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 Cortes. 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 Cortes. 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 Cortes, 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 to have a
particular perspective or experience that I think expands

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a conversation about work, and I
often drawn the meeting and work research I've

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been doing over the last fifteen years, and or the consulting work that I

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do in Sydium, which is a
global management firm. I'll get to the

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program in just a moment, but
let me thank jobbing dot com. They

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are my media partner and sponsor,
and they are the leading locally focused job

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board in the nation. They are
dedicated to helping employers find quality talent in

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their own backyard while giving job securs
control over their search. Great partnership.

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Thank you jobbing dot Com. Last
week, if you missed the show,

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we were on the air with doctor
Peter Kreticos, who is the founder,

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president, and executive director of the
Institute for Work in the Economy, which

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is the Chicago based research collaborative specializing
in workforce and economic development policies in practice.

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We talked about the social and economic
issues that the Institute works on,

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and he also talked about some of
the topics the conference he is hosting for

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the first time. It's called Many
Futures of Work Possibilities or Perils. It's

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going to be held in Chicago October
fifth and sixth this year, about some

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of those topics around gender, disability, and race that are playing into this

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ever changing workforce dynamic. We're now
experiencing really great conversation. Good stuff with

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us this week is Judy Hoberman is
the president of Selling in a Skirt and

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is an international speaker, trainer,
coach, and mentor. She is the

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author of Selling in a Skirt,
Famous, Isn't Enough, Pure Wealth,

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and her latest book called Walking on
the Glass Floor, will be released shortly.

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She is also the host of Selling
in a Skirt Radio and enjoys it.

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Today from Dallas, Judy, welcome
to the show and being on the

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other side of the mic. Thank
you so much, Elise. I am

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thrilled to be here and I love
being on the side of the mic.

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Isn't it fun? I mean me
too when I get the chance to be

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interviewed from somebody else, whether it's
like like a YouTube, TV or a

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radio, I love it too.
It's like, wow, this is really

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fun. Now I know why I
do this all right, exactly Well.

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I have had the chance, of
course to see you at other conferences here

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in Dallas, and you've been on
been good enough to come to some of

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the things that I've hosted. Thank
you, and I want to start the

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show here. There's a lot I
want to get out of you in the

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short time we have, and I
think that it's fascinating that you're a gender

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expert. So just to kick us
off here, will you help us understand

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just the basic differench is between me
in women in terms of how they navigate

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their lives, see the world,
and then we'll kind of talk more about

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that in the work realm a little
bit later. That is a whole topic

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unto itself. No, I know, yeah, I know. I always

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say, so, here's a really
important, profound statement. Men and women

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are different. They just are.
We are different in almost everything that we

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do. The way we ask questions, the way we listen, the way

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we you know, go into a
store, the way we buy and sell,

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just about anything that you can think
of. We are different. And

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yet our differences actually compliment each other. And if we would just open our

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eyes a little bit and try to
work together, it would be amazing.

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So, for instance, if you
think about like how do we see the

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world, Men see the world in
bullet points. Everything is you know,

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let's get to the bottom line and
let's do this one two, three.

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Women see it in stories, and
we want to hear everything. We want

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to know the whole entire story,
because otherwise it doesn't make sense. Now

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there is a caveat to that,
because there are women that are bullet points

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to people and there are men that
are story people. Well, but generally

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speaking, that's the big difference.
If you ask anybody how to describe something,

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you'll hear two totally different things,
because there are different things that are

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important to men and women. I
love that That's just a great way to

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start the show because, and what
I also appreciate about it is that we

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get to honor and respect both of
them for their contributions and what we can

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learn from each other. So that's
my next set of questions. What can

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men learn from women? Well,
one of the things that we are known

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to do is to build relationships,
and we do it very very well.

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And so one of the things that
men don't really have the time to do,

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or maybe they don't really want to
do it upfront, is building relationships.

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So if we can teach them to
slow down a little bit and start

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to understand why somebody is so interesting
or understand why somebody actually needs something,

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it's the why you learn when you
build relationships. So to me, there's

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nothing more important than building a relationship
because you build them before you need them,

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and when you need them, they're
there. So I would say that

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was one of the biggest things that
men can learn from women. I completely

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second that it's interesting that you say
that I have really three core friends that

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I have kept for years and years
and years. Now, of course I

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have many other layers of people that
are in my life, and you're right,

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those relationships are things that I cultivate, I make time for, and

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that also carries over into my my
how I do my work of course too,

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So I completely get that. Now, what about the other side of

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it? What can women learn from
men? Now? I don't want this

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to sound wrong or anything, but
a lot of times women don't make decisions

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quick enough. And I say that
because what we generally do is we like

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

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we like to collaborate, and sometimes
that is looked at as a weakness,

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which it really isn't. But a
lot of times what happens now, I

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do a lot of sales training,
and so I call a lot of people

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Vicky visitor, because what we do
is we go and visit and we build

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a relationship. But then we forget
that we're actually there to sell something.

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And so in that respect, you
really should learn from men how to,

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you know, do the close ended
questions, because that's what you need when

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you want to close a deal.
And so if you get the relationship from

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the woman and you get the decisiveness
from a man and put them together,

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it's an amazing combination. I love
how crisply you speak, Judy. You

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just you say a lot. You've
got an economy of speech. You say

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a lot in a small amount of
words. And I has that always been

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true for you? Or do is
that something you've learned along the way or

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what do you think? I'm a
Northeastern person, so I am set and

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to the point. But the purpose
for me is I learn when something is

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easy. If something is too complicated, I'm going to shut down for a

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while and try to decide do I
have the time to learn this. Do

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I not have the time to learn
this? And if it's if it's directed

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at me, if I get it, I'm going to do it. So

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a lot of times people will say
to me, I loved taking your classes.

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I love learning from you because you're
just you make everything so easy.

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So if you if you state the
fact, here's what it is, here's

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what you do with it, that's
what it is. So that's who I

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am. And I've always been like
that. I would just comment quickly on

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that what that tells me is two
things. One you've got You've got obviously

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a gift for communication, and you
know your material. Right. So,

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as a as a professor at SMU, right, I know when my students

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know what they're talking about by by
the quality of their papers and really,

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frankly how easy they are to read. When I can't understand the papers,

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I know that they don't know what
they're talking about. I think it's the

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same concept. Are they borrow that
information from something else? Right? Right?

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I do what it really means,
that's exactly right, Yeah, copy

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and paste. No. One other
thing about you that I think is interesting

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and you and I have spoken about
this before when we've been together, is

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that you you do work with men, but you predominantly work and serve women.

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Why why women? Why the focus
on women? You know, coming

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through the ranks relief, it was
very difficult for me because I was the

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only female. I was in construction, I was in security systems, I

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was in insurance, and there were
no women that were able to mentor me.

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There weren't any you know, people
say, well, they just didn't

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like you. No, no,
no, there were no women. And

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so as I came through the ranks, and I started to do coaching and

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mentoring and training and everything. I
worked a lot with men and women.

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I learned a lot from very successful
men. But when I decided to start

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my company, I thought to myself, what would I have wanted if I

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was starting all over, And what
I would have wanted would have been a

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female mentor a female coach. And
so if I could give back, if

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I could start all over and help
one woman save some time or some money,

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or or stop being so frustrated,
or just giving them the paths that

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they're trying to get onto, that
would be amazing for me. So yes,

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I do predominantly work with women,
but I also work with men that

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champion women. So you know,
if you're in a company that you're looking

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to get more women in, that's
that's how I help. If you're looking

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to find out why the men and
women are not working well together, that's

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who I am. So I do
work more with women. I coach women

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almost exclusively. I have a few
male coaching clients, but generally speaking,

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my coaching is really women. Mm
hmm. I got cham interestingly enough,

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just yesterday I did an interview for
Tildey Gohado remember her. I know you

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know her as well. And one
of the things I said was if I

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would, if it could give any
bit of advice, Because she asked me

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to say something about advice for women. I said, gosh, I wish

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that I would have gotten a coach
or a mentor much earlier in my life.

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Now I have two coaches, But
if I would have looked for a

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coach, for someone to guide me
much earlier in life, I can't even

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imagine what a difference it would have
made in my career. So that's exactly

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what I say. If one woman
would have held her hand out to me,

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just one, just for a little
bit, my own entire life would

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have been different. Mmmmmmm. So
I keep singing this everywhere. Every time

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I speak, I keep saying,
please, ladies, get a coach.

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Everybody get a coach, but especially
ladies. You have And I didn't want

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to start the conversation. I'll oftentimes
ask my speakers to introduce themselves first.

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I wanted to get right into the
material of at first. But I do

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want to if you can share a
bit about You've got really quite a long

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and distinguished career yourself, So I
would like to understand who you guys started

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as a speaker, a trainer,
coach, but you got quite a bit

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to build on. So can you
sketch that for us? Yeah? You

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know, one of the things that
I had to do is I had to

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do I have to practice what I
preached. And because I'm a sales trainer,

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the first thing I teach people is
how to network and prospect. That's

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in the beginning of sales because you
have to learn how to find people.

