Olivia Chapman Interview Transcript
Nancy Rush:
Welcome Olivia. I'm super excited to have you here today to share all of your amazing, yummy goodness with everybody. Let me introduce you by sharing your bio. Olivia is the Co-founder and CEO of IGC coaching school, the first all-women fully accredited and fully virtual life coach certification program in the world. Pretty cool! Liv works with world changers who are on a mission to build purposeful and profitable business. She is the how to your why, helping entrepreneurs overcome fear and resistance every single day.
I love that, that’s just awesome. I think you have some really good insights to share about how people sabotage themselves within the business. So, let's jump in with talking about the top three things that you see people doing when they're doing sales with their clients in terms how they sabotage themselves and honestly, why are they so sneaky? It's like people aren't even aware of what they're doing, right?
Olivia Chapman:
Thank you for the introduction. I'm very excited to be here and connect with some of your audience. So, we teach people how to coach for the most part and we give them a certification? And just like any other kind of trade school, you learn this beautiful skill. You get out there and you want to do it, you want to change lives, whether it's through coaching, personal training, massage therapy, anything. And then you get to go to the market and start sharing it. And then there's something that happens often where they're like, you know, I'm posting every day, but they can't make a sale and then immediately want to quit.
There's a lot of things that could be the reason that this happens. One of the things that I have taken as kind of a passion project inside of our company is making sure that everyone who has a beautiful gift or natural ability or skill that they've learned and want to share with the world, they don't get in their own way. Because sales are actually the gateway to you being able to live out your purpose and be compensated. So, if you can't figure this out, it's almost like you have two options: let your gift die, which is depressing, <laugh>, and, no, that's not the option we want. But I unfortunately have seen it happen. Or you choose to say, okay, this is a problem that I can fix.
And usually those sneaky sales saboteurs, as I call them, are one, you are either and not confident or clear in your offer. So, maybe you need to get some level of training, or you haven't really packaged it properly or there's just something missing. Like I always say, if you can't go stand on a rooftop or a balcony and shout your offer off the rooftops and feel really, really great about it, something's off. That is an easy fix. Typically, it's a language shift, pricing shift, something like that. So, that's usually the number one thing where there’s a part of you that doesn't even want to talk about it because something is off. Yeah. Then number two is actual proof. So, it's one thing to go to school and learn how to be a coach. It's a whole other thing to know if you're actually good at it.
<Laugh> Some people are lucky enough to have some previous professional or personal experience that tells them like, I am amazing at this. My friends come to me for advice all the time. I've been low key coaching in corporate or whatever it may be, and I know that I'm great. Other times you actually need to work with people and get that feedback before you can confidently charge for it. There's a lot in the coaching and personal development space, and I'm sure Nancy, you've probably heard stuff like charge your worth and don't do anything for free. That's complete BS in my opinion. I don't know any career where there's not some level of apprenticeship, like I was formally trained as an educator. I was a student teacher working full school days and years for no pay.
It doesn't have to be like that, but that's how you knew you were good, and you were prepared to get paid for your work. So, that's number two, getting actual evidence that you're good at it, that's going to change the game for you from a confidence perspective, but also from a marketing perspective. You will actually be able to get on the phone and say, you know, I did change someone's life and here's how, and this is why you should be comfortable paying me. Right? The last one, this one I get a lot of hate for sometimes because people are like, absolutely not, I would never do this. You need a sales script. Especially at the beginning. This is what I'm saying. If you don't know what to say to sell, that's going to be a huge breakdown. Huge. And most services are sold on the phone, over 90% of coaching, consulting, or service-based businesses do their sales over the phone. So, if you don't know what to say in those conversations, you're setting yourself up for failure.
Nancy Rush:
That's fascinating. It's funny because I hear so many threads of commonality for me and what you're saying. When I left corporate and I transitioned to my own business, I did struggle with my offering, and I didn't know how to talk about what I did because it wasn't totally mainstream. So, it wasn't just like, oh, I'm a coach, or oh I'm this. So, I've really struggled with that for many years, quite honestly. And then getting that evidence of validating, like, I knew I had all these gifts, but I needed the actual validation to turn off my monkey brain telling me like, well, you know, are you really good at this? Until I got that validation, I didn't have that confidence. I think too, people buy from us, meaning they're buying the package that's coming with the offer, which is our personalities, our confidence, our energy, all that good stuff. And if we're not confident in our skills and capabilities, that's going to bleed through.
