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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittler.
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Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready to buy clients.
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And the one thing you re hoping for, blows more deals.
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It s time to sell or die.
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Diehards, we have a coach with us who is not just a sales coach, she is a life coach as well.
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And she is here today, the great Christine Gallagher is here today to talk to us about what it means for you to have a coach, because most of you don t.
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And there s a real good reason for it.
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I don t know the reason.
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because I have a coach.
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I don t think Christine knows the reason because she s got a coach.
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But I was wondering who your coach is and let s find out why that works.
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Welcome, Christine.
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Hey, Jeffrey.
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Thanks for having me.
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My pleasure.
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How often do you do podcasts?
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The idea is to do them every month, at least once a month.
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But, you know, it s all depending on if I have my stuff together.
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And I have my own podcast.
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I try to do that weekly.
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But again, you know, yeah.
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What s your podcast called?
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My podcast is called She s Got This, which is a play on my company, which is called She s Got Client.
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Got it.
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Cool.
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So you re branded?
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Yeah.
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And you do your podcast by yourself?
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Or do you have other people on as well?
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I do both.
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I would say right now, like 75% of it is me alone.
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And then 25% is guests and we want to do more guests.
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I actually like doing them alone because I get to pontificate and nobody.
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Yeah, me.
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Yes.
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That s that s always good to know.
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He disagrees with me because it s just me.
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Yeah.
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But I m going to say I m about 50 50.
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OK.
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I think that s a good, you know, kind of mix rule of thumb kind of thing.
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Yeah, it is.
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So when you when did you realize that you were a coach?
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Great question.
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So I would say about 15 years ago when I got laid off from my last job and wondered, what am I going to do with my life?
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And, uh, and I was good at writing.
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I was good at tech and social media was blowing up at the time.
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Twitter was new.
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And I looked out at the landscape and realized the business owners didn t know what the heck they were doing with social media.
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They didn t get it.
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Uh, the techie part, but also just like the building relationship part.
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And I found out there was this thing called coaching.
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And so at first.
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At first, I might have called myself a consultant because I was like, consultant was known, you know, you re a consultant, you help people in business.
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But I found out about the world of coaching and that all these women were at home in their yoga pants, calling themselves coaches, having a business.
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So I think that that was the first time that I really realized, like, I can coach people how to use social media for business.
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And that s how I got started.
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I think coaching, and this just to me, consultants come in, they crap all over your birthday cake, they leave you a list of shit to do, and then they leave.
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Coaches help you eat the birthday cake.
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They re gonna show you the best method to cut it, where to store it, and I perceive them to be much more helpful.
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Plus, if you look at a sports team coach, they re cheering you on, they want you to score, they want you to win.
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The consultant has a pipe up his ass, and he s got a suit on, and he s trying to be something that he s not.
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I love that distinction.
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That s excellent.
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But to me, the coach and I, I don t consider myself a coach, but I help a lot of people.
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So I guess in some degrees it s coaching, but I do sales events and I help sales teams get better by giving them real world advice that they can take out into the street and turn into money literally right after they hear it.
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So I m more of a pragmatic person than a big picture person.
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Yeah.
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Yeah.
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We re both Philly Philly people.
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Exactly.
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Eagles.
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Exactly.
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Yeah.
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Yeah.
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Yeah.
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I would also say like, I think I mentioned this to you when we were talking the other day, like coaches are known also as kind of like sometimes more wishy-washy, like, what do you think you should do with this?
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And I ve never been that kind of coach.
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So I think coaching consulting overlap.
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Cause I also see coaches as some of them give strategy and they tell you what to do and they give you the steps and that s important too.
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I have a therapist who has never asked me, how does that make you feel?
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And that s a good thing.
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Right.
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Exactly.
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You know, he ll go like, listen, fucker, you need to do this.
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Right.
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Which to me is a better way of coaching than it is, you know, the coaches look at any Bobby Knight film coach for the Indiana Hoosiers basketball, wild.
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Yeah.
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But won national championships, had an undefeated team, players love them.
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So I think that there s a strategy there where you have to, I m not going to call it tough love, but I am going to call it tough coaching.
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Yeah.
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There s an element that says the coach can look at this and say, dude, what the hell are you thinking here?
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Yeah.
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And here s a better way to think.
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The coach will tell you how to think better.
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The consultant will put it on a list.
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Well, yeah, that s a good point too.
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And I will say with clients that I ve coached, you do need to be direct and sort of kick and butt sometimes because a lot of women come to me and they re, not all of them, but some of them are afraid to be visible and afraid to be seen in their businesses and you gotta be visible.
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And so that takes some tough love sometimes.
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Yeah, I agree with that.
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But women have something that men don t have.
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Yeah.
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Makeup.
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And makeup can make you feel a little bit better.
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You know, you look more beautiful.
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You have certain things that match.
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You have a foundation.
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Men don t have a foundation.
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They have a bar of soap and some water.
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That s really true.
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It s much simpler for you guys, though.
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So, you know, we have to worry about what color to pick.
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And so, you know, there s pros and cons.
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Um, there s another element of this that, that is universal.
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And I m going to throw a word at you that s very old, but I think it s in preparation for talking with you today.
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I wanted to find out what your level of Moxie is.
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Moxie is a great word.
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It s a Northeastern word.
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It was actually a beverage at one time.
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Okay.
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by Moxie, it tasted like cough syrup.
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Oh, geez.
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We ve always known for it.
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But and it had some kind of chemical in it, you know, some kind of something or other.
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But it was endorsed by Ted Williams.
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It became his favorite thing.
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And Moxie has always been something to me where if you have it, you can get further.
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If you don t have it, you re going to you know what I mean?
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What happened?
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I had no Moxie.
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Or he had no balls or he had no charisma or he had no chutzpah or whatever the word is that you want to use but moxie is kind of a nice sort of an all inclusive word that says, you can do this.
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Yeah, need a little more moxie.
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Yeah, no, I would agree.
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I think that especially if you are the brand, if you are the brand, you know,
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Jane Smith, the brand, Jane Smith, the coach out there on social media, she s got to have Moxie in order to put herself out there and to really talk herself up and make people realize that she s the one that they should hire.
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If you don t have Moxie, you re kind of fading into the wallpaper, as it were.
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So you can, I have a couple of suggestions for you because I looked you up online and somebody else has your name, those bastards.
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I know.
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Yeah, it s horrible.
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So I think you should be Christine Gallagher Moxie.
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Okay.
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No one will ever take that.
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All right.
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Or you can be Christine parenthesis Moxie Gallagher.
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Moxie Gallagher, my new middle name.
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Yeah, Christine M. I like that.
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Yeah, which is opposed to Christine F. Gallagher.
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We don t want that.
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No.
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But the bottom line is you have intelligence, but you don t have individual online presence.
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Somebody else screwed it up.
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They did.
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So you have to work on that.
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But anybody who s a guest on the show automatically gets my help.
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Yeah, I can see that.
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We can figure out a way to help that.
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I try to be prepared for my customers.
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Yeah, my pleasure.
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Yeah, my pleasure.
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And I know because you re an Eagles fan and because you re Phillies fan and because you re, you know, from we automatically have this sort of branded connection.
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Yes.
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No one likes us.
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We don t care.
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Right.
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And that s part of Moxie.
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That s an attitude.
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Totally.
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That is Philly, quintessentially Philly.
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Yep.
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No one else can say that.
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They don t have the balls to say it.
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Right.
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And we get each other.
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It s like as soon as we know we re from the same area, it s like an instant rapport.
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We know what that means.
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You know, I had some oranges sent to me from Florida and half of them were bruised up and screwed up.
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And I called the customer service line because it s a big old company.
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And the lady goes, how can I help you?
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And I go, you re from Philly.
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She goes, how did you know?
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And so we struck up this conversation.
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She s sending me two cases of oranges.
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I m going to get all kinds of stuff for nothing because of the Philadelphia connection.
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Right.
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Yeah.
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Isn t that crazy?
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It s great.
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Yeah.
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Use guys.
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Use guys.
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So what do you think is your best strategy for helping other people?
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Well, best strategy besides having Moxie to tell them what to do and not shrink back.
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Yeah.
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You know, I think it s a big thing for me is consistency.
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When I look back over my career in coaching, it s consistency.
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I kept showing up even if no one was showing up.
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I kept being there even if no one was commenting and liking.
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And it s even harder now.
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There s even more noise.
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But one of the things I always tell my clients is like, you keep showing up, you keep doing the thing.
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Yeah, be in there.
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Be in there.
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And even if they re not commenting and liking, people are watching.
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This is really key.
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You have to understand that people are looking at what you re doing, even if you think they re not.
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Yeah, cameras off in I have a 530 in the morning meeting for the Napoleon Hill Institute.
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It s a self discipline thing.
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I ve been doing now for about two months.
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Yeah, I know.
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Wow is not the first word out of my mouth.
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I m sure.
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But, but when I get there, I feel okay.
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It s getting there.
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And it s being having consistency in that.
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And that s, that s part of the process.
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So when you re coaching others, you have to coach on consistency.
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And the fact that you showed up when other people didn t, that s feather in your cap.
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Yeah.
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Well, it turns out that at 530 in the morning, half of the people don t want to show their camera.
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I can imagine.
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Yeah, they re in a little bit of they re in a state of inebriation, they re in a state of undress, whatever it is, they re not wearing lipstick yet.
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And as a result of that, that s, you know, that s part of the whole deal.
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You you have to have that readiness about you, like I m ready at 530 in the morning, come hell or high water.
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Yeah.
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And my expression is even if your ass falls off.
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If my ass falls off, I m there at 530 in the morning.
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I love that.
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We don t mind anybody s ass falling off.
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No, no, no.
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It s too embarrassing, especially once you re past 20.
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Right.
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Bad scene.
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So you re there all the time.
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You have consistency.
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What else do you tell people that can help them get better as a leader or as a salesperson?
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Well, there s kind of the marketing 101 that I always go back to, which is understanding your people and knowing what their pain and their pleasure is.
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So what I tell my clients is their offer, whatever they re offering,
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you know, whether that s a course, a program, a product, it has to bridge the gap between their pain and their pleasure.
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You are the gap.
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You are the gap filler.
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And you have to be able to express that in your marketing, what they re struggling with really, really clearly, and then what your offer does to solve that pain, because that s what they re going to respond to.
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So you re going to try to get other people to see that you are the answer.
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Yeah.
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And once they realize you re the answer, then they ll have confidence enough to move forward.
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Yeah.
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They will want to move forward, especially if they resonate with you.
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And if you are showing up consistently and putting yourself out there and not being afraid to be yourself and to have a brand and to have a certain style of your own, they re going to resonate with you over Joe Smith, who does similar things to you.
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So what s the expression no pain, no gain mean?
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No pain, no gain.
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You don t understand what they re struggling with and what keeps them up at night, then you re not going to be able to help them.
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You re not going to be able to express in your messaging how you can help them.
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And they re going to move on to the next person.
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Cool.
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Yeah, that s totally cool.
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I don t wonder what keeps people up at night as much as I wonder what gets them out of bed in the morning.
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That s a good way to look at it.
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What gets you out of bed in the morning is your source of inspiration.
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Yeah.
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Like it s a brand new day.
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I can t wait to do it.
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Or like, oh shit, I got to hit the snooze button.
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Yeah.
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People are hitting the snooze button.
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If they called it a loser s button, not many people would hit it.
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But that s basically what it is.
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Now, I will tell you honestly, that sometimes when it s really early in the morning, I set alarms 10 minutes apart.
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Okay.
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And that way it s like, you know, all right, all right, all right, all right.
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And then I m out.
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If my feet hit the floor, I m happy no matter what.
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Yeah, you said that to me before.
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You re happy waking up and you re happy going to bed.
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Yeah, every time.
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My secret for waking up is I try to get up five minