066 Sales Strategies for Women of Color in Finance: Insights from Ro Shah
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Join Regan and Ro Shah, a sales systems coach for Women of Color in finance, on Money Through Ease as they discuss overcoming fears in sales, navigating tax season, and transitioning to entrepreneurship. Discover valuable insights on lead generation, relationship-building, and resilience in business, while also gaining tips on managing emotions and seeking mentorship for success. Follow Ro on social media for more empowering content and take actionable steps towards financial empowerment today! Don't miss out on this enlightening conversation that could transform your approach to finance and sales.
Connect with Ro here:
https://youtube.com/@theroshah
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00:00:00 Regan Bashara
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00:00:50 Regan Bashara
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00:01:02 Regan Bashara
Visit the show notes to get enrolled and mind the gap today.
00:01:06 Regan Bashara
I'm here today with Ro Shah. She is a sales coach, sales system, systems coach. Man. I'm just. I'm ******* that up. Sorry, Ro. Please tell us who you are, what you do and what kind of business you have.
Ro Shah: Hi, I'm Ro Shah. I am a sales systems
00:01:26 Ro Shah
Coach for women of color entrepreneurs, specifically in the financial industry, so I help
00:01:32 Ro Shah
Your accountants, bookkeepers, CFOs, money coaches. Basically, if you're a woman working with working in money around money I work with you on how to get more sales and get more leads.
00:01:45 Ro Shah
Into your business.
00:01:46 Regan Bashara
Yeah. And that's me, right? I'm a bookkeeper. I've been an accountant for 10 years, and when I first started my business in 2022, I founded my online accounting firm. I work from home. It's a virtual office, basically. I definitely had the issue of, like, I'm really good at what I do.
00:02:06 Regan Bashara
I know what the **** I'm talking about when it comes to money and bookkeeping and taxes and all that, but.
00:02:11 Regan Bashara
Holy crap, now I gotta figure out how to sell. Now I gotta figure out, like telling other people about what I do and not convincing them to hire me. But just like making the offer and making it in a way that communicates the value of what I provide. So I appreciate you reaching out to me to be on because I see your messaging.
00:02:32 Regan Bashara
As so much in alignment with what I talk about here on the podcast and just my business values as a whole, really what it comes down to for entrepreneurs in the United States for women, for people of color in the United States, we can't make what we want to make in terms of income working for somebody else. And so I I looked at your social media and everything and I saw that.
00:02:53 Regan Bashara
Message 2 come through and I was like, well, yes, please apply. Let's have you on the show. So can you talk?
00:03:00 Regan Bashara
A little bit about what inspires you to do this work and you know how how you see finance intersecting with those kinds of oppressive systems and identities in the United States and how we can kind of liberate ourselves from that.
00:03:14 Ro Shah
Yeah, well, I can definitely talk about my experience. So I used to work in fintech.
00:03:20 Ro Shah
And in New York City and uh, the whole reason I got started in helping financial experts is because we, as a consultant at that time, we were putting a lot of money into like.
00:03:32 Ro Shah
These white guys on wall.
00:03:33 Ro Shah
Yeah, they were spending millions of dollars in publicity and my whole life I've been everyone in my family is in the banking industry, my uncles, my aunts, my mom, my dad. They're all in the banking industry. My dad was a previous CPA and.
00:03:51 Ro Shah
I had a lot of financial knowledge, but I didn't learn it from the people on like CNN or MSNBC or any of the news channels. I learned it from the women of color in.
00:04:00 Ro Shah
My family. Hmm.
00:04:02 Ro Shah
The biggest issue I noticed is I didn't see anyone that looked like me or my friends you know on on books on TV shows and it made me even more upset when I was working my 9:00 to 5:00 and I was like, we're throwing all this money at these rich white guys. And I was just like, it's happening because they don't have the nuance of.
00:04:23 Ro Shah
Understanding what it's like to be, you know, juggling multiple things like you said kind of going, going through life without.
00:04:32 Ro Shah
Some of the privileges that other people may not have, and.
00:04:36 Ro Shah
I was like.
00:04:37 Ro Shah
More women of color need to be giving financial advice, financial and just women in general too, like I wanted to see more women at the top of the industry who had their names, you know, on Forbes on like the TV channels. And they're the ones.
00:04:54 Ro Shah
That are giving advice because we have a nuanced stance on, you know.
00:04:59 Ro Shah
How to spend our money? What? Yeah, what to invest in, whether that's family education, all of.
00:05:05 Ro Shah
That, and that's why I do what I do.
00:05:07 Ro Shah
Because I was like.
00:05:10 Ro Shah
More bookkeepers, accountants and money coaches. They need to have the tools to really make more sales to be at the top of the industry, right, like money.
00:05:19 Ro Shah
Have that power to like really show up in the ways that you want.
00:05:24 Regan Bashara
Yeah. I think as women and I'm sure it's the case for people of color as well.
00:05:29 Regan Bashara
Well, that you wind up in the industry in some way or another, but you get questioned about like your legitimacy for being there. I had a conversation with somebody who's not a CPA, but he's in EA, which is an enrolled agent enrolled agent. That is kind of like similar to a CPA, but it's licensed through the IRS whereas.
00:05:49 Regan Bashara
Cbas are certified through a state system and I was just having like a one-on-one, like meeting like get to know you kind of session with him and he was like, well, what kind of like certifications do you have to be a bookkeeper? And I'm like, and I just kind of know how to do it like I just.
00:06:09 Regan Bashara
Got a job in it and learned how to do it and now I have that skill set because it's a learned skill and he was like, oh, well, you should really look into like, the Nationals bookkeeper, whatever association. I don't even know, cause I don't care. And I was like, uh, sure. Like whatever you say. And just like that moment really stuck out to me. I was, like, fresh out of college and.
00:06:30 Regan Bashara
Honestly had trouble even calling myself an accountant at that point, and then to have it literally be questioned, called into question by another accountant and then like.
00:06:39 Regan Bashara
It kind of gives.
00:06:40 Regan Bashara
You a little bit of a conflict like, yeah. Who am I to be here in this?
00:06:44 Regan Bashara
Position doing this work.
00:06:46 Ro Shah
I I 100% agree and one of the models that I tell all my clients and the tenants I live by is that if you're a woman or a woman of color, like you're more credible. Your experience alone makes you more credible than anyone on Wall Street. I truly, just your life experience makes you more credible than anyone.
00:07:06 Ro Shah
That just got a job at an investment bank because you lived. You lived it, right? Like, you know, in the effort you put in the hours and you know what you're talking about. I think a lot of people don't give.
00:07:19 Ro Shah
Enough of enough of credibility to that, and it's it's worth so much. But if it's not on a piece of paper, a lot of people don't recognize it as important.
00:07:31 Regan Bashara
Totally. And there are definitely licenses and certifications that.
