Ep115 Improving your sales skills with Jo Blowfield

 

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Show Transcription: 

Tina

Hey, friends, welcome to Episode 115 of the her Empire Builder podcast. I say this every week, but I am so excited to bring you today's guest. Joe Blowfield is one of the members in her Empire Builder mastermind, the mastermind that I run for female course creators, that is pretty much the best in the world. We have a combination of masterclasses guest expert sessions, we have checklists for you Canva templates, it's a beautiful combination of inspiration and knowledge and the tech and the community and when you hear Joe talk, you will realise what I mean by that beautiful community. Joe is one of those people that just exude this beautiful warmth and is such a gorgeous human. And you will hear in our conversation that we do go into a bit of a love fest. mutual affection is real.

And you know what at Her Empire Builder is open. For applications at the moment, we only open twice a year. So if you want to get on it go to her Empire builder.com. So nice and easy one to do it. And Joe knew we were launching when we were recording this and so she's given it a beautiful plug, which I did not ask her to do.

But yeah, we do have the most sensational group of women inside the mastermind, which is incredible. So let's get on to Joe because today we're going to, we kind of go through her whole process in from traditional business, how she went from that to when COVID hit having to have an online solution quick sticks how she did an $85,000 launch on her first launch, and then how she's kind of evolved and changed over that as well as giving you some beautiful sales tips because that's what she does is run the sales mastering company and the Marketing Mastery company. So let's get into her proper bio here.

Joe has worked in sales and marketing arena for over 20 years in both New Zealand and Australia. Prior to starting the marketing company in 2004. She worked for such companies as Flight centre, Price Waterhouse, Coopers and Thorn EMI so you know just little companies where she cut her teeth. Her passion and professionalism led her to win numerous awards for both sales and team excellence. I actually think excellence is like a recurring theme that runs right through Joy's life. So Joe currently owns the sales mastery company and the marketing company. And these have collectively helped over 10,000 businesses in over 20 countries to make $2 billion in extra sales. Joe also has a third business which is a passion project. She's a professional speaker, trainer and Toastmaster to contribute to the local community. She's been a business mentor with business mentors New Zealand for 15 years and advises several charities with their marketing sponsorship and promotion. See what I mean gem, Joe also helps in running a soup kitchen in Mountain Roskill, Auckland New Zealand. Joe is the published co author in the UK of the authority guide to writing and implementing a marketing plan with her husband Ambrose and has even run her own radio show a cup of joe talking to other like minded women about life and business topics. And as a mum, Joe has taken both her girls to win internationally at their chosen sports while representing New Zealand. Oh, you guys qualified much?

But the thing that stands out most of our job and what I think really contributes to her ongoing massive success is she's a really good quality human and so much of business that we do now is humans buy from humans, and it doesn't take long to figure out that, you know, Joe's intentions and integrity are so good and she just wants to create something amazing and help people live great lives. And so I hope you enjoy this conversation and our little lovefest that does happen a couple of times.

And you know, you'll get so much from it and so much inspiration from Joe's journey and how she's really navigated the world of online courses for the last year. He she is Joe Blowfield. Joe, welcome to the show. I'm so excited to have you here.

 

Jo

Oh my gosh, I'm so excited to be here, even though I've been trying to avoid it from going on. So

 

Tina

Oh my gosh, I can't even believe it. And everyone will know. I mean, I've just everyone's just heard your bio. So they're like, how could you possibly be nervous? That's crazy town.

 

Jo

It is deep down there and it pops up every now and then. But yeah, but thank you so much for having me.

 

Tina

Everyone's in for a massive trade. You are one of my favourite people I work with Am I allowed to say that? I'm allowed to say that?

 

Jo

We all have favourites, but we just don't admit it.

 

Tina

Yeah. Okay, so my bad. But what I love is that you You're such a goer like you are an absolute firecracker. And you excel at pretty much everything that you touch. Not through luck, but through absolute hard work and kindness and beautiful attitude. And just you're a sensational human.

 

Jo

Oh, thank you.

That little voices going? You're okay.

 

Tina

Okay. All right. So want to start at the beginning. Yeah, you had like a pretty high powered corporate career, and then went into business ownership. How come you decided to make that switch? How did that switch happen?

