January 24, 2026 • 40 mins
Theresa Rose is a Brand and Business Crystallizer, Strategic Co-Creator, 2x TEDx Speaker, and Certified Speaking Professional who works with experts and their businesses to create one-of-a-kind visual brands they can draw on a cocktail napkin. Using her Crystallization Process, Theresa helps thought leaders, entrepreneurs, and executives readying for transition to Clarify, Amplify, and Monetize their Brilliance. Whitney website: https://www.theresarose.com/clear Show notes: https://successgrid.net/sg252/ If you love this show, please leave a review. Go to https://ratethispodcast.com/successgrid
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Episode Transcript
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Speaker 1 (00:00):
Ado and welcome Success sigredination to this episode of the
Success Cigred Podcast with your host of Central. And this
episode is going to be a very clear episode. I guess.
Joining me for this one Terrisa Roe's to talk about
how to crystallize your brilliance and about something she calls
cocktail napkin silling, which is I am intrigued to know
what that is. This is a brand and business crystallizer,
(00:23):
strategic co founder, a two time ted X speaker and
certified speaking professional who works with expert and their businesses
to create one of her kind visual brands they can
draw on a cocktail napkin. Using her crystallization process. Teresa
helps talk Tea the entrepreneurs and executive ready for the
(00:45):
transition to clarify, amplify, and monetize their brilliance. Welcome to
this episode of the Success Gred podcast.
Speaker 2 (00:52):
Teresa, thank you very much for having me. I appreciate it.
Speaker 1 (00:55):
I am so glad that you're joining me for this one.
I can't wait to learn more about what this cocktaiin
lefkins and other stuff. So very interesting. Actually, so first
of all, because this is the success Great podcast, excellent
to me or tell me what does success means to you?
And what do you think other people have certain rights
(01:17):
or wrong conceptions about success.
Speaker 2 (01:20):
Yeah, that's a great question, thank you. So I would
say that for me, success is about uh, contentment, it's
about peace of mind. Uh. And it's about flow. Are
we flowing with our our talents and our gifts in
(01:42):
a way that is serving humanity? Serving uh, you know,
our our communities and and is that flow coming back
to us in a really healthy and good way? For me?
That's it's it's it's a mindset and it's a state
of being. Uh. And it changes, right, it changes depending
(02:04):
on you know, what's going on in your life and
how you feel and what's priority. You know, I've I've
gone through some losses in my life, as I'm sure
many of your your fans have as well. And success
can be very malleable when you're going through big transitions
(02:25):
and uh and challenges. You know, we what we thought
we would have as a success uh in our younger
years changes as life changes and as uh we experience
loss and as we experience you know, real challenge and
deep uh, you know, deep pain. So for me, I
(02:45):
don't it's less about the monetary and more about the emotional.
Speaker 1 (02:49):
You mentioned something about like sometimes we think or I
think that being an adult is different from being a child,
like sometimes I wish maybe myself I'm wrong with that,
but hopefully all these when I'm kid is back. Because
you're like you are like worry free in general, like
you don't think, but now as adults you worry about
(03:11):
everything and everything like this the brand does not stop
thinking about anything and and lots of things on the mind. Money,
a lot of things about that, and many things and
issue problem so it's not stopping. So now can you
give us or tell us a little bit about yourself,
(03:33):
a little bit of a story. And because you talk
about clarifying and amplifying and monetizing, also these things are
could be clear to some people. But also and would
love for you to expand a little bit on this
as a starter.
Speaker 2 (03:48):
Sure. Well, So I have many stories, but I guess
the one that I'll share with you is how I
found how important a napkin is, A cocktail napkin is
and it tells a little bit about my history. So
I have always been somebody who loves being on stage.
I as a little girl, I would do my own shows,
(04:08):
you know, for my stuffed animals, and I'd have my
hair brush as my microphone, and i'd do a variety
show and I'd sing and I'd dance, and it's just
I have a performer spirit inside of me. And maybe
fifteen years ago or so, I decided that I was
going to I had a corporate background, and then I
had I ran my own alternative healing business that had
(04:32):
meditation and yoga and body work and things like that,
and I taught classes in that way, in that realm,
and then I decided that I was going to become
a professional speaker because of me always just loving being
on stage and and I'm a natural inspirer, you know,
I really love to inspire people. I'm enthusiastic. I won
(04:52):
Most Enthusiastic in second grade, and so I just have
a genuinely cheerleader heart. And so so I was going
to my very first to do my very first paid presentation,
and I stumbled into that. You know, I've been a
professional speaker for fifteen years, but when I first started,
(05:14):
I didn't even know it was a real job. I
had no idea that you could be a speaker. And I,
you know, I just happened into it. And I was
on a flight to go from where we lived to
where I was going to do the presentation, and I
had the napkin from the airline that had my drink
on it, and I was like, I got to think
(05:35):
about what I'm going to do. And I realized that
it was too late for me to think about writing
a whole, big, long power point that I just stumble through,
and that I didn't want to get hung up on
the technology, and like, oh what you know, I just
felt like I wasn't wanting to have that kind of experience.
So I looked at this napkin and I said, what
(05:57):
could you draw that would be the representation of their speech?
And I doodled what I was going to speak on
and that was my sixty minute speech what I doodled
on this cocktail napkin. And I realized then that there's
something too bringing things down to its simplest essence. We
so often get lost in an avalanche of words, especially
(06:21):
now with AI, when we're just unencumbered and using technology
to just fill the content. But the reality is is
that it's not quality. The quality comes from being crystallized
in what you really want to do and what you
really want to say and not get lost in the noise.
(06:41):
So I've for a long time really seen the power
of getting really crystal clear down to what you could
draw on a cocktail napkin.
Speaker 1 (06:49):
That's very awesome because, like I think, one of the
best things, or for example, in general, the best exercise
is like by your top ten goals in like thirty
seconds or so. This type of things is very important,
like to have this clear, crystal clear thing of what
we want to do. Like basically a napkin is like
(07:10):
I think, it's like about this.
Speaker 2 (07:12):
Size, this big, yep, tiny, which is good. That's the
best kind of technology because first of all, it forces
you to think in clear ways because you can't fill
it with a bunch of words. You have to get
down to a crystallized essence. And it's and it's scrunchable,
it's mobile and you'll find one everywhere, and it's analogue.
(07:34):
And when people can see it and they can feel it,
it doesn't matter that you're a good artist or not.
I draw on it looks like chicken scratch. It doesn't matter.
When I do my cocktail napkin presentations to people, you know,
to sell them something or to sell an idea to them,
or whatever it might be. It doesn't matter what it
(07:56):
looks like from an artistic perspective, because people understand the concepts.
And that's the power of it. It takes it takes
information and brings it into insight because it comes off
of the screen and into three dimensional world. Right, And
there's something that happens in our ability to recollect something
(08:17):
and our emotional response to something and our motivation to
act when we take it off the computer and we
put it into this real world here.
Speaker 1 (08:29):
Yeah, definitely, like all of the I think digitalization is great.
For example, like having things using your round, a pin
and a paper is like it has different feeling to it.
Speaker 2 (08:43):
Yes, it does, and it's a both. And so I
agree that that having technology is essential. It's absolutely essential
to be able to leverage the tools that we have.
And if you really want to maintain a differentiating factor,
you want to have a competitive edge, you'll not forget
the power of the napkin and a pen because that's
(09:05):
going to really be able to cut through the noise
that your buyer is experiencing. Right, And so, I mean,
how many times have we tried to send endless emails
and follow ups and doing all these big fancy presentations
and these long websites and all this stuff that lands
in nowhere. Don't it doesn't grab someone. But if you're
(09:26):
having a real conversation, an authentic connection with somebody, and
you can do it on zoom too. You can do
cocktail napkins on zoom. Just just start talking about it
as a thing as opposed to just using words. I
use my cocktail napkin and zoom calls all the time.
