With Loral Langemeier, N.Y. Times Bestselling Author & Speaker, also known as the Millionaire Maker and featured in the movie “The Secret.” Loral is a money expert, sought after speaker, entrepreneurial thought leader, and best-selling author of five books. Her goal: to change the conversation people have about money worldwide and empower people to become millionaires.

The CEO and Founder of Live Out Loud, Inc. – a multinational organization — Loral relentlessly and candidly shares her best advice without hesitation or apology. What sets her apart from other wealth experts is her innate ability to recognize and acknowledge the skills & talents of people, inspiring them to generate wealth. She has created, nurtured, and perfected a 3-5 year strategy to make millions for the “Average Jill and Joe.” To date, she and her team have served thousands of individuals worldwide and created hundreds of millionaires through wealth-building education keynotes, workshops, products, events, programs, and coaching services.

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

• “We’re conditioned all through school, to either go into university or go get a job.”

• “There’s no cash to manage if you don’t know how to make it.”

Check out these highlights:

4:30 How Loral got started on her path of entrepreneurship.

7:58 What’s the key to making millions in your business?

11:09 The “needs permission life.”

16:03 The Ask-Tell-Ask

23:40 “You’ve got to learn to make money as a primary skill.”

26:51 How do you make money from your skill base?

34:34 The three biggest tools Loral teaches at her marketplace.

How to get in touch with Loral:

On social media:

https:/www.instagram.com/themillionairemaker/

https://www.facebook.com/lorallangemeier

https://www.linkedin.com/in/loral-langemeier/

FREE GIFT FOR LISTENERS:

Head on over to Loral’s website to register for Ask Loral Market Awareness, for free! Register here.

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Loral Langemeier is an N.Y. Times Bestselling Author and Speaker. She is one of today’s most visible and innovative money experts. She accelerates the conversation about money, sharing how to, not just survive this tough economic climate, but how to succeed and thrive.

Learn more about Loral 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 0:00
Coming up today on Guts, Grit and Great Business.

Loral Langemeier 0:02
And he’s getting a triple degree. He’s getting accounting, finance and management. And still to this day has said, I have never learned what you taught me growing up. Still it because it’s traditional. He said they’re teaching me to be an accountant employee, or be a finance manager, or you know, teach managerial skills, but not manage any of it not learn your own cash flow, like generate it from nothing, and you don’t have to have money to make money. And it’s all right here, it’s gonna come out of your mouth and you’re going to provide amazing expertise, or a product or service and people can pay for it. It’s that simple. In the way I say it, and you know, most people listening going, Man, this is crazy. I am not crazy. I make more people money than any other mentor coach.

GGGB Intro 0:45
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 1:15
All right, welcome. I am Heather Pearce Campbell, The Legal Website Warrior®. I am an attorney and legal coach based here in Seattle, Washington. Welcome to another episode of Guts, Grit, and Great Business. Today, we have got a super fun guest the topics that we’re going to cover. I just know we’re gonna be awesome. Loral Langemeier is here with us. Welcome, Loral.

Loral Langemeier 1:47
Well thank you, Heather. Great to be here. I love to see your podcast launching, exciting times.

Heather Pearce Campbell 1:53
It is exciting times. It’s been so fun. That’s been one of the big bonuses that have come has come out of COVID for me. Um, so Loral and I, for folks that don’t know Loral, first of all, you should know her and many of you will, and do already know of Loral’s work in the world. Loral and I crossed paths, gosh, five years ago now I think it’s been five years, I was really just launching a new idea for a new business. And it’s really a parallel path for the way that I can serve entrepreneurs who I already am serving. Right so that was the whole idea behind The Legal Website Warrior. And so I got connected I can’t even remember initially how but I got connected with Loral’s online program where she teaches you to make fast cash. That was my very first experience. Now as I jumped in and did it. There’s actually a whole backstory behind that that I should tell you sometime Loral because I don’t know if I ever have. But then the next year I ended up at one of your live events, the ultimate millionaire summit live right. So that’s when I very first met you in person. I really enjoyed that event. felt like I was in a group of entrepreneurs who I could relate to right. You and I talked about that. Anyway, so Loral is here. For those of you that don’t know Loral, she is a New York Times bestselling author and speaker. She is also known as the millionaire maker and was featured in the movie The secret. She has helped create 1000s of millionaires through her mastermind group her wealth-building seminars, live workshops, and more. She’s been on CNN, CNBC, the Dr. Phil show, the view and more. Loral grew up in Nebraska. And also I love this about her business through her business live out loud, which is now called Integrated Wealth Systems, right? Yep. She has provided free financial education on fundraising via her mentorship programs to hundreds of children by providing scholarships of well over $3 million over the past 15 years. So Loral, this is what one of my favorite things actually about that first live event that I went to is you had like a kids program or something there like you had children there and this whole thing that they got to participate in and learn about entrepreneurship as kids and so I love that about your work and what you teach. Welcome. I’m so happy to have you here.

Loral Langemeier 4:19
Well, thank you. It’s great to be here.

Heather Pearce Campbell 4:21
Absolutely. So talk to us a little bit. Take us back to the roots of your path into entrepreneurship. How did it start for you?

Loral Langemeier 4:30
Well, again, I grew up in a farm in Nebraska. So you know, farmers are really entrepreneurs, but I don’t think that there was a there was no conversation like that. It wasn’t Association like that. So you kind of just figure it out. And my parents were very young, their babies having babies, really young teenage parents. And there was a certain period where my mom started a catering business, she was really great at decorating cakes. And that was just for extra income. Which is so interesting cuz I think so many women identify with the business, whatever they’re doing is having to be the extra income versus the income. Right? You know, their life or their purpose. And so man was mowing lawns, I was driving a tractor. At seven, I was mowing lawns, mowing cemeteries for money at 13. So I kind of always had gives us that whole psychology, I was in 4H and sold calves and sheep and horses and all that kind of stuff. And so when I was 17, and went off to university, I was on an academic basketball and academic and athletic scholarship. But it wasn’t enough money to go to university. So I had to get a job, you know. So there are the kids always say that, you know, we’re in everything. So I was in everything. And there’s those that were being you know, the parents paid for everything. And those of us that had to go work. And so I remember, like, I went to work at a bank for like, a minute. And I thought this whole job thing reporting for duty is not going to be me ever. So I was at the gym, and literally looking around, and people were following other people around at the gym. And I was like, What are they doing? And he said, oh, there’s a personal trainer as well, how much do they make, and he said, 40 an hour. And I said, I’m a personal trainer. So at 17, I just, you know, declared myself that. And probably a year later, I had 16 people from the basketball team and track team working for me, because they really worked for me then job. And we got into swimming lessons. I mean, all through my bachelor’s, which is in finance, and I got a master’s in exercise physiology. I trained, I trained people on all sorts of sports, speed training, nutrition, all sorts of stuff, and then got into corporate wellness and 24 was probably my big breakthrough. year, I got a huge contract with Chevron to build 272 fitness centers on offshore oil rigs,

Heather Pearce Campbell 6:41
I remember that.

Loral Langemeier 6:43
I just said yes. And I think the theme of not only being an entrepreneur, but what I teach about money, just like the workshop you did, and we’re doing that workshop, now that making money workshop, we call it our marketplace, we’re doing that twice a month. Now, during COVID people learn to make money really fast. So I just kind of naturally did it, and knew how to leverage. But I also had a lot of good mentors. I had mentors, ever since I was 17, as well. And I think a few things right, I got to figure out how to make money, which is not difficult, anybody can do it. But when you’re trained as an employee, I mean, the biggest kind of code I have to crack for most people, especially during COVID, with the number of employees that have been laid off and really kind of, I shouldn’t say forced to become an entrepreneur, because they kind of want to be but they’re scared to be yes, the amount of employee thinking they have I mean, they’re so conditioned to not think right school is conditioned you to not think, to not collaborate to not do everything you do as an entrepreneur, you have to unlearn a lot of employee things, it’s, you know, I’ll get clients and Heather, you can totally appreciate this. And I’ll say, I’m not your boss, I’m your mentor, I’m your coach, I am not going to tell you what to do, you have to get up and do a revenue-producing day. Those are probably you know, some of the things that I really teach that’s different about my work is sequencing, which is doing the right thing at the right time. You say yes to a whole bunch of things you have no clue how to do, and you just find a team to do it. Which is the key to making I mean, hundreds and hundreds of millions, is you say yes, and you find out who’s going to do the work, you don’t do the work. Huge key to that. And then unlearning this weird behavior. I think that a lot of it’s inherited, I’ve been really using that language, you know, patterns around a lot of money. You just see people struggle through this whole COVID thing and not being able to move online and, or to shift their businesses. I’ve been busier this year, and actively strategizing businesses on how to stay alive, how to how to get the stimulus package, how did you how to do any of this? How do you say yes, and in a world that just you know, locking you down? Huh?

Heather Pearce Campbell 8:44
Yeah, it’s a lot. I mean, there’s yeah, there’s so much to unpack there. And the I love your phrase, the, the say yes, and figure out how right that I remember learning that really early on in some of your trainings and also seeing the way that that shows up in your work. And, you know, the piece about people inheriting these money stories or their approach to money, even the employee mentality from parents that there’s a huge part to that. I mean, there, there really is so much to unpack for so many people, when you look at not only what we inherit from our parents around thoughts, ideas, opinions about money, how challenging it is for so many people to even talk about money, right? It’s such a taboo topic for so many people. And one of the things that I love that you do in your work is it is front and center. We’re going to talk about money, we’re going to get women comfortable talking about money like it is just a thing that we’re going to do and a lot of people that’s really challenging for and scary and scary. Yeah. And then you take what society layers on especially with the employee mentality, and even our education system, right really designed to produce little employees/

Loral Langemeier 9:56
Little employees and a lot of rules. I mean think about, like, just the need for lunch hours and need for a break. I mean, I remember even being young, being super challenging. It just challenging the norm. It’s like, Why do you have to do right? I remember I’ll never forget it. Because about seven. It’s kind of my kind of breakthrough year, my mom would remember, like, Oh, my gosh, you become a challenge,

Heather Pearce Campbell 10:19
Break through at seven.

Loral Langemeier 10:20
Hilarious. Like, why do you breakfast and back in the farm, you call it breakfast, dinner and supper? It’s like, just eat when you want to eat? Why do we have all these rules, right? Who says you have to go to bed if you’re not tired? Like, I would just be this little inquisitive? Why? Why do we do things we do? Like, why is this just a pattern? Why can’t you just you know, be more joyful about it. So a lot of the work in the beginning with a lot of clients, especially during this marketplace, where we’re teaching them to make money. And if they just make a decision they want to, and it’s that simple. And I can say it that simple. But all the techniques, as you know, around it, the STL asks the talk to 21 people like the whole structure put around how to make money in a day. It takes a little while for some people who are really indoctrinated into that routine, need permission life I call it you know when they give themselves permission to be an entrepreneur. And even if you’re employed, I mean, don’t hear the message. I used to be pretty loud about it, and they just go quit. But you know, some people aren’t good entrepreneurs, but so you should like keep your easy job. But ya know, for a lot of reasons, right? There are so many reasons you want to be an entrepreneur and teach your kids.