Olivia Chapman:
Oh yes, it feels so awkward too <laugh>, people can pick up on it right away.
Nancy Rush:
And this thing about the sales script, I think it's a really interesting point that you're bringing up because one of the things that I come across with people that I work with is that they have this incredible gift and this incredible ability that they're putting out into the world, but they're like, Ohh, I don't want to do sales. I hate sales. Because they perceive it as being icky, first of all. So, there's a reframing that needs to happen there. And then secondly, they don't, they just don't know how to talk about it. So, tell me a little bit more about this idea of a script. When you talk about scripts, it does make me think a little bit of like the old cheesy days, like in the eighties with the script that they would literally read over the phone, you know, in a monotone voice. So, tell me how this is a little bit different and how it can support somebody?
Olivia Chapman:
Great question. So, the first thing I want to say, which was actually reflected to me by one of our directors of sales at IGC. We think of a sales script, which we go kind of on sales script template. So, you're following a process, you're not reading word for word in every single question where it's like awkward and robotic. And at this point, if I wanted to do that, I would just hire an AI. Right? But one of the things that the script really does is create equity for our prospects. Because there are so many people that maybe get a preconceived notion from looking at someone's social media accounts and saying, oh, they probably can't afford this, or I'm going to get a money objection, or they already work with this person. We can create all these stories and then we're putting someone down one path and another. So, the very first and foremost thing is that the script creates equity in your process.
And the more you kind of follow this scripted path, somewhat scripted path, and I'll get into more of that in a second, but the more confident you are able to be as well. So, I always open the call with a piece of connection, like I'm going to get connected to them, I'm going to understand why they're here. I'm always going to ask, what inspired you to book this call today? Some of these questions are actually just great. Like, there's nothing sleazy or weird. We're not cold calling people typically. So, this person expressed interest in your service and booked a call with you, you're not showing up at their door. So, you can go through this process much easier because these are actually pretty hot leads if they went through the process of booking a call with you.
Nancy Rush:
That's such a good point. It's almost like that's a big hurdle for somebody to even book the call to make the time and commit to that, right?
Olivia Chapman:
Yes. I mean, I think about that. So, before I was owner of IGC, I was a public-school teacher in DC public schools, and I was terrified to even get on the phone with this person who was a life coach. I had met her, was introduced through friends, but I was so ashamed of my discontent with my own life. And in my mind, this person, oh, if they're a coach, they have all of their stuff together. They’re high achievers. In my mind, I was this small and she was this big and I was terrified.
Nancy Rush:
Interesting.
Olivia Chapman:
I think that's just such an interesting thing to also remember because if we are uncomfortable with sales, we're going to psych ourselves up before every one of these calls or conversations. And it's such a dark cloud over the experience where it's like you, this person is there because they need you. It has nothing to do with your fear. I've trained and certified thousands of coaches at this point, and a script is a very great tool to help you feel confident in any single call.
Sales is a major in college, it's a career, right? So, there are practical skills and psychological components to a good salesperson. And it doesn't mean sleazy, it means smart. So, there are certain segments of the call that you want to have in there. You can say things in various tonalities. You can specify things based on the person that you're talking to, but you want to lead them through a pretty standardized path that understands why they're there, what problem you need to be solving. That's the biggest one. If you don't do enough fact finding, you're never going to close a sale. You're not even going to know why they're there. And maybe they aren't either. The last thing you want is for them to think you're wasting their time on a free call. Then you ask them for money and they're like, this already sucked.
Nancy Rush:
<Laugh>. That's so funny. I think that this is really great that you're talking about this because I almost feel like a script could maybe be a little bit of a security blanket, particularly if you're newer to promoting yourself because I was in marketing for 20 plus years, it's fantastically easy to promote a company and other people but not so much when it comes to promoting yourself though. I always struggled with the thoughts of, why would they want to buy from me? I had all this insecurity around it. And it wasn't until I finally got enough practice and validation that I was like, oh, what I am offering is something that people really need. So, it was almost like for me, I had to put the value of what I was offering. Like I was actually doing them a service by offering this to them. Whether they took it or not was free will for them. But in my mind, I was like, I'm offering something that is so valuable that the whole sales process became immaterial. But to your point, a script would've been incredibly helpful to help me go through the process of, like you said, building rapport, identifying their pain points where we you could step in and help.