And when you do that, it activates a different part
of their brains so that they can actually start understanding
(09:49):
what you're saying, as opposed to just this endless on
the onslaught of words. Pictures are far more powerful than words,
like this is very important.
Speaker 1 (09:58):
So now like in in your let's say process, okay,
so that that clarify, amplify, and monetize when we militize,
that is very clear. It's kind of clear thing like
when we say that, but clarify and amplify And I
see that. So what do you mean? Is that about
(10:19):
the message? Is that about the brand?
Speaker 2 (10:21):
It's about both, It's about So here's here's what I
came up with. When I when I realized that the
crystallized path to UH, to successful strategic marketing and sales
really comes from going to clarify, then amplify, then monetize,
and it comes from within UH. Clarify starts within our hearts,
(10:42):
It starts within who we are that makes us different
than everybody else. And what I noticed in business, I
was the former head of thought leadership for a global
executive network. I've worked with hundreds of executives and thought
leaders all over the world, and what I realized is
most of them their issues weren't that they weren't amazing,
weren't that they weren't talented at what they did, or
(11:03):
driven or or even funded right. What they constantly tried
to do is chase after monetized, monetized, monetized, monetized. They
were always looking for, what's the next thing that I
need to do to be able to make money. And
what I noticed is that those they weren't as nearly
as successful as they could be because it was like
(11:25):
when their offer got into the marketplace, nobody cared because
it was just more noise, and then they didn't even
know what the other what the person did because one
week they'd have this offer, and the next week they'd
be talking about this thing, and then the next week
they talk about this thing. So there wasn't a concentrated
energy of their expertise or their brand in the monetize realm.
(11:49):
So then what they do is they push against the
grain of organic growth and try to amplify. They think
that their problem of monetizing is that they need to
amplify more, so they'll spend an inordinate amount of time, money,
and energy with digital marketing agencies and PR firms and
consultants and coaches and products that they think that they
(12:10):
need to use to quote spread the word, and those
didn't work either. So what I realized as I studied
these hundreds of businesses and business owners is that their
real pain point was that they couldn't clarify what makes
them different than everyone else. Really, they could use a
(12:31):
bunch of fancy words, but they couldn't draw it down
a cocktail napkin. So the work that I did was
to distill down to their essence, what makes you different
than everyone else? Can you clarify that difference on a
cocktail napkin that a child could understand? Because frankly, that's
(12:52):
what our buyers are like right now. They're like children
when it comes to their attention spans, So you have
to get them within moments of exposure. So that's when
I realized, Wow, the trajectory of sales and marketing in
this day and age to crystallize that brilliance is Clarify.
(13:13):
Then you amplify, because now you're amplifying the same things
all over the place. No longer will your website be
different than your LinkedIn, which will be different than your
podcast interviews, which will be different than your articles, which
will be different than your your presentations that you do.
It's all going to be the same stuff because it's
all built off the same cocktail napkin. So that you're
(13:36):
amplifying consistently and strategically in the marketplace, so that when
people are ready to monetize with you, when they're ready
to give you money, no matter where they saw you,
where they heard from you, they're getting the same information
over and over and over again. And the only way
that works is if you start with Clarify. If you
(13:58):
just think you can jump up to monetize, you're going
to be in a lot of pain, a world of
pain because You're not going to be any different than
your competitors.
Speaker 1 (14:07):
That's very important. So we're talking about the message and
the alignment of the message.
Speaker 2 (14:12):
Mm hmm.
Speaker 1 (14:13):
The whole the whole band, with the whole.
Speaker 2 (14:16):
Brand, the whole brand, the whole brand, the words, the pictures,
everything Like I'm known as the cocktail Napkin Lady. That's
what I did my second ted X talk on. That's
what I talk about all the time. I talk about Clarify, amplify,
monetize all the time. That's my jam and I'm known
for it. No matter where you you could meet me
at an airport bar and I will be talking about
(14:38):
cocktail napkin clarity. You could meet me at a fancy
networking event and I'll be talking about cocktail napkin clarity.
Everybody has their own thing that is special and unique
to them. They just don't know it. And what I
found in this process of being a crystallizer is that
there's something to there's something about us that we are designed.
(15:00):
I believe we're divinely designed that we can't see ourselves.
We cannot see ourselves fully. You will never see yourself
your body. You'll never see your body, You'll see parts
of your body. You'll look down and you'll see your
front half. You'll look in the mirror and you'll see
(15:21):
a reflection of it, but you will actually never see
yourself ever in this lifetime. And so this process is
about really being a strategically sacred witness to someone else's
brilliance so that I can see what they can't, right,
(15:41):
I can really notice they are what makes them brilliant
and makes them different because they're too close to see it.
Speaker 1 (15:51):
That's a very interesting point, Like because we are very
close to ourselves, I guess. Yeah, So no matter how
hard we try to to dig, that as the best
possible reach death. So this is, for example, talking about
the message and ourselves for finding this message. Like, we
need people to be allowed us as that aligned people, that's.
Speaker 2 (16:18):
Very important, aligned people, educated people in your marketplace, people
that are going to tell you something that you don't
want to hear, give you your blind spots. Uh. It can't
just be sycophantic support people that say you're great. That's
not helpful.
Speaker 1 (16:34):
Uh.
Speaker 2 (16:35):
And it's not helpful to go to somebody who's just
automatically going to just try to sell you their thing, right,
their solution It's really about can you find someone in
your professional orbit that can act as a strategic co creator,
who can just really be with you side by side,
like this on my for those of you that are
(16:55):
going to watch it on YouTube. This back here copy
weathered yellow copy of Things Can Grow Rich by Napoleon
Hill is on my shoulder. That's my mother's nineteen sixty
dollars ninety five copy of Napoleon Hill's Thinking Grow Rich.
And in chapter ten of that seminal book of professional growth,
he talks about the power of the master mind. There
(17:18):
is intense, incredible transformative power when you have two or
more people coming together in the spirit of unity for
a single purpose. And as far as being able to
see your cocktail napkin clarity, that's going to require someone
to really be in that master mind role with you
so that you can go through that journey of exploration.
(17:41):
I'm doing a crystallization right now. Actually I'm right in
the middle of it, and I have yesterday. This is
an incredibly successful business owner who runs a consulting firm,
and I have reviewed her, you know, five hundred and
some slide presentations, I've read her book, I've done looked
(18:05):
at her materials, her articles. She's incredibly prolific, all of
this material to give her a cocktail napkin, to give
her a cocktail napkin of all of that, chip away
everything that doesn't matter, but the most essential things. And
there's no way she could have seen that herself. She
was too lost in creating more and more and more content.
(18:28):
And when we're talking about getting cocktail napkin clarity, it's
about less words and more insight. And the only way
to get that insight insight is when you have someone
outside looking at you.
Speaker 1 (18:43):
It's good or try to be kind of partial to
yourself and judgmental to yourself or nonjudgmental. What's also important
to have some other looking from the outside in because yes,
as you mentioned, it's like it's hard no matter how
we are trying to be judging ourselves or looking to
ourselves better or doing certain things. We have to have
(19:05):
this kind of overview of things and different perspective into
us with our personal or in business or in now
our business. For example, when someone discovers, for example, their
message and get clarified, is it very important to, like
you mentioned, keep speaking or engaging with the same thing
(19:26):
over and over it yes.
