Women at Work: The Business Advantage of Selling in a Skirt

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There are some people that make their
work just another thing they have to do,

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and there are those that make their
work something that they want to do.

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Welcome to Working on Purpose with your
host Elise Cortez. In our program,

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we provide guidance and inspiration from those
people who have found deeper meaning and

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personal connection to their work life.
It's beyond nine to five. It's working

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on Purpose. Now Here is your
host, Elise Cortez. Welcome back to

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the Working on Purpose Show. Thanks
for tuning in again this week. I'm

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your host, Elise Cortez, joining
from Dallas, Texas, which is home

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base for me. This program is
all about helping people more meaningfully and productively

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connect with their work and equipping organizations
to do the same for their employees.

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I bring on guests who have a
particular perspective or experience that I think expands

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the conversation about work and often draw
the meeting work research I've been doing over

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the last fifteen years, or the
consulting work that I do in seeing them,

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which is a global management firm.
I'll get to the program adjusting a

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moment, but let me thank jobbing
dot com. They are my media partner

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and sponsor and they are the leading
locally focused job board in the nation.

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They are dedicated to helping employers find
quality talent in their own backyard while giving

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job secers control or their search.
Great partnership. Thank you jobbing dot com.

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Last week, if you missed the
show, we were on the air

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with doctor Peter Kreticos, who is
the founder, of president and executive director

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of the Institute for Work in the
Economy, which is a Chicago based research

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collaborative specializing in workforce and economic development
policies and practice. We talked about the

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social and economic issues that work that
the Institute works on, and he also

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talked about some of the topics the
conference he is hosting for the first time.

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It's called Many Features of Work,
Possibilities or Perils. It's going to

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be held in Chicago October fifth and
sixth this year, about some of those

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topics around gender, disability, and
race that are playing into this ever changing

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workforce dynamic. We're now experiencing really
great conversation. Good stuff with us this

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week is Judy Hoeberman is the president
of Selling in a Skirt and is an

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international speaker, trainer, coach,
and mentor. She is the author of

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Selling in a Skirt Famous, Isn't
Enough, Pure Wealth, and her latest

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book called Walking on the Glass Floor, will be released shortly. She is

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also the host of Selling in a
Skirt Radio and enjoys it. Today from

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Dallas, Judy, welcome to the
show and being on the other side of

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the mic. Thank you so much, Elise. I am thrilled to be

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here and I love being on the
side of the mic. Isn't it fun?

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I mean me too when I get
the chance to be interviewed from somebody

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else, whether it's like like a
YouTube, TV or a radio, I

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love it too. It's like,
wow, this is really fun. Now

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I know why I do this all
right exactly Well. I have had the

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chance, of course to see you
at other conferences here in Dallas, and

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you've been on been good enough to
come to some of the things that I've

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hosted. Thank you, and I
want to start the show here. There's

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a lot I want to get out
of you in the short time we have,

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and I think that it's fascinating that
you're a gender expert. So just

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to kick us off here, will
you help us understand just the basic differences

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between in women in terms of how
they navigate their lives, see the world,

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and then we'll kind of talk more
about that in the work realm a

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little bit later. That is a
whole topic unto itself. No, I

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know, Canah wors Yeah, you
know, I always say so, here's

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a really important, profound statement.
Men and women are different. They just

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are. We are different in almost
everything that we do. The way we

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ask questions, the way we listen, the way we go into a store,

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the way we buy and sell,
just about anything that you can think

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of. We are different. And
yet if our differences actually complement each other,

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and if we would just open our
eyes a little bit and try to

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work together, it would be amazing. So, for instance, if you

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think about, like how do we
see the world. Men see the world

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in bullet points. Everything is you
know, let's get to the bottom line,

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and let's do this one two,
three. Women see it in stories,

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and we want to hear everything.
We want to know the whole entire

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story, because otherwise it doesn't make
sense. Now, there is a caveat

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to that, because there are women
that are bullet points to people and there

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are men that are story people.
But generally speaking, that's a big difference.

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If you ask anybody how to describe
something, you'll hear two totally different

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things, because there are different things
that are important to men and women.

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I love that. That's just a
great way to start the show because what

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I also appreciate about it is that
we get to honor and respect both of

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them for their contributions and what we
can learn from each other. So that's

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my next set of questions. What
can men learn from women? Well,

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one of the things that we are
known to do is to build relationships,

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and we do it very very well. And so one of the things that

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men don't really have the time to
do, or maybe they don't really want

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to do it up front, is
building relationships. So if we can teach

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them to slow down a little bit
and start to understand why somebody is so

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interesting, or understand why somebody actually
needs something, it's the why you learn

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when you build relationships. To me, there's nothing more important than building a

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relationship because you build them before you
need them, and when you need them,

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they're there. So I would say
that was one of the biggest things

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that men can learn from women.
I completely second that it's interesting that you

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say that I have really three core
friends that I have kept for years and

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years and years. Now, of
course I have many other layers of people

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that are in my life, and
you're right, those those relationships are things

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that I cultivate, I make time
for, and that's that also carries over

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into my my how I do my
work of course too, So I completely

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get that. Now, what about
the other side of it? What can

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women learn from men? Now?
I don't I don't want this to sound

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wrong or anything, but a lot
of times women don't make decisions quick enough.

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And I say that because what we
generally do is we like to get

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buy in from other people. We
like to ask for recommendations, we like

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to collaborate, and sometimes that is
looked at as a weakness, which it

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really isn't. But a lot of
times what happens now I do a lot

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of sales training, and so I
call a lot of people Vicky visitor,

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because what we do is we build
a relationship, but then we forget that

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we're actually there to sell something.
And so in that respect, you really

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should learn from men how to,
you know, do the close ended questions,

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because that's what you need when you
want to close the deal. And

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so if you get the relationship from
the woman and you get the decisiveness from

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a man and put them together.
It's an amazing combination. I love how

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crisply you speak, Judy. You
just you say a lot. You've got

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an economy of speech. You say
a lot in a small amount of words.

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And I has that always been true
for you? Or do is that

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something you've learned along the way,
or what do you think? I'm a

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Northeastern person, so I am meeting
to the point. But the purpose for

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me is I learn when something is
easy. If something is too complicated,

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I'm going to shut down for a
while and try to decide do I have

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the time to learn this. Do
I not have the time to learn this?

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And if it's if it's directed at
me, if I get it,

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I'm going to do it. So
a lot of times people will say to

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me, I love taking your classes. I love learning from you because you're

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just you make everything so easy.
So if you if you state the fact,

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here's what it is, here's what
you do with it, that's what

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it is. So that's who I
am, and I've always been like that.

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I would just come a quickly on
that. What that tells me is

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two things one that you've got.
You've got obviously a gift for communication,

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and you know your material. Right, So as a as a professor at

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SMU, right, I know when
my students know what they're talking about by

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by the quality of their papers and
really frankly how easy they are to read.

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When I can't understand the papers,
I know that they don't know what

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they're talking about. I think it's
the same concept or they borrow that information

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from something, right, I do
what it really means, that's exactly right,

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yeah, copy and paste? No. Well, what other thing about

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you that I think is interesting?
And you and I have spoken about this

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before when we've been together, is
that you you do work with men,

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but you predominantly work and serve women. Why why women? Why are the

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focus on women? You know,
coming through the ranks alast, it was

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very difficult for me because I was
the only female. I was in construction,

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I was in security systems, I
was in insurance, and there were

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no women that they were able to
mentor me. There weren't any you know,

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people say, well they just didn't
like you. No, no,

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no, there were no women.
And so as I came through the ranks

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and I started to do coaching and
mentoring and training and everything. I worked

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a lot with men and women.
I learned a lot from very successful men.

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But when I decided to start my
company, I saw it to myself,

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what would I have wanted if I
was starting all over, And what

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I would have wanted would have been
a female mentor a female coach. And

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so if I could give back,
if I could start all over and help

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one woman save some time or some
money, or stop being so frustrated,

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or just giving them the path that
they're trying to get onto, that would

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be amazing for me. So yes, I do predominantly work with women,

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but I also work with men that
champion women. So you know, if

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you're in a company that you're looking
to get more women in, that's that's

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how I help. If you're looking
to find out why the men and women

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are not working well together, that's
who I am. So I do I

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do work more with women. I
coach women almost exclusively. I have a

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few Maale coaching clients, but generally
speaking, my coaching is really women.

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M I gotcha. Interestingly enough,
just yesterday I did an interview for Tilde

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Gohado, remember her, I know, you know her as well, And

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one of the things I said was
if I would, if it could,

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give any bit of advice, because
she asked me to say something about advice

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for women. I said, Gosh, I wish that I would have gotten

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a coach or a mentor much earlier
in my life. Now I have two

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coaches. But if I would have
liked looked for a coach or someone to

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guide me much earlier in life,
I can't even imagine what a difference it

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would have made in my career.
So that's exactly what I say. If

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one woman would have held her hand
out to me, just just for a

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little bit, my own tire life
would have been different. Mmm. So

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I keep singing this everywhere. Every
time I speak, I keep saying,

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please, ladies, get a coach. Everybody get a coach, but especially

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ladies. You have. And I
didn't want to start the conversation. I'll

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oftentimes ask my speakers to introduce themselves
first, but I wanted to get right

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into the material of it first.
But I do want to if you can

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share a bit about You've got really
quite a long and distinguished career yourself,

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So I would like to understand how
you guys started as a speaker, a

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trainer, coach. But you've got
quite a bit to build on. So

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can you sketch that for us?
Yeah? You know. One of the

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things that I had to do is
I had to do I have to practice

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what I preached. And because I'm
a sales trainer, the first thing I

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teach people is how to network and
prospect. That's in the beginning of sales

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because you have to learn how to
find people. And so when I resigned

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from my position, I was in
Corporate America for exactly two years, and

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when I resigned, I'm in Dallas. I didn't know a soul other than

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the people I resigned from. So
what do you do? I mean,

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seriously, how do you build a
business? And so I started networking and

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I hated it. I absolutely detested
it because I wasn't doing what I taught

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people to do. I went everywhere, anywhere where there were people, I

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was there. And what happened was
I went from not knowing a person to

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people saying, oh, my god, do you know Judy Hoeberman? She

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knows everyone right, But they weren't
my people. I mean, there were

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people that I learned from, and
there were people that introduced me to other

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people, but they weren't my people. So the second part I always teach

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people is to find your people.
So that's what I started to do.

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I started networking with intention, and
I was always excited. I mean even

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when I sold insurance, when I
was on the phone, people would say,

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I don't know what you're selling,
but you need to come here because

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you're so exciting. And so that's
what I would do when I was networking,

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and people would come up to me
to say, I don't even know

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what it is that you're doing,
but can you come and speak to our

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group because you're just excited about everything. And so I started speaking, and

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I started speaking in chambers and rotaries
and everywhere. Not I didn't make any

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money speaking because I just wanted the
experience, the exposure, and to be

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able to formulate what my signature talk
was going to be. But from that

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I got training and coaching and then
more speaking and started doing it like that.

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But it's you have to start somewhere, and you have to be able

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to give your people what they want. But you have to know who you

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people are, who's in your sandbox. And I had way too many people

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in my sandbox I didn't make any
sense, so I had to start all

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over and do it with intentions.
You make that sound so not really easy,

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but just like, yeah, I
know it wasn't I absolutely know it

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wasn't right. And what I also
find interesting, Once upon a time I

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sold insurance and it was actually my
first sales job duty when I was twenty

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years old. And can I tell
you that I really wasn't good at it.

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I did it for more than a
year, and I should have seen

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the writing on the wall. I
had to get a second job just to

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support myself and pay my rent.
And I came popping in on Monday morning

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shurely as I normally did, and
my boss called me and he said,

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hey, Lee's come on in here. I got something for you to sign.

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And I'm like, well, what
is it. I sit down shurely

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and he says, it's your resignation
letter. Sign it. It was honestly

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the best thing for me, because
I did not belong doing that business.

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How long did you sell insurance?
I sold insurance for like twenty years?

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Wow? Yeah? If I started
out not knowing anything, and I just

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I thought, Okay, I'm a
single mom. I have to take care

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of my children, I have to
figure out how to pay my bills.

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And then I started realizing I wasn't
selling insurance. I was protecting people's lives.

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And there was nothing better in my
head than that. And so that's

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what I kept doing, is I
don't sell insurance. I protect your life

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and I would change your life if
you worked with me, and all that

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kind of stuff. And so that's
what I did, and I loved it,

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imagine. So that's why when I
was excited about insurance, I was

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excited. Who's excited about insurance?
It was me? It was me,

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Judy. That is so refreshing.
One of the things I know, obviously

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in my research around meaning and work
is whatever you conjure for, whatever your

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work means for you, is your
lens. And that's how you experience it,

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right, That's how it occurred for
you, and that's how you're going

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to land for other people. I
didn't see it that way, no surprise,

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right. Obviously I won't say how
I actually saw it, but I

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did not see it that way.
So no surprise. You were so successful?

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Why did you? Why did you
give it up? Or maybe are

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you still doing it now? Well? I originally gave it up because I

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became an a corporate employee and I
was doing all their training. I was

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building training for them, I was
building a university. I was going out

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and traveling ninety percent of the time
and delivering training and coaching. And and

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then I just realized that the culture
was not what I should where I should

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be. It just did not align
with my core values. And so rather

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than take more than twelve extenturns a
day, which that's what I was taking,

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I decided to resign. And it
took months before they took my resignation.

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But once I knew that I was
resigning, I felt better. And

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that's when I knew I did the
right thing. Mm. When was that?

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How long ago was this? Well, you said twenty years ago?

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No? No, no, no, no, two thousand and nine.

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00:14:46.960 --> 00:14:50.320
Yeah, okay, okay, that's
that's when you began. Is that when

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you actually began your speaking career?
That's yeah. And that's why I began

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00:14:52.960 --> 00:14:56.919
selling in a skirt yep, Okay, okay. And I want to say

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a little bit about that, because
we've got it. We'll have a just

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00:15:00.399 --> 00:15:03.360
we have to go and break.
And so why did you call your business

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00:15:03.360 --> 00:15:07.679
selling in a skirt. That is
so clever. Well, let's think about

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00:15:07.679 --> 00:15:11.080
this. Okay, it was all
about sales. So there's a selling I'm

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00:15:11.200 --> 00:15:13.399
female, so I thought it could
be called something about being female. I

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00:15:13.399 --> 00:15:16.879
don't want to be a woman selling
selling in a skirt. But then if

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you think about it's skirts an acronym, which I know we're going to talk

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00:15:20.919 --> 00:15:22.440
about. But it's an acronym.
It has nothing to do with the article

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00:15:22.480 --> 00:15:26.840
of clothing. But it's such a
it's a catchy brand, and so everybody

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remembers it. They may not remember
Judy Hoberman, but they do remember selling

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00:15:30.960 --> 00:15:35.360
in a skirt. I just really, I really appreciate an applaud that.

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00:15:35.399 --> 00:15:39.679
And we do have COVID before we
actually go and break So can you go?

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00:15:39.759 --> 00:15:41.399
Why don't you if you can?
If it does it make sense?

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00:15:41.440 --> 00:15:46.279
Can you cover the skirt piece of
what that is now in two minutes or

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00:15:46.399 --> 00:15:48.559
do you need more time than that? No, I could do it,

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00:15:48.559 --> 00:15:50.679
But I want to tell you that
you have to be careful how you brand

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00:15:50.720 --> 00:15:58.159
yourself because everybody expects me to wear
a skirt, and do you always I

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only got called out once. I
got called out by a FedEx employee when

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I was bringing in boxes in the
snow and the ice that we had once

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in Dallas, and he said in
it was Christmas and he said, in

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front of the entire store, yo, selling in a skirt, where's your

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skirt? And everybody turned around and
everybody started laughing. And I said to

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00:16:18.600 --> 00:16:21.120
him, well, I'm not selling
today, I'm shipping today. He goes,

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oh, no, no, no, no, you tell us we

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sell every day. And I thought, oh my god, he stole one

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of my books that I never go
out ever without a skirt. I don't

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want know what I What I also
appreciate about that, Judy is I've had

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an other guests on my show too
that talk about that whole thing. It

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really really being hyper focused on their
brand, like that everything they do,

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everything that they say, everything that
they breathe is their brand and it has

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to be consistent and if it isn't, it messes with your message and how

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well you're received. And I really
appreciate an applaud that you lived that well.

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You have to live your brand.
It's how you show up because if

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you don't show up the way you
are supposed to show up, people know

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00:17:03.080 --> 00:17:08.119
then you're not authentic. Yeah,
I agree. I agree, well,

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I want to get into business and
women after the breaker. Let's go ahead

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00:17:11.160 --> 00:17:14.519
and cut for a quick break now
though, and then we'll come back and

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pick that up. I'm your host, Alice Cortez. We've going on the

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air with Judy Hoberman. She's the
president of Selling in a Skirt and an

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00:17:19.799 --> 00:17:23.160
international speaker, trainer, coach,
and mentor. She joins it today from

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00:17:23.200 --> 00:17:26.119
Dallas. Stay with us after the
break, we're going to get into the

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00:17:26.160 --> 00:17:42.640
topic of business and women. Friend
us on Facebook to keep up with what's

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00:17:42.680 --> 00:17:49.880
empowering the world. Voice America Empowerment. Alice Cortez is a speaker and engagement

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00:17:49.880 --> 00:17:56.880
and development catalyst. She designs and
delivers professional development, leadership and engagement workshops

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00:17:56.960 --> 00:18:00.680
and can bring her expertise to your
organization. She will helping night meaningful development

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00:18:00.720 --> 00:18:06.839
within your workforce that will increase employee
engagement, performance and retention. To learn

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00:18:06.880 --> 00:18:10.599
more or to invite a lease to
speak to your organization, please visit her

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00:18:10.640 --> 00:18:15.039
at www dot Elise Cortez dot com. She would welcome the opportunity to help

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get your employees working on purpose.
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It's your world. Motivate, change, succeed, Voice America Empowerment dot

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with Elise Cortez. To reach our program

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You may also send an email to
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Now back to Working on Purpose.
Thanks for staying with us, and

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00:19:29.880 --> 00:19:32.880
welcome back to Working on Purpose if
you're just joining us. My guest is

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00:19:32.960 --> 00:19:36.640
Judy Hoberman, who is president of
Selling in a Skirt. She's an international

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00:19:36.720 --> 00:19:38.799
speaker, trainer, coach, and
mentor, and she's the author of Selling

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00:19:38.880 --> 00:19:41.920
in a Skirt, Famous Isn't Enough, Pure Wealth, and her latest book

