With Christine Schlonski, Founder of Heart Sells! Academy and Host of Heart Sells! Podcast, works with heart-centered, driven entrepreneurs who love what they do but can’t sell. Christine shows them how to sell with ease, grace, and conviction while being authentic. Her experience includes over 12 years in successful selling and closing High-Ticket Live Events in the corporate world. As a former Sales Director, she has made millions in revenue herself and through the successful sales teams she’s built throughout her career.

In her Heart Sells! Academy, Christine has helped hundreds of entrepreneurs redefine sales for more impact and profit.

Join us for this engaging conversation where Christine shares the importance of having a process for sales and how you can turn cold calling into a fun conversation. You will also hear her talk about the lessons she learned towards her entrepreneurial journey.

>Subscribe to Guts, Grit & Great Business on Apple Podcasts

Biggest takeaways (or quotes) you don’t want to miss:

• Sales is a learnable skill.
• The important skill to have for running a successful business.
• Why is visibility important for entrepreneurs especially at the beginning?
• How can cold calling be a fun conversation?
• Why you need to listen to your inner voice.

“If you don’t want to invest in yourself, don’t become an entrepreneur.”

-Christine Schlonski

Check out these highlights:

• 04:00 How Christine got into the path of sales.
• 06:40 What are some of the early lessons she learned in sales?
• 16:08 Christine shares a couple of key mistakes people tend to make in learning sales until they figure it out.
• 43:26 Why does Christine say “sales is love”?
• 53:28 Christine’s final takeaways for the listeners…

How to get in touch with Christine:

On social media:

LinkedIn:  https://www.linkedin.com/in/christineschlonski/

Instagram: https://instagram.com/christine.schlonski

Facebook: https://www.facebook.com/HeartSellsPodcast | https://www.facebook.com/IamChristineSchlonski/

Twitter: https://twitter.com/newsalesmindset

YouTube: http://www.youtube.com/c/ChristineSchlonski

Learn more about Christine, by visiting her website at https://christineschlonski.com.

Special gift for listeners: Get a free sales assessment call here.

Imperfect Show Notes

We are happy to offer these imperfect show notes to make this podcast more accessible to those who are hearing impaired or those who prefer reading over listening. While we would love to offer more polished show notes, we are currently offering an automated transcription (which likely includes errors, but hopefully will still deliver great value), below.

GGGB Intro  00:00

Here’s what you get on today’s episode of Guts, Grit and Great Business®…

Christine Schlonski  00:05

I saw so many wonderful entrepreneurs who were so successful. I was like, well, if they can do it, why couldn’t I do it? I mean, obviously, I have to learn it. But hey, I learned how to sell that I never thought possible. So with entrepreneurship, that must work as well. So yeah, I, you know, started to learn and to take, become part of masterminds and programs, and I’m really, really invested. Because if you don’t want to invest in yourself, don’t become an entrepreneur. Just don’t get the half a job, have that security that you think you have. But don’t become an entrepreneur, like you really have to invest time and a ton of money to find those shortcuts to learn from the people who already are where you want to go.

GGGB Intro  00:59

The adventure of entrepreneurship and building a life and business you love, preferably at the same time is not for the faint of heart. That’s why Heather Pearce Campbell is bringing you a dose of guts, grit and great business stories that will inspire and motivate you to create what you want in your business and life. Welcome to the Guts, Grit and Great Business® podcast where endurance is required. Now, here’s your host, The Legal Website Warrior®, Heather Pearce Campbell.

Heather Pearce Campbell  01:30

Alrighty, welcome. I am Heather Pearce Campbell, The Legal Website Warrior®. I’m an attorney and legal coach based here in Seattle, Washington, serving online entrepreneurs throughout the US and the world. Welcome to another episode of Guts, Grit and Great Business®. I am super excited to introduce Christine Schlonsky. Welcome, Christine. 

Christine Schlonski  01:55

Thank you, Heather. I’m so excited to be here.

Heather Pearce Campbell  01:57

Oh my gosh. So fun to see you again. So the last time Christine and I connected, she was running a summit and remember, remind me what the summit was called?

Christine Schlonski  02:07

It was called the Profitable Coach.

Heather Pearce Campbell  02:09

Profitable Coach. Yes. So Christine is all about sales and doing sales with heart. And so for those of you that don’t know, Christine, she is the Founder of Heart Sells! Academy and Host of Heart Cells! Podcast, works with heart-centered, driven entrepreneurs who love what they do but can’t sell. She shows them how to sell with ease, grace and conviction while being authentic. Christine’s experience includes over 12 years in successful selling and closing High-Ticket Live Events in the corporate world. As a former Sales Director she has made millions in revenue herself and through the successful sales teams she’s built throughout her career.  In her Heart Sells! Academy, she has helped hundreds of entrepreneurs redefine sales for more impact and profit. So happy to have you here. This is an important topic.

Christine Schlonski  03:07

Yeah, I love the topic. Just really, really dear to my heart because I see so many wonderful entrepreneurs just struggling with it. And sales can be a natural process. It doesn’t need to be weird or feel icky or sleazy just can be that you offer your gifts to the world. And like you do with your wonderful work, right? You do need an attorney who knows what the person is doing. So you on the best hands if you’re here working with Heather, and I’m so excited to have this wonderful conversation.

Heather Pearce Campbell  03:42

Oh, I’m so happy to have you. So I’m curious, what got you into sales in the first place? How were you? What was your pathway into sales?

Christine Schlonski  03:53

Yeah, as often right? You have these unforeseen things in life. And I never ever planned to be in sales to become a salesperson. Because for me, sales was something like you did to the other person. Right? Ask them for money. It’s like no, that you don’t do that. So yeah, I like after, you know, I finished my studies and the south of Germany. I landed my first job. And you know, I started to have an income. And I thought, well, that’s nice. And the landscape was beautiful, but I wanted a little bit more life. I had just moved from Paris to the south of Germany, to a tiny, tiny, smaller city village town. And yeah, and I thought, well, I wanted to live in a bigger city that gives me more options and choices. So I decided to move to Berlin and I wanted to have a job that I had picked more strategically than the one I had, if that makes sense. Well, it needs to be a big company, where I can actually have a career, not a small place where, you know, you do one step, and then the career ladder ends, because some places too small. So yeah, they were like these things. And so I looked for a company, international background, big company, lots of possibility. And I just sent in my CV, because they I didn’t see an job opening. So I was like, I’m gonna be like, really bold, I’m just going to send my CV, let them know that, that I’m interested in working for them, because I loved what I had seen online. Obviously, they were in Berlin. And but they called me back, which was great. And then they said, Well, we have an opening in the sales department. And you know, first I was like, yeah, there was like, well, department.

Heather Pearce Campbell  06:02

Right, what did I just get myself into?

Christine Schlonski  06:05

Yeah, no, not really, for me. But the person calling me was a really great sales person. And she was the sales director of the department. So he found a way to convince me that sales can be learned. And I really, really wanted to move to Berlin. So I ended up saying yes. And I landed my first sales job. Moving to Berlin. So that’s where it all started.

Heather Pearce Campbell  06:33

Yeah. What do you feel like were some of your most important early lessons in sales?

Christine Schlonski  06:40

It actually is a learnable skill. I wanted to believe it back then. But I wasn’t, you know, like, there was a part in me that had this belief, like to be a good salesperson, you basically have to be sleazy. You have to manipulate people you have to make people buy. So it was more like from that. Yeah, from that mindset, like you do something to a person. The the product I saw back then was like, amazing, I was really connected, I loved or the opportunity and the company. And I knew that they would serve their clients and a professional, good way. But yeah, like that sales as a learnable skill was something that I really did discover. And they, you know, they showed me, obviously a sales process. I, before I didn’t even have an idea that there is like a process. So yeah, and then, you know, working with clients, basically, cold calling, was something I really, really had to get over myself. Because I had like, huge resistance to just pick up the phone and call a person. Yeah, but it’s learnable.

Heather Pearce Campbell  08:02

Yeah, that’s, I mean, I love that, I think. Absolutely. And it’s one of the earliest skills that people should be learning in their business, right. Yeah. But speaking of cold calling, the thing that’s interesting about it is that does feel different. Even when I think about that, versus a sales call. We’ll see where somebody reaches out to you. They’ve already expressed an interest. That does feel very different. And I assume that those calls are handled in different ways.

Christine Schlonski  08:33

Absolutely, absolutely. Yeah. As you already said, if somebody reaches out to you, they already have a reason. Slack. They don’t sit at home or bored and think like, well, who could I call? 

Heather Pearce Campbell  08:46

Right. You’re not convincing them? I think the cold calling like oh my gosh, it probably makes most people want to break out in a cold sweat, right?

Christine Schlonski  08:54

Yes, yes. Yeah.

Heather Pearce Campbell  08:57

Did you end up getting to a place of being comfortable with cold calling? Like, did you ever enjoy that part of it? Well, yeah.

Christine Schlonski  09:06

Well, I did. It’s also something you practice and then it kind of becomes a habit. And that’s all the time, like this moment where you you know, take just a deep breath, dive number, then expect the worst and hope the best. And I think then you’re at a good place. Because when you’re convinced of what you have to offer, and you really see it as an opportunity as a gift for the person and you believe in what you sell, then, you know, it’s so much easier than when you know, you know, you don’t have anything good to sell. You just do it because of the money. That’s another conversation, guys. So I like to think when you have something you believe in, it’s more it’s the same in entrepreneurship like we hopefully you believe in your product in your service. So you want to go out and you want to invite people to work with you, because that is the only way they will get the result they are looking for. Right, they will get the transformation or in your case, like the legal protection that they need. So if we would have be hiding and our businesses, right, then, you know, how could we then serve our soulmate clients, as I call them? Right, that are kind of waiting for us?

Heather Pearce Campbell  10:30

Yeah, absolutely. What do you find now being in the position of teaching other people sales? Right, what do you find to be either the biggest surprises or the the biggest sticking points for people?