 

Jo

Well, what got me thinking about it originally was my husband saying, look, I think we should be in business. This is what I think we should do. And we were actually living in Sydney at the time. And he got headhunted over to Geneva, to go over and help with a internet startup company. So we went over there. So I kind of took some time off. And then I found out that I was pregnant. So I came back to Sydney, we set up a house and my husband said, instead of coming over to Geneva to live, I want to go back move back to New Zealand and live in New Zealand. So I thought, Okay, great. So we moved back to New Zealand. And I had our beautiful daughter. And then at the age of four months, I remember the conversation with my husband in our garage, and we got out the car. And I said to him, I'm a little bit bored. What do you think I should do? And he said, I think you should start a business. But I just think what kind of person would get a woman who's got a four month old babies start a business. It was just it was crazy. Why didn't you stop me? Why didn't you stop me from doing it? So we get so we started the business. So we've kind of built on my background and what I had been doing. And when I started the business, I absolutely loved it. And Ambrose my husband at the time was working in a corporate business in New Plymouth where we were living. And he loved watching what I was doing. And so we decided to make a plan that a year later, he would join me in the business full time. So we would get the income up to where his wages were. And then he would leave full time work and join me. So it was an amazing night, the night that the day that he handed him his notice. Because that day as well, one of our very big clients that we had just won the Big Business Awards as well. And so it was kind of a double celebration. So yeah, 12 months later, he joined me in the business. And we really haven't stopped from being hitting goals ever since

I started the business and our third bedroom of our house with $1500 had enough money to buy a laptop, a five page website and some business cards. And that was all I had. And we there was no money left over at the end of it. And I just went out I networked we network, networks, networks, and we went to anything and everything that we could do to network and to grow the business. And then it just steadily just increased from there. But I mean over time we've had you know some ups and some downs and the ups and downs, but has been a really big journey journey. So we are yes currently 17 years into our business.

 

Tina

Amazing. I mean, I I have people ask me all the time and go, you know, how do you get started? Like how did you start from scratch and what you just said then is so valuable for people in knowing that. Sometimes you've just got to go out and talk to people. There's no point in being like having everything done and set up and being the world's best kept secret. You've got to actually go out to anything and everything that you can and go hey, this is who I am. This is what I do and slowly that would start spreading and that reputation gets built. Is that what you found when you started?

 

Jo

Yeah, and I tried everything. Because I tried doing. I was kind of became the jack of all trades, though for a while and that year just to see where I I was fitting and just to say what I really liked. So I tried, I went for I did an apparel, I was a partnership partner and an apparel company. So I sold pens, I sold gifts, I sold t shirts, I did tele marketing, credit control, you name it, the only thing I didn't do as accounts because I don't like accounts, but you name it, I did it. And towards the end of it, the thing that I found that I really liked was actually dealing with people sort of one on one and giving them advice. And then what I found was that my husband, Ambrose also loved that as well. And so Ambrose comes out of the UK, and he was with Procter and Gamble over the year. So he had some pretty heavy training while he was over there. And we looked at the training that we had, and we thought, how could we look at Kiwi-ising it? So there? It was, it was more in the New Zealand language? And how could we look at changing it and just making it a bit more relevant for what we were doing. And so with that, we started consulting, so doing marketing consultant, with a little bit of training. So we were very much one to one. And then came the big global crunch. And we we will set this thinking to ourselves, right, so we are one to one, our business is not going to survive. How can we go one to many.

So at that time, we hit the road. And we travelled and travelled and travelled and travelled the country.

And we developed a marketing bootcamp that we put out to people. And the very first marketing bootcamp that we had, we had 25 people come to the first boot camp. And we took people through over a two day period, and how to write the 12 month marketing plan. And that very first time, I mean, we used paper cutters to cut the plan. We let people do coloured paper and felt tip pens all over it. And it was just it was chaos. And yeah, just it was a bit of chaos. So that was our very first time at going face to face from one to many. And that was a huge learning curve. And yeah, and so we kind of we kept that model for a long time, which was the one to many. So mainly face to face, because my husband loves face to face. And I prefer face to face as well. We're big on networking. Yeah. And yeah, and then along came COVID.

 

Tina

Um, and so when that here, which was nearly a year ago, now pretty much a year ago, which blows my mind that that much time has even passed. So basically your whole business model overnight ceased to exist. How did the thought process with that go? And how quickly Did you kind of switch it up?

