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How to stop selling transactions and start selling transformations with Finka Jerkovic

Today’s episode of the podcast is an interview with Finka Jerkovic, a Sales Coach and Expert who helps people to sell in their business, in a way that doesn’t compromise their purpose, people or profit.

Tune in to hear us talk about coming from love when you're selling and doing things that align with our values, and the energy in which we come from.

This episode is practical in terms of marketing strategies, but also touches on the woo, in terms of thinking about the energy that we bring when we sell.

 

KEY TAKEAWAYS COVERED IN THE PODCAST

 

●     Why aligning what you love to do with what is most valuable to your client is the key to growing your business (not fear-based tactics!)

●     The difference between selling from love and selling from fear

●     Why we shouldn’t resist the experience of fear

●     Why you need to stop buying into the stories that we make up in our head about selling

●     Why we need to view putting an offer out as an act of love

 

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE

 

Feel the fear of selling and do it anyway! But be kind and compassionate to yourself in the process.

 

HIGHLIGHTS YOU SIMPLY CAN'T MISS

 

●     Why love is the only antidote to the fear that is holding you back in your business

●     How to sell with confidence, attract clients magnetically and build a business you love

●     The three pillars to selling from love

 

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

 

Sell From Love podcast

Sell From Love website

Sell From Love quiz

Finka’s LinkedIn

Finka’s Instagram

 

TRANSCRIPT

 

Hello and welcome to this week's episode of the podcast. As I mentioned last week, I am still in Nashville. I'm recording this at the same time as I recorded last week's and we're having another interview because of the fact of, well, one, I forgot to and didn't forget, I ran out of podcast episodes and I had to do some recording over here.

And because I don't have my normal setup and things, I didn't really want to do a solo. Because it requires me recording more and thinking more. And for some reason my brain isn't working today. So I'm doing some interviews, but these are great interviews. And you know what's funny? Because I pre-record the interview so far ahead, I literally have to go back and re-watch them to remind myself what we're talking about.

And. Finka's episode today, the lovely Finka who's being interviewed. We talk about coming from love when you're selling, thinking about service, when you're selling and doing things that align with our values and the energy in which we come from. So it's quite practical in terms of, you know, marketing strategies, but also it's a little bit woo woo in terms of like thinking about the energy that we bring when we sell.

And I recorded this at the point The Club was just per open permanently, and obviously now The Club has been open permanently for quite some time, and it's really interesting to hear some of those conversations and actually how some of those conversations have impacted me going forward on what I've done.

So if you are concerned about feeling and looking a little bit sleazy, salesy type thing, or you want sell from love and sell from service, but sometimes that doesn't give people the motivation to actually buy from you. Then this episode is gonna be perfect. So I will hand you over to the lovely Finka and I will speak to you soon.

Okay. I am really excited today to welcome to the podcast Finka Jerkovic. Finka how are you doing?

Finka: I'm doing wonderful, Teresa, thank you for having me.

Teresa: Oh, my pleasure, my pleasure. We've just been having a really nice chat before we got on about all sorts of things. Mainly the weather, cuz I'm British and that's what we talk about.

Finka: And I'm Canadian and that's what we talk about.

Teresa: So we're very well suited. Very well suited. Finka before we get started, we always start the same way. Could you please tell my audience what you do and how you got to do that?

Finka: Ah, I am a sales coach and expert, so I talk to people about how to sell, how to get their work out there, how to get clients, and how to grow their business through this skill of selling.

Something that we weren't taught to do but are expected to do and know how to do for our businesses shows a super, super important thing that we know how to do. Feel authentic in doing it, and that for those of us that it has felt awkward or uncomfortable, how do you get at ease with doing it? So hopefully we'll talk a little bit about that.

How did I get to doing this wonderful work? I've been, I spent most of my career in corporate financial services, and I was either a salesperson, a sales leader, worked sales strategy, and then eventually became a sales coach. All of that done through two and a half decades in banking. And when I started my business back in 2013 as a part-time gig, and then in 2015 kind of said, Okay, let's put my big girl panties on. Let's do this thing.

Teresa: I love it.