Heather Pearce Campbell 11:28
Yes, yes. Well, and you know, first of all, I still want to revisit the part about you there must have been some internal drive, like the fact that you could see entrepreneurial opportunities, even that young, right, there was just something in you that just maybe came that way, or you just had a passion for it, which I love and that you could so quickly translate that into opportunities for other people. Yeah. And that asked how ask system that you teach in and I think it was like fast cash. I can remember what you called it then. And now you’re calling money marketplace. Is that right?

Loral Langemeier 12:03
Yep. The meetup marketplace where you make money. Like literally, I always say, you know, I teach for eight hours, like I don’t have any my work because you know whether I do the work. Because I have all the knowledge. And if I have a whole group of 50-60 new clients, I need to know, I need them need my experience. And I have awesome expertise that comes along. So we teach for eight hours in two days. And then we are in a marketplace for eight hours in two days. So it’s a two day event. And like and so like I’ll teach for two hours, and then you go practice for two hours. And then I teach for two hours and go practice for two hours. So it’s a huge team that just circles around and really has you breakthrough, like what should you be instead of whining? Well, I don’t have any money and I need to make money in order to cash in learn the skills to do it. It’s not difficult. I would say it’s not difficult. We’re just not trained like you don’t even like my son right now he is a third-year university. And I’ll never forget me constantly getting texts, and he’s getting a triple degree. He’s getting accounting, finance and management. And still to this day has said I have never learned what you taught me growing up still in it because it’s traditional. He said they’re teaching me to be an accountant employee, or be a finance manager, or, you know, teach managerial skills, but not manage any of it not learn your own cash flow, like generate it from nothing, and you don’t have to have money to make money. It’s all right here. And it’s all right here. It’s gonna come out of your mouth and you’re going to provide amazing expertise, or a product or service and people can pay for it. It’s that simple. In the way I say it and you know, most people listening going crazy, I am not crazy. I make more people money than any other mentor coach.

Heather Pearce Campbell 13:42
We’ll and I’ll share this is a perfect time actually to share the story around how I initially got into your, you know, your online version of this program that you’re doing now. And the funny part is I was so I was a relatively new mom right? So my son Aiden was little tiny guy and my best girlfriend and I had actually decided we wanted to go see Hugh Jackman on Broadway right we had this Hugh Jackman connection because our first time out of the house after having babies was seeing lame is in the movie theater. Right and so we were all hormonal and like cry, you know? Anyways, we were big lay ms fans. And then this thing popped up and I was like he’s on Broadway in New York. What I didn’t know he did Broadway. So I just asked her I said how fun would it be to go and she was like, right, fun. I was like, let’s do it. He’s like, okay, first of all, I didn’t have $2 in my bank account. Like I was a you know, a mom, full-time mom also working but really to pay bills. We had massive medical bills related to trying to have kids and pregnancies and I’d had failed pregnancies after having Aiden. So there was just a lot going on in our financial story, right? But I was like, huh, I still want to go I want to figure out some way to make this trip and go. And in your email I don’t need to this day, I don’t know how I ended up on your email list this thing that pops up literally in my inbox that says like fast cash or something. I was like, Yes! Signed up. Yeah. And you know, I’d already committed to go on this trip, like, I paid for the airline tickets, she got the Broadway tickets, you know, total, the whole trip cost us each I want to say $800. We flew out on a Friday night, saw him on Broadway, Saturday night came home Sunday, that was our trip, right. And it was a pretty big deal for us as new moms to get away and like this time together, guess how much I made in your fast cash day. $800 exactly what it took to pay for that trip. And I was totally like, this works like I needed $800 to do this trip. I did Laurel’s fast, you know, but the process that you walked us through isn’t easy. And for most people, it doesn’t come naturally. Right. And, and it but it works, we you share for a minute a little bit about your ask, tell, ask and how you get people into the mode of thinking in terms of creating revenue?

Loral Langemeier 16:10
Well, in I’m gonna go back to how we’re conditioned, I mean, we’re conditioned all through school, to either go into university or go get a job, right. And then once you have a job, because I ended up having to actually be an employee at Chevron, because I couldn’t afford the helicopter insurance because I was flying around and see planes and helicopters as an independent business. Just the insurance got crazy. So then I became an employee, he did it. I got written up for insubordination all the time. But my point is sharing all of our stories, we’re not conditioned. If we were conditioned, which is why I, you know, I don’t really know I want and I’m getting a lot of my work now that, you know, so many people are homeschooling. And when we are in process of really making our work and getting a certified as a homeschool financial literacy course, and a business literacy course, because it’s the right stuff we teach. If you are taught in fourth and fifth and sixth grade, to sell, right? You have a product and services, somebody’s going to pay you for it. It’s like simple, you’re either gonna buy a phone, you’re gonna buy this little computer, you’re going to buy a pin, you’re going to buy whatever.

Heather Pearce Campbell 17:10
I still have a little bracelet that your daughter made that I bought from her at one of your events, right?

