Six Figures in Sales with Kate Toon

00:00:01: Do you want to live a life of freedom and adventure?

00:00:03: Are you wanting more than the daily grind?

00:00:06: Me too!

00:00:07: Welcome to The Emma Lovell Show, A place where we talk about living a likey love now.

00:00:13: I'm your

00:00:13: host, Emma Loveell And my number

00:00:15: one value is Freedom love.

00:00:55: Let's jump in and get dreaming, this is a space for you to manifest.

00:01:17: From here on You Can Bear Country and from wherever you are listening, I pay my respects to the Elders past.

00:01:25: Oh, thank you.

00:01:30: You've built me up.

00:01:33: now people are going to

00:01:42: be very disappointed.

00:01:44: I don't feel like a fascinating human but yes i do have a number of different personalities and identities from coaching and bookstore owning too yeah lots of different things authoring podcasting all that good stuff

00:01:58: And evolving which is the testament for true entrepreneurs.

00:02:03: We will always change and we'll always Do something different.

00:02:07: because

00:02:08: And pivot isn't it?

00:02:09: I know,

00:02:10: i'm trying to say yeah it is the word.

00:02:15: Evolve is a better word, I think because pivot sounds just like a change of direction where evolve.

00:02:20: Sounds like you're growing and reforming becoming something newer and better.

00:02:25: We all evolved from little squid in a pond so we're.

00:02:29: evolving suggests improvement rather than the change of induction.

00:02:34: Well also sometimes when we have to make a change.

00:02:37: You have throw everything into bin And start again which probably both have done as opposed to making some slight tweaks and course correcting.

00:02:47: And someone said it a great analogy the other day of The Plane, if A Plane turned one degree different in couple Of One Degree Turns It Would Actually End Up Basically Going Back At The Opposite Way.

00:02:56: So Yeah

00:02:57: Oh That's Very Good With Your Travel Analogy I Like That.

00:03:00: Well Yeah Yes

00:03:02: But i would love to start with you because You Have Written Another Book.

00:03:06: Um so We Are Up To Let Me.

00:03:08: Is It Six Now?

00:03:11: I don't know.

00:03:12: Yes, i guess if you count the first three yes it's six.

00:03:15: Well well The First Time I interviewed You!

00:03:17: It was your second book but there were other ones.

00:03:22: But in this series we're up to the third and This is Six Figures In Sales.

00:03:27: And I've done on a Kindle this time but I did read Your first two books as A Book.

00:03:32: Thankyou very much.

00:03:33: I think i also audiobooked the first one as well.

00:03:37: So, we are talking today about six figures in sales.

00:03:40: so why was that the next book for you?

00:03:45: The other books were really balancing parenting and running a business.

00:03:49: The second one is trying to create passive income through digital products.

00:03:53: But I think, kind of just wanted to do a generic how-to sell book because it's really a skill that most small business owners don't have.

00:04:02: And iIthink having unique perspective and working in advertising for major brands.

00:04:07: then worked as a small business owner trying to sell my own products & services.

00:04:12: now working in retail with an online and physical store there are few people who ticked all those boxes so thought they could bring some unique perspectives.

00:04:22: Also, I'm incredibly anti-paying for Meta ads.

00:04:26: So having a perspective that didn't involve just throwing money at Metta and hoping your ads get good click through... so yeah!

00:04:35: i just felt like it was something valuable to offer.

00:04:40: Oh, no.

00:04:45: It's as always with UK.

00:04:47: it is very thorough.

00:04:48: you have such a breadth of knowledge.

00:04:50: No!

00:04:51: It's fantastic.

00:04:51: because I think once you go through and I'm such a dabbler in books so i did go through And um...I love the thing that you do at end of each chapter.

00:05:00: its too long didn't read.

00:05:01: or here are the tips You even this book gave like key to start.

00:05:05: So was like This is tip?

00:05:07: This somebody else's tip?

00:05:10: Yeah AI thing little icons, we love emojis are now did help to kind of sift through.

00:05:18: So I think people can find where they're up too.

00:05:21: so there were parts that would be less relevant to some businesses or just wear you out in the business.

