By Suzy Rawlins with Roots and Boots with Suzy Rawlins

A fun-loving woman whom I met through networking asked me to try a skin care product and give her my opinion.  I agreed.  This is a product that I had been introduced to many times before and never purchased.  It was all in the delivery of how she presented it and taught me about the products and my skin I decided to purchase.  I fell in love with the results and decided to start selling it, too.  I have two most memorable sales, one skincare and one color cosmetics.

Like everyone else, I started sharing skincare and getting women to fall in love with their skin again.  Of course, I started by bribing my family and friends to be my face models.  I asked a friend to try the products, and she responded, “No, I don’t use that stuff”.  Honestly, my feelings were hurt a little that she would not even try it.  Several months go by, and I see this friend on multiple occasions where she comments on how great my skin looks.  I ignored it until one time, I responded with, “You cannot keep complimenting me on my skin and not be willing to even give it a try.”  It was at that point that she agreed to try the basic skin care and loved it, so she became a customer.

My second most memorable sale was a gal I had networked with who agreed to be a face model as I learned to share color cosmetics.  At this appointment, we had about five other women and one of my sister consultants teaching the color application so I could learn.  When I booked my client, she informed me that she would be my model but would not be purchasing anything.  In the beginning, she was very guarded and not even willing to take off the makeup that she came with.  I was so confused; how can you model my makeup if you don’t put it on?  My sister consultant chatted with my client and eventually, she agreed to wash off her makeup to try our brand.  To my surprise, by the end of the appointment, my client was very happy with her new look.  She said, “I have to get going I have a date with my hubby, but I will take everything we tried today just call me tomorrow and we can wrap it all up.”  WOW!  She has remained a long-time loyal client.

In the end, we must remember we are in sales but that is not what it is about.  It is about how we make the client feel.  Most of the time people tell you no because they do not have enough information or someone else in a similar product or service has treated them badly.  I am in the people business not the makeup business.  For me it is about helping my clients have confidence in themselves and your skin is a huge part of that.  How you show up is a big deal.

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By Sharon Loduca, Real Estate Professional in Ontario, Canada

The thought of this still makes me chuckle. I had just transitioned from working full-time on mortgages to real estate.  My first real estate client was a lead from my broker. I knew nothing about them. My first phone call with them was a challenge because his accent was so strong. So, I had him come into the office. Face-to-face was easier anyway. But in this case, it was necessary just so I could read his lips and with my best guess of what he was saying, to take it from there.

He had his own mortgage broker. So armed with the numbers he gave me, we set out to see some homes.  Out on the first visit, he picks a home and we put an offer. It is at that time he casually mentioned he has plans already to go back home, get married, and come back with his deposit, a suitcase full of cash.  Aaah! What an adventure we were on!

It was like diving headfirst into the rabbit hole of the real estate world, where the cash system clashed with the money trail paperwork of our conventional ways.  It felt like I was in a whirlwind of learning experiences! Sure, I was no stranger to mortgages or real estate, but this client took me on quite the journey and taught me some invaluable lessons.

I quickly realized that I required a whole new level of finesse. I had to become the master of intense conversations and clearly written instructions. Follow-up? Oh, you betcha! I followed up on the follow-up. If there was an Olympic sport for follow-up, I’d be a gold medalist.

But it all paid off in the end.  After countless persuasive talks, I managed to convince him that bringing a suitcase full of cash across continents really was not the best idea. I really appreciate that he was teachable and listened to reason.

He did go back home. He got married and returned to move into his new home. In fact, he still lives there with his wife, kids, and her parents.

This, my first client, was an incredible adventure that taught me the importance of having the right people on my team. Reputable lawyers and mortgage brokers are like superheroes in this cash-clashing world. And I’ve been perfecting my client-handling process ever since. Constantly learning. Constantly improving.

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By Wil Becker with Turning Leaf Solutions

When I was 13 years old, we lived on the Ft. Meade Army base. There was a local newspaper that delivered 2 papers a week: on Wednesdays and Saturdays. I was hired as a delivery boy for them. That also means that I was expected to help sell new subscriptions. This was totally new to me, and I wasn’t sure if I could make a sale for the newspaper.

