Intro

Welcome to the Making Sales Social podcast featuring the top voices in sales, marketing, and business. Join Brynne Tillman and me, Bob Woods, as we each bring you the best tips and strategies our guests are teaching their clients so you can leverage them for your own virtual and social selling. Enjoy the show.

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Brynne Tillman: Welcome back to making sales social. I’m really excited about our next guest. Our paths crossed.

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Brynne Tillman: and when I learned a little bit about what she’s doing. I was like, we need to have her on the show. Elise Archer empowers, entrepreneurs and sales professionals to revolutionize how they sell, explode their income and achieve quantum leaps in all areas of life which I love. She’s also the founder of superhuman selling, and she sells movements which empower entrepreneurs and sales professionals

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Brynne Tillman: to do all those things that we talked about, a salesforce, top influencer and thought leader whose insights have been featured in Major Media, including Forbes and Inc. Elise is passionate about empowering her clients to sell in a way that leverages their natural gifts. I love that, and helps them build wealth

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Brynne Tillman: along the way. She is an international keynote speaker and host of. She sells radio where she shares best practices from female entrepreneurs and sales professionals who have accomplished extraordinary goals, at least welcome to making sales social. Thank you so much, Fran, this is so fun. And I love what you’re doing with the show and the podcast and I think this is such an important conversation.

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Brynne Tillman: That a lot of people are wanting to have today. So I am super honored and excited to be here with you a lot of fun, and bring a lot of value to the the listeners. So the first question we ask all of our guests before we dive into your expertise is, what does making sales social mean?

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Elyse Archer: I remember, back in, I think it was 2015 when I actually was the Co. Host of A, podcast that was all about social selling. And at that time it was

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Elyse Archer: newer, and people weren’t really talking about it as much. It was like, What is this thing like? I think you know, I think today people understand it at a at a greater level. But to me at the at its core, whether you wanna talk social selling about selling on Linkedin or Instagram through social media, etc., to me at its core. It’s remembering that it’s about people

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Elyse Archer: right? That’s that’s selling it about people. And so I was literally just having this conversation earlier today in one of my group coaching calls with a woman who is wanting to

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Elyse Archer: sell her products and services to doctors offices. And she was like, well, I think I’m gonna go and do some drop offs at their office and try to introduce myself, I said, that’s great. And what I want you to think about is how many people do they get knocking at their door every single day trying to sell them something? And how are you? Gonna stand out? How are you gonna be different. How are you gonna show that you’ve taken the time

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Elyse Archer: to really understand them and what they’re needing and looking for and make something personal, whether it’s you have a QR code on your handout. That’s a personal video that shares exactly why you think

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Elyse Archer: it would make sense to have a conversation and talk right, how can you do? And we went through a couple of different ideas. But

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Elyse Archer: at the end of the day, no matter what the mechanism is for selling Linkedin Youtube, Instagram email door to door doesn’t matter. How can you have that human personal touch? And that’s how I’ve always sold, no matter what the mechanism has been. I’ve sold literally every modality you can imagine. And I think the thing that wins and that will remain consistent is that human to human interaction

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Elyse Archer: and showing people that you’ve taken the time to care and add a personal touch. So that is, that is, in my opinion, one of the most important things that makes sales social.

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Brynne Tillman: II think that’s perfect. I mean, I think that’s and and I love that you

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Brynne Tillman: kinda encompass every touch, every sales touch is about it’s not just digital and social.

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Brynne Tillman: That’s a lot of fun. So you know, one of the words that always jumps out to me is quantum leap into success.

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Brynne Tillman: Talk to me a little bit about your journey and your quantum leap, and then kinda how that has

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Elyse Archer: influence your business. Oh, my, gosh, yeah, absolutely. Well, if anyone is listening and ha! You know, gets frustrated when they hear people talk about oh, make a vision board and put it on the goals on the vision board, and then stare at it. And it’ll happen, I feel you, because that was me for long time in my journey and I’ve always been success, you know. Quote unquote, successful. If you’re not watching the video I’m using air quotes right here. Started off in corporate media sales, and then went out on my own as an entrepreneur in 2015,

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Elyse Archer: and was always probably successful by most people’s standards, and what I found, though, is I wanted more for my life, and there was a period of time for over a decade first in sales and then as an entrepreneur where.

