you might be in, you know, that, that that change of, you know, you had a problem, you started with some kind of block or some kind of issue. And then, you know, someone showed you the way and then you moved into, you know, a place where you had some new tools and you were able to make that transition on that journey. yet. You know, for a lot of people, they don’t see the influencing of that story. And so sales is the art of influence. It’s simply the price. of being able to influence somebody in being able to see it from a new point of view. And so we want to, you know, take away all of those horrible connotations that, you know, have evolved out of the sales word and the bad experiences that people have had around sales practice.
Andrew Ramsden 7:17
So this is essentially part of what BDB shitty committee is, right? That’s quite a mouthful. It’s it’s all of those limiting beliefs that you might have about sales and what that means and feeling yucky about that. But it’s also the self critical voice, isn’t it that says, you’re not good enough, or you can’t really do this or Who are you to tell other people how to live their lives or what to do? What to think, etc. Is that is that fair? What is this itty bitty shitty committee to you?
Chandell Labbozzetta 7:42
Yeah, so So the way I see that it is really shitty committee show up in my clients and certainly how it showed up for me many years ago, you know, before I found a lot of these tools was, you know, this inner voice where some people describe it as the imposter syndrome. So on the outside, they’re, you know, they’re gliding along and they look like that. Got it all together, but the internal dialogue is Oh my God, I’m going to find a little all my god, I’m never going to get this right or what if I get found out? For some people, it’s, well, how could I possibly charge what you know such and such as charging? Because I haven’t got enough experience? Or you know, I’m just starting out as a practitioner, how could I possibly engage somebody for a fee when I haven’t had any practice? You know, all of those sorts of things are versions of the EDB shitty committee or maybe, you know, it’s got to do with the history, maybe you put yourself outside the comfort zone one time and someone shot you down. So you have a, you know, a past limiting belief that you know, when you put yourself out there, you get shut down and so you know, where we are in Australia and I know that there’s probably listeners for from outside of Australia here that you know where we are in Australia, we call it the top of the tall poppy syndrome. In the US I’ve commonly heard it referred to as the crab in the bucket syndrome. And as really like you know, we have some beliefs that come out of our LGBT shitty community, which don’t Really makes sense. Like, for example, some people are afraid of failing, which kind of make sense to a lot of people. But there are some people that are afraid of succeeding as well, because with success comes sometimes judgment and attention that we don’t want. So, you know, the first step of kind of dealing with our EDB shitty committee is to get conscious of, you know, what are the beliefs that you hold? And are they actually serving you in terms of the goals and the things that you want to create? So that that’s really the first thing getting conscious and realizing that, you know, often they’re not real. They’re linked to some kind of experience that’s been negative, or something that has held us back that we’ve manifested as being a true belief for us, which may not actually be true.
Andrew Ramsden 9:46
Yeah, fantastic. So I can only assume that coaches, therapists and healers who are the primary audience for this show, in particular, understand that whole background of where these sorts of limiting beliefs stop I mean, obviously there’s Gestalt theory. And NLP talks about this a lot. This was all new to me when I was doing this work with you. Yeah. And in fact, I just wasn’t aware of what of the the little voices in my head that was so self critical and those self limiting beliefs, I had to discover that through our process of view coaching me. And it’s, it’s, it really is this amazing depth. I mean, one of the ones that I had, which I think is just wild, is a fear of success, as you say, but the fear of success was this one, if I build this amazing, successful business, and then I feel trapped by it, it’s more than I can handle. I’m now out of control because I’m a slave to this monster that I’ve created.