Speaker 2 (19:28):
Over and over and over again. So, for example, what
I tell my crystallized clients is even with your cocktail
napkin clarity, now that you know who you are, you
know they have a perfect picture or one of a
kind picture of their brilliance and they know the words
that goes with it. If they never share it with
the world in any way, it's still helpful because now
(19:49):
they know how to tell their story. They know organically
and authentically and passionately and persuasively, they know how to
describe themselves. But it becomes an exponentially more effective tool
when they keep sharing it out to the world. Let
me give you an example. One of my most recent
(20:10):
crystallized clients, one of the first orders of business that
she did was to create a LinkedIn article on her
new model, on her thought leadership that I helped her crystallize.
And she wrote this beautiful article that she featured on
her LinkedIn. She also posted it. And what happened is
she had clients or she had prospects that she hadn't
(20:33):
been able to create a connection with for months. She
tried to reach them on email and LinkedIn and text
and phone, and they were crickets, nothing, couldn't get any
response at all. She sent this article to one of
those prospects, and within an hour that person came back
and said, thank you, I appreciate it. Can we share
(20:54):
it with our association? And now let's talk about you
coming in and speaking for our organization. When you use
this cocktail napkin clarity everywhere you go, everywhere you go,
then you don't have to worry about marketing and you
don't have to worry about sales because basically you're a walking,
talking marketing sales machine all the time. And that's the
(21:18):
best kind. That's the best kind because people know that
you mean it and that you care because the reality
when it comes to the bottom line, and I'm all
about fundamentally, it's a wonderful thing to help provide people
with clarity on who they are and what makes them
shine and what makes them different. But the reality is,
I'm in business to give them more business. I'm in
(21:40):
the business to help them make more money, period. And
the way that you do that is to understand that
sales happens with two ways. Number One, they need to
have the logic, they need to understand cognitively intelligently what
you're doing to solve their biggest pain. You have to
(22:00):
have the logic behind that. And when you have a
visual that will enable them to understand that you will
solve their problem. But then, b why do they actually
give you the money. They give you the money because
they feel it, not because they understand it, not because
they think you're going to solve the problem. They give
(22:21):
you the money because they feel it. And when you
can operate from cocktail napkin clarity, you will radiate that.
You will emanate that everywhere you go, and so fundamentally
it's stickier, it's more appealing, and therefore it's more persuasive.
Speaker 1 (22:37):
That's very interesting what you said. Like people might buy
basically because they just feel that the solution or the
resolution is there for that product, course or whatever it
is coaching for that they are going to get because
generally people they want the end result, like they don't
want to go through the pin of going through a course,
(22:57):
like I don't want to go through, for example, of
course of ten modules, each module has ten lessons or
whatever reading through people, I want to go from A
to Z as fast as as soon as possible. This
is what generally we all think, so that's very important.
You said. It's giving them this kind of feeling that
this is this is it, like, this is the solution
(23:21):
for what you are going when the problem is going
to be solved soon.
Speaker 2 (23:26):
Yes, yes, absolutely, and they know that you're the person
to do it. So when you can trot out your
cocktail napkin and doodle something and say this is what
I do and this is how it serves you or
serves others, that what I call triangulates the sale. So
when we think about typical sales dynamics, what we think
(23:47):
of is a buyer with a lot of power and
a seller with a lot of desperation. The buyer has
the power and is the dominant, and the seller is
the submissive, and the seller goes, will you please consider me?
Won't you please consider me? And sales techniques are all
about trying to wow them and woo them in order
to get them to say yes. To be able to
(24:08):
balance the dynamics out, I say, forget that. Create a
third party in the dialogue, which is the cocktail napkin,
which then says, Hi, I'm not going to try to
sell you on anything. What I'm going to do is
I'm going to listen to what's going on in your world.
And because I know my material so well that I
(24:29):
don't have to worry about what my spiel is going
to be, what my you know, my presentation is going
to be. Because I know myself my cocktail napkins so well,
I can really be fully present with you, and I
can listen to you, and I can observe you verbally, nonverbally,
what is it that you're really experiencing. I can ask
meaningful questions, and I can be fully there to really
(24:51):
get you. And then when the law of reciprocity kicks
in and you eventually say tell me about you, enough
about me, tell me about you when you turn it
to me, then I'm going to say thank you so
much for asking. What I want to talk to you
about is my cocktail napkin. This is what this is.
This is something I believe in so strongly. It's the
hill I'm willing to die on. This is what I'm
(25:12):
passionate about, and this is how I serve people. And
I've not once asked you can I sell this to you.
I've simply talked about this third thing. And what that
does is that changes the dynamics of our discussion. So
no longer do you see yourself as the powerful buyer
and I'm the submissive seller. We are now two partners
(25:32):
and potential potential partners and peers talking about a subject.
Speaker 1 (25:38):
Yeah, definitely, because it's now it's it should be kind
of a relationship between buyer and seller because eventually you
want to keep the customer as long as possible. And
at the same time, it's not like the old days.
They don't have that much as me as a buyer
and I do want to buy something. If I look
like I'm thefty seven now, So if I was one
(25:58):
like a hundred years ago, I would not have that
many options. But now like you have so many options.
You have Google, you have being of search engines, you
have a lot of things to compare prices, compare many things,
benefits and features, and take your time to buy. Yeah,
we're talking here about also building this kind of relationship
that I do want to help you and I have
(26:19):
something extra, for example, if you would like to learn more,
this is kind of maybe the way for it. Like
because one of the things that you mentioned earlier, it
could be like one of the biggest mistakes that entrepreneurs
make is like we are trying to go directly for
the sale and jump into the sale that people would
like simply pay the fees for the course or whatever
(26:44):
it is that are going the service or product, jumping
into that and neglecting the ideas that maybe some people
might need that, but they might need it now, some
people might need it a year later, maybe a month later,
maybe six months later. So this kind of things you'll
need to puilt some kind of a port of that
so you can be.
Speaker 2 (27:04):
Forward absolutely one hundred percent. I mean, you want to
get to the point where you are asked, how do
I work with you? Right when you get so clear
about your brilliance and you get so clear about how
you're going to monetize off of that brilliance, so you
have a very clear value ladder for your offers and
you can describe them with crystal clarity about what you
(27:27):
do and not what you're going to offer. When you
have that level of clarity, then you just simply share
your excitement about what you do. That's it. You just
show up with people. You show up with people, and
you meet them where they are. And then when you
do that so well and so from such a deep
place of authentic enthusiasm. People will ask you how do
(27:50):
I work with you? And then they'll say it's a
no brainer, especially when you can write it so clearly
that they can understand the chunks right, Like, my model
is actually not only my thought leadership. It's not only
my material, my content marketing that I do, but it's
literally my offers. I have offers that are clarify, amplify, monetize.
(28:13):
I want to walk them through so clearly that there
is not a chance. Because you know what makes a
sale go south confusion, Confusion and lack of confidence on
the part of the person delivering it. Those are the
two reasons they say no or maybe or I'll think
about it or get back to me later. Is when
they're confused about what you're offering, or they don't think
(28:34):
you can deliver it.
Speaker 1 (28:35):
So I had read a lot about this, like aological
buyer and the emotional buyer. Do you think these are
related to what a person might think of when buying,
Like do we always think of that the customer will
always think logically or emotionally? Like because you mean yeah.
Speaker 2 (28:56):
The answer is yes, I mean they think both ways.