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00:19:41.960 --> 00:19:45.799
on walking, which is called Walking
on the Glass Floor, will be released

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00:19:45.880 --> 00:19:48.880
shortly. I'm your host, Elise
Cortez. Okay, so miss Judy,

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00:19:49.000 --> 00:19:53.559
this next segment I want to devote
to business and women. So we talked

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00:19:53.680 --> 00:19:57.240
before at the beginning of the show
about the general between men and women,

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00:19:57.279 --> 00:20:00.039
So now I want to get more
specific with with women in business. So

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00:20:00.599 --> 00:20:07.079
how do women generally approach business?
A lot of the times women come into

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00:20:07.160 --> 00:20:11.599
businesses and well, let's put it
this way. First of all, they

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00:20:11.720 --> 00:20:14.759
have to decide that they want to
come into this business, whatever the business

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00:20:14.880 --> 00:20:18.319
is, and it usually starts with
looking for a job and looking at an

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00:20:18.359 --> 00:20:22.599
ad. And the first thing that
you have to do in order to get

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00:20:22.680 --> 00:20:25.920
women to even want to do business, to come into your business, to

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00:20:25.960 --> 00:20:29.759
start a career with you, is
you have to attract them. And one

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00:20:29.799 --> 00:20:32.720
of the things I find is that
there's a lot of ads out there that

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00:20:32.880 --> 00:20:37.319
will push women away, even though
they don't even think they're being pushed away,

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00:20:37.400 --> 00:20:41.839
because women have to be one hundred
percent qualified before they apply for the

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00:20:41.920 --> 00:20:45.440
job, where men only have to
be sixty percent. If a job says,

326
00:20:45.640 --> 00:20:48.720
you know, master's degree preferred,
it didn't say required. It said

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00:20:48.759 --> 00:20:52.839
preferred and you didn't have a master's
degree. You're saying, well, you

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00:20:52.880 --> 00:20:53.440
know what, I'm not going to
waste their time. They're not going to

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00:20:53.519 --> 00:20:56.920
choose me anyway, so I'm not
even going to apply. Okay, that's

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00:20:57.079 --> 00:21:00.519
that's the first thing. So first
you have to attract the women. But

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women go in and they want to
know what's going on. They want to

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00:21:04.039 --> 00:21:07.559
know how they fit in. They
want to find a home. They don't

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want to look for a job all
the time. They want to find someplace

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00:21:10.400 --> 00:21:15.839
that that basically complements their home life. So it has to be something where

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00:21:15.880 --> 00:21:18.640
the core values are the same that
somebody is interested in what they're doing,

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00:21:18.799 --> 00:21:23.160
that's making an investment in them.
Is their room for opportunity? Is their

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00:21:23.279 --> 00:21:26.960
training that's going to take me to
the next level. There's all these questions

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00:21:27.039 --> 00:21:32.160
that women have on top of that. They want to be someplace that is

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00:21:32.319 --> 00:21:34.480
safe. So a lot of times
you see these offices that are in,

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00:21:34.640 --> 00:21:37.240
you know, not the best parts
of town, and people expect you to

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00:21:37.319 --> 00:21:41.000
come and come in early and stay
late, and they're thinking, I'm not

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00:21:41.000 --> 00:21:44.000
going to do that. I'm not
you know, that's not a good area.

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00:21:45.200 --> 00:21:47.880
And I'll give you a perfect example. When I had my office in

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Charlotte. I was in a gorgeous
building, and when you walked into the

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building, you felt like you could
be successful. That's how you felt.

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It didn't matter what office you went
into, you just walked in and you're

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00:21:56.359 --> 00:22:00.519
like, oh, this is great. And when I left, there was

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a younger guy that took my place
and decided he was going to save one

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00:22:04.799 --> 00:22:08.319
hundred dollars a month, not a
thousand, one hundred dollars a month,

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and he moved the office to this
building that was in a skanky part of

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town. The office was in the
sub basement that you had to walk down

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00:22:18.680 --> 00:22:22.079
these dark stairs. We used to
call it the bat cave. But next

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door on one side was the Gentleman's
Club and on the other side with Hooters.

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So tell how many women are going
to be excited about going there?

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And so most of the women that
I had brought in left they weren't coming

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00:22:33.079 --> 00:22:37.759
to that office. Sure, yeah, So it's all That's how women approach

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a lot of different things. It's
the it's the culture, it's the environment,

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00:22:41.880 --> 00:22:45.319
it's are they prepared enough? And
then they have to prove themselves over

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00:22:45.440 --> 00:22:48.200
and over and over again, whether
they really do or they don't, they

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believe they do. M I absolutely
know what you're talking about. How women

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will tend to look at a job
wreck and say, oh, well,

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I don't have everything there, so
I guess I won't apply, whereas men

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just don't see it that where their
frame doesn't, they don't. It's the

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other way around. So I come
most of those things all apply. I

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find that fascinating. Why we do
that as women? Why do why do

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we limit ourselves like that as women? Do you suppose it's in our DNA.

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It's part of one of the genes
that we got, and we should

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get rid of this gene. You
know? We do that word. Yeah,

369
00:23:17.240 --> 00:23:19.359
we have that word called enough.
I'm this not enough. I'm not

370
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strong enough, I'm not big enough, I'm not old enough, I'm not

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00:23:22.799 --> 00:23:25.640
tall enough, I'm not short enough, I'm not whatever enough. And we

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all have it. And if we
could just get rid of the enough,

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because we are so much more than
just enough, I mean seriously, and

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that's that's part of our that's part
of our upbringing. All right, Well,

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I'm with you. Let's work together
to eradicate the enough. Okay,

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00:23:40.400 --> 00:23:45.839
let's I'm in I'm in all right. Well, another thing that I noticed

377
00:23:45.880 --> 00:23:48.440
about you, and I've heard you
say it before when you're speaking, and

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00:23:48.480 --> 00:23:49.880
I know I think it's on your
website too, but you it's you have

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00:23:49.920 --> 00:23:56.720
a tagline that says women want to
be treated equally, not identically. See

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00:23:56.799 --> 00:24:00.519
more about that. Okay, So, if you think about it, women

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00:24:00.599 --> 00:24:03.759
don't want to be men. They
don't. And even though men think they

382
00:24:03.799 --> 00:24:07.079
want to be one of the boys, they don't. All they want to

383
00:24:07.160 --> 00:24:10.880
do is they want to have the
same opportunity. That's it. That's what

384
00:24:10.960 --> 00:24:12.599
it means. We want to be
treated equally. Give us the same opportunity

385
00:24:12.920 --> 00:24:18.319
and let us let us thrive.
And if women are given the same opportunity,

386
00:24:18.599 --> 00:24:22.799
it usually is, you know,
for a good reason. Sometimes it's

387
00:24:22.839 --> 00:24:26.519
because they have to do it and
so and people know the difference. They

388
00:24:26.599 --> 00:24:29.279
just they do. They know the
difference. But the truth of the matter

389
00:24:29.400 --> 00:24:32.440
is there's a lot of positions where
it is equal footing, you know,

390
00:24:32.720 --> 00:24:36.400
and sales is one of them.
If a man and a woman had the

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same exact sales position, they both
could do really, really well and they're

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00:24:40.880 --> 00:24:45.279
not trying to outdo each other because
they're on the same path. But when

393
00:24:45.319 --> 00:24:48.559
you you know, when you pay
a woman less money and you don't treat

394
00:24:48.640 --> 00:24:52.039
her equally, then then you have
all the negative nonsense that goes on,

395
00:24:52.119 --> 00:24:56.079
and that's not a fun part.
And it's usually about money. Okay,

396
00:24:56.440 --> 00:25:00.359
is it interesting? Interesting? If
I like how you distinguished that those terms

397
00:25:00.559 --> 00:25:06.720
equality versus versus identification, that's I'm
completely enrolled with that idea. I'm with

398
00:25:06.799 --> 00:25:11.039
you, Judy. Okay. So, okay, your next new book now,

399
00:25:11.039 --> 00:25:12.519
I see if you've already had enough
books out already, Judy raised,

400
00:25:12.599 --> 00:25:17.000
this is number four or number five
walking on the glass floor? Which number

401
00:25:17.119 --> 00:25:19.519
is it? Number four? Number
four? Okay, okay, I know

402
00:25:19.599 --> 00:25:22.440
it's coming out soon. Can you
tell us a little bit about it?

403
00:25:22.440 --> 00:25:25.240
What's in it? What are you
trying to accomplish with it? Okay?

404
00:25:25.319 --> 00:25:29.759
So this book is really about women
who lead. These are women in leadership

405
00:25:29.839 --> 00:25:33.160
positions, and these could also be, you know, for men who are

406
00:25:33.480 --> 00:25:37.400
champions of women. So you know, I don't distinguish that this is women

407
00:25:37.559 --> 00:25:40.680
only, but the book is written
by a woman and it really is for

408
00:25:40.920 --> 00:25:48.200
women. But what happened is it's
about the qualities that we have and they're

409
00:25:48.279 --> 00:25:52.240
universal leadership qualities. And because a
lot of times we take these qualities and

410
00:25:52.319 --> 00:25:56.720
we don't think they're leadership qualities,
we push them down. But what the

411
00:25:56.720 --> 00:25:59.640
book is going to do, it's
going to make sure that as as a

412
00:25:59.720 --> 00:26:02.839
read or, you're going to look
and see, Okay, so is this

413
00:26:03.079 --> 00:26:07.039
really what I want? And I'm
really passionate about this? What motivates me?