Loral Langemeier 17:16
So they’re not I mean, if my kids want something they know my answer is the one thing they can have at any time if they have the right offer is taking up my database, right? So if they need to make money, or they want something that I’m either not willing to pay for, that’s just our rules. It’s a 50-50 deal. They gotta make the money. Like I’ll never forget Logan wanted, like one of those new iPhones when they first came out. And he was really young. And I’m like, No, no, we’re having this year. It’s like, it’s a mom’s not going to be you can do anything you want. So I never say like, no, no, no, it’s like, you are welcome to do it. You everyone. So off his little brain goes thinking, thinking thinking, what could he do? And he was like, Yeah, I mean, he was winning massive, like ski competitions. Nice. Well, we’re heavily in Australia, and a lot of Australians are coming over. They haven’t seen snow, much less teach them to go ski. So I don’t know me. He’s like a little squirt. I don’t know, six to seventh grade maybe. And he said, What do you think, Mommy? How much can I charge them? So how much is the phone? And so I don’t even remember, but I remember it was like $50 or $75, where you can go hire a professional. But I said, Yeah, but that professional may not have all the awards you have. So the way he goes into my database I’ll never forget, he comes in, maybe actually sat by Damon and Eric. And a guy came up with little script. And he literally calls like, you know, this is, you know, Logan Loral’s son. And I know you’re coming from Australia. And if you come over a few days early, you can pay 350 dollars to have the resort teach you to ski or you can have me teach you to ski. And that little squirt man on two weekends in a row. I think he made we made more than a 1000s of dollars. But I just you learn about like, why it’s hard for a lot of people is the conditioning. Yeah. We’re not trained. Even when you go to like continuing ed hours. I mean, he was a lawyer. You’re not you’re trained. Like just to be in that profession. My brother’s a PA.

Heather Pearce Campbell 19:06
Yeah, you’ve not trained the business of law. You’re trained on how to read the law, analyze the law, research that right? You’re not trained on the business of it.

Loral Langemeier 19:16
No, and the doctors aren’t either my brother again, PA, he’s not trained on how to do any of the business of being, you know, in the medical profession. chiropractors, they’re not trained on how to be in business. I mean, no one is in fact, if you think about most of the schools, even Harvard, Stanford, even the executive level sales is not taught you gotta say well, where what are the three top entrepreneurial skills, the right marketing, which is getting lead selling, which is selling the lead to become a customer and get cash flow as fast as you can? The most three obvious things and no one teaches it. Even at the entrepreneurial college level. If you look at like I you know, I put my hat in the ring many times to become an adjunct professor. Like Well, you could teach cash flow management. I said, No. I’m going to teach myself, which is how to make cash flow, there’s no cash to manage if you don’t know how to make it, and but there’s just so they’re like, well, that’s not part of the curriculum, it’s like, well, that’s because you’ve never run a company before. Like, you’ve got to have those three. They’re not taught, they’re taught out here by entrepreneurs. And, you know, even if some classes, they’ll have like old theory, marketing stuff, um, it’s just not the right stuff. So what I kind of got, again, common sense, I think that comes from my Nebraska upbringing. It’s just common sense. So how do you, you’re not gonna be business if you don’t sell? You know, the best thing ever. I mean, you know, like, I know how to because you’ve been around this whole industry, some of the best content in the world still lives on shelves at once inventory that expired in garages that get thrown out. So some of the best stuff never gets marketed because it never gets distribution and never get sales. If you watch Shark Tank, what’s the first question they ask everyone? It’s the first question I asked my clients, have you made a sale? It was everybody who wants that thing? And they’re like, no, but I’m developing it. It’s like, No, you don’t develop anything. If someone doesn’t pay you for it, you don’t go develop it just because you think it’s a great idea. The market tells you if they want it, they will pay you. I mean, what I do books, I pre-sell books, like right now we’re doing a kid’s book, I wasn’t gonna go on a big publisher, and what and the more we thought about it, it’s how to make your kids millionaires pretty simple. And I wrote it, but I also took on a partner, because also had a disabled client. And it was Kyle. And he is a retired lieutenant colonel from the Air Force, Air Force fighter pilot and Air Force fighter pilot trainer, most meticulous, I mean, you’re teaching people to fly, you know, maybe a few feet apart in $7 million aircraft. So very different way he taught his kids to be millionaires, but he is a multi-millionaire. And he really came to our community to diversify and understand money rules and just wanted to be around smart money, people. And so when he came in, we started talking about what he did to make his cars, millionaires, what I did, we couldn’t have done it. 100% different 100% different. So our book is about the range, what I call the range, and everything in between about how you make your kids millionaire is not difficult. So a lot of you know, the like set is hard, you know, for people is we’re not taught to ask, we’re not taught to sell, we’re not taught to say how do you want to pay credit card Venmo cash app, cash app, you know, I got a swipe, you know, you want to email, email, your, you know, bank, and I was like, we’re not taught to do any of that we’re taught that the way we make money is it’s just on an ACH right into our bank account, right? People don’t even deal with money, and then they can auto-pay their bills. So if you think about people’s relative connection to money, it isn’t there right. It’s not that money comes from a job and your bills can be automatically paid. And here’s the most ridiculous thing is why are you paying everyone else before you pay yourself. And I know, there’s an old saying of pay yourself first. But what I teach it, it invests it. So if you put your money into a real estate project, or gas into a project, or a marijuana project, or whatever business you want to buy, you know you’ve made it and you’ve invested it, and it’s not liquid, you can’t spend it on a bunch of crap you don’t need. So I have a very rigorous process about you know, making, investing, making, investing. But the first thing is you got to make money now, and when you understand that you could go anywhere in the world, and you can have that level of confidence. And it’s probably, you know, people say, Why do you still do all this after all these years, right. And I built I’ve got a huge team around me. So that’s why we changed the name, liveoutloud.com still exists. It is Yeah, our business. But the brand of integrated wealth says what we do we integrate your wealth with a team of people. So I could back out a little bit. But still do the works. I love the work because people need this desperately you’ve got to learn to make money as a primary skill. It’s Yes, fourth and fifth grade. How do you create money from a product or service that you give value? to other people? Yeah. And well, and I won’t, but people don’t get it.

Heather Pearce Campbell 23:53
No, it’s true. And there is something I mean if for anybody who is listening to Laurel now and has not heard you, present or sell from the stage, got to get yourself to an event that you know, Laurel is at. And the reason it really is a joyful experience to watch you work and to see how direct and open you are. And like, Look, if this is for you, here’s how you’re gonna get it. It’s this direct, you’re gonna pay for it upfront. Well, you know, on a credit card, no, I’m not your bank, you can pay in full right? And it’s just this very like, no, this is how it’s done. Yes. And it’s really empowering to see that level of like, an invitation for somebody to sign up for something and honor themselves and your business in the process. And, you know, even in my legal coaching with a lot of entrepreneurs, you know, at various levels, but a lot of them are still having I mean, you know, I there’s no business out there that doesn’t have a client issue at some point, right. It’s just part of being in business. But I tell people, you know, if you want less trouble from your clients, Have them pay in full, have them fully commit, and not be put on a payment plan. And like there are ways that you can craft, right like, standing in your value, knowing what you have to deliver and charging for it and asking for it upfront.

Loral Langemeier 25:15
Have to, I mean, what’s interesting is when you drive or go into a car lot, you can create paint payments. But if you ever studied the financing model, because we own you know, something, a new client just brought one my acquisitions this year was part of a Ford dealership, and I can tell you financing is where all the money is, it’s right warranties, it’s insane. Because people don’t understand what they think about. And this is what again, another part of that financial conditioning is you’re not taught, you know, what you can afford and what you want. And just to create whatever you want. I mean, in 2007, I bought a private aircraft, and I just, you know, I turned back into my company and said, company, you got to make an extra $50,000 a month, because we’re gonna fly privately now, as a team, so we’re not gonna say we can’t afford it, we’re gonna say, this is what we’re going to do, and we’re going to ramp up our sales. And that’s what any successful business does, when you walk on to, you know, a medic. So go back to my car example, when you go and walk onto a car lot, I mean, how people are taught, I mean, think about it, even at the infomercial level is, you know, is you can make an extra payment, or for $997, and five payments, and blah, blah, blah, the amount of money you pay in financing is insane. It’s better to put it on your own credit card, and then renegotiate your credit card terms down to really low single digits. If not zero, I can help people get 0% cards easily. And even if your credits wrecked, that can get fixed very quickly. And you can get to those levels. So you’re not paying for that. But how people pay is so conditioned if can you afford it? Versus what kind of money can you make?

Heather Pearce Campbell 26:42
Right? Versus how can I afford it.

Loral Langemeier 26:44
Right. In my whole premises afford anything you want, live the life you want, but you got to make the money. So now let’s get to the real skill. How do you make money from your skill base, you say? Well, I’m not very skilled, don’t even lie to yourself, you all have skills. Kids have skills. That’s why I include the kids because I want them, I want them to see what’s funny about the kids coming along, and especially the teenagers is they’ll get it because they don’t have all the weird conditioning quite yet. Now, then what I love is that they will keep supporting the parent, they’ll say, you know, Loral says, I have so many parents is that? Oh, gosh, I wish you know, I said you actually say you wish they wouldn’t have been there. But you’re glad they are because is a completely different way to generate to their life, you can move anywhere, you can create anything, you can sell anything. I mean, and you are correct. I mean selling from the stage. And you know, I’m hired to pitch, right?

Heather Pearce Campbell 27:37
You’re brilliant at it. And I mean, you can talk to anybody else in the industry. And they’ll say watching Loral work from the stage is really something you got to see, like, you know, it’s it’s a phenomenal thing. And for people to even develop a portion of the skills would serve them very, very well, in the business of this topic of the kids. I just love I’m going to share a quick story, my son who is now eight, but I think at the time, he was probably six, it was a summertime vacation. Not a lot not this past year, but the year before. And we were in Montana. And like I’ve got a kid who’s obsessed with rocks. And I know a lot of little boys are right, but like we collect rocks wherever we go. And I didn’t know this. But you know, prior to having kids, when I remodeled this house in this lot, I ripped out all the concrete and I have like these natural rock pathways that I installed. So he just could be in our yard and be collecting rocks. Well, we’re on this trip, and we are in downtown Missoula. And he walks past like a rock and gem shop. And you can just see the lights go on. He’s like, Mom, people will pay you for rocks. Like he just can’t believe it. Like his favorite thing people will actually pay for the right, I love the rest of the trip. All he wanted to do was collect rocks. So we went out to this river and we helped him collect pretty rocks. And we chose them based on shape. And then we’re in the motel or the hotel that night and it was just like, you know, some regular little hotel and he’s like, Mom, can we go down to the lobby and I’ll set up a little, like, store at a table and see if I can sell some rocks. And I was totally like, Okay, let’s do it. Let’s see what happens. You know, it was really fun, like a learning opportunity. And we talked about marketing. And we talked about how you have to get people’s attention. He’s like, Mom, why aren’t those people coming over here? You know, but it was like these little mini business lessons that we got to talk about in this experience. But even just watching those light bulbs go off. Yeah, it was so fun to see. So now you know he’s right. He’s a little bit older, but he’s definitely the phase where I’m like, how do I start teaching him about this stuff in a way that’s really meaningful for him at his age. It’s so important.