 

Jo

There was no feeling like it that I have ever had in my whole life. We lost 75% of that income overnight.

 

Tina

Did you think when it first hit that, like it'd be back to normal in a month or joking.

 

Jo

We still had customers booking us into Australia. Yeah, my husband travelled, he travelled for two weeks out of the month over to Australia to go and see clients over in Australia, and then spent two weeks here in New Zealand. So we still had Australian customers booking him into Australia. And then it hit. And then all of a sudden just people just started calling and just saying can we cancel? Can we cancel? Can we cancel? Can we can so and I remember sitting there thinking to myself, we've got three months in the bank to be able to survive to pay overheads and things like that. How are we going to do this, our business model is gone.

So we quickly decided to change and I went right through our business and with a fine tooth comb and I pulled out every single cost in the business and I looked at it and analysed it to see whether or not we needed the cost. And so I went through everything and that was how I found kajabi. So I went through everything and I think I pulled out something like I got rid of nine systems in our business. I replaced it with four and we saved between eight

$9,000 on systems?. So that was huge. But then with that came the whole oh my gosh, now I've got to learn all these new systems. How are we going to do that? So we pivoted very quickly. And the first week of lockdown, we talked to over 1500 businesses via webinars. Wow. I know. So we put a big call out to all of the business, every business prospect that we knew we just put up. Networking just totally pays off. It does. And we just see it. You know, we've got these webinars coming up. So we invited two experts on to webinars with us. And yeah, we had 1500 people logging on to these webinars just to hear how they can change it up and how they can pivot through COVID. And basically just tell businesses that they weren't alone. Yeah, everyone's going through it. It's okay, we can make it. And we had the webinar on the Monday the first Monday of the lockdown. When everyone including schoolchildren, you name it was online, and the whole system just crash?

 

Tina

Oh, no.

 

Jo

Yeah, we had hundreds of people, messaging just going, I can't get on, I can't hear. It's really bad reception.

 

Tina

See, it's those moments that you've just got to do everything you can not to just lay down and cry.

 

Jo

I know It took a good couple of hours afterwards to just go Oh, my gosh. So the learning curve from that was that we pre recorded everything that we did before we went live through those through that lockdown. So while they were on the webinar, we had the video sent out to them so that they had a pre recorded version of it as well. So I mean, I mean, double work for us, but it just meant that we were able to cover our butt, but not have that happened again. Yeah. And so in the middle of realising that we had no money coming in, we were also trying to give as much advice and help as many people as we can. And at that time, was when I found Her Empire Builders.

And it was at that time when you know, I was looking across thinking, I can't want spending money here when we really need this money.

 

Tina

Yeah, you've just cut everything out.

 

Jo

I know, you've we've just cut it all. But then something inside me just means actually, you need to do this. It's just going it felt right. Yeah. And so yeah, so I jumped on with Her Empire builders. And yeah, we haven't looked back. Yeah.

 

Tina

And so talk to me about your first, because you started with us in June. And then you launched pretty soon after, and had one of the greatest launches, first launches that I've heard of which I do want to be able to tell people, it's because you had the backing in your traditional business from that you already had a lot of list, a good reputation in the industry, and all of that sort of thing, which is very, very helpful. But you also, and this is why I said at the beginning, like one of my favourite people that I work with is because you do all the things. There's so much where I talk to people, and I go, you know, this is what the components we need for a really good live launch. And people will say, Well, I did this, but I didn't feel like doing this, or I didn't want to do this, or I didn't want to do that. And you're like you know what I'm doing it all. So talk to me about your first ever online launch.

 

Jo

We did we did it, we did it all. But when your backup is up against a wall, and you're thinking I'm going to either make or break this, this is a chance for us to get cash in the door and have cash in the bank to be able to survive through the months. Yeah, I had no choice. But the thing before I joined here, Her Empire builders, I had no idea of the pathway of how to do it. Yeah. And so I that was one of the big reasons why I wanted to join as well was because I wanted I wanted us to launch the course that we had. Yeah, but I just didn't know how. Yeah, yeah, Her Empire builders gave me those steps. So I'm actually I just spent hours and hours going through your courses, just picking things up. And I think there was one at one time, I had something like five days, and I had something like 80 hours of your videos to go My gosh, that's way too much Tina in your life.