00:07:36 Regan Bashara
Some people need to have in order to be in a role like lawyers. You probably want them to pass the bar exam and stuff, and accountants like CPA's have a certain level of licensing that they go through and like education requirements and all that and.
00:07:49 Regan Bashara
I think that is totally valid.
00:07:50 Regan Bashara
And it is also the case that you can just be an accountant and just say that you're an accountant or just say that you're a bookkeeper, and that field is truly open to anybody to step in and just call themselves that, take money from other people, provide a service. So it does require us to.
00:08:09 Regan Bashara
Really. Show that we know what we're talking about. Really communicate value to client.
00:08:14 Regan Bashara
And convince people not convinced, but like, just show somebody like I can help you with this specific project or this specific problem that you're having or I can take over this kind of work for you in your business so that you can free up your time. And I'm qualified to do that. And there's so many different ways that we can qualify ourselves to future clients.
00:08:34 Regan Bashara
Now you're a sales system coach and I want to get your take on what you think of when you think of sales or how has that shifted over time. Did you start out, as most entrepreneurs do, where they're like sales? I don't want to be like the used car sales and I don't want to have that, like icky, pushy feeling like, how has that shifted for you?
00:08:55 Regan Bashara
Or or was that your experience in the beginning?
00:08:57
Right.
00:08:57 Ro Shah
That's really funny because I just got a new car, so I've.
00:09:00 Regan Bashara
Had a you've just been through it.
00:09:03 Ro Shah
I just went.
00:09:04 Ro Shah
Through and my how I really look at sales now after teaching so many concepts about selling in the 1st place, it's just.
00:09:16 Ro Shah
It's just engaging with someone and having a conversation, right?
00:09:20 Ro Shah
Yeah, you're not trying to.
00:09:22 Ro Shah
Take their wallet or whatever, right? Have that have that thought in their head where there's like a car salesman.
00:09:30 Ro Shah
That's pushing you.
00:09:30
Against the wall.
00:09:31 Ro Shah
And money, you know, but it's it's not that.
00:09:35 Regan Bashara
That's not being robbed.
00:09:37 Ro Shah
That's exactly, I think a lot of people think.
00:09:39 Ro Shah
Of being salty as exactly that. Like that sleep car salesman and what I teach a lot of my clients is you're just learning more about the other person and if you can.
00:09:49 Ro Shah
Help them, that's all.
00:09:51 Ro Shah
And if you can't?
00:09:51 Ro Shah
Well then just leave. Just end the call with my. I actually hated when I came on to into entrepreneurship.
00:10:01 Ro Shah
I remember there was only one way to make money at that time. From what I knew, which was to just.
00:10:06 Ro Shah
Post on social.
00:10:07 Ro Shah
Media all day, every yeah.
00:10:08
And I have.
00:10:09 Ro Shah
An extreme fear of being seen. I remember I posted my first Twitter thread about my story a couple years ago, and I deleted it like an hour because I I started driving like I couldn't deal with it. It was too much for me, so I was like, what do women do to make money?
00:10:28 Ro Shah
If they don't wanna post on social media.
00:10:30 Ro Shah
And I realized I I would say like the.
00:10:33 Ro Shah
First six figures of my business all came through.
00:10:36 Ro Shah
DMS and conversations, right? All I did was message people.
00:10:41 Ro Shah
And see if we were a good fit. I wasn't trying to push anyone to purchase my services or anything like that. If they weren't the right fit and I think.
00:10:52 Ro Shah
Selling is.
00:10:54 Ro Shah
Is basically like in. In layman's terms, selling is just having a conversation with someone. That's how.
00:11:00 Ro Shah
If you're putting all this pressure on yourself to be perfect, then that makes you that sleazy car salesperson.
00:11:06 Regan Bashara
Yeah, and like making it mean something about yourself. If you don't get a sale or if you don't close a sale like, oh, well, that must mean that I'm not qualified. Or that must mean what ioffer doesn't valuable. Like, they don't think it's good enough or whatever. They don't want to pay that money for it. So yeah, I I agree totally that it's about having an A conversation and engaging with the potential client to see, like.
00:11:29 Regan Bashara
Are you running into this type of problem? Because I hope people all the time do this and like.
00:11:34 Regan Bashara
I can do it much faster than you probably or I have so much experience to draw on that we can really solve this together in a concise way without you having to reinvent the wheel. And I I love when I'm having a conversation with somebody or a sales call or something or a consultation like asking them like, what are you really struggling with right now?
00:11:55 Regan Bashara
Like, is there something that we could do like right now like could solve a problem for you or make you feel a little bit better about your position in your business? So I love that.
00:12:07 Ro Shah
I think something that you just said which is interesting is just getting to the root of the problem and what I what I think a lot of really successful people in entrepreneurship see the differences is people who try to sell corporate like, imagine you're you're at your 9:00 to 5:00 and you're typing an e-mail. Ask for my last e-mail.
00:12:28 Ro Shah
Like how am I talking, you know? And then on the other side, that's corporate on the other side, it's cultured, right where you talked to the person on the other side of a sales call like you would to your sister or your you have siblings or cousin, right? So.
00:12:43 Regan Bashara
Yeah, I definitely have sibling.
00:12:45 Ro Shah
No, it's not like a big deal. And if they sign with you, great. If they don't, alright, someone else can help them. But you're not putting all that pressure on yourself to.
00:12:55 Regan Bashara
Yeah, sure. You're perfect.
00:12:57 Ro Shah
Like you might have been trained to be in the corporate world. So I think just taking the pressure off yourself really helps as well.
00:13:05 Regan Bashara
Yeah, and we.
00:13:06 Regan Bashara
Get to decide how much pressure to put our.
00:13:08 Regan Bashara
Selves or to put on ourselves when we're the ones in charge. We're the entrepreneur. And like you really get to say, like I've had this situation come up with me this week. January is a very busy month as you work with accountants, bookkeepers, you know, like, we're recording this in January. I feel like my head's gonna explode every day. And I just noticed.
00:13:29 Regan Bashara
Myself this morning, really turning something into a very binary situation that is not, in fact binary hardly anything ever is. And I was like, well, if I don't do this, then I have to do that. And both of those options are ******. So like, what am I supposed to do? And I'm just very frustrated.
00:13:46 Regan Bashara
And then I was like, wait a minute. Like, those aren't the only options. Like, why am I telling myself that? Why am I putting that kind of pressure on myself? Can I look around and see, like, what? What else is available to me right now for how I want to show up or respond to this client or do this work so?
00:14:02 Regan Bashara
Having that agency and that independence to say like?
00:14:06 Regan Bashara
OK. Like nothing's on fire here. Nobody's dying.
00:14:10 Regan Bashara
I can think about this differently.
00:14:12 Ro Shah
I like what you just said. Having the agency and independence because when you know how to create more sales in your business or generate more leads, you never have that desperate energy. You're never like if I don't make this sale, I'm going to go for no, like, you know how to get another sales call. People always need a bookkeeper.
