187 – No Chasing the Carrot on the Stick

Intro 0:00
You’re listening to the good girls get rich podcast episode 187 Welcome to the good girls get rich podcast with your host, Karen Yankovich. This is where we embrace how good you are girl, stop being the best kept secret in town, learn how to use simple LinkedIn and social media strategies and make the big bucks.

Karen Yankovich 0:23
Hello, I’m your host, Karen Yankovich. And this is episode 187 of the good girls get rich podcast. And this episode is brought to you by she’s linked up where we teach women simple relationship and heart based LinkedIn marketing, a system that gets you on the phone consistently with the people that can change your business, your life and your bank account forever. This is micro targeting. We want this to be flowing with ease, no spamming your network, just simple relationship marketing that creates a wealthy women of influence. And that is what we stand for in our she’s linked up family. So if you’ve listened before, if you love what you hear today, you know, we love hearing from you. So make sure that you subscribe to the show. If you have not yet left us a review, please do that. Because it helps me know what episodes people you’re relating to right and I can do more of that. I’d love for you to share this episode on social media, you can use the hashtag good girls get rich, you can tag me, when I see them, that helps me see them right. And then when I see them, I can share your posts with my audience. And we all get more visibility that way, right? In the show notes, there’s a link for SpeakPipe you can leave an audio review there or an audio message there. Just tell me like a guest you think I should interview or a topic you’d like to hear about? I would love for you to leave me a message there. Just go on over to Karen Yankovich COMM slash 187 You’ll see the blog for this episode, you’ll see the link to SpeakPipe you’ll see all the good stuff we talked about here on the show today. So I have an it’s an interesting topic today. Because this is this is something that I had a poor experience that I’d like to that I wish that I had with for many, many, many years. And that’s like the phenomenon of like chasing a carrot on a stick. Have you guys read? Have you heard of that? Have you read? Can you relate to that? I basically feel like I spent a lot of my life doing that, right? We’re always looking to get there. We’re always looking to achieve something. And we’re always two minutes away from, you know, the month that is going to change our business or the client that’s going to change everything for us. And then that just continues to happen. It continues to happen. Let me tell you, I’ve done all the things I have done all the things to kind of get over that carrot on the stick syndrome. I have done. I have invested tons of money in coaching. I have invested in everything I practically exorcisms okay, like we’re talking everything in between an exorcism and, and, and a coach. Right. And you know what, every time I’ve done that I’ve gotten a little closer to where I needed to be. But one of the things, we’re gonna talk today a little bit about one of the things that I think what made the biggest impact for me, can you relate to this? Can you relate to, like always being almost there? Right. So hopefully, you know, hopefully, if you can relate to that, you’ll get some good tips from today’s episode. So let me tell you what worked for me, what worked for me, and what still works for me, is clear focus having a target, you guys may have heard me talk about like, we’ve got some or she’s linked up family we do in person events every couple of times a year. And we were at an in person event in Scottsdale a couple months ago. And you know, we had you know, cuz in person, we’ve got like the marker and the notepad, you know, in the the easel right? And one of our students stood up, and she’s like, she just started driving dry running all these circles all over the pad, like I do all these different things. And I got up took the marker and I said I would reframe these circles, and I changed them into like a target, right, which each circle was inside each other. So all of these things interrelate. But if you are looking to go over here, and then you’re moving over there, and then you move over here, then you’re moving over there, you’re constantly chasing the carrot on the stick, you’re never there’s no real clear path to how you get to these things. It’s kinda like a pinball, right? So creating that same thing, all the same thing she was doing, but creating it with a target, as opposed to like a pinball machine, right? Is is what I’m talking about here right now. And then, instead of having being you know, chasing that carrot on a stick, I want you to be a dog with a bone. Okay, I want you to be a dog with a bone towards that target. And when you’re looking at that specific target that thing that’s right smack in the middle. All of those other circles outside are still there, right? You can still like maybe it’ll say okay, that, you know, I’m