414
00:26:07.160 --> 00:26:10.599
What kind of decision making skills do
I have? So the book is

415
00:26:10.680 --> 00:26:17.079
more about cultivating the seven essential qualities
that will be in your leadership life,

416
00:26:17.119 --> 00:26:19.319
in your business life, and in
your personal life. It also can be

417
00:26:19.519 --> 00:26:23.400
for any woman at any age,
at any stage in her career. And

418
00:26:23.440 --> 00:26:26.480
it doesn't matter if you're incorporate,
and it doesn't matter if you're an entrepreneur.

419
00:26:26.839 --> 00:26:32.359
But it's about taking these qualities and
showing how they can actually serve you

420
00:26:32.480 --> 00:26:37.240
well. And the seven qualities are
passion, authenticity, courage, communication,

421
00:26:37.559 --> 00:26:41.359
decisiveness, resilience, and generosity.
And we all know about these qualities,

422
00:26:41.400 --> 00:26:45.440
but either we forget we have them, or we need to be reminded how

423
00:26:45.599 --> 00:26:48.799
powerful they really are. So I
always say, like, you know,

424
00:26:48.920 --> 00:26:52.680
think about the Wizard of Oz.
You had the power all along, you

425
00:26:52.799 --> 00:26:55.319
did, but now we have to
show you how we're going to take you

426
00:26:55.440 --> 00:26:59.559
to this glass floor, keep you
here and bring other women on to support

427
00:26:59.599 --> 00:27:04.200
you. Okay, I'm totally game
any idea or a plan for when it's

428
00:27:04.240 --> 00:27:10.519
coming out. So I believe we're
going to do a soft launch September October,

429
00:27:11.160 --> 00:27:11.960
and you know, so we're going
to do something. We're going to

430
00:27:12.000 --> 00:27:17.079
do pre sales because my goal is
really to get this book into women everywhere.

431
00:27:17.160 --> 00:27:19.240
It doesn't matter if they're here in
the United States, it doesn't matter

432
00:27:19.279 --> 00:27:22.039
where they are. I really believe
that this is going to be a movement

433
00:27:22.160 --> 00:27:26.599
for women. So that's going to
be my soft launch. January February is

434
00:27:26.640 --> 00:27:30.880
going to be the big, big, big launch, and only because there's

435
00:27:32.079 --> 00:27:36.880
a lot of moving parts to it. We had to form a nonprofit so

436
00:27:37.039 --> 00:27:38.559
that took a little bit of time. So by the time everything was all

437
00:27:38.599 --> 00:27:41.839
said and done, I don't want
to do a launch and not do it

438
00:27:42.000 --> 00:27:45.119
right and not be able to reach
out to as many women as I can.

439
00:27:45.319 --> 00:27:51.160
So soft launch first September October,
and then big, big launch January

440
00:27:51.200 --> 00:27:56.480
February. Judy, I'm such a
fan. I think that it's so extraordinary

441
00:27:56.599 --> 00:27:59.839
that here you are, You've got
a very busy, successful business in life,

442
00:28:00.000 --> 00:28:03.559
and now you're launching a movement.
I think I'm just so impressed.

443
00:28:03.000 --> 00:28:07.079
When I grow up, can I
be you be careful what you wish for?

444
00:28:07.920 --> 00:28:11.440
It just sounds really good to me. I love the idea of creating

445
00:28:11.480 --> 00:28:15.079
a movement, and what I appreciate
about that is it's not a small feat

446
00:28:15.119 --> 00:28:18.279
by any stretch. And I think
of a few of the women that I've

447
00:28:18.359 --> 00:28:21.880
known over the years who have who
are doing things, or men for that

448
00:28:21.960 --> 00:28:25.000
matter too, are doing them too. But I think of Chavon Palmer,

449
00:28:25.039 --> 00:28:27.960
of course, I know that she's
our mutual friend. Plaid for Women.

450
00:28:29.079 --> 00:28:33.519
That's a movement, and I just
really applaud and appreciate that what you're doing

451
00:28:33.680 --> 00:28:37.839
in this effort of this latest book
is really making a movement out of it.

452
00:28:37.960 --> 00:28:41.759
I just really want to call that
out. That's extraordinary. Thank you,

453
00:28:41.119 --> 00:28:45.240
Thank you. And they'll get more
details as we start releasing them.

454
00:28:48.319 --> 00:28:49.599
I don't know where you get all
the energy to create all that you do.

455
00:28:49.720 --> 00:28:52.119
Because another thing that I wanted to
ask you about, I noticed this

456
00:28:52.240 --> 00:28:56.480
on your website. You've got something
that's called the Report for Women on your

457
00:28:56.519 --> 00:28:59.039
website, and I didn't look at
it because I wanted to see what you

458
00:28:59.079 --> 00:29:03.559
would sort of share with it.
So what is it and what do we

459
00:29:03.599 --> 00:29:06.559
get from that? Okay, So
do you know what the Drudge Report is?

460
00:29:07.119 --> 00:29:10.400
Yeah? Okay, so figure the
Drudge Report for women. That's what

461
00:29:10.519 --> 00:29:15.000
this is. This has, Yeah, this has industries. Almost any industry

462
00:29:15.079 --> 00:29:18.039
you can think of is represented on
the Report for Women. And what it

463
00:29:18.160 --> 00:29:22.480
is is it'll have like, let's
say, financial services. Under financial services

464
00:29:22.559 --> 00:29:27.720
they'll be I don't know, ten
fifteen, twenty different articles. Under direct

465
00:29:27.799 --> 00:29:33.799
sales they'll be the same thing.
So each category has a lot of articles

466
00:29:33.839 --> 00:29:37.079
on it. And when you register
for it, which is for free,

467
00:29:37.599 --> 00:29:41.160
okay, so there's no there's no
money anywhere in this entire report, not

468
00:29:41.279 --> 00:29:45.119
at all. Nobody's collecting money if
you want to advertise on it there We're

469
00:29:45.160 --> 00:29:51.039
not charging money nothing, because this
is really a resource. So so anything

470
00:29:51.119 --> 00:29:52.960
that you find, anything that you
like, if you register for it,

471
00:29:53.119 --> 00:29:56.599
you put it in your you save
it into your favorite places. It auto

472
00:29:57.000 --> 00:30:03.200
updates on a regular basis. So
let's say we have Huffington Post is on

473
00:30:03.279 --> 00:30:06.640
it. So when Huffington Post puts
something out about women, it's going to

474
00:30:06.640 --> 00:30:11.640
automatically go onto the report because we
have their RSS feed. I sound like

475
00:30:11.720 --> 00:30:14.119
I know what I'm talking about,
but I'm just telling you what i've heard.

476
00:30:15.559 --> 00:30:21.400
Okay, But seriously, it auto
updates on a regular basis and it

477
00:30:21.599 --> 00:30:25.880
is amazing. And what I like
about. One of the things I like

478
00:30:26.000 --> 00:30:30.839
about is a note have you ever
tried to contact somebody? And it's been

479
00:30:30.920 --> 00:30:36.880
amazing? And then crickets like there's
nothing. So I always tell my clients

480
00:30:37.279 --> 00:30:41.480
you can't ask for business every single
time you call or email. You can't

481
00:30:41.559 --> 00:30:45.200
ask where is where's the proposal?
You can't do this. So if you

482
00:30:45.319 --> 00:30:52.039
found an article a link from the
report for women of something that in your

483
00:30:52.160 --> 00:30:56.160
discovery appointment, in your fact finding
appointment you knew was important to that person,

484
00:30:56.799 --> 00:31:00.400
you send them a note and you
say, at least I saw this

485
00:31:00.640 --> 00:31:03.839
article and thought of you have a
great day, Judy, And you don't

486
00:31:03.880 --> 00:31:07.200
put anything else on there. And
so now you're going to get this,

487
00:31:07.400 --> 00:31:08.319
You're going to click on it and
you're going to say, wow, this

488
00:31:08.440 --> 00:31:12.200
is a great article. I can't
believe she remember that I wanted to travel

489
00:31:12.240 --> 00:31:15.279
to Italy whatever it is. And
so there's a touch point for you.

490
00:31:15.400 --> 00:31:18.039
And then the other thing you're thinking
is she even asked me about business.

491
00:31:18.079 --> 00:31:21.559
Well that was pretty cool. I
really need to get back to her,

492
00:31:21.759 --> 00:31:23.160
you know. So it's it's that
kind of stuff, but it's also a

493
00:31:23.359 --> 00:31:29.480
huge resource about women in almost any
industry you can think of. So I

494
00:31:29.640 --> 00:31:33.759
love it, and my husband and
I put it together as something that mimicked

495
00:31:33.799 --> 00:31:37.519
the Drudge Report because he reads the
Drudge Report like every day and I don't.

496
00:31:37.839 --> 00:31:44.039
And this I do. M how
long has this thing been in existence?

497
00:31:44.240 --> 00:31:48.759
This resource a couple of years?
Okay, I'm definitely going to go

498
00:31:48.880 --> 00:31:52.720
go grab that for myself. And
so I wanted to make sure that leaders

499
00:31:52.279 --> 00:31:55.200
our listeners knew how to actually get
a hold of it. So they go

500
00:31:55.240 --> 00:31:57.640
to your website, which is selling
in a skirt dot com and then what

501
00:31:59.000 --> 00:32:01.240
do they do. You can click
on the banner, or you could just

502
00:32:01.400 --> 00:32:07.480
go to the report for Women dot
com and just sign up like that.

503
00:32:07.039 --> 00:32:09.519
There's nothing. All you do.
All you're doing is you're putting your name

504
00:32:09.559 --> 00:32:15.400
in your email. There's nothing else, and then you've got it. It's

505
00:32:15.440 --> 00:32:19.400
yours and then and then they were
places. Forgive my ignorance on this,

506
00:32:19.480 --> 00:32:22.480
but I am terribly curious. This
is a really great resource that you've created.

507
00:32:22.039 --> 00:32:25.759
When when when I subscribe, will
I get an email notification or do

508
00:32:25.839 --> 00:32:30.079
I go and grab something from from
the resource or how does it work?

509
00:32:30.359 --> 00:32:32.519
Yeah, you'll get You'll get a
notification that you've subscribed to it, and

510
00:32:32.599 --> 00:32:36.920
then I believe it's a link that
you get and then you just save it.

511
00:32:37.119 --> 00:32:40.359
You save it to favorite place.
Okay, awesome, I'm in good.

512
00:32:40.960 --> 00:32:44.000
Okay, Well, let's talk a
little bit more about sales. You

513
00:32:44.119 --> 00:32:47.160
started, you started to kind of
queue up this notion here of using that

514
00:32:47.319 --> 00:32:51.480
as a resource to be able to
have a touch point for us when we're

515
00:32:51.519 --> 00:32:54.799
reaching out to people and being being
being useful to them. And I know

516
00:32:54.960 --> 00:32:58.240
on your radio show, which I'm
looking forward to being on later, I

517
00:32:58.279 --> 00:33:00.359
think we're I think we're sketch for
October thing that you focus on sales.

518
00:33:00.480 --> 00:33:04.799
So first, let me just kind
of talk about your radio show. I

519
00:33:04.880 --> 00:33:07.359
think you told me on break that
you've been doing it for four years already.

520
00:33:07.400 --> 00:33:10.279
That's crazy. It's once a week, right, yeah, okay,

521
00:33:10.720 --> 00:33:14.359
So what kind of guests do you
feature on your show and what do you

522
00:33:14.400 --> 00:33:20.680
talk about? I talk about anything
that has a that brings value to women,

523
00:33:21.240 --> 00:33:24.240
that's it. So you know,
it doesn't really matter what your business

524
00:33:24.359 --> 00:33:29.440
is as long as you can bring
value to women, because that is the

525
00:33:29.519 --> 00:33:35.200
most important thing. So you could
be a holistic practitioner, you can be

526
00:33:35.480 --> 00:33:38.599
a keynote speaker, you can be
a plumber, you can whatever it is.

527
00:33:38.720 --> 00:33:45.279
As long as you can take your
profession and bring it down to a

528
00:33:46.960 --> 00:33:51.119
something that's a value to women,
that's all it is. And what I

529
00:33:51.279 --> 00:33:54.839
do is I always have two guests
every single week, and I don't necessarily

530
00:33:54.960 --> 00:33:59.440
put them on together. It's just
they're on my calendar. And so the

531
00:33:59.480 --> 00:34:01.039
week before or I look at them
and I think, okay, so how

532
00:34:01.119 --> 00:34:05.359
do I connect these two people?
And I come up with a theme,

533
00:34:05.799 --> 00:34:07.119
and so that's how that's what my
show is about. There's a theme.

534
00:34:07.320 --> 00:34:12.400
So the first question or two is
about that theme, and then after that

535
00:34:13.320 --> 00:34:15.039
I get to brag about my guests. That's it. Just like if you're

536
00:34:15.119 --> 00:34:20.000
doing same thing. M well,
I can't wait to beg into the end

537
00:34:20.000 --> 00:34:22.400
of it. It'll be fun.
It is. It's a lot of fun.

538
00:34:22.480 --> 00:34:27.000
And it's not anything that you know, I really there's nothing that I

539
00:34:27.119 --> 00:34:30.039
can trap you with or surprise you
with, or I will say that one

540
00:34:30.119 --> 00:34:34.079
of my guests many years ago.
I said to her, oh my god,

541
00:34:34.159 --> 00:34:37.079
I love your mission statement. She
said, my mission statement, my

542
00:34:37.159 --> 00:34:39.400
mission statement, my mission statement.
Fortunately, I had a mission statement written

543
00:34:39.400 --> 00:34:42.159
down and I said, you know
the one that says this. She goes,

544
00:34:42.400 --> 00:34:46.320
oh, yeah, my mission statement. So now if I make sure

545
00:34:46.400 --> 00:34:50.679
that if I ask good question that
maybe somebody doesn't know the answer, I

546
00:34:50.920 --> 00:34:53.920
have it right there. You know
that is that's so smart. And I

547
00:34:55.039 --> 00:35:00.199
love listening, like to think programs
like Think, and I wonder how how

548
00:35:00.280 --> 00:35:04.599
much of that is really well scripted. They must have all the questions in

549
00:35:04.679 --> 00:35:07.239
advance, et cetera, in order
to prepare the guests. I would think

550
00:35:07.719 --> 00:35:09.639
I like to have some sort of
semblance of a plan what we're going to

551
00:35:09.679 --> 00:35:13.519
talk about, so that people can
reflect on what we're going to talk about

552
00:35:13.559 --> 00:35:19.199
too. So I appreciate that.
Yeah. Yeah, And I start promoting

553
00:35:19.239 --> 00:35:22.840
the week before so you'll always see
what the theme is. It's not like

554
00:35:22.960 --> 00:35:25.280
you're going to walk in and say, well, I'm a coach and you're

555
00:35:25.360 --> 00:35:30.480
talking about you know, habits.
So I don't know anything about habits because

556
00:35:30.519 --> 00:35:32.559
that's not that's not my forte.
Well, okay, so that doesn't have

557
00:35:32.679 --> 00:35:37.719
to be. It's just an opinion
question, you know. So, yeah,

558
00:35:38.920 --> 00:35:42.480
well, I want to while we're
talking about sales here, I I

559
00:35:42.599 --> 00:35:45.800
want to hear about your skirt concept. We've got some time before the break

560
00:35:45.840 --> 00:35:49.079
here, so I would you lay
out for us about what is what does

561
00:35:49.119 --> 00:35:52.000
skirts stand for? Let's start with
that, and then I'd love to hear

562
00:35:52.039 --> 00:35:53.840
about how we can leverage some of
these concepts for better sales results. And

563
00:35:53.840 --> 00:35:55.800
if we've got to pick that part
up after the break, that's fine.

564
00:35:55.840 --> 00:36:00.719
But what does skirts stand for?
Okay? So the S is for standing

565
00:36:00.760 --> 00:36:04.599
out? We live in the noisiest
world possible, So how do you stand

566
00:36:04.639 --> 00:36:09.199
out? What's unique about you?
How do you know who your person is?

567
00:36:09.519 --> 00:36:12.360
You know? So it's all of
that. It's how do you stand

568
00:36:12.400 --> 00:36:15.039
out and be the expert in your
space? The K is for keys to

569
00:36:15.199 --> 00:36:20.239
success. So you're doing some great
things and maybe there's one thing that you're

570
00:36:20.280 --> 00:36:22.880
doing exceptionally, well, well,
how do we tweak that to make it

571
00:36:22.000 --> 00:36:28.880
even better? Bigger and better.
The eye is inspiration. Are you inspiring

572
00:36:28.960 --> 00:36:31.760
to people? Do you need inspiration? How about your core values? How

573
00:36:31.800 --> 00:36:37.320
do they line up with your goals? Are they in alignment? The R

574
00:36:37.519 --> 00:36:42.000
is results because obviously, no matter
what happens in sales, you're judged by

575
00:36:42.039 --> 00:36:45.760
your results. Whether it's a dollar
amount or it's a number amount, or

576
00:36:45.800 --> 00:36:50.079
it's new clients or whatever it is, you have to have results and how

577
00:36:50.119 --> 00:36:53.480
do you reach for even you know, greater results than you can possibly imagine.

578
00:36:53.519 --> 00:36:57.320
So we talk about crazy numbers also. And then the T is the

579
00:36:57.360 --> 00:36:59.760
big one. No matter who you
are, no matter what gender you are,

580
00:36:59.840 --> 00:37:01.679
no matter what age brack, it
doesn't matter. It's time management.

581
00:37:02.239 --> 00:37:07.079
And everybody has a challenge with time
management. It could be something tiny,

582
00:37:07.199 --> 00:37:09.599
it could be like I just can't
get myself moving, So we all talk

583
00:37:09.599 --> 00:37:14.280
about time management. So that's what
it is. That's my skirt. I

584
00:37:14.599 --> 00:37:16.199
appreciate that. I want to talk
more about that and how we're going to

585
00:37:16.199 --> 00:37:20.239
actually use them for better sales results. But let's pick that up after the

586
00:37:20.280 --> 00:37:22.920
break. I'm your host, Alice
Cortez. We were on the year with

587
00:37:22.000 --> 00:37:25.599
Judy Hoberman, who was president of
Selling It a Skirt and she's an international

588
00:37:25.679 --> 00:37:29.760
speaker, trainer, coach, and
mentor. She shows it today from Dallas.