00:14:30 Ro Shah
It's never like.
00:14:32 Ro Shah
This one conversation is going to break your business. That's not. Yeah. So it's not binary thing.
00:14:38 Regan Bashara
Exactly. And that to me, once I realize that I'm putting myself into that situation of it can be one thing or the other, and both of them suck. Once I recognize that that's what's going on, I'm like, OK, hold on just a second. Like, I can take a step back from that and be like, OK, like, I'm putting a lot of pressure on myself. And I'm like, I don't.
00:14:57 Regan Bashara
And have a boss to blame. I'm. I'm. It's just me. So it's more freeing and more liberating to be like, OK.
00:15:06 Regan Bashara
Let's purchase this from a different angle. Can you tell us what does a typical day look like in your business working with your clients, running your business kind of share with us what you've got going on?
00:15:20 Ro Shah
Yeah, it is January. So you're right, a lot of my clients are know it's the busy season.
00:15:29 Ro Shah
It's Jan. Basically January to April is like a whirlwind for a lot of my clients who receive these and money coaches also feel it too, because all their clients are like, should I have money coach when I.
00:15:41 Ro Shah
So a lot of it in terms of my week or how my business runs, it's pretty, I'm pretty proud of the point that it's gotten this organized because I allocate certain days of the week for certain things. So for example, Tuesdays and Thursdays are my favorite days. It's when I get to meet all my clients.
00:16:01 Ro Shah
For group coaching calls for sales.
00:16:03 Ro Shah
And then Mondays, Wednesdays are for me. So I focus on my own sales and Fridays are for things like this, like podcasts, interviews, collaborations and the weekends are truly.
00:16:16 Ro Shah
Just for myself.
00:16:17 Regan Bashara
That's awesome.
00:16:17 Ro Shah
So yeah, I think it's a hard fought battle. I think a lot of people look at my schedule and they're like.
00:16:24 Ro Shah
You could be working more, but I I came from that life of like working seven days a week in your business.
00:16:30 Ro Shah
And and something I I think any CPA or bookkeeper here listening to this will appreciate is I believe that you could take a vacation during tax season which which.
00:16:42 Regan Bashara
I've done it.
00:16:45 Ro Shah
Here your experience too, because I think a lot of confidence and courage. Take a vacation or take a break.
00:16:51 Ro Shah
During the time where you think your clients need you most, but.
00:16:55 Ro Shah
You can do it if you prepare.
00:16:57 Regan Bashara
Yeah, I started my business almost two years ago now, and I knew immediately that I was not going to do taxes. The only tax return I'm going to do is my own. I actually have a partnership set up with my mom for another thing, and I don't even do the tax return for that. So like somebody else handles that for me, I do my own return and that's it.
00:17:17 Regan Bashara
And I knew I did not want to be working for anybody else during tax season doing that. I want to keep my bookkeeping. It's what I really actually enjoy doing. And I also know, like every accountant who I've ever talked to is, like, sleeping under their.
00:17:32 Regan Bashara
Desk on a Sunday during tax, like in April, that is not going to be me. Like I'm not going to go into business for myself to have more time and flexibility and agency and independence and then wind up like that like I knew immediately that like I had to set that boundary and put a hard stop to that. So but in my previous job we did do taxes as well as bookkeeping.
00:17:56 Regan Bashara
And I took time off in tax season and you know, it was a it was a big dramatic thing because then I'd like come back and I'd get guilted into.
00:18:07 Regan Bashara
Everything but whatever. Yeah, like it can be the case. It is possible now. Are you going to be able to do it? This tax season, like in 2024 when this episode comes out? Maybe not because like, it does require like.
00:18:24 Ro Shah
Some systems and support up front. Yeah, I I agree with you. It takes planning and the biggest thing I've heard from all of my CPA clients are like this is my last tax season. And then I you know, we went out later or I do with a lot of Cpas.
00:18:43 Ro Shah
I see this pattern, so if any CPA or accountant is listening to this, a lot of CPA's don't want to be Cpas. They don't want to stay.
00:18:49 Ro Shah
In this.
00:18:50 Ro Shah
Industry. Yeah, it's going to be their last tax season, but they don't have a plan for it.
00:18:55 Ro Shah
Which is why.
00:18:55
Would you?
00:18:56 Ro Shah
It's so important to understand how to make more sales and have those systems in place so you can leave if.
00:19:01 Ro Shah
You want to or.
00:19:03 Ro Shah
Outsource if you want to, so I do agree.
00:19:06 Ro Shah
Even if you feel like it's not possible in 2024, do you have a plan to do it in 2025? Also, I'm going to challenge that why can't you do it in 2024 if you?
00:19:16 Regan Bashara
Ohh yeah, feel free to challenge me on that like that is. It's absolutely possible. It's just gonna require some effort if you don't already have the systems in place, yeah.
00:19:23
Also planning.
00:19:27 Ro Shah
Yeah, like you could, I mean, I know we're recording this in January, but if you start prepping in January.
00:19:35 Regan Bashara
Yeah, I think so many CPA's saying, like, oh, I'm just never doing another tax return again, but then they get, like, the payout, like after all the invoices go out and everything kind of gets paid through April and May, I think a lot of them are like.
00:19:50 Regan Bashara
Uh, well, I mean this is.
00:19:53 Regan Bashara
You know big bank roll.
00:19:55 Ro Shah
It's kind of addictive, right? Because it's like it's it's great like you have this great cash month and then during the summer months, it's all crickets. It's like a dry, dry season for your business and you're like, you're, like, thirsting over taxes. Yeah. And you're like.
00:20:05
OK.
00:20:11 Ro Shah
Why I can't wait till it's January again and?
00:20:13 Ro Shah
Then it will eat but.
00:20:16 Ro Shah
That usually comes from not knowing how to.
00:20:18 Ro Shah
Make more money in your business in the 1st place, right? That's usually the cycle I see and how to break. That is like you said, the systems and the sales.
00:20:28 Regan Bashara
Totally. I I see that so much as like an abusive relationship, like toxic, but also like you abuse yourself with your commitment to like having those kind of hills and valleys in your business. I last year was my first full calendar year in business.
00:20:44 Regan Bashara
And I by October was completely over that. I was like, no, I I want to have. I can't do this. Like it was highs that, you know had me like shaking, you know, like serotonin boosts. And then I'd have the lows where I'm like well.
00:21:05 Regan Bashara
For this is not how I want to.
00:21:09 Regan Bashara
Do things I want to have.
00:21:10 Regan Bashara
Consistent. I want to have growth, but I it needs to be like a steadier pace than up and down, up and down with the trend upwards. Like if you know anything about like math and graphs like you know what I'm talking about, you can have steady growth or you can have overall steady growth. But in the middle of it, you're doing all the up and down and I.
00:21:31 Regan Bashara
Emotionally can't deal with that and I don't want to.
00:21:35 Ro Shah
Yeah, I think a lot of anxiety comes from, especially as entrepreneurs looking at your business one month at a time when.
00:21:42 Ro Shah
You look at it.
00:21:43 Ro Shah
You know, take a step back.
00:21:44 Ro Shah
And look at.
00:21:45 Ro Shah
The OK Well, I only made X amount this quarter, but I still have three more quarters to go like it's not too late and you have I think a lot of people don't realize.
00:21:56 Ro Shah
How much time?
00:21:57 Regan Bashara
They have right? Like it's January and so it's me. Hi, I'm the problem. That's me.
00:22:06 Ro Shah
But I I'm.
00:22:06 Ro Shah
Curious, like when it comes to just looking at the month to month right, does it cause anxiety? Cause it definitely spins out a lot of my clients and what we teach is OK can you back it up and look at your whole quarter, right? Even if you made X amount this month and it might be a low sales.
00:22:24 Ro Shah
For you, what did you do in the last?
00:22:26 Ro Shah
Three months, right?
00:22:27 Ro Shah
Yeah, they're still.
00:22:28 Ro Shah
Suck. If it does, then talk about.
00:22:30 Regan Bashara
It right then you call Roe if it if.
00:22:34 Ro Shah
It doesn't, then. OK, maybe this. You know the reasons. There's always a reason why you did well or you didn't go too well. There's something that.
00:22:41 Ro Shah
And it's just slow.
00:22:43 Regan Bashara
Yes, it's like putting a puzzle together, sort of. And I love puzzles, so.
00:22:47 Regan Bashara
Can you share a?
00:22:48 Regan Bashara
Little bit, maybe with us about like if you have clients come to you that are like, alright, I can't do with the hills and valleys anymore. What do you help them set up to get them to that place where it's a little bit more consistent?
00:23:01 Regan Bashara
Growth. But there's always like a good baseline going on, and I'm not even asking for myself, like, just asking. I think that is the case for a lot of people who are new in business especially.
00:23:11 Ro Shah
I think a lot of time this is good. I think the hill I'll die on is everything. Regeneration like 24/7 365. Because if you neglect that part part of your business then you will. The current audience you have you like, think about a lemon. You squeeze all the juice out of the lemon, right. And then you need to go out and get some more lemons.
00:23:33 Ro Shah
Business and I would say that's literally the first thing I work on with all my clients. We teach you the skill of lead generation because if you don't know how to generate leads, how are you gonna stay?
00:23:44 Ro Shah
In business.
00:23:45 Ro Shah
You know, yeah, referrals can. Referrals are great. I love referrals there. They can be amazing clients.
00:23:53 Ro Shah
But referrals are not going to get you to $1,000,000, right? You need to have lead generation systems that do.
00:24:01 Ro Shah
So that's where I would start, but I also want to add what I noticed with entrepreneurs is they take social media advice and it's not for them. Like you'll see the users trying to give entrepreneurship advice. And I'm like what the CPA listening to that influencer? Yeah.
00:24:18 Ro Shah
Separate things. So I think looking at who's done what you've done and following that kind of path would be really helpful. The lead generation, the big, the most important thing I recommend.
00:24:31 Regan Bashara
For sure, the social media algorithm is a fickle *****. OK? Like we should not be living our lives based on what she.
00:24:37 Regan Bashara
Wants to see.
00:24:39 Regan Bashara
Because no. Yeah. And I have talked about this specifically with so many of my guests recently is like that we see.
00:24:50 Regan Bashara
Something on social media and it's not somebody who's in our industry, but we see them having like rapid overnight success and we're like, why?
00:24:57 Regan Bashara
Want to get that? But they're not selling accounting and bookkeeping services. They're if they're a content creator like their business is. The fact that they have grown an audience and they sell the audience to like brands, they get like brand deals, they get paid to promote brands and products and such.
00:25:17 Regan Bashara
Because they have a big audience, like that's the product, so.
00:25:23 Regan Bashara
It's a lot.
00:25:24 Regan Bashara
Different for us accountants and bookkeepers and money coaches.
00:25:28 Regan Bashara
And all like.
00:25:30 Regan Bashara
We're not trying to build an audience to sell their attention. We're trying to build our audience so that people will know like and trust us and hire us for things. It's a little bit different.
00:25:40 Ro Shah
Yeah, 100%. And something I've noticed as well is when you look at social media, you're scrolling through Instagram reels or TikTok.
00:25:50 Ro Shah
Or whatever you you notice that people are kind of waiting for clients, right? I see this as like such a.
00:25:59 Ro Shah
Such a a demotivating factor in the industry in all industries because I've I've helped bakeries and people outside of the financial industry as well. And the biggest mistake I see is people waiting for clients. They're kind of just sitting on their hands and praying that a client will come to them and they're and be like, oh please.
00:26:20 Ro Shah
And what I always say is like can you be like that the proactive commercials right about?
00:26:29 Ro Shah
It's like, can you be proactive and I go out.
00:26:33 Ro Shah
Yeah. Where your clients are going to be? I teach the proactive pursuit, which means you don't just post and pray you actually.
00:26:39
Go and talk to your.
00:26:40 Ro Shah
People. Yeah. And that I think that's the biggest game changer, especially when you're still working on your first six figures in business because no one wants to hear that.
00:26:51 Ro Shah
They want to hear like, the sexy thing of, like, go and.
00:26:53 Ro Shah
Great. Create content all the time, which yeah, if you're a service based provider.
00:26:59 Regan Bashara
Yeah, the hands off approach of just post and pray or, you know, just wait for people to come to you. I'm an Aquarius and that is how I love to live my life. I love to.
00:27:08 Regan Bashara
Be completely detached from everything.
00:27:13 Regan Bashara
And also wanting to be noticed.
00:27:15 Regan Bashara
At the same time.
00:27:17 Regan Bashara
But like that was me in the beginning of my business and even though I was like specifically told like I have a sales coach, I have, you know, entrepreneurial community of people that are like, hey, like, maybe go talk to this person or teach a class over here contact, you know, the Chamber of.
00:27:32 Regan Bashara
And just and I was just like not doing any of that because I was not willing to be seen, you know, and you have to kind of get yourself to the point where you're OK with, like, people seeing you and you don't know about it, like putting content out there.
00:27:46 Ro Shah
Let's talk, I think.
00:27:47 Ro Shah
Yeah, I love that you brought that up because I also had a huge fear of being seen. I didn't post on social media for probably the first year of my business, and we still grew we I think we.
00:28:00 Ro Shah
Maybe like 150 K that year, but it was not from content, it was like.
00:28:06 Regan Bashara
When you said you were making the conversations like you were going out and being like.
00:28:08 Ro Shah
You are meeting.
00:28:10 Ro Shah
Hey. Yeah. But it was. Yeah, see. And that's the thing. It was all online. So if you were just looking at my Instagram page, you know, but if you kind of got access to my account, you would see all of the conversations we were having. And I.
00:28:23 Ro Shah
Think, yeah.
00:28:24 Ro Shah
Fit a certain personality type. If you're not ready to be seen.
00:28:28 Ro Shah
Umm. And go viral. If that's like your worst fear for anyone listening to this. If you're there's like.
00:28:35 Ro Shah
Being seen by millions of people and your nervous system is not ready for something like that. Then I would say lead generation behind the scenes like not contacting or not speaking and webinars or master classes or anything like that, but just talk to one person at a time that could. But I agree you're being seen no one talks about how.
00:28:55 Ro Shah
To fix it.
00:28:56 Ro Shah
They're all like.
00:28:56 Ro Shah
Just willpower your way through it. I'm.
00:28:58 Ro Shah
Like no you need.
00:28:59 Ro Shah
To calm down, maybe get some therapy. You.
00:29:02
Know, yeah.
00:29:03 Ro Shah
Things that don't have to.
00:29:04 Ro Shah
Do with just strategy all the time.
00:29:07 Regan Bashara
Nervous system regulation, I'm learning, is such a huge part of this work like.
00:29:13 Regan Bashara
Yeah, the the whole imposter syndrome thing, I think is like nervous system activation. Like, what if they find out that I'm not qualified or what if they find out that I'm, like, kind of not sure about this thing over here. You like, link that to your survival like. Well, then I'm going to lose clients. Nobody's ever going to hire me. I'm going to die.
00:29:34 Regan Bashara
Under a bridge. So.
00:29:36 Ro Shah
Your brain just goes there. It's like I I would leave like, just like gone. It's someone if my real pops up. But that's not true. With what you're saying. It is nervous system regulation, but no one will tell you that until you get a little bit more into entrepreneurship or if you're, you know, really must.
00:29:55 Ro Shah
Have a good mentor that will tell you those things. Yeah. What has really.
00:30:00 Ro Shah
Helped in terms of like the fear being seen and nervous system regulation. I haven't seen this and you could tell me if you've heard of it before, but it's called like somatic therapy, which has a lot of body work. But I haven't seen a single business coach talk about it until I came across like a DGI expert.
00:30:21 Ro Shah
That was focusing on it before, so yeah, like, how, how have you handled the ups and downs of like, your nervous system being all out of whack?
00:30:30 Ro Shah
Because of your business.
00:30:32 Regan Bashara
Yeah, like when I was talking about having, like, the hills and valleys of income and getting to a point in October where I realized I'm over this **** like it's either I need to like.
00:30:44 Regan Bashara
Fix something with my revenue or I need to work on the body stuff or both. And I've done EFT tapping, I just have had a lot of like panic attacks in between. Like they don't tell you how many times you're going to lay on the floor and be like I'm dying.
00:30:59 Regan Bashara
And then 20 minutes later, you're like, alright, let me go.
00:31:01 Regan Bashara
Send an e-mail.
00:31:03 Regan Bashara
And it is coming back to the body and recognizing that like you're safe and having, like, maybe a grounding practice. Like I said, I have a coach. And so not only do we work on like sales and content and marketing and launching and all that stuff, but.
00:31:22 Regan Bashara
We also work a lot on like emotional processing and learning how to find a grounded practice that.
00:31:32 Regan Bashara
When I do go there, when my brain does go to the Oh my God, a lot of people just saw that TikTok, what's happening that I have like a practice that I can go to that's like I'm safe and secure. Like I'm in my home. Nobody's like coming to, like, do something to me like.
00:31:51 Regan Bashara
And so it was really about.
00:31:54 Regan Bashara
Getting out of my head, getting into my body, but also like the spatial awareness too. Like I'm actually not in danger I and like this is something that's like.
00:32:04 Regan Bashara
Only being experienced inside my body and it's like safe to be inside my body right now. So yes, to the Somatics work, the EFT tapping has really helped me a lot like repeating phrases while doing the tapping sequence has been very helpful. So those are kind of the things that I spent most of last year.
00:32:25 Regan Bashara
Doing when I decided to like use TikTok to grow my business at first I.
00:32:29 Regan Bashara
Was terrified, and now I've got, like, over 2000 followers. I've made a lot of great connections over there, like, not only just business stuff, but like people who have become my friends and.
00:32:42 Regan Bashara
And I've had.
00:32:42 Regan Bashara
Several clients hire me that found me on TikTok and I'm like, well OK then I just need to like.
00:32:50 Regan Bashara
Find that practice for myself so that I feel safe and secure, and then go do the thing because I see it as like the people that need my help are waiting to for me to like, show up. So I need to go show up for them to help them and help my busy.
00:33:06 Ro Shah
It's. Yeah. I think a lot of times I when you become a more seasoned entrepreneur, you learn that it's not about you anymore. It's really about everyone else, right? Like if you don't show up and do your job, someone might not have a business in a year, right? Or you don't show up as who you need to be. And I think everyone needs a bookkeeper. But if you don't show up and do your work.
00:33:28 Ro Shah
Then there's a lot of, I think the domino effect is very real. Yeah, saving so many people from heart financial, heartache, heart ache and financial.
00:33:37 Ro Shah
Yeah, it just showed up. And I also, yeah, I also thought something you said was interesting, like being very grounded, so important during like the selling process, I think, yeah, people always want to talk about how much money they make, but no one talks about the rejection.
00:33:56 Ro Shah
Projection that you have to go through and that your body goes through something.
00:34:00 Ro Shah
How to really cultivate that safety and be like I'm OK? This one? No, is not gonna be the end of me. I can still survive because I know how to keep growing my business. I know what to do next.
00:34:12 Regan Bashara
Yeah, I think something that's helped me specifically with the rejection piece of it.
00:34:17 Regan Bashara
Is that like?
00:34:18 Regan Bashara
I don't see somebody saying no to an.
00:34:20 Regan Bashara
Offer or like.
00:34:21 Regan Bashara
Oh no. Things or I'm not interested or I can't afford it. Whatever their reason that they give me is like their reason to have, and that's fine. And I also like, I didn't even phrase it as a rejection. Like I still want to build a relationship with that person.
00:34:34 Regan Bashara
Especially if they're an entrepreneur, the whole like thing I'm trying to do is build community not only grow my business, make sure I can, like, pay my mortgage and feed myself, but.
00:34:44 Regan Bashara
Building communities so that other entrepreneurs don't feel so lost and alone. So even if I'm like in the DMS with somebody and like giving them, here's the price. Here's what I can help you with. Like, here's the link to schedule a call. And they're like, oh, like, I'm just not interested. That's fine. But thank you.
00:35:01 Regan Bashara
You know I like.
00:35:03 Regan Bashara
Stay in touch with them like I make sure to comment on their things.
00:35:06 Regan Bashara
And have that relationship.
00:35:09 Ro Shah
I you're you're so right and it's about reframing rejection as opportunity. Keep to keep building connection.
00:35:16 Ro Shah
A lot of my.
00:35:16 Ro Shah
Clients, they they maybe have said that it wasn't the right time for them, but they looped around and when it was the right time, you're in the back of their mind.
00:35:26 Ro Shah
Right. So.
00:35:27 Ro Shah
Every seed that you plant will sprout, you just don't know, right? Yes. And also just understand.
00:35:33 Ro Shah
And then.
00:35:34 Ro Shah
Like I said before, it's not about you, right half of the time, we don't know what's going on with people. We don't know why they left you on read or they don't pay your invoice, right? Yeah. I tell all my clients this. How can you just get more curious instead of making about you? What if your only job was to ask more questions that could save you a lot of heartache?
00:35:56 Regan Bashara
Too, yeah, being curious, asking questions is so good because often when I get on like a consultation and I'm with the intention of like having that person hire me for something, it's like I kind.
00:36:09 Ro Shah
Of just need to.
00:36:09 Regan Bashara
Let them talk like.
00:36:11 Regan Bashara
So people just want.
00:36:12 Regan Bashara
To be heard, and that's enough for them to be like, OK, cool. Like, let's do this, they just need to, like, kind of get something off.
00:36:18 Regan Bashara
Their chest or.
00:36:20 Regan Bashara
Talk themselves through it. Like once somebody says something out loud like a problem they're like ohh like I see now what the solution is. And I'm like awesome, like, and here's that. Here's part of the solution is like my role in this for you. So giving them the space, getting curious and asking questions is such a good. I don't want to say like tactic.
00:36:41 Regan Bashara
But it is like it's tactical, like shutting up.
00:36:45 Ro Shah
Yeah. And I think a lot, a lot of times people are trying to prove themselves on a sales call. They're like, I gotta show this person I'm the best person for them. And I'm like, just stop and talk to them like they're for.
00:36:56 Regan Bashara
They don't want to.
00:36:57 Regan Bashara
Hear about it? They.
00:36:57 Ro Shah
Don't want to hear about you. They want to talk about their problems. So just let them talk about their problems. And you mentioned the objection. Like I don't have enough money or whatever to say.
00:37:07 Ro Shah
And I really like to look at that as just icing on the cake. It's superficial, right?
00:37:12 Ro Shah
A5 layer cake. What's?
00:37:13 Ro Shah
Up, though, what's about?
00:37:15 Ro Shah
If you're just at the icing.
00:37:16 Ro Shah
Yeah, they at the root of the problem and a lot of people just like themselves out that they can't even understand. They need to get to the root. They just look at the icing and be like alright, I need to get off this call. I need to stop talking to this person because they.
00:37:32 Ro Shah
So personally.
00:37:34 Regan Bashara
Yeah, yeah. And taking things personally is a great way for people to not want to talk to you ever again. Like, it's not a personal thing if somebody literally does not have the cash to.
00:37:45 Regan Bashara
Pay you know.
00:37:47 Regan Bashara
It doesn't have anything to do.
00:37:48 Regan Bashara
With you, it doesn't mean that your price is.
00:37:50 Regan Bashara
Too high, or that that's not valuable.
00:37:53 Ro Shah
Yeah, definitely. I I've seen that before, where people will come back just because you understood them or even if it was, you know, whether they truly couldn't pay you or some other reason. Just accepting it with grace and also getting curious of like, OK well, when will?
00:38:09 Ro Shah
This be a priority for.
00:38:10 Ro Shah
Or when when do you want to do this? You know, like we don't have to do it now, just as long as you have all the facts and take.
00:38:17 Ro Shah
The pressure off, yeah.
00:38:19 Regan Bashara
Can you share with us and you don't have to if you don't want to, but.
00:38:25 Regan Bashara
If you started doing this kind of work while you were still like employed somewhere and then you got to a revenue point where you could go full time with just being an entrepreneur. Or did you just clean cut, like break away from the corporate world? That's.
00:38:41 Ro Shah
A good question, so I'm happy to talk about it. I I.
00:38:45 Ro Shah
Mentioned how in my first year of business we already made six figures and I was making more in my business than I was in my 9 to five whole reason I started my business cause.
00:38:53 Ro Shah
I was angry. Yeah, people would be talking down to me about finances, finances and I didn't have the credibility I didn't have. I couldn't source another woman of color to be like, oh, this person on this TV show taught me this. But the other guys could. So I was just really angry. And that's what made me.
00:39:13 Ro Shah
Start my business. So I was like.
00:39:14 Ro Shah
Screw it all like I'm going to.
00:39:16 Ro Shah
Make sure all the women get to the top.
00:39:19 Ro Shah
But at the end of that.
00:39:19 Regan Bashara
I appreciate you for that.
00:39:22 Ro Shah
And then that first year, I was like, oh, wow, I've made more than I've ever made in my life. Like, should I quit or should I continue on in my business? So what I focused on was getting one whole year of savings. And then I made.
00:39:35 Ro Shah
The decision to leave.
00:39:37 Ro Shah
And I remember every conversation I had with.
00:39:42 Ro Shah
My boss, I always looked at it.
00:39:43 Ro Shah
As a joke, I'm like I'm making so much more.
00:39:46 Ro Shah
Money than you like the.
00:39:47 Ro Shah
People who talked down to me, I.
00:39:49 Ro Shah
Was like I don't know what you don't know. Like I'm gonna. I'm gonna help so many people. And then I ended up leaving. But I had a plan.
00:39:57 Ro Shah
To leave. I was deaf in my first year. I was working my 9:00 to 5:00 and running my business at the same time.
00:40:03 Ro Shah
So everyone knows who is doing both. It can be a stress on your schedule and.
00:40:10 Ro Shah
I think it's very important. I think you know, to juggle a nine to five and start your business, you know how to run a business while also having that much responsibility.
00:40:22 Ro Shah
And I think a lot of people make the assumption that as soon as they quit their job, they'll make more in their business. That's not necessarily true if.
00:40:28 Ro Shah
You don't have a.
00:40:29 Regan Bashara
It wasn't true for me. Yeah, yeah.
00:40:32 Ro Shah
That that's what I mean. Like, if you don't have a plan for it, then you'll just keep doing the same thing.
00:40:37 Ro Shah
Also, the financial stability piece, if I did not have that year of savings, I'm pretty sure I would have freaked out and tried to get another job, yeah.
00:40:46 Ro Shah
I had like a solid.
00:40:48 Ro Shah
Just cash in my account. I was like, OK, I can last a whole year and I can do what I.
00:40:53 Ro Shah
Want and even if this doesn't work out or I have to get a nine to five, I'll be OK, but.