00:05:28: move through.

00:05:29: Yeah, I think business books shouldn't be really linear unless they have a very strong narrative you know?

00:05:35: You're telling your story.

00:05:36: it should be a dip in jump to chapter seven because that's what you are working on today.

00:05:41: read the paragraph that is relevant for you and end up with a book full of sticky notes and highlights.

00:05:46: It isn' t novel but resource.

00:05:49: so yeah i think Yeah,

00:05:53: and what I liked was there were some great reminders in there But it was also some things that was like.

00:05:59: okay.

00:06:00: Yeah, i'm really not doing.

00:06:02: That's how speak for my own experience?

00:06:03: I love the retail your reflections of now doing retail because When we've worked online And digital you know It says this big ether You can if cannot be a real person.

00:06:14: you can just do this blast out.

00:06:16: but when someone standing in front of you A real human?

00:06:19: Like what's that been like for you, having a customer exchange when they're actually are human in front.

00:06:26: Look, in the beginning it was very challenging because I've spent fifteen years working a hut in my pyjamas.

00:06:30: So having to deal with people and all their many personalities is really interesting And also being patient and kind and understanding.

00:06:40: you know People's mindset peoples neurodiversity Peoples coming into the shop with issues You know?

00:06:47: Very few of those issues actually relate To purchase experience.

00:06:49: they're about make.

00:06:50: They have had good day or bad day.

00:06:53: But just immediate feedback feedback loop of what you say has an immediate impact.

00:06:58: And therefore, you learn very quickly what works and doesn't it?

00:07:00: You learned a bit about I guess we call sales pattern bedside manner.

00:07:04: You know how to be charming kind and affable understand much that impacts sales rather than just providing customers with information on what they want interested in it and what they've read before, how their day is going.

00:07:27: Where did you get your jumper?

00:07:28: It's as important the thing that you're selling

00:07:31: itself.".

00:07:31: I think that's what i've realised through retail which can get lost on digital sometimes.

00:07:38: Absolutely!

00:07:38: And this was such a great playground for me when we started in promotion.

00:07:43: so like sales marketing, but we were at the bottom of front face because I was literally on this street.

00:07:50: At train station handing out free cheese or you know... at festival giving out drink and getting a response.

00:07:57: so i have um.. You know?

00:07:59: And didn't had attachment to it being my own product.

00:08:02: So its okay get that rebound is little bit different when your thing or shop name in door.

00:08:10: that was such a great grounding and I think i've sort of moved so far away from it.

00:08:14: It's probably why you forget events is because somebody asks your sales pitch, what do you do on the spot?

00:08:26: We can't hide.

00:08:29: You know, you and I have been around quite a long time now And we've seen many entrepreneurs come and go and rise and fall.

00:08:36: The thing with digital is that you can hide behind very nice pretty façade and images and sexy website.

00:08:44: People don't actually get to know the real you but face-to-face it's much more of like... relationship so important because relationships are real And I think we're all craving that after several years of sort of schmoozy advertising and marketing, then kind maybe doesn't actually deliver on the promise.

00:09:05: We are really craving one-to-one personal experience where you can look in someone's eyes and decide whether to trust them or not.

00:09:11: with our tiny money now because no one has got any more so it is even important for us build a relationship.

00:09:19: You know, the website and obviously the websites got to be able to perform if you've done all this great work of talking to them.

00:09:28: And then he sent him there and it doesn't work.

00:09:32: There were those sort of steps but they're getting into that part which I think we will forget so much because you can make things look very good Then actually go out sell a thing in any back should deliver anything and if you don't live at their thing well All of that's kind of a waste isn't

00:09:49: it?

00:09:49: Yes sales friction, which we may not even realise is there.

00:09:54: It's simple practical things like having multiple ways for people to pay... Like I'll often have people say oh i don't like PayPal so I don't offer PayPal.

00:10:01: it's like well great you've probably made fifty percent of people find it a struggle to pay with you or you know having seventeen fields or thirteen checkout whatever although font being really light so I can't see on my phone and just.. You know this.

00:10:16: very practical usability price barriers, but then also giving people price choice.