aiming at this target, and it gave me this opportunity or that opportunity. Okay, so I just want you to reframe what you’re doing, because I know that there’s so many things that you can do and I’m not saying you can’t do any of the shiny object stuff, but if you want this to be the year that they freakin carrot is eaten, then you’ve got to focus. You’ve got to focus And for me, that’s really what I did. And what’s made the biggest difference in my business that’s been doubling year after year, once I got rid of all the crap, and that doesn’t mean I’m not doing still a lot of the things, but it’s all is that whatever the target the specific targeted focus. So how do you do this? Right? How do you do this? I’m sure this isn’t the first time you’ve heard this right, you need to be really clear who your ideal client is, right? Your ideal client avatar, I know that you probably already know what that is. But this year, I want you to look at that ideal client avatar that you may or may not have created, you may or may not have a name, you may or may not talk to him or her on a regular basis, right. But I want you to look at your LinkedIn profile and see if when you look at your LinkedIn profile, does Mary your ideal client who you’ve named? Does she see herself in that? Right? And is Mary, smack in the middle of your target? right smack in the middle of your target? Alright, so what beyond Who’s your ideal client? I want to know what exactly is that big ticket contract that you want Mary or that client to sign? Right in the near future with you. So beyond knowing who your ideal client is, what is the what is the target for a contract? Now listen, there’s lots of other things you can be doing. But let’s get that big ticket contract versus get that 10,000 or 20,000, or $50,000, contract first, so that you’ve got some cash to work on to kind of get all the other stuff done that you need to get done, right. But getting really clear, creating a target that is so specific, that is not just about who your ideal client is, but exactly what you want them to sign a contract for. Okay, now that dog can see that bone and you can go after it right, you can go after it. The next thing I need you to do now that you’ve looked at your LinkedIn profile to say, Okay, does Mary, my ideal client, who I want to sign this exact contract? Is my LinkedIn profile speaking to her if Mary doesn’t care that you know, you also know how to jump rope, you don’t need to put jumping rope on your LinkedIn profile. Okay, you don’t have to put everything you’ve ever done on there. All I want on your LinkedIn profile is a profile that builds up from the time you were, you know, we’re writing the newspaper with the editor of your school newspaper, in high school to today, what are the things that that you’ve done that Mary’s gonna look at your profile and go, I need her, I need her. Okay. So you got to look at that take away all the other stuff, you don’t need all the others, like I want you to keep all your all your previous experiences in. But you don’t need to talk about like I’ve mentioned this before. I was vice president of a company a bunch of years ago, and I basically ran the whole company. But you know, so I hired people fired people, you know, created benefits packages, I did everything, took the garbage out, whatever. If what I was doing now, is human resources related. I’d be talking about that. But it’s not. Right. So I don’t even mention that I know anything about how to create a benefits package. Right? It’s irrelevant. And frankly, I’m forgetting a lot of it anyway, right? Like, it’s irrelevant to what I’m doing now. So go back through your LinkedIn profile, and every single section, imagine your Mary, your ideal client looking at that section and saying, Is she seeing herself? And are you saying something, though, she’s gonna go, oh, yeah, I need to hire this person, I need to talk to them, I need to get on the phone with that person. Right. So you got to be new, you have to know exactly what your target is. Right. And then you have to write your LinkedIn profile, so that you’re very specifically talking to that person. Okay? Again, dog with a bone Not, not not chasing the carrot anymore. We need to see the bone, you need to know what it is. And you need to write your profile so that it can land that opportunity. And here’s the thing, you can change it, you can change it, it’s not set in life, it’s not set for life at like that, you can change it as your business changes. But let’s use it to support that, getting that bone. Okay. And then the last thing I want you to think about and this is really just about shifting your mind, this episode is really just about shifting your mindset from chasing the carrot as you move into 2022 to becoming the dog with a bone. So there’s a lot of steps we didn’t cover in this episode, because it’s really just about shifting your mindset and shifting your LinkedIn strategy to accommodate that. But the next thing I want you to do is I want you to imagine this process. Alright, so stick with me here for a