Olivia Chapman:
Yes, it's super helpful. And I mean, we teach a whole sales course for service providers at this point, or it's like a digital course that we offer. But one of the things that we teach there is you would audit your expertise as a coach or a consultant or whatever, you can also do that with sales. Like, listen to your calls, learn how you can do better. Every company has a gap, right? Every single person has a gap. It's a matter of identifying those and then deciding to put the time, money, maybe, and effort into fixing those gaps. If sales are the gap, I just want to remind people that there are tools to make it easier. A script makes it easier.
Nancy Rush:
It makes sense to me. It's like, why not use something, and there's a lot of different types of scripts out there. I think what would be important, and I learned this the hard way as I worked with a company once who had the same process in terms of you work off a script. It was not energetically aligned with me at all. So, tell me a little bit about that. How can people that are looking for that support, how do they sort of suss out what is actually in alignment rather than trying to emulate something that really is not aligned for them yet?
Olivia Chapman:
So, I know we're going to go to this at the end, but the first thing you can do is if you want to go to innerglowcircle.com/script, it's a totally free template. And it comes with a lot, it's a booklet basically where you're saying we're giving a bunch of different optional questions that can go in each section of the script. It's fully customizable, but it's a little bit up to you. But here's what I would say first and foremost, do not practice on your prospect. <laugh>.
You're going to do this and you're going to practice it outside of an actual sales call. There's no greater mistake than waiting around for a Calendly link or Acuity link and then saying finally I get to try it now. Like, no, no. Find someone else in your market or in your niche who also needs to practice. Trust me, there's probably millions of them. And practice your scripts together, whatever objections you're typically coming up against, like money objection, time objection, spouse objection, parent objection. You want to practice those and whatever you feel great about question wise that you asked, add those into your template. Add those that into your repertoire. It's almost like you are learning a little bit of another language when you're learning sales. And you have to practice that. I really recommend you don't practice it on someone who is considering paying you thousands of dollars.
Nancy Rush:
I think that's such a fantastic point. It seems so obvious but speaking of the company that I worked with a long time ago, that's exactly what they did. They handed you the script and they're like, okay, go forth. You know, go talk to your prospects <laugh>. And it's so awkward because you're trying to navigate the script and try to be in connection with the person that you're speaking with. And then there's that underlying like, oh, I really hope I make this sale.
Can you speak a little bit to, because I think this is something for entrepreneurs, people that are really transitioning and, or they've already got their business, but they're not as established as they'd like to be. I had somebody say yesterday, desperation is not sexy. No, it's not. And it's palpable. It's very palpable. And even if logically you're like, it's fine if I don't make this sale. But if underneath all of that, if you know in your gut, if you're like, no, I really need to make this sale, that filters into it as well. So, tell me a little bit about how you coach around that kind of thing so that people can just show up and be present rather than needing that sale.
Olivia Chapman:
That's a great question. I don't think any business, especially now is like, oh my God, I have more leads than I know what to do with. Right? The landscape of marketing, which I know you have an extensive, probably way more experience marketing than I do, but the landscape is not only ever changing just by default of it being marketing, but between the economy and an election year and whatever happened in 2020, I'm still trying to process. But all of that has also changed. Like this influencer culture. I mean, people don't even go on social media to connect with friends and family anymore. It's a marketplace. So, the real reason that anyone feels like that is if they don't have enough leads in their pipeline. If you're booking one sales call a week, but you need to be making $5,000 a month, you're always going to feel that. So, what you really want to look at is filling your pipeline and not becoming so attached to one conversation. Stay connected to that conversation, especially if you genuinely feel like you can help this person. That's also where it becomes like, oh, I don't need to trip about this. If this person is meant to work with me, I'm going to make it obvious in this phone call, or I'm going to follow up with so much value that I'm front of mind when they know that it's time to confront this thing that they need my help with. Do you know what I'm saying?