Loral Langemeier 29:51
Going to read the book. Awesome. Yes, we are in a galley copy. We were going to have it ready for the holiday and then we just had a lot of great feedback. So again, the way that we do books and the way I would teach you to do any product is you go sell that you sell the idea. And I don’t know how many hundreds of people paid Kyle and I 20 bucks for our book, and rolled up our sleeves, and we went to work. And so then we worked on the book. Obviously, I already wrote a lot of books. So my stuff got kind of cut into his stories, and we put this blend together. And then we had such good feedback and pretty rigorous feedback. And then we kind of stood off and said, Well, how should we really do this book? By the way, we had made 1000s of dollars by then. So we and still is still pre-selling the book. But then I went back up to McGraw Hill, who I did my millionaire-maker series. And I said, it’s time for millionaire mentor number four, which is, how do you do it for your kids? Now? Yeah, I proved it, that I can make kids millionaires on paper by 10. And then, you know, I have a whole structure on how to get your kid to college. My son is super academic and academic, all American. And he’s got a massive NCAA, you know, super proud moment, probably on his way to the NFL. But there are things like flying back and forth from Georgia, and originally he was in Florida. But those are not business expenses, because he has a real estate company, his real estate company pays for him to go to college. Like there are so many things out there that I cannot wait, I love teaching people. And they don’t know about it, because the traditional financial world doesn’t step in this direction. And it’s sort of you know, the way I describe what I do is there’s you know, traditional medicine, and then there are all your alternatives, where were the alternatives in money that are illegal, they are structured, it’s what millionaires do, but see who’s teaching?

Heather Pearce Campbell 31:36
Yeah, who educates the masses on this.

Loral Langemeier 31:38
I mean, you’re in a financial transaction, is one of the new fun homework assignments I give new people who just meet me is I want you to document you know, get a little journal, I want you to tick off how many times you’re in a financial transaction throughout the day. So if you go to coffee, if you get in your car, you’re driving this gas, you got to do that you’re living your house, you got to start your day with you have some rent or mortgage to pay, and you turn on the lights. Well, that’s electric. Think about how many financial transactions are just blindly done. Without any choice or plan.

Heather Pearce Campbell 32:06
Internet. You and I connecting right now through a paid zoom, you know, account?

Loral Langemeier 32:11
Yep. phone bill, I mean, all this stuff that I should say is taken for granted. It’s just unconscious. And so my job, right, but the purpose I’ve taken on is to wake you up. And because once you start documenting, I don’t think I’ve known anybody that can get through a day with less than at least a dozen. I like, even sitting on the couch, you got to look around, okay, well, I have the internet on my phone.

Heather Pearce Campbell 32:33
Gonna eat food today.

Loral Langemeier 32:36
If you’re not, you know, on your own, well, you’re paying for water.

Heather Pearce Campbell 32:39
Gonna flush the toilet. That’s right.

Loral Langemeier 32:41
I mean, if you think about all the things that just kind of naturally get paid, they don’t naturally get paid. It’s an inherited behavior. And I just got to stop you dead in your tracks and say, I need a plan. At least, just plan that I’m choosing and then consciously talk to your kids. And let them have a choice. I think you know, the biggest, you know, misgiving, I think about the education system, having been through it, and getting a master’s degree and all of that. Because I’m a fan of all of that, I think that’s important, is you’re not given a choice to be an entrepreneur ever, ever.

Heather Pearce Campbell 33:13
No, I know, even in law school, I felt like by the end of my three years of legal training, you were getting funneled, either into a large law firm life or government position, like those are your two choices. And I decided, I think the very end of my final year, there was a small class, I think there were probably only like, 10 of us that signed up for this class issues in solo practice, right? But it was enough of a like a boom, I wonder what that’s about I signed up for and I sat through that class. And I was like, I think I can do this. I think I can do solo practice, instead of going to work for somebody else who’s going to tell me what I should be caring about, because I don’t want to do that. I just lost my mom. I was not interested in working with somebody else’s version of my life. Right? So yeah, I’m with you. It’s not taught. And it sometimes can take really unusual circumstances for you to get there or hard circumstances or losing a job, or you know, what a lot of people are going through now where they feel like they don’t have a choice. Or maybe they’ve already, you know, in the past wanted to, they just never felt like they had the courage to, they never knew how to.

Loral Langemeier 34:20
Yeah. And those are the ones that I love. I mean, there’s some I’m conditioning that has to happen. I just, you know, for my fitness background days, I just say just atrophy, a lot of that conditioning, and you got to bring on some new skills. And again, the three biggest skills that I teach at the marketplace are how do you market how to get people interested, and generate that name, phone number, and email, and you got to have all three. In fact, if I’d give up one, I would give up the email before a phone number. You want a phone number always overtop of an email. So how do you get people interested in their phone number, so then you can call them and you can ask them what do you want? And how can I help you? tell you how I’m going to help you with them ask you for money. So that’s my answer the last it’s very simple. And, literally, you’ll be making money in a few minutes when you really get an amazing moment. And the way we’re doing it now super fun is we actually are on zoom. And we have a small breakout room. So there are usually about 30 people in a room. And literally, we have, at first we had to go away, and they’re like, oh, they’re not coming back. So now we’re like, Okay, you got to stay here. And then you’re like this, you know, I want to do this. And then I’m going to mute like this. And then I’m going to be like this. And so literally, you and I would be doing an SLS. So we’d be mute from everybody, but

Heather Pearce Campbell 35:32
Right, but you’d be on the phone. For people that are listening and can’t see Loral, you’d be on the phone with your zoom muted doing business.