Christine Schlonski  10:47

Yeah, it’s the same that when I started, it’s like, people are well, so conditioned, especially heart-centered people, right? If you’re not heart-centered, you don’t care. You can sell a fridge to Eskimo I mean, it doesn’t really matter. But usually I experienced that, like, was coaches or experts, like, they really want to do something good in the world. And, but their condition that sales is doing something to people, and then you have to take the money. And most of them, like over deliver, and you know, under charge. That’s a whole another story. So it’s like that discovery that, hey, you can learn it. And if you’re targeting the right person, so that your soulmate client, and you have that perfect offer for this person, all you need to do is invite them. And all of a sudden, the sales conversation turns into a fun conversation that both parties can enjoy where you don’t have this, like this aftertaste. Right? Or the other. Like sometimes, you know, I have had sales calls where somebody called me and you think like, oh, like, I want to take a shower. Like after that conversation. It’s like, wow, it was not good at all. And you feel how you they started to try to manipulate you. But that’s the thing. Yeah. Yeah, he doesn’t think manipulate.

Heather Pearce Campbell  12:20

No. And I feel like there are some companies that teach really bad tactics and strategies, like, I’ve thought of various networking events, right. And people I know hate that word. But events that are designed to be that way people come together, you’re supposed to be talking business learning what you know, other people are up to, and especially some of the multi level marketing companies, that’s where I’ve seen it, where it’s like, you get invited to a coffee chat or something. And like, I remember one within one minute, she’s not asking me any questions about myself at all, just here, click over on this link and watch this video. And I was like, No. Like, there’s so many ways. I feel like people bungle this and I think probably because they just don’t know any better, not because they’re terrible humans. But you mentioned earlier having a process, right? Is there a process that you train your clients on? Or walk people through? Or a way to help your clients develop their own process?

Christine Schlonski  13:26

Yeah, yeah, I’m totally for developing their own process. Because it needs to be aligned, from my point of view, it needs to be aligned with you. Right, then you feel comfortable in your process. And obviously, it’s, you know, it’s a sales call, right? You have something great to offer, the person has a need, you come together, you might not know each other, you never have seen the person and all of a sudden, you are on Zoom or on the phone. And, you know, there’s always a little bit of natural tension, I would say you might get excited, like, oh my goodness, like you’re checking the boxes, I can really, really help this person. Right, and the other person might get excited to probably till the point when you say what it costs for your investment, and then that excitement might cooled down a little bit, really depends. And so there is always a little bit of tension in the car. And I think that’s good. Because you know, if you keep a bit of tension, you are alert, you are awake. And you know, you don’t you make sure that you will become sloppy in the conversation but you really take in what the other person is saying and you analyze how you can help them and if you are the best person to help them or if you might want to send them somewhere else. Right, which I think is a wonderful tool where you can keep your integrity. Low you can be totally authentic. Like if somebody is not a match for you or you feel like you know, you feel like you don’t want to work with them. Don’t take came onboard, like send them somewhere else, do them this favor, it will keep you leave you in a way better energy at will actually help the other person. And yeah, you don’t make the mistake on onboarding someone you don’t really want to work with. Oh, right.

Heather Pearce Campbell  15:16

I mean, from so many perspectives, it’s a good advice. Because usually when I’m working with somebody in a tough scenario, like unwinding a difficult client scenario, or something that went wrong, I’ll ask somebody, what was one of the early red flags that you had there almost always are red flag. Yeah. Right. And so yeah, what you said about paying attention to how you feel and whether you even have the desire to work with somebody, I think is really important. In the execution of, you know, creating the process or or learning sales? Is there like a couple of key mistakes that people tend to make until they’re figuring it out? And getting better at it?

Christine Schlonski  16:04

Yeah, absolutely. I mean, you kind of describe that. Because people just don’t know. It really, really feels horrible when you get into the conversation. And it’s only about the other person or they just wait for like this millisecond for you to give them the stage. And then they go on and on and on. And, you know, if it’s not a sales call, where both parties are aware, like this is a sales call, yes. Don’t sell. Yeah. I mean, make the offer to have to set up a proper call, especially in those networking. I love that. Yes. And multi level marketing, I have made this experience as well. Right. people reaching out, I had it not too long ago, and I thought I should have known. Nice conversation started on Messenger. You know, all the good reasons what the person liked about me was like, oh, cool that I mean, this could really be a great conversation. And then three minutes, not even three minutes into the conversation, it was like about her, she found her purpose, and that it was about the product. So I was like, oh, no, right. I should have known.

Heather Pearce Campbell  17:20

Don’t you wonder who is designing those scripts for people? Like I feel like it has to be coming from somewhere. I know. Because it’s partly so unbelievable when you’re watching it happen.