Nancy Rush:
Yes, absolutely.
Olivia Chapman:
I've seen this quote where there's 8 billion people in the world and half of them are women and then this X percent are moms, and this X percent don't want to be so stressed and blah blah. And then there's 2 million people in the world that are dealing with this problem that you can fix and you're looking to talk to 10 of them. And sometimes I think that just grounds you. So many people that you can help. I don't really totally believe in affirmations, but I do believe in interrupting our negative thoughts, or what did you call our monkey brain? Interrupting it with something that's actually realistic. The reality is if that person is not a yes right now, first of all, they may be a yes soon because it takes a good seven to 12 follow-ups on average, but also there's way more people in the world. It's just a matter of the sales process starts with outreach. So, you posting content or sending out a newsletter, it doesn't stop there. It's individual outreach, especially at the beginning. So, don't complain about the lack of a close, go create another lead for yourself. That's the shift we have to think of.
Nancy Rush:
I love that because I think people can get very fixated on the immediate sale. I was telling a friend of mine, we were having this conversation, I was like, you know, remember when you had little kids and it was like you'd worry about what they ate in one day, when really in reality it was more important what they ate in the total week.
Olivia Chapman:
I needed that lesson right now, Nancy, Thank you <laugh>. I get that, it makes a lot of sense though. We can use these like microcosms of time to make ourselves feel like crap. And it's like, that's just not conducive to being an entrepreneur. It's not the mentality, especially if you're in the coaching industry. You would never let your client get away with that. It takes a lot of relentless repetitive mindset shifts again and again.
Nancy Rush:
So, let's talk a little bit more about that. because you're a successful entrepreneur, you've got this amazing business, which I just love the whole glow thing. That's so fantastic, <laugh>. But I’m curious, what recommendations would you have for our viewers in terms of how they navigate their mindset? Because the journey of an entrepreneur is one that has many challenges and often life gets suction cupped to your face. What would you recommend to help them navigate that and to stay more or less in balance?
Olivia Chapman:
I guess delusion <laugh>. I don’t know how to summarize it. First of all, I genuinely feel like you have to laugh at life sometimes. I always joke that I have been amazing at business, but other areas of my life don't flow as easily. So, I'm sure that's the same for every human. Maybe you have an amazing relationship, or you're an amazing parent, or you're an amazing educator or this or that, or community member, whatever. And then some people are good at other things, that's okay. But what you have to remember is, I think at the end of the day, if you are certain that you have a product or service that actually solves a problem that people are willing to pay for, you have to be certain of that, which is the first two things we talked about, then there's no way you're not going to be able to sell it. I think that practicality sometimes is really important for people to understand. You are not the first person to have a business. So, if other people are doing this, you absolutely can, but you cannot give up when the first strategy doesn't work.
Nancy Rush:
That totally makes sense to me. A hundred percent.
Olivia Chapman:
And I think people are like, but I just launched my business, and I made a website. And I'm like, okay, where did you share it? That's not how business works at the beginning. And I think we have this delusional, in a bad way, <laugh> thing that if we post something on social media, it's just going to be lucrative right away. Like this whole get rich overnight. Like, absolutely not. I know we're talking about mindset shifts, but I'm not good at a mindset shift without a practical approach. So, I like to pair them together. But if you remember the fact that a business requires strategy, which I do think that women have a little bit harder concept with. I don't get a lot of men coming to me saying like, I need to remove my money blocks before I can sell.
They're like, oh, I got to take a sales course, or I have to look into different marketing avenues but it's strategy, strategy, strategy. And I know we're women and we don't always want to do it. But that does work sometimes. So, reminding yourself that if I have something great, there's a way to sell it. How can I be more creative? What can I do to fix this problem? Even if you can't afford to fix that problem right now, get yourself in environments that encourage this kind of strategic, supportive thinking, creative thinking, and make a commitment to do it. Because there is a way, that's it. I don't know how else to summarize it. The only way to fail is to quit.
Nancy Rush:
A lot of times too, I think that people feel like if they've put something out and it doesn't work, then they think, oh, I have to just start completely over.