You need both You want to have logic as the underpinning,
to be able to very clearly identify that I will
solve A. I know what your problem is. B. I'm
qualified to solve it. And see, here's how I'm going
(29:17):
to solve it. Okay, you have to have the logic
because they enthusiasm and passion and authenticity will only get
you so far. Right. You want to be able to
have logic about your offers and your businesses. And what
will make them say yes and give you the money
(29:38):
right away is when you then close the deal with
the heart, right when they could feel you, when they
can really understand that you care, that you care. Honestly,
it's not that hard. People make it so difficult, And
of course what makes this a more complicated subject is
(30:00):
we need to find enough passion for what we do
so that we do care. But then we also need
to take care of ourselves so that when we're showing
up in sales discussions or showing up in marketing opportunities,
that we are one hundred percent showing up. We're one
(30:22):
hundred percent showing up. I don't care that you didn't
get a good night's sleep. I don't care that you
got in a fight with your partner. I don't care
that you're feeling nervous about your trip next week. It
doesn't You've got to be present, one hundred percent present
with people, and that, along with that cocktail napkin clarity
is what gets people to say Yes.
Speaker 1 (30:42):
It's easier when it comes from the buyer for example,
and you are not pushing the sale. So this is
how business is done, especially nowadays. Like I mentioned, it's
not like hundred years ago. Everything is pushed. The customer
does not know anything. Everything that they know is like
from what the sale out or salesman tells them. So
these are now gone. So you need to build some
(31:04):
a different level of trust and heard with the client.
Speaker 2 (31:09):
Yes, yeah, absolutely so with you.
Speaker 1 (31:12):
Working in your business and with clients. What is the
missed worst advice someone that ever told you?
Speaker 2 (31:20):
What's the worst advice that someone ever told me professionally?
The worst advice that someone ever told me professionally is
that long emails sell. That you can write long emails.
The longer the email, the better it is. I think
that that was silly back then, and it's even sillier now.
(31:43):
The shorter the email, the better it is. In fact,
do you know what the most important part of an
email is?
Speaker 1 (31:51):
The link? I guess maybe no.
Speaker 2 (31:54):
The subject line, subject line, fifty fifty letters v D
letters is what you have to work with, including spaces
to make it clickable, to make it interestingly enough, interesting
enough that someone will actually read it. Because email is dying.
(32:14):
It's a cesspool of noise, and you want your brilliance
to be able to shine through in a place that
is filled with noise. Right, you want to be able
to really craft an email with a subject line and
a very short body that's going to hopefully get them
(32:35):
off of email as quickly as possible and into your calendar.
Speaker 1 (32:39):
But what do you mean, like, imaan, is that do
you think that's actually what's happening? A little?
Speaker 2 (32:43):
I think that there. I know this isn't to think.
I know because I've worked with organizations that have huge
machines of marketing that all they're doing is sending out emails, emails, emails, emails, emails,
and guess what, they're not reading them. People aren't reading them.
Speaker 1 (33:02):
Yeah.
Speaker 2 (33:02):
No, And so if that's your only form of communication,
that is a broken system. Because will you will necessarily
have seventy eighty ninety percent of your targets not even
reading your material, right, and then you go, well, I
send them an email doesn't matter. So you know, it's
always looking at what are the ways that people take
(33:24):
us in? They take our brilliance in four different ways.
It's really easy. Four ways they read us, they listen
to us, they watch us, and they interact with us.
Those are the four ways they take us in. Okay,
what most people fall victim to in business is they
fall victim to I want to make it as easy
as possible for me. So the easiest way for me
(33:48):
to reach out to my prospects is email because it's
asynchronous and I can just send off an email and
just send it and hope that they're going to read it.
That's one way of people getting your brilliance is reading, okay,
but they also could read you on a blog. They
could also read you on your social posts. They could
also read you in books that you write, articles that
you write. There's lots of different ways for you to
(34:10):
get your information out. And then how are they going
to listen to you? They're going to listen to me.
As soon as you drop this podcast episode, I'm going
to be sharing it. With my entire network, because there
are people that want to just hear my voice and
not have to go and watch me write or read me. Right,
So you have that, you also have people that want
(34:30):
to just watch. So do you have an explainer video? Right?
Do you have things out there that are going to
help pierce the noise that you can use to wake
up your buyer to take action? Right? And then interact?
Is are they interacting with you in real life, like
actual real life at networking events? You know, at speeches?
(34:53):
Are you where are you? Where are you going to
put your energy? And that, of course is the one
that's the most potent. That's the one that you can
close big deals real fast when you are in person
with someone. So I encourage if anybody is struggling with
their sales as an entrepreneur, look at those four channels, read, listen, watch,
and interact and make sure that you're doing at least
(35:16):
one of those all the time so that anybody can
can find you and not just think that it's only email.
If you only put your eggs in the email basket,
that is a recipe for disaster.
Speaker 1 (35:33):
Well, it's a bit it's like it's a bit of
always the talk is about, for example, email is that
you want to have your own platform and basically email
with that social media in general, the idea of it,
like yes, maybe I have a huge linked In following,
is maybe I have a huge Instagram following. But you
(35:54):
never know that these platforms might close, they might remove you,
they might be block you for some posts. The idea
of email being safer. So this is the general idea
of email. But I am with you that like me personally,
Like I'm sure you do, Like I get like maybe
at least five hundred emails a day and this, yeah,
and I always unsubsecribed from things I don't use anymore.
(36:17):
So so like it's a lot of emails.
Speaker 2 (36:21):
It's a lot of emails. And so it's not that
it's bad because I use emails too. I'm just saying
that to do it strategically, you want to be able
to have a mix, right, so I have I like
it and liking it too. You know, email is less
important than LinkedIn, which is less important than phone calls,
which is less important than texts, which is less important
(36:42):
than seeing somebody in real life. You know, And you
want to try to do all of those things and
then some and just put yourself out there in a
variety of ways. And then once you do that, you
you amplify. You clarify by getting cocktail napkin clarity. You
amplify by setting putting the same information out there all
the time in different ways, but the same information You're
(37:03):
going to monetize. By magnetizing your audience to you, they
will understand you, they will know that you solve their problem,
and then that's an easier conversion. Right with a walk
run sore model, what you many people will walk with you,
some will run with you if you will soar with you.
So you just have a nice graduated value ladder of
(37:25):
offers that are going to lead your buyers right up
that ladder. Definite, and it makes it easy for you
as an entrepreneur, because it is hard being an entrepreneur.
It's tiring and it's expensive. And so the best way
that you can shortcut any marketing and sales I'm all for.
Speaker 1 (37:43):
Definitely, definitely. It's it's not easy. It takes a lot
of effort. So what would you say, did you think
that we have missed something here that you can mention
or some kind of a takeaway for this one.
Speaker 2 (37:56):
Well, I guess what I would offer everyone is, first
of all, I hope that they come to out my
ted X talk because that really is a great U
U representation of what we just talked about. Uh, and
it's called Doodle your Dream. And what I invite them
to do is think about the next big thing they
(38:16):
have coming up in the next week or two. Okay,
whether that's an interview or a sales presentation or uh,
you know, a project that you want to launch or
whatever it is. Think about that issue and that opportunity
and see what you can do to get creative about
(38:36):
drawing it as an image so that the team, or
your customer, or your prospect or your audience will all
know what you're talking about, but but they'll see it.
That's what I encourage your audience to do, is to
get creative and see what you can do to utilize
visuals to really create a compelling message.
Speaker 1 (38:59):
Well, thank you very much. Where can people learn more
about you also and learn and get in contact with you?
Speaker 2 (39:06):
Yeah, so they can find me at Teresa Rose dot com.
And it looks like there's a Rose dot com. So
there's an h in my name. There's a Rose dot com.
Slash clear, clear as a bell. When you go there,
you'll be able to get access to my crystallization process,
so you can try for yourself and I hope that's
helpful to them.
Speaker 1 (39:26):
Awesome, awesome, thank you very much for being on this episode.
With being on Success great podcast, really insightful information and
knowledge and insights, insights. Like you said, so, it's very
important that people actually before we go as entrepreneurs, business owners,
before we go into thinking about the money, we need
to have the first and second step to okay, to
(39:51):
clarify and amplify and then monetize because as we are
talking here about this week, it will make things easier
to actually sell. Yes, won't be a heart and it
would be just sill, silling.
