1 00:00:01,255 --> 00:00:03,991 >> Roma Shah: When you reach out to someone, um, and I teach this 2 00:00:04,023 --> 00:00:06,460 DM method to everyone I call my million dollar DM M 3 00:00:06,567 --> 00:00:09,255 concept is you reach out with a compliment that's 4 00:00:09,295 --> 00:00:12,255 genuine. Okay. Like you can't copy and paste the same 5 00:00:12,295 --> 00:00:14,919 compliment to the same five different 6 00:00:14,967 --> 00:00:17,943 people. So it's a genuine compliment. And then 7 00:00:17,959 --> 00:00:20,847 you ask them an open ended question that drives the 8 00:00:20,871 --> 00:00:23,823 conversation where you want it to go. So for example, if 9 00:00:23,839 --> 00:00:26,737 I wanted to be on your podcast, right, I give 10 00:00:26,761 --> 00:00:29,441 a genuine compliment like, oh my gosh, I love the episode 11 00:00:29,513 --> 00:00:30,765 about Aantia. 12 00:00:33,385 --> 00:00:36,169 >> Anthony Weaver: Welcome back everybody to another exciting show day 13 00:00:36,217 --> 00:00:38,633 about that Wal a podcast where we help 14 00:00:38,809 --> 00:00:41,657 you build strong financial habits. We actually 15 00:00:41,721 --> 00:00:44,641 focus on the sandwich generation so that they 16 00:00:44,673 --> 00:00:47,321 can actually spend money, talk about money, and 17 00:00:47,393 --> 00:00:50,365 even enjoy their money with confidence. 18 00:00:50,705 --> 00:00:53,641 And I have the awesome opportunity to bring on 19 00:00:53,673 --> 00:00:56,309 somebody who is really helping out 20 00:00:56,397 --> 00:00:59,261 women to be the best that they can be and all 21 00:00:59,293 --> 00:01:02,125 that they can be, not in army, but in their 22 00:01:02,205 --> 00:01:04,533 business. So how are you doing today, Ro? 23 00:01:04,669 --> 00:01:07,661 >> Roma Shah: Hi. I'm great and thank you so much for having me on. I'm so 24 00:01:07,693 --> 00:01:10,669 excited for everything that we're going to talk about on the show. 25 00:01:10,837 --> 00:01:13,421 >> Anthony Weaver: Awesome. Um, um, first of, I'm glad that you're 26 00:01:13,453 --> 00:01:16,221 excited on this Friday. I mean, you can be doing anything 27 00:01:16,253 --> 00:01:16,825 else. 28 00:01:18,045 --> 00:01:20,973 >> Roma Shah: No, yeah, I love. I mean, when I heard about 29 00:01:20,989 --> 00:01:23,837 your show and we were talking about this in the green room, 30 00:01:23,901 --> 00:01:26,853 how you have so many successes on your podcast, I was like, I want 31 00:01:26,869 --> 00:01:29,845 to give back and teach a little bit, showcase 32 00:01:29,885 --> 00:01:32,717 a little bit about what's possible for women or 33 00:01:32,741 --> 00:01:34,465 really just anyone with the business. 34 00:01:34,845 --> 00:01:37,185 >> Anthony Weaver: Yeah. And when it comes to business, 35 00:01:37,525 --> 00:01:40,145 and because I'm focusing on the sandwich generation, 36 00:01:40,565 --> 00:01:43,189 what is it about business that 37 00:01:43,277 --> 00:01:44,825 excites you the most? 38 00:01:45,165 --> 00:01:47,945 >> Roma Shah: I think it's just like no cap, um, for your 39 00:01:47,985 --> 00:01:50,673 income or what's possible. 40 00:01:50,809 --> 00:01:53,673 So speaking of the sandwich generation, 41 00:01:53,809 --> 00:01:56,617 I mean, I don't have a family, um, like I don't have 42 00:01:56,641 --> 00:01:59,521 kids, but I have older parents. And 43 00:01:59,633 --> 00:02:02,537 what I noticed is when I was still at my 9 to 5, a lot 44 00:02:02,561 --> 00:02:05,377 of people were in the sandwich generation. They were taking care of their own 45 00:02:05,401 --> 00:02:08,085 kids, but then taking care of their parents. I'm like 46 00:02:08,625 --> 00:02:11,585 60, 80,000 sometimes it's just not going to cut it 47 00:02:11,625 --> 00:02:14,473 if you want to live a high quality lifestyle in the United 48 00:02:14,529 --> 00:02:17,351 States. And when I got rejected for my first 49 00:02:17,383 --> 00:02:19,915 promotion, I'm like, something's got to change. 50 00:02:20,415 --> 00:02:23,207 A, a man in, um, a 51 00:02:23,231 --> 00:02:25,551 conservative company is not going to give me my 52 00:02:25,583 --> 00:02:28,447 lifestyle, so I have to go fight for it myself. So when he 53 00:02:28,471 --> 00:02:31,367 said no to my promotion, I was like, screw that. I'm going to go start my own 54 00:02:31,431 --> 00:02:34,375 business. Um, so, yeah, I think a business really 55 00:02:34,415 --> 00:02:37,103 helps you get out of the squeeze that you feel in a sandwich 56 00:02:37,159 --> 00:02:37,875 generation. 57 00:02:38,215 --> 00:02:41,015 >> Anthony Weaver: Yeah. And because you've had 58 00:02:41,055 --> 00:02:43,825 that experience, you know, from 59 00:02:44,405 --> 00:02:47,117 doing all of that and actually experiencing something like that, 60 00:02:47,141 --> 00:02:50,025 I do apologize that you had to go through that. 61 00:02:50,405 --> 00:02:53,253 But what is it beside saying, like, the 62 00:02:53,269 --> 00:02:55,945 lack of women in finance, 63 00:02:56,360 --> 00:02:59,305 um, that really kind of drives you to 64 00:02:59,725 --> 00:03:01,189 continue doing what you do? 65 00:03:01,317 --> 00:03:03,861 >> Roma Shah: Yeah, I'll give some background. So I 66 00:03:03,973 --> 00:03:06,785 started as a consultant, um, and then 67 00:03:07,165 --> 00:03:10,141 I went as a software engineer. And in both realms, 68 00:03:10,213 --> 00:03:13,213 I always thought there weren't a lot of men in either 69 00:03:13,309 --> 00:03:15,937 industry. But I think what hit home for me 70 00:03:15,961 --> 00:03:18,393 is when I would have conversations with my 71 00:03:18,409 --> 00:03:21,409 coworkers and they would always quote, like, Dave Ramsey 72 00:03:21,457 --> 00:03:24,409 or these, um, white guys in finance. And I'm like, I 73 00:03:24,417 --> 00:03:27,273 don't have anyone to quote. Uh, I think at the time, 74 00:03:27,409 --> 00:03:30,273 Budgetista was still there. Right. 75 00:03:30,409 --> 00:03:32,985 Maybe five, ten years ago, but she wasn't as big as she is right 76 00:03:33,025 --> 00:03:35,913 now. And I was, I we the women of color. For 77 00:03:35,969 --> 00:03:38,953 people who look like me, the Iloone quote, I can be like, look at 78 00:03:38,969 --> 00:03:41,755 her book or look at her podcast. They didn't 79 00:03:41,795 --> 00:03:44,723 exist or they weren't as popular as some 80 00:03:44,739 --> 00:03:47,723 of these guy influencers. So I was like, okay, 81 00:03:47,859 --> 00:03:50,811 I need to use my skill set and help 82 00:03:50,883 --> 00:03:53,615 more women entrepreneurs learn about money. 83 00:03:54,275 --> 00:03:56,955 Understand, like, there are more women of color in the 84 00:03:57,035 --> 00:03:59,867 financial industry that they can talk to. So it was really just 85 00:03:59,891 --> 00:04:02,795 from anger that I focused on my niche. I 86 00:04:02,795 --> 00:04:05,403 was like, I need to make sure that all the women of 87 00:04:05,419 --> 00:04:08,407 color in the financial industry are at the top. So they 88 00:04:08,431 --> 00:04:10,999 get like, the book deals, they get the podcast episodes, 89 00:04:11,047 --> 00:04:13,935 they get the publicity money that goes to them on 90 00:04:13,975 --> 00:04:16,943 CNN versus, like, the other guys. Um, so 91 00:04:16,959 --> 00:04:18,275 that's how it all started. 92 00:04:18,775 --> 00:04:21,700 >> Anthony Weaver: And what other observations, uh, 93 00:04:21,700 --> 00:04:24,503 that you made in your corporate that kind of led you to focus 94 00:04:24,559 --> 00:04:26,327 on sales coaching specifically? 95 00:04:26,391 --> 00:04:29,060 >> Roma Shah: Yeah, I actually would say, like, um, 96 00:04:29,095 --> 00:04:32,055 every day before I went into my nine to fiveock, I would walk down 97 00:04:32,095 --> 00:04:35,031 this long hallway. It was like a 10 minute walk from, 98 00:04:35,063 --> 00:04:37,871 like walking into the door of the building to my actual 99 00:04:37,943 --> 00:04:40,177 office. And I was just listening to podcast 100 00:04:40,241 --> 00:04:43,033 episodes, um, of different 101 00:04:43,129 --> 00:04:46,025 successful entrepreneurs. And something a through 102 00:04:46,065 --> 00:04:48,833 line that they all had was they were all focusing on sales, 103 00:04:48,969 --> 00:04:51,929 their first job was sales, or they got their 104 00:04:52,017 --> 00:04:54,697 start to real money through sales. So I was 105 00:04:54,721 --> 00:04:57,289 like, oh, I thought sales was like selling 106 00:04:57,337 --> 00:05:00,153 cars, not really something super lucrative. 107 00:05:00,289 --> 00:05:03,245 And then I learned about the world of high ticket sales. 108 00:05:03,545 --> 00:05:06,359 I actually started as selling my own lead 109 00:05:06,407 --> 00:05:09,351 generation services. I was an agency before I moved into 110 00:05:09,383 --> 00:05:12,215 PE consulting. Um, and that lead 111 00:05:12,255 --> 00:05:15,167 generation agency outperformed my 9 to 112 00:05:15,191 --> 00:05:17,639 5. We hit one 150 do in the first 113 00:05:17,687 --> 00:05:20,679 year. But I was like, oh, I'm ono something. 114 00:05:20,807 --> 00:05:23,775 Sales is the key. Uh, and then fast 115 00:05:23,815 --> 00:05:26,783 forward a couple years later. Now I teach sales to a lot of women of 116 00:05:26,799 --> 00:05:27,755 color. Yeah. 117 00:05:28,295 --> 00:05:30,935 >> Anthony Weaver: So for somebody that's listening right now and just thinking 118 00:05:30,975 --> 00:05:33,817 about sales is something that I 119 00:05:33,841 --> 00:05:36,353 really want to get into. And I'm thinking 120 00:05:36,409 --> 00:05:39,369 about taking it outside of just selling a 121 00:05:39,417 --> 00:05:41,329 product. But you also got to sell yourself, too. 122 00:05:41,457 --> 00:05:41,881 >> Roma Shah: Yeah. 123 00:05:41,953 --> 00:05:44,913 >> Anthony Weaver: And even though it might not be the best version of 124 00:05:44,929 --> 00:05:47,465 you, you might sell, like the 125 00:05:47,505 --> 00:05:50,201 facade so that you can actually get what you 126 00:05:50,233 --> 00:05:50,761 want. 127 00:05:50,913 --> 00:05:53,005 Um, um, can you talk about 128 00:05:53,305 --> 00:05:56,161 what is a good sales tactic 129 00:05:56,233 --> 00:05:58,761 that you found has always hit every 130 00:05:58,793 --> 00:05:59,249 time. 131 00:05:59,377 --> 00:06:02,337 >> Roma Shah: That's really funny, um, that you say that of a 132 00:06:02,361 --> 00:06:04,857 facade. Because I actually think the best 133 00:06:04,921 --> 00:06:07,873 salespeople are, um, the ones that 134 00:06:07,889 --> 00:06:10,245 are just authentically themselves. Right. 135 00:06:10,745 --> 00:06:13,521 Because you can only fake it till you make it for so long, 136 00:06:13,633 --> 00:06:16,281 until you have to morph into being that person. 137 00:06:16,433 --> 00:06:19,393 But the best sales tactic, I would say, is follow up. 138 00:06:19,529 --> 00:06:22,425 So I give this story all this time. There was this 139 00:06:22,465 --> 00:06:25,297 one person I followed up with seven times. Most people would have given 140 00:06:25,321 --> 00:06:28,307 up after they leave you unseen. Right. But I followed 141 00:06:28,331 --> 00:06:31,107 up with her seven times, and she ended up becoming a client for two 142 00:06:31,131 --> 00:06:33,655 years. So that's like $20,000 in sales. 143 00:06:34,235 --> 00:06:37,187 It was worth it to me. Did it hurt my ego a little bit that 144 00:06:37,211 --> 00:06:39,763 she kept leaving me un red? Of course. Right. 145 00:06:39,939 --> 00:06:41,975 But follow up is key 146 00:06:42,275 --> 00:06:45,051 because it's not about you. Like, they might be 147 00:06:45,083 --> 00:06:48,027 busy with their kids. They might be busy, um, with 148 00:06:48,051 --> 00:06:50,923 the school year, with their 9 to 5, um, with 149 00:06:50,939 --> 00:06:53,899 their boss. So if someone is leaving you onread, or 150 00:06:53,907 --> 00:06:56,837 if they're liking your message or, you know, not responding, 151 00:06:56,901 --> 00:06:59,741 I wouldn't take that personally. I would just keep following 152 00:06:59,773 --> 00:07:02,573 up until they either tell you to not talk to them 153 00:07:02,629 --> 00:07:05,357 or, all right, you get. You have a discussion with 154 00:07:05,381 --> 00:07:07,980 them. So I would say be relentless, be shameless. 155 00:07:07,980 --> 00:07:10,941 Um, because if you're not making the type of money you want, 156 00:07:11,053 --> 00:07:13,949 you need to start being shameless about how you follow up. 157 00:07:13,997 --> 00:07:14,533 Yeah. 158 00:07:14,669 --> 00:07:17,237 >> Anthony Weaver: Yeah. Because I'm thinking of how many times I've been 159 00:07:17,301 --> 00:07:20,293 rejected and even getting guests on the show. And I mean, you run a 160 00:07:20,309 --> 00:07:23,211 podcast as well and just kind of push it out. There were like, 161 00:07:23,243 --> 00:07:26,163 hey, I like your story. Would you want to come on the show? And then 162 00:07:26,179 --> 00:07:28,787 they were like, no, I'm good. And then it's 163 00:07:28,811 --> 00:07:31,747 like, yeah, do you continue on or do you 164 00:07:31,771 --> 00:07:34,771 say like, try to pitch it to them a different way? Do the green E and 165 00:07:34,803 --> 00:07:35,555 hand method. 166 00:07:35,635 --> 00:07:38,611 >> Roma Shah: Or I think I kind of equated to 167 00:07:38,643 --> 00:07:41,627 dating. Right? You don't want to choose one person and like put 168 00:07:41,651 --> 00:07:44,595 all, like wait for that one person to text you back. 169 00:07:44,635 --> 00:07:47,255 It feels like you're clingy. It's desperate. 170 00:07:47,565 --> 00:07:50,501 Reach out to as many podcasts as possible. And then if you 171 00:07:50,533 --> 00:07:53,157 come across that podcast that rejected you again, just be like, 172 00:07:53,181 --> 00:07:55,717 hey, it's been a while. Do you still not want me on your 173 00:07:55,741 --> 00:07:58,477 show? I'd love to come back into the loop. 174 00:07:58,621 --> 00:08:01,173 It helps you detach from that one 175 00:08:01,229 --> 00:08:03,945 person making a decision about you. 176 00:08:04,150 --> 00:08:06,677 Uh, I always say just like, if you 177 00:08:06,701 --> 00:08:09,581 get rejected from a job, you could apply to other 178 00:08:09,613 --> 00:08:12,485 jobs. You don't have to cling on to the one that doesn't want. 179 00:08:12,525 --> 00:08:15,267 You go after the people that celebrate you. 180 00:08:15,451 --> 00:08:18,275 >> Anthony Weaver: Y And because you help so many people in 181 00:08:18,315 --> 00:08:21,135 different types of businesses, is there like a particular 182 00:08:21,715 --> 00:08:24,659 formula, like a flat formula besides the follow 183 00:08:24,707 --> 00:08:27,627 up side of the house? So do you say like, hey, my name is so 184 00:08:27,651 --> 00:08:30,571 and so or is it, um, hey, I see you 185 00:08:30,603 --> 00:08:32,283 doing this product. Let's do this. 186 00:08:32,379 --> 00:08:35,067 >> Roma Shah: I'll give you my favorite two step strategy. Two 187 00:08:35,091 --> 00:08:37,971 step? Yeah, when, when you reach out 188 00:08:38,003 --> 00:08:40,835 to someone, um, and I teach this DM method to 189 00:08:40,875 --> 00:08:43,648 everyone I call my million dollar DM concept is 190 00:08:43,696 --> 00:08:46,404 you reach out with a compliment that's genuine. Okay. 191 00:08:46,744 --> 00:08:49,136 You can't copy and paste the same compliment to 192 00:08:49,240 --> 00:08:51,564 the five different people, 193 00:08:51,944 --> 00:08:54,872 so it's a genuine compliment. And then you ask them 194 00:08:54,888 --> 00:08:57,776 an open ended question that drives the conversation 195 00:08:57,840 --> 00:09:00,784 where you want it to go. So for example, if I wanted 196 00:09:00,824 --> 00:09:03,648 to be on your podcast, right, I'd give a genuine 197 00:09:03,696 --> 00:09:06,192 compliment like, oh my gosh, I love the episode about 198 00:09:06,248 --> 00:09:09,192 Aquania. It was really great about xyz. 199 00:09:09,248 --> 00:09:11,995 And then I'd ask, are you taking any guess right now? 200 00:09:13,015 --> 00:09:15,919 And it drives, uh, the psychology 201 00:09:15,967 --> 00:09:18,895 is it drives the human need of like giving a compliment. 202 00:09:18,935 --> 00:09:21,855 The other person wants to be complimeended but it also 203 00:09:21,895 --> 00:09:24,727 drives what I want to do, which is get on someone's podcast 204 00:09:24,791 --> 00:09:27,375 or make a sale. So two steps, 205 00:09:27,535 --> 00:09:29,515 compliment, ask an open ended question. 206 00:09:29,975 --> 00:09:32,919 >> Anthony Weaver: Short and sweet. Because I do get a lot of those emails like, hey, I'JUST 207 00:09:32,967 --> 00:09:35,703 listening to so and so episode. And now like did you really 208 00:09:35,759 --> 00:09:38,647 listen to it? Um, yeah, because it's like, what did you 209 00:09:38,671 --> 00:09:41,343 pull out of it? And they don't say what they pulled out of it. They 210 00:09:41,359 --> 00:09:41,759 didn't. 211 00:09:41,847 --> 00:09:42,925 >> Roma Shah: Not gen. Genine. 212 00:09:43,085 --> 00:09:45,805 >> Anthony Weaver: Yeah. And it's like, okay, great. 