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And so when I resigned from my
position, I was in Corporate America for

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exactly two years, and when I
resigned, I'm in Dallas. I didn't

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know a soul other than the people
I resigned from. So what do you

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do? I mean, seriously,
how do you build a business? And

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so I started networking and I hated
it. I absolutely detested it because I

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wasn't doing what I taught people to
do. I went everywhere, anywhere,

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any where there were people I was
there. And what happened was I went

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from not knowing a person to people
saying, oh my god, do you

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know Judy Hoberman. She knows everyone
right, But they weren't my people.

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I mean, there were people that
I learned from and there were people that

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introduced me to other people, but
they weren't my people. So the second

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part I always teach people is to
find your people. So that's what I

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started to do. I started networking
with intention, and I was always excited.

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I mean even when I sold insurance, when I was on the phone,

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people would say, I don't know
what you're selling, but you need

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to come here because you're so exciting. And so that's what I would do

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when I was networking, and people
would come up to me and say,

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I don't even know what it is
that you're doing, but can you come

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and speak to our group because you're
just excited about everything. And so I

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started speaking, and I started speaking
in chambers and rotaries and everywhere. I

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didn't make any money speaking because I
just wanted the experience, the exposure,

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and to be able to formulate what
my signature talk was going to be.

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But from that I got training and
coaching and then more speaking and started doing

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it like that. But you have
to start some and you have to be

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

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

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people in my sandbox. I didn't
make any sense, so I had to

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

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easy, but just like no,
no, no, yeah, I know

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it wasn't I absolutely know it wasn't
right. And what I also find interesting,

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Once upon a time I sold insurance
and it was one It was actually

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my first sales job, Judy,
when I was twenty years old, and

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can I tell you that I really
wasn't good at it. I did it

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for more than a year, and
I should have seen the writing on the

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wall. I had to get a
second job just to support myself and pay

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my rent. And I came popping
in on Monday morning cheerly as I normally

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did, and my boss called me
and he said, hey, please come

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on in here. I got something
for you to sign. And I'm like,

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well, what is it? I
sit down cheerly and he says,

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it's your resignation letter. Sign it. It was honestly the best thing for

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me, because I did not belong
doing that business. How long did you

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sell insurance? I sold insurance for
like twenty years? Wow? Yeah.

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But I started out not knowing anything, and I just I thought, okay,

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I'm a single mom. I have
to take care of my children,

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I have to figure out how to
pay my bills. And then I started

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

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nothing better in my head than that. And so that's what I kept doing,

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is I don't sell insurance. I
protect your life and I would change

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your life if you worked with me
and all that kind of stuff. And

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so that's what I did, and
I loved it, imagine. So that's

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

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excited about insurance? It was me? It was me, Judy. That

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is so refreshing. One of the
things I know, obviously through my research

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around meaning and work, is that
whatever you conjure for whatever your means for

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you as your lens, and that's
how you experience it, right, That's

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how it occurred for you, and
that's how you're going to land for other

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people. I didn't see it that
way, No surprise, right. Obviously

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I won't say how I actually saw
it, but I did not see it

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that way. So no surprise.
You were so successful. Why did you?

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Why did you give it up?
Or maybe are you still doing it.

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No, well, I originally gave
it up because I became a corporate

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employee and I was doing all their
training. I was building training for them,

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I was building a university. I
was going out and traveling ninety percent

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of the time and delivering training and
coaching. And then I just realized that

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the culture was not what I where
I should be. It just did not

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align with my core values. And
so rather than take more than twelve extensions

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a day, which that's what I
was taking, I decided to resign.

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And it took months before they took
my resignation. But once I knew that

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I was resigning, I felt better, and that's when I knew I did

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the right thing. When was that
How long ago was this? Well you

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said twenty years ago? Nine?
No, no, no, no,

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00:14:46.919 --> 00:14:48.559
no, two thousand and nine.
Yeah, okay, okay, that's when

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you begin. Is that when you
actually began your speaking career? That's yeah.

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And that's why I began selling in
a skirt yep. Okay, okay,

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And I want to say a little
bit about that, because we've got

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it. We'll have a just we
have to go on break. And so

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why did you call your business selling
in a skirt. That is so clever.

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Well, let's think about this.
Okay, it was all about sales.

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So there's a selling I'm female,
so I thought it could be called

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something about being female. I didn't
want to be a woman selling selling in

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a skirt. But then, if
you think about it, skirt's an acronym,

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which I know we're going to talk
about, but it's an acronym.

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It has nothing to do with the
article of clothing, but it's such a

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it's a catchy brand, and so
everybody remembers it. They may not remember

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Judy Hoberman, but they do remember
selling in a skirt. Oh, I

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just really, I really appreciate and
applaud that. And we do have a

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coming before we actually go and break. So can you go? Why don't

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00:15:39.120 --> 00:15:41.720
you? If you can? If
it does it make sense? Can you

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00:15:41.759 --> 00:15:46.440
cover the skirt piece of what that
is now in two minutes? Or is?

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Do you need more time than that? No? I could do it,

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But I want to tell you that
you have to be careful how you

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brand yourself because everybody expects me to
wear a skirt, and do you always

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

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

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once in Dallas, and he said
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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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, And how do
you love that? I never go out

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ever without a skirt. I don't
know what I am about. What I

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also appreciate about that, Judy is
I've had other guests on my show too,

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that talk about that whole thing of
really really being hyper focused on their

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brand, like that everything they do, everything that they say, everything that

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they breathe is their brand and it
has to be consistent and if it isn't,

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it messes with your message and how
well you're received. And I really

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appreciate and applaud that you live that
well. You have to live your brand.

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It's how you show up, because
if you don't show up the way

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you are supposed to show up,
people know then you're not authentic. Yeah,

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I agree. I agree. Well, I want to get into business

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and women after the breakerd let's go
ahead and cut for a quick break now

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though, and then we'll come back
and pick that up. I'm your host,

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Alise Cortez. We've got on the
air with Judy Hoberman. She's the

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00:17:18.920 --> 00:17:22.599
president of Selling in a Skirt and
an international speaker, trainer, coach,

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00:17:22.680 --> 00:17:26.160
and mentor. She joined it today
from Dallas See with us. After the

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00:17:26.160 --> 00:17:41.000
break, we're going to get into
the topic of business and women. Friend

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00:17:41.039 --> 00:17:45.519
us on Facebook to keep up with
what's empowering the world. Voice America Empowerment.

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00:17:48.400 --> 00:17:52.160
Alice Cortez is a speaker and engagement
and development catalyst. She designs and

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00:17:52.200 --> 00:17:57.720
delivers professional development, leadership and engagement
workshops and can bring her expertise to your

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00:17:57.799 --> 00:18:03.680
organization will help ignite meaningful development within
your workforce that will increase employee engagement,

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00:18:03.799 --> 00:18:08.000
performance and retention. To learn more
or to invite Elise to speak to your

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00:18:08.119 --> 00:18:14.920
organization, please visit her at www
dot Elisecortes dot com. She would welcome

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for Voice America. It's your world. Motivate, change, succeed, Voice

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00:18:51.799 --> 00:19:07.160
America Empowerment dot com. This is
Working on Purpose with Elise Cortes. To

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reach our program today, please call
in to one triple eight three four six

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one four one. You may also
send an email to Elise ali Se at

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00:19:22.079 --> 00:19:29.640
Elisecortes dot com. Now back to
Working on Purpose. Thanks for staying with

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00:19:29.720 --> 00:19:32.400
us, and welcome back to Working
on Purpose. If you're just joining us.

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00:19:32.440 --> 00:19:34.519
My guest is Judy Hoberman, who
is president of Selling in a Skirt.

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00:19:34.839 --> 00:19:38.039
She's an international speaker, trainer,
coach, and mentor, and she's

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00:19:38.039 --> 00:19:41.160
the author of Selling in a Skirt. Famous Isn't Enough? Pure Wealth and

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00:19:41.240 --> 00:19:45.200
her latest book on walking, which
is called Walking on the Glass Floor,

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00:19:45.240 --> 00:19:48.240
will be released shortly. I'm your
host, Elise Cortes. Okay, so

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00:19:48.359 --> 00:19:52.960
miss Judy, this next segment I
want to devote to business and women.

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00:19:52.160 --> 00:19:56.759
So we talked before at the beginning
of the show about the generaler just being

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00:19:56.799 --> 00:20:00.440
men and women. So now I
want to get more specific with with women

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00:20:00.480 --> 00:20:06.480
in business. So how do women
generally approach business? A lot of the

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00:20:06.519 --> 00:20:11.079
times women come into businesses and well, let's put it this way. First

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00:20:11.079 --> 00:20:12.960
of all, they have to decide
that they want to come into this business,

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00:20:12.960 --> 00:20:18.559
whatever the business is, and it
usually starts with looking for a job

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00:20:18.599 --> 00:20:21.720
and looking at an ad. And
the first thing that you have to do

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00:20:21.839 --> 00:20:25.319
in order to get women to even
want to do business, to come into

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00:20:25.400 --> 00:20:27.160
your business, to start a career
with you, is you have to attract

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00:20:27.160 --> 00:20:30.839
them. And one of the things
I find is that there's a lot of

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00:20:30.880 --> 00:20:36.440
ads out there that will push women
away, even though they don't even think

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they're being pushed away, because women
have to be one hundred percent qualified before

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00:20:41.119 --> 00:20:44.559
they apply for the job, where
men only have to be sixty percent.