So I was sitting there thinking, Okay, and so I was kind of looking at stuff going, Okay, I know a bit of that. I can just move along a little bit, along a little bit. And I was just thinking, how am I going to get through these 80 hours? Yeah, but it has been one of the best things that we ever did.

 

Tina

I’m so happy to hear that and you guys I didn't even tee Jo up to say that

 

Jo

Oh no, no, she didn't. It really has been One of the best things that we ever did, but the thing I've loved about Her Empire builders, is just the, you've given it in such a simplistic way that it's just so easy to follow. Yeah, that's gonna it's literally you do the step thing, you do the step thing, you do the step. And then the end result is the goal that you've set. And you know, hitting those targets if you followed the steps. Yeah. And I just loved it was like, he was like, you're speaking my language. I was going Yep, she just gets it.

 

Tina

I always think with this online course game that we play, it's, it is very simple. It is very not easy. I think that's that's the big thing is, is there are linear simple steps that you can follow that are proven that you know, work, but it's it's all the mental stuff that makes it difficult.

 

Jo

I absolutely agree. And it's that mental toughness to be able to go. Actually, that hasn't worked quite how I wanted, I'll readjust and I'll try something else. And just be able to actually just get through the knock throughs is the knock backs that you have as well, is a huge part of mental toughness. Yes.

 

Tina

And so your first launch? The first week you did $80,000

 

Jo

Yeah, it was we did that month, I think it was just the month on $85 K or something like that.

 

Tina

Amazing. And so when you did that, obviously, you know, you were stoked, I remember

talking to you, or you're just like, it works, it really works. And also knowing that, you know, you could reinvent the business, and it could survive like this until you're allowed back at events and things again, through that process, though, what was the most challenging part for you that was different to what you'd had to do previously in traditional business.

 

Jo

I think just getting my whole mindset around online, because we were, we were physically face to face and having that face to face conversation is so much easier. Because now we had to take that conversation, put it into copy, online. And it was a real, it was a big mind struggle. But that but also to getting our course up online and to kajabi and ready for launch, that was mammoth doing that. So the whole thing was just such a big mental mind shift and physical mind shift, because it just it took a lot of energy to do what we we did,

 

Tina

And you did it like I have to tell people here because you say it was a mammoth effort. So a lot of people will take months and months to do this. And this is why I love when you say when your backs against a wall and you just have no choice, especially because you're both in the business too. It's not like one partner can fall on the other one, you had to be successful, there was really no plan B for that. And you worked like 12 hour days for weeks in a row. And I remember talking to you at the start of one week, one week, and you'd spent the whole weekend uploading videos. And once you upload like 70 videos or something like that, which is just insane.

 

Jo

It was the amount that we I think was something like 500 Canva templates. So you're gonna love Canva over a three day, but there's also making the templates as well in Canva. And then uploading them and but it was because we've created the course that we had we knew it will would be mammoth. Yeah, we did it and is paying dividends now for the work that we did a year ago. Yes, yeah. Yes.

 

Tina

So what, what was the hardest part in terms of going like, even though it was a mammoth effort and doing all that, because it'd be a lot of people listening and going, alright, you've had a lot of business success. You've translated that into online. Was there a part that you were kind of like, I didn't expect that to be so hard?

 

Jo

If I don't think I'd probably say that all of it was hard. Yeah, but we just chopped it off and little bits. Yeah, the thing that I struggled with the most is social media.

Because it's not my first language or my second language. I think I'm 10 years too late for social media.

 

Jo

Did you already have big social media from the traditional business or have you had to build that now that it's moved more online? We have none. We have my husband has LinkedIn. Yeah, I have a bit on Facebook. And I have 200 lovely Instagram followers. Wow. Okay, so we're gonna have to work more on your personal brand go and follow Joe Blowfield. Exactly. But we know don't cuz she hardly ever posts.

Please, please be sure that you do post his gold. Exactly. We, so we don't have we do have a Facebook, business, Facebook, but we never post to it.