Olivia Chapman:
Yeah no, don’t do that. I mean, again, if you can't confidently talk about your offer, maybe you have to tweak it a little bit. But that's another thing that, oh man, that one frustrates me too, Nancy, when they're like, retake it down, recreate it, take it down, rename it that. No, just be obsessed with one thing for at least 90 days. I would say if you put obsession into your product or service for 90 days, and you see zero results, and I'm talking obsession, not like posting once a week, then we have a problem. But if you don't do it like that and you're just changing it after one post every couple days, I wouldn't do that.
Nancy Rush:
I have seen people, and I've even been guilty of this too, where it's like, oh, it's not working, so therefore I have to go move on to something else, or I have to bring something else. And then pretty soon you're juggling, and you're master of none because you're juggling a bunch of different types of offers and stuff, hoping something's going to stick and land, right?
Olivia Chapman:
I think some of that's beautiful. It's like showing you how you can be creative, you can problem solve, but sometimes too, it's like, do you even know what problem you're solving for <laugh>? We offer these free calls, I didn't even tell you about, we call them six figure strategy calls where it's a complete assessment of your business, like the six pillars of business based on our six-figure certified curriculum. And it leads you through this full assessment on every pillar of your business. And people who think their product isn't good enough, no, your product is great, but you're lacking in lead gen or people have a million leads, but they're like, I can't close any of them. It's a sales gap. We have some people who say they have too many leads, and then like, it's a management gap. Do you know what I mean? So sometimes we don't even know what problem we're solving for solving, so then we toss out the name of the program or something. Well, let's update our branding colors. That is not going to help, I'm telling you. Or change out the image on your website. No, no. We have to make sure we're solving the right problem.
Nancy Rush:
I think that's true too because a lot of times people are like, I have this idea, I have this service of this that I could put out into the world, but they haven't done the background work, the foundational work, which is who are you serving? How are you serving them? What problems are you solving for them? You know? Instead, they're focused on the external, which is how pretty their website looks. Not that a website isn't important, but at the end of the day, if you don't have the foundation, it's not going to go anywhere.
Olivia Chapman:
I know. I always think about this with celebrities who launch something and then it's only a matter of time before everyone realizes that was crap. Lacking longevity.
Nancy Rush:
Yeah <laugh>. Well, and I also think too that if there's lack of clarity on the back end, that's going to filter through in terms of what you're offering. I mean, one of the most important things somebody can do, like you said, is get their niche down, figure out what it is they're serving, and then get obsessive. If they're focused on that one thing, sure there's tweaking along the way, but there isn't like wholesale do over.
Olivia Chapman:
You have to find what I call their Hawaii. So, everybody wants to go to Hawaii because they want to enjoy the beaches, the hiking, the nature, the food. Maybe no one really cares that much about the flight to get there. So, it's like, cool, I'll fly first class, but if I'm going to Hawaii, I'll take whatever tickets I can get. I just want to get there. And I think we have to think about that with our offer. It's not that you need to add 10 more minutes to your coaching calls, or you need to offer email support. It's not usually the journey. Do they see value in investing in the transformation at the end? Someone's still going to love their trip to Hawaii, even if there's delays on the runway. That's not the focus. And I think too often we try to focus our marketing too much on the packaging versus speaking to the solution or the transformation, or to the Hawaii. Do you know what I mean?
Nancy Rush:
I do. And I think too sometimes that when people are tapping into your creativity, they're creating because it feels good to create. It's awesome to be in that creative, inspirational space. But the thing is that they're not creating with the people in mind that they're serving, that also can be a factor why an offer might fall flat, right? It might even be this beautifully put together, beautifully packaged offer, but if it's not in resonance, it's not in service to the people that they want to work with, right?
Olivia Chapman:
Absolutely, and there's so many simple fixes for that. Marie Forleo says everything's figureoutable. I think that's just a very comforting reminder. I have had so many launches that have flopped and for different reasons. Some pricing, some marketing, some language, but you can always tweak that, like the journey, the working with you that often stays the same, but the selling point or the solution, do a little bit more market research. Like how are your clients saying this? They're not sitting saying I just want to feel more empowered on my spiritual journey. They're probably saying I'm sick of feeling like crap every day. Or I wish I could find five times to meditate, or five minutes. You know what I mean? That's what we need to solve often.