Christine Schlonski  17:32

Yeah, absolutely. And they all have like the not all right, sorry. I you know, so many have the same process. And I don’t need to see how they can feel good with it. Yeah. Yep. And that’s also why, you know, often sales has this weird feeling because we all have had bad sales experiences. In our life. Some were like major, right, maybe we did, like really bad investment that we got tucked into something that didn’t serve us. And some minor right, if you buy the wrong taste of bubble gum, you know, you will live but you know, with other things, you might really get into struggling. So yeah, and we all had that. So, especially when we’re heart-centered, and then we want to serve our clients. That voice in our head telling us well, don’t be like this person. That was so yucky. Yeah. Right. You kind of don’t even realize it, but you’re in the conversation. And you’re very, that you come across like this person. And instead of just serving the other person, and also having the courage to ask the right questions, to ask them ready to move forward to ask for your price to make sure you ask those questions like, can you afford this? Like, do you have the funds to pay for this, that also is part of a sales conversation where you want to make sure your client is taken care of. Right? You want to guide them through the conversation without manipulating but was really making sure you understand the need and the desire so that you can serve in the best way possible.

Heather Pearce Campbell  19:19

Yeah. Well, I love that you brought up courage because one of my questions was going to be do you encounter people who really believe in their service or product but they have a like a personal confidence issue? Right, where the conversation is still just hard despite the belief in what they’re doing.

Christine Schlonski  19:37

Yeah, all the time. Yeah. And the good news is though, it becomes better because it’s like a circle right? You have you know, like a state right you your belief system and then you you have the courage to do something, it creates a different result and then from that result feeds into your new belief Man, all of a sudden, you’re in that circle where every time you have a conversation, it gets better and better and better. And you know, more people will say yes to you, because now you stop being weird. Because of what I often see if you don’t have that courage, right? You have the conversations like, Oh, you are the expert, you can talk about your topic all day, it feels amazing. And then, you know, like, after 30 minutes or a little bit more, I kind of have to say the price. Oh, my goodness. And then, you know, some people really become weird. They kind of changed the energy. You know, maybe they split the price, or they say are too loud, because you want to make sure it’s done with confidence. And it’s like, oh, I’m like, where’s the person I just talked to? Where is the expert that was just here? A millisecond ago? No, you know, something is off. It’s not aligned. And that’s also how we repel people. Because, you know, we became weird in that situation. 

Heather Pearce Campbell  21:07

Yeah. So many little potholes to step in. Right. But what I’m hearing you say is, you just have to do it, right. It’s the practice. It’s the iteration of it. And just like any other skill, building, that skill will probably one call at a time or one meeting at a time.

Christine Schlonski  21:27

Yeah, yeah. Yeah, just build that muscle.

Heather Pearce Campbell  21:31

All right, let’s pause for a moment and hear from today’s sponsor. Are you an entrepreneur who is on track to make a million or more in revenue this year in your business? If so, your business is likely facing a host of legal issues that are right for support. And if you are like so many of my clients at this level, you are likely tired of taking unnecessary risks and a DIY approach to legal support in your business. You’re ready to tackle the mess of legal documents, six legal gaps that you have. You want to take care of your IP, your clients, your business, and avoid unnecessary conflict and risk in the process. If this is you, and beyond just being an entrepreneur, you are a catalyst and are committed to your mission and your impact in the world. I invite you to get in touch. You could be a fit for my catalyst club, a small business legal support program that I designed for my high level clients. Just like you, you can find out more at legalwebsite warrior.com. Just click on the Work with Me tab to learn more about the catalyst club and other ways that I support my clients, a fabulous group of world changing entrepreneurs, I might add, you’ve done the initial legwork in your business. And now you want to soar. And you know that you can only go as high and as far as your legal foundation lets you go. So get in touch today, hop over to legalwebsitewarrior.com, click on the Work with Me tab. And if you have any questions, get in touch through the Contact link on my site, I look forward to connecting it would be a joy to support you on your path.

Heather Pearce Campbell  23:21

Do you work with folks because I think a lot of people when I look at my clients, for example, they might have different enrollment processes, even within the same business, right. So some of them might be doing telephone calls direct, you know, one on one or via zoom. Some of them also are doing more of like a group approach a group, you know, a group approach to selling whether it’s a master class or webinar. I know people don’t like the title webinar, but something that looks like a webinar, right, where they’re providing a lot of information and value, but they do have an enrollment, essentially a little mini enrollment conversation at the end of that. Do you work with folks around that process as well? And how is it different from the one-on-one process?

Christine Schlonski  24:11

Yeah, it really depends what kind of offer you have, how that structured at you know what price point, you know, if you enroll, like for a group and you enroll on a bigger scale using webinars or master classes, then depending on the price point, you probably can just make the offer was in the master class or the webinar and people will buy. But then when you have especially when you spend more of your personal time with the person, you want to make sure that it’s the right person, then it’s not someone you know, where you see red flags everywhere, but you want to make sure you enjoy the time working together and it’s probably a different than vestment. So in those conversations, you do want to take your time and you do want to make sure that the person is a match. Right? When you switch that in your mind that you think, well, it’s not about me getting the client, it’s about the person applying. For my valuable time for my skills to work with me, it kind of changes the outlook on the situation. And it can give you just way more confidence. You know, if the person qualifies, great, you invite them if they don’t qualify. Great. You send them somewhere else. That’s simple.

Heather Pearce Campbell  25:41

Yeah, well, and I love you pointing out the importance of that part of the process that it’s a two way vetting, right, because again, it’s how some people can get the wrong people inside of their group offer their group program. And I’ve had to work with plenty of those clients who on the back end, having to get those people back out of their programs.

Christine Schlonski  26:02

Yeah, and that is a pain to like, if you want to stay away from that kind of pain and trouble, make wise choices in the process in the beginning, like put those markers where you say, well, like, you know, I always ask myself, like what my soulmate client have asked that question. And usually when something feels weird, you already, you know, you feel it in your gut. For example, my clients would never like we would have a conversation, they get my full attention. And then if they would say at the end, well, can you send me that offer? I’m like, No, I’m not your secretary. You know, I’m not your personal assistant, that you should have taken notes, you should have been prepared like that, for me would be like a red flag. If somebody would go like, can you know, I’m not gonna sit here, type all the staff or have a template to copy paste. That’s just not what my soulmate client would do. So we make sure you know, who you want to work with, and how they would behave in a situation like a sales call. And then, you know, very fast, if it’s a yes for you, or a no,

Heather Pearce Campbell  27:20

I love that. So a couple of things. And I’ll ask you next about the soulmate client, I want to get into that a little bit more. But what comes up for me right now is how often people have opportunities to fix outcomes in their business by looking at the system that they designed, right, because we all have systems, whether we call them a system or not. But looking at every step, and even micro step along the way, you know, is this going to result in my ideal client, my soulmate client, right? Is it A, a messaging problem? Or is it a system problem? Right? Because I think so often we can look at the system we’ve created and, and apply the fix there.

Christine Schlonski  28:08

Yeah, absolutely. And also, like the clarity was in us, right? Yes. That if you are not clear, and that it’s a question of your energy, like, do you come from a place of lack? Like, I need this client? Or do you come from a place of abundance? It’s like, yeah, you know, I like to have a deal. I want a deal, but not necessarily this one. Yeah, then then it’s like a different energy. And it’s easy to say no, if you don’t feel that this is a match.

Heather Pearce Campbell  28:42

So through your example of even would they ask that question or approach it that way reminds me that, like, in my own business, I’ve had some potential clients show up where I’ve even done like an initial consultation, to learn more about their business, help them start to map some of their legal needs. But then their follow up was terrible. They did not prioritize, you know, like, they acted like, they were ready to move forward. They had me put engagement letters together various things, which all takes time on my part, right, and then would have spawned for two months, and then want me to go through the whole thing again, and there have been a couple of those instances. And I get it from the standpoint that many of us get busy in our lives and certain things end up taking a backburner. But if somebody is, is showing up to have legal work done, and they’re still letting it take a backburner, like they’re just not ready for it, and they’re not ready for my service. And so, that’s one of the things that I look at is how responsive are they to me? I don’t I can’t work with a client who I don’t hear from for two months. Yeah, no, that’s right. So so even at the beginning of they’re not That’s showing some attentiveness to our correspondence or to their own follow up. It’s a no, even if they look absolutely, like my ideal clients, and I’ve had several of those that do they’re, you know, they’re out of phase in business where they’re making plenty of money they have actual legal needs. I know they would actually be a probably one of the bigger clients in my practice. I’ve said no, because I know that it will take so much energy to manage that client.

Christine Schlonski  30:28

Yeah, you want to have fun working with clients. Right? I love it. Like when I work with my clients, I come with a lot of energy. And then after the call, I go out with a lot of energy even more sometimes, because it’s, it was so much fun to have that session to solve whatever needed to be solving or, you know, get rid of a mindset block, or whatever it was. And then it’s so fun if both parties so to speak, like blossom. And yeah, get out of the car totally inspired and motivated. Yeah, those people you want to work with. So that you have to ask yourself, like, Am I dreaming? Or is like, is this like my life? Right?

Heather Pearce Campbell  31:12

Right? No, I know exactly what you’re talking about. Most of my clients are like that. When I show up to a zoom call. And I get up. I’m like, Man, I love my clients. Like I just feel, you know, so happy that I get to work with the people that I do. So I want to move to this concept of the soulmate client, will you share with us? I mean, I think a lot of people kind of get the gist of it, but share with us where that concept came from in your own work.

Christine Schlonski  31:40

Yeah. So when I started learning about business, online business, like I never thought I’m going to be an entrepreneur. Right? The same thing, I never thought I’m going to be in sales, but life gives you some opportunities. So when you take them, you might end up in a totally different place. So you know, I learned like the client avatar. And for me that always felt so heavy, like, is it? You know, is it a male? Is it a female? What age? Do they have kids? What magazines? Do they read? What TV channels do they watch? What’s the income, blah, blah, like, like even claiming all that it’s like, I fear the grain. And I thought like, you know, my client, you know, that doesn’t really matter. Like I have clients that are in their 50s, maybe mid 60s, I also have clients that are in their mid 20s. Like, how can like, that doesn’t work for me. Right? If you maybe you know, if you have like a magic product, or you know, if you have a service for children from the age zero to three or something, obviously, you do need that, right. But like for coaching or mentoring or like a certain expertise, usually you don’t, right. And I always felt restricted. And so I thought like, well, what the person needs to be fun to work with. So I started to look like for those attributes, like all my clients, they’re looking for freedom. Right, they want to be the master of their time. And they want to have an income that allows them to do whatever they want to do and when they want to do it and with whom they want to do it and when and all these things. So I was I started to look more into that. And so the brief definition is basically if you don’t want to go out with the person for dinner, or invite them to your place for dinner, it’s probably not your soulmate. You’re not ready to you know, spend quality time with the person. And I’m not saying you need to invite your clients for dinner, right. But if you ask yourself the question is as a person I would love to have at my place like, you know, my holy wars. It’s a no. No, it’s probably not your soulmate. So who would you invite over? Because these are the people you would have a ton of fun with. Like, who said that your clients can’t be friends and you can’t hang out with them? Yeah.