I don’t remember my training at all. I do remember one specific evening when I was out selling with the newspaper rep and a crew of other kids that were also delivering newspapers on Ft. Meade. I remember going door to door with free copies of the latest edition of the paper and handing them out while pitching the paper and talking about all the local news and events that get published twice weekly. I keenly remember standing on the sidewalk about 10 feet from the home and the man of the house, standing in front of his door. I remember the feeling of excitement and triumph as he agreed to sign up and take delivery of the newspaper.

That night, I sold more subscriptions than the other kids and I sold the most, new subscriptions the paper had for several months. There must have been about five of us kids, and the reward for sales that night was packs of playing cards plus a sales commission. I brought home somewhere in the neighborhood of 8 or 10 packs of cards!! That put me in the ballpark of 35 new subscriptions! It was a real high to close another sale and then move on to the next house. I didn’t realize how well I did with sales of new subscriptions, until several months later, when I was cut a $400 commissions check! That was the total I had made over the few months that I had gone out and sold new subscriptions.

It is now, as I write this and frame that experience for this month’s “Led Me to This” blog, that I realize my experience was much more formative than I ever realized. It helped me to see there is always money to be made when I put in the work.

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By Erin McCarthy with Follow Erin on Facebook

My experience with The Fresh Soap, a small business owned by a beautiful soul, was nothing short of delightful and heartwarming. From the moment I stepped into the tent, I was greeted with a warm smile and a genuine willingness to help me find products that would be the best fit for my needs.

The owner, a passionate advocate for all things natural and vegan, took the time to listen attentively to my skincare and hair care concerns. She seemed genuinely invested in understanding my preferences, allergies, and skin type to ensure I would find the perfect products.

The tent was filled with an array of vegan and natural soaps, shampoo bars, lip balms, and more. Each product exuded a charming simplicity, handcrafted with love and care. The owner proudly shared the story behind each item, and her dedication to using eco-friendly ingredients and sustainable practices truly shone through.

As we explored the different options, she expertly guided me through the benefits of each product, emphasizing the nourishing properties of natural ingredients and the importance of avoiding harmful chemicals. Her knowledge and passion were infectious, making me feel empowered and educated about the choices I was making for my self-care routine.

One of the highlights of my visit was the variety of unique soap scents she offered. From calming lavender to invigorating citrus blends, each soap seemed to tell a story of its own. The owner encouraged me to smell and sample the products, allowing me to find scents that resonated with my senses.

Beyond her exceptional customer service and dedication to natural products, what struck me the most was the genuine connection she established with her customers. It felt as if I was chatting with an old friend, rather than engaging in a typical transaction. Her passion for her craft and her desire to help others truly made the shopping experience memorable and meaningful.

By the end of my visit, I walked away with a bag full of beautifully wrapped products that I couldn’t wait to incorporate into my daily routine. Thanks to The Fresh Soap and its wonderful owner, I not only found the best-suited products for myself, but I also discovered a small business that exuded kindness, compassion, and dedication to both its customers and the environment. This experience left a lasting impression on me, and I’ll undoubtedly return to support this small business with a beautiful soul at its heart.

https://www.thefreshsoap.com/

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By Jamie Allen Bishop with Jamie Allen Bishop Coaching

My first purchase supporting a small business was a big deal to me. Spending my precious and hard-earned allowance was a test of my faith in my ability to regenerate the cash. Back then, most kids spent their allowance on music and clothes, or perhaps on movie tickets and junk food. In the 1980s when Licorice Pizza was an actual store on Ventura Boulevard in Sherman Oaks, California, all the kids hung out there, thumbing through the vast collection of records, and begging the young adults working the counter to play their album of choice.

“Just this one song… plleeeaaaassssseeeeee!?!?” were the words that echoed off the walls filled to overflowing with the coolest posters of the most obscure bands on the planet.

But those records were not what I ended up spending my money on. Instead, while walking through my favorite place to browse, I came across a stunning and unique lapel pin I simply had to have. It was on display at one of the few stores still there on Ventura Boulevard called the Sherman Oaks Antique Mall. No store has ever measured up to this one – and I have visited a lot of antique mall shops across the United States. There is something about the way this particular antique mall is set up that makes it special. The care each vendor takes to display their found objects seems to showcase their deep affection for them. If you ever find yourself in the area, I highly recommend that you stop in for a peek at some of the most loved antiques in California.

The lapel pin was a beautiful and delicate horse and carriage made to mimic Cinderella’s transportation to the ball. It was a lost wax cast piece of sterling silver set with embedded marcasite gems that sparkled brilliantly in the display case. It was the most beautiful thing I had ever seen, and though I had no idea where or when I would ever wear it, I was drawn to make the purchase. In fact, it took four weeks’ worth of my allowance, so you can imagine what a big deal it was for me to make that decision. I am so glad I did!

I felt like a princess going to a ball when I finally had the courage to place it on my sweater. While I am certain most youngsters would have made the same life-altering mistake I made, I was devastated to find that after I wore the pin for the first time, I forgot to remove it from my cardigan sweater before it ended up in the laundry bin. And, so, my coveted piece of fine jewelry ended up devoid of sparkle and mangled beyond repair after the laundry was done. I don’t think I ever wore that sweater again, and I must confess I cried my sweet little eyes out when I found my precious purchase in that sorry state of repair. I was not sad about the loss of money. Even then I knew money was replaceable, but my goodness was I hurt by my own mistake and subsequent loss of the item itself.

Lesson learned.

This story has a lovely ending I am pleased to report. As I looked up an image to convey how beautiful my bobble was, I found a similar pin and purchased it for myself… some 40 years later. I cannot tell you how much I look forward to wearing the sparkly trinket once again, and this time I guarantee its safety from ending up in the washing machine.

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By Cheryl Clark with Clark Strategies

I am going to divide this up into two stories.  Why?  Because my first sale as a business owner was so dang long ago – I don’t think I even realized I was in fact in business. 

I was working as a taxi dispatcher in Smiths Falls, Ontario (small town, retirement town feeling) and had stopped working for Chrysler, Canada.  I had a computer.  I had dial-up internet.  I had learned so much about HTML, email programs, ICQ, and other geeky things of the time.  (It is not lost on me that some of you will be like, “What the heck is HTML and ICQ?”  I’m old.)  I’ve always been a learner and hope I always am.  I found many folks were asking me how do I do this, and how do I do that – during conversations.  I knew the answers.  (Yay for me!)  Before I knew it, I was going into people’s homes and sitting beside them watching them type emails to their grandkids and family members not in the local area.  I mean literally watching them painfully one-finger-type a warm hello message, making sure they filled out the “to” field properly, had a connection via dial-up to the internet, and made sure when they hit send the symbol spun until it was gone.  My first side gig!  I must admit, in reflection, it was neat.  Watching mostly elderly folks embrace technology and send simple messages, “Hello. I love you. The weather is nice.”  Then they’d sit in awe that a family member was going to get said message on a screen!  It was a riot listening to the LAND LINE phone calls of them saying I just sent you something!  Boy oh boy.

Story number two is when I knew I was in business for myself, and I knew beyond a doubt it was my livelihood, and I HAD to make money.  Funny how that changed the energy.  I don’t remember who my first sale was purchased by, nor do I remember many details about the ‘job,’ but I do remember the internal dialogue, though, and to this day I have to say this ‘ghost from the past’ can still surface saying the exact same things it said back around 2006.

Say you take their money, and they don’t like what you do.  Oh my gosh! Did you charge too much?  Did you charge enough?  Are they going to be happy?  Can you really do what you said you would do?  How will you know if they are happy?  Say they are miserable?  Then the dialogue of – this amount of money needs to pay this bill and ugh I still have that bill and this financial obligation – how am I ever going to get more clients to pay what I need?  Can I really do this?  Is this worth it?

I don’t recall what year I learned about mindset, internal dialogue, laws of manifestation, and how the universe works, but THANKFULLY I learned!  This ghost of the past can be quickly silenced and starved for attention when I lean into what I know to be true and what I have learned.  17 years later, here I am.  17 years later, still putting one foot in front of the other.  17 years later, still serving clients for the exchange of payment (called a sale).  I say it that way intentionally.  I don’t go for the sale.  I go for serving the client, and, in turn, I get the sale. 

We got this.

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