Chandell Labbozzetta 10:40
Which I’m I’m an attic is completely ridiculous, because if I create it, and I don’t love it, then I’ll just change it right? I created it, I can, I can create something else. So but what’s interesting to me is, even when you’re consciously aware, and you can make that switch and say this is ridiculous. I’m going to believe something else. It’s not as easy as trying to shift it down here, it can sometimes still get stuck down there and you still feel it. There’s that disconnect between head and, and the rest of the body and God etc head, heart and gut. Yeah, absolutely. And I think that, you know, there’s a difference between the conscious mind and the unconscious mind. And you know, for many of our practitioners that do work in that space, you’re familiar with the principles of both, but we might have some listeners who haven’t, you know, dive deep. So, you know, the surface information around that in the way that I like to describe it to people who are not familiar is that your conscious mind is really logical, rational, reasonable, it enjoys facts, it usually follows process and it needs time in order to you know, to actualize things and we often call it the goal Sasha, and we leave 10% of our lives there. Then we have the unconscious mind, which is sometimes irrational, it’s emotional, it’s the domain of all of our memories, alab behaviors, a program from here, and generally, you know, he doesn’t understand how to And this is this is a really cool thing you know you how you sometimes Daydream, and the time passes and you look up at the clock and you go, oh, wow, you know, I thought that was like half an hour and it was only three minutes or, you know, on the on the flip side of that it you thought it might have on the bank three minutes, but suddenly an hour has passed. And so when we’re engaged in that unconscious mind at the depths of you know, the unconscious programming, we’re often you know, we don’t need time as such, it doesn’t understand time, things at the unconscious level can be instant. And so, you know, a lot of people leave or actually we live 90% of our lives unconsciously because of all about behaviors. And so, I often say to people that the conscious mind is where willpower changes happen. So if you’ve got strong will, and you’re determined and focused and devoted to your activities, long enough to follow a habit form a habit then you’ve used your willpower to make change, and that change over rhythmic patterns has embedded itself at the unconscious level. For some people, they have a moment triggers. So they might start really well. And then all of a sudden something triggers them. And they go back to unconscious processing. And so when we’ve got the at btcd committee when we’ve got these unwarranted beliefs, these things that don’t serve us, and we make changes at the unconscious level, we can actually rewire and reprogram what’s happening about the belief and that change can can take place not just in the mind, but also viscerally in the body as well, like the client can feel the change and have a transformation in every single cell of the body.
Andrew Ramsden 13:33
Love that? Yeah, it’s powerful stuff, isn’t it? Is this something we can do by ourselves? Or is it something you really need to work with a coach to help them or they help us facilitate it?
Chandell Labbozzetta 13:42
Look, I think there’s elements of therapy that people can self trace, you know, there are certainly, you know, some techniques in NLP, even some in timeline therapy that the practitioners have claimed that they’ve been successful in being able to do some techniques themselves and then there are some people that you know, prefer to be able to just sort render to the unconscious mind and really allow themselves to be embodied in that process, while they’re while they’re their tour guide, or their coach practitioner actually takes them on that guided journey. I think, for me personally over the years, there’s been, you know, a little bit of both. There have been some times when I’m aware that my conscious mind is extremely active. And so I have appreciated the ability to just surrender as the client, and actually, you know, go through that process with the guide. And I think, you know, that’s a really important point, in terms of, you know, when is a client to client and this is one of the common pitfalls that a lot of mistakes are made by practitioners there as well.
Andrew Ramsden 14:43
So. So this is essentially how we fire the EDB shitty committee, right? We go through this process of discovering and becoming aware of what those limiting beliefs are, and where they sit in the body and the unconscious and then going through those guided practice. When a coach
Chandell Labbozzetta 15:01
Yeah, absolutely. And look, you know, I’m a big advocate of having a coach, I actually have three coaches in different areas. And so one of the things that’s really important to me is integrity. And so I think that if I’m asking people to invest money in me as a coach, then you know, I should eat my own cooking, so to speak, or, you know, practice what I preach or walk my walk, however you want to say it, it all means the same thing. And so for me, I see a lot of value in investing in somebody to help me with these practices, in the same way that I help other people as well. Because you say, you know, and this is a common, a common phrase that someone in our community uses all the time if you’re a golfer, you know, you can’t see your own swing while you’re actually swinging the golf club, you need for somebody to actually, you know, look at your form. And you know, there are some practices in firing that any btcd committee where you stop believing your own bass, so, sometimes you need an unreasonable friend on the outside telling you what you need to do. And and helping you to facilitate that change.
Andrew Ramsden 16:03
Yeah, lovely. Yeah, totally agree. Yeah. And there’s a lot of this process that when I try to do it myself, I get very much stuck in my head as I tend to do. So I really appreciate having a coach to hold my hand. I also find it a lot easier to apply a lot of the thinking and the strategy and have that visibility when I’m working with clients. Then when I’m working on my own stuff. Yes, your mind stuff as you say, you can’t see the swing. You’re too You’re too deep in it. Yeah, you need that helicopter do. Yeah. That’s to help out. Yeah, it’s very cool. So we also, we’re going to talk about some of the big mistakes that practitioners make when it comes to sales. And I know I mean, there’s the sort of countless places we can start with this. What would you say is the biggest practice in his life?
Chandell Labbozzetta 16:51
Well, look, I think we sort of covered off on one of them already, which is the idea of, you know, shifting from serving to servant that’s one of the biggest challenges It that I see that needs to be overcome for heart centered practitioners because they start with this idea in their mind that they actually really want to facilitate change. They want to make a difference. And you know that intention is coming from the heart A lot of the time. And so, you know, the goal is to make that change, as opposed to look at any of the entrepreneurial stuff. What do you mean ask for money? What do you mean run a business? What do you mean, you know, putting that in practice as far as clients is concerned, I just want to help people is often the thing that I hear people say,
Chandell Labbozzetta 17:30
and I absolutely
Chandell Labbozzetta 17:31
want you to help them. I want you to hear me when I say I absolutely want you to help them. And I want you to be compensated for what you’re worth. Now, the first thing that you need to change in your mindset is that you invested very good money to get trained in your modality. Not only have you invested very good money to get trained in your modality you’ve also invested very precious time. You know, you’ve invested precious time in your study in your ability to, you know, go to the classes that you’ve gone through to you know, basically certified to go through examinations or you know to be
Chandell Labbozzetta 18:05
what’s the word I’m looking for supervised in the process of your attainment of your certification. The problem with that is that that’s not the whole piece of the pie. You know, once you’ve got your certification, one of the biggest practitioner, one of the biggest mistakes that I see practitioners make is they think that their certificates like the ones that are in the background here are the you know, the vehicle to them now having clients and so I say people walk out of a training with a certificate in hand and you know, they’re totally proud of it, which you should be and then they saw their fino, Hira room somewhere and they expect the clients just to show up, that’s one of the biggest mistakes that they make. And then because they haven’t got a steady flow of clients coming in just because they’ve got their certification, and the fact that they’ve got a place to see their clients, they stopped to think well, maybe it’s because other people don’t understand the value of what I do. And that’s true. The prospects of the people that You want to help, they don’t understand what you do. And this is the second biggest mistake that I see heart centered practitioners make and healers. I see them make the mistake of demonstrating instead of communicating. And so that looks a little bit like the as someone who is trained in hypnotherapy, and someone says, Oh, I hear a hypnotherapist, you know, can that help with helping me lose weight? And then what happens is the person says, Yes, absolutely. Why don’t you come into my clinic, and I’ll do a free session for you and you can see how it works. The problem with that is that you’ve just demonstrated to the person that you’re talking to that you don’t value what you’re doing, and you’re somewhat, not trusting in the fact that you can get that person or result when people don’t invest in what they’re doing, then they generally don’t value it as much. So, for example, the metaphor that I like to share all the analogy I like to share is if somebody gifts you, somebody Then you don’t hold it as precious, like let’s say they give you something really expensive. The mindset on how precious it is changes, then if you had to save up to buy that thing yourself. And I think that a lot of the time when people are so eager to have clients, they don’t think about the psychological implication that they are giving to their prospective client when they invite them in for free therapy or free sessions. So the way that we cut through this is we learn about pacing people to the outcome, we learn about the way that we talk about what we do from a problem solution, outcome perspective. And we got them to come and make an investment in getting that result. And that has multiple effects on multiple levels where we no longer have price conversations driven by price. We’re having conversations driven by value and impact that it’s going to make for person and and the simple example that I’ll share is that probably many of the listeners aren’t familiar with how I got my transition into this field. It’s been 16 years that we’ve been in this business. And 16 years ago, I was in corporate and I had a really intensive health challenge myself around my own LGBT shitty committee, I fell into a deep depression. And and I had, you know, some plans around not wanting to be here anymore. And so my transition into this field was based on the fact that my mom Teresa who passed away last year in April, she actually wanted to get into therapy and hypnotherapy and I was in a place in my life where she wanted to take me with her because she was worried about leaving me on my own at the time and so I sat in on a on a hypnotherapy class and a mentor of mine had told me about NLP and subsequently We went to go into a training and after investing nearly $25,000 in therapy that had not yielded me a result. And I want to be really clear inside that I believe there’s a lot of amazing practitioners out there that do wonderful things. I just hadn’t found that person. After nearly $25,000, over 11 months of therapy, I’ve not got a result. And yet in the process of getting my practitioner certification, I was able to fire the LGBT shity Committee on my self worth issues that were leading me to that really dark place. And I can confidently tell you that, you know, all these years later, I’ve not had any relapses to the depths of that despair. And so I really believe in what I do with clients, not just because of the transformations that I’ve seen in clients, but because of my own experience in my own journey with it. And so, you know, that’s my next tip for the practitioners out there. The therapists, the the healers, you know, your journey is an important one to share in terms of your own transport. nation. So rather than trying to demonstrate to people without them having an understanding, share the information around transformation of yourself and also your clients success stories.
Andrew Ramsden 23:12
That’s really cool. Because everyone’s got this story, everyone, all the practitioners I talked to got a maybe not a similar story, but a little bit different. How they came emselves Yeah, everyone’s got their origin story. It’s like a superhero movie.
Chandell Labbozzetta 23:28
Yes. Yeah, absolutely. And it’s, like a piece of pila you know, so, that’s a pillar in terms of expressing your passion in terms of helping people connect with what it might mean for them. You know, often I see people, I guess the next thing that I’ll share is that I see people you know, trying to put band aids on on ailments that people don’t know they have, you know, like the, I think a lot of heart centered practitioners healers, they enter into the delivery cycle before they actually have I have a client. And the analogy that I use for that often is that if I come up to you, Andrew and I hand you a band aid, you know, I’m being really generous, and I’m giving you something that I think you need that’s going to help you but you’re looking at it and you’re just going about your day. And you’re like, Okay, chandelle That’s nice, thanks for the band aid. But really, what we need to do is we need to highlight or if I was going to be clever about delivering that value to you and what I was really thinking about it would I would be able to point out to you and say, Hey, Andrew, you know, you’ve got a paper cut on your finger and you’ve got a lovely white t shirt on today. I want to make sure that your shirt stays wash and you don’t get any germs and you cut his a bandaid, you know, cover it up until you know you can put some disinfectant on it or whatever it is that you’re going to do to to seal it. And then we’re clear on why I’m offering you a solution whereas I see you know, practitioners and heel is running up to people and say, let me do some Kinesiology and muscle testing on you. I think you’ve got a blockage or Come here and let me do some hypnosis on you, because it’s going to help you with all those things that you need to get out of the way to be empowered. You know, let me help you find that innovative shitty committee that you didn’t even know you had yet. You know, we have to nurture people through that process. And they won’t see value in investing in themselves if they can’t contrast the problem from the solution.
Andrew Ramsden 25:22
Yeah, I’ve definitely felt that shift. As soon as I start delivering and offering value for free, there’s a shift. The prospect really doesn’t value what it is that I do at that point. Yeah, so it’s this isn’t this like an interesting energy around successful sales is attention or an energy in the air. You’re going to remember so many different mindsets, and I’ll rattle off a couple of them, which you may or may not agree with, but lots of different things that I’ve heard. And it’s like you say, it’s that idea that you don’t want to be a servant. And yet, you also don’t want to focus on sales necessarily. You want to make it more about a service mindset, but you don’t want to serve them too early, you don’t want to stop delivering before you sell and you don’t want to chase. You also want to be in the buyers frame. I don’t know if people have heard of this one. But it’s this idea that as the seller, you don’t want to be the seller necessarily. You want to be the buyer, you want to be the one making sure there’s a good fit and a good alignment there with your client. Because it goes two ways. So there’s there’s all these different things to be aware of. Sometimes it’s really challenging to try to hold all of that. What would be your advice for people that are getting comfortable and getting used to that energy? And those mindsets?
Chandell Labbozzetta 26:34
Yeah, and look, this is something that I know you help people with a lot, right. And you and I’ve had this conversation before, around having rhythms and systems around things and, you know, actually having that process that they follow. And so, you know, first thing I’d get them to do is talk to you. And also to you know, get clear on how your journey looks for someone and then if you have rhythm around it, then it becomes a process of just following the rhythm. So, what do I mean by that? For some people who are unfamiliar, you know, as people are interested in doing something, there’s a journey that they go on. So, you know, with the the four stages to learning, we talk about conscious in competence where people don’t know what they don’t know. So then they suddenly become aware, but they don’t really know how it works. And so, you know, that’s, that’s moving to sorry, the, the unconscious, unconscious incompetence to conscious and competence where they don’t know. They they know yet, but they don’t really know. And then you got your conscious competence where they start to actually really understand it, but they have to focus on it. And then of course, leading to a place where it just becomes second nature, which is unconsciously competent. And so, you know, from that nature that if you think about those stages to learning, the way that a prospect learns about you and how you can help follows a really similar process. And so, there’s different touch points along the way. We actually teach this in the 13 week profitable business accelerator that we do where we look at Well, you know, how do you attract people? And what are you saying to them to pique their interest and to, you know, to qualify them as being a potential client. And this is something that I learned really early on in my coaching career from my mentors, and they said that you don’t want clients, you want clients who get results. And as you know, because everyone always has free will, we can’t force our clients to make any change that they don’t want to make. And so they must be invested in the process, and they won’t be invested in the process if they don’t understand it. And so we need to nurture them through that understanding without actually having to do the modality or the techniques, or the coaching before they’ve actually invested in being part of the process. So you know, your journey, your client journey, the way that people get into that, that sales funnel, if you like, for lack of better terminology, is that we don’t want to give away the farm before you know we’ve actually got their agreement that they want. Play. And so their agreement that they want to play usually comes in the form of some kind of signature of consent, and ultimately, that they’re making an investment in themselves and by default in you to guide them through that process. So, you know, you actually want to have a set of touch points. And actually, Andrew, you might be able to, you know, check in with me on this. I think Google did a study where they actually realized that in order for people to make their buying decisions, because there’s so much choice, you actually have to build up seven hours of interaction with Was it 13 touch points over four different platforms, I think. And Paulson used to teach us something similar. Yeah, that was over 1111 patches and four platforms. Yeah. So my numbers may not be right. But it’s around that and I think then, you know, in the 13 week program that we deliver, we talk about safe guidance, coffee, the marriage principle and you know, that principle if you’ve not heard it before, says, you know, you wouldn’t go meet somebody in a bar the first time you met them and propose marriage, you know, it’s just you people would think you’re a bit crazy. So you know, there’s a process when you meet someone you want to be in a relationship with, and you want to get married and all of that, that, you know, you date for a while you make the parents, you know, there’s all these different touch points along the way. And then, you know, you come to an agreement yet, this is an investment I’m wanting to make. And so we map across that idea to, you know, your sales process for your modalities and your coaching and healing. Most people are hopefully going to be making an investment with you at least a couple of thousand dollars, over their journey with you. And in the process of doing that. You don’t walk up to somebody that you just met at a networking event or you know, at a mixer or a meetup or something and say, Hey, you know, come and spend $5,000 on me right now because I can help you to be empowered, you know, you want to have a clear understanding of what their problems are. You want to build up that made, you want to have them understand the value proposition of that and that requires touch points along the way. And so, you know, clearly we need to define them first. And then we need to follow that rhythm and do that consistently so we can see what works and what doesn’t.
Andrew Ramsden 31:09
Yeah, lovely. So there’s a real ecosystem there. And in 2020 we’re talking about online content marketing and social media being some of the most leverage wise, putting content out there articles, posts, videos, etc, where we can bring people on that journey that
Chandell Labbozzetta 31:25
Yeah, hundred percent and and that’s exactly the right terminology. And and why I said that they can really talk to you and get some help with that. Because, you know, you’ve got some great practices that I know you use with your clients around helping them to, you know, really utilize and build that ecosystem as well from a digital and, you know, technology perspective as well. So, you know, I always recommend to people when they’re starting out to, you know, use a combination of automated as well as touch points because then they can get to know what’s working and actually find the rhythm and certainly, you know, moving to Austin When there are some points of that, that can be automated. So you can focus on what you love to do, which is, you know, be the practitioner be the technician.
Andrew Ramsden 32:08
Yeah, beautiful. So a combination, as you say, of the automated stuff, which could be videos or content, and then it could be a gift or could be a master class, when actually getting that face to face connection with you a little bit more. Yeah, it could be a one on one strategy session, which often will double as your sales compensation rather, sales script. That’s how businesses set this up. Yeah, I don’t know if you tend to do it that way. But that way, you’re not actually giving away the farm during that strategy session. It’s more that pre framing of Yes. Do you want to make a commitment to yourself and to work together?