589
00:37:30.079 --> 00:37:44.719
Stay with us, Friend us on
Facebook to keep up with what's empowering

590
00:37:44.760 --> 00:37:52.199
the World. Voice America Empowerment Alice
Cortez is a speaker and engagement and development

591
00:37:52.280 --> 00:37:57.960
catalyst. She designs and delivers professional
development, leadership and engagement workshops and can

592
00:37:58.039 --> 00:38:01.840
bring her expertise to your organization.
She will help ignite meaningful development within your

593
00:38:01.880 --> 00:38:07.000
workforce that will increase employee engagement,
performance and retention. To learn more or

594
00:38:07.079 --> 00:38:12.320
to invite a last to speak to
your organization, please visit her at www

595
00:38:12.559 --> 00:38:16.119
dot Elise Cortez dot com. She
would welcome the opportunity to help get your

596
00:38:16.239 --> 00:38:22.920
employees working on purpose. We're making
it easier to listen to the Voice America

597
00:38:22.000 --> 00:38:25.960
Talk Radio Network wherever you go.
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598
00:38:27.039 --> 00:38:30.079
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00:38:30.199 --> 00:38:35.440
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600
00:38:35.519 --> 00:38:39.280
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601
00:38:39.320 --> 00:38:45.000
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602
00:38:45.280 --> 00:39:00.639
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603
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604
00:39:07.480 --> 00:39:10.679
Be the star you are with host
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605
00:39:12.039 --> 00:39:15.760
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606
00:39:15.760 --> 00:39:21.239
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607
00:39:21.320 --> 00:39:37.760
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lagged follow us on Twitter for more great

608
00:39:37.800 --> 00:39:51.280
ideas at Voice America Empowerment. This
is Working on Purpose with Elise Cortez.

609
00:39:51.760 --> 00:39:54.880
To reach our program today, please
call into one triple eight three four six

610
00:39:55.199 --> 00:40:00.559
nine one four one. Again,
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611
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send an email to Elise ali se at

612
00:40:06.719 --> 00:40:14.119
Elise Cortez dot com. Now back
to Working on Purpose. Thanks for staying

613
00:40:14.159 --> 00:40:16.039
with us, and welcome back to
Working on Purpose if you're just tuning in.

614
00:40:16.199 --> 00:40:20.079
My guest is Judy Hoperman. She
is president of Selling in a Skirt

615
00:40:20.400 --> 00:40:22.760
and an international speaker, trainer,
coach, and mentor. She is the

616
00:40:22.840 --> 00:40:27.360
author of Selling in a Skirt,
Famous, Isn't Enough, Pure Wealth,

617
00:40:27.480 --> 00:40:30.400
and her latest book, which is
called Walking on the Glass Floor, will

618
00:40:30.440 --> 00:40:34.360
be really shortly. I'm your host
Elise Cortez. So, Judy, before

619
00:40:34.360 --> 00:40:37.000
the break, you were sharing with
us what skirt stands for in terms of

620
00:40:37.079 --> 00:40:39.920
your program here. I want it
next if we can just really delve into

621
00:40:40.000 --> 00:40:44.320
that concept, that program that you
offer here and consider how we can use

622
00:40:44.400 --> 00:40:47.639
that to improve our sales results,
improve just traction and business in general.

623
00:40:49.360 --> 00:40:53.800
So as you said, was for
standing out standing out. Okay, if

624
00:40:53.840 --> 00:40:58.079
you think about salespeople there, you
know, I work with a lot of

625
00:40:58.480 --> 00:41:00.599
financial people out of real turn and
the first question I'll always ask them is,

626
00:41:00.679 --> 00:41:04.320
Okay, look around this room.
There's fifty people in the room.

627
00:41:04.599 --> 00:41:07.440
How many of you competitors? And
they go myself and forty nine like no,

628
00:41:08.440 --> 00:41:12.360
right, because you're not competitors.
You think about let's let's think about

629
00:41:12.400 --> 00:41:15.119
realtors for a second. Okay,
So a realtor has everybody has a different

630
00:41:15.159 --> 00:41:19.639
market they want to work with.
This one wants to work with new new

631
00:41:19.719 --> 00:41:22.840
homebuyers. This one wants to work
with million dollars buyers. This one wants

632
00:41:22.880 --> 00:41:24.440
to work with veterans, this one
wants to work with women. I said,

633
00:41:24.480 --> 00:41:29.320
So you're not competitors, I said, you can be strategic partners.

634
00:41:29.840 --> 00:41:31.079
You know. Look at it like
that, And so when you take away

635
00:41:31.119 --> 00:41:35.679
the negative part of it and you
make it more positive, that's that's the

636
00:41:35.760 --> 00:41:38.199
mindset, though, how do you
stand out? How do you how do

637
00:41:38.280 --> 00:41:42.679
you come how do you show up? How do you come to the table

638
00:41:42.880 --> 00:41:45.000
and say I am the expert?
And I make them all tell me what

639
00:41:45.079 --> 00:41:49.039
they're the expert in. You know, if you think about it, it's

640
00:41:49.119 --> 00:41:51.840
very hard to say I am an
expert. I mean I was given the

641
00:41:51.920 --> 00:41:54.360
title gender expert by Fox Business News. You think I'm going to give that

642
00:41:54.480 --> 00:42:00.280
up? No, I that is
mine, Thank you very much. Right,

643
00:42:00.320 --> 00:42:01.320
and you have to own it.
That's what I'm saying. You have

644
00:42:01.400 --> 00:42:05.280
to own the title. And you
have to you know, you have to

645
00:42:05.440 --> 00:42:08.599
let people know so when they're looking
for a person they know that a Lease

646
00:42:08.719 --> 00:42:15.039
is the expert in X. That's
what it is, Okay, standing out?

647
00:42:15.079 --> 00:42:17.760
I get that. And I can
remember Judy years ago when I first

648
00:42:17.800 --> 00:42:22.760
got into selling information technology staffing services
in Seattle. I'm pretty sure I'm not

649
00:42:22.880 --> 00:42:27.119
kidding that I did have about one
hundred and sixty competitors something like that.

650
00:42:27.880 --> 00:42:30.159
And you're right, how do you
stand out? And the way that I

651
00:42:30.239 --> 00:42:34.159
stood out was, of course,
my service level and the way that I

652
00:42:34.239 --> 00:42:37.440
actually marketed. I used to actually
make cookies most Sunday nights and then I

653
00:42:37.519 --> 00:42:39.800
would bring them around on Monday morning
in a basket and walk them through the

654
00:42:39.880 --> 00:42:43.920
offices that I wanted to call on, and it was like my calling cart,

655
00:42:44.039 --> 00:42:45.280
and it was a way that I
stood out. So I get that

656
00:42:45.719 --> 00:42:52.360
beautiful, awesome. Okay. So
key number K is for keys to success.

657
00:42:52.920 --> 00:42:54.880
Tell us about that one. Okay, So what do you have in

658
00:42:54.960 --> 00:43:00.159
your toolbox that makes you Now that
you know that you're the expert, what

659
00:43:00.239 --> 00:43:04.079
do you have to actually prove that? So for me, my key was

660
00:43:04.440 --> 00:43:09.039
asking questions and again I was dubbed
the title question queen. Now that could

661
00:43:09.039 --> 00:43:14.239
be negative or positive, but I'm
taking it as a positive because I like

662
00:43:14.400 --> 00:43:16.800
to show people that I was interested
in them, not interesting to them,

663
00:43:16.920 --> 00:43:21.119
and that's a big difference. And
so I would ask a ton of questions.

664
00:43:21.639 --> 00:43:23.800
And the more questions I asked,
the more open ended questions they would

665
00:43:23.800 --> 00:43:27.960
start talking to me. So I
didn't just get the yes no maybe,

666
00:43:28.039 --> 00:43:30.480
so I got more than that.
So I would never have said to somebody,

667
00:43:31.719 --> 00:43:34.880
do you want an insurance policy?
When do you want to start out?

668
00:43:34.880 --> 00:43:37.760
How much do you want to spend? But I would say, tell

669
00:43:37.840 --> 00:43:40.360
me why it's so important to have
this policy in place? I got all

670
00:43:40.360 --> 00:43:44.719
of those answers anyway, but now
I got the why. There's nothing more

671
00:43:44.840 --> 00:43:49.760
valuable than the why. Though.
The keys to success are something that you

672
00:43:49.960 --> 00:43:52.559
have and you are. You know, we're gonna we're gonna put that on

673
00:43:52.679 --> 00:43:59.920
steroids for you. So that's the
ky okay eyes for inspiration. So think

674
00:44:00.039 --> 00:44:02.360
about this. I mean, when
you are in a slump or whatever,

675
00:44:02.800 --> 00:44:07.000
what inspires you? Who inspires you? Do you read? Do you listen

676
00:44:07.039 --> 00:44:09.239
to tapes? You know? For
me it's music. I like to listen

677
00:44:09.320 --> 00:44:13.360
to music. And if I need
to be pumped up, I'll listen to

678
00:44:13.519 --> 00:44:15.960
crazy music. And if I need
to be calmed down, I listened to

679
00:44:15.960 --> 00:44:20.960
classical music. So it's all about
like what inspires you. But on the

680
00:44:21.000 --> 00:44:23.760
flip side, you have to remember
that you are inspiring people even when you

681
00:44:23.960 --> 00:44:29.360
don't know it. And the reason
I say that is because you know,

682
00:44:29.480 --> 00:44:32.039
if you think about somebody that may
have heard you speak five years ago and

683
00:44:32.119 --> 00:44:35.280
comes up and says, you know, I remembered every word and I knew

684
00:44:35.320 --> 00:44:37.920
you were talking to me, And
how would you know this? You wouldn't.