00:10:22: If you whack something up with one price it's a yes-no answer whereas if you give me three options I feel like i'm making a choice...I feel like I'm choosing something best for me!

00:10:31: But I think the main message of the book is just overcoming the negative vibe of selling..like even saying the word selling and thinking oh it's so dirty....i don't want to do

00:10:39: it!!

00:10:39: I don't wanna be

00:10:40: salesperson!!!

00:10:41: And I think that's the main thing I wanted to try and get across.

00:10:44: because marketing land, sharing Maya Angelou quotes and pretty memes.

00:10:53: And they never get to the point where they ask for the sale.

00:10:55: so marketing sales are messy.

00:10:58: there's similar.

00:11:00: but you know sales is about that bit when it gets someone over-the line actually get them pay you which why we're here at end of day?

00:11:08: It was delightful.

00:11:10: I think i had a bit...I shared online that ive been scared lately.

00:11:15: One of the things is that direct, I think sometimes we forget.

00:11:19: The direct.

00:11:19: so i'm very good at the showing up Very Good at the visibility very good it there Broadcast you know and even very consistent podcast email socials.

00:11:29: But am actually going talking to someone saying?

00:11:32: You know let's work together or

00:11:34: yeah

00:11:34: by my thing Or and because things are we can talk a bit more about like when you aren't evolving and it's not the way that you used to talk with people, or it looks different.

00:11:46: Yeah honestly I was a bit scared.

00:11:50: so having those reminders... And some of these things are like- It is relationship!

00:11:54: A conversation where someone says they're okay but if he said no then would i die?

00:12:01: So I can't remember.. I've heard this quite lately in my book too But The Hundred Knows.

00:12:08: Oh No I have never heard about that one.

00:12:10: So it's if you actually aim to get a hundred nose.

00:12:13: The goal is to get.

00:12:14: people say no, so sometimes we go and say something ridiculous like can I be the brand ambassador for Flight Centre?

00:12:23: And then they said yes or Kate Tune come on my podcast.

00:12:30: she might say no but yes!

00:12:31: You're trying to get the nose.

00:12:32: because one of things that i don't know about you here... People are scared at sales cause they're scared.

00:12:39: Yeah, yeah I think that's true.

00:12:41: I mean if you get a hundred percent yeses like If you're selling anything and you got one hundred percent Yeses You've probably not.

00:12:46: you'd probably priced it too cheap.

00:12:48: people are simply buying it because he's cheap right?

00:12:50: Like as a copywriter.

00:12:51: I always used to say two my Students fifty fifty-fifty, you know if your getting a hundred cent.

00:12:57: Yes It's too cheap if you can't have sent notes too expensive.

00:13:00: So half and half is pretty good.

00:13:02: You know That's what you aim for.

00:13:03: so expecting the no and being fine with them though and separating Do you from either the product or the service that your offering.

00:13:12: they're not saying no to you as an individual?

00:13:14: You is a person, Your personality.

00:13:15: You has an entity.

00:13:17: They say No To that particular service of products on That day in this time Of their life and very rarely Has it got anything to do with you.

00:13:27: It's often more to do With what going On In Their Own life and whether they've got the time, money or inclination to make that purchase decision.

00:13:35: We don't all wake up every day feeling amazing with money in the bank, feeling confident about what we're going do say.

00:13:42: so I think sales... The other thing is important.

00:13:46: even if you get to a point where your talking about products of service They're vaguely interested.

00:13:54: Their level of interest may vary, but you are not selling to people who don't want to be sold too You know?

00:14:00: they already want to buy and looking for affirmation And the information make them feel that their making a good purchase choice Because no one wants it look like a fool.

00:14:09: So there trying get answers That makes them go yeah this is a good decision.

00:14:13: I'm not going to buy this then immediately bad after i bought it Im gonna feel good about this purchase Decision And

00:14:22: then it only comes through practice.

00:14:25: I know that Idis was going in my shell, but you just go on to point as well where he said what is the thing people say?

00:14:32: It's the salesy... What are things like?

00:14:34: the reason why they don't like sales or am not good at sales?

00:14:39: and there why?

00:14:41: I think its lack of confidence mostly lie, they don't want to deceive sales.

00:14:49: sometimes feels like it's manipulative.

00:14:51: Like its playing psychological tricks and it can I mean there are tricks you know.

00:14:54: limited offer only three spots in this thirty seven just that You just don't have to do any of those things.

00:14:59: i think often the lack Of confidence comes from The price That They've put on the Thing And so you Know That They Feel Weird About charging for their services, there are people please.

00:15:13: It's generally lack of confidence whereas if you have a product that you genuinely think is good and he priced it with rational logic based on hours what do need to earn?

00:15:23: And you know that does what needs to be done.

00:15:25: You can jump from the rooftops.

00:15:28: I had my SEO course many years.

00:15:29: i knew was really so confident selling talk about it endlessly, didn't care.

00:15:36: And if people said yes or no they had no impact because I knew that was good but its confidence and i think confidence comes with time and sales skills can definitely be learned.

00:15:46: you have to believe in yourself and you have to believe in your products or service.

00:15:51: If people can sniff it out, they can tell that wobble on voice... You start making excuses.

00:15:58: I often used say to my copyrighting students only have a fifteen minute call because after fifteen minutes you'll talk them out of the sale.

00:16:06: That's

00:16:06: what we do!

00:16:06: Well if you don't need me then here are some resources like stop it shut up stop talking.

00:16:14: well any big part of sales is not talking.

00:16:16: You know, we would.

00:16:18: I can talk a lot.

00:16:19: It's hard because it also.

00:16:21: you're sitting there going.

00:16:21: i Know the answer?

00:16:22: I know The answer!

00:16:23: I know I can fix this here...I know I could help you but..you have to sort of be say the thing and then Listen.

00:16:29: if they

00:16:30: lead them to the sale And let them come To the conclusion don't come to the conclusion for them Because someone who is talked into a sale will regret it whereas Someone Who Is listened to understood and mirrored back with A product or service that They genuinely connect with will feel fantastic afterwards.

00:16:51: So yeah, it is about... It's a conversation and in the conversation you try to leave some gaps?

00:16:56: Yes!

00:16:57: And I loved.

00:16:58: actually when i remember talking to a lady who was potentially going to come on her retreat into India she literally said if your seeking this which he just wanted what's the outcome.. What's The

00:17:09: Outcome??

00:17:10: I've sort of told you what the outcome could be but I can't promise because it's your life.

00:17:18: And I don't know exactly where you're at or what you are going to take out of it, so if you were looking for me to tell the outcome... actually i think this is for YOU.

00:17:26: and she said oh no!

00:17:26: No!!

00:17:26: I'm

00:17:27: coming!!!

00:17:28: I told her

00:17:30: that I don' t think its for YOU if IT'S THAT but ok if you can be open and open to experience in whats gonna give you yeah..you welcome to come....but it was funny saying someone who is not for you and then they go yes please.

00:17:43: Well that's it.

00:17:44: As soon as you start taking things away from people, we think that we're focused on getting more but were actually focussed on losing less.

00:17:53: That is a big part of human nature.

00:17:55: We don't want to lose what we already have.

00:17:56: So if she was invested in this and then said couldn't come Then suddenly makes the film more attractive.

00:18:01: This is almost by accident a psychological trick genuinely and honestly.

00:18:08: So the ability to tell people I'm not the right supplier for you, is an act of sales confidence You know?

00:18:17: And then sometimes we'll find them arguing with you that they are.

00:18:22: But i often find clients trying forced use work don't turn out be their best client either.

00:18:28: It has to be a mutually beneficial thing.

00:18:31: I could sell anybody any book in that Bookshop now but I want him come back.

00:18:37: So I don't want to sell them a book that, just because i wanna sell it cause I need get off the shelf.

00:18:41: It's rubbish but I'm going to get rid of it.

00:18:43: Because this is such short term goal The short-term achievement...I want them buy hundred books not one.

00:18:51: so its better be honest at the get go and say no those books are for you.

00:18:57: Don't buy that book and see them go.

00:18:59: oh ok.

00:19:00: well what should I buy then?