Chandell Labbozzetta 32:43
Yeah, absolutely. And usually it would have steps in that process around the ecosystem, you know, there might be an intro step where they can come in, you know, what comes to mind for me many years ago, we were teaching competent closing, which was a sales workshop around the psychology of selling and the 20% strategy. that goes with it. So 80% strategy 20 sorry, it percent psychology 20% strategy. And, you know, we were talking to a lady there, she was a kinesiologist. And, you know, completely focused on her mission to transform people with their health. And you know, what was really interesting is that she used to go straight into a session and deliver her services without any agreement from the client that they would pay. And obviously, as you for anyone who knows kinesiology, you really need buy in from the clients in order to participate. And, and she was really disheartened thinking that she wasn’t good enough because people were refusing to compensate her for sessions, even though she made no agreement with them that they were going to pay. She would demonstrate and then expect them to be so transformed that they would pay her and, you know, obviously, that led to a lot of challenges in her business and she was in quite Dire Straits when she came along to this to this workshop. And the simple process of offering like an information evening for people when they came along and you know, for 3030 minutes to an hour each month, she would have a little mini intro workshop where people could come in, she would do one demonstration for everybody. As in like she would have somebody as a demo subject to demonstrate the process. She’d educate people a little bit about how can a theology could help them with various different ailments. And then she would invite people to come in for an introductory session, which was for a small investment. And then if they were happy with that, then they would make an investment into her bigger package. And so that would be an example of what we were talking about before with your ecosystem, and also with the Seth Gordon principle of coffee and marriage, and it’s sort of nurturing people along the way. You don’t just go and vomit all your products and services onto them when you first meet them. It’s very overwhelming for someone who doesn’t know you’re coming and reception you get is terrible, which means your confidence goes right down. He’ll and the inability shitty committee pops up and says you suck which is not what we want for our awesome practitioners.
Andrew Ramsden 35:07
No, not at all. So I mean it is it is a big journey for people that haven’t done sales before moving from the Judiciary Committee wants to remember it’s quite overwhelming there’s lots of steps to it you got to make sure you got all the pieces in place and your scripts in place etc you be comfortable and confident doing that. How do you know you get it right now you you talked about some telltale signs already that I picked up on one of them was the conversations no longer driven by price. I thought, aha, that’s good. If I’m not having a conversation that’s driven by price and I’m on the right track. I know for me as I say there’s almost like a feeling of sensation and energy or attention when it’s you’re in that space and you know that they’re interested. Is there anything that you could say these are telltale signs to look out for the you’re on the right track? These are the breadcrumbs
Chandell Labbozzetta 35:55
and looking look, I think it’s almost one step before that. Andrew, you know Talk about a principle in my book competent closing, which we’ll talk about how the listeners can get access to that. And the principle is interested versus interesting. I think there’s a lot of people out there that are trying really hard to be interesting to people, rather than getting interested in what they need. And so you know, the scripts that we have and and what we nurture our clients to understand in terms of how do I present myself with congruence and integrity and, you know, do it in a way that represents everything I want to embody as a as a healer or practitioner. But also, you know, get through to people that comes after you get interested in the person. So you really want to be able to ask some good quality questions of people and get interested in, you know, what do they know about what it is that you’re doing? What do they need, where’s the challenges in, you know, the areas that, you know, they’re attempting to strive for and, you know, one of the key things that we Definitely don’t have enough time to talk about today is you know the importance of a niche. I think sometimes because these modalities, particularly NLP, kinesiology, things like matrix therapies, stuff like hypnosis. What are some of the other modalities, Reiki hohner, I’m also an initiator in hoonah. You know, a lot of these different practices, they often are so broad in terms of the problems that people can solve with them. And so, one of the challenges that the practitioners have when they first get out there is it’s kind of like I can help everybody with everything. And you know, you just come and see me and I’ll fix you right up which For starters, I don’t necessarily agree with the idea that people are broken. I think no one needs fixing. Everyone can always use with a few tweaks or a little bit of you know, add ons and you know, improvements and efficiencies and things like that, but I don’t think anybody’s broken. They just have inefficient strategies. The next thing is, is that, you know, no one really understands that they need you and why they need you. So I think the key thing, the telltale signs that you need to look out for is if someone’s eyes are glazing over while you talk about the million different modalities that you said fighting and you know, the different techniques, you know, we used to have a joke amongst the NLP trainers that, you know, they would go and sell the jargon of NLP. And for anyone who knows NLP, it’s extremely jargony stick. And I remember when I first got out as a brand new practitioner, brand new trainer, go to networking events, and I’d say to people are, you know, so what do you do? And then they’d ask me, and I’d say, I’m a trainer of NLP. And they say, Oh, that’s interesting. And I said, Oh, you’ve heard of NLP Have you? Because at the time, it wasn’t as widely known as it is now. And they go, No, and then the huge halt in the conversation would happen. And I’d realized that I’d embarrass the person, but people don’t generally like to say that they don’t know what you’re talking about. So you’re better off simplifying it. And if a seven year old can understand what you’re talking about, then too complicated.