Speaker 2 (40:03):
It's going to be show and tell and not sell.
Speaker 1 (40:06):
Yes, thank you very much
Speaker 2 (40:08):
Thank you, I appreciate it, saying take care
Ado and welcome Success sigredination to this episode of the
Success Cigred Podcast with your host of Central. And this
episode is going to be a very clear episode. I guess.
Joining me for this one Terrisa Roe's to talk about
how to crystallize your brilliance and about something she calls
cocktail napkin silling, which is I am intrigued to know
what that is. This is a brand and business crystallizer,
(00:23):
strategic co founder, a two time ted X speaker and
certified speaking professional who works with expert and their businesses
to create one of her kind visual brands they can
draw on a cocktail napkin. Using her crystallization process. Teresa
helps talk Tea the entrepreneurs and executive ready for the
(00:45):
transition to clarify, amplify, and monetize their brilliance. Welcome to
this episode of the Success Gred podcast.
Speaker 2 (00:52):
Teresa, thank you very much for having me. I appreciate it.
Speaker 1 (00:55):
I am so glad that you're joining me for this one.
I can't wait to learn more about what this cocktaiin
lefkins and other stuff. So very interesting. Actually, so first
of all, because this is the success Great podcast, excellent
to me or tell me what does success means to you?
And what do you think other people have certain rights
(01:17):
or wrong conceptions about success.
Speaker 2 (01:20):
Yeah, that's a great question, thank you. So I would
say that for me, success is about uh, contentment, it's
about peace of mind. Uh. And it's about flow. Are
we flowing with our our talents and our gifts in
(01:42):
a way that is serving humanity? Serving uh, you know,
our our communities and and is that flow coming back
to us in a really healthy and good way? For me?
That's it's it's it's a mindset and it's a state
of being. Uh. And it changes, right, it changes depending
(02:04):
on you know, what's going on in your life and
how you feel and what's priority. You know, I've I've
gone through some losses in my life, as I'm sure
many of your your fans have as well. And success
can be very malleable when you're going through big transitions
(02:25):
and uh and challenges. You know, we what we thought
we would have as a success uh in our younger
years changes as life changes and as uh we experience
loss and as we experience you know, real challenge and
deep uh, you know, deep pain. So for me, I
(02:45):
don't it's less about the monetary and more about the emotional.
Speaker 1 (02:49):
You mentioned something about like sometimes we think or I
think that being an adult is different from being a child,
like sometimes I wish maybe myself I'm wrong with that,
but hopefully all these when I'm kid is back. Because
you're like you are like worry free in general, like
you don't think, but now as adults you worry about
(03:11):
everything and everything like this the brand does not stop
thinking about anything and and lots of things on the mind. Money,
a lot of things about that, and many things and
issue problem so it's not stopping. So now can you
give us or tell us a little bit about yourself,
(03:33):
a little bit of a story. And because you talk
about clarifying and amplifying and monetizing, also these things are
could be clear to some people. But also and would
love for you to expand a little bit on this
as a starter.
Speaker 2 (03:48):
Sure. Well, So I have many stories, but I guess
the one that I'll share with you is how I
found how important a napkin is, A cocktail napkin is
and it tells a little bit about my history. So
I have always been somebody who loves being on stage.
I as a little girl, I would do my own shows,
(04:08):
you know, for my stuffed animals, and I'd have my
hair brush as my microphone, and i'd do a variety
show and I'd sing and I'd dance, and it's just
I have a performer spirit inside of me. And maybe
fifteen years ago or so, I decided that I was
going to I had a corporate background, and then I
had I ran my own alternative healing business that had
(04:32):
meditation and yoga and body work and things like that,
and I taught classes in that way, in that realm,
and then I decided that I was going to become
a professional speaker because of me always just loving being
on stage and and I'm a natural inspirer, you know,
I really love to inspire people. I'm enthusiastic. I won
(04:52):
Most Enthusiastic in second grade, and so I just have
a genuinely cheerleader heart. And so so I was going
to my very first to do my very first paid presentation,
and I stumbled into that. You know, I've been a
professional speaker for fifteen years, but when I first started,
(05:14):
I didn't even know it was a real job. I
had no idea that you could be a speaker. And I,
you know, I just happened into it. And I was
on a flight to go from where we lived to
where I was going to do the presentation, and I
had the napkin from the airline that had my drink
on it, and I was like, I got to think
(05:35):
about what I'm going to do. And I realized that
it was too late for me to think about writing
a whole, big, long power point that I just stumble through,
and that I didn't want to get hung up on
the technology, and like, oh what you know, I just
felt like I wasn't wanting to have that kind of experience.
So I looked at this napkin and I said, what
(05:57):
could you draw that would be the representation of their speech?
And I doodled what I was going to speak on
and that was my sixty minute speech what I doodled
on this cocktail napkin. And I realized then that there's
something too bringing things down to its simplest essence. We
so often get lost in an avalanche of words, especially
(06:21):
now with AI, when we're just unencumbered and using technology
to just fill the content. But the reality is is
that it's not quality. The quality comes from being crystallized
in what you really want to do and what you
really want to say and not get lost in the noise.
(06:41):
So I've for a long time really seen the power
of getting really crystal clear down to what you could
draw on a cocktail napkin.
Speaker 1 (06:49):
That's very awesome because, like I think, one of the
best things, or for example, in general, the best exercise
is like by your top ten goals in like thirty
seconds or so. This type of things is very important,
like to have this clear, crystal clear thing of what
we want to do. Like basically a napkin is like
(07:10):
I think, it's like about this.
Speaker 2 (07:12):
Size, this big, yep, tiny, which is good. That's the
best kind of technology because first of all, it forces
you to think in clear ways because you can't fill
it with a bunch of words. You have to get
down to a crystallized essence. And it's and it's scrunchable,
it's mobile and you'll find one everywhere, and it's analogue.
(07:34):
And when people can see it and they can feel it,
it doesn't matter that you're a good artist or not.
I draw on it looks like chicken scratch. It doesn't matter.
When I do my cocktail napkin presentations to people, you know,
to sell them something or to sell an idea to them,
or whatever it might be. It doesn't matter what it
(07:56):
looks like from an artistic perspective, because people understand the concepts.
And that's the power of it. It takes it takes
information and brings it into insight because it comes off
of the screen and into three dimensional world. Right, And
there's something that happens in our ability to recollect something
(08:17):
and our emotional response to something and our motivation to
act when we take it off the computer and we
put it into this real world here.
Speaker 1 (08:29):
Yeah, definitely, like all of the I think digitalization is great.
For example, like having things using your round, a pin
and a paper is like it has different feeling to it.
Speaker 2 (08:43):
Yes, it does, and it's a both. And so I
agree that that having technology is essential. It's absolutely essential
to be able to leverage the tools that we have.
And if you really want to maintain a differentiating factor,
you want to have a competitive edge, you'll not forget
the power of the napkin and a pen because that's
(09:05):
going to really be able to cut through the noise
that your buyer is experiencing. Right, And so, I mean,
how many times have we tried to send endless emails
and follow ups and doing all these big fancy presentations
and these long websites and all this stuff that lands
in nowhere. Don't it doesn't grab someone. But if you're
(09:26):
having a real conversation, an authentic connection with somebody, and
you can do it on zoom too. You can do
cocktail napkins on zoom. Just just start talking about it
as a thing as opposed to just using words. I
use my cocktail napkin and zoom calls all the time.
And when you do that, it activates a different part
of their brains so that they can actually start understanding
(09:49):
what you're saying, as opposed to just this endless on
the onslaught of words. Pictures are far more powerful than words,
like this is very important.