213 00:09:45,965 --> 00:09:48,170 >> Roma Shah: It's not a genuine compliment, I always say. 214 00:09:48,170 --> 00:09:50,693 Um, it's like when you pass someone 215 00:09:50,829 --> 00:09:53,741 walking on the street and you compliment them on their shoes or their hair. 216 00:09:53,853 --> 00:09:56,525 It's not strategic. You didn't formulate the 217 00:09:56,565 --> 00:09:59,045 compliment when you saw them from super far 218 00:09:59,085 --> 00:10:01,901 away. It's just natural. You were like, oh, I really 219 00:10:01,933 --> 00:10:04,670 like this about your podcast. Or, oh, I really like this about, 220 00:10:04,670 --> 00:10:07,613 um, your outfit. It's 221 00:10:07,669 --> 00:10:10,507 genuine. It doesn't feel very strategic. That 222 00:10:10,531 --> 00:10:11,275 makes sense. 223 00:10:11,435 --> 00:10:14,427 >> Anthony Weaver: It does. It perfectly does. Uh, because I was just giving 224 00:10:14,451 --> 00:10:17,347 a lady a compliment on her glasses when she was just 225 00:10:17,371 --> 00:10:19,915 coming out of the car. It was an older lady. Like, she had the cane and 226 00:10:19,955 --> 00:10:22,667 everything. Um, and she had, like 227 00:10:22,691 --> 00:10:25,455 these thick, java colored, 228 00:10:25,690 --> 00:10:28,475 um, glasses. And I was like, oh, there's some really 229 00:10:28,555 --> 00:10:31,267 unique glasses. It's really nice. And she was like, oh, thank 230 00:10:31,291 --> 00:10:33,891 you. Like, with a British accent and everything. I was like, this is 231 00:10:33,923 --> 00:10:34,495 great. 232 00:10:34,710 --> 00:10:37,531 >> Roma Shah: Uh, but it's a great opener to start the 233 00:10:37,563 --> 00:10:40,539 conversation. I'm sure you could have asked her about her accent and then had a whole 234 00:10:40,587 --> 00:10:41,603 conversation with her. 235 00:10:41,659 --> 00:10:44,235 >> Anthony Weaver: Yeah, I had that kind of time. 236 00:10:45,535 --> 00:10:48,191 >> Roma Shah: Yeah. But that's just a simple way to make. 237 00:10:48,263 --> 00:10:51,015 Start making sales or start a sales conversation 238 00:10:51,095 --> 00:10:52,807 with your ideal clients. Yeah. 239 00:10:52,951 --> 00:10:55,735 >> Anthony Weaver: Okay, so now we know how to sell on 240 00:10:55,775 --> 00:10:58,671 a digital front. How do we sell out 241 00:10:58,743 --> 00:11:01,087 person in face to face. 242 00:11:01,231 --> 00:11:04,039 >> Roma Shah: Yeah. I'll be honest with you. I actually thought 243 00:11:04,087 --> 00:11:06,820 in person selling was so, um, 244 00:11:07,255 --> 00:11:10,143 so not me. Because the whole point I started my business is 245 00:11:10,159 --> 00:11:12,799 I never wanted to be in an office again. I never wanted to have a 246 00:11:12,807 --> 00:11:15,625 commute. I never wanted to be on the highway in my car 247 00:11:15,745 --> 00:11:18,505 going from place A to B. So when I thought of 248 00:11:18,585 --> 00:11:21,165 selling in person, I had the immediate ic. 249 00:11:21,270 --> 00:11:23,845 Um, but what I've learned is, 250 00:11:24,270 --> 00:11:27,161 uh, recently, in October of Last 251 00:11:27,193 --> 00:11:30,169 year, in 2024, I got invited to an event. And 252 00:11:30,177 --> 00:11:33,113 I'm like, I have not gone to a business 253 00:11:33,169 --> 00:11:35,537 event in a long time. Pretty much since the pandemic 254 00:11:35,601 --> 00:11:38,521 happened. So I was like, okay, let me start. And I actually became 255 00:11:38,553 --> 00:11:41,513 a speaker for that event. So instead of trying to network, which 256 00:11:41,529 --> 00:11:44,507 is you're trying to meet a million people, it's easier for 257 00:11:44,531 --> 00:11:46,939 you to be on stage talking. So people 258 00:11:47,067 --> 00:11:49,899 naturally come to you to ask questions about your talk. 259 00:11:50,067 --> 00:11:52,755 I would say if you're one of those people that are just going to a million 260 00:11:52,835 --> 00:11:55,360 conferences and not getting, um, 261 00:11:55,915 --> 00:11:58,323 any sales because you're one in a 262 00:11:58,339 --> 00:12:01,291 million fish that are in that conference center, 263 00:12:01,403 --> 00:12:04,291 See if you can get on stage because it elevates you, it makes you 264 00:12:04,323 --> 00:12:07,179 stand out from the crowd and it puts you in a position of 265 00:12:07,307 --> 00:12:09,867 being credible. And the way you could do that, it's 266 00:12:09,891 --> 00:12:12,723 just the two step method. Compliment whoever is 267 00:12:12,739 --> 00:12:15,587 running the event and then ask them a 268 00:12:15,611 --> 00:12:18,350 question to get to where you want to be. If you could, um, 269 00:12:18,515 --> 00:12:19,615 speak on stage. 270 00:12:20,115 --> 00:12:23,019 >> Anthony Weaver: And my next thing is, what is the follow 271 00:12:23,067 --> 00:12:25,675 up then? Because you get them 272 00:12:25,755 --> 00:12:28,507 started and then, okay, they started 273 00:12:28,531 --> 00:12:31,291 talking. Be like, crap, what are I supposed to talk about now? 274 00:12:31,403 --> 00:12:33,227 Or just kind of just go with the flow. 275 00:12:33,411 --> 00:12:35,811 >> Roma Shah: Yeah. So I say going with the 276 00:12:35,843 --> 00:12:38,531 flow in a sales conversation leads to no 277 00:12:38,563 --> 00:12:41,277 sales. So usually you start with a 278 00:12:41,301 --> 00:12:43,853 compliment, ask a question, and then you start learning. 279 00:12:43,949 --> 00:12:46,661 Depending on what service you're selling, you 280 00:12:46,773 --> 00:12:49,773 ask about their goals and challenges. And once you know that 281 00:12:49,829 --> 00:12:52,413 information, you take it from the DMs to 282 00:12:52,509 --> 00:12:55,429 Zoom be like, oh, we'd love to talk to you. Do you want to get 283 00:12:55,437 --> 00:12:57,901 on a zoom call? Let's talk about your challenges and how I can help 284 00:12:57,933 --> 00:13:00,869 you. Here you go. And that you can usually do that 285 00:13:00,877 --> 00:13:01,725 in one day. 286 00:13:01,885 --> 00:13:02,589 >> Anthony Weaver: Nice. 287 00:13:02,757 --> 00:13:05,581 >> Roma Shah: You don't know emails. You don't need ads. You don't need all this 288 00:13:05,613 --> 00:13:07,945 fancy stuff. You could just go straight to the source. 289 00:13:08,765 --> 00:13:11,181 >> Anthony Weaver: Well, you mentioned ads. What do you 290 00:13:11,373 --> 00:13:12,865 dislike about ads? 291 00:13:13,725 --> 00:13:16,549 >> Roma Shah: I would say ads are fine, but you need to know what 292 00:13:16,557 --> 00:13:19,453 you're doing with them. Um, I think a 293 00:13:19,469 --> 00:13:22,197 lot of entrepreneurs that are less than $50,000 in 294 00:13:22,221 --> 00:13:25,221 revenue, they spend a lot of money on ads before 295 00:13:25,253 --> 00:13:28,157 they mastered the basics of sales. 296 00:13:28,221 --> 00:13:31,197 Conversations, closing calls. I think 297 00:13:31,301 --> 00:13:34,027 I've heard this story so many times where people will spend 298 00:13:34,141 --> 00:13:36,439 maybe 100ars to $1,000 in ads to not get 299 00:13:36,487 --> 00:13:39,351 anything. Um, and it's just because you're 300 00:13:39,383 --> 00:13:42,287 trying to skip steps. You're trying to skip steps to 301 00:13:42,431 --> 00:13:44,951 learn how to have sales conversations, learn how to close the 302 00:13:44,983 --> 00:13:47,791 deal with ads. And 303 00:13:47,863 --> 00:13:50,783 it's kind of like trying to cheat on a test that you 304 00:13:50,839 --> 00:13:52,519 didn't prepare for. Yeah. 305 00:13:52,687 --> 00:13:55,115 >> Anthony Weaver: So how do we not cheat? What are the steps? 306 00:13:55,935 --> 00:13:56,791 Walk us through. 307 00:13:56,903 --> 00:13:59,823 >> Roma Shah: Yeah, I would say one master. If 308 00:13:59,839 --> 00:14:02,735 you have never made a sale, start with 309 00:14:02,895 --> 00:14:05,431 making a sale on your own before you buy into 310 00:14:05,463 --> 00:14:08,303 ads. Um, you will hear success stories where 311 00:14:08,359 --> 00:14:10,475 someone just created a product yesterday and 312 00:14:11,215 --> 00:14:14,047 they spent $100 on ads and they made a million dollars. 313 00:14:14,151 --> 00:14:17,047 Those are exceptions to the rule. And you could 314 00:14:17,071 --> 00:14:19,903 totally be that exception, but you could make a 315 00:14:19,919 --> 00:14:22,247 sale for free with the DM method I just taught you. Or 316 00:14:22,271 --> 00:14:24,975 spendt$100 and make no sales. It's up to you 317 00:14:25,095 --> 00:14:27,743 how risky you want to be and what's worth your time and 318 00:14:27,799 --> 00:14:30,715 energy. Uh, but in terms of 319 00:14:30,795 --> 00:14:32,867 going to ads, learn how to do sales 320 00:14:32,931 --> 00:14:35,923 conversations, close a couple sales of 321 00:14:35,939 --> 00:14:38,491 your own product or service and then start 322 00:14:38,563 --> 00:14:39,935 experimenting with ads. 323 00:14:40,235 --> 00:14:42,455 >> Anthony Weaver: All right. And then is there like a 324 00:14:42,795 --> 00:14:45,763 closing method as well? Far as like, all 325 00:14:45,779 --> 00:14:48,683 right, cool. We see what you like. Try it 326 00:14:48,699 --> 00:14:50,459 out or do you want to buy? 327 00:14:50,587 --> 00:14:53,020 >> Roma Shah: Yeah. So actually if you go to, um, 328 00:14:53,315 --> 00:14:54,627 my website, the 329 00:14:54,651 --> 00:14:57,505 roshaw.comemail series, 330 00:14:57,625 --> 00:15:00,297 you're going to get a five step method that we teach. 