Nancy Rush:
I think that's absolutely so true. And I think too, the other part of this is the way I always describe it is the business, and you are in an infinity symbol, meaning one side is the business and the business is separate, and then one side is you. But that affinity symbol is flowing back and forth. So, if all is right in the business, what's happening with you? Because they are interconnected. I think sometimes people end up focusing on all the external things, like my marketing, my messaging, my packaging, and they're not really looking at what's happening here internally.
Olivia Chapman:
Right. And there is that energetic component to it. It's like the mindset and the energetics do best. They don't do it alone. You're not going to manifest your whole business by sitting thinking about it and visualizing it. But you need some of that paired with strategy, and then they flow together so beautifully, but one can't really go without the other.
Nancy Rush:
I see this too. This keeps coming up over and over, so I'm just going to ask it. It's this idea of becoming visible, right? A lot of people come up with this great idea, they're like, I have this awesome service, I want to put it into the world. But then when they actually have to put it out into the world, step up and become more visible, then I think that causes a lot of issues. So, I'm curious to see if you experience that with the clients that you work with and how you help them navigate that.
Olivia Chapman:
Yeah. I think the greatest misconception is like one new offer is going to be just some monumental game changer for the internet. And it's not, unless you're a celebrity or a major influencer. If you're a normal person with an average following, first of all, it doesn't matter. I didn't, I'm just starting to grow our Instagram. I've been in business for 10 years. You don't need this first of all, but I think the biggest thing is that we feel like a loser or a failure if we don't get the acknowledgement or the recognition that we want right away, and then we stop doing it, or we do it less. Or maybe you get mean comments, or you get negative feedback. I'm a somewhat religious person. I believe in God, but if you don't, just substitute what I'm about to say for the universe or yourself or higher self or whatever. But then I think what happens is we start to think that this must not be for us. Like, oh this must not actually be God's plan for me, because why am I getting rejected? And I'm like, that's because he's preparing you. If you think you're going to reach 10,000 people with your message, but you're offended by three in your DMs, you are not prepared. So, it kind of depends on what the feeling is. Usually when it comes to feeling bad about visibility, it's some fear of rejection. Either someone's telling you they don't like your stuff, or you're not getting the positive engagement that you hoped for. You have to keep going.
Nancy Rush:
I think it's such an important point for really anybody at any stage in their business is that as a society, we are conditioned to look externally for validation. So, to your earlier point, yes, you want to validate through working with clients to get that evidence that you actually are doing fantastic work. And then you have to stop worrying about what other people are thinking. Because look, there's always going to be somebody that's a hater, right?
Olivia Chapman:
Always. I used to have this weird little filter of girls from high school. I would be posting something like, oh, that may be weird. I'm like, first of all, she's not my ideal client, so why is she even in my mind when I'm posting this? You need to be posting or sharing exclusively for your ideal client, not your weird cousin who's going to run and tell your uncle, like block all those people. That’s another practical one that people do, block them. Do you know how many family members I had to block when I started my business? Because they were all like, oh, what's she doing? <Laugh>. I mean, I unblocked them now, but I needed that to build my confidence at the beginning. When you're at the beginning of something, one hit is going to knock you off. So why do you subject yourself to them? If you're worried about what some of these people are going to think block them, or at least block them from your business-related posts for the time being until you're more confident and then people throwing some nasty remarks. You're not going to fall off. You might be like, okay, that was mean, but it toughens you up.
Nancy Rush:
I had somebody who was in the last masterclass that we did, we had some technical difficulties, and he sent this really nasty email, and I just looked at it and I was like, Hmm, okay. So, I just emailed him back and said I'm so sorry you had a bad experience, but technical difficulties do happen. And literally what was powerful about it was that even a couple of years ago that would've dinged me in the heart. Like, oh my gosh, you know? And now it's like, okay you're not an ideal client, obviously.