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00:20:45.079 --> 00:20:48.519
So if a job says, you
know, master's degree, preferred. It

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00:20:48.559 --> 00:20:52.119
didn't say required, it said preferred. And you didn't have a master's degree.

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00:20:52.200 --> 00:20:52.799
You're saying, well, you know
what, I'm not going to waste

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00:20:52.839 --> 00:20:55.759
their time. They're not going to
choose me anyway, so I'm not even

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00:20:55.759 --> 00:20:59.200
going to apply. Okay, that's
that's the first thing. So first you

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00:20:59.200 --> 00:21:03.279
have to attract the women. But
women go in and they want to know

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00:21:03.759 --> 00:21:06.400
what's going on. They want to
know how they fit in. They want

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to find a home. They don't
want to look for a job all the

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time. They want to find someplace
that that basically complements their home life.

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00:21:14.759 --> 00:21:18.160
So it has to be something where
the core values are the same that somebody

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00:21:18.240 --> 00:21:22.200
is interested in what they're doing,
that's making an investment in them, is

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their room for opportunity, is their
training that's going to take me to the

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next level. There's all these questions
that women have on top of that.

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They want to be someplace that is
safe. So a lot of times you

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see these offices that are in,
you know, not the best parts of

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00:21:36.960 --> 00:21:40.160
town, and people expect you to
come and come in early and stay late,

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00:21:40.240 --> 00:21:41.440
and they're thinking, I'm not going
to do that. I'm not you

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00:21:41.440 --> 00:21:45.559
know, that's not a good area. And I'll give you a perfect example.

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When I had my office in Charlotte, I had I was in a

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gorgeous building, and when you walked
into the building, you felt like you

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could be successful. That's how you
felt. It didn't matter what office you

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went into, you just walked in
and you w liket, oh, this

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is great. And when I left, there was a younger guy that took

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my place and decided he was going
to save one hundred dollars a month,

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not a thousand, one hundred dollars
a month, and he moved the office

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to this building that was in a
skanky part of town. The office was

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in the sub basement that you had
to walk down these dark stairs. We

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used to call it the bat cave. But next door on one side was

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the Gentleman's Club and on the other
side with Hooters. So tell me how

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many women are going to be excited
about going there? And so most of

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the women that I had brought in
left they weren't going to that office.

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Sure, yeah, So it's all
that's how women approach a lot of different

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things. It's the culture, it's
the environment, it's are they prepared enough?

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And then they have to prove themselves
over and over and over again,

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whether they really do or they don't, they believe they do. I absolutely

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know you're talking about how women will
tend to look at a job ick and

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say, oh, well, I
don't have everything there, so I guess

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I won't apply, whereas men just
don't see it that way, that their

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frame doesn't and they don't. It's
the other way around, should I come,

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Most of those things all apply.
I find that fascinating. Why we

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do that as women? Why do
why do we limit ourselves like that as

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women? Do you suppose it's in
our DNA. It's part of one of

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the genes that we got, and
we should get rid of the gene.

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You know. We do that word. Yeah, we have that word called

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enough. This not enough. I'm
not strong enough, I'm not big enough,

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I'm not old enough, I'm not
tall enough, I'm not short enough,

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I'm not whatever enough. And we
all have it. And if we

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could just get rid of the enough, because we are so much more than

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just enough, I mean seriously,
and that's part of our that's part of

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our upbringing. All right, Well, I'm with you. Let's work together

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to eradicate the enough okay, let's
I'm in. I'm in all right.

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Well, another thing that I noticed
about you, and I've heard you say

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00:23:47.359 --> 00:23:48.799
it before when you're speaking, and
I know I think it's on your website

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00:23:48.839 --> 00:23:52.119
too, but you's you have a
tagline that says women want to be treated

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00:23:52.160 --> 00:23:59.640
equally, not identically. Say more
about that. Okay, So, if

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00:23:59.680 --> 00:24:03.359
you think about it, women don't
want to be men. They don't.

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00:24:03.599 --> 00:24:06.200
And even though men think they want
to be one of the boys, they

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don't. All they want to do
is they want to have the same opportunity.

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00:24:10.119 --> 00:24:11.400
That's it. That's what it means. We want to be treated equally.

386
00:24:11.440 --> 00:24:15.519
Give us the same opportunity and let
us let us thrive. And if

387
00:24:15.559 --> 00:24:19.640
women are given the same opportunity,
it usually is, you know, for

388
00:24:21.200 --> 00:24:25.359
a good reason. Sometimes it's because
they have to do it and so and

389
00:24:25.400 --> 00:24:27.039
people know the difference. They just
they do. They know the difference.

390
00:24:27.440 --> 00:24:30.279
But the truth of the matter is
there's a lot of positions where it is

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equal footing, you know, and
sales is one of them. If a

392
00:24:34.240 --> 00:24:38.359
man and a woman had the same
exact sales position, they both could do

393
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really, really well and they're not
trying to outdo each other. Because they're

394
00:24:42.680 --> 00:24:45.440
on the same path. But when
you you know, when you pay a

395
00:24:45.440 --> 00:24:49.720
woman less money and you don't treat
her equally, then then you have all

396
00:24:49.720 --> 00:24:53.480
the negative nonsense that goes on.
And that's not a fun part. And

397
00:24:53.519 --> 00:24:59.880
it's usually about money. Okay,
it's interesting. Interesting. I like how

398
00:24:59.880 --> 00:25:06.079
you distinguished that those terms equality versus
identification. That's I'm completely enrolled with that

399
00:25:06.160 --> 00:25:10.759
idea. I'm with you, Judy. So, okay, your next new

400
00:25:10.759 --> 00:25:12.160
book now, I see if you
already had enough books out already, Judy,

401
00:25:12.440 --> 00:25:15.359
is this is number four or number
five? Walking on the Glass Floor?

402
00:25:15.359 --> 00:25:18.960
Which what number is it? Number
four? Number four? Okay,

403
00:25:18.279 --> 00:25:21.759
okay, keen, and I know
what's coming out soon. Can you tell

404
00:25:21.799 --> 00:25:22.359
us a little bit about it?
What's in it? What are you trying

405
00:25:22.359 --> 00:25:26.720
to accomplish with it? Okay?
So this book is really about women who

406
00:25:26.839 --> 00:25:30.799
lead. These are women in leadership
positions, and these could also be you

407
00:25:30.839 --> 00:25:34.200
know, for men who are champions
of women. So you know, I

408
00:25:34.200 --> 00:25:38.319
don't distinguish that this is women only, but the book is written by a

409
00:25:38.359 --> 00:25:44.279
woman and it really is for women. But what happened is it's about the

410
00:25:45.200 --> 00:25:52.000
qualities that we have and their universal
leadership qualities. And because a lot of

411
00:25:52.000 --> 00:25:55.279
times we take these qualities and we
don't think they're leadership qualities, we push

412
00:25:55.359 --> 00:25:56.960
them down. But what the book
is going to do, it's going to

413
00:25:57.240 --> 00:26:00.839
make sure that as a reader or
you're going to look and see, Okay,

414
00:26:02.240 --> 00:26:04.680
so is this really what I want? Am I really passionate about this?

415
00:26:06.200 --> 00:26:08.559
What motivates me? What kind of
decision making skills do I have?

416
00:26:10.000 --> 00:26:15.920
So the book is more about cultivating
the seven essential qualities that will be in

417
00:26:15.960 --> 00:26:18.559
your leadership life, and your business
life and in your personal life. It

418
00:26:18.599 --> 00:26:22.720
also can be for any woman at
any age, at any stage in her

419
00:26:22.759 --> 00:26:26.799
career. And it doesn't matter if
you're incoporate, and it doesn't matter if

420
00:26:26.799 --> 00:26:30.680
you're an entrepreneur. But it's about
taking these qualities and showing how they can

421
00:26:30.720 --> 00:26:36.400
actually serve you well. And the
seven qualities are passion, authenticity, courage,

422
00:26:36.559 --> 00:26:41.640
communication, decisiveness, resilience, and
generosity. And we all know about

423
00:26:41.680 --> 00:26:44.680
these qualities, but either we forget
we have them, or we need to

424
00:26:44.680 --> 00:26:48.480
be reminded how powerful they really are. So I always say, like,

425
00:26:48.680 --> 00:26:51.960
you know, think about the Wizard
of Oz. You had the power all

426
00:26:52.000 --> 00:26:55.000
along, you did, but now
we have to show you how we're going

427
00:26:55.039 --> 00:26:57.640
to take you to this glass floor, keep you here and bring other women

428
00:26:57.680 --> 00:27:03.640
on to support you. Okay,
I'm totally game any idea or a plan

429
00:27:03.759 --> 00:27:07.640
for when it's coming out. So
I believe we're going to do a soft

430
00:27:07.720 --> 00:27:11.880
launch September October, and you know, so we're going to do We're going

431
00:27:11.920 --> 00:27:15.640
to do pre sales because my goal
is really to get this book into women

432
00:27:15.720 --> 00:27:19.079
everywhere. It doesn't matter if they're
here in the United States, it doesn't

433
00:27:19.079 --> 00:27:22.720
matter where they are. I really
believe that this is going to be a

434
00:27:22.759 --> 00:27:26.599
movement for women. So that's going
to be my soft launch. January February

435
00:27:26.640 --> 00:27:30.640
is going to be the big,
big, big launch, and only because

436
00:27:30.559 --> 00:27:36.759
there's a lot of moving parts to
it. We had to form a nonprofit

437
00:27:36.880 --> 00:27:38.440
so that took a little bit of
time. So by the time everything was

438
00:27:38.480 --> 00:27:41.759
all said and done, I don't
want to do a launch and not do

439
00:27:41.839 --> 00:27:45.000
it right and not be able to
reach out to as many women as I

440
00:27:45.039 --> 00:27:49.480
can. So soft launch first September
October, and then big, big launch

441
00:27:49.839 --> 00:27:55.640
January February. Judy, I'm such
a fan. I think that it's so

442
00:27:55.799 --> 00:27:59.640
extraordinary that here you are, You've
got a very busy, successful business in

443
00:27:59.640 --> 00:28:03.680
life, and now you're launching a
movement. I think I'm just so impressed.

444
00:28:03.039 --> 00:28:06.960
When I grow up, can I
be you be careful what you wish

445
00:28:07.079 --> 00:28:11.200
for? It just sounds really good
to me. I love the idea of

446
00:28:11.200 --> 00:28:15.839
creating a movement, and what I
appreciate about that is it's not a small

447
00:28:15.839 --> 00:28:18.160
feat by any stretch. And I
think of a few of the women that

448
00:28:18.200 --> 00:28:22.000
I've known over the years who who
are doing things, or men for that

449
00:28:22.039 --> 00:28:25.039
matter too, are doing them too. But I think of Shavn Palmer,

450
00:28:25.079 --> 00:28:29.000
of course, I know that she's
our mutual friend. Plaid for Women.

451
00:28:29.119 --> 00:28:33.640
That's a movement, and I just
really applaud and appreciate that what you're doing

452
00:28:33.720 --> 00:28:37.960
in this effort of this latest book
is really making a movement out of it.

453
00:28:37.000 --> 00:28:41.880
I just really want to call that
out. That's extraordinary. Thank you,

454
00:28:41.160 --> 00:28:47.559
Thank you. And there'll get more
details as we really start releasing them.

455
00:28:48.359 --> 00:28:49.559
I don't know where you get all
the energy to create all that you

456
00:28:49.599 --> 00:28:52.079
do. Because another thing that I
wanted to ask you about, I noticed

457
00:28:52.079 --> 00:28:56.359
this on your website. You've got
something that's called the Report for Women on

458
00:28:56.400 --> 00:28:59.000
your website, and I didn't look
at it because I wanted to see what

459
00:28:59.039 --> 00:29:03.519
you would sort of share with it. So what is it and what do

460
00:29:03.559 --> 00:29:06.480
we get from that? Okay?
So do you know what the Drudge Report

461
00:29:06.559 --> 00:29:10.400
is? Yeah? Okay, so
figure the Drudge Report for women. That's

462
00:29:10.400 --> 00:29:15.079
what this is. This has Yeah, this has industries. Almost any industry

463
00:29:15.079 --> 00:29:18.160
you can think of is represented on
the Report for Women. And what it

464
00:29:18.240 --> 00:29:22.559
is is it'll have like, let's
say, financial services. Under financial services

465
00:29:22.599 --> 00:29:27.759
they'll be I don't know, ten
fifteen, twenty different articles. Under direct

466
00:29:27.839 --> 00:29:33.839
sales they'll be the same thing.
So each category has a lot of articles

467
00:29:33.839 --> 00:29:37.400
on it. And when you register
for it, which is for free.

468
00:29:37.640 --> 00:29:41.599
Okay, So there's no money anywhere
in this entire report, not at all.

469
00:29:41.640 --> 00:29:45.759
Nobody's collecting money if you want to
advertise on it, We're not charging

470
00:29:45.799 --> 00:29:51.920
money nothing, because this is really
a resource. So anything that you find,

471
00:29:52.000 --> 00:29:53.559
anything that you like, if you
register for it, you put it

472
00:29:53.559 --> 00:29:57.759
in your you save it into your
favorite places. It auto updates on a

473
00:29:57.799 --> 00:30:03.839
regular basis. So let's say we
have Huffington Post is on it. So

474
00:30:03.079 --> 00:30:07.079
when Huffington Post puts something out about
women, it's going to automatically go onto

475
00:30:07.119 --> 00:30:11.000
the report because we have their RSS
feed. I sound like I know what

476
00:30:11.039 --> 00:30:17.039
I'm talking about, but I'm just
telling you what i've heard. Okay,

477
00:30:17.119 --> 00:30:22.799
But seriously, at Auto updates on
a regular basis, and it is amazing.

478
00:30:22.039 --> 00:30:26.720
And what I like about One of
the things I like about it is,

479
00:30:26.440 --> 00:30:30.519
you know, have you ever tried
to contact somebody and it's been amazing

480
00:30:30.720 --> 00:30:37.880
and then crickets like there's nothing.
So I always tell my clients you can't

481
00:30:37.039 --> 00:30:41.240
ask for business every single time you
call or email. You can't ask where

482
00:30:41.319 --> 00:30:45.559
is the where's the proposal? You
can't do this. So if you found

483
00:30:45.599 --> 00:30:52.880
an article a link from the report
for women of something that in your discovery

484
00:30:52.079 --> 00:30:56.240
appointment, in your fact finding appointment
you knew was important to that person,

485
00:30:56.839 --> 00:31:00.960
you send them a note and you
say, Elise, I saw this article

486
00:31:00.000 --> 00:31:03.160
and thought of you have a great
day, Judy, and you don't put

487
00:31:03.200 --> 00:31:07.599
anything else on there. And so
now you're going to get this, You're

488
00:31:07.599 --> 00:31:08.559
going to click on it and you're
going to say, wow, this is

489
00:31:08.559 --> 00:31:12.359
a great article. I can't believe
she remembered that I wanted to travel to

490
00:31:12.400 --> 00:31:15.519
Italy whatever it is. And so
there's a touch point for you. And

491
00:31:15.559 --> 00:31:18.240
then the other thing you're thinking is
she even asked me about business. Well

492
00:31:18.240 --> 00:31:21.880
that was pretty cool. I really
need to get back to her, you

493
00:31:21.920 --> 00:31:25.400
know. So it's that kind of
stuff, but it's also a huge resource

494
00:31:25.559 --> 00:31:30.119
about women in almost any industry you
can think of. So I love it,

495
00:31:30.200 --> 00:31:34.279
and my husband and I put it
together as something that mimicked the Drudge

496
00:31:34.279 --> 00:31:37.960
Report because he reads the Drudge Report
like every day and I don't. And

497
00:31:38.039 --> 00:31:45.240
this I do. How long has
this thing been in existence? This resource

498
00:31:45.119 --> 00:31:49.440
a couple of years? Okay,
I'm definitely going to go go grab that

499
00:31:49.440 --> 00:31:53.000
for myself. And so I wanted
to make sure that leaders our listeners knew

500
00:31:53.000 --> 00:31:55.880
how to actually get a hold of
it. So they go to your website,

501
00:31:55.920 --> 00:31:57.680
which is selling in a skirt dot
com. Yeah, and then what

502
00:31:59.039 --> 00:32:02.200
do they do? Click on the
banner or you could just go to the

503
00:32:02.400 --> 00:32:07.640
report for women dot com and just
sign up like that. There's nothing.

504
00:32:07.640 --> 00:32:10.200
All you do. All you're doing
is you're putting your name in your email.

505
00:32:10.359 --> 00:32:15.319
There's nothing else, and then you've
got it. It's yours and then

506
00:32:16.079 --> 00:32:20.680
favorite places. Forgive my ignorance on
this, but I am terribly curious.

507
00:32:20.680 --> 00:32:23.960
This is a really great resource that
you've created. When when I subscribe,

508
00:32:24.000 --> 00:32:29.039
will I get an email notification or
do I go and grab something from the

509
00:32:29.079 --> 00:32:31.119
resource or how does it work?
Yeah, you'll get you'll get a notification

510
00:32:31.200 --> 00:32:35.440
that you've subscribe to it, and
then I believe it's a link that you

511
00:32:35.480 --> 00:32:37.279
get and then you just save it. You save it to your favorite place.