Finka: You know, it was so funny because this thing that I had done all my life so naturally and so easily, I completely forgot how to do when I started my own business. And I had a theory about it, and I think I know two things. I have two theories. Number one, is it okay if I just jump in like this?

Teresa: Cool. You carry on. Yeah, yeah, yeah.

Finka: Good. So theory number one is whenever we start something new, we get amnesia. We forget that we already have skills and expertise and transferable skills. We all of a sudden, like they seem so unrelated, like, I've done all this stuff in the bank and then all of a sudden I'm starting my business.

Apparently I can't do anything. Like I, I don't even have to tie my shoes. Like that's how bad it got, right? The other thing that had happened is that there is something uniquely different when you're selling a product that someone else made versus something that I made.

Teresa: Ugh, completely. And obviously my background is marketing. I'd marketed every type of business you could imagine from the most wonderful to the most ridiculous. And I know marketing, I can market myself. Yeah, no, no I couldn't no. Cause like you said, it's not when you're doing it for someone else. It's not you. It's not, you're not going out. They're going, I'm pretty amazing actually.

You're saying something about a product or someone else and it's easy to say. So I'm guessing like, did you fall into sales back in the corporate job or is it something that naturally you are very good at. You liked? Cuz that when you think salespeople, you think a certain type of character and I'm not getting that vibe from you.

Finka: So when I ended up in sales, I ended up, because I love to help people. I love solving problems. I loved helping people get what they want. And that's what's, I get goosebumps right now in my whole body's just kind of vibrating. That's what selling's about. And somewhere in our history, So, so I did my research, so the word sell.

Prior to the 11th century. So it was sell on, which meant to give. Somewhere around that 11th century is shifted. And it shifted to get something for the thing that you give. And so there was this transference of how this word initially was meant to be. That's why we feel like we can, we wanna serve, we wanna help, we wanna help people get what they want.

That's the source of the word selling. And later in years, you know, it shifted to me like, there's this exchange of goods and services. I give you this, you give me that, I get you this, you get me that. And so, that shifted in the after the 11th century. Hence why now we have these two very different experiences in selling.

I wanna help people, Oh, but then I gotta do this thing called selling. I don't wanna do that thing cause that feels icky and uncomfortable. But that's not what we're doing. We're actually just go out there, be yourself, show up. Genuinely wanna help people. Try to help them get what they more, more of what they want and the more we can forget about ourself in that sale. I'm gonna preface in quotations. The better we're gonna be at it. And now it was the problem that I ran into when I was selling my stuff. Because when I was selling my stuff, I was selling a course, I was selling a workshop, I was selling a keynote, I talk, or whatever it was. Part of it was I was selling me because I had a personal brand.

I had a type of way I was gonna deliver the content. The other thing I was selling in there was my thought leadership, because I had ideas of how we could solve these problems. There was a lot of me invested in my workshop, a lot of me invested in my program, and then it was so much more of I wasn't selling the solution I was selling me.

And that was the problem. Because now what if they don't like this product? It means they don't like me. If they don't buy this product, they don't accept me. And that relationship is very, I, I still get trapped in it every now and then, but I'm more cognizant of it to catch myself sooner than getting deep in the weeds and, you know, and I getting.

Teresa: I totally get it. You're so right. I think there are, you know, I have these conversations with myself, with my students, with people in my world, and it's like, you know, we did some exercises on value and we were talking about, you know, who, where do you get your value from? And it's like you need to get it from inside you, cuz if you're waiting for someone else to validate you through a purchase, then there's a million reasons why they might not purchase, which have nothing to do with you.

But even though I could talk about it and teach it, the the part that's still you, that's like, why isn't anybody joining? Or why isn't anybody buying? Or what is it that like, and, and especially, and I dunno whether you get this and I hope you do, but like, if you have someone doing something similar and you know, you know the quality is not like your quality.

One thing that I have always. Like, I'm all about quality. It's gotta be the best. If it's not the best, I don't wanna do it. And like, so you know, someone is not providing a quality service or something as good as you can do it, and yet someone's going to them than you. That is so hard to get away from. It's me, isn't it?

Finka: Mm-hmm. It is. It's hard. It's so what, what's different here? You know, you are, what you're doing is, is more qualitative that they can. And so what, what's what? What happens next? What? What do you think? So I'm like, so that's, it's the story I make up about it. Like it's the story I'm making up about it and that I'm making up that they are better than I am and we've personalized it again.

And again, why they chose that person has nothing to do with us.

Teresa: Nope.

Finka: Has nothing to do with us. And so I think if we can see that and understand that there was something else that happened that motivated them to go that way than your way.

Teresa: Okay. So can I just pick up on something you said then, because actually this is something that's been playing on my mind for the, my own point of view.

So I've recently, by the time, well at the time we're recording this, I've recently changed the model of my membership. So I used to do an open and close, so the doors had opened, four days closed. Open four days, closed, like twice a year, and that didn't start to sit with me as well as I would like because it felt that I was using some tactics that, I mean, they weren't underhand and they weren't sleazy and they weren't any of that.

Cause I wouldn't have allowed them to be. But it still didn't feel as, as giving and as sort of, you know, coming from a place of wanting to help because I wanted to help. I'd leave it open all the time for when someone's ready to join, which I now have done. But that motivation, you know, the thing I'm struggling with, and it's only just, we've only, literally, the doors have been open like less even a week, but that motivation of how do I make that motivation happen without those deadlines, without the FOMO, without the kind of things that are sometimes a little bit icky feeling.

Finka: Like, like I countdown clock or only a few limited seats. And, and I think there's a place that those are. They're useful because for the right person, they're gonna energetically get them motivated to say, I better say yes to this cause I need this change, I need this transformation. I think that place where you and I and people like us is like we start questioning, am I going to get people who aren't yet ready?

Teresa: Yes.

Finka: And because of the FOMO is gonna activate them.

Teresa: Yeah. And I don't want that.

Finka: I don't want, you don't want that for them because, you know, when I think about selling from love, so that's the, the contracept, we had to sell from love, but we sell from fear, right? Like, so the fear is I don't wanna be selling from that energy.

So even that place of, I will put the, the time clicker, you'll put, you know, limited seats because in genuinely there is limited seats. There is only so many days. All these things.

Teresa: Totally makes sense. Yeah.

Finka: Totally. We can totally still do that. But we have to go back to ourselves and say, Okay, the energetic experience you're having right now, does it feel fear based for you as a seller, the person putting it out? Cuz you're afraid of enough people won't buy in, enough people won't say yes, you won't hit, hit your how many people you need to run this program. You spent $50,000 of advertising and you gotta recoup those costs. Like see all those little variables? There's so many and they can affect how we sell and market our stuff.

And then, Right. Yeah. So then the other thing is we have to look at our client's experience, like what we just talked about. I don't want my clients buying from fear. I want you in this thing because it's the right thing at the right time, right now for you. Because the fear experience, we just breed more of it.

We breed more of it. And, and I believe like we are at this place of shifting how we market, how we sell, how we build relationships, not only us as providers of those services, but our clients, the, and I'll put in quotations, buyers. Cause I, I don't like that term, I don't like buyers and I'll like consumers, but that's the term that, that's, we know what we're talking about.

But our potential clients, our potential clients, they're more educated. So, you know, so they're more informed when they're making their decisions. So like we don't need to dumb it down and we don't need to, I don't know. It's such a scarcity, primitive, very much plays into our old brain thinking. I'd rather let's stick to their prefrontal, corti, our executive function.

Our new brain. Let's continue evolving that. And how we do it is how we show up this energy of love. I'm here to serve and do some really good work, amazing work with people, and I wanna find the right people. And that's our work up. Why we market that? Why do we advertise? Cause I wanna find them. I want them make it easy for them to find me so they can, we can work together and get this match.

Teresa: So you said something there that I wanna pick up on. You talked about coming from fear rather than love it being the opposite. And I, and I've done a bit of work with this with the members where I've talked about, you know, when we come from fear, we make some stupid decisions. Because like if you are coming from, I and I have done it many times when I had my agency, If I was losing a client or needed another client, then I would say yes to work that I didn't know how to do, or I'd say yes to work with people that I didn't wanna work with.