685
00:44:38.079 --> 00:44:44.239
So everything you do you have to
be able to inspire people. I

686
00:44:44.400 --> 00:44:47.760
was at a I was speaking for
a real estate association last week, and

687
00:44:47.840 --> 00:44:51.800
the woman that introduced me, I
mean, I know her, but I

688
00:44:51.840 --> 00:44:53.719
don't know her. I mean I
know her. And when she got up

689
00:44:53.960 --> 00:44:58.079
and she gave her speech, and
she was talking about you know, I

690
00:44:58.159 --> 00:45:00.679
guess you didn't know that I was
shy, and I guess you didn't know

691
00:45:00.760 --> 00:45:02.480
she was talking about herself, she
said. And I just want to let

692
00:45:02.519 --> 00:45:07.119
you know that four years ago,
I was at an event and I heard

693
00:45:07.199 --> 00:45:09.760
Judy speak and I knew there was
nobody else in the audience but me,

694
00:45:10.360 --> 00:45:15.039
and she changed my life that day. Wow. First of all, how

695
00:45:15.079 --> 00:45:19.079
do you get up after that without? Right? Right? But so that's

696
00:45:19.079 --> 00:45:21.760
what I'm saying. I mean,
you don't know who you're inspiring. You

697
00:45:21.920 --> 00:45:24.599
just don't know. So make sure
that what you do every day is authentic.

698
00:45:25.000 --> 00:45:28.039
And then on top of that,
make sure what you're doing does not

699
00:45:28.119 --> 00:45:32.079
compromise your core values, because once
you do that, you'll never be happy.

700
00:45:32.119 --> 00:45:37.719
They'll be that internal conflict all the
time. Yes, yes, yes,

701
00:45:38.360 --> 00:45:40.960
the inspiration thing. You know,
I'm so grateful that I get to

702
00:45:42.079 --> 00:45:45.119
do work that lets me talk to
audiences and with audiences. It's such a

703
00:45:45.159 --> 00:45:49.400
privilege. And so I appreciate very
much what you said about that. We

704
00:45:49.559 --> 00:45:52.159
just don't know when we might inspire
someone. I hope that happens occasionally for

705
00:45:52.280 --> 00:45:57.760
me. I'm sure. Did you
ever see the little the little image on

706
00:45:57.880 --> 00:46:00.760
Facebook and it has the woman that's
doing sit ups or push ups or something

707
00:46:01.119 --> 00:46:04.760
and it says, don't quit because
you don't know who's watching. And there

708
00:46:04.880 --> 00:46:08.079
she has her little tiny baby doing
push ups with her. Oh no,

709
00:46:08.360 --> 00:46:12.360
I didn't see that, but I
love it. But you get the visual,

710
00:46:12.519 --> 00:46:15.760
right, yeah, sure do,
sure do? Okay. So our

711
00:46:15.920 --> 00:46:22.599
is for results. So there's nothing
that people look for more in sales and

712
00:46:22.719 --> 00:46:29.079
results. There's nothing. So how
do you get the results? What is

713
00:46:29.159 --> 00:46:31.280
it that you want to do?
And are you putting your goals down?

714
00:46:31.480 --> 00:46:35.360
And are there money goals and their
marketing goals? I mean, there's so

715
00:46:35.400 --> 00:46:37.760
many things that you have to do
in order to get the results that you

716
00:46:37.840 --> 00:46:40.840
want. But even when you decide
that I'm going to make more money or

717
00:46:40.880 --> 00:46:45.639
I'm going to have more clients or
whatever, you have to really reach and

718
00:46:45.719 --> 00:46:49.719
you have to you have to push
yourself to reach. Not that you're overwhelmed,

719
00:46:49.840 --> 00:46:51.599
but not that it's so easy that
you just say, oh, I

720
00:46:51.599 --> 00:46:54.960
don't need to do this, so
results are where it's at. And then

721
00:46:55.039 --> 00:47:00.559
the other part of that is you
have to be able to take the big

722
00:47:00.719 --> 00:47:02.760
number, whatever that is, and
you have to be able to eat the

723
00:47:02.840 --> 00:47:06.800
elephant, because the big number is
the elephant, and each bite that you

724
00:47:06.880 --> 00:47:08.960
take is how you eat it.
So, for instance, if I said

725
00:47:09.000 --> 00:47:12.719
to you, okay, so at
least you're in real estate and you want

726
00:47:12.760 --> 00:47:15.960
to sell one hundred and forty four
houses this year, Well, that's a

727
00:47:15.000 --> 00:47:19.199
lot of houses, but if you
think about it, it's only twelve houses

728
00:47:19.239 --> 00:47:21.880
a month. I would rather say
I'm going to sell twelve houses a month

729
00:47:21.920 --> 00:47:24.119
than one hundred and forty four per
year, So I would too big.

730
00:47:24.320 --> 00:47:28.480
Yeah, you start with the big
number and you just go backwards, sool

731
00:47:28.480 --> 00:47:30.960
your results. Okay, so it
makes it what it does. What I

732
00:47:31.039 --> 00:47:35.599
get from that duty is that you
can then kind of change your head trip

733
00:47:35.639 --> 00:47:37.360
on it. Right, says one
hundred forty four does sound like a really

734
00:47:37.400 --> 00:47:42.639
big number, but twelve sounds much
more manageable. Yes, yeah, okay,

735
00:47:43.400 --> 00:47:45.920
Okay, Now this next one here, I'm going to hang on every

736
00:47:45.079 --> 00:47:47.880
everything that you say. In addition, the tea for time management, because

737
00:47:47.920 --> 00:47:52.519
boy, I need I need to
do this much better. So time management.

738
00:47:52.400 --> 00:47:55.960
Okay. So one of the things
about time management is that you have

739
00:47:57.159 --> 00:48:01.079
to make everything you do important.
Nothing that you're doing is not important.

740
00:48:01.239 --> 00:48:05.320
And so what I make people do
is I make them take their technology based

741
00:48:05.440 --> 00:48:08.599
brain and put it away and take
out a paper calendar. Okay. And

742
00:48:08.679 --> 00:48:12.760
the reason I say that this is
because people are very visual and if you

743
00:48:12.840 --> 00:48:15.719
have to first open your phone or
open your computer, you're not visual.

744
00:48:15.320 --> 00:48:20.400
So I always I've always done this. Whenever I would hire somebody, I

745
00:48:20.440 --> 00:48:23.239
would buy them a blot er size
calendar. So this is the big desk

746
00:48:23.719 --> 00:48:27.599
calendars. And so when I coach
people, I make them go and buy

747
00:48:27.639 --> 00:48:30.960
one. And so you take different
color markers, make it pretty. I

748
00:48:30.960 --> 00:48:34.119
don't care what you do with it. But you need to put down the

749
00:48:34.199 --> 00:48:37.800
things that you must do every single
day, every you know, for the

750
00:48:37.880 --> 00:48:40.239
week. And if you have children, they go first, because that's what

751
00:48:40.320 --> 00:48:44.519
happens with moms. We you do
that first. So whether they have orsodontists

752
00:48:44.599 --> 00:48:46.039
or whether they have a game or
whatever, it goes on your calendar.

753
00:48:47.079 --> 00:48:51.519
And then you put down your spouse
or your partner, and then yourself.

754
00:48:51.639 --> 00:48:53.239
These are the things you have to
do. And then you say, well,

755
00:48:53.320 --> 00:48:55.280
you know, I also would like
to have date night with my husband,

756
00:48:55.320 --> 00:48:58.760
so I'm going to do that on
Thursdays. And now you look at

757
00:48:58.800 --> 00:49:00.599
your calendar. Everything's on there.
It looks really pretty. But then you

758
00:49:00.719 --> 00:49:05.960
get to see where there's gaps.
So what happens when there's gaps? Okay,

759
00:49:05.960 --> 00:49:07.840
Well, if you're an entrepreneur,
one of the things you have to

760
00:49:07.920 --> 00:49:10.840
do is you have to mark and
sell, so that goes on your calendar.

761
00:49:12.480 --> 00:49:14.400
Okay, it has to go on
your calendar. If you don't put

762
00:49:14.440 --> 00:49:15.280
it on your calendar, you just
go, well, you know, maybe

763
00:49:15.280 --> 00:49:17.320
a five time, I'll do it
later, and you don't do it at

764
00:49:17.320 --> 00:49:22.119
all. So everything goes on your
calendar, and your time is managed better

765
00:49:22.480 --> 00:49:27.599
when you visually can see what's going
on. But there's a second part to

766
00:49:27.679 --> 00:49:30.920
that because when you do this,
if you have children at home and they

767
00:49:30.039 --> 00:49:34.880
see themselves on your calendar, they
feel like they're part of your business and

768
00:49:34.960 --> 00:49:37.400
they are so proud of you and
they get to see while moms come into

769
00:49:37.440 --> 00:49:42.679
my game because it's on the calendar. And I'm telling you that's one of

770
00:49:42.760 --> 00:49:45.159
the best ways to do time management
is to let people know where you are

771
00:49:45.199 --> 00:49:50.239
and what you're doing, and it
holds you accountable as well. Mm I

772
00:49:50.400 --> 00:49:52.440
like that. I like that.
I do. I am a pretty big

773
00:49:52.639 --> 00:49:55.559
do. I use a paper calendar. I also use technology too, because

774
00:49:55.559 --> 00:49:59.840
it's part of the way the firm
does it's calendaring, of course, but

775
00:50:00.559 --> 00:50:01.800
I live from my paper calendar for
the same reason. I gotta see.