512
00:32:37.839 --> 00:32:42.880
Okay, awesome, I'm in good. Okay, Well, let's talk

513
00:32:42.880 --> 00:32:45.920
a little bit more about sales.
You started the you started to kind of

514
00:32:45.960 --> 00:32:49.599
queue up this notion here of using
that as a resource to be able to

515
00:32:49.640 --> 00:32:52.240
have a touch point for us when
we're reaching out to people and being being

516
00:32:52.839 --> 00:32:57.440
useful to them. And I know
on your radio show, which I'm looking

517
00:32:57.440 --> 00:33:00.160
forward to being on later, I
think I think we're sketched for October thing

518
00:33:00.240 --> 00:33:02.599
that you focus on sales. So
first, let me just kind of talk

519
00:33:02.599 --> 00:33:06.200
about your radio show. I think
you told me on break that you've been

520
00:33:06.200 --> 00:33:08.519
doing it for four years already.
That's crazy. It's once a week,

521
00:33:08.599 --> 00:33:13.240
right, yeah, yep, Okay, So what kind of guests do you

522
00:33:13.319 --> 00:33:16.880
feature on your show and what do
you talk about? I talk about anything

523
00:33:16.960 --> 00:33:22.599
that has a that brings value to
women. That's it. So you know,

524
00:33:22.640 --> 00:33:25.519
it doesn't really matter what your business
is, as long as you can

525
00:33:25.519 --> 00:33:30.920
bring value to women, because that
is the most important thing. So you

526
00:33:30.920 --> 00:33:37.519
could be a holistic practitioner, you
can be a keynote speaker, you can

527
00:33:37.559 --> 00:33:39.680
be a plumber, you could whatever
it is. As long as you can

528
00:33:40.119 --> 00:33:49.359
take your profession and bring it down
to a something that's a value to women,

529
00:33:49.519 --> 00:33:52.039
that's all it is. And what
I do is I always have two

530
00:33:52.039 --> 00:33:57.559
guests every single week, and I
don't necessarily put them on together. It's

531
00:33:57.640 --> 00:34:00.920
just they're on my calendar. And
so the week before I look at them

532
00:34:00.920 --> 00:34:02.920
and I think, okay, so
how do I connect these two people?

533
00:34:04.240 --> 00:34:07.000
And I come up with a theme. And so that's how that's what my

534
00:34:07.000 --> 00:34:09.280
show is about. There's a theme. So the first question or two is

535
00:34:09.280 --> 00:34:14.719
about that theme, and then after
that I get to brag about my guests.

536
00:34:15.039 --> 00:34:19.000
That's it. Just like what you're
doing, same thing. M Well,

537
00:34:19.039 --> 00:34:20.559
I can't wait to be another end
of it? Does? It'll be

538
00:34:20.599 --> 00:34:23.400
fun? It is. It's a
lot of fun. And it's not anything

539
00:34:23.440 --> 00:34:28.840
that you know, I really it's
nothing that I can trap you with or

540
00:34:28.880 --> 00:34:31.239
surprise you with or although I will
say that one of my guests many years

541
00:34:31.280 --> 00:34:35.199
ago, I said to her,
Oh my god, I love your mission

542
00:34:35.280 --> 00:34:37.519
statement. She said, my mission
statement, my mission statement, my mission

543
00:34:37.519 --> 00:34:40.000
statement. Fortunately I had her mission
statement written down and I said, you

544
00:34:40.039 --> 00:34:43.559
know the one that says this.
She goes, oh yeah, my mission

545
00:34:43.599 --> 00:34:47.719
statement. So now if I make
sure that if I ask aod question that

546
00:34:47.960 --> 00:34:52.159
maybe somebody doesn't know the answer,
I have it right there. You know,

547
00:34:52.360 --> 00:34:58.199
that is that's so smart. And
I love listening, like to think

548
00:34:58.280 --> 00:35:00.519
programs like Think, and I wonder
how much how much of that is really

549
00:35:00.760 --> 00:35:05.559
well scripted. They must have all
the questions in advance, et cetera,

550
00:35:05.639 --> 00:35:07.760
in order to prepare the guests.
I would think I like to have some

551
00:35:07.800 --> 00:35:10.960
sort of semblance of a plan what
we're going to talk about so that people

552
00:35:10.960 --> 00:35:15.199
can reflect and what we're going to
talk about too. So I appreciate that.

553
00:35:16.000 --> 00:35:20.639
Yeah, yeah, And I start
promoting the week before so you'll always

554
00:35:20.719 --> 00:35:23.320
see what the theme is. It's
not like you're going to walk in and

555
00:35:23.360 --> 00:35:28.400
say, well, I'm a coach
and you're talking about, you know,

556
00:35:28.519 --> 00:35:30.400
habits. So I don't know anything
about habits. That's not my that's not

557
00:35:30.480 --> 00:35:34.159
my forte. Well, okay,
so that doesn't have to be. It's

558
00:35:34.199 --> 00:35:39.519
just an opinion question, you know, so, yeah, well I want

559
00:35:39.519 --> 00:35:43.639
to while we're talking about sales here, I I want to hear about your

560
00:35:43.679 --> 00:35:46.000
skirt concept. We've got some time
before the break here, so I would

561
00:35:46.000 --> 00:35:50.400
you lay out for us about what
is what does skirt stand for? Let's

562
00:35:50.440 --> 00:35:52.119
start with that, and then I'd
love to hear about how we can leverage

563
00:35:52.119 --> 00:35:54.519
some of these concepts for better sales
results. And if we've got to pick

564
00:35:54.519 --> 00:35:58.320
that part up after the break,
that's fine. But what does skirt stand

565
00:35:58.360 --> 00:36:01.039
for? Okay? So this is
for standing out? We live in the

566
00:36:01.079 --> 00:36:06.800
noisiest world possible. So how do
you stand out? What's unique about you?

567
00:36:07.039 --> 00:36:10.159
How do you know who your person
is? You know? So it's

568
00:36:10.199 --> 00:36:13.559
all of that. It's how do
you stand out and be the expert in

569
00:36:13.599 --> 00:36:16.920
your space? The K is for
keys to success. So you're doing some

570
00:36:16.960 --> 00:36:21.599
great things and maybe there's one thing
that you're doing exceptionally well, well,

571
00:36:21.639 --> 00:36:23.719
how do we tweak that to make
it even better? Bigger and better?

572
00:36:24.440 --> 00:36:30.840
The I is inspiration? Are you
inspiring to people? Do you need inspiration?

573
00:36:30.320 --> 00:36:35.440
How about your core values? How
do they line up with your your

574
00:36:35.480 --> 00:36:39.079
goals? Are they in alignment?
The R is results because obviously, no

575
00:36:39.159 --> 00:36:43.159
matter what happens in sales, you're
judged by your results, whether it's a

576
00:36:43.239 --> 00:36:46.280
dollar amount or it's a number amount, or it's new clients or whatever it

577
00:36:46.320 --> 00:36:52.239
is. You have to have results
and how do you reach for even you

578
00:36:52.280 --> 00:36:54.400
know, greater results than you can
possibly imagine. So we talk about crazy

579
00:36:54.480 --> 00:36:58.360
numbers also, And then the T
is the big one. No matter who

580
00:36:58.400 --> 00:37:00.039
you are, no matter what gender
you are, no matter what age bracket,

581
00:37:00.119 --> 00:37:05.320
doesn't matter. It's time management.
And everybody has a challenge with time

582
00:37:05.360 --> 00:37:07.559
management. It could be something tiny, it could be like I just can't

583
00:37:07.559 --> 00:37:12.360
get myself moving, So we all
talk about time management. So that's what

584
00:37:12.400 --> 00:37:15.880
it is. That's my skirt.
I appreciate that. I want to talk

585
00:37:15.920 --> 00:37:19.119
more about that and how we're going
to actually use them for better sales results.

586
00:37:19.119 --> 00:37:21.480
But let's pick that up after the
break. I'm your host, Alise

587
00:37:21.559 --> 00:37:23.559
Cortez. We were on the year
with Judy Hoberman, who was president of

588
00:37:23.599 --> 00:37:28.039
Selling in a Skirt and she's an
international speaker, trainer, coach, and

589
00:37:28.119 --> 00:37:43.400
mentor. She's relenterest today from Dallas. Stay with us Friend us on Facebook

590
00:37:43.440 --> 00:37:50.119
to keep up with what's empowering the
world. Voice America Empowerment Alice Cortez is

591
00:37:50.159 --> 00:37:54.440
a speaker and engagement and development catalyst. She designs and delivers professional development,

592
00:37:54.599 --> 00:38:00.679
leadership and engagement workshops and can bring
her expertise to your organization. She will

593
00:38:00.719 --> 00:38:06.280
help ignite meaningful development within your workforce
that will increase employee engagement, performance and

594
00:38:06.400 --> 00:38:09.360
retention. To learn more or to
invite Elise to speak to your organization,

595
00:38:09.519 --> 00:38:15.440
please visit her at www dot Elisecortes
dot com. She would welcome the opportunity

596
00:38:15.480 --> 00:38:22.079
to help get your employees working on
purpose. We're making it easier to listen

597
00:38:22.119 --> 00:38:25.320
to the Voice America Talk Radio Network
wherever you go. In addition to listening

598
00:38:25.360 --> 00:38:29.639
live, you can check out information
about your favorite talk show hosts, discover

599
00:38:29.760 --> 00:38:32.960
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600
00:38:34.000 --> 00:38:37.519
to all our show archives on demand, all from your iPhone, BlackBerry or

601
00:38:37.519 --> 00:38:43.760
Android downloaded from the Apple App Store, BlackBerry App World or Android Market And

602
00:38:43.880 --> 00:39:00.360
get ready to tune in the Voice
America mold lad powered by Aircast. See

603
00:39:00.880 --> 00:39:06.159
get inspired, encouraged and connected on
our Lively Award winning Healthy Living Power Hour

604
00:39:06.440 --> 00:39:10.719
Star Style. Be the star you
are with host and empowerment architect Cindya Brian

605
00:39:12.039 --> 00:39:15.800
live every Wednesday at four pm Pacific
on the Voice America Empowerment Channel. Tune

606
00:39:15.800 --> 00:39:21.280
into the Power Party for positive,
uplifting, life changing talk radio. Visit

607
00:39:21.360 --> 00:39:37.800
Starstyle Radio dot com. Jess says
you follow us on Twitter for more great

608
00:39:37.840 --> 00:39:51.360
ideas at Voice America Empowerment. This
is Working on Purpose with Alas Cortes.