00:19:01: That honesty definitely pays off.

00:19:04: I mean, it's something that you go into the book and we might have talked about when we were writing books is... You have to believe in a book as an author.

00:19:13: It was such a long process but then you have to sell it over again!

00:19:20: And i've read some of your books so i know they can genuinely stand because this will help people.

00:19:26: if you put stuff on them something you believed in that could genuinely help people.

00:19:36: So,

00:19:37: it's important!

00:19:38: Yeah, you have to believe in your product and you have make a good products.

00:19:41: You know like there's lots of people saying no.

00:19:42: He can bang out some templates an AI and sell them.

00:19:44: yeah You can.

00:19:45: it can sell anything to anybody But would he sleep well at night?

00:19:49: And will they be happy?

00:19:50: and I'm the long-term.

00:19:51: Will It work for you when i'm always playing along game?

00:19:54: Reputation is everything and has actually come To the point with my books.

00:19:58: whereas that probably My last business book because I feel I've given all I can give epiphany or, you know revolutionary experience in my life I have scraped my barrel dry.

00:20:12: You know there are others writers like Andrew Griffiths who's written thirsty books.

00:20:16: i don't know how he does it...I feel like that's enough.

00:20:19: to write another book now, even though I could and it might sell would be disingenuous because i feel like just the recycling ideas have already had.

00:20:26: I need some new material but don't have any.

00:20:29: so again you've got to be honest about that as well.

00:20:32: we were talking about pivoting and changing products in services have a lifetime not just because they become out of vogue or out-of-date but because you become less interested in selling them.

00:20:43: The passion dies, enthusiasm dies.

00:20:45: And I think thats really important.

00:20:48: Selling things because you can but selling things because she feel good about it.

00:20:52: Does that make sense?

00:20:53: Yeah, absolutely no and I love That You wrote in the series.

00:20:56: um i think It's like there was something Anna Featherston said to me right in series And it just yeah stuck Because then you have an evolution.

00:21:04: But what are not?

00:21:05: also a lovely feeling To come to go that is complete.

00:21:09: and yes, it's not

00:21:10: and

00:21:11: doesn't mean that those part of you know those books are going to keep selling for many, many more years.

00:21:17: And one of the other things I think in that believing your product or believe it into a service and what You need when you're probably in that confidence dip.

00:21:26: What i've gone on looked out is evidence especially if you try something new you start to go can do this thing?

00:21:35: Do...you don't actually quite believe yet.

00:21:38: so I have helped clients, and what's so lovely?

00:21:44: sometimes it just pops up out of nowhere.

00:21:46: Someone sends you a review or think about that thing you said?

00:21:50: And then really help me like oh okay i can help people!

00:21:53: So go find evidence if its hard because your might not know specific things but you must have evidence to help someone.

00:22:03: Yeah, and you are still the same person just because your You haven't lost your entire personality like you know fallen out of a plane And got amnesia.

00:22:10: He said exactly the same persons the same values morals understanding knowledge experience.

00:22:15: They're just applying it to something new and that's why I so believe in iterative development Like making very little thing and selling that and getting immediate feedback.

00:22:23: move but went well and then expanding and Expanding it rather than trying to develop something huge and then start selling it.

00:22:29: offering, when you're testing something out and it's new.

00:22:32: Offering to a few people at lower rates so that they can practice because I think one of the best ways is see if your are good or what you do.

00:22:42: has been doing more speaking recently as why have other people still want me for speaking?

00:22:45: am i any good?

00:22:46: And then went and spoke!

00:22:48: I'm really enjoying this getting feedback but don't do much anymore.

00:22:59: dipping your toe in small bits, proving to yourself that you are good at what you do.

00:23:03: Building your confidence then will inevitably allow you go into the next thing and say no I just had this experience where did a great job.

00:23:10: so i'm happy with my pricing You know?

00:23:12: So someone approached me yesterday said would come to New Zealand and speak And I said yeah here's my fee.

00:23:17: They were like oh well we're more looking for strategic partnership.

00:23:20: We don't pay.

00:23:21: Great!

00:23:21: Good luck with your event.