So coming from fear, Is is not a great thing. However, how do you, when you're in that fear, so when you are like, doors have opened, I'm inviting people in. I know I can help them. It's brilliant, amazing. You know, the people in it love it and people aren't buying. How do you then go. Okay. I know you are sat there literally panicking your head off because no one's buying, but we need to come from love. Like how in the moment do you swap that? How do you change that?

Finka: Mm-hmm. , you don't, You do not. You do nothing to swap it because we cannot deny the experience we're having. And the more we resist that experience of fear, more magnet, more energy we give it. And so Susan Jeffers has this beautiful book.

I love the title, read the book, Feel The Fear And Do It Anyway.

Teresa: I've read that it's very good. Yeah.

Finka: Right. So, So the same thing, we wanna use that mantra. You just noticed the fear. And you observe the fear and you sit with the experience of fear and you follow through and you look at, okay, how can they bring a little bit more love, energy?

How can I be more intentional? It might be okay, I'm just gonna go for a walk and clear my head and get in a really good inner space. It might be I'm gonna go do 10 jumping jacks, or I'm gonna call a friend, invent a little bit, or my coach. Like what would be some of the things to help you get back into alignment?

And that's what we're working towards. We feel the fear and we still keep moving forward if there's shifting that you need. But that's the other thing we have to be careful of because any decision we make might be coming from fear. So the best thing to do, like, Oh, I wanna stop it, just, you know, cut the court. I've done that. I was at the front fear.

Teresa: I don't even wanna do it.

Finka: I dunno. I'm not sending anymore. I've got four more emails in the queue. I'm not sending them up. Do not do that. Do not do that. Still follow through. You still might not have anyone sign up, but by sending out those four more emails, you will have learned something and you will have learned how to manage the fear through hitting send every time.

That's what we learned. So I'm gonna give you an example. A number of years ago, I had an opportunity to present a, So that was an example. Like, I do that with my emails. Like I, I wanted to cut the cord and I follow through. Send the emails.

Teresa: Do it. Yeah.

Finka: Just do it. Just keep following through it. But I remember it was a really important opportunity for me. I had this big corporate client. I had a proposal I was presenting, had my PowerPoint laid out. I had just come out of a burnout like three months of like literally. Even went to Sedona to recover and I still came back home and I still wasn't until I needed to. And so fear doesn't just come from, I'm scared of selling.

Fear comes from I worked my butt off and I'm tired, I'm exhausted, or I have a headache today. Like it comes from all sorts of places. Comes from a pandemic. Anyways, so I'm getting ready to go and do this presentation. I feel fear. I know it's there. While I'm doing the presentation I am sweating, like my armpits are sweating.

Teresa: Oh God.

Finka: I'm feeling it dripping. Like I just, and I'm like, this is not going well, but I'm gonna keep doing, and then I'm doing everything I teach in self from laptop, so I'm talking too much. I'm giving answers. I'm a know it all, like I'm doing it all. But what I'm so happy about and I look back, even though it's such a cringeworthy moment in front of a particular person that I had still connections with that I'm like, It's not a personal. I'll never see you again. I'm that's.

Teresa: Yeah. That's annoying.

Finka: It's like, crap. It's not like this one time. I only read it to you. No, I'm gonna see you for half time.

Teresa: No. Yeah, you'll probably work out.

Finka: We're just gonna a little bit of salt on that move. So, but it's a beautiful experience for me to remember what it was like to be in fear, do it anyway, and be kind and compassionate to myself in the process.

Because that's the other practice we do not berate ourselves. We are so loving and kind. And just say, of course you're stressed. You just came out of a burnout. Of course. And. I love using of course. So of course is my way of being gentle on myself. Of course, this didn't go as planned because you didn't have time to prepare or think of course, like, and that, and that helps take the edge. And so if anything, in a moment of fear, we get to practice self love and that's the best love we can give.

Teresa: Yeah. Yeah. And you're so right. I think. Sometimes we had a, a coaching call and we were talking about this and we were talking about someone wanting to show up and do like a live or whatever, or start a podcast or something like that.