609
00:39:51.800 --> 00:39:54.639
To reach our program today, please
call in to one triple eight three four

610
00:39:54.719 --> 00:40:00.719
six nine one four one again that's
one triple eight three four nine for one.

611
00:40:00.880 --> 00:40:05.840
You may also send an email to
Elise A. L I s E

612
00:40:06.440 --> 00:40:14.280
At Elisportes dot com. Now back
to Working on Purpose. Thanks forristaying with

613
00:40:14.360 --> 00:40:16.159
us, and welcome back to Working
on Purpose if you're just tuning in.

614
00:40:16.239 --> 00:40:20.480
My guest is Judy Hoperman. She
is president of Selling in a Skirt and

615
00:40:20.519 --> 00:40:23.320
an international speaker, trainer, coach
and mentor. She is the author of

616
00:40:23.440 --> 00:40:28.400
Selling in a Skirt, Famous Isn't
Enough Pure Wealth in her latest book,

617
00:40:28.440 --> 00:40:30.599
which is called Walking on the Glass
Floor, will be really shortly. I'm

618
00:40:30.599 --> 00:40:34.920
your host Elise Cortes. So,
Judy, before the break, you were

619
00:40:34.920 --> 00:40:37.519
sharing with us what skirt stands for
in terms of your program here. I

620
00:40:37.559 --> 00:40:42.239
want to next if we can just
really delve into that concept, that program

621
00:40:42.239 --> 00:40:45.199
that you offer here and consider how
we can use that to improve our sales

622
00:40:45.239 --> 00:40:50.360
results, improve just traction and business
in general. So as you said,

623
00:40:50.599 --> 00:40:54.440
was for standing out, standing out. Okay, So if you think about

624
00:40:54.480 --> 00:40:59.239
salespeople there, you know, I
work with a lot of financial people,

625
00:40:59.239 --> 00:41:00.679
a lot of realtors, and the
first question I'll always ask them is,

626
00:41:00.719 --> 00:41:04.800
Okay, look around this room.
There's fifty people in the room. How

627
00:41:04.840 --> 00:41:07.519
many of you competitors? And they
go myself in forty nine like, no,

628
00:41:08.480 --> 00:41:12.840
right, because you're not competitives.
Think about let's let's think about realtors

629
00:41:12.840 --> 00:41:15.480
for a second. Okay, So
a realtor has everybody has a different market

630
00:41:15.480 --> 00:41:20.360
they want to work with. This
one wants to work with new home buyers.

631
00:41:20.360 --> 00:41:22.960
This one wants to work with million
dollar buyers. This one wants to

632
00:41:22.000 --> 00:41:24.519
work with veterans, this one wants
to work with women. I said,

633
00:41:24.519 --> 00:41:29.960
So you're not competitors, I said, you can be strategic partners. You

634
00:41:29.960 --> 00:41:31.239
know. Look at it like that, And so when you take away the

635
00:41:31.400 --> 00:41:36.360
negative part of it and you make
it more positive, that's that's the mindset.

636
00:41:36.519 --> 00:41:38.679
So How do you stand out?
How do you how do you come

637
00:41:38.840 --> 00:41:43.400
how do you show up? How
do you come to the table and say

638
00:41:43.519 --> 00:41:45.440
I am the expert? And I
make them all tell me what they're the

639
00:41:45.440 --> 00:41:49.519
expert in. You know, if
you think about it, it's very hard

640
00:41:49.559 --> 00:41:52.880
to say I am an expert.
I mean I was given the title gender

641
00:41:52.920 --> 00:41:54.639
expert by Fox Business News. You
think I'm going to give that up.

642
00:41:54.800 --> 00:41:59.639
No, I own that. That's
in mine, Thank you very much.

643
00:41:59.800 --> 00:42:01.159
That's right, And you have to
own it. That's what I'm saying.

644
00:42:01.199 --> 00:42:05.039
You have to own the title,
and you have to you know, you

645
00:42:05.119 --> 00:42:07.960
have to let people know so when
they're looking for a person, they know

646
00:42:08.079 --> 00:42:14.239
that Elise is the expert in X. That's what it is, Okay,

647
00:42:14.480 --> 00:42:16.559
standing out? I get that.
And I can remember Judy years ago,

648
00:42:16.960 --> 00:42:22.119
Mike, when I first got into
selling information technology staffing services in Seattle.

649
00:42:22.679 --> 00:42:24.920
I'm pretty sure I'm not kidding that
I did have about one hundred and sixty

650
00:42:24.960 --> 00:42:29.639
competitors something like that. And you're
right, how do you stand out?

651
00:42:29.639 --> 00:42:32.480
And the way that I stood out
was, of course my service level and

652
00:42:32.719 --> 00:42:36.880
the way that I actually marketed.
I used to actually make cookies most Sunday

653
00:42:36.960 --> 00:42:39.000
nights and then I would bring them
around on Monday morning in a basket and

654
00:42:39.079 --> 00:42:43.079
walk them through the offices that I
wanted to call on. And it was

655
00:42:43.119 --> 00:42:45.559
like my calling card, and it
was a way that I stood out.

656
00:42:45.760 --> 00:42:50.960
So I get that beautiful, awesome. Okay, So keys number number sort

657
00:42:51.039 --> 00:42:53.679
K is for keys to success.
Tell us about that one. Okay,

658
00:42:53.719 --> 00:42:58.960
So what do you have in your
toolbox that that makes you Now that you

659
00:42:59.000 --> 00:43:01.079
know that you're the expert, what
do you have to actually prove that?

660
00:43:01.519 --> 00:43:07.760
So for me, my key was
asking questions and again I was dubbed the

661
00:43:07.800 --> 00:43:12.119
title question queen. Now that could
be negative or positive, but I'm taking

662
00:43:12.159 --> 00:43:15.239
it as a positive because I like
to show people that I was interested in

663
00:43:15.280 --> 00:43:19.280
them, not interesting to them,
and that's a big difference. And so

664
00:43:19.320 --> 00:43:22.079
I would ask a ton of questions. And the more questions I asked,

665
00:43:22.079 --> 00:43:25.679
the more open ended questions they would
start talking to me. So I didn't

666
00:43:25.760 --> 00:43:30.119
just get the yes no maybe,
so I got more than that. So

667
00:43:30.159 --> 00:43:34.079
I would never have said to somebody, do you want an insurance policy?

668
00:43:34.079 --> 00:43:35.840
When do you want to start?
How much do you want to spend?

669
00:43:36.239 --> 00:43:39.000
But I would say, tell me
why it's so important to have this policy

670
00:43:39.039 --> 00:43:43.320
in place. I got all of
those answers anyway, but now I got

671
00:43:43.360 --> 00:43:47.440
the why. There's nothing more valuable
than the why. So the keys to

672
00:43:47.519 --> 00:43:52.920
success are something that you have and
you are. You know, we're going

673
00:43:52.000 --> 00:43:55.719
to put that on steroids for you. So that's the key. Okay,

674
00:43:57.400 --> 00:44:01.079
eyes for inspiration. So think about
this. I mean, when you are

675
00:44:01.239 --> 00:44:05.960
in a slump or whatever, what
inspires you? Who inspires you? Do

676
00:44:06.000 --> 00:44:07.800
you read? Do you listen to
tapes? You know? For me,

677
00:44:07.800 --> 00:44:10.800
it's music. I like to listen
to music, and if I need to

678
00:44:10.840 --> 00:44:14.840
be pumped up, I'll listen to
crazy music, and if I need to

679
00:44:14.840 --> 00:44:19.280
be calmed down, I listened to
classical music. So it's all about like

680
00:44:19.360 --> 00:44:22.599
what inspires you. But on the
flip side, you have to remember that

681
00:44:22.679 --> 00:44:27.400
you are inspiring people even when you
don't know it. And the reason I

682
00:44:27.400 --> 00:44:30.480
say that is because you know,
if you think about somebody that may have

683
00:44:30.519 --> 00:44:32.960
heard you speak five years ago and
comes up and says, you know,

684
00:44:34.039 --> 00:44:37.360
I remembered every word and I knew
you were talking to me, And how

685
00:44:37.360 --> 00:44:39.760
would you know this? You wouldn't. So everything you do you have to

686
00:44:39.800 --> 00:44:45.159
be able to inspire people. I
was at a I was speaking for real

687
00:44:45.280 --> 00:44:50.480
estate association last week, and the
woman that introduced me, I mean,

688
00:44:50.480 --> 00:44:52.519
I know her, but I don't
know her. I mean I know her.