00:23:28: If we want to pay you zero, I wanna get paid this.

00:23:30: We're not gonna really meet in the middle on that

00:23:32: one.".

00:23:32: So having the confidence and that situation say well i'm not the right person for you then so it's all about our confidence as much is a business its biggest personal development experience of your life!

00:23:44: That's why most people don't do it.

00:23:46: they get job where their just told what to do.

00:23:48: You know?

00:23:48: It very hard getting up every morning deciding who are going be how can market yourself Very Hard

00:23:56: And they're doing.

00:23:56: I think it's really important.

00:23:57: I've offered a few of my clients an extra call recently and or someone who have worked with them, you know just to kind of like because It's actually...I want help here!

00:24:07: I wanna be in service.

00:24:08: It is

00:24:08: helping me!

00:24:09: But yeah..and i did genuinely say that its so nice to hear That Im like oh I can Help You and To Be In Service Because Thats I Am In Service Predominantly.

00:24:20: Then thats what we wanna do and then I Know That Its Going Too.

00:24:23: When I was first starting my coaching business when I did my biggest pivot six years ago was like, um...I did sales calls.

00:24:31: Like you said and some of those people did end up leaning.

00:24:33: they were but there were practice pure practice i say can just people are new?

00:24:37: Can I just practice with

00:24:38: you?".

00:24:39: And some of them it didn't end up later becoming clients But It Was Just The Like.

00:24:43: If You've Never Done One.

00:24:45: Yeah, the first call you're like that and then got a script.

00:24:47: And it's very... You've got some scripts in there.

00:24:50: You have some patterned there where people can practice with.

00:24:53: but only way to find your own ways of talking about or get into is by having to

00:25:01: do it.

00:25:04: brave enough, and you can use AI to help you with this of saying here's what I'm selling.

00:25:09: What do you think will be the customer's biggest objections?

00:25:12: And then facing those head on like so for example your retreat example one objection is going to be how it's just gonna transform me in.

00:25:19: How Can You Prove That This Is Going To Change

00:25:20: Me?,

00:25:21: being brave enough say i cant prove that literally im not going too or saying Do Offer Refunds?

00:25:30: No we don't you know.

00:25:32: and just being straightforward, like people often say with the SEO course well I can guarantee a number one ranking or whatever.

00:25:39: And i'm like no I can't that's it!

00:25:41: That's the end of the conversation...I literally can't..and there is no amount of me talking about this going to change the truth of that.

00:25:48: so its better to just know what people are gonna object to face ahead on.

00:25:51: then let them make rational decisions.

00:25:53: that

00:25:54: is very honesty and bravery, not the AI.

00:25:58: And honestly it's a genuine honesty which was really helpful.

00:26:01: so you have mentioned we've talked around Pivot or Evolv... Evolution?

00:26:09: That's our word but using evolution.

00:26:12: Pivot was so twenty-twenty!

00:26:15: What are sort of on the cards?

00:26:17: what do happy to share your leaning towards?

00:26:21: Well, I think the thing is that i'm not leaning necessarily towards anything but i am leaning away from things like I used to do.

00:26:27: So I think a world where was in digital marketing and courses programs isn't the same as it's had its heyday.

00:26:35: people are still trying to bang their drum but they just aren't willing to invest such large sums with people who don't know for programmes which can't really see before buying them right?

00:26:48: I think there's a lot of trust being broken, and a lot people who spent a lot money on not having results.

00:26:53: So i think that whole world is changing little bit.

00:26:56: so... And also for me personally ,I taught my big course for twelve years!

00:27:01: The passion was dying .And don't want to sell something !

00:27:04: Not that I dont believe in but.. That I DON'T HAVE HEART IN.

00:27:07: IT'S VERY HARD TO SIT THERE AND sell the same jokes for

00:27:11: twelve years.

00:27:12: So I'm moving away, I've closed down two large chunks of my business.

00:27:16: now i just have a membership and do speaking And i'm really leaning into The Bookshop.

00:27:21: that was supposed to be A fun little side pivot beside Hustle we would call it back in the day.

00:27:27: It's turned Into like My entire Eyes Entity.

00:27:30: It is Surly Unfinancially Rewarding compared To what I used to Do but it Is deeply rewarding from a personal sense.

00:27:39: So I guess, and then I don't know because for me i've been a busy productive very active person for many years And I don t have any new ideas yet!

00:27:51: And Im just going to wait.

00:27:52: so im not gonna force things out of myself that feel disingenuous.

00:27:56: something might come along maybe ill fade away into the ether.

00:28:01: I just sit in my shed and make furniture.

00:28:03: Maybe I will, like...I think you'll be seeing a lot less of me And i think everyone would rather be relieved at that.

00:28:12: Well seasons for sure but I did get to come see the bookshop before.

00:28:17: But know you've moved so I'm delighted to go again.

00:28:20: It was very honoured being there.

00:28:22: You were

00:28:23: in the window!

00:28:25: Thank you for sending me the photo.

00:28:29: Yeah, I totally agree.

00:28:33: I don't know and i trust that things will come, there'll be opportunities.

00:29:05: You can't lean entirely on

00:29:07: it.

00:29:07: but

00:29:09: one of the benefits being around for a long time is showing up so much people do see you when we're coming along.

00:29:17: have you thought about this?

00:29:19: Things pop-up!

00:29:20: But what's scary especially when you've known for a long time, like I have known exactly what my day looks like every day for ten years and that begins to get very dull.

00:29:31: And i don't know is it's very scary.

00:29:34: financially spiritually all the leads.

00:29:38: but yeah The universe tends to kind of pop things up When you want them.

00:29:42: they're kind of...I'm a bit woo in that respect.

00:29:44: so think things do.

00:29:46: who am?

00:29:46: I didn't used to be?

00:29:49: You Know!

00:29:50: What happened into

00:29:50: me?!

00:29:52: Even if not, you know these days I am very much of the opinion that even if nothing pops up i'd be happy working at willy's checkout.

00:29:59: Do you know what i mean?

00:29:59: Like honestly yeah i've done the things that i wanted to do.

00:30:04: i've ticked every box That i ever thought of and lots that i didn't even want to tick You know.

00:30:08: so i'm content.

00:30:10: And i think Yeah that's enough.

00:30:16: Another thing that you mentioned there is it retiring a program?

00:30:18: That probably people still want in life.

00:30:20: People still ask me what I do.

00:30:21: the recipe for SEO.

00:30:22: and just because someone wants to buy something doesn't mean You have to sell.

00:30:25: It's another thing as well, so you get to choose What you sell.

00:30:29: um i think that's really important Aswell

00:30:31: and being told it's A great business or it's a Great Thing like i know but Like i don't Want To.

00:30:36: And In This Such A piece and A gift in that i also Think When You've Gone Through you know, such a big project that you have doing three books in three years.

00:30:45: And there is such an intense and all-consuming.

00:30:49: so no wonder do want to bit of space right now... I wanna grab a break!

00:30:53: I

00:30:53: want some

00:30:53: breaks!!

00:30:54: Yeah..and

00:30:55: i'd forgotten ...you know ..I wish someone had sorta said hey I'm gonna remember eighteen months ago when he was just like a shell of the human after releasing a book about oh what?

00:31:04: So I've written my second book and did forget what

00:31:07: it's called

00:31:08: afterwards.

00:31:10: a big thing to put in the world.

00:31:11: but I'll always thank you Kate because it was a question that came to me at a very poignant time and an important sales lesson is to listen.

00:31:20: And really your questions just stopped my tracks, how are doing what?

00:31:26: You said no genuinely!

00:31:29: How do you travel?

00:31:30: Any other business?

00:31:31: Any of child or husband... it was just maybe go, do people actually want to know this?

00:31:39: Yeah.

00:31:40: And now the next one is like how do you do these retreats and make money from them and go to Bloody India!

00:31:45: Like when even start with

00:31:47: that?!

00:31:47: If I could have a jolly every year into some country i loved then... Make bit of money take some mates with me.

00:31:54: It sounds amazing.

00:31:55: So Is That What Your Next Book's About?

00:31:56: Or Am I Not Allowed To Ask?