00:40:58 Ro Shah
If I.
00:40:58 Ro Shah
Didn't have that cash. I don't know. I don't like. We talked about nervous system regulation, my emotions and my feelings would be all over the place. Yeah, yeah.
00:41:08 Regan Bashara
And giving yourself kind of that support and security from the beginning probably helped you be more successful quicker, I would imagine.
00:41:19 Ro Shah
I I I was.
00:41:20 Ro Shah
Able to take a lot more risks when you have.
00:41:24 Ro Shah
I I think everyone is in love with.
00:41:27 Ro Shah
Story of like I quit my job as soon as someone ****** me off and I was like.
00:41:32 Ro Shah
But did you like, do you really cause is? Did you have money? Can you pay your rent in the next?
00:41:38 Ro Shah
Month on your.
00:41:39 Ro Shah
Business and I get really curious when I hear stories like that, but then you also have to look at the nuance, right? Was there spouse supporting them? Yeah. Did they have a I know they're.
00:41:49 Ro Shah
9:00 to 5:00 maybe they.
00:41:51 Ro Shah
Were working 29 to 5:00 and had their.
00:41:52 Ro Shah
Business. So I I always think like when I look at those stories, I have to think about the nuance, how much they saved, how much they earned, what they realistically are spending in their day-to-day. Yeah, there's there's so much that goes behind it when you're handling your business and leaving your 9:00 to 5:00.
00:42:12 Regan Bashara
Yeah, like having having the details or the information up front so that you can make an informed decision is like definitely why I do what I do because I help people kind of make sense of their numbers. I help them look at like.
00:42:26 Regan Bashara
Whether something is feasible if they want to hire a new employee, or if they need to, like become, you know, make the election to be an S Corp and then they have to go on a salary like helping them make those choices. But having the actual data to back it up is like such a big part of what I do. And I was one of the people that was like, I'm just going to quit. And I had, like, savings.
00:42:47 Regan Bashara
I'm married. He has a salary. So like we have consistent income, but it definitely dropped off for a while and it has been a grind. But I'm like, I just wouldn't do it any other way like I just needed to do that. I needed to be kind of like out of that situation and.
00:43:06 Regan Bashara
It it it still is the case that like sometimes they have to pull money from different places to like, make the bills happen, but it is.
00:43:15 Regan Bashara
A different kind.
00:43:16 Regan Bashara
Of nervous system work that I do for.
00:43:18 Ro Shah
That I also think your skill set with money gets stronger when you do the 9 to 5 cause you don't get a check all the time like or that will fluctuate depending on how.
00:43:30 Ro Shah
We take owners, pay, owners draw and distributions, and all of that, and I, even though it's scary, I'm like I'm learning a new.
00:43:39 Ro Shah
Skill like I have to look at it that way.
00:43:41 Ro Shah
Like, alright, I'm paying myself this month, but I can maybe contribute this here or I can hire this person that's going to make me more it stretches your way of thinking and it's uncomfortable.
00:43:52 Ro Shah
It's easier said than done. I think a lot of people. It's hard in the moment when you're looking at your bank account and you're like, I gotta pay this story and.
00:43:59 Ro Shah
This contract I'm going to.
00:44:01 Ro Shah
Pay myself, but then.
00:44:02 Ro Shah
You look back a year later and you're like, damn, I did that. I did that, you know, not.
00:44:06 Ro Shah
A lot of people can.
00:44:07 Regan Bashara
Say it and I'm still here.
00:44:09 Regan Bashara
I survived.
00:44:10 Ro Shah
Really here and congratulations. You said your.
00:44:12 Ro Shah
So you ran such a big deal. Yeah, so.
00:44:12 Regan Bashara
Thank you. Yeah. Yeah, it's exciting.
00:44:16 Ro Shah
For every milestone.
00:44:18 Regan Bashara
Ohh for sure and I try to remember to do that because it can easily pass you by if it doesn't feel like a big deal.
00:44:25 Regan Bashara
But we have to notice it and make it a big deal for ourselves in order to celebrate those milestones, like every little bit counts. I think you mentioned like financial management as like a skill set. And I know that your sales philosophy is kind of based around the idea that sales is a skill that we can develop. Can you tell us a little bit?
00:44:46 Regan Bashara
About what we might do to start kind of honing those skills, if we if we're in the place right now, we're like, and I just suck at sales like I feel so gross. Like, what are some practical steps that we can like maybe take today to really start working our way towards building that.
00:45:04 Ro Shah
I would say.
00:45:05 Ro Shah
As someone who had launched a lot of businesses and has a lot have lots of empty Instagram accounts, before I had this, I swear like I have a Instagram graveyard of just empty Instagram accounts and I've bought every business book that you could find on like that top business.
00:45:12
What's the?
00:45:23 Ro Shah
Chalfant, Barnes and nobles.
00:45:26 Regan Bashara
The atomic habits or 7 whatever or something.
00:45:26 Ro Shah
I wish.
00:45:29 Ro Shah
Everything all of that nonsense. Anyway, I I I wish someone had just told me to pay someone to to figure it out because I remember for six years I wanted to start a business pretty much since I was.
00:45:42 Ro Shah
Like in college up my 1st 9:00 to 5:00.
00:45:44 Ro Shah
Was like, what is the secret let.
00:45:46 Ro Shah
Me just read.
00:45:47 Ro Shah
Books listen to these podcasts and I wish someone had just taped it across the Barnes and Noble Shelf. Like just hired someone. Damn it, you I think $10, I think is better than just consuming free knowledge. But if you are.
00:46:02 Ro Shah
If you're not ready for that yet, then if you want to focus on your sales, I.
00:46:06 Ro Shah
Let's say find someone who's in your industry that specifically focuses on your industry, and that will help you so much. Cuz I think a lot of people.
00:46:17 Ro Shah
Listen to like.
00:46:17 Ro Shah
Gary, you're like the most viral person who's giving entrepreneurship advice, but it not might not pertain to you at all. So listen to the person that only works within your industry.
00:46:24 Regan Bashara
Yeah, yeah.
00:46:28 Ro Shah
If you're not ready to invest in yourself yet.
00:46:32 Regan Bashara
Yeah, that makes sense. And I, yeah, like we were saying before, if you were comparing yourself as an accountant to a social media influencer content creator, that is like just doing brand deals, it is.
00:46:45 Regan Bashara
Kind of worthless for you to sit there and make that comparison and try to, like, force yourself to do something that way when you could work with somebody. That's like I work with lawyers or I work with accountants or, you know, doctors like they're. I have clients that are doctors and they are in a specific not only just doctors in general, but their specific medical practice.
00:47:08 Regan Bashara
Niche and they have people that help them.
00:47:13 Regan Bashara
Develop business strategies and coach them through all of that. And it's like if they can help all these other people in that specific niche, then they for sure have the tools to help you so.