second. I want you to imagine Mary sitting on her couch in Austin, Texas, or in Indianapolis, right. She’s got her phone in her hand. She’s catching up on the latest episode of You know, Sex in the City, and she is scrolling through her phone. She goes into LinkedIn and she sees a post that you created there, or she sees the message that you sent her right this is the part we’re not getting into in this in this episode, right? But obviously there’s got to be a strategy to to to reach out to Mary has an outreach strategy right as well. But right now imagine Mary sitting on a couch and she saw whatever it is you created that you wanted her to say Alright, and now she she’s like that’s In interesting posts, that’s an interesting concept. Never thought about it like that. And I literally keep your eyes closed and just continue to imagine this. So Mary’s sitting on her couch comes across your name, she comes across, you’re on LinkedIn, she looks at your profile, and she’s reading your profile. Take your time with this imaginary getting hooked by your headline, imagine her going into your about section, and laughing at a story that you told there chuckling at a story that you told there. And then kind of skimming down to your experience section and thinking, wow, I can’t believe you know, that she used to work at at&t, I used to work at at&t. You know, how funny is that? Right? Like, imagine Mary doing all that. And then Mary sees your call to action. Right? Whatever that is, whether you messaged her, or whether you have a call to action on your, on your LinkedIn profile, which you should. And she’s like, I’m going to do this, I want to watch a webinar or book a call, whatever your call to listen to the podcast, whatever that is, okay. Let’s just use listen to the podcast as an example, because we’re on the podcast. Now. She’s listening. So she sees that you have a podcast. So she subscribes to your podcast and listen to an episode or two, and she binges it a little bit. Right. So she’s been just the episode. And at the end of one of your podcast episodes, Mary’s decides that you met you mentioned, you know, let’s talk and you tell her how you can book a call with you. So Mary books a call with you. And it’s Tuesday, and she books the call for Thursday. And so now Mary puts her phone down, and you were still imagining every single step of this, she puts her phone down. And you know, she’s starting to think about the call for Thursday. And you now imagine your email beings. And you see that you’ve got this call from Mary. Right. So now you start thinking about what your processes before you get on that call, check out her LinkedIn profile, maybe she didn’t intake form, hopefully do a little homework on people before you get on the phone with them. So that you come into those calls with a little bit of knowledge and experience, right. But remember, now by the time he got to that call, Mary’s already seen your LinkedIn profile, she’s already impressed with that she looked, she took advantage of your call to action. So she’s listened to your podcast a couple times, she’s already had eight or nine touches before she’s even gotten on the phone with you. So she’s primed, she is primed to have to sign that contract that you are so clear on what it is you want her to sign. So now keep that going keep this going continue to imagine, imagine that Mary, you get on the phone. And turns out when you both worked at at&t, you had a couple people in common that you knew and how funny is that. And you, you know, you got a little you established a little bit of rapport with Mary. And then you literally imagine yourself going through that call. And at the end of the call Mary saying this is exactly what I’ve been looking for. This is exactly what I’ve been looking for. And Mary has a credit card with lots of available credit on it, she takes out her credit card, she gives you a credit card number and you enroll her whatever that thing is that you decided early on dog with a bone right she that that specific thing, she enrolled in that specific $15,000 package that you have, or whatever that packages, and I’m not done yet. Now that Mary’s enrolled, I want you to continue this process, take Mary through the process of onboarding Mary, and getting to know you know, maybe some of the other people that maybe she’ll get to know on your team, maybe start to imagine the work you’re going to do together start to imagine Mary’s successes. So are to imagine Mary now giving you testimonials and sending you referrals. Okay, really very specific for this high ticket item that you do. I mean, take this all the way to whatever to you know what, as far out as you can. And then I want you to do this over and over and over and over. Do when you’re in the shower, do it when you’re laying in bed and you haven’t gotten the energy to get out of bed yet. Do it before you go to bed. Right as you’re going to sleep. You might even want to record this and play it as you’re going to sleep, let it play a few times, don’t record it and let it like repeated a few times. Right? I