00:31:58: Well..I did put as back page in my book so I didn't really set myself up for that.

00:32:02: But its not....its that thing where Its.....I'm Tired and it's not quite there yet.

00:32:07: And I know that it drops in, so i think they're still a little bit of learning and experiencing for me to do... Yeah!

00:32:14: ...and then what I learned from you was that book can come together very quickly when you know what your saying?

00:32:20: You

00:32:21: just pump

00:32:21: it out.

00:32:23: The structure of Six Figures in School Hours has helped me as well.

00:32:31: It's just.

00:32:31: maybe it's the right people to talk too, because I want...it is not all me telling what i've done.

00:32:45: Honestly, Bloody Rest

00:32:48: is you know?

00:32:51: because I think as well i find the books are full of other people's stories.

00:32:54: I didn't buy them for...I want your story.

00:32:56: that's why I bought it.

00:32:57: do you know what I mean?

00:32:58: I don't need to read about bloody boost juice lady one more time.

00:33:01: yeah okay Good

00:33:03: thing that I listened to your case.

00:33:05: Yeah, and again you know with the experience then all you need To be is two steps ahead of me not twenty like if you're twenty steps ahead Of meaning about every experience in The world.

00:33:13: it's unrelatable.

00:33:15: You've already done Retreats to India now even having Done that once but i think he'd have done It several times.

00:33:21: That's enough.

00:33:21: man Like Even If He Just Talked About That In A Book How You Planned It how You Book It?

00:33:32: you do on the day, like what'd you wake up and do?

00:33:35: I don't even understand.

00:33:36: That's a few

00:33:37: thousand words, hundred percent.

00:33:40: How do you sit in the room with six people for three days and talk?

00:33:43: Oh God I can't make anything worth.

00:33:45: so anyway uh i'm excited to read it when it comes.

00:33:47: oh thank

00:33:48: you Kate.

00:33:49: okay well um I love that my podcast always turn into a coaching call from me.

00:33:56: no now and I will when I have a wobble again.

00:33:59: Thank You because I had a big wobble And I called... Well..I came into the shop and talked to you and he gave me some really wonderful advice.

00:34:06: I think sometimes as well with my message at the moment for sales is pick up the phone and whether it's to talk to a colleague or a past client, potential client.

00:34:15: Pick-up the phone Yeah And just talk like...to human.

00:34:20: because you're shifting so much in this bit of putting your brave pants on The.

00:34:27: each call has got easier but people are quite happy to pick up their phones because it's quite rare these days.

00:34:35: Yeah,

00:34:35: there really is and people are desperately craving human connection.

00:34:38: yeah well

00:34:40: buy

00:34:40: the book!

00:34:41: Buy The Book People!

00:34:42: It's a great one I'd sort of whizz through.

00:34:45: so i think this definitely bits stuff got to go back too And you can come back time-and-time again Because You just...it's a cycle.

00:34:52: We're always going to be learning.

00:34:54: So Kate, where can we find you?

00:34:56: To find what fabulous things are doing or Where would you like people to see at this point in time?

00:35:00: if

00:35:00: you just Google kate tune You'll find something.

00:35:03: I'm not doing a lot of the moment But that's some point.

00:35:05: i may do something which will see.

00:35:06: and If he finds yourself In The gorgeous central coast area in the lovely town Of umina Or if your happy to go on A little road trip And Go out of Your Way Kate has created the most incredible space from What I've seen online At the Moment and I cannot wait to visit because it's absolutely charming

00:35:23: Yes, and bring a lovely child.

00:35:25: Your mermaid husband will be fabulous!

00:35:30: I will thank you Kate And yeah i can't wait to share this with that audience.

00:35:34: Thank You so much for everything.

00:35:52: It helps other awesome people to find as much time as they can get motivated and inspired.

00:35:57: Want us stay connected?

00:36:00: Come join the Live a Life You Love group, or connect with me on Instagram at milevel.edu.

00:36:07: The same is my website but all of these details are in the show, it's lovely!

00:36:11: I'll see you next episode for more inspiration, motivation & freedom signals.

00:36:16: Now go out there and live your life that you love.