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Elyse Archer: no matter what I did, I couldn’t break past a certain income threshold, and I was doing all the right things, so I was hiring like I was doing very tactical strategic coaching. I was putting the right funnels in place, doing the right scripts again, doing all the right thing, investing a lot of money in trying to up level. And I just I had a more expansive vision for my life. I wanted to do things like

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Elyse Archer: retire. My husband! He was working night shift at a hospital. I wanted to retire him so that he could have the freedom to pursue his dream of becoming a doctor wanted to give us more financial freedom, to live a different lifestyle, to have kids and also just wanted to feel, you know, feel more successful myself. But no matter what I did for over a decade, even though I worked really really hard, I couldn’t break past a certain income threshold.

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Elyse Archer: And what I realized finally was.

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Elyse Archer: it’s kinda like you beat your head against the wall enough times. You realize. Maybe there’s a different approach to that doing. I was doing all the right things, but there was a gap in my identity, and although I wanted to be a woman who could run a 7 figure business have time and location freedom.

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Elyse Archer: Impact a lot of lives around the world. Speak on the big stages, etc. My identity wasn’t a match for that. So I started studying neuroscience. I started studying even quantum physics like I went there. And I started really look at who I was being and myself concept. And I realized I wanted all of these things, but I didn’t feel worthy of them if I was being honest.

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Elyse Archer: And so I went

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Elyse Archer: I went down a very intentional path right after our first son was born. He was 4 months old. I was reading Bronnie, where’s Top? 5 regrets of the dying. I don’t know if you’ve ever read. Yeah. Oh, my gosh, amazing book! If someone’s listening and hasn’t read it really determine what really matters now. Yes. Oh, my gosh, worrying about all those things and focus on the things that truly matters. So just for anyone that hasn’t read the book.

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Elyse Archer: 100%. Yeah, it’s such a. It’s a clarifying book, for sure. But I remember the first regret that she shared of these people sitting on their deathbeds was. I wish I had had the courage to live a life that was true to me rather than what everyone else

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Elyse Archer: told me I should be doing, or thought I should be doing, and I realized how much of my power I was giving way to other people to tell me I was good enough. It’s time to go. You can do it, and I realize no one is coming to give me permission to go for what I want. No one is coming to tell me I’m good enough for its time. And so I said, at this moment in my life I am decreeing I am going for it. I’m going to play full out in my life, no matter how long I have left. Like I’m going for it.

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Elyse Archer: Long story short Center. We gotta keep it condensed here. Decided to get excited way out of my comfort zone. Hired a mentor to help me learn how to think differently, not how to take different actions. But how to think differently? This woman ran a multi 1 million dollar business, working 3 and a half hours a day, raising 3 little kids. And I was like, I need to know how to think. Yeah, yeah. And

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got massively out of my comfort zone with that investment within 6 weeks of practicing a different version of being and thinking differently.

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Elyse Archer: I. 10 x. And I turned my annual income into my monthly income.

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Elyse Archer: And it wasn’t this after being stuck for a decade trying to trying so hard. It wasn’t a strategy, it wasn’t it wasn’t that I created some perfect funnel. It was literally, I became a different person. So something I’ve learned since then is our results will never supersede our identity.

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Elyse Archer: So whatever goal it is that you have whether it’s to go from 6 to 7 figures to launch an amazing podcast like what you have brend to whatever it is, you’ve gotta look at? What is the identity of the person who has those results? And then figure out, where’s the gap? Right? Massive self awareness? Where’s the gap? And then how can I start thinking, feeling, and acting like the person who is there? Because from that place

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Elyse Archer: that’s how we manifest that’s we manifest quantum leaps, but also sustainably do so. So again, it could be a much longer story than we have time for. But that’s that’s the quantum leap story. And I love. We’ve got members of our community across the world doing their own version of that. And it’s so inspiring to see.

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Brynne Tillman: So not to like. Ask you to give away your secret sauce. But when you work with someone, and the first thing is, we’ve got to find your identity. What? What do you?

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Elyse Archer: Yeah.

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Elyse Archer: yeah, absolutely. So we so we teach something we call the 4 quadrants of quantum sales growth. And the first one we call mind over matter, which is this identity work. It’s not what we think of with mind over matter where it’s like. Oh, just push, push through it. It’s no literally your mind over physical. 3D. Matter in your world like this is what influences everything.

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Elyse Archer: So the identity work is where we start and what I would do when I say for anyone listening is I want you. I would just write down. What would I love if I could if there were no consequences or limitations?

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Elyse Archer: What would I love and write that out almost as if you’re scripting a movie scene of your career of your life. And then from that place look at all right. Who was the person who has that result? And we’re gonna make it. It’s gonna be super sexy. You’re gonna make a spreadsheet alright. So everyone care ready. You’re gonna get out of spreadsheet and you’re gonna write new personality across the top. So 3 columns, new personality.

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Elyse Archer: And then a column for thoughts, a column for feelings, and a column for actions. So what are the thoughts I would be having from this place? What are the feelings I would be feeling from this goal achieved. And what are the actions I would be taking from this goal achieved. So we wanna list all of that out.

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Elyse Archer: Now, this is where a lot of people get

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Elyse Archer: quantum leaping wrong is, they think like, Oh, well, I just have to start doing that and look at that and and it’ll happen. Well, yes, and if you’re not aware of where you’re not currently showing up in relation to that, you’re not gonna shift. So we need to get awareness of.

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Elyse Archer: where’s there a gap? So I call this the Identity Gap. So on the other side of the spreadsheet, we’re gonna write old Personality. So the old version of you thoughts, feelings, and actions. We just wanna start to get aware, what thoughts am I thinking? Maybe it’s lots of scarcity. Maybe it’s thoughts of lack of confidence. What feelings am I feeling that I wouldn’t be feeling if I was there. Anxiety, tension, fear, you know, whatever it is.

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Elyse Archer: And then actions. What actions am I taking right now that I wouldn’t be taking if I was there? Maybe I’m procrastinating. Maybe I’m holding back. Maybe not doing the things.

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Elyse Archer: And then so we wanna start from there. It’s like we’ve got a starting point of where you are. Now we’re gonna start to make the shift, and I always tell my clients like we again. We’re on this call this morning, and some of the women were like, I’m really uncomfortable right now. And I said, Good, that’s how you know you’re you’re growing, and you’re on the path because the old version of you, that comfort zone that you used to operate within

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Elyse Archer: it becomes a cage when you’re really ready for growth and for expansion. So we’re going to be breaking out of that and moving into a new identity, it will feel uncomfortable. But that’s actually how you know you’re on the right path. So that’s there’s more to it. But hopefully, that’s a good starting point for everyone and it’s an exercise. Literally, anyone can do right now.

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Brynne Tillman: I love that. And I think you know, it’s it’s your own personal data you started with, like, you know, we’re we’re thinking about like gathering all of

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Brynne Tillman: who we are now and and making that shift.

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Brynne Tillman: There’s a lot of times we we don’t even know who we are right now. So gathering this data, writing it down like, even as you’re talking, I’m thinking, okay, so what is my behavior? And what does it make me feel? And I go? You know that one creates a little anxiety. That’s a gap right like. So so that I just think that’s absolutely

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Brynne Tillman: intriguing. And that really, this is about transparency with yourself before you join me.

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Elyse Archer: Absolutely. Yeah, it’s it’s called metacognition and neuroscience. So it’s we become aware of what we’re thinking about. And it’s that self awareness that most of the time we’re on autopilot again. We’re not even thinking about it. So to the point, brand of what you just did. That’s exactly what it is, and you’ll become aware, like,

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Elyse Archer: I didn’t realize I showed up in that way, or I didn’t realize how many thoughts of a scarcity I was having. Well, you’re never gonna manifest abundance from scarcity. So if everyone’s here listening because they want to grow sales, they wanna grow revenue. You have to actually start to get into an energy of abundance if you want to create that growth. So we wanna start to become aware, where am I not thinking that way and feeling and acting that way and start to make that shift.

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Brynne Tillman: Yeah, yeah. So so I really like that. Some of the challenge, when I hear things like this is, it feels a little

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Brynne Tillman: like the secret right like, if I thought if I just put it out there, it’s gonna come to. This is a little deeper than that, right. This is not just a mind shift. But you’re talking about kind of

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Brynne Tillman: once we’ve identified this, how do we apply it?

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Elyse Archer: Versus? Yeah. So can you go one step deeper with that.

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Elyse Archer: Yeah, absolutely. And I think this is where people also may get turned off or feel like like I watch the see. And II love the secret. I think it’s anything. It covers a lot of this. But the piece where people get it messed up is again. They think I’m gonna put it on the vision. I’m looking at my vision board while I say so. I do use tools like that and they they while I put it up there. And that’s all I need to do. No, because in life we don’t get what we want. We get what we are.

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Elyse Archer: So that’s where the identity work is. So critical is to say it’s not so wanting it as the starting point. Desire is the starting point. That’s important trust, your desires, your desires are green lights. They’re leading you to expansion. I, 100% believe that. And

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Elyse Archer: you get to become a match for the person who has that.

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Elyse Archer: So

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Elyse Archer: let me think. I mean even the vision that I shared of earlier, like being able to retire my husband from his his work. So I’ve I’ve done that. We’re actually in main he’s going to a stream medical school. We did all of that since I had my own quantum leap experience. But I had to

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Elyse Archer: become a woman who felt comfortable with that amount of money flowing in with that amount of options coming in I had to work through

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Elyse Archer: triggers and things that I didn’t realize were even gonna happen in terms of, you know, letting him help not letting himself, but creating a situation where he could stop working and pursue his dream. And I got to elevate as a person and notice. Oh, when am I holding onto resentments or this or that. So all of this is, it’s a continuous

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Elyse Archer: journey of self awareness, right? And I think that’s what’s so important to here. But it’s it’s ongoing work. But so that’s why, again, Co, kind of circling back to your question about the secret. It’s it’s one thing to want it. It’s another thing to be it and to become it. And so the work doesn’t stop either. When we hit another level of goals, we get to keep elevating and expanding into a higher self concept?

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Elyse Archer: Does that make sense? How I does? Yeah. And and some of it is allowing yourself to be worthy of it. Oh, my gosh! Everything! The worthiness piece! I had no idea how much how important that was. But our level of income will never exceed our level of self worth.

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Elyse Archer: And so, when women come into our community, one of the biggest things I see on their intake is, I don’t feel worthy of what I want.

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Elyse Archer: and that is the number. One thing that we focus on is you have to feel worthy of it, because the version of you who has it. Let’s just say it’s a 10 K. Month, a 50 k. Month, 100 k. Month.

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Elyse Archer: She’s not feeling unworthy of it. She feel it feels normal and natural and like an of course.

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Elyse Archer: And so there’s a lot of don’t we get to work through there in terms of limiting beliefs, old self concepts, paradigms about money, and we work through all of that, the members of our community. But the to your point, the worthiness piece is everything, and it’s not entitlement, but it’s worthiness. So there’s a distinguished. There’s a fine line there.

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Elyse Archer: And and it really makes the biggest difference.

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Brynne Tillman: So entitlement means that you you’re expecting that it just comes to you. Yeah, worthy, I think, is, if I’m if I work for it, I deserve to earn it

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Elyse Archer: so. Yes, and so it’s so the improv anyone who’s been in sales knows. Improv

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Elyse Archer: yes, and the the piece, even the gap that I might close a little bit more there

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Elyse Archer: is, there can be a consciousness of.

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Elyse Archer: I have to work really hard in order to be deserving of what I want, and that’s actually not worthiness, in my opinion. So there is. There’s a lot of indoctrination, especially about money of like you have to hustle really hard. You have to work really, really hard for it. I’m here. When I quant. I worked less.

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Elyse Archer: I actually worked less. My being shifted. II felt worthy of what I wanted. I was more intentional with my actions. I took bigger actions than I was taking before, but it was less. It wasn’t hard work. It was aligned actions. So I think there’s a difference between

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Elyse Archer: hard work, consciousness, and aligned action. And that’s where that self awareness so like making that spreadsheet. What actions would someone be taking who’s bringing in that amount of money? But I also think there’s

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Elyse Archer: I like to think of worthiness as

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Elyse Archer: I just am. And again, it’s not entitlement. It’s not like, II think I’m a pretty humble person, and the the people in our community do this work are are as well, but it’s we are all worthy just because we are

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Elyse Archer: so there’s no like. I don’t have to do anything to prove it. I don’t have to do anything to be deserving of it from that place like all this concept selling from wholeness. It’s where you actually realize your your implicit worthiness and who you are, and how incredible you are.

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Elyse Archer: From that place we let our results elevate, we let our results increase. We we end up creating far greater results in our lives. But it’s not about validation. It’s not about needing it in order to feel good enough.

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Elyse Archer: It’s about. I realize how whole and complete. I am as I am right now and then, from this place let me see how good life can get. Does that? And and it’s like deep dive workshop into listening to a book.