Andrew Ramsden 39:04
No, that’s great advice. I, I don’t think the power of nation can be under estimated.
Chandell Labbozzetta 39:10
Yeah. another webinar in itself
Andrew Ramsden 39:13
to come back around to. Yeah, for sure. I think it’s it’s also one of those lessons that business owners just resist over and over and over again.
Chandell Labbozzetta 39:22
Missing Out, you know what if I get a client that’s not in my nature, I might want to help them.
Andrew Ramsden 39:27
Then then serve them right your target market. Yeah, that’s instead of people that come to you outside your target niche,
Chandell Labbozzetta 39:33
you’re just not targeting them. That’s exactly right. And that’s what they miss. And it’s the fear of oh my god that I won’t have variety and my clients.
Andrew Ramsden 39:40
Yes, yeah, I know from firsthand experience, when you try to be all things to all people you end up being nothing.
Chandell Labbozzetta 39:48
Chandell Labbozzetta 39:50
And never a truer word spoken about that.
Andrew Ramsden 39:55
Awesome. Well, thank you Chanel. I think that’s probably time for this evening. Is there anything else you want? Leave us with I know you’ve got a wonderful gift that we can tap into.
Chandell Labbozzetta 40:03
Yeah, yeah, well, I’ll just, I’ll just tell the guys about that. So, as you know, I’m the author of competent closing sales secrets that grow business by 400% in six months and how they can work for you. And so I wanted to extend a gift with some tools that you can get started with right now. So I think Andrew will put in the show notes its life puzzle Comdata you forward slash book bonus. If you go there and login for the tool, you’ll have a little tool that you can use to define your ideal client Avatar and start getting a bit clearer on your niche. I introduced a concept called the elevator pitch which is how we make sure that we are communicating what we do with value. in tribute to my beautiful mom who was the co founder of our business Teresa, who was an amazing hypnotherapist we’ve got one of her amazing guided meditations called quiet the mind meditation. It’s a beautiful guided meditation, please don’t drive or listening to what I want you to sit the comfortable, safe place and listen to it. Wow, there’s no distractions whatsoever and really enjoy that. And of course, there is an audio copy of my book confident closing which you can listen to either by the chapters that you are interested in. It’s written in a way that there is a story that that follows through if you want to read it cover to cover, but if you see a chapter that’s interesting to you, then you can go right to that chapter and have a look and particularly, we’ve got one there about the innovative Shilla community and value perceptions and money, which I think are really important topics for our heart centered practitioners who have a goal to serve.
Andrew Ramsden 41:33
beautiful, amazing, and that is a really fantastic book. I’ve read it myself. So thank you. so generous and thank you again for your wisdom and insight this evening.
Chandell Labbozzetta 41:44
I really appreciate it and I really welcome anybody to reach out and get in touch if you if you have any questions specifically then you can reach me through life puzzles. com. au we’ve got our contact details there and on a on a weekly basis. We do monthly motivation and Friday challenges so if you’re interested in getting some insights, I share them twice a week. So feel free to join us on that channel as well.
Andrew Ramsden 42:09
Rising mentioned I will put those in the show notes.
Chandell Labbozzetta 42:12
Wonderful. Thank you so much for having me. And I wish you every success go out there and be you and really embody and share those gifts that you have because you know you everybody has something really special to share and the world needs to hear it but if you don’t communicate it, then no one will live and die.
Andrew Ramsden 42:29
Amazing mentioned Oh,
Chandell Labbozzetta 42:31
thanks, Andrew. See you later.
Andrew Ramsden 42:33
And there we have it wasn’t that cool? There’s lots there to unpack. And I’m sure we’ll have to get Chanel back for round two at some point. So we can Yeah, go into niching. And, and and I’m sure there’s lots of other things that we could explore. So it tell us what you think. Hit us up in the comments. And if you’ve got any questions for Chanel, let us know down there as well. If you follow up with her I’m sure she’ll follow along in the comment state and tell me what was your best type Why are the most valuable thing that you got out of the session? And do check out those gifts. Those are wonderfully generous and I’m looking forward to downloading the meditation and having a listen to that one myself. All right, that’s all we have for you this evening. So, we’ll have another podcast coming up shortly. Until then, bye You always be confident in your closet.