Loral Langemeier 35:40
Yeah. And then what we do is we can watch that, if you do two or three of these sessions, he’s asked the last sessions, you’re not making money, then you have live feedback that you can come back live and say, all right, I’ve done two or three, you’ve watched me, I’ve gone from here to here, and I’m not making money. So then we rescript you and script and then you get back out and practice. And the most money made really other isn’t inside the classroom that we create, because that’s really the practice place. It’s when you get on the phone, you call your prior clients because we’re going to teach you some skills that we have, we’ve had people make 1$9,000, $21,000 in two days, not because they’re selling inside, even though you do.

Heather Pearce Campbell 36:20
So they’re taking those strategies and actually applying them in their business.

Loral Langemeier 36:25
Yeah. And then going back to clients where they may have just some, you know, something really small, and they got it. And they went back and they did the Ask-Sell-Ask and they got you to know, a $5,000 sale or $10,000. So, yeah, the money is all around you. It’s just again, we’re not conditioned to go get it, we can just, you know, my funniest thing about money is, you know, if you need to make some money, it’s in somebody else’s pocket. So now you have to convince, sell, talk to them about what value you’re going to provide them a product or service, you’re going to provide value, that that money is going to come out of their pocket and getting into your pocket. So you have some money, but you got to provide some value. Yeah, that’s kind of the premise that we teach them is you won’t have skills and talents, you just have it, monetize them. And don’t know, it’s interesting to have a talk about that for a minute how many people have no idea how to price, yet they buy stuff all day long. It’s almost it’s, it’s such a comfortable position to say, I’m worth something I’m worth, you know, I’ve wrapped mine up because you know, I hate selling by the hour, basically picks you in an hour, I need some time. So I rent my hourly up to$ 5000 an hour just to make it ridiculous, right? You can either do $25,000 for a lifetime, or $5000 for an hour. And they’re like, Well, that doesn’t make any sense isn’t it?

Heather Pearce Campbell 37:37
Makes plenty of sense to me.

Loral Langemeier 37:39
I don’t want to do an hour with you.

Heather Pearce Campbell 37:41
Right?

Loral Langemeier 37:42
That I remember that when I was first 1996 did my first coaching. I remember thinking 200 for a month was like a big deal. Putting a value on yourself. And I think not only women, but a lot of people also say that women have a hard time putting value in some people.

Heather Pearce Campbell 37:58
People do, no I agree. Even my husband, I’ll share a little story of even he’s going through and he is an employee. He works in biotech, and he’s at you know, a position that he really enjoys. But he’s having to negotiate for himself, which he really hasn’t had to do much of in his career. And we’ve been talking a lot about it and he finds it highly uncomfortable. Right? It is I think across the board uncomfortable for people to do that unless they just learn the skills to do it. And women I think are forced into learning it faster. If you’re somebody who actually cares about your career and you care about making progress. You have to learn those skills earlier rather than later or you get stymied.

Loral Langemeier 38:37
Yep. You know, I, I’m that contrarian on the International Women’s Day, we’re all the women are whining about, you know, our inequity and all that Bs, because I think it’s, I said, Now I make more than my male counterparts always have even my 20s and 30s. And it’s because I asked for what I want. I negotiate for what I want. And I don’t even remember because I’ve been asked that more recently on interviews, like how did I learn to do it? I remember the only thing I could think of to give an answer would be I’ve always had mentors. I think through watching them negotiate contracts. I love being a fly on the wall. I love listening to other conversations other than negotiations, understanding the art of the deal, the terms of the deal. To me, it’s not scary to me, it’s fun. I mean, the most creative conversation you can have is to negotiate.

Heather Pearce Campbell 39:28
No, it’s absolutely true. And I think you know, I’ve watched women and I’ve got a sister who’s really done well for herself. And what she started from was a single mom and newly divorced, with a 10-month-old and a two or three-year-old and she suddenly had to figure out how to swim. Right and it was like no choice and so she is amazing. She hit like she is just like hard as a diamond. Right. She came out the other side really shining brilliantly, but she’s, she really is like a way more full expression of herself now, right? And she knows how to negotiate on her own behalf and she will stand up for herself and stand up for other people on our team in the face of circumstances where like nobody else on the team would speak upright so it’s really fun to watch people go through that transformation and be able to negotiate on their own behalf. Um, a couple of things I know we want to be respectful of your time. I love that you are doing the money marketplace twice a month so for folks listening I’m going to invite you to that event Loral is going to share a special link, full disclosure it isn’t as is an affiliate link but you can tell I am a huge fan of Loral’s work I would not be sharing this if I didn’t believe in it. So I hope you’ll take advantage of that. And I’ll share the details in the show notes if you’re listening go visit legalwebsitewarrior.com/podcast, find Loral’s, episode and you will have all the information there that you can go show up I think two tickets to your money marketplace that right?

Loral Langemeier 41:03
Yeah, so the link is askloral.com, spell it correctly. Yes. Who spelled that wrong. So askloral.com and then you put a forward slash and then it’s a gggb, and Heather that stands for?

Heather Pearce Campbell 41:23
Guts, grit and a great business.

Loral Langemeier 41:25
Yes, you put in gggb, and then that’ll take you to my store. And then you’ve got to put in a code which is also gggb, and that you two free tickets, so they’re normally $97 for one, and we’re gonna give you another special and double it up.

Heather Pearce Campbell 41:41
It’s awesome.