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Brynne Tillman: I don’t know if this is exactly it. 10 x is easier than 2. Are you familiar with that Benjamin Harry spoken years ago, and it’s been yeah. Haven’t read the book yet, but I I’ve heard amazing things about it from. So it’s interesting. And I’m about halfway through. But the consistent theme is

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Brynne Tillman: you have to constantly give up 80 of what you’re doing to focus on the 20. So so meaning. When you take inventory of what you said, you don’t have to work harder, you just have to work more focused on the 20 that, and let go of the 80. That’s not serving you.

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Elyse Archer: Yeah, yeah, and and kate northrop talks about this too, and do less, I don’t know, if you’ve heard of that one. It’s it’s for women. Specifically, it’s a powerful book, but it’s it’s a similar theme where it’s just if you really look at what moves the needle. It’s 20% of the things that you do.

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Brynne Tillman: So to your point. That’s it’s like, when everyone says the same thing. We might. Wanna, we listen right. There might be some truth to this. The way that he describes it is you give up the 80 focus on the 20, and when you, when you feel capped, you give up 80% of that, I love that 20. So II just felt like it just fit in because it’s what I’m currently

00:21:28.660 – 00:21:33.599

Brynne Tillman: listening to. II mostly listen to my books versus reading, but

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Elyse Archer: cause I could multitask when I’m doing that. But it’s a great one, and I love. I love all these things that you’re saying so.

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Brynne Tillman: What is the very first tip that you would give to someone who’s like? Alright. This is intriguing me. I’m ready to go from 6 to 7 figures. I’m one of them right now, then, thinking and just double what I’m doing, and I’d be thrilled right? Personally, I’m like, Oh, I wanna jump into this deeper. But ha! You know, what is the first?

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Elyse Archer: Where do people get started? And then I’ll ask how they get in touch with you before, how to get in touch with you like, how do you get started in making this shift in your world. Hmm, yeah, absolutely. So. So I think first, I’d say 2 things, especially if we’re talking about that transition from 6 to 7

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Elyse Archer: II use, I think, part of why I didn’t do it for so long was I felt like I was working so hard at 6 figures that the thought of trying to go to 7 felt it was like, I don’t even wanna do this right. So just knowing. And I really have seen this. And I believe this firmly, it is easier to get to 7 figures than it is to get to 6.

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Elyse Archer: So if this is your goal, or whatever multiple. Your goal is just being the energy of it’s gonna be easier alright, cause you’ve already done the hard work, figuring out all the things at the beginning

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Elyse Archer: and then from there I would really anchor into your why and II mentioned this before. But it’s so true. Your desires are green lights, and they’re also double blessings. So it’s easy to give up when we’re not anchored into a strong why and purpose. But,

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Elyse Archer: you know, Simon sinek does like the 5 levels of why I like to do 7 levels just keep going like, why does this matter? Why does this matter? Why does this matter

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Elyse Archer: and getting so falling. So in love with the vision of what you’re doing and remembering, it’s not just about you. It’s about your family, your kids, the people you’re gonna inspire this morning. Say, like, in just a week of doing this work, I’m I used to fight with my husband all the time. I’m not. I’m barely fighting with him. I’m seeing myself show up differently for my kids.

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Elyse Archer: And so it’s like this can happen just like that for you. So the blessing and the impact is about something so much greater than you. So tap into that. Let that drive you and steer you. And I think from that really powerful emotional connection to our goal. That’s also how we we create and manifest it far more easily and more quickly as well.

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Brynne Tillman: Yeah, I love that

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Brynne Tillman: this was really inspirational, and I am sure there are a lot of people at the edge of their seat saying, I’m ready to take that next step. So if they are ready to take that next step how can they get in touch with you? Yeah, thank you so much, Brand. I appreciate that Elise archer.com is the home of all the things, and more than happy to offer a a complimentary call to anyone listening. Who wants to learn about

00:24:38.130 – 00:24:51.590

Elyse Archer: going deeper? What that could look like? So that’s Elise archer.com slash free call, and would love to connect with anyone who’s ready for their own version of a quantum leap and and talk through how that could happen. So that’s a great place to go.

00:24:51.760 – 00:25:04.470

Brynne Tillman: That’s awesome. And just if you go there, there is a download, 5 sales scripts to increase your 50% or more I downloaded that. I recommend.

00:25:04.670 – 00:25:24.190

Brynne Tillman: Thank you so much. I think the insights that you brought here. They’re so different than what we’re used to talking about. But I think that it will have a huge impact on our listeners. So thank you again. And to all our listeners, when you are out and about, don’t forget to make your sales social.

Outro:

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