And they were like, but I need a bigger audience. I need more people. I need more this. And we, we sat there and the conversation kind of carried on, and then eventually we were like, Do you though? Like why are we doing it? Are we doing it because we want the ego to go, “Oh, look what I did in front of these people.”

Or are we genuinely do it to help people? i.e. coming from love and if we're genuinely doing it to help people, then why wouldn't we just do it now? Like, because even if it's one person, if it helps them, then that's great. So I think that kind of. We almost have to check in with ourselves as to go, What is the reason I'm thinking of this?

Like what is the reason I want to stop the emails? What is the reason? You know, and I love the, of course, like, and this is the other thing, there's always, you know, I've had launches that have not gone how I've wanted, but I could tell you hands down why it was like, so I can go, Of course it didn't do this because you didn't do this or it wasn't like this, or.

Whatever, whatever. So, So you have this thing called Self from Love framework, so explain what the framework is.

Finka: Okay, I will, Can I just conclude something and then we'll go?

Teresa: Of course you can. Yeah, yeah, yeah.

Finka: So that by experiencing the fear and following through that as a love based action. Right. So not letting it stop us. If we let it stop us for moving forward. Fear has one hands down.

Teresa: Yes. Yeah.

Finka: Right. And so I wanna, just to use the podcast example. So for years I wanted to do a podcast. I did two courses on it. I hired two different coaches on it.

Teresa: That's brilliant.

Finka: Did all.

Teresa: Brilliant.

Finka: Can you guys see the fear? Can you see the fear?

Teresa: Yeah. Yeah, yeah, yeah. Yeah. Mm-hmm.

Finka: And then, I decide I'm gonna launch the podcast, right? It was, I record seven episodes and then the pandemic happens.

Teresa: Can't do it.

Finka: No, can't do it. I couldn't. I was like, And my podcast is, but it was called Your Brilliant Difference. And I'm like, Who's gonna talk about your brilliance when like

Teresa: The pandemic?

Finka: Who knows if it's, if we we're like, we're very dull right now. There is no shine happening in the world. Right? That's a pandemic happening.

Teresa: Oh my goodness.

Finka: So that was like, all right, that was a good reason why I can't do it now. And it's right, obviously. And so then, then in the fall we'll talk about Self From Love Ses.

You know, I was finishing up the book and I was, and I'm like, Okay, now let Launch Self From Love Podcast, Self from Love. And because I had known how incessant, incessant fear is. I made a deal with myself and I said I cannot. And so this is how we circumvent, circumvent fear is make a deal with yourself before.

So I said to myself, because I knew I would give up on my, on my podcast because it would get hard. It would get messy. I wouldn't have the right content I had to record and it'd be awkward. I'm talking to an ether, like your example, like I don't have an audience. All those wonderful, very rational reasons why I should not do this would happen. And so I made us deal with myself and I said, I cannot give this up until I do a hundred episodes. And then, and, and that's it. And I told my clients.

So , yeah. I could tell my family and my friends, but when I tell my clients and, and they know exactly the deal and they're waiting, like, cuz if I now not follow through how can I continue doing my work because I am a terrible, horrific role model.

Teresa: And there's, and there's your credibility out the window. I've seen so many people start and stop, start and start and start and stop. Not just podcasts, courses, memberships. I've seen people sell lifetime access to something and then close it a year later.

Like, where's the credibility? Where's the, you know, And this is the thing. And I did exactly the same, started my podcast. And if you're listening to this podcast, you've heard this story many, many, many times, I'm sure. But I gave myself 12 months, I have to do it for 12 months. And, and there's something about that commitment to yourself but also externally.

And I do this all the time. If I need something to be done, I will record. Cause we batch head so far. I will record it and then the time starts getting closer. I'm like, I gotta have a thing doing. Cause I say it on the podcast, like, but it just helps. It helps do that. So, yeah, so. Yeah, absolutely. I love that. Brilliant stuff.