331 00:15:00,361 --> 00:15:03,273 So we set the intention. On the call, you ask about the 332 00:15:03,289 --> 00:15:06,137 goals, the challenges, then you give them a plan and then you 333 00:15:06,161 --> 00:15:08,977 pitch them. And it's very simple. It doesn't require 334 00:15:09,041 --> 00:15:11,605 script, anything like that. It's just a framework 335 00:15:11,945 --> 00:15:14,913 that makes sure you check all the boxes. Did I ask about 336 00:15:14,929 --> 00:15:17,481 their goals? Did I ask about their challenges? Did I pitch them 337 00:15:17,513 --> 00:15:20,497 yet? Um, but yeah, we have that whole checklist on 338 00:15:20,521 --> 00:15:23,417 our website. But it's very simple. Like it doesn't need to 339 00:15:23,441 --> 00:15:26,287 be this high pressure situation like you see on 340 00:15:26,311 --> 00:15:28,275 the car a lots. 341 00:15:28,575 --> 00:15:31,487 >> Anthony Weaver: Yeah. And it gets me to think of almost how I run 342 00:15:31,511 --> 00:15:34,391 in the podcast show'kind of being more 343 00:15:34,543 --> 00:15:37,503 interested instead of interesting to kind of 344 00:15:37,519 --> 00:15:39,815 help the person open up a little bit more 345 00:15:39,975 --> 00:15:42,935 to. Because it's about the guess, it's 346 00:15:42,975 --> 00:15:45,927 about the person you really want to know. And how are you'going to get to know them if you're 347 00:15:45,951 --> 00:15:46,995 constantly talking? 348 00:15:48,135 --> 00:15:50,911 >> Roma Shah: I think that's a great point. Um, and 349 00:15:50,983 --> 00:15:53,863 I also run my own podcast and I always tell my clients, if 350 00:15:53,879 --> 00:15:56,861 you're talking the majority of the time on a sales call, you're 351 00:15:56,893 --> 00:15:59,781 losing the sale. It's not about you. Stop talking 352 00:15:59,813 --> 00:16:02,109 and let them talk. Because if you 353 00:16:02,157 --> 00:16:05,109 notice now with AI, you could tell. But if 354 00:16:05,117 --> 00:16:07,773 you notice you're talking the majority of the time on a sales 355 00:16:07,829 --> 00:16:10,773 call, you're probably not going to make the sale because it's not about you, 356 00:16:10,789 --> 00:16:13,685 it's about them. And you don't know anything about them. If you've been yapping 357 00:16:13,725 --> 00:16:16,677 for like 50 out of the 60 minutes that you 358 00:16:16,701 --> 00:16:17,317 have. 359 00:16:17,501 --> 00:16:20,230 >> Anthony Weaver: Yeah, I was playing around. Somebody, um, 360 00:16:20,925 --> 00:16:23,741 did not believe me when I said the best sales book is green 361 00:16:23,773 --> 00:16:26,729 eg and ha. And they was like, what do you mean by Green Eggs 362 00:16:26,737 --> 00:16:29,665 and Ham'a SAE book. I'm like, the dud been sitting there 363 00:16:29,785 --> 00:16:32,769 trying to sell him on green eggs and ham the whole 364 00:16:32,817 --> 00:16:35,665 time, trying out these different things instead of just asking him 365 00:16:35,705 --> 00:16:38,641 a basic question. Hey, you want to try 366 00:16:38,713 --> 00:16:41,297 something more exclusive? Something that's new on the 367 00:16:41,321 --> 00:16:43,785 market. Are you in the market 368 00:16:43,905 --> 00:16:46,870 for trying out something new? Um, 369 00:16:46,870 --> 00:16:49,849 how about you just try this for size or. 370 00:16:49,897 --> 00:16:52,787 So many people have tried this already and they seem to 371 00:16:52,811 --> 00:16:55,443 love it. Would you try it, like 372 00:16:55,619 --> 00:16:58,547 so many different ways. He could have closed to, say, a lot faster. That's my 373 00:16:58,571 --> 00:16:59,563 thought on it. 374 00:16:59,739 --> 00:17:02,531 >> Roma Shah: Yeah. I haven't read that book in a while. But it's 375 00:17:02,563 --> 00:17:05,419 like just talking to your people, right? 376 00:17:05,467 --> 00:17:08,379 Instead of, uh. I think a 377 00:17:08,427 --> 00:17:11,339 little bit of it is about ego. Just because you have a 378 00:17:11,387 --> 00:17:14,267 product that you love doesn't mean everyone's going to love it. So 379 00:17:14,291 --> 00:17:16,255 you need to talk to people about it. 380 00:17:16,595 --> 00:17:19,061 >> Anthony Weaver: That's true. Because not everybody'to customer. Right? 381 00:17:19,243 --> 00:17:22,205 >> Roma Shah: Not everyone's your customer. And I learned it. 382 00:17:22,865 --> 00:17:25,865 I feel like I've always been in sales. Even when I was working 383 00:17:25,905 --> 00:17:28,405 in. I, um, was working in luxury 384 00:17:28,745 --> 00:17:31,057 web design. I worked at Sacks Fifth Avenue. 385 00:17:31,201 --> 00:17:34,169 And we got to go to these sample sales. 386 00:17:34,257 --> 00:17:37,161 I saw Chanel on the racks, all of that. And I 387 00:17:37,193 --> 00:17:40,017 saw them selling it for $1,150. When malls, it was like 388 00:17:40,041 --> 00:17:42,985 $1,000. And I realized the 389 00:17:43,025 --> 00:17:45,499 value of things is different where you place them. 390 00:17:45,657 --> 00:17:48,487 So even though you might also be in the 391 00:17:48,511 --> 00:17:51,263 wrong spot, if you're trying to sell your service 392 00:17:51,319 --> 00:17:54,047 on Facebook in front of a bunch of nine to fiver that have never 393 00:17:54,071 --> 00:17:57,023 bought anything for $5,000 versus you go to 394 00:17:57,039 --> 00:17:59,431 an Instagram community that understands the value of 395 00:17:59,463 --> 00:18:02,383 $5,000 service, you're going to have a different 396 00:18:02,479 --> 00:18:03,435 experience too. 397 00:18:04,855 --> 00:18:07,615 >> Anthony Weaver: Okay, so are you really 398 00:18:07,695 --> 00:18:10,327 selling an experience at this point or the 399 00:18:10,391 --> 00:18:10,995 product? 400 00:18:11,615 --> 00:18:14,495 >> Roma Shah: Are you talking about in my own business? Yeah. 401 00:18:14,535 --> 00:18:17,423 I would say right now we sell mostly the service. Right. 402 00:18:17,479 --> 00:18:20,287 So we consult a lot of businesses on how they 403 00:18:20,311 --> 00:18:23,207 can increase their sales. And a lot of times it is 404 00:18:23,231 --> 00:18:26,207 not mind blowing. It's probably something that was staring you in the 405 00:18:26,231 --> 00:18:29,103 face the whole time. And then in 60 minutes, I'm like, this 406 00:18:29,119 --> 00:18:32,031 is the one thing you need to do. I'll give you an example. We had this 407 00:18:32,063 --> 00:18:34,951 one client that's, uh, a bakery in Chicago already doing like a million 408 00:18:34,983 --> 00:18:36,075 dollars a year. 409 00:18:36,330 --> 00:18:39,327 Um, I think they're called Brown Sugar Bakery. Worked with them 410 00:18:39,351 --> 00:18:42,187 a couple years ago. They're a bakery, right. 411 00:18:42,331 --> 00:18:45,147 But they did not have the basics of email set 412 00:18:45,171 --> 00:18:47,535 up. Um, they had hundreds of. 413 00:18:48,115 --> 00:18:50,979 I don't know if it's hundreds of thousands, but they had hundreds of customers. And 414 00:18:50,987 --> 00:18:53,771 I'm like, where are all their email addresses? So you can send them 415 00:18:53,803 --> 00:18:56,691 coupons, send them Valentine's Day promotions. 416 00:18:56,763 --> 00:18:59,387 They didn't have it. They were just 417 00:18:59,411 --> 00:19:02,363 Collecting all this information and not using it. So most of the time, if 418 00:19:02,379 --> 00:19:05,027 you want to make more sales, the data is right in front of 419 00:19:05,051 --> 00:19:05,615 you. 420 00:19:06,055 --> 00:19:08,951 >> Anthony Weaver: Yeah, so we understand 421 00:19:08,983 --> 00:19:11,799 that. We. Because sometimes some of the steps that we miss 422 00:19:11,967 --> 00:19:14,783 when we just excited about, you know, hey, we started 423 00:19:14,839 --> 00:19:17,839 something, we just want people to come in and buy stuff at the end of 424 00:19:17,847 --> 00:19:20,591 the day. And you're talking about the follow up, 425 00:19:20,663 --> 00:19:23,275 you're talking about the follow through. Now with the, 426 00:19:23,600 --> 00:19:26,383 um, email capture and 427 00:19:26,519 --> 00:19:29,431 bringing on, I guess you could say almost a new 428 00:19:29,463 --> 00:19:32,417 clientele because now you'getting discounts to kind of 429 00:19:32,441 --> 00:19:33,685 lock in that user. 430 00:19:34,345 --> 00:19:37,337 So I think one step that I want to 431 00:19:37,361 --> 00:19:40,137 capture is how do we find our ideal client? 