want you to dog with a bone, you know exactly who you want to work with this year, you know exactly how you want to work with them, and what the packages you want them to enroll in, so that they can work with you. And now you have to just stay massively focused. Right? And if Mary says to you, well, you know, I know you teach red, but I really want blue, your red it is Mary, I don’t do blue, like you stay focused. And I promise you, I promise you if you do this, okay, you are going to start to see that carrot disappear. Right? The carrot, maybe you’ll actually even catch the carrot. Right? Does that make sense? Does this make sense? So hopefully, you can hopefully this is going to be the year that you are going to see that carrot disappear. So let’s recap this for a second. First, you need to be so clear on who it is that you want to work with. And exactly what you want them to enroll with Vimeo, what is it? Do you work with corporations? Do you want? Do you want to be training their staff? Do you work with individuals, right? So clear on what that contract looks like? And then you need to look at your LinkedIn profile. And make sure that every single solitary section of your profile speaks to that exact person that is going to sign that exact contract. And then the good stuff happens. Then you sit back and you just envision this. You just envision this feel the fields Mary getting that client signing her first $50,000 client or whatever that whatever Mary’s goal is, whatever, whatever transformation you work with Mary, maybe you’re maybe you’re a health coach and Mary, you know, is getting off of her blood pressure medication for the first time, feel the feels of this as you’re imagining all of this, okay, and then do it. Once you know what it is just continue to just go through this process in your head over and over and over. There are studies on top of studies that talk about this, I’m sure you’ve heard the studies of Olympic athletes that you know, walk through their, their routines every step of the way, because they’re so comfortable doing it, right, and they walk through it in their head. So when they time they do it there, the practice that they’ve done in their head is just as valuable as the physical practice that they do, right, you need to do that for your business. And when you’re doing that, and you’re so clear, and you get rid of all the all those pinball machine kind of business that you’ve had, maybe in the last couple of years, this is going to be the year that you have been dreaming about dog with a bone no more chasing that carrot on a stick, right? Know what you want, know who you want to work with, know exactly how you want to work with them. And exactly the kind of contract that you want them to sign remember, you know better than they do, how they can have success with your program. So if they say to you, oh, I want five of these and you’re like, you know what, we’re gonna do 10. Because here’s what happens when we do 10 confidence, confidence, confidence on this specific targeted contract that you want to land to this year. And this, my friend, is how at, she’s linked up, we create wealthy women of influence. This is what we have our students doing. And this is what can be the same for you. So for 100%, go through this over and over, listen to this episode again, and take notes, and do this work right now. If we’re connected on if we’re not connected on LinkedIn, connect with me, if we are connected on LinkedIn, then please, you know, tag me and let me know, let me know or message me and let me know. And I’ll take a look at your profile. There’s a link in the show notes to our Facebook group, LinkedIn for women community.com, you can, by all means, join the Facebook group and you know, message there, let me know a little bit about who your ideal client is, what that bone looks like, what that bone is that you have that you want to get that you want to get after that contract. And then I’ll take a look at your profile and see if I see it. incongruence happy to do all of this, right? Here’s why a rising tide lifts all boats. You know, when I went to this, remember, when I went through the process with you, I said I want you to go all the way to the point where they’re giving you recommendations and testimonials, right? You’re supporting them, supporting them, supporting them, and now they’re supporting you. And that’s what I want to do for you. I do this podcast to support you. Right. I’ve got my free Facebook group to support you. I’m happy to get on the phone with you. Let’s talk if you want to know what it looks like to get some support and oh, she’s linked up program, book a call on our calendar. There’s links below or you can go to Karen yankovich.com/call. Let’s talk you know, help me help you. Okay, share this podcast, take a quick screenshot of his episode on your phone. share that on social media and then we all get more visibility. I can’t wait to see how 22 unfolds for all of us. And I’ll see you back here again next week with another episode of The Good girls get rich podcast