Finka: Yeah, so, So it's like make a deal with yourself before, let people know about the deal. Mm-hmm. like what both of us do. Like tell people about it. And you know, I've had moments, so now I'm on season three. I'm happy to say I'm episode 55. You know, so I'm halfway through, but I will say through three seasons, the moment I have those season breaks, the reason what happens is I have a fear moment.

Like I, I'm, I'm showing Teresa here a valley moment. I don't know if I should do this. What am I doing here? And dah, dah, dah da. And then I come back at it. And so because I made the commitment, so there is these moments of grace that I give myself to realign, recalibrate, but I'm gonna follow through and get the hundred done.

The other part of the hundred was, I'm gonna do the hundred and then finally see what the heck I'm talking about.

Teresa: Yeah. Yeah, it's alright.

Finka: Podcast all about what's really…

Teresa: I know a lot of stuff. Honestly, it changes counseling. So does mine.

Finka: Exactly. So this is like the curiosity we approach our work and this like, ah, I wonder what, like even a course or a workshop, it's like, I wonder what I'm making here.

Let me actually deliver it six times. So that's my other caveat for courses, workshops, online programs, whatever you're doing. Like that lifetime access. No, no, don't do it once. You gotta do it six times at least, to know what the heck you're talking about, to iron out the kinks, to finally figure out who it's for, what you're teaching.

If it's effective, maybe in the process, hire a learning designer to kind of look through the through it to make sure it's instructionally sound, all those things. So you gotta do it. Rinse and repeat a number of times, just like our hair.

Teresa: Love it. So yeah, tell me about the framework then, because I think like, you know how you've discussed then talked about it already. Yeah, it makes total sense, but it's. Yeah, but let's have it in a practical way that's like, okay, that's how it works.

Finka: Okay, so there are three pillars to selling from love. The first is you gotta love yourself. Okay. We'll talk a bit about that in a second. The second is you have to love your client.

Teresa: Ah, I love my clients.

Finka: And the third, aha. Haha. So, so to the rest of us, and this is so, and the third is we have to love our offer. So I've got a, an assessment that tells us where, where your blind spot is. So exactly what you said. I love my client. We are so quick. We love our client.

Teresa: Ah, totally adore them.

Finka: Right? It's, it's, But to sell from love. That's, that's like a, a only like one stool of one leg of that stool. And the other two, we need to strengthen, We need to love ourselves even more. And the place where we often falter is we don't understand how we bring value. We don't understand, I call it your brilliant difference.

It's something that's brilliant about you, exquisite. Only you have. It comes so easily, naturally to you that you discount and devalue it. And it's like, this is like, doesn't everybody do this? Doesn't everyone think this way? Actually, no. This is why you have it and it's here to make a meaningful difference.

So other with personal branding where it falls, and that's kind of my business. How it first started was in the personal branding space. Where it falls. It's just so much about us that it's so scary to go put it out there because then. You might judge me, not like me. And that gives us fear and so that we will show it.

Teresa: Mm-hmm. Yeah. I was just gonna say, because like when you read those three things out, I was like, Yeah, I adore my clients and I do. And believe me, I know people who don't like, I know people who are very much in it for the money. Who'll like, “Ugh, they're such a pain.” No, I adore them. Like, love your product. I do.

I think I've got a brilliant product. Everything I do, like I said, I put all the effort time in, so then that kind of led me to. Do I not love myself then? And I thought, and actually when you first said love yourself, I was like, Yeah, I'm yet good. But like I don't genuinely looking at those three, that's the only place I can see.

Cuz one thing that talk people say when they talk to me is how passionate I am. And it's like, I am because I genuinely love this stuff. Like, so it's like, is that the bit that's missing? So it's interesting that I didn't identify immediately where the gap is and I, I'm only guessing that's where the gap is.

Finka: And, and I'll say, Teresa, the other part of this work is it's, it could be, it's, it's situational and in this moment. So today might be, “Ugh, I've gotta fill up my love myself bucket today.” You go put out a new offer. Something you haven't done before, maybe to a new client base that you haven't yet kind of worked through or, or dealt with.