432 00:19:40,201 --> 00:19:42,825 Or how can women really identify the ideal client? 433 00:19:42,985 --> 00:19:45,961 >> Roma Shah: I would say the easiest one is your ideal client is usually you. It's 434 00:19:45,993 --> 00:19:48,605 some past version of you or 435 00:19:49,025 --> 00:19:51,769 future version of you. So I remember when I first 436 00:19:51,857 --> 00:19:54,481 started, my mentor made me write out a whole 437 00:19:54,553 --> 00:19:57,473 sheet of, like, who I was looking for, who I wanted to 438 00:19:57,489 --> 00:20:00,291 be, blah, blah, blah. Uh, when I was looking at the sheet, I'm like, oh, this is my best 439 00:20:00,323 --> 00:20:03,283 friend. I knew her like the back of my hand. And when 440 00:20:03,299 --> 00:20:06,187 I wrote out all her details, even down to her 441 00:20:06,211 --> 00:20:09,155 hair and eye color, it was a very specific type of 442 00:20:09,195 --> 00:20:12,099 ideal client worksheet. I was like, oh, I talk to this girl 443 00:20:12,147 --> 00:20:15,107 every day. I know her like the back of my hand. So let 444 00:20:15,131 --> 00:20:17,699 me sell to her because I know her really well, sell 445 00:20:17,747 --> 00:20:20,723 to people that are like her. And that's how my 446 00:20:20,779 --> 00:20:23,763 business kind of blew up, because I knew my ideal client because 447 00:20:23,779 --> 00:20:26,507 that ideal client was me or my best friend. 448 00:20:26,651 --> 00:20:29,619 I think a lot of times if you try to sell to 449 00:20:29,627 --> 00:20:32,587 an ideal client that you don't have any interaction with, you 450 00:20:32,611 --> 00:20:35,371 look phony. I'll give you an example. A lot of times 451 00:20:35,443 --> 00:20:38,259 I see entrepreneurs trying to sell to doctors. They have 452 00:20:38,307 --> 00:20:40,771 no experience with a doctor. They don't have 453 00:20:40,843 --> 00:20:43,187 anyone in their family that's gone 454 00:20:43,251 --> 00:20:46,195 through, um, medical school and medical 455 00:20:46,235 --> 00:20:49,155 training. So when a doctor sees you and they see that your targeting 456 00:20:49,195 --> 00:20:52,131 doctors just because they make a lot of money, they know that 457 00:20:52,243 --> 00:20:55,243 it feels fake from a mile away versus one 458 00:20:55,259 --> 00:20:58,131 of my mentors. She's always 459 00:20:58,163 --> 00:21:00,963 had like, um, I think when she was very young, she 460 00:21:00,979 --> 00:21:03,395 had heart surgery as a baby, and then she's had plastic 461 00:21:03,435 --> 00:21:06,307 surgery to cover up the scars. Then she created a 462 00:21:06,331 --> 00:21:09,123 practice around helping surgeons. But she had a really 463 00:21:09,179 --> 00:21:12,131 authentic story. She's been in a surgeon's office since she was like 464 00:21:12,163 --> 00:21:14,627 2 years old. So she could connect with them 465 00:21:14,731 --> 00:21:17,587 versus someone off the street. That's like, I'm going to target surgeons because they make 466 00:21:17,611 --> 00:21:20,531 millions of dollars. The story isn't there, so it's harder to connect 467 00:21:20,563 --> 00:21:21,575 with that audience. 468 00:21:22,425 --> 00:21:23,233 >> Anthony Weaver: I like that. 469 00:21:23,289 --> 00:21:26,217 So you bring out the concept of story and I m like, how 470 00:21:26,241 --> 00:21:29,160 we pieceing this all together is that, um, 471 00:21:29,745 --> 00:21:32,713 when you have your story, I think that's one of the 472 00:21:32,729 --> 00:21:35,649 things I've always been told is your story 473 00:21:35,817 --> 00:21:38,441 sells the product more so than the products selling 474 00:21:38,473 --> 00:21:41,049 itself. Um, so like this 475 00:21:41,097 --> 00:21:43,961 microphone that I'm using and a lot of people ask 476 00:21:43,993 --> 00:21:46,921 like, man, your audio sounds really good. And I was like, yeah, because I've been 477 00:21:46,953 --> 00:21:49,577 through a lot of crappy mics before. As I was 478 00:21:49,601 --> 00:21:52,353 evolving, I finally landed at this one. But now 479 00:21:52,409 --> 00:21:55,409 that I've gotten here, I'm like, okay. 480 00:21:55,577 --> 00:21:58,369 My story behind it is that I really wanted to 481 00:21:58,417 --> 00:22:01,041 provide a better audio experience. 482 00:22:01,233 --> 00:22:04,041 And one of the things is like, I kind of wish 483 00:22:04,073 --> 00:22:06,961 I've known before is that there is another 484 00:22:06,993 --> 00:22:09,585 mic that is a step down from this 485 00:22:09,745 --> 00:22:12,609 that has both USB and 486 00:22:12,657 --> 00:22:15,623 xlr and that could have saved me a lot 487 00:22:15,639 --> 00:22:18,435 of money instead of buying a wholeher $500, 488 00:22:18,550 --> 00:22:21,343 um, mixer just to kind of 489 00:22:21,479 --> 00:22:24,075 use this microphone. And 490 00:22:24,695 --> 00:22:27,559 it's just one of those things as a thing to help. I know it's a bad 491 00:22:27,607 --> 00:22:30,607 analogy, but it's just kind of like, what is 492 00:22:30,631 --> 00:22:33,195 your story behind your product? So 493 00:22:33,735 --> 00:22:36,527 if we can dive into your story behind your 494 00:22:36,591 --> 00:22:38,775 product, how did you get started? 495 00:22:38,935 --> 00:22:41,687 >> Roma Shah: Yeah, I think it's like I mentioned it 496 00:22:41,751 --> 00:22:44,647 before, but, you know, it's like not seeing enough women 497 00:22:44,671 --> 00:22:46,715 in the financial industry, seeing 498 00:22:47,455 --> 00:22:50,407 like having conversations with my coworkers and not being able to 499 00:22:50,431 --> 00:22:53,327 point to a famous woman of color in finance that be like, 500 00:22:53,351 --> 00:22:56,303 I learned investing from her. Um, and I think what 501 00:22:56,319 --> 00:22:59,191 you pointed out is so important. Storytelling is more important than 502 00:22:59,223 --> 00:23:01,951 credentials sometimes. Unfortunately, right 503 00:23:01,983 --> 00:23:04,847 now, like, you see the US election and someone with the 504 00:23:04,871 --> 00:23:07,735 most credentials, who has the 505 00:23:07,815 --> 00:23:10,577 education, who has been in government for years, 506 00:23:10,751 --> 00:23:13,477 she didn't win. And it's just because the 507 00:23:13,501 --> 00:23:16,317 person with the best story tellling skills won. And that's 508 00:23:16,381 --> 00:23:19,141 just really unfortunate. But it's just human 509 00:23:19,173 --> 00:23:21,597 nature. People will buy the story more than the 510 00:23:21,621 --> 00:23:24,381 credentials. Uh, and I think even the best 511 00:23:24,453 --> 00:23:27,365 business owners, they have a really good story, but they might not have 512 00:23:27,445 --> 00:23:30,421 the Harvard degree. Right? And the person with the Harvard 513 00:23:30,453 --> 00:23:33,293 degree might make a couple might make good money, but it 514 00:23:33,309 --> 00:23:36,045 won't be as good as an entrepreneur with a really, 515 00:23:36,125 --> 00:23:37,305 really good story. 516 00:23:38,055 --> 00:23:40,943 >> Anthony Weaver: I totally love it because I mean, if you think about it, they 517 00:23:40,999 --> 00:23:43,807 say at least when I was going through college, 518 00:23:43,871 --> 00:23:46,815 they were saying that all the C students, C and B students 519 00:23:46,855 --> 00:23:49,847 will be your entrepreneurs and actually running 520 00:23:49,871 --> 00:23:52,615 the businesses, whereas your A students will be the 521 00:23:52,655 --> 00:23:55,543 workers. And it took me until 522 00:23:55,559 --> 00:23:58,400 I became an adult to start to see that. Um, 523 00:23:58,895 --> 00:24:01,711 because like you said, as people of color, we 524 00:24:01,743 --> 00:24:04,663 always do an extra mile, like getting the certifications, getting a 525 00:24:04,679 --> 00:24:07,657 degreegree. And it's like you 526 00:24:07,681 --> 00:24:10,245 look at the person that's your supervisor and be like, 527 00:24:10,705 --> 00:24:12,965 you don't have a degree. You might get a. 528 00:24:13,425 --> 00:24:15,485 I know not to competitorgrees, but 529 00:24:16,105 --> 00:24:17,017 they go through. 