Loral Langemeier 41:42
Make money. Everything we say and show up you’ll make money. Yeah, well, it’s just, I mean, we’ve had people come with, you know, total just unemployed, you know, almost in tears still, you know, grieving their cubicle mates that I laugh at. And I said they’re not your friends. You just all showed up one day and had to hang out for eight hours a day while you guys tolerated each other. I can promise you, everybody. I love chevrons. Oh, you’re gonna miss us. I mean, within two months, I was like, under, like, entrepreneurs talk to entrepreneurs. Yes. So when you jump and you make this leap, the world opens up to the people that you have access to. And the reason you have access, you have reason to talk to everybody about anything, and you have reason to serve their life. And if you don’t go out and become an entrepreneur, I’m gonna say I always say I kind of end on this to whether I’m gonna say you’re ripping people off, because people need what you have. And until you value what you do, like I value what I do so highly, and I’ve refined it and refined it, you probably from the first marketplace that you were in to now, the refinement of the technology, I call it in this field and having people really get that conversion to cash. And understand the words and the languaging. And the linguistics and the pricing, all of these things mattered. And I’ve got 25 years of refining it.

Heather Pearce Campbell 42:59
Totally, it makes me want to come be a fly on the wall again, to see it right having been through it.

Loral Langemeier 43:04
Not. So you got to come. And all of you listening can bring your friends.

Heather Pearce Campbell 43:08
Yes, the two for one, pricing is awesome. And I can tell you, I mean, it really is real, especially if you have any discomfort around marketing or sales. And this is the business we are all in marketing and sales. Right? Daily activity of show up to the marketplace because it’ll be a really fun educational eye-opening experience for you. And you get free. That’s awesome.

Loral Langemeier 43:33
Use that link gggb, is

Heather Pearce Campbell 43:35
It free? Or is it two for one? Sorry, if I screwed that up.

Loral Langemeier 43:38
I was gonna give like free.

Heather Pearce Campbell 43:39
Okay, awesome. That’s amazing. Well, there’s no excuse now people.

Loral Langemeier 43:43
Yeah, that is no excuse. And don’t say you don’t have time. Because in that same conversation, there’s notice the excuses. I mean, they’re never good. I don’t have time, but I’m broke, like, then go to the very place that’s going to teach you to make money rid of everything else out of your life and go learn to make money, then you can go do anything you want.

Heather Pearce Campbell 44:03
Wow, that’s amazing. Girl, it’s so great to see you here again today and connect with you. Anything else you want people to know about how you like to connect where you’re at online where they should follow you.

Loral Langemeier 44:16
Well, integratedwealthsystems.com is our site so that has our overall event calendar and the different programs we do. That’s kind of our showcase site. But ask Laurel calm is really what I call our actionable site, and we really ramp that up with COVID. So it sounds like we’re if you have any questions or veto requests and say I need somebody like right now, I mean, depending on when people are listening to this, if it is towards the end of the year, you know, I’m a huge fan of becoming an entity. So if you are deciding to be an entrepreneur go all in and you know how there could not be with it. Our team can help you with it. Become an LLC, an S Corp, a C Corp, you know, limited partnership trust to become an entity because, without it, you will have a heck of a time writing off 2020 which is a Total write off for the world. And then the bigger thing is as the new stimulus because regardless of who ends up in that presidential seat, there will be another stimulus package there has to be with the lockdowns and the restrictions to small business, which you’re going to hear me scream from the rooftops about how..

Heather Pearce Campbell 45:15
Brutal it’s brutal.

Loral Langemeier 45:16
You leave us entrepreneurs alone and let us serve the world because we are the ones who are employing the world by the way. So it’s it’s such a contradiction in what’s going on for the economy. So I, you know, scream to the rooftops about that, but it’s a place back to the Ask oral site where people just get to ask questions, they get to say, you know, I need to get incorporated. And so the other thing I was gonna say with that stimulus package, is if you are not a company, and you’re a solopreneur, you won’t get it, you can’t even apply for it. So this isn’t, oh, I need to think about it, you just go do it. If you’re serious. And even if you get reemployed, you still want to have a business, you can do deductions like you can’t write off this computer, you can’t write up this phone, you can’t write off part of your car, you can’t write out, you know, this sort of water bottle you can write, you know, you can’t write anything off unless you have a reason legally to do it, which is a company. So become an entrepreneur will all help you learn to make the money, Heather will keep you legally protected. And we’ll get moving. That’s right.

Heather Pearce Campbell 46:13
Done deal. No, it’s really Yes. And for anybody who’s followed me for any length of time, you know, I say the same thing like treat your business like a business, go get an incorporated entity set up first, that is the foundational piece. So that’s huge. And now in 2020 and moving into 2021 more important than ever. Loral, so grateful for you. Good to see you. Again. I can’t wait to be in touch and hear more about how things unfold for you. And what’s next. So I hope that we can have another conversation on here at some point, we will,

Loral Langemeier 46:45
Right? Go to askloral.com. Yes, free tickets.

Heather Pearce Campbell 46:49
And if you go to askloral.com/gggb, or you can also find this link and other links in the show notes legalwebsitewarrior.com/podcast. All right, thank you so much. And while you’re at it, hop over and leave me a review on iTunes and a reading so that you can share this show with other entrepreneurs who will be more able to find us and share messages like those that Loral just shared, which are so important for entrepreneurs building their businesses. Thank you, Loral, you the marketplace on them by.

GGGB Intro 47:23
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. four key takeaways links to any resources mentioned in today’s show and more see the show notes which can be found at 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 to keep up the great work you are doing in the world and we’ll see you next week.