The reason for that is because we spent all of those years building a data

In our databases, such a great database that we, you know, mailed out to our database. And we've got customers on there that have been coming to us for 10 years now, you know, we've got customers that just if they, when they start an employee, they come straight to us for training. So we've spent a lot of time really nurturing that database. And so we didn't really need to go into that online social media space so much because we are able to rely on our database. But moving forward, though, we've realised that social media is a really big get for us. So we're going to go into social media, but we're going to be very targeted about what we're doing on social media. Yeah. Because we don't want to go across all the platforms, because our customers aren't across all the platforms. Yeah. Love that, though. We're just going to pick two platforms. And we're going to go really hard on those two platforms. Yeah.

 

Tina

Beautiful. And so with the success that you had, is there something that you think was most like pointing out to your success in going, you know what, we did this, and we did this really well, and it kind of moved to that lever? Is there something that you feel that people should know, was really integral to it?

 

Jo

I think it was the personal context that my husband had. So after

the webinar, after the webinar, we had people could then come on for a coaching session. And so one of the things that we did, which was a step before that was that he really hand picked our target market as the people that had attended the webinar. And then he personally contacted them, and said to them, make sure you come on for the coaching session. You know, it's a free 25 minute coaching session with me, we'll talk about your sales strategy. Yeah, I would love to see you. And so the take up on that was really big. Yeah, or our coaching session. So I think we still kept it quite personal. And I think that's definitely key is that you still have to have that personal element. Yeah, yeah. I spoke to a girl the other day about social media, you know, she's telling me that she's got lots of comments and things like that. But she's unable to convert them to actual sales. And I said to her, you know, are you actually isn't any engagement with them, even a voice file, if you could send them a voice file just to say, Hello? And she said, No, no, I can't, I will read comment on the comments. But that's it. And I just said to her, you know, you do need to still have that personal touch to them offline.

Because people don't want to be too personal online sometimes. But if you can take it offline, then they'll actually reveal what they're really after. And then you can offer them your number or the coaching session, and things like that. So you can get a bit more personal offline. So I really feel like that element really worked well for us. And we've got a really good conversion rate when we're on coaching sessions. So we knew that that would work. For us. That was kind of our one way of getting people into our funnel and down the funnel was through that coaching session. Yeah. Oh, yeah. So that is a really big strategy for us as coaching session. And then into the sale.

 

Tina

I think it's a really big misconception that people have that when you go online, it means that you're kind of like this mystical, untouchable creature up the top, and you no longer talk to people. But I think the exact same thing, as you said, like nearly everybody, especially you're talking about her Empire Builder before, which is open now right now.

Yes, for applications, Her Empire builder.com. There we go. I did do that plug intentionally. You should, you should.

But even when people apply for that, like one of the things is we have those 15 minute calls with them so that we can chat to people and hear what their goals are, and then be able to see whether it's going to be the right fit. And when I see people on Instagram lives and on webinars engaging, I will then reach out to them off that to say, Hey, who are you? What are you doing? How can I help different things? And that does increase conversion hugely.

 

Jo

Yeah. Yeah, absolutely. And also to we were very targeted with our database as well, we went through our database and looked at, you know, who our target market were and who we thought fitted into our target market. And so we really made sure that we contacted them as well and just said, hey, we've got this webinar, we think would be great for your business. Here it is. So I think on that very first webinar, I think we had something like over 100 people actually tuned up. Had you ran a webinar before that? Yeah, we had yet we've ran with ran webinars before.

But we you know, but when they came through a lead magnet, you know, those 100 people came through a lead magnet, but they were really good qualified people who came through the funnel, and then on to our sales. So yeah, it was, but we knew the sales, we'd really mapped down our sales pipeline. So we knew what what touches we were going to be heading at what percent what

We thought people would fall off. Yes. Oh, you know, we knew our end goal of what we were wanting, and in how many we needed to get into the top funnel in order for it to be able to pop out the bottom.

 

Tina

Yeah, perfect. And so talking about that, let's let's go into because you're a sales expert as well. What do you think is the biggest mistake that people make when selling?

 

Jo

I think one of the biggest one of the women especially, one of the big things that I've been seeing recently, is that people can be women, women that I've been talking to, and have been judging the sale before they've actually made the sale. So they're actually judging the person before they're actually even engaged in the sale. And they're looking at the person and they're thinking, Oh, no, they can't afford my course. Yeah, oh, no, I've priced it too high. No, they wouldn't want to buy course, I've got a great life, I don't think they'll need what I'm bringing to the table. And so I think that actually is stopping a lot of us from actually getting that sale going and actually started. So we're just doing a lot of judging up front, when actually, it's not your choice, whether or not they want that sale, but costs or whatever it is, it's actually up to them. And something that I was taught quite early on, is that if you don't give them the opportunity, then five years later, when they realise what you're doing, they're going to say, hey, you never talked to me about this?