530 00:24:17,121 --> 00:24:20,041 >> Roma Shah: I think it's so important because I think honestly, you need both. 531 00:24:20,113 --> 00:24:23,017 Not only do you need the degree, but you need. Because I think the 532 00:24:23,041 --> 00:24:25,873 myth is like, you don't need a college degree, um, to be 533 00:24:25,929 --> 00:24:28,833 successful. And I think, as personally, in my own 534 00:24:28,929 --> 00:24:31,913 experience, I don't think I would have gotten a job without a college degree. I could have 535 00:24:31,929 --> 00:24:34,775 a good story, but I need both. I need a great degree, 536 00:24:34,895 --> 00:24:37,831 I need to have great credentials, and I need to be 537 00:24:37,863 --> 00:24:40,515 really good at storytelling. So it's like 538 00:24:40,935 --> 00:24:43,783 unfortunately or fortunately, however you want to put it, 539 00:24:43,839 --> 00:24:46,671 you almost need both. But don't rely on your 540 00:24:46,703 --> 00:24:49,639 credentials only. You need to get really good at telling your 541 00:24:49,687 --> 00:24:52,639 story. And I think a lot of times we don't have the opportunity 542 00:24:52,687 --> 00:24:55,607 to brag about ourselves enough so we don't build up 543 00:24:55,631 --> 00:24:56,475 that skill. 544 00:24:57,175 --> 00:25:00,153 >> Anthony Weaver: How do you formulate a good story? 545 00:25:00,319 --> 00:25:03,005 Do you, uh, go over storytelling in your process? 546 00:25:03,125 --> 00:25:05,997 >> Roma Shah: I do. And I'll be honest, for a long time, 547 00:25:06,061 --> 00:25:09,010 I didn't think storytelling was important at all. Like, 548 00:25:09,010 --> 00:25:11,973 uh, until I started going to these in person events and people 549 00:25:12,029 --> 00:25:14,981 wanted to know my story, I was like, oh my God, I got toa start talking 550 00:25:15,013 --> 00:25:18,005 about it. Um, uh, but storytelling 551 00:25:18,045 --> 00:25:20,789 really just, it has to feel true. Right? It's 552 00:25:20,877 --> 00:25:23,837 even if you don't know what your story is just right. If you 553 00:25:23,861 --> 00:25:26,857 look at every year of your life, you can start piecing 554 00:25:26,881 --> 00:25:29,617 it together. Fifth grade, I did this. In seventh grade, I did 555 00:25:29,641 --> 00:25:32,633 this. In college, I did this. And then the story is just going to 556 00:25:32,649 --> 00:25:35,625 come out. If you'not. If you don't feel very creative about your 557 00:25:35,665 --> 00:25:38,577 storytelling, stick with the facts and the facts will tell 558 00:25:38,601 --> 00:25:39,605 you your story. 559 00:25:39,840 --> 00:25:42,513 >> Anthony Weaver: M yeah, I like that. I like that. 560 00:25:42,689 --> 00:25:45,641 So, um, you know, you talked 561 00:25:45,673 --> 00:25:48,625 about your parents a little bit. What is it 562 00:25:48,785 --> 00:25:51,405 about them that kind of driven you to 563 00:25:51,885 --> 00:25:53,345 continue doing what you're doing? 564 00:25:53,965 --> 00:25:56,949 >> Roma Shah: Yeah, that's a good question. So in 2008, 565 00:25:57,037 --> 00:25:59,305 when the recession happened, I think I was, 566 00:25:59,805 --> 00:26:02,365 was. I was in middle school or elementary school. I Can't 567 00:26:02,405 --> 00:26:05,229 remember. But, um, they were 568 00:26:05,277 --> 00:26:08,149 stressed out, and I had no clue why. I remember 569 00:26:08,277 --> 00:26:11,021 my earliest memory of that time was, like, they couldn't buy 570 00:26:11,093 --> 00:26:13,877 the school photos, um, that they come out with every 571 00:26:13,901 --> 00:26:16,893 year. And I thought it was weird because they loved those photos. And 572 00:26:16,909 --> 00:26:19,785 then a decade later, I found out 573 00:26:19,825 --> 00:26:22,081 that they lost all their money in the 2008 574 00:26:22,113 --> 00:26:24,817 recession. And it was very scary to find 575 00:26:24,841 --> 00:26:27,825 out because they were immigrants. They came 576 00:26:27,865 --> 00:26:30,737 here, they worked very hard. They worked, like, two, three jobs 577 00:26:30,881 --> 00:26:33,857 at the same time. And to learn that they lost all their money in the 578 00:26:33,881 --> 00:26:36,857 stock market in 2008 suck because we did not 579 00:26:36,881 --> 00:26:39,205 have the financial literacy or the education. 580 00:26:39,745 --> 00:26:42,553 And it's all, um, It's a snowball 581 00:26:42,609 --> 00:26:45,593 effect. I told you the story about my 9 to 5 and my coworkers, 582 00:26:45,649 --> 00:26:48,337 but really understanding 583 00:26:48,401 --> 00:26:51,377 that entrepreneurship is going to give you no cap on your 584 00:26:51,401 --> 00:26:54,097 income. And me being an entrepreneur, I can help my 585 00:26:54,121 --> 00:26:57,113 parents, um, in a way that I could never do with 586 00:26:57,129 --> 00:27:00,097 my 9 to 5. I recently took them on vacation with 587 00:27:00,121 --> 00:27:03,033 my sister to Portugal. I would never have been able to do 588 00:27:03,049 --> 00:27:05,809 that with my 9 to 5. Not 589 00:27:05,857 --> 00:27:08,817 even just taking off the PTO, but being able to make 590 00:27:08,841 --> 00:27:11,777 the type of money. I want to kind of 591 00:27:11,801 --> 00:27:14,561 help them and give back to them and also just spoil them. I want to treat 592 00:27:14,593 --> 00:27:17,407 them pretty really well. You 593 00:27:17,431 --> 00:27:19,395 can't always do that with a nine to five. 594 00:27:20,415 --> 00:27:23,159 >> Anthony Weaver: Yeah. And that's good that you continue. Want to give back 595 00:27:23,207 --> 00:27:25,647 and continue on to thrive for the family 596 00:27:25,671 --> 00:27:28,495 unit. And that's really beautiful that you're taking 597 00:27:28,535 --> 00:27:29,835 out time to do that. 598 00:27:30,135 --> 00:27:33,063 >> Roma Shah: Yeah. And I would say if you're listening to this 599 00:27:33,079 --> 00:27:35,671 and be like, oh, that's so easy for Roma. No, it took, 600 00:27:35,703 --> 00:27:38,663 like, years. And if you want to do that for yourself and 601 00:27:38,679 --> 00:27:41,353 your family, start small. Just start 602 00:27:41,519 --> 00:27:44,429 thinking about your ideal client. We went through the wholes sales 603 00:27:44,517 --> 00:27:47,357 process during your podcast, but just follow the 604 00:27:47,381 --> 00:27:50,360 steps and see where you can go. Um, 605 00:27:50,885 --> 00:27:53,837 to achieve your dreams, it's all possible. You 606 00:27:53,861 --> 00:27:56,065 just have to stay committed to the vision. 607 00:27:56,685 --> 00:27:59,549 >> Anthony Weaver: What is it in the financial bucket that 608 00:27:59,597 --> 00:28:02,581 actually helps you save up to actually take that 609 00:28:02,613 --> 00:28:03,605 trip for your family? 610 00:28:03,685 --> 00:28:06,597 >> Roma Shah: I'm going to sound crazy, um, because I don't hear a lot 611 00:28:06,621 --> 00:28:09,621 of people talking about it. #us they want to make other people feel good 612 00:28:09,653 --> 00:28:12,373 about where they're at. But I 613 00:28:12,549 --> 00:28:15,517 live, like, really like a college student. The 614 00:28:15,541 --> 00:28:17,805 first two, three years out of college, I 615 00:28:17,925 --> 00:28:20,605 bought. I lived in the cheapest housing I could 616 00:28:20,645 --> 00:28:23,133 find. Um, I lived alone. 617 00:28:23,309 --> 00:28:26,141 My rent was about, like, 1250. I know that's 618 00:28:26,173 --> 00:28:29,037 very Hard right now if you try to find an apartment in New 619 00:28:29,061 --> 00:28:32,005 Jersey, New York at that price. But I was willing 620 00:28:32,045 --> 00:28:35,013 to keep my costs low so I could contribute, like 70% of 621 00:28:35,029 --> 00:28:37,861 my paycheck to my. To my investments. And that 622 00:28:37,893 --> 00:28:40,565 meant, like, if I. Let's say I made 623 00:28:40,605 --> 00:28:42,973 $5,000 that month, I would try to contribute 624 00:28:43,029 --> 00:28:46,005 4,000 or, like, whatever was my rent 625 00:28:46,045 --> 00:28:49,029 payment, and then the rest of it would go straight 626 00:28:49,077 --> 00:28:51,917 into my brokerage accounts, um, into my index funds, 627 00:28:51,981 --> 00:28:54,709 into maxing out my 401k. It was not fun. 628 00:28:54,837 --> 00:28:57,421 I felt crazy, but I was like, 629 00:28:57,573 --> 00:29:00,325 I really wanted to hit the first 100k as fast as 630 00:29:00,405 --> 00:29:03,267 possible. And that meant I had to contribute as much 631 00:29:03,291 --> 00:29:06,243 of my paycheck as I could. And then when I 632 00:29:06,259 --> 00:29:09,067 realized that wasn't enough, that's when I started my business too. I'm like, the 633 00:29:09,091 --> 00:29:12,015 paycheck is not going to cut it for me to hit a million dollars, 634 00:29:12,250 --> 00:29:14,215 um, before the age of 30. 