And you might not love your offer so much because you're like, I'm not as confident with this offer anymore. You might try a new marketing strategy that you never tried before to a new, on a new venue a new platform, higher stakes. All of a sudden we don't love our offers much because it's higher risk.

And, and it, and it could affect our visit or how we make ourselves visible, but then what people perceive us to be. And then we're not gonna presence our offer as much. So again, it's in these moments and that's the, you know, do I love myself, love my client, love our offer. Hands down, love your client. We most, most often do.

And you will have the situation you're talking about. And again, they're gonna, they might get transactional selling, which is what I talk about. We go transactions or we sell trans, or we fulfill transformations. They will do gra they, their transactional selling is short, it's sweet, It's transactional scale. Widgets.

Teresa: Yeah. Yeah.

Finka: Like the, so it's a wheel.

Teresa: But, but the, the lifetime of that like, you know, and my, I've had my membership now for I think maybe four years or something. And for me, I want you to come back in 10 years and for me to still be doing it. And when I look at some others, I think, “Yeah, you won't be.” because, because it's not coming from that place.

It's coming from a, Oh, look how much this money makes us. Or, you know, I can make money doing this. And it's like, Yeah, no, that for me. And, and that was the thing that when people come to me and say, you know, Should I have a membership? Is it, you know, easy way to make money? And it's like, no, like, Does it make me all the money I am now?

Absolutely not. Could I live just off my membership? Absolutely not. But I adore it, so I'd never get rid of it and I will do my best to forever keep filling it, you know? So I think, like you said, it's the quick sell will be fine if they're selling widgets and if nothing else is involved in it. But that kind of coming from loving your clients is the one that I might take a bit longer to get someone, but when they come, they never leave. Like they don't want.

Finka: No, and, and that, and that client becomes what I call your devoted insider. They may or may not buy more from you. Sometimes they just buy from you. I don't need this thing, but Teresa's selling it, and I'm, anything Teresa's doing, I am up for it. Right. Those what, That's what our devoted insiders do.

Teresa: Yeah. They're ACE.

Finka: What they also, Right, what they also do is when they're at a cocktail party or they're on LinkedIn or they're, you know, out for a walk with a dear friend who is complaining about something and they. Oh, you've gotta talk to Teresa because she is the person who helps you with this.

That is marketing. That is what our devoted insiders are the ones that are going to be the. They're the, they're gonna give you the best ROI. like, you know, it is the best marketing strategy. The challenge with that type of marketing is we can't, you know, it's not like you did some Google ads or some Facebook ads, and you have a Excel spreadsheet that illustrates that it's natural, it's organic, but it's real and it's human.

Right. And so that's what you create. That's what we do when we're selling from love. Now, one of the, the other opportunities, so when we don't love our offers, so in my research, 86% of people, and these are mostly service based coaches, consultants, advisors, guides, like online, so people who sell services.

So again, there's parts of them that are in that. That's, that's the challenge here versus a product. And 86% do not consistently put their offers out so they don't go out and talk to people about it. Invite people to their offers and then we wonder why we don't have sales.

Teresa: But again, it's that like my worry, and I'm sure lots of other people's worry is that, and, and again, going from closed to an all open, I have to keep talking about it.

Like it's not like when it's, when it, you do closed and open it for five days, you literally can go ha and scream about it, and then you're like, “Oh, closed fine. Don't drop by anymore.” But it's that whole drip feeling of talking about it, saying what's good about it. That you worry that you are going to, you're gonna irritate people.

They're gonna get sick of hearing it. They're like, you know, So I totally get why such a huge percentage are not consistently putting their offer out there. How do they get that?

Finka: Good question. Yeah. Do you think Adele gets sick and tired of singing Hello?

Teresa: I mean, you know.

Finka: I'm sure they do, but…

Teresa: They must.

Finka: They must. They must. They're human, right? But somewhere in there, she finds the energy of that work and that song and that soul and that spirit of what she really wants us to experience, when she sings that song and she shows up. That is the same with our offers.

So even though it is dull and boring and repetitive, and I think I'm making driving everyone nuts because I'm talking about this offer, again, we've gotta connect to what a dull connects to that soul and spirit and energy of our work, and that's what we're committed to. It is not about our enthusiasm for our offer that matters anymore. It's about the engagement and the interaction that we're gonna create with our clients. And that's why we have to do it.