Yes, I love that. And it's totally on me to say yes or no. And you know, and I've only ever found that they were usually only three reasons why people say no. And it's timing, product or price. Yeah. And those are definitely three things that you can work around in a conversation with a customer, all those three things you can you can overcome with objection handling. But yeah, I just I just think that we need to just give whoever we're selling to the opportunity to take it up or decline it.

 

Tina

Yeah, that's it. And I do think it takes a certain amount of confidence to be able to do that as well and having conviction. And one thing which I mentioned to you before we hit record actually was going, you have had, like even just reading your bio, you go even with your children's success, I go, oh my gosh, like you just everything you excel at. And you've had such an amount of success in both corporate and traditional business, and now online business as well. But I still hear you doubt yourself all the time. And I get the same thing. Like I was talking this morning, when we were on how Empire Builders call going. before launch, I always have that moment of self doubt of going, Oh my gosh, am I good enough to do this? Can I do this? Is no one going to sign up? And I'm going to look like a giant loser. Like we've got all of these things in our head. And I wonder whether that ever goes away? I don't know. I'm definitely not there yet. And I've launched about 16 times.

But what I want to ask you is, even though you're feeling that, how do you quieten that voice and get over that in order to perform and do your job?

 

Jo

And so with confidence, loud music does it for me. Yeah, I put on just rocking Li loud music and I just fight it out. And just, it's taken a long time for me to even start to become mentally mentally fit. Because, you know, I and this is I'm to be really honest, this has only happened over the last year where I feel like I've gotten mentally tougher, and sitting in more of a zone that I own.

Because I have I because I work with my husband. In society. Society always looks at the male first and the business and then the female. So I've struggled for a lot of years, being the wife that does the accounts or answered the phone or does all doing all the admin stuff. And so I and I let that happen to I let her I let him take the front, I let myself sit in the back seat. But then in the last year, especially since her Empire Builders I've really stepped into it and just gone Actually no, this is my business too. You know, I do all that backend stuff that really gets makes us the money. He does the glamorous stuff up the front and I say to him now I'll make you famous.

You, you put yourself out there. Take the safety seat, famous. And so I've just you know when you're around a group of women like Her Empire builders, who hold you up all the time, celebrate your wins and are cheering for you. I've never had this in my life. I've never had a group of women that openly cheer for you. With no you know, we're all running our own race in our own lane.

But we still stop and cheer and we still pat each other on the back and go, that was great. And even in things when they're not working, we still pick each other up and go, hey, let's dust you off, carry on. And I've never really had that. And I've just I've stepped into myself now. So I feel like that voice that tries to hammer me down every now and then is getting lighter and lighter and lighter, but it does pop up, especially around launchtime. So you've got big things coming. And just before you go on kajabi for a new landing page or something.

Yeah, but yeah, but loud music and I'm learning to quiet down. But that's from the people that I'm hanging out with.

 

Tina

Yeah, and it is such a superpower. I mean, I think, I think as well, it's realising how awesome you actually are. I mean, a lot of us do exist inside our own little bubble. And we have the the nature of high achievement is you achieve one thing and you go, all right, tick next, and on you go and on, you go without actually taking a moment to go, Oh, my gosh, a year ago, my back was up against a wall. We didn't know what we were going to do. We have three months left in the bank, and I actually created something that made $85,000 in a month. And I did that work in my ass off using my brain and my skills, and I frickin nailed it.

 

Jo

It was funny too, because, you know, I beseech you, and I say to you, oh, my gosh, Tina, you're never gonna guess. But I debated sending that message. And I just thought, how am I going to tell it that this is what I've done. And then when you just came back and said to me, I want you to post it on our group and just cheer about it. And I said, I wrote the message. Then I stopped and then I wrote it, then I stopped, and I just stopped. Because what I was scared of was putting it up there. And then people judging me. And people going, Oh, she's just showing off because I'm not one to, We’ve and this is why we don't do social media. Because we don't toot our own horn, my husband and I, we just get on with it. And just do the grind and just keep going. And so for me to have done that was just my family don't even know what we do. But we just don't really tell people. Yeah. So for me to do that was really stepping into a whole new me and just dying actually. Yeah, we have we've worked really hard.