635 00:29:14,595 --> 00:29:16,295 >> Anthony Weaver: Yeah. Why 100k? 636 00:29:16,875 --> 00:29:19,691 >> Roma Shah: I think I was jealous. Um, I saw other people. 637 00:29:19,843 --> 00:29:22,515 Like, a lot of it is just, I'm being super honest. Like, I would 638 00:29:22,555 --> 00:29:24,835 see online that this girl hit 639 00:29:24,915 --> 00:29:27,795 100k20 by 25, and I'm like, I'm 640 00:29:27,835 --> 00:29:30,795 22. How is that going to happen for me? I need to hustle. 641 00:29:30,835 --> 00:29:33,350 I need to do these things. And it was just, 642 00:29:33,350 --> 00:29:36,273 um, it was just truly just like a 643 00:29:36,289 --> 00:29:39,249 little bit of jealousy. I was like, why can these people do it, not 644 00:29:39,297 --> 00:29:42,297 me? Uh, and that's 645 00:29:42,321 --> 00:29:45,233 what kind of forced me, motivated me. I always 646 00:29:45,289 --> 00:29:47,929 knew that I wanted to be successful and extremely 647 00:29:47,977 --> 00:29:50,921 wealthy. And I was like, if someone can 648 00:29:50,953 --> 00:29:53,785 do it, why can't I? Now that did 649 00:29:53,825 --> 00:29:56,325 caus a lot of stress and pressure on myself, 650 00:29:56,825 --> 00:29:59,691 but I have no regrets. I did what I needed to do to get to that 651 00:29:59,723 --> 00:30:01,880 amount, and I did it. Yeah. Awesome. 652 00:30:01,880 --> 00:30:04,523 >> Anthony Weaver: Um, m. And, um, it just shows that 653 00:30:04,579 --> 00:30:07,531 competition can either break you or make you. And 654 00:30:07,603 --> 00:30:09,375 it seemed like it really pushed you. 655 00:30:09,835 --> 00:30:12,459 >> Roma Shah: I would say, uh, and I'm being super honest. 656 00:30:12,507 --> 00:30:15,219 Like, a lot of time I don't get super. I 657 00:30:15,227 --> 00:30:18,083 don't like negative feelings like jealousy or 658 00:30:18,099 --> 00:30:20,851 anger. I think they get a bad rap. But I actually think it's a 659 00:30:20,883 --> 00:30:23,883 good indicator for what you want in life. If you're jealous of someone 660 00:30:23,899 --> 00:30:26,707 or something, you probably want it. So you need to 661 00:30:26,731 --> 00:30:29,155 work towards it. If you're angry about 662 00:30:29,235 --> 00:30:32,139 something, you need to change your situation. So work 663 00:30:32,187 --> 00:30:35,043 towards it. Instead of using those emotions and saying that 664 00:30:35,059 --> 00:30:37,947 you're a bad person, just lean into them and do what you 665 00:30:37,971 --> 00:30:40,615 need to do to get out of that. 666 00:30:41,315 --> 00:30:42,655 >> Anthony Weaver: Love that love that. 667 00:30:42,800 --> 00:30:45,763 Uh, because this brings up, I'm going 668 00:30:45,779 --> 00:30:48,507 to focus on, uh, going on to the third segment here, which is the 669 00:30:48,531 --> 00:30:51,213 features mostly because as you bring up the 670 00:30:51,229 --> 00:30:54,101 anger and the passion, I will say it's 671 00:30:54,133 --> 00:30:56,029 more passion. Give me more passion. 672 00:30:56,197 --> 00:30:58,669 >> Roma Shah: Sure, sure. Whatever you want to call it. 673 00:30:58,717 --> 00:30:59,345 Yeah. 674 00:31:00,080 --> 00:31:02,869 >> Anthony Weaver: Uh, like what areas do you want to focus 675 00:31:02,917 --> 00:31:05,385 on improving in your life or even your career? 676 00:31:05,885 --> 00:31:08,157 >> Roma Shah: Yeah. So I have a couple of things in the 677 00:31:08,181 --> 00:31:11,085 pipeline. Um, but speaking was one of them. 678 00:31:11,125 --> 00:31:14,013 Right. Like I, uh, know we mentioned in the green room 679 00:31:14,069 --> 00:31:17,069 that I'm speaking in front of 200 people in D.C. in 680 00:31:17,117 --> 00:31:19,957 April of this year. And that's really exciting. 681 00:31:20,101 --> 00:31:23,013 And that's, that's something that I, a 682 00:31:23,029 --> 00:31:25,917 skill set that I was kind of hiding from for a long time. I started 683 00:31:25,941 --> 00:31:28,413 my business during my 9 to 5, so that meant I was 684 00:31:28,509 --> 00:31:31,437 hiding from a lot of people so I wouldn't get fired 685 00:31:31,501 --> 00:31:34,237 or, you know, I wouldn't risk a promotion. 686 00:31:34,341 --> 00:31:36,981 But now as a full time entrepreneur, I can really be seen in 687 00:31:37,013 --> 00:31:39,973 ways, um, that if someone sees me that used 688 00:31:39,989 --> 00:31:42,717 to work at my company, I don't care. It's not going to hurt my 689 00:31:42,741 --> 00:31:45,443 reputation. So I'm just working on playing 690 00:31:45,499 --> 00:31:48,379 bigger. I don't need to hide my social media or my face 691 00:31:48,427 --> 00:31:51,123 or my name. Like I'm just working on the 692 00:31:51,179 --> 00:31:54,115 publicity side of things because there's nothing at 693 00:31:54,155 --> 00:31:56,763 stake as much when I was at my nine to five. 694 00:31:56,939 --> 00:31:57,803 >> Anthony Weaver: That makes sense. 695 00:31:57,899 --> 00:31:58,243 >> Roma Shah: Yeah. 696 00:31:58,299 --> 00:32:00,955 >> Anthony Weaver: Do you have any like habits that you feel are 697 00:32:00,995 --> 00:32:03,963 essential for all the entrepreneurs that are out 698 00:32:03,979 --> 00:32:05,015 there that are listening? 699 00:32:06,395 --> 00:32:08,979 >> Roma Shah: That's a good question. I don't. I know 700 00:32:09,027 --> 00:32:11,940 there's, it's like so popular to say like you wake up at exit, 701 00:32:11,940 --> 00:32:14,480 um, day or do this every day. Um, 702 00:32:15,045 --> 00:32:16,305 I would just say 703 00:32:18,365 --> 00:32:21,269 don't feel bad for who you are. Like if you need to watch 704 00:32:21,317 --> 00:32:24,317 5 hours of Netflix to then to work 12 hours on your business, that's 705 00:32:24,341 --> 00:32:27,261 okay. If you like waking up at 10am instead of 706 00:32:27,293 --> 00:32:30,117 5am, that's okay. Like lean into who 707 00:32:30,141 --> 00:32:33,117 you naturally are instead of feeling bad that you can't 708 00:32:33,141 --> 00:32:35,400 do the same thing as the next person. Um, 709 00:32:36,605 --> 00:32:39,413 and I say that from my own example. I'm not a morning person 710 00:32:39,509 --> 00:32:42,453 and I do need a lot of downtime before I work on my 711 00:32:42,509 --> 00:32:45,473 business. And I stopped beeding myself up about it. I just 712 00:32:45,529 --> 00:32:48,433 accepted it. I'm like, how can I just work this into my schedule so 713 00:32:48,449 --> 00:32:51,401 that I can make the type of money I want to? So 714 00:32:51,433 --> 00:32:54,377 stop making yourself wrong for things that you do. A lot of the 715 00:32:54,401 --> 00:32:56,457 time that might be your secret weapon. 716 00:32:56,601 --> 00:32:59,449 >> Anthony Weaver: Yeah. And also you run in the podcast and I know how it 717 00:32:59,457 --> 00:33:02,041 is to run one. Um, and to do the 718 00:33:02,073 --> 00:33:04,805 speaking and to do deal with the clients. 719 00:33:05,185 --> 00:33:08,137 It's a lot. Um, do you have any, like, AI 720 00:33:08,201 --> 00:33:10,017 systems are going to help out with that process? 721 00:33:10,121 --> 00:33:13,083 >> Roma Shah: Yeah. I'm glad you asked. So I actually one of the 722 00:33:13,099 --> 00:33:16,011 biggest things that helped me grow so fast was hiring, but now 723 00:33:16,123 --> 00:33:19,091 with the world changing so much, um, I mean, I hired a lot 724 00:33:19,123 --> 00:33:22,083 in 2021, but actually in 725 00:33:22,099 --> 00:33:24,947 the past year I've let go of the majority of my team 726 00:33:25,011 --> 00:33:27,947 because they've been able to be replaced with a lot of tools and 727 00:33:27,971 --> 00:33:30,795 automations that I've put in place. If you go to 728 00:33:30,915 --> 00:33:33,891 my Instagram, the Rosha T H E R 729 00:33:33,923 --> 00:33:36,907 O S H A H Right when you go to our Linkn 730 00:33:36,931 --> 00:33:39,781 bio, there's like an automation checklist of all the free 731 00:33:39,813 --> 00:33:42,437 AI tools that we use. Between 732 00:33:42,621 --> 00:33:44,905 video editing, repurposing, 733 00:33:45,330 --> 00:33:48,301 um, follow up. Right. Automating, follow up. 734 00:33:48,333 --> 00:33:51,309 All those things can kind of be done for free nowadays, so you 735 00:33:51,317 --> 00:33:54,213 don't really need an admin or a VA to do it for you. So you could 736 00:33:54,229 --> 00:33:56,917 definitely check out the whole list, the whole checklist for free on 737 00:33:56,941 --> 00:33:57,533 there. 