Heather Pearce Campbell  34:21

No, I love that concept so much. And that seems like such a powerful litmus test, right? Because I think we can all automatically know who we would have over for dinner. And even with those clients, like I find even in the course of the work, we end up getting into conversations like that along the way anyways, right where, and for me, I serve folks around the world. And so many times when I travel, I’m trying to like meet up with my clients so that we do get to hang out right and it’s such a joy. So yeah, I totally understand that and I love the simplicity of that litmus test

Christine Schlonski  34:59

Yeah, absolutely. Don’t overcomplicate it, right? I mean, like, there, it’s doable, especially when you do a one-on-one sales call, you will feel that in an instant. Totally, totally. Just don’t make up your mind and your foot in the first three minutes, right? Give that person a chance. Right? Because you never know, maybe you’re not in a good mood today. And then you have to call and then you know, be open like that, you know that? Like, if after 10 minutes, you say, Well, I would not like to have dinner with this person. I would never ever hang out with them. But I would like to take their money, then you know, something is not okay.

Heather Pearce Campbell  35:44

Yeah, that is a no, I would love to hear more about your journey into entrepreneurship. Right. So we heard a little bit about your early start in sales. Share with us the part of your journey where you transition into partnership, I’d love to hear that. 

Christine Schlonski  36:02

Yeah, that’s, you know, and in the sales job, I wasn’t so cold calling people usually don’t last that long. You know, maybe hear some people too. And I, you know, I lost over a decade, actually I left that position that I started with zero experience. You know, I climbed the ladder, I became from, you know, like, junior sales consultant to sales director and only seven years. And so I was like, in that, basically that golden cage, so to speak, I knew what I was doing. I had great opportunities. You know, I made good money, because I sold successfully and we all know sales, you get commissions. So I had like, all this good stuff going for me, but had this little voice. And maybe you have that tool right now be listening or watching. Like, is that all this? Right from the outside, everything looked pretty fine. But from the inside, I was like, something was missing. And I was, you know, I was getting miserable, not just at the end, like in between, and then it got better. And then you know, you got the next promotion. And then it lasted a little while. And then there was always like, there must be more. And also, I felt like restricted, right. I had like this working hours when I had to be there. And there was not really an exception. And it was like, same old same Oh, so I got like more responsibility. But nothing else really did change. And, you know, still climbing the ladder in every new position. I thought, well, now I can make a difference. Now I can change things like I want them. And I had to figure out that while that was not the case. So the question was, well, what do I do from here? And I did not want to start somewhere else. Because I thought, well, it’s gonna be the same thing, right? You are in a system that somebody else has created. And that’s nothing bad. Like, a lot of people love that. But I got really, really clear and I wanted my freedom, I wanted to wake up and I want to wake up, you know, back then I woke up at five, I left my home at 5:55am to catch a train, to commute to work for about two hours, that was my choice. I moved out of the city, right, so changed. And then I you know, I had like all the day working, and then going back. So I was home at around 8pm And there’s just not a lot of life, even when you love your job and I love what I was doing. You know, that was like I want to create, and I couldn’t create. So you know, the pain becomes more on stronger. And yeah, then, you know, luckily, my boss helped me to make faster decisions. Today, I’m like really, really grateful for that back then I wasn’t wasn’t too happy. But it really helped for me to get really, really clear and to make a decision and to stop, you know, wasting time and dabbling around but really getting clear and saying okay, that enough is enough. Like that’s, you know, that let’s draw the line in the sand. And the question was like, Well, what can I do I have to become an entrepreneur. Because otherwise I don’t want to work for someone. Yeah. And you know, I started with personal development that’s obviously is the best tool for becoming an entrepreneur. In case you haven’t figured that out yet watching Listening as like, you know, becoming an entrepreneur is really the best personal development tool. So I was in that, you know, bubble of personal development and I saw so many wonderful entrepreneurs who were so successful. I was like, well, if they can do it, why couldn’t I do it? I mean, obviously, I have to learn it. But hey, I learned how to sell that I never thought possible. So with entrepreneurship, that must work as well. So yeah, I, you know, started to learn and to take become part of masterminds and programs, and I’m really, really invested. Because if you don’t want to invest in yourself, don’t become an entrepreneur, just don’t get to have a job have that security, that that you think you have. But don’t become an entrepreneur, like you really have to invest time and a ton of money to find those shortcuts to learn from the people who already are where you want to go. And if you do that, I think that’s the most important thing I learned in the process. Right? And that I take myself as so important that I do allow myself to invest in so I can learn. Yeah, and yeah, you know, I never looked back. Yeah. And I am so happy, like, you know, not every morning, but many, many mornings, I’m like, Oh, my God, I can’t believe it. Like, you know, I’m so happy I made that decision. And it was a tough one, right? You know, I let go of I was the over 12 years, I had like, all these clients, and since it was an event business, they would come back. So that was easy, or money, not easy money, but is here money to make, because they already loved the product. They knew me. And you know, I had these teams, the people I felt responsible for, and like, the relationships, it was really, really tough to to let that go. But you know, I did not regret a second of my decision. Yeah.