776
00:50:01.920 --> 00:50:06.559
I gotta see how it's all laid
out. So that makes sense. That

777
00:50:06.639 --> 00:50:08.639
makes great sense to me. Ye. And then the other part is it's

778
00:50:08.719 --> 00:50:14.559
all about prioritizing. You have to
prioritize and a lot of us put so

779
00:50:14.760 --> 00:50:16.320
much stuff on our plates, just
so much stuff. So you have to

780
00:50:16.360 --> 00:50:20.320
go back and say, Okay,
what is the things that I must do,

781
00:50:20.599 --> 00:50:22.960
things that I want to do,
and things that would be nice if

782
00:50:22.960 --> 00:50:25.320
I could do that. And that's
how you have to decide, because you

783
00:50:25.400 --> 00:50:29.559
know, you have to do certain
things, whether it's paying your bills or

784
00:50:29.800 --> 00:50:31.760
picking your kids up or whatever it
is, or getting their project done.

785
00:50:31.800 --> 00:50:35.519
Those are the have to do.
The you know I want to do that

786
00:50:35.719 --> 00:50:37.280
would be you know, I want
to go out to lunch, or I

787
00:50:37.440 --> 00:50:40.679
want to be able to take a
class or whatever those are them want to

788
00:50:40.760 --> 00:50:44.440
do, and the things that would
be nice to do would be, well,

789
00:50:44.599 --> 00:50:49.880
you know, I would like to
go to the spa for three days,

790
00:50:49.920 --> 00:50:52.679
or I would like to you know, when you clean up your stuff,

791
00:50:52.159 --> 00:50:55.079
you get those like to dos.
I'd like to do that. Someday

792
00:50:55.239 --> 00:50:59.239
they become your want to dus And
so you know, you just move things

793
00:50:59.320 --> 00:51:02.360
up from down here your chart,
and I would think that's motivating. That

794
00:51:02.440 --> 00:51:07.599
makes a lot of sense to me. I do find that things always take

795
00:51:07.679 --> 00:51:14.159
longer to do than I ever expect. Always. Yeah, all right,

796
00:51:14.239 --> 00:51:15.719
we're getting close to the end here, and I want to make sure that

797
00:51:16.000 --> 00:51:20.199
I'd love to be able to let
listeners think about how they can use what

798
00:51:20.239 --> 00:51:22.519
we've been talking about. You have
given a ton of useful tips and information.

799
00:51:22.559 --> 00:51:25.840
Been very generous with that, Judy, thank you. And I'm always

800
00:51:27.119 --> 00:51:30.039
talking about, you know, the
importance of having a coach. And obviously

801
00:51:30.119 --> 00:51:32.400
both of us are our coaches.
I mentioned I myself have two coaches.

802
00:51:32.960 --> 00:51:38.199
Can you maybe give us maybe one
example of a success story someone that you've

803
00:51:38.239 --> 00:51:42.280
worked with, don't tell us their
names or whatever, that you could that

804
00:51:42.400 --> 00:51:46.320
maybe it shows just the benefit of
working with a coach. Okay, so

805
00:51:46.639 --> 00:51:51.800
I worked with a young woman and
she was told to get a coach,

806
00:51:52.119 --> 00:51:54.320
and she found me, and she
was on the East Coast and I'm in

807
00:51:54.440 --> 00:52:00.159
Dallas, and so we did our
coaching virtually, and she kept telling me

808
00:52:00.280 --> 00:52:04.519
that nobody took her seriously. Nobody
took her seriously. She was just a

809
00:52:04.559 --> 00:52:07.079
cute, little blonde and blah blah
blah blah blah. And she sounded very

810
00:52:07.159 --> 00:52:10.079
intelligent. And I had this picture
in my head of what she looked like,

811
00:52:10.199 --> 00:52:13.960
because if somebody keeps telling you what
they look like, you have this

812
00:52:14.079 --> 00:52:15.800
picture. Well, anyway, I
was going to be on the East Coast

813
00:52:15.840 --> 00:52:20.239
speaking and I said to her,
do you think we could meet? And

814
00:52:20.360 --> 00:52:22.719
she said, I'd love that.
That would be awesome. Well, when

815
00:52:22.760 --> 00:52:27.079
I met her, I did not
notice the person that walked up to me,

816
00:52:27.440 --> 00:52:30.519
because here was this professional woman dressed
beautifully. Yeah, she had blonde

817
00:52:30.559 --> 00:52:35.440
hair, but it was up in
a bun thing. I had no idea

818
00:52:35.519 --> 00:52:37.519
that this was the woman that I
was speaking to. And so I looked

819
00:52:37.519 --> 00:52:40.039
at her and I said, why
do you tell everybody that you're young and

820
00:52:40.079 --> 00:52:43.360
blonde? She goes, well,
that's what everybody told me. I said,

821
00:52:43.360 --> 00:52:45.480
why don't you tell people you know? You're a professional, and start

822
00:52:45.559 --> 00:52:51.800
describing yourself the way that you need
to describe a professional businesswoman. And so

823
00:52:51.920 --> 00:52:57.760
we did a whole session on confidence. And let me tell you how different

824
00:52:58.119 --> 00:53:01.320
her whole life has been because she
doesn't refer to herself as a young bond

825
00:53:01.360 --> 00:53:07.199
anymore. And she's gotten the position
she was looking for. And I mean,

826
00:53:07.239 --> 00:53:09.320
I'm not going to say this is
all because I coached her doing that,

827
00:53:09.519 --> 00:53:13.920
but I changed her mindset and I
changed the way she thought about herself.

828
00:53:14.400 --> 00:53:16.559
And the only way that it works
is if the person is open to

829
00:53:16.679 --> 00:53:19.559
that. You know, you can
tell somebody you need to do this,

830
00:53:19.679 --> 00:53:21.280
but if they're not open to it, they're not going to do it.

831
00:53:21.800 --> 00:53:25.159
That's right. So she was.
It was amazing and I've watched her growth

832
00:53:25.280 --> 00:53:30.519
and I've watched her transformation, and
you know, it's just it's it's truly

833
00:53:30.559 --> 00:53:32.280
amazing. It truly is amazing.
And I love things like that when you

834
00:53:32.360 --> 00:53:38.480
can actually see what's going on.
Yeah, and offering a different mindset,

835
00:53:38.679 --> 00:53:42.960
challenging thinking that. I think there's
so much value. That's what I get

836
00:53:43.039 --> 00:53:46.639
from my coaches. Really, are
you sure about that? Yeah, Okay,

837
00:53:46.679 --> 00:53:50.639
we're coming to close here. Just
maybe thirty seconds. Judy, what

838
00:53:50.719 --> 00:53:52.800
would you like to leave our listeners
with. I would like to leave your

839
00:53:52.840 --> 00:53:58.280
listeners with the fact that you know
everybody's doing something amazing, but nobody's doing

840
00:53:58.280 --> 00:54:00.800
anything more amazing than what you're doing. So stick to your guns. Know

841
00:54:00.960 --> 00:54:05.960
who your people are, who's your
perfect person? Find them, do business

842
00:54:06.039 --> 00:54:08.840
with them and tell them, rinse
and repeat, keep doing it because this

843
00:54:09.039 --> 00:54:12.519
is your bread and butter. These
are the people that love you and adore

844
00:54:12.559 --> 00:54:15.760
you. Keep them happy, give
them a great experience. Wonderful way to

845
00:54:15.760 --> 00:54:17.880
finish. Judy, and thank you
for joining me on the show and being

846
00:54:17.880 --> 00:54:22.599
on the other side of the mic. Thank you. If you want to

847
00:54:22.679 --> 00:54:24.159
learn more about Judy Hoberman and the
work she and her team are doing at

848
00:54:24.199 --> 00:54:29.000
Selling in a Skirt, visit the
website Selling in a Skirt dot com.

849
00:54:29.960 --> 00:54:31.320
Next week, we'll be on the
air with Joy Shudikoff. She is a

850
00:54:31.440 --> 00:54:36.679
recognized leader for business lifestyle design for
women, and she's the author of What's

851
00:54:36.760 --> 00:54:39.679
Next, The Seven Steps to Discover
your Big Idea and create a wildly successful

852
00:54:39.719 --> 00:54:44.159
business. We'll be talking about strategy
and starting a business, scaling it,

853
00:54:44.280 --> 00:54:47.400
and cash flow and managing productivity.
See you then remember that works one third

854
00:54:47.400 --> 00:54:58.360
of our lives. So let's work
on Purpose. We hope you're enjoyed this

855
00:54:58.440 --> 00:55:01.920
week's program. Be sure to into
Working on Purpose featuring your host, Alice

856
00:55:02.000 --> 00:55:07.719
Cortez, every Wednesday at six pm
Eastern Time three pm Pacific time on the

857
00:55:07.840 --> 00:55:12.679
Voice America Empowerment Channel. This week, find your life's purpose at work