738 00:33:57,709 --> 00:34:00,573 >> Anthony Weaver: Awesome. I'll definitely. We will be checking that 739 00:34:00,589 --> 00:34:03,277 out because I use the very few when it comes to 740 00:34:03,301 --> 00:34:06,041 interacting with people. Uh, but I do use 741 00:34:06,073 --> 00:34:08,801 it from editing the show and 742 00:34:08,873 --> 00:34:11,865 putting things out there and all that fun stuff. So. 743 00:34:12,025 --> 00:34:14,985 >> Roma Shah: Yeah, we could talk about it too. Like what, 744 00:34:15,065 --> 00:34:17,845 what automations you can use to definitely. 745 00:34:18,130 --> 00:34:20,841 >> Anthony Weaver: Uh, so is there anything you have before we dive into the final four 746 00:34:20,873 --> 00:34:21,565 questions? 747 00:34:21,945 --> 00:34:23,353 >> Roma Shah: No, I'm good. Yeah. 748 00:34:23,489 --> 00:34:24,405 >> Anthony Weaver: All rightty 749 00:34:29,745 --> 00:34:32,730 number rul one. What does wealth mean 750 00:34:32,802 --> 00:34:33,626 to you? 751 00:34:33,810 --> 00:34:36,290 >> Roma Shah: It m means not asking for permission 752 00:34:36,482 --> 00:34:39,370 from anyone or anything. So when you have true 753 00:34:39,402 --> 00:34:41,934 wealth, you don't need to ask someone if you can go on vacation 754 00:34:42,234 --> 00:34:44,850 or you don't need to worry 755 00:34:44,922 --> 00:34:47,882 about if this flight is the cheapest on this day because you 756 00:34:47,898 --> 00:34:50,514 could just buy it. It's really just getting a lot of your time 757 00:34:50,554 --> 00:34:52,210 back. Yeah. 758 00:34:52,362 --> 00:34:55,346 >> Anthony Weaver: Okay. Number two, what 759 00:34:55,450 --> 00:34:57,502 was your worst money mistake? 760 00:34:57,698 --> 00:34:59,755 >> Roma Shah: Oh, that's good. Car lease. 761 00:35:00,655 --> 00:35:01,955 >> Anthony Weaver: What? A car lease. 762 00:35:03,815 --> 00:35:06,599 >> Roma Shah: I thought, um, I'm really big on values and 763 00:35:06,647 --> 00:35:09,495 I'm a huge environmentalist, so when EV cars 764 00:35:09,535 --> 00:35:11,975 came out, I got really excited about them and I got a Nissan 765 00:35:12,015 --> 00:35:14,607 Leaf. They don't have charging stations 766 00:35:14,711 --> 00:35:17,591 in, uh, around my 767 00:35:17,623 --> 00:35:20,623 state and it's very hard to charge your car. So that kind 768 00:35:20,639 --> 00:35:23,590 of put me in a bind of like, where to charge the car. Um, 769 00:35:24,395 --> 00:35:27,363 but It's a very cheap lease. It's just, it's. 770 00:35:27,459 --> 00:35:30,455 You're only limited to a 200 mile range. Yeah. 771 00:35:31,275 --> 00:35:33,495 >> Anthony Weaver: Awesome. Number three, 772 00:35:34,355 --> 00:35:37,251 what book that inspireds your journey 773 00:35:37,363 --> 00:35:38,935 or change your perspective? 774 00:35:42,115 --> 00:35:45,067 >> Roma Shah: You know, I'll say this. I. If you go. I went to Barnes 775 00:35:45,091 --> 00:35:48,067 and Nobles yesterday and I was looking at the business section. I pretty much read every 776 00:35:48,091 --> 00:35:51,001 single book in the business section. And I wish 777 00:35:51,193 --> 00:35:54,137 I say this on every podcast. I wish someone would just put 778 00:35:54,241 --> 00:35:56,833 a, uh, banner over the business section 779 00:35:56,929 --> 00:35:59,897 for inspiring entrepreneurs and be like, hire someone. Because 780 00:35:59,961 --> 00:36:02,945 I read every book and it took me like five 781 00:36:02,985 --> 00:36:05,449 years before I started a real business that made real 782 00:36:05,497 --> 00:36:08,005 money. Real money is in over 100k. 783 00:36:08,665 --> 00:36:11,465 But I need to tire someone. I need to put my money where my mouth is. 784 00:36:11,505 --> 00:36:14,481 So I would say stop reading the books and just hire someone 785 00:36:14,513 --> 00:36:17,349 to help you do the things, because reading 786 00:36:17,397 --> 00:36:19,237 only gets you so far. Yeah. 787 00:36:19,421 --> 00:36:22,301 >> Anthony Weaver: Okay, well, maybe you might start the first book 788 00:36:22,333 --> 00:36:23,461 that says hire someone. 789 00:36:23,533 --> 00:36:26,345 >> Roma Shah: Like, that is the one page. Just one page. 790 00:36:26,845 --> 00:36:29,773 One page. Just hire someone. Here's the list of who I've hired in 791 00:36:29,789 --> 00:36:30,341 the past. 792 00:36:30,453 --> 00:36:33,293 >> Anthony Weaver: And then the back of the extra pages says, lessons learned, 793 00:36:33,389 --> 00:36:34,357 Lessons learned. 794 00:36:34,461 --> 00:36:36,465 >> Roma Shah: Did you hire someone yet? Yeah. 795 00:36:37,525 --> 00:36:39,705 >> Anthony Weaver: Love it. I'll buy it. 796 00:36:39,810 --> 00:36:42,389 Um, number 797 00:36:42,477 --> 00:36:45,001 four, what is your favorite dish to 798 00:36:45,033 --> 00:36:45,605 make? 799 00:36:48,425 --> 00:36:51,177 >> Roma Shah: This is so funny. Um, because I just asked my 800 00:36:51,201 --> 00:36:53,825 sister to like, put together a Valentine's Day 801 00:36:53,905 --> 00:36:56,737 dinner for me and my friends and she's like, all you 802 00:36:56,761 --> 00:36:59,633 need is like rice, protein, and 803 00:36:59,649 --> 00:37:02,480 a vegetables. Um, 804 00:37:02,480 --> 00:37:04,805 but that'my favorite daily dish to make. 805 00:37:05,345 --> 00:37:08,161 It just checks off all the boxes and then I can go 806 00:37:08,193 --> 00:37:11,135 back to work. Um, but my favorite dish 807 00:37:11,175 --> 00:37:14,103 to really humorous side. My 808 00:37:14,119 --> 00:37:16,035 favorite dish to probably make is 809 00:37:19,215 --> 00:37:22,015 a, uh, dosa. It's like an Indian dish. It's like an Indian 810 00:37:22,055 --> 00:37:24,395 crepe. And it's delicious. I love it. 811 00:37:24,935 --> 00:37:26,663 >> Anthony Weaver: Awesome, awesome, awesome. 812 00:37:26,839 --> 00:37:29,799 All right, so, you know, we went through all the fun things, 813 00:37:29,887 --> 00:37:32,655 learned all the things about you, and congratulations 814 00:37:32,735 --> 00:37:35,633 on your upcoming speech. Uh, u in 815 00:37:35,649 --> 00:37:38,400 front of 200 women. That's a lot. Um, 816 00:37:38,400 --> 00:37:41,201 um, and is there 817 00:37:41,273 --> 00:37:44,177 any place that people say, like, hey, I love what you 818 00:37:44,201 --> 00:37:47,177 have to offer. I've, uh, went through. Love 819 00:37:47,201 --> 00:37:50,097 the episode. I want to work with you or even just 820 00:37:50,121 --> 00:37:52,925 kind of get to know you and reach out to say, like, hey, awesome interview. 821 00:37:53,305 --> 00:37:55,841 What. Where can they find out more about you? 822 00:37:55,993 --> 00:37:58,889 >> Roma Shah: They can definitely go to any 823 00:37:58,977 --> 00:38:01,681 platform if you like YouTube, TikTok, 824 00:38:01,873 --> 00:38:04,745 Instagram. I'm on Instagram the most. But you could definitely 825 00:38:04,785 --> 00:38:07,577 send me a dm. Um, at ah, the roa T 826 00:38:07,601 --> 00:38:10,473 h e r O S H A H and 827 00:38:10,529 --> 00:38:13,513 just shoot me a message and I'll send you whatever you need. So if you like the 828 00:38:13,529 --> 00:38:16,289 automation stuff we talked about, I'll send you my automation checklist. 829 00:38:16,377 --> 00:38:19,345 You like the sales call stuff we talked about, I'll send you the free 830 00:38:19,385 --> 00:38:22,337 sales call checklist. Just grab the resources you need, 831 00:38:22,361 --> 00:38:24,081 but let me know what you want. Yeah. 832 00:38:24,273 --> 00:38:26,969 >> Anthony Weaver: Awesome. Well, thank you so much for your time, 833 00:38:27,017 --> 00:38:29,769 Row. This has been amazing. I've learned a lot 834 00:38:29,857 --> 00:38:32,737 and this is something that I do plan on to 835 00:38:32,761 --> 00:38:35,681 lean more into. Uh, because I do have 836 00:38:35,713 --> 00:38:38,657 some services that I need to get off the the 837 00:38:38,681 --> 00:38:41,673 ground and. Or just really just let people know about it. 838 00:38:41,689 --> 00:38:43,961 Because a lot of people just think I'm a podcaster. So, 839 00:38:44,113 --> 00:38:46,961 yeah, I do a lot more. So let's go on and make 840 00:38:46,993 --> 00:38:49,849 this happen. Uh, so thank you so much for coming 841 00:38:49,897 --> 00:38:52,785 through and for you who listened all the way 842 00:38:52,825 --> 00:38:55,553 this far, you know what you got to do. 843 00:38:55,649 --> 00:38:58,385 And if sales isn't your thing, go ahead on and share it with somebody 844 00:38:58,425 --> 00:39:01,361 who is into sales or into business and just 845 00:39:01,393 --> 00:39:03,685 really want to take themselves to the next level. 846 00:39:04,185 --> 00:39:07,025 Remember, you have what it takes to take yourself to the next 847 00:39:07,065 --> 00:39:10,001 level. You just have to do the work. All right, 848 00:39:10,033 --> 00:39:12,937 everybody, I wish you the best. Y'all be safe out 849 00:39:13,081 --> 00:39:13,265 Peace.