 

Tina

I'm so proud of you.

 

Jo

Oh my gosh, thank you so much. I'm so I just I'm so thankful to her. Because I even my husband said we went out for dinner. I told you this before we went out for dinner on Friday night, too, because we've smashed our goals. We've smashed our goals so far. And you know, part of your 90 day plan is to have rewards there. And we went when we did our award, and we were looking back on the month that's been and saying what we were thankful for. And he said to me, I'm thankful for Tina Tower and his empire builders. I know this sounds like I love you, Tina.

I'm here for it.

Seems to me, I'm so thankful because he said, you've stepped into who you are. You've just you're got this power now of just being able to do anything I'm so happy because it has been life changing for me. Absolutely. life changing for me and life changing for our whole family. Because a year ago, we were thinking, what are we going to do? We've got no business. Yeah, yeah, what are we going to do? And then you've just given us the steps to be able to the steps, but it's all you. It's crazy. We've got a launch coming up. And you know what? I'm looking at that and I'm going this is crazy. Crazy money. Crazy money. Yes.

 

Tina

Yeah. It's good, though. You deserve every cent of it with how much you've worked. But I want to touch on as well what you said before we keep going. Because I know a lot of people do a lot because they don't want to be seen as a show off. And I was actually having this conversation with someone yesterday and going. There's no way you can build a personal brand. And there's no way you can build a business from scratch. I mean, you already had your reputation. If you hadn't have had that already you you would have had to put yourself out there to build that online first and to reach that next step of global world domination which you're going to go throw in your multi million dollars a year, you're gonna have to step into that lot a little bit more. And what I hope that you've seen through through being as part of the Mastermind as well, is that when you share those wins, if it's with the right people, then it's not seen as anything competitive or brown nosing or or being a wanker, which is the word I hear all the time from people going I don't want people to think I'm a wanker, it is straight up inspirational. It gives People an example of going you know what if I do these things, this is what's possible for me, because if she can do it, I can do it. And I think that is so beautiful and powerful, because I know that you have cheered so many other people on, and they're moving forward, because they go, I've seen her Jo's pushed out of her comfort zone and stepped into that. And now they're doing those things as well. So it's, it's completely not about you when you're sharing that it's being able to acknowledge what you've done, but then also encouraging others as well.

 

Jo

Absolutely, you know, we're just dipping into it. Actually, we do need to start sharing, you know, we've just gone up against our biggest the biggest person in sales training that we know of someone that we just think are our idols and sales training. And we've just gone up against them for a massive contracts. And it came down to the two of us. And we won the contract. And I just think to myself, it's just mind blowing that we won that. And we've told Her Empire builders, and that's it. Oh, my gosh, Yeah, I know.

 

Tina

Your humility is adorable. I think we can have a happy medium.

 

Jo

Yeah, I think that's what we're gonna go for now. So I think, you know, I think there is we do need to start telling more people what we're actually doing. Yeah. And just be a little, you know, I think, I don't want to be boastful though. How do I not be boastful about?

 

Tina

I think there is a difference between like, I will say people taking photos walking off a private jet that they've just walked past and didn't actually get off. And always saying different things about, like, show off your stuff. And sometimes my retinas will want to disconnect in my eyes because they just roll in the back.

But there's a difference in being able to share parts of yourself and your success in a way that's going to serve others and inspire others and just being boastful for boastful sake. There's never anything like this. I will share successes all the time. All the time, but never with the thing. Never with the purpose of going Hey, look at me, and look what I did. Howdy, howdy. Haha. It's always going, Hey, look at me if this is possible for me, it's possible for you. I want you to have this too. I love it. I love that. Yeah, that's the only reason that I share the different things. I mean, I had the conversation my husband the other day because we we recently moved to acreage, where a few months ago and I built my own organic vegetable garden. And I wanted to show that because I had a hobby now because you know, I choose to show parts of that to encourage hey, We can have great businesses and also have balance and a life as well. But Matt, my husband was going to you can't share that in the background. You can see our tennis court. People are going to say that and go oh my god, you bloody wanker with the tennis court in your back. Yeah. And I go You know what? I don't care if people think I'm a wanker because we have a tennis club. That's just silly. The house came with a tennis court. But it's also going you know what, it's beautiful and if people see it and go that's a beautiful home. I want that one day then. Awesome. I can show you how to jump onto it. Yeah, yeah, I am.