Olivia Chapman:
I am not even that tough. There are still things that I'm like, oh my God, that was really mean, and it will take me out for a minute, but it's not going to stop me from doing my work in the world. But it would've at the beginning, potentially, had I not also been mentored to like, why are you worried about your uncle, literally this was a thing. Why are you so worried about what he's going to tell? He's not the person this message is for. And I'm like, okay, this makes sense now. We have to put those scaffolds in sometimes so that we can really rise to the next level. And as we grow in our strength, we can remove those if we want to.
Nancy Rush:
I think that's a fantastic point. I love that because I think sometimes people feel like they're at the mercy of the internet, the social media, like, it's all so much. It is easy for people to click the buttons and make a little nasty comment and then it's throwing you off course.
The thing you mentioned that I wanted to point out is the whole aspect of knowing your why. Because I think sometimes people get into something because they're like, okay, I don't want to do corporate anymore as an example. I want to go out and own my own business. This is a service that I can offer, but they don't really have the why, like the really big reason of why they're going to all this effort to create it. It can't be monetary. Monetary is just one aspect, but it's not enough to see you through the tough parts. Running a business is the challenge times. I'm curious, in your work with your clients, how do you help them really discover that “why”? My thought is that if the why is big enough you will face down any challenge. And you'll not care about anybody who's a naysayer.
Olivia Chapman:
That's another great question, and I wish I had some data to share with you. I mean, we know because other people have talked about this, wrote books about this, but that vision and that why is typically the anchor now, a lot of people have said, well, it is about the money. Like, look at my vision board. There's a beautiful house and there's all these kids that I really can't afford yet it. Your vision board is typically going to have on it byproducts of what money or freedom or time or flexibility allow for you. So, that's what you want to be the energetics of it too. That's where you have to be visually visualizing from. If you don't have that, it's just so much easier to quit. And I'm obsessed with, have you ever read the book Grit by Angela Duckworth?
Nancy Rush:
I have not.
Olivia Chapman:
Oh, it's phenomenal. I read it when I was a teacher actually. She has a great TED talk, but she studies all these different populations of people. I think it’s first like Navy Seals or Marines, I can't quite remember. And why some of them there have the same height, weight, but some of them succeed and some of them don't. And she attributes it to the grit factor. But I also think that's part of it, right? Because there are people that will have no problem telling you their vision and being very excited about it, but they'll still get taken out quite easily and they don't have that bounce back, that drive to keep going against all odds.
So, again, I think it's one of those things where you have to have the vision, but you also have to have the grit or the strategy or the practical stuff. And I think that's sometimes where the internet steers especially women, wrong. Like just manifesting your dream. Just manifest. And women are thinking they can just go frolic, maybe, but I'm always like, who's funding the manifesters? Maybe it's dad or the husband I don't know, but there has to be some action behind it. And yes, the vision is going to keep the longevity of the company. It's going to keep you going on your worst days, but it's not going to keep you going if you're also not taking practical daily action.
Nancy Rush:
I think that that's a really great point to bring up too, because one of the things that I see over and over, and I have experienced this personally, is that sometimes life is suction cupped to your face, and you cannot see where the obstacles are. All you know is you're stuck in some way. Not enough clients, not enough money coming in, whatever. And tell me a little bit more about this idea of the value of actually having a coach, having somebody that can basically help point out those blind spots to you. I think a lot of times people are like, they don't want to invest in it because their mind is like, well, I should be investing in my marketing. That is true. But the coaching is so incredibly valuable.
Olivia Chapman:
I mean, there's so many reasons to be coached or to have a coach. I have had one on and off for over a decade now. I was on a coaching call with my coach this morning on a walk. I don’t know how to describe it, but I feel better about my life and if I feel better, I'm more in alignment with my higher self and then I can make decisions or conduct my day from that place. That's the whole thing too, around like a vision. That's what a coach is supposed to support. Whether your vision is a peaceful home, a peaceful relationship, a profitable business, or a healthy diet. There are so many niches within coaching, they're supposed to be supporting that vision as your partner, as your co-creator of that. And often we're so alone, and we don't have anyone like that in our lives. So, I would almost say that's a better investment, especially at the beginning of your business, than anything else. I would choose a coach over a website or Facebook ads any day. And if you think about companies, most companies have investments. So, coaching may be like, almost like having, I don't want to say like a stakeholder, but a partner in your business that's not really on your team, but you pay them. Do you know what I'm saying?