Heather Pearce Campbell  42:10

Well, you know, seems like one you probably had a leg up on many people that make the leap into entrepreneurship with your background in sales. Yeah, I don’t know if that’s true. It’s just my perception.

Christine Schlonski  42:22

It’s interesting that you say that, because that’s what I thought. I thought like, wow, was all that experience. Yeah, I know how to sell though I have to do a sell. But you know what I discovered Heather? The moment it was all me. Like, it was my brand. It was my creation was my name. I struggled.

Heather Pearce Campbell  42:51

Yeah, it’s different.

Christine Schlonski  42:52

I figured out, it’s not just do you know, I thought it’s like, oh, it’s like a different country, or it’s like a different planet. It’s that different. Luckily, I had the experience. So it took me a while to realize what went wrong, so to speak. And then I could catch myself. And that’s why I’m so passionate to help other entrepreneurs, because they don’t have the experience. They don’t know how to catch themselves. And it can be so easy and so much fun. So the earlier they start with really loving sales. And I always say sales is love, the better they will be at the more successful they will be in their business. And it’s the most important skill to have for running a successful business.

Heather Pearce Campbell  43:39

Oh, absolutely. I had a conversation with another woman on the podcast. And she made a comment that I was like, you know, it’s so obvious, but it was interesting how it was like a big fat, you know, sign in your face, because she’s built and sold like seven businesses, you know, and yeah, multi seven and eight figure businesses. And she just said, Yeah, I’m really good at revenue generation. Right? Yeah. And I know, I know, sales is a piece of it. But if you don’t have it figured out, you just don’t have any hope at revenue generation. Right? And you’ve got to because you also talk about this cycle of investment, if you’re going to go into entrepreneurship, you know, you better be good at investing in yourself and your business and if you’re not generating revenue, and we are much slower path to get there. Yeah, yeah. What do you feel like for you were the hardest early lessons in in your own path on entrepreneurship?

Christine Schlonski  44:43

Yeah, like the revenue generation actually like really knowing that. You know, I need to develop great habits in making revenue and figuring out a way a system. Right that becomes easier, the more you work the system the more this program, because you make adjustments, and really figuring that out so that clients come on a regular base. And also, you know, a lot of entrepreneurs and at the beginning, they started this visibility. Like really being out there, being seen is so important, you cannot hide you, right? People have to see you. And some people will not like, you know, love you. And you have to be okay with that.

Heather Pearce Campbell  45:31

Yeah, totally. I think that’s a hard one that, you know, you talk about leaving a company, and then suddenly, you’re alone. And it feels like a very different planet. Right. And I think that feeling even more of like, oh, gosh, what if because the brand, especially for folks that are developing a personal brand, right, which I think are a lot of folks in your world. It does feel like a lot on your shoulders. And like, everything stops with you, you know, and particularly whether somebody relates to you likes you or appreciates you, I think that can be a hard pill to swallow for people to just kind of get over it. Right?

Christine Schlonski  46:11

Yeah, absolutely. And I always tell my clients, you don’t know what you don’t know. Right, that you start, like I was all, you know, enthusiastic, and starting, and I of course, I had a plan. Right? But then in the making you think like, oh, like, okay, great. But now how do I get that email address? Like, what I know what an opt in is, but how do I create one for my business? And all of a sudden, you have all of these questions that you did not really see coming, even though you prepared and had a plan? And you figure out that stuff? Well, guess what, when you figure out that stuff, you probably have a great excuse of not generating revenue, because you stopped talking to people. Right? So having that balance, where you actually make sure you have you reach out, you connect, you form a great network, you you know, maybe find joint venture partners that help you promote and you promote their stuff. Right, that you cannot stop that process, because you know, will bite you later. Yeah, to focus on Oh, how do I get an opt in? How do I get the email? Do I need an assistant right now? Or can I have one later? Like, how do I pay for it, and like all the stuff, it’s all on you at the beginning. So you know, really prioritizing in the best way possible. Knowing that without sales, you have a business that doesn’t have any blood, so to speak. Right? And we all know, being without blood is not gonna work or live long. So you have to make sure you get the blood into your business, you have that being that you’re creating nurtured. And that needs sales. Yeah. And the more sales you make, the more you can reinvest right and to yourself, maybe into a team. But it all starts with you inviting people to buy.