 

Jo

I did try and do a live the other day on Instagram. And it was straight after the gym and I was like, and you know, somebody messaged me and said that I had said that my name was Joe Blowfish, not Joe Blowfield but also to at the end of the live I didn't know how to turn it off. And so it's just my double chin.

I was thinking how can Instagram get any harder? I told you it's not my first or second language?

 

Tina

I don't find that just like crazy level endearing though.

 

Jo

have to be able to share something better than me coming out of the gym calling myself J Blowfish.

 

Tina

You know what, though? Part of social media i think is to be able to show people the human behind the business so that people can get to know you. And I mean, what a more beautiful way to get to see you.

 

Jo

I deleted it because you gotta go back and watch it is it stupid? No, I delete it trying to poke it to the screen. It was it's absolutely crazy. Yeah, but you know, it's but it's great because it's an opportunity for me to learn now. So yes, a turning point for me is to learn social media this year, and then be better at it at the end of the year than I am currently. I love it. It's only up from mispronouncing your name and not knowing how to turn off the video.

 

Tina

So with this year as you continue on because obviously COVID sticking around for a lot longer than we thought and you got to kind of settle into more of the online game rather than going offline quite yet. What are you working on what's ahead for you and the company?

 

Jo

Well, we've got some really exciting stuff happening. We've got our launches coming. Ambrose is writing a book in April. So he's writing a sales book in April. And then I've got one coming out at the end of the year, as well. So those are two massive things that we've got. We've got the sales mastery companies, we've got all of our launches, we've got our 12 big goals for the year set up for that. And also to with the marketing company, we're looking at rebranding it and relaunching it in the second half of the year. Because with the marketing company, it's a very different target market to the sales mastery company. So I'm actually going to step into the light and actually take the marketing company as the face.

And actually look at launching that, and you know offer a membership and things like that with it. So it's really exciting. And but this year, it's just it's mammoth this year. And

one of the big things that has been great through COVID is that we're not travelling. So obviously, our profit has gone. Hugely up. And we've we're at home with taking off all of the school holidays this year, with our children. We're taking off from November to January off as well. Wow, how beautiful. I know that we would never have been able to do this, if we were still a face to face training business yet, because we are online. We've just we've looked at everything so differently. We've looked at it as how can we gear the business around what we want to do now? How can we gear it around spending time with our kids? How can it go, the biggest reason why we my husband wanted to join the business was that he wanted to work with me, we wanted to spend time together. But through the years we lost that it was because we were so he was travelling so much, and things like that. So we've now got that back. And so now we're not going to let it go, we've decided we want to spend as much time as possible to keep as much time with the kids do stuff that we really want to do and just absolutely own our space, which is personalised business to business selling, that is our space, we're gonna own it. And we want to be world class at it. That is amazing. That is where we want to head and get so I'm really excited with, with what we've got coming up over the next year. And yeah, I'm really excited with what we're creating.

 

Tina

So all of the links to everything that you've got, and your upcoming launch is in the show notes below. But seeing as though you're not prevalent on social media, where is the easiest place to get in contact with you so people can tell you how much they've gotten from today.

 

Jo

On LinkedIn. LinkedIn is don't is definitely the platform for us. We're definitely on the I'm on Facebook as well. But definitely LinkedIn will link to that one. Yeah. Just on LinkedIn. And yeah, happy to help.

 

Tina

Joe, I'm sure everyone can say why I love working with you so much. You're just such a gem and a beautiful human. I'm so happy for you and massive congratulations on the success that you've had in the past year. And I don't think it's even going to come close to what you've got in the year. Coming up. You're given a blow your own mind.

 

Jo

I'm so excited with what we've got coming. I'm so excited because yeah, it can change our life in a year. Yes, actually. And I just think, why wouldn't we? Why wouldn't we do it?

 

Tina

Yes. Amazing. Thank you. I'll talk to you soon.

 

Jo

Thank you. Thanks. Bye.