Nancy Rush:
I do. And I wholeheartedly agree with that. I have also done the same thing. I actually have two business mentors right now because life is suction cupped to my face. I don't see the blind spots either. And the other part of what you're saying is that I do think that sometimes entrepreneurship can be a lonely journey. You can feel very alone out there and by having somebody that's neutral that can help you see the blind spots, but they're also holding this container for you. They're as committed and invested in your success as you are. I just think that it's almost like you said, you can't put words to it, but the value of that is so important.
Olivia Chapman:
I think about the time I would lose if I didn't have this person to go to that validated what I was thinking. That reminded me if you've done this before, you can do it again. Like all those things that the monkey brain likes to completely erase on a bad day. The return on investment to me is not just monetary, but it's like having a happier life. Like I feel better after, and when I feel better, I do better. I get dressed, I work out, I reply to leads, I make decisions from a more clear place. And that's invaluable to me.
Nancy Rush:
I think that's fantastic. Well, my gosh, I would love to keep talking because this is awesome <laugh>.
Olivia Chapman:
I know, I think we went over your time. Sorry.
Nancy Rush:
We've been way over. I apologize, but it was just so interesting. So, let me just give you a minute or two to talk about your free gift because I think it's really cool.
Olivia Chapman:
Well, we've already been talking about it a little bit and hopefully you are all getting it and going to personalize it. But if you go to innerglowcircle.com/script, it's a fully downloadable sales script and it also talks about the most common objections and gives you some things to say. So, if you're always getting a money objection or husband objection or time, whatever it is, it gives you some baseline starting points to craft a script that sounds like it's in alignment with you. Once you customize it, you're hitting up your online BFF or whatever it is, your business bestie and y'all are going to practice together.
And then I did mention too, these six figure strategy calls. If you're like, oh, I'm good at sales, you can book a free strategy call with our team. They're not hard sell calls, I promise. You go through the assessment with our team, they're all six figure certified, which means they've made at least six figures or more in their business. And they'll give you the assessment and then they'll give you some, at least one or two free resources to help fill that gap as well as other recommendations that might be supportive. So, that's interglowcircle.com/strategy. And I think that's enough to get everyone, no matter where you're at, you could get started with those tools.
Nancy Rush:
That's an awesome offer. I love the idea of the strategy call too, and like you said, the six pillars of business, really identifying where those blind spots are for them. That in itself is a huge gift.
Olivia Chapman:
We do that as a company once a quarter too. If a launch doesn't work, we're going through the whole framework again too. So, they're very helpful and we use them at IGC still.
Nancy Rush:
Very cool! Well, my free gift is I'm going to be teaching a three-day masterclass, and we're going to be delving into the ancient art of the 9-Star Ki, which I don't know if you're familiar with it, but it's a really powerful, incredible system that basically helps you understand your blueprint. And it transcends anything you heard of before, like Human Design and even astrology. This is a system that gives people access to how they're wired, their strengths, their challenges, the patterns and themes that they might be facing in life. It also helps you understand other people too. So, from a relational perspective, it's very useful.
Olivia Chapman:
Oh my God, I can't wait. That's awesome!
Nancy Rush:
It's going to be really cool. So, the three days are just meant to be an introduction, but everybody gets an opportunity to come away with actual usable knowledge that they can implement for themselves and in their relationships in their life.
Olivia Chapman:
Wow. That's so cool. I feel like every coach or service provider probably needs that, to learn about themselves and to help their clients even more.
Nancy Rush:
Yeah. I learned this years ago from one of my mentors and it's become an integral part of how we work because it's all based on just a birth date, you don't need anything else. And it's unbelievably insightful. I mean, I think back in corporate when I did personality tests and all that, this is so much better. I love it.
Olivia Chapman:
I've never heard of it, and I actually am a certified astrologer, and you said this is even beyond that. So, I'm definitely interested.
Nancy Rush:
Not that astrology isn't great. It is. But the difference is that, you know, astrology, there's a bit of a learning curve. This is much more straightforward, but just as insightful, which is why I love it.
Olivia Chapman:
Love it! I can't wait. Awesome.