Speaker 1 (09:58):
So now like in in your let's say process, okay,
so that that clarify, amplify, and monetize when we militize,
that is very clear. It's kind of clear thing like
when we say that, but clarify and amplify And I
see that. So what do you mean? Is that about
(10:19):
the message? Is that about the brand?
Speaker 2 (10:21):
It's about both, It's about So here's here's what I
came up with. When I when I realized that the
crystallized path to UH, to successful strategic marketing and sales
really comes from going to clarify, then amplify, then monetize,
and it comes from within UH. Clarify starts within our hearts,
(10:42):
It starts within who we are that makes us different
than everybody else. And what I noticed in business, I
was the former head of thought leadership for a global
executive network. I've worked with hundreds of executives and thought
leaders all over the world, and what I realized is
most of them their issues weren't that they weren't amazing,
weren't that they weren't talented at what they did, or
(11:03):
driven or or even funded right. What they constantly tried
to do is chase after monetized, monetized, monetized, monetized. They
were always looking for, what's the next thing that I
need to do to be able to make money. And
what I noticed is that those they weren't as nearly
as successful as they could be because it was like
(11:25):
when their offer got into the marketplace, nobody cared because
it was just more noise, and then they didn't even
know what the other what the person did because one
week they'd have this offer, and the next week they'd
be talking about this thing, and then the next week
they talk about this thing. So there wasn't a concentrated
energy of their expertise or their brand in the monetize realm.
(11:49):
So then what they do is they push against the
grain of organic growth and try to amplify. They think
that their problem of monetizing is that they need to
amplify more, so they'll spend an inordinate amount of time, money,
and energy with digital marketing agencies and PR firms and
consultants and coaches and products that they think that they
(12:10):
need to use to quote spread the word, and those
didn't work either. So what I realized as I studied
these hundreds of businesses and business owners is that their
real pain point was that they couldn't clarify what makes
them different than everyone else. Really, they could use a
(12:31):
bunch of fancy words, but they couldn't draw it down
a cocktail napkin. So the work that I did was
to distill down to their essence, what makes you different
than everyone else? Can you clarify that difference on a
cocktail napkin that a child could understand? Because frankly, that's
(12:52):
what our buyers are like right now. They're like children
when it comes to their attention spans, So you have
to get them within moments of exposure. So that's when
I realized, Wow, the trajectory of sales and marketing in
this day and age to crystallize that brilliance is Clarify.
(13:13):
Then you amplify, because now you're amplifying the same things
all over the place. No longer will your website be
different than your LinkedIn, which will be different than your
podcast interviews, which will be different than your articles, which
will be different than your your presentations that you do.
It's all going to be the same stuff because it's
all built off the same cocktail napkin. So that you're
(13:36):
amplifying consistently and strategically in the marketplace, so that when
people are ready to monetize with you, when they're ready
to give you money, no matter where they saw you,
where they heard from you, they're getting the same information
over and over and over again. And the only way
that works is if you start with Clarify. If you
(13:58):
just think you can jump up to monetize, you're going
to be in a lot of pain, a world of
pain because You're not going to be any different than
your competitors.
Speaker 1 (14:07):
That's very important. So we're talking about the message and
the alignment of the message.
Speaker 2 (14:12):
Mm hmm.
Speaker 1 (14:13):
The whole the whole band, with the whole.
Speaker 2 (14:16):
Brand, the whole brand, the whole brand, the words, the pictures,
everything Like I'm known as the cocktail Napkin Lady. That's
what I did my second ted X talk on. That's
what I talk about all the time. I talk about Clarify, amplify,
monetize all the time. That's my jam and I'm known
for it. No matter where you you could meet me
at an airport bar and I will be talking about
(14:38):
cocktail napkin clarity. You could meet me at a fancy
networking event and I'll be talking about cocktail napkin clarity.
Everybody has their own thing that is special and unique
to them. They just don't know it. And what I
found in this process of being a crystallizer is that
there's something to there's something about us that we are designed.
(15:00):
I believe we're divinely designed that we can't see ourselves.
We cannot see ourselves fully. You will never see yourself
your body. You'll never see your body, You'll see parts
of your body. You'll look down and you'll see your
front half. You'll look in the mirror and you'll see
(15:21):
a reflection of it, but you will actually never see
yourself ever in this lifetime. And so this process is
about really being a strategically sacred witness to someone else's
brilliance so that I can see what they can't, right,
(15:41):
I can really notice they are what makes them brilliant
and makes them different because they're too close to see it.
Speaker 1 (15:51):
That's a very interesting point, Like because we are very
close to ourselves, I guess. Yeah, So no matter how
hard we try to to dig, that as the best
possible reach death. So this is, for example, talking about
the message and ourselves for finding this message. Like, we
need people to be allowed us as that aligned people, that's.
Speaker 2 (16:18):
Very important, aligned people, educated people in your marketplace, people
that are going to tell you something that you don't
want to hear, give you your blind spots. Uh. It can't
just be sycophantic support people that say you're great. That's
not helpful.
Speaker 1 (16:34):
Uh.
Speaker 2 (16:35):
And it's not helpful to go to somebody who's just
automatically going to just try to sell you their thing, right,
their solution It's really about can you find someone in
your professional orbit that can act as a strategic co creator,
who can just really be with you side by side,
like this on my for those of you that are
(16:55):
going to watch it on YouTube. This back here copy
weathered yellow copy of Things Can Grow Rich by Napoleon
Hill is on my shoulder. That's my mother's nineteen sixty
dollars ninety five copy of Napoleon Hill's Thinking Grow Rich.
And in chapter ten of that seminal book of professional growth,
he talks about the power of the master mind. There
(17:18):
is intense, incredible transformative power when you have two or
more people coming together in the spirit of unity for
a single purpose. And as far as being able to
see your cocktail napkin clarity, that's going to require someone
to really be in that master mind role with you
so that you can go through that journey of exploration.
(17:41):
I'm doing a crystallization right now. Actually I'm right in
the middle of it, and I have yesterday. This is
an incredibly successful business owner who runs a consulting firm,
and I have reviewed her, you know, five hundred and
some slide presentations, I've read her book, I've done looked
(18:05):
at her materials, her articles. She's incredibly prolific, all of
this material to give her a cocktail napkin, to give
her a cocktail napkin of all of that, chip away
everything that doesn't matter, but the most essential things. And
there's no way she could have seen that herself. She
was too lost in creating more and more and more content.
(18:28):
And when we're talking about getting cocktail napkin clarity, it's
about less words and more insight. And the only way
to get that insight insight is when you have someone
outside looking at you.
Speaker 1 (18:43):
It's good or try to be kind of partial to
yourself and judgmental to yourself or nonjudgmental. What's also important
to have some other looking from the outside in because yes,
as you mentioned, it's like it's hard no matter how
we are trying to be judging ourselves or looking to
ourselves better or doing certain things. We have to have
(19:05):
this kind of overview of things and different perspective into
us with our personal or in business or in now
our business. For example, when someone discovers, for example, their
message and get clarified, is it very important to, like
you mentioned, keep speaking or engaging with the same thing
(19:26):
over and over it yes.
Speaker 2 (19:28):
Over and over and over again. So, for example, what
I tell my crystallized clients is even with your cocktail
napkin clarity, now that you know who you are, you
know they have a perfect picture or one of a
kind picture of their brilliance and they know the words
that goes with it. If they never share it with
the world in any way, it's still helpful because now
(19:49):
they know how to tell their story. They know organically
and authentically and passionately and persuasively, they know how to
describe themselves. But it becomes an exponentially more effective tool
when they keep sharing it out to the world. Let
me give you an example. One of my most recent
(20:10):
crystallized clients, one of the first orders of business that
she did was to create a LinkedIn article on her
new model, on her thought leadership that I helped her crystallize.