Heather Pearce Campbell  48:10

And having the courage to do that. Right. I still love that courage. Yes. Because I think a lot of people stop short. They get to the point, like I saw a post the other day on social media. And I thought, oh so true for so many people, they stopped short of making the ask and like, oh, well, I’ll send you an email with more information or with the follow up or with your options, right?

Christine Schlonski  48:33

Why would you do that? And you know, one thing I really want to put out there is you don’t serve the person you are doing that to them, you would not? You doing them a disservice. Right? Because they talk to you. Right? Let me just illustrate that real quick with this live sheet of paper. So when they talk to you, right, they have all the information, you answer their questions. So they know that much. Right? They know all that they can know, that fits on this piece of paper, right? So now you’re not clear. Or maybe you say stuff like, oh, let’s talk next week, or whatever it is. Because you don’t dare to ask about an appointment the next day, or whatever it is. So now what happens is the person sleeps over at the night. Then they might talk to their spouse, to their best friend, you know, entrepreneurship, I don’t get a secure job. Right. And then the other night, and another night. And then all they know is that while it was a nice conversation with Christine, but you know that investment now not prepared to invest. And that’s it. 

Heather Pearce Campbell  49:53

Right. So for those of you who have a disservice, just wanted to say for those of you who are not watching or listening with each of those steps, Christine was folding that little sticky note in half, and then half again and then half again. But it’s really true, right people, it’s the same reason why, for example, people have to go through my legal basics bootcamp multiple times, right? They don’t show up and remember it all and absorb it all. They have to come back again to get an next piece. And usually there is a certain amount of learning and education that people get from those one-on-one calls. And, you know, the timing is right for them to be in the position of decision making, when it’s all in front of them. But you’re right, you give them time. Other stuff takes priority, they forget, they’re gonna miss remember, right? Yeah, as a great illustration,

Christine Schlonski  50:44

Right? Especially because they come into your conversation or to your call, because they have a need, or they have a desire. And when you figure out that you are the perfect person to support them. You really doing them a disservice by saying, Well, you know, I know you’re sinking, you might be drowning, but hey, let me come back later. It’s just not good.

Heather Pearce Campbell  51:09

Yeah, so true. Christine, I’ve loved this conversation. Out of respect for your time, I’d love to know, where do you like for people to connect with you online?

Christine Schlonski  51:21

Yeah, like, you know, Facebook would be a great place. LinkedIn, second choice for me. I’m just not hanging out there too much. But if you’re LinkedIn person greatly, you know, hit me up and send me a message, please send me a message. Let me know. You heard me on Heather’s podcast, and yeah, Facebook, my website, christineschlonsky.com. And, you know, if you love podcasts, Heart Sells! Podcast would be a great choice to listen into. 

Heather Pearce Campbell  51:50

Yes, I highly recommend Christine’s podcast. And we will share all your links, Christine, to your website, your podcast, and your various social links that you’d like us to share on the show notes page. So hop over to legalwebsitewarrior.com/podcast, look for Christine’s episode, you can find everything there. Christine, I think you had a free offer for people, which I think is extremely generous. If you’re listening, you’re gonna want to pay attention to this. I’m gonna share a little bit about what it is.

Christine Schlonski  52:24

Yeah, definitely, it’s a sales assessment call. So what we will be doing is we will look at your process on the call, like, where are you in your business? What really is the big gap you want to close? And then I will give you depending on your situation, 123 steps you can take next, to really fix that. And you know, if at the very end, you say, well, Christine, how can we work together, I will be more than happy to make you an invitation and show you a way to get rid of sales fear or phobia forever.

Heather Pearce Campbell  52:58

Oh, I love that. So you get to connect with the expert directly. And if you’re listening, I highly recommend you take Christine up on this. Christine, I have loved this! So love what you do, because it’s critical, just critical for the types of entrepreneurs that we serve. Any final takeaways that you would like to leave people with?

Christine Schlonski  53:21

Yeah, I would love to encourage every one of you like you listening you watching, please, please, please don’t throw your gifts away. Just stop dreaming ,act now. You know, you serve people when you sell and sales is love. And we know that when we share love, it grows, right doesn’t get smaller or diminish as it grows. So go out there and just blossom and shine. And your soulmate clients will love working with you, but you have to show up for them first. So please just show up.

Heather Pearce Campbell  53:57

I love that soulmate. Thank you, Christine.

Christine Schlonski  54:00

Thank you so much for having me here. There was so much fun.

GGGB Outro  54:05

Thank you for joining us today on the Guts, Grit and Great Business® podcast. We hope that we’ve added a little fuel to your tank, some coffee to your cup and pep in your step to keep you moving forward in your own great adventures. For key takeaways, links to any resources mentioned in today’s show and more, see the show notes which can be found at www.legalwebsitewarrior.com/podcast. Be sure to subscribe to the podcast and if you enjoyed today’s conversation, please give us some stars and a review on Apple podcasts, Spotify or wherever you get your podcast so others will find us too. Keep up the great work you are doing in the world and we’ll see you next week.