00:47:25 Ro Shah
Like your example and I'll mention something that my mentor has always told me is if you need heart surgery, you're not going to go.
00:47:32 Ro Shah
To GP general.
00:47:34 Ro Shah
Practitioner you're going to go to a heart surgeon, right?
00:47:36 Regan Bashara
They won't even do it for you. They're like, no.
00:47:38 Regan Bashara
Go talk to the heart surgeon like.
00:47:40 Ro Shah
You don't dare step into their office. I think it's the same thing when it comes to.
00:47:44 Ro Shah
Business like find the right person for the right, like procedure for talking medical terms, like find the right person for you and see if they were people before.
00:47:55 Ro Shah
I think you could say for yourself a lot of heartache by even asking. Have you worked with anyone who has my title or even like going through their testimony and be like, where's this person that looks like me? Where's this person that does what I do? And then you kind of answer?
00:48:09 Regan Bashara
I my sales coach I know has another client that is an account.
00:48:13 Regan Bashara
And but her business is in accounting. She has a different type of business on the on the side, but my coach had her mom does payroll and bookkeeping. So, like, I don't know if she's had another bookkeeping client, but she's got me. But all the time, she's telling me, like, now I know where you're coming from because my mom has done.
00:48:33 Regan Bashara
Work. So much so, like I appreciate that like.
00:48:37 Regan Bashara
I don't have to kind of explain some of those things about like how January is busy. She's like, OK, like, I will just accept that.
00:48:43 Regan Bashara
That is the case.
00:48:46 Ro Shah
It's like you're talking. I think it's like you're talking the same language. You don't have to spend a whole month catching them up because they just understand the lifestyle and.
00:48:56 Ro Shah
Who you are your person.
00:48:59 Ro Shah
Yeah, it's like you're both speaking the same language at the end of the day. But overall, if you want to get better at sales.
00:49:06 Ro Shah
Just spend some money to learn it.
00:49:09 Ro Shah
I wish someone had told me that I'm like, just even if it's $10, just put some, put your money where your mouth is and put hold yourself accountable, because consuming free knowledge you show up in a different way than when you actually think with that knowledge.
00:49:23 Regan Bashara
Agree. And if you are trying to develop your sales skills with like potential clients, you're not getting like honest feedback as you are with somebody that you've paid to like help you develop that skill. There's a different kind of dynamic that like if you're doing consults with potential clients and you're.
00:49:42 Regan Bashara
Practicing your skit, Jesus Christ sales with that person that you want to hire you. They might not be honest with you about like the things that you're saying, how they're landing, and that feedback might not be as good as somebody that like.
00:49:58 Regan Bashara
You've paid to tell you, like, do not say this thing or like I want you to lean more into this, or you need to shut up and like.
00:50:05 Regan Bashara
Let the person talk.
00:50:09 Ro Shah
That's so important. I always I I tell my I warn my clients beforehand. I'm like I'm going to rip your sales part apart. I'm going to rip your launches apart because you need someone to give you the unfiltered.
00:50:19 Ro Shah
You when you go to a friend or a family member, they don't want to hurt your feelings or kind of tiptoeing around the truth.
00:50:28 Ro Shah
It's my job to make sure that you you get this done. I I think that's that's the difference with free help versus paid help, right.
00:50:38 Regan Bashara
And then there's another level of nervous system activation. When row is tearing.
00:50:42 Ro Shah
Your business to shreds to help you. I was. What do I always say? I say I I do it with love. You know, I always before I send something I'm like. Hey, I know this is going to be.
00:50:57 Regan Bashara
Then quit.
00:50:57 Ro Shah
With love, with love.
00:51:00 Ro Shah
Because I always think you know, if I if I'm not honest and I think this applies to bookkeepers too.
00:51:05 Ro Shah
Like you could.
00:51:08 Ro Shah
The problem can stay that you can keep going for a year or if you just did what you needed to do. And we're honest, you could solve it in like a day or two, right?
00:51:19 Regan Bashara
And my clients would listen to me when I tell them, like, don't do this or you need to, you may you.
00:51:19
Which might.
00:51:24 Regan Bashara
Need to make this.
00:51:24 Regan Bashara
Choice over here. I don't tell them what to do, but I'm like.
00:51:28 Regan Bashara
Something needs to happen. Here's the options. Please pick one and then it goes.
00:51:34 Ro Shah
OK, guide them in red letters formatting.
00:51:38 Ro Shah
Matters as well.
00:51:38 Regan Bashara
Folded, underlined. Yeah, all of that.
00:51:41 Ro Shah
Underline like like. You know what I work since I work with so many people in the financial industry, a lot of people tune out.
00:51:48 Ro Shah
When they're talking about.
00:51:49 Ro Shah
Money. But there are some keywords.
00:51:51 Ro Shah
IRS that gets everyone.
00:51:53 Ro Shah
To change.
00:51:53 Regan Bashara
Oh, man, great. Everybody ******** themselves.
00:51:56 Ro Shah
When they hear about taxes.
00:51:58 Ro Shah
Yeah, exactly. So I it's also like learning how to and it also is important with the sales process, right, because you mentioned how you're not trying to convince anyone they need a bookkeeper, you just want them to come on the call and be like I need the value that she's providing. I think it's really getting the client or the the person on the other side of the sales call to.
00:52:19 Ro Shah
Have that level of self-awareness and just.
00:52:21 Ro Shah
Us by asking reflective questions, yeah.
00:52:26 Regan Bashara
I love that and thank I just want to thank you for, like sharing all of this beautiful knowledge with us and especially speaking to thank.
00:52:35 Regan Bashara
The reality sometimes needing to work on your feelings before, in today's discussion. Unfortunate scribing podcast and learning, meeting and review. In fact, really does and mean a lot to me. And if you're ready to take the first step towards organized finances or be sure to download my free receipt organization.
00:52:47 Ro Shah
It works with you.
00:52:49 Ro Shah
What are we going to do with you in your world? Yeah, so.
00:52:54 Regan Bashara
And guide the chaos to call. Visit the link in the show notes to grab your free copy. Now remember your financial journey starts with small steps. I'm here to support you every step of the way until next time. This is from money. Through ease. Stay in power.
00:52:54 Ro Shah
Uh, you can follow me everywhere. Website, Talk, talk, YouTube, Instagram. It's all the same dot CHREROSHAH. And if you're interested in learning about more sales and lead Gen. send me a DM. We're doing a training in.
00:53:14 Ro Shah
June, we have one every quarter, so you could get sales training live, yeah.
00:53:18 Regan Bashara
Awesome. Very cool. Oh, sorry, my dog.
00:53:20 Regan Bashara
Parking thanks rose so much for being on money. Through ease. I really appreciate you reaching out to me. This was an awesome conversation and everybody make sure to go check out row on all of her website and social medias. Thank you. All right. Thanks.