And she wrote this beautiful article that she featured on
her LinkedIn. She also posted it. And what happened is
she had clients or she had prospects that she hadn't
(20:33):
been able to create a connection with for months. She
tried to reach them on email and LinkedIn and text
and phone, and they were crickets, nothing, couldn't get any
response at all. She sent this article to one of
those prospects, and within an hour that person came back
and said, thank you, I appreciate it. Can we share
(20:54):
it with our association? And now let's talk about you
coming in and speaking for our organization. When you use
this cocktail napkin clarity everywhere you go, everywhere you go,
then you don't have to worry about marketing and you
don't have to worry about sales because basically you're a walking,
talking marketing sales machine all the time. And that's the
(21:18):
best kind. That's the best kind because people know that
you mean it and that you care because the reality
when it comes to the bottom line, and I'm all
about fundamentally, it's a wonderful thing to help provide people
with clarity on who they are and what makes them
shine and what makes them different. But the reality is,
I'm in business to give them more business. I'm in
(21:40):
the business to help them make more money, period. And
the way that you do that is to understand that
sales happens with two ways. Number One, they need to
have the logic, they need to understand cognitively intelligently what
you're doing to solve their biggest pain. You have to
(22:00):
have the logic behind that. And when you have a
visual that will enable them to understand that you will
solve their problem. But then, b why do they actually
give you the money. They give you the money because
they feel it, not because they understand it, not because
they think you're going to solve the problem. They give
(22:21):
you the money because they feel it. And when you
can operate from cocktail napkin clarity, you will radiate that.
You will emanate that everywhere you go, and so fundamentally
it's stickier, it's more appealing, and therefore it's more persuasive.
Speaker 1 (22:37):
That's very interesting what you said. Like people might buy
basically because they just feel that the solution or the
resolution is there for that product, course or whatever it
is coaching for that they are going to get because
generally people they want the end result, like they don't
want to go through the pin of going through a course,
(22:57):
like I don't want to go through, for example, of
course of ten modules, each module has ten lessons or
whatever reading through people, I want to go from A
to Z as fast as as soon as possible. This
is what generally we all think, so that's very important.
You said. It's giving them this kind of feeling that
this is this is it, like, this is the solution
(23:21):
for what you are going when the problem is going
to be solved soon.
Speaker 2 (23:26):
Yes, yes, absolutely, and they know that you're the person
to do it. So when you can trot out your
cocktail napkin and doodle something and say this is what
I do and this is how it serves you or
serves others, that what I call triangulates the sale. So
when we think about typical sales dynamics, what we think
(23:47):
of is a buyer with a lot of power and
a seller with a lot of desperation. The buyer has
the power and is the dominant, and the seller is
the submissive, and the seller goes, will you please consider me?
Won't you please consider me? And sales techniques are all
about trying to wow them and woo them in order
to get them to say yes. To be able to
(24:08):
balance the dynamics out, I say, forget that. Create a
third party in the dialogue, which is the cocktail napkin,
which then says, Hi, I'm not going to try to
sell you on anything. What I'm going to do is
I'm going to listen to what's going on in your world.
And because I know my material so well that I
(24:29):
don't have to worry about what my spiel is going
to be, what my you know, my presentation is going
to be. Because I know myself my cocktail napkins so well,
I can really be fully present with you, and I
can listen to you, and I can observe you verbally, nonverbally,
what is it that you're really experiencing. I can ask
meaningful questions, and I can be fully there to really
(24:51):
get you. And then when the law of reciprocity kicks
in and you eventually say tell me about you, enough
about me, tell me about you when you turn it
to me, then I'm going to say thank you so
much for asking. What I want to talk to you
about is my cocktail napkin. This is what this is.
This is something I believe in so strongly. It's the
hill I'm willing to die on. This is what I'm
(25:12):
passionate about, and this is how I serve people. And
I've not once asked you can I sell this to you.
I've simply talked about this third thing. And what that
does is that changes the dynamics of our discussion. So
no longer do you see yourself as the powerful buyer
and I'm the submissive seller. We are now two partners
(25:32):
and potential potential partners and peers talking about a subject.
Speaker 1 (25:38):
Yeah, definitely, because it's now it's it should be kind
of a relationship between buyer and seller because eventually you
want to keep the customer as long as possible. And
at the same time, it's not like the old days.
They don't have that much as me as a buyer
and I do want to buy something. If I look
like I'm thefty seven now, So if I was one
(25:58):
like a hundred years ago, I would not have that
many options. But now like you have so many options.
You have Google, you have being of search engines, you
have a lot of things to compare prices, compare many things,
benefits and features, and take your time to buy. Yeah,
we're talking here about also building this kind of relationship
that I do want to help you and I have
(26:19):
something extra, for example, if you would like to learn more,
this is kind of maybe the way for it. Like
because one of the things that you mentioned earlier, it
could be like one of the biggest mistakes that entrepreneurs
make is like we are trying to go directly for
the sale and jump into the sale that people would
like simply pay the fees for the course or whatever
(26:44):
it is that are going the service or product, jumping
into that and neglecting the ideas that maybe some people
might need that, but they might need it now, some
people might need it a year later, maybe a month later,
maybe six months later. So this kind of things you'll
need to puilt some kind of a port of that
so you can be.
Speaker 2 (27:04):
Forward absolutely one hundred percent. I mean, you want to
get to the point where you are asked, how do
I work with you? Right when you get so clear
about your brilliance and you get so clear about how
you're going to monetize off of that brilliance, so you
have a very clear value ladder for your offers and
you can describe them with crystal clarity about what you
(27:27):
do and not what you're going to offer. When you
have that level of clarity, then you just simply share
your excitement about what you do. That's it. You just
show up with people. You show up with people, and
you meet them where they are. And then when you
do that so well and so from such a deep
place of authentic enthusiasm. People will ask you how do
(27:50):
I work with you? And then they'll say it's a
no brainer, especially when you can write it so clearly
that they can understand the chunks right, Like, my model
is actually not only my thought leadership. It's not only
my material, my content marketing that I do, but it's
literally my offers. I have offers that are clarify, amplify, monetize.
(28:13):
I want to walk them through so clearly that there
is not a chance. Because you know what makes a
sale go south confusion, Confusion and lack of confidence on
the part of the person delivering it. Those are the
two reasons they say no or maybe or I'll think
about it or get back to me later. Is when
they're confused about what you're offering, or they don't think
(28:34):
you can deliver it.
Speaker 1 (28:35):
So I had read a lot about this, like aological
buyer and the emotional buyer. Do you think these are
related to what a person might think of when buying,
Like do we always think of that the customer will
always think logically or emotionally? Like because you mean yeah.
Speaker 2 (28:56):
The answer is yes, I mean they think both ways.
You need both You want to have logic as the underpinning,
to be able to very clearly identify that I will
solve A. I know what your problem is. B. I'm
qualified to solve it. And see, here's how I'm going
(29:17):
to solve it. Okay, you have to have the logic
because they enthusiasm and passion and authenticity will only get
you so far. Right. You want to be able to
have logic about your offers and your businesses. And what
will make them say yes and give you the money
(29:38):
right away is when you then close the deal with
the heart, right when they could feel you, when they
can really understand that you care, that you care. Honestly,
it's not that hard. People make it so difficult, And
of course what makes this a more complicated subject is
(30:00):
we need to find enough passion for what we do
so that we do care. But then we also need
to take care of ourselves so that when we're showing
up in sales discussions or showing up in marketing opportunities,
that we are one hundred percent showing up. We're one
(30:22):
hundred percent showing up. I don't care that you didn't
get a good night's sleep. I don't care that you
got in a fight with your partner. I don't care
that you're feeling nervous about your trip next week. It
doesn't You've got to be present, one hundred percent present
with people, and that, along with that cocktail napkin clarity
is what gets people to say Yes.
Speaker 1 (30:42):
It's easier when it comes from the buyer for example,
and you are not pushing the sale. So this is
how business is done, especially nowadays. Like I mentioned, it's
not like hundred years ago. Everything is pushed. The customer
does not know anything. Everything that they know is like
from what the sale out or salesman tells them. So
these are now gone. So you need to build some
(31:04):
a different level of trust and heard with the client.
Speaker 2 (31:09):
Yes, yeah, absolutely so with you.
Speaker 1 (31:12):
Working in your business and with clients. What is the
missed worst advice someone that ever told you?
Speaker 2 (31:20):
What's the worst advice that someone ever told me professionally?
The worst advice that someone ever told me professionally is
that long emails sell. That you can write long emails.
The longer the email, the better it is. I think
that that was silly back then, and it's even sillier now.
(31:43):
The shorter the email, the better it is. In fact,
do you know what the most important part of an
email is?
Speaker 1 (31:51):
The link? I guess maybe no.
Speaker 2 (31:54):
The subject line, subject line, fifty fifty letters v D
letters is what you have to work with, including spaces
to make it clickable, to make it interestingly enough, interesting
enough that someone will actually read it. Because email is dying.
(32:14):
It's a cesspool of noise, and you want your brilliance
to be able to shine through in a place that
is filled with noise. Right, you want to be able
to really craft an email with a subject line and
a very short body that's going to hopefully get them
(32:35):
off of email as quickly as possible and into your calendar.
Speaker 1 (32:39):
But what do you mean, like, imaan, is that do
you think that's actually what's happening? A little?
Speaker 2 (32:43):
I think that there. I know this isn't to think.
I know because I've worked with organizations that have huge
machines of marketing that all they're doing is sending out emails, emails, emails, emails, emails,
and guess what, they're not reading them. People aren't reading them.
Speaker 1 (33:02):
Yeah.
Speaker 2 (33:02):
No, And so if that's your only form of communication,
that is a broken system. Because will you will necessarily
have seventy eighty ninety percent of your targets not even
reading your material, right, and then you go, well, I
send them an email doesn't matter. So you know, it's
always looking at what are the ways that people take
(33:24):
us in? They take our brilliance in four different ways.
It's really easy. Four ways they read us, they listen
to us, they watch us, and they interact with us.
Those are the four ways they take us in. Okay,
what most people fall victim to in business is they
fall victim to I want to make it as easy
as possible for me. So the easiest way for me
(33:48):
to reach out to my prospects is email because it's
asynchronous and I can just send off an email and
just send it and hope that they're going to read it.
That's one way of people getting your brilliance is reading, okay,
but they also could read you on a blog. They
could also read you on your social posts. They could
also read you in books that you write, articles that
you write. There's lots of different ways for you to
(34:10):
get your information out. And then how are they going
to listen to you? They're going to listen to me.
As soon as you drop this podcast episode, I'm going
to be sharing it. With my entire network, because there
are people that want to just hear my voice and
not have to go and watch me write or read me. Right,
So you have that, you also have people that want
(34:30):
to just watch. So do you have an explainer video? Right?
Do you have things out there that are going to
help pierce the noise that you can use to wake
up your buyer to take action? Right? And then interact?
Is are they interacting with you in real life, like
actual real life at networking events? You know, at speeches?
(34:53):
Are you where are you? Where are you going to
put your energy? And that, of course is the one
that's the most potent. That's the one that you can
close big deals real fast when you are in person
with someone. So I encourage if anybody is struggling with
their sales as an entrepreneur, look at those four channels, read, listen, watch,
and interact and make sure that you're doing at least
(35:16):
one of those all the time so that anybody can
can find you and not just think that it's only email.
If you only put your eggs in the email basket,
that is a recipe for disaster.
Speaker 1 (35:33):
Well, it's a bit it's like it's a bit of
always the talk is about, for example, email is that
you want to have your own platform and basically email
with that social media in general, the idea of it,
like yes, maybe I have a huge linked In following,
is maybe I have a huge Instagram following. But you
(35:54):
never know that these platforms might close, they might remove you,
they might be block you for some posts. The idea
of email being safer. So this is the general idea
of email. But I am with you that like me personally,
Like I'm sure you do, Like I get like maybe
at least five hundred emails a day and this, yeah,
and I always unsubsecribed from things I don't use anymore.
(36:17):
So so like it's a lot of emails.
Speaker 2 (36:21):
It's a lot of emails. And so it's not that
it's bad because I use emails too. I'm just saying
that to do it strategically, you want to be able
to have a mix, right, so I have I like
it and liking it too. You know, email is less
important than LinkedIn, which is less important than phone calls,
which is less important than texts, which is less important
(36:42):
than seeing somebody in real life. You know, And you
want to try to do all of those things and
then some and just put yourself out there in a
variety of ways. And then once you do that, you
you amplify. You clarify by getting cocktail napkin clarity. You
amplify by setting putting the same information out there all
the time in different ways, but the same information You're
(37:03):
going to monetize. By magnetizing your audience to you, they
will understand you, they will know that you solve their problem,
and then that's an easier conversion. Right with a walk
run sore model, what you many people will walk with you,
some will run with you if you will soar with you.
So you just have a nice graduated value ladder of
(37:25):
offers that are going to lead your buyers right up
that ladder. Definite, and it makes it easy for you
as an entrepreneur, because it is hard being an entrepreneur.
It's tiring and it's expensive. And so the best way
that you can shortcut any marketing and sales I'm all for.
Speaker 1 (37:43):
Definitely, definitely. It's it's not easy. It takes a lot
of effort. So what would you say, did you think
that we have missed something here that you can mention
or some kind of a takeaway for this one.
Speaker 2 (37:56):
Well, I guess what I would offer everyone is, first
of all, I hope that they come to out my
ted X talk because that really is a great U
U representation of what we just talked about. Uh, and
it's called Doodle your Dream. And what I invite them
to do is think about the next big thing they
(38:16):
have coming up in the next week or two. Okay,
whether that's an interview or a sales presentation or uh,
you know, a project that you want to launch or
whatever it is. Think about that issue and that opportunity
and see what you can do to get creative about
(38:36):
drawing it as an image so that the team, or
your customer, or your prospect or your audience will all
know what you're talking about, but but they'll see it.
That's what I encourage your audience to do, is to
get creative and see what you can do to utilize
visuals to really create a compelling message.
Speaker 1 (38:59):
Well, thank you very much. Where can people learn more
about you also and learn and get in contact with you?
Speaker 2 (39:06):
Yeah, so they can find me at Teresa Rose dot com.
And it looks like there's a Rose dot com. So
there's an h in my name. There's a Rose dot com.
Slash clear, clear as a bell. When you go there,
you'll be able to get access to my crystallization process,
so you can try for yourself and I hope that's
helpful to them.
Speaker 1 (39:26):
Awesome, awesome, thank you very much for being on this episode.
With being on Success great podcast, really insightful information and
knowledge and insights, insights. Like you said, so, it's very
important that people actually before we go as entrepreneurs, business owners,
before we go into thinking about the money, we need
to have the first and second step to okay, to
(39:51):
clarify and amplify and then monetize because as we are
talking here about this week, it will make things easier
to actually sell. Yes, won't be a heart and it
would be just sill, silling.
Speaker 2 (40:03):
It's going to be show and tell and not sell.
Speaker 1 (40:06):
Yes, thank you very much
Speaker 2 (40:08):
Thank you, I appreciate it, saying take care
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