Teresa: So I'm just super conscious of our time and, and I wanna just check on a couple other things for before we wrap up. Is there anything, so when you talk about selling from love, is there particular words you'd use?

I'm just trying to think like, so let's say tomorrow I want to put a post out and I might be totally off the mark. This might be absolutely not what you mean, but like say I wanna post like tomorrow saying come and join The Club. Cause it's amazing. Is there some way I should do that if you're coming from love or is it more about the, the bigger picture?

Finka: I, I, I think just putting it out there is an act of love. So putting out an author is an act of love and act of service because you are generously and genuinely telling people how you can help them. That's what you do. And if you can do that consistently, you will stop selling transactions and start fulfilling transformations because the person that is waiting to buy your thing is needs something, and that's what you're helping them get.

And so I, I think the, you know, loving yourself and loving your client and loving your offer are the ways in which we do it. what I said earlier, feel the fear and do it anyway. Feel the fear, but put your, put your offer out there and figure out what worked and what didn't work, and then do it again.

And then do it again and do it again. Then I even go back to what we started with the top of the podcast. We were not taught how to sell.

Teresa: No.

Finka: We were given, you watch tv, you go buy a car, like you do any of these things. Like I recently had, I'm so excited, so I just bought myself a pickup truck. So I've got a Ford Ranger.

Teresa: Ace. That is so cool.

Finka: So I like, and last night I was driving my pickup truck. We went, so we've got horses. We went and got feed. I filled it up with wood shavings. I'm like, and, and it was just like, Mmm. With my new Ford Ranger, but the experience I had with the salesmen who provided, he was responsive, he informed me. He was awesome.

He was not selling me a car. He was selling me who I'm getting to be.

Teresa: Yes. Yeah, yeah, yeah.

Finka: Like, ah, a woman with a pickup truck that gets to fill it up with horse stuff, like, it's just like.

Teresa: Cool. Yeah, yeah, yeah.

Finka: And that is what he sold. That's what I got. That's what he sold. He didn't sell me a truck. He didn't sell me, you know, you know, leather seats and ac and all the stuff that comes with it. Uh uh uh, he got me who I got to be. And so that's what we're all doing. We, we get to help people become who they're sure to be through our services. And, and, and let's, let's stop buying into the stories we were told and the stories that we make up in our, in our head about what selling is and what selling isn't. And let's just go out and do our work. That's all.

Teresa: Awesome. I mean, what an amazing way to wrap up. It was like, there you go. And I'll just put a bow on it. Amazing. Thank you so much Finka. It's been so, so good. If people wanna come and find you, and also, I must apologize, I'm very authentic on this podcast so people will know.

My husband is currently downstairs banging on a wall, which is still very professional.

Finka: I didn't hear a thing.

Teresa: You do not? Well the, the listeners might be like, No, I can't hear it. But honestly it just, you know, And you just say, Yeah, it's just life, isn't it?

Finka: It is. It is.

Teresa: It's, Yeah, it is. I could not be more authentic if I tried.

Finka: I love it. I love it. I love it.

Teresa: So where do you hang out most? Where can people come and say, Hi, Finka?

Finka: Yes, You can check me out on the Self From Love podcast as well. You can check out the website. I also have that Self From Love assessment, so if you wanna find out where your opportunity lies, is it in loving yourself more, your client or your offer, feel free to take that. And LinkedIn connect with me, connect with me on LinkedIn or follow me on Instagram. So thank you.

Teresa: Love it. Thank you so much, Finka. You've absolutely wonderful.

Finka: Dito Dito. I enjoyed all of this time with you. So thank you Teresa, so for having me.

Teresa: No worries.

There we go. There was the lovely Finka. I hope you enjoyed the episode. Now next week I've got another interview and as if I'd planned it this way, No, the universe helped me out. We have someone talking about money mindset and how to improve it and all things money. So I think that follows really nicely on this week's episode. So I can't wait to share up one with you. Have a lovely week and I will see you next week.