689
00:44:52.719 --> 00:44:57.000
And when she got up and she
gave her speech, and she was

690
00:44:57.000 --> 00:44:59.920
talking about you know, I guess
you didn't know that I was shy,

691
00:45:00.039 --> 00:45:01.599
and I guess you didn't know she
was talking about herself, she said.

692
00:45:01.639 --> 00:45:05.800
And I just want to let you
know that four years ago, I was

693
00:45:05.840 --> 00:45:08.920
at an event and I heard Gudi
speak and I knew there was nobody else

694
00:45:08.920 --> 00:45:13.719
in the audience but me, and
she changed my life that day. Wow.

695
00:45:14.239 --> 00:45:16.199
First of all, how do you
get up after that without right?

696
00:45:16.679 --> 00:45:21.599
Right? So that's something I mean, you don't know who you're inspiring.

697
00:45:21.760 --> 00:45:23.960
You just don't know. So make
sure that what you do every day is

698
00:45:24.159 --> 00:45:28.000
authentic. And then on top of
that, make sure what you're doing does

699
00:45:28.039 --> 00:45:31.840
not compromise your core values, because
once you do that, you'll never be

700
00:45:31.880 --> 00:45:37.519
happy. They'll be that internal conflict
all the time. Yes, yes,

701
00:45:37.599 --> 00:45:40.960
yes, the inspiration thing. You
know, I'm so grateful that I get

702
00:45:40.960 --> 00:45:45.079
to do work that lets me talk
to audiences and with audiences. It's such

703
00:45:45.079 --> 00:45:49.280
a privilege, and so I appreciate
very much what you said about that,

704
00:45:49.440 --> 00:45:52.119
we just don't know when we might
inspire someone. I hope that happens occasionally

705
00:45:52.159 --> 00:45:55.199
for me. I hope. I'm
sure. Did you ever see the the

706
00:45:55.280 --> 00:46:00.400
little image on Facebook and it has
the woman that's doing up or push ups

707
00:46:00.440 --> 00:46:04.440
or something and it says, don't
quit because you don't know who's watching.

708
00:46:04.519 --> 00:46:07.400
And there she has her little tiny
baby doing push ups with her. Oh

709
00:46:08.079 --> 00:46:10.960
no, I didn't see that,
but I love it. But you get

710
00:46:12.000 --> 00:46:15.360
the visual, right, yeah?
Sure do, sure do? Okay.

711
00:46:15.400 --> 00:46:22.079
So our is for results, mm
hmm. So there's nothing that people look

712
00:46:22.119 --> 00:46:27.039
for more in sales and results.
There's nothing. So how do how do

713
00:46:27.079 --> 00:46:30.239
you get the results? What is
it that you want to do? And

714
00:46:30.480 --> 00:46:32.960
are you putting your goals down?
And are there money goals? And there

715
00:46:34.000 --> 00:46:36.440
are marketing goals. I mean,
there's so many things that you have to

716
00:46:36.440 --> 00:46:38.039
do in order to get the results
that you want. But even when you

717
00:46:38.480 --> 00:46:43.599
decide that I'm going to make more
money or I'm gonna have more clients or

718
00:46:43.599 --> 00:46:46.000
whatever, you have to really reach
and you have to you have to push

719
00:46:46.079 --> 00:46:50.880
yourself to reach. Not that you're
overwhelmed, but not that it's so easy

720
00:46:50.920 --> 00:46:52.320
that you just say, oh,
I don't need to do this, so

721
00:46:52.719 --> 00:46:57.360
results are are where it's at.
And then the other part of that is

722
00:46:57.800 --> 00:47:01.159
you have to be able to take
the big number, whatever that is,

723
00:47:01.599 --> 00:47:05.000
and you have to be able to
eat the elephant, because the big number

724
00:47:05.079 --> 00:47:07.079
is the elephant, and each bite
that you take is how you eat it.

725
00:47:07.559 --> 00:47:09.880
So, for instance, if I
said to you, Okay, so

726
00:47:09.920 --> 00:47:14.199
at least you're in real estate and
you want to sell one hundred and forty

727
00:47:14.199 --> 00:47:16.400
four houses this year, Well,
that's a lot of houses, but if

728
00:47:16.400 --> 00:47:20.480
you think about it, it's only
twelve houses a month. I would rather

729
00:47:20.480 --> 00:47:22.039
say I'm going to sell twelve houses
a month than one hundred and forty four

730
00:47:22.320 --> 00:47:24.920
per year. So you have would
too big. Yeah, you start with

731
00:47:24.920 --> 00:47:29.920
the big number and you just go
backwards as your results. Okay, so

732
00:47:29.960 --> 00:47:32.280
it makes it what it does.
What I get from that, Judy is

733
00:47:32.320 --> 00:47:36.199
that you can then kind of change
your head trip on it. Right,

734
00:47:36.239 --> 00:47:38.159
says one hundred and forty four does
sound like a really big number, but

735
00:47:38.440 --> 00:47:43.960
twelve sounds much more manageable. Yes, yeah, okay, Okay, now

736
00:47:44.000 --> 00:47:45.840
this next one here, I'm going
to hang on everything that you say.

737
00:47:45.880 --> 00:47:50.880
In addition, the key for time
management because boy, I need to do

738
00:47:50.960 --> 00:47:54.039
this much better. So time management. Okay. So one of the things

739
00:47:54.039 --> 00:48:00.440
about time management is that you have
to make everything you do important. Nothing

740
00:48:00.519 --> 00:48:02.679
that you're doing is not important.
And so what I make people do is

741
00:48:02.679 --> 00:48:07.639
I make them take their technology based
brain and put it away and take out

742
00:48:07.639 --> 00:48:10.119
a paper calendar. Okay. And
the reason I say that this is because

743
00:48:10.159 --> 00:48:14.360
people are very visual and if you
have to first open your phone or open

744
00:48:14.400 --> 00:48:19.039
your computer, you're not visual.
So I always I've always done this.

745
00:48:19.079 --> 00:48:22.920
Whenever I would hire somebody, I
would buy them a blotder size calendar.

746
00:48:22.320 --> 00:48:25.679
So this is the big desk calendars. And so when I coach people,

747
00:48:25.719 --> 00:48:30.119
I make them go and buy one. And so you take different color markers,

748
00:48:30.320 --> 00:48:32.159
make it pretty. I don't care
what you do with it. But

749
00:48:32.199 --> 00:48:36.920
you need to put down the things
that you must do every single day,

750
00:48:37.119 --> 00:48:38.800
every you know, for the week. And if you have children, they

751
00:48:38.840 --> 00:48:43.000
go first, because that's what happens
with moms. We do that first.

752
00:48:43.039 --> 00:48:45.159
So whether they have ocdontist or whether
they have a game or whatever, it

753
00:48:45.159 --> 00:48:50.880
goes on your calendar. And then
you put down your spouse or your partner,

754
00:48:50.920 --> 00:48:52.719
and then yourself. These are the
things you have to do and then

755
00:48:52.760 --> 00:48:54.519
you say, well, you know, I also would like to have date

756
00:48:54.599 --> 00:48:58.199
night with my husband, so I'm
going to do that on Thursdays. And

757
00:48:58.239 --> 00:49:00.920
now you look at your calendar.
Everything's on. It looks really pretty.

758
00:49:00.280 --> 00:49:05.039
But then you get to see where
there's gaps. So what happens when there's

759
00:49:05.079 --> 00:49:07.480
gaps? Okay, Well, if
you're an entrepreneur, one of the things

760
00:49:07.519 --> 00:49:10.239
you have to do is you have
to market and sell, so that goes

761
00:49:10.280 --> 00:49:14.079
on your calendar. Okay, it
has to go on your calendar. If

762
00:49:14.079 --> 00:49:15.960
you don't put it on your calendar, you just go, well, you

763
00:49:15.000 --> 00:49:17.079
know, maybe five time, I'll
do it later, and you don't do

764
00:49:17.119 --> 00:49:22.199
it at all. So everything goes
on your calendar, and your time is

765
00:49:22.320 --> 00:49:27.320
managed better when you visually can see
what's going on. But there's a second

766
00:49:27.360 --> 00:49:30.320
part to that because when you do
this, if you have children at home

767
00:49:30.719 --> 00:49:34.079
and they see themselves on your calendar, they feel like they're part of your

768
00:49:34.079 --> 00:49:37.960
business and they are so proud of
you and they get to see while mom

769
00:49:37.960 --> 00:49:40.800
has come into my game because it's
on the calendar. And I'm telling you

770
00:49:42.239 --> 00:49:45.639
that's one of the best ways to
do time management is to let people know

771
00:49:45.719 --> 00:49:47.599
where you are and what you're doing, and it holds you accountable as well.

772
00:49:49.079 --> 00:49:52.679
Mm hmmmm. I like that.
I like that I do. I

773
00:49:52.719 --> 00:49:55.239
am a pretty big I use a
paper calendar, and I also use technology

774
00:49:55.239 --> 00:49:59.440
too because it's part of the way
that the firm does. It's calendaring,

775
00:49:59.480 --> 00:50:01.320
of course, but I live from
my paper calendar for the same reason.

776
00:50:01.360 --> 00:50:04.159
I got to see how I got
to see how it's all laid out,

777
00:50:05.159 --> 00:50:07.880
so that makes sense. That makes
great sense to me. And then the

778
00:50:07.880 --> 00:50:13.880
other part is it's all about prioritizing. You have to prioritize and a lot

779
00:50:13.920 --> 00:50:16.000
of us put so much stuff on
our plates, just so much stuff.

780
00:50:16.000 --> 00:50:19.719
So you have to go back and
say, Okay, what is the things

781
00:50:19.719 --> 00:50:22.280
that I must do, things that
I want to do, and things that

782
00:50:22.280 --> 00:50:23.880
would be nice if I could do
that. And that's how you have to

783
00:50:23.880 --> 00:50:28.519
decide, because you know, you
have to do certain things, whether it's

784
00:50:28.559 --> 00:50:31.039
paying your bills or picking your kids
up or whatever it is, or getting

785
00:50:31.039 --> 00:50:34.960
that project done. Those are the
have to do. The you know I

786
00:50:35.000 --> 00:50:37.519
want to do that would be you
know, I want to go out to

787
00:50:37.599 --> 00:50:39.960
lunch, or I want to be
able to take a class or whatever.

788
00:50:40.000 --> 00:50:43.760
Those are the want to do and
the things that would be nice to do.

789
00:50:43.800 --> 00:50:45.599
It would be, well, you
know, I would like to go

790
00:50:47.639 --> 00:50:51.119
to the spa for three days,
or I would like to you know,

791
00:50:51.400 --> 00:50:54.199
when you clean up your stuff,
you get those like to do. I'd

792
00:50:54.280 --> 00:50:58.559
like to do that. Someday they
become your want to dos and so you

793
00:50:58.559 --> 00:51:01.480
know, you just move things upon
down your your chart, and I would

794
00:51:01.480 --> 00:51:05.199
think that's motivating. That makes a
lot of sense to me. I do

795
00:51:05.280 --> 00:51:10.280
find that things always take longer to
do than I ever expect. Always.

796
00:51:12.519 --> 00:51:15.000
Yeah, all right, we're getting
close to the end here, and I

797
00:51:15.000 --> 00:51:19.440
want to make sure that I'd like
to be able to let listeners think about

798
00:51:19.480 --> 00:51:22.199
how they can use what we've been
talking about. You have given a ton

799
00:51:22.280 --> 00:51:24.320
of useful tips and information. Been
very generous with that, Judy, thank

800
00:51:24.360 --> 00:51:28.960
you. And I'm always talking about, you know, the importance of having

801
00:51:29.039 --> 00:51:31.719
a coach. And obviously both of
us are coaches. I mentioned I myself

802
00:51:31.719 --> 00:51:37.400
have two coaches. Can you maybe
give us maybe one example of a success

803
00:51:37.440 --> 00:51:40.800
story someone that you've worked with.
Don't tell us their names or whatever that

804
00:51:40.840 --> 00:51:45.400
you could that maybe is it shows
just the benefit of working with a coach.

805
00:51:45.960 --> 00:51:51.239
Okay, so I worked with a
young woman and she was told to

806
00:51:51.280 --> 00:51:53.760
get a coach, and she found
me, and she was on the East

807
00:51:53.760 --> 00:51:59.800
Coast and I'm in Dallas, and
so we did our coaching virtually, and

808
00:52:00.400 --> 00:52:02.880
she kept telling me that nobody took
her seriously. Nobody took her seriously.

809
00:52:02.960 --> 00:52:06.960
She was just a cute, little
blonde and blah blah blah blah blah.

810
00:52:07.000 --> 00:52:09.519
And she sounded very intelligent. And
I had this picture in my head of

811
00:52:09.519 --> 00:52:13.519
what she looked like, because if
somebody keeps telling you what they look like,

812
00:52:13.639 --> 00:52:15.199
you have this picture. Well,
anyway, I was going to be

813
00:52:15.239 --> 00:52:19.079
on the East Coast speaking and I
said to her, do you think we

814
00:52:19.079 --> 00:52:22.079
could meet? And she said,
I love that that would be awesome.

815
00:52:22.239 --> 00:52:25.800
Well, when I met her,
I did not notice the person that walked

816
00:52:25.840 --> 00:52:30.079
up to me, because here was
this professional woman dressed beautifully. Yeah,

817
00:52:30.079 --> 00:52:34.679
she had blonde hair, but it
was up in a bun thing. I

818
00:52:34.719 --> 00:52:37.079
had no idea that this was the
woman that I was speaking to. And

819
00:52:37.119 --> 00:52:39.480
so I looked at her and I
said, why do you tell everybody that

820
00:52:39.599 --> 00:52:43.079
you're young and blonde? She goes, well, that's what everybody told me.

821
00:52:43.119 --> 00:52:45.920
I said, why don't you tell
people you know? You're a professional,

822
00:52:45.199 --> 00:52:51.079
and start describing yourself the way that
you need to describe a professional business

823
00:52:51.079 --> 00:52:55.440
woman. And so we did a
whole session on confidence. And let me

824
00:52:55.519 --> 00:53:00.639
tell you how different her whole life
has been because she doesn't refer to herself

825
00:53:00.679 --> 00:53:06.280
as a young blonde anymore, and
she's gotten the position she was looking for.

826
00:53:06.800 --> 00:53:08.079
And I mean, I'm not going
to say this is all because I

827
00:53:08.320 --> 00:53:12.760
coached her doing that, but I
changed her mindset and I changed the way

828
00:53:12.880 --> 00:53:15.599
she thought about herself. And the
only way that it works is if the

829
00:53:15.599 --> 00:53:19.320
person is open to that. You
know, you can tell somebody you need

830
00:53:19.360 --> 00:53:21.000
to do this, but if they're
not open to it, they're not going

831
00:53:21.039 --> 00:53:23.800
to do it, That's right.
So she was. It was amazing and

832
00:53:23.840 --> 00:53:29.239
I've watched her growth and I've watched
her transformation, and you know, it's

833
00:53:29.360 --> 00:53:31.840
just it's truly amazing. It truly
is amazing. And I love things like

834
00:53:31.880 --> 00:53:37.559
that when you can actually see what's
going on. Yeah, and offering a

835
00:53:37.599 --> 00:53:42.719
different mindset, challenging thinking that I
think there's so much value. That's what

836
00:53:42.760 --> 00:53:46.360
I get from my coaches. Really, are you sure about that? Yeah,

837
00:53:46.400 --> 00:53:50.480
Okay, we're coming to close here. Just maybe thirty seconds. Shoot

838
00:53:50.519 --> 00:53:52.519
you what would you like to leave
our listeners with. I would like to

839
00:53:52.599 --> 00:53:57.719
leave your listeners with the fact that
you know everybody's doing something amazing, but

840
00:53:57.760 --> 00:54:00.039
nobody's doing anything more amazing than what
you are doing. So stick to your

841
00:54:00.039 --> 00:54:05.400
guns. Know who your people are, who's your perfect person? Find them,

842
00:54:05.519 --> 00:54:07.840
do business with them and tell them, rinse and repeat, keep doing

843
00:54:07.840 --> 00:54:10.960
it because this is your bread and
butter. These are the people that love

844
00:54:12.000 --> 00:54:14.760
you and adore you. Keep them
happy, give them a great experience.

845
00:54:15.159 --> 00:54:17.440
Wonderful way to finish. Judy,
and thank you for joining me on the

846
00:54:17.440 --> 00:54:22.400
show and being on the other side
of the mic. Thank you. If

847
00:54:22.400 --> 00:54:23.800
you want to learn more about Judie
Hoberman and the work she and her team

848
00:54:23.800 --> 00:54:29.519
are doing at Selling in a Skirt, visit the website Selling inaskirt dot com.

849
00:54:30.000 --> 00:54:31.280
Next week, we'll be on the
air with Joy Shudakoff. She is

850
00:54:31.320 --> 00:54:36.400
a recognized leader for business lifestyle design
for women, and she's the author of

851
00:54:36.440 --> 00:54:39.199
What's Next, The Seven Steps to
Discover your Big Idea and create a wildly

852
00:54:39.199 --> 00:54:44.280
successful business. We'll be talking about
strategy and starting a business, scaling it,

853
00:54:44.360 --> 00:54:47.119
and cash flow and managing productivity.
See you then remember that workers,

854
00:54:47.119 --> 00:54:57.920
one thar or our lives. So
let's work on Purpose. We hope you've

855
00:54:58.000 --> 00:55:01.280
enjoyed this week's program. Be sure
to tune into Working on Purpose featuring your

856
00:55:01.280 --> 00:55:07.280
host, Elise Cortes, every Wednesday
at six pm Eastern Time three pm Pacific

857
00:55:07.320 --> 00:55:12.760
time on the Voice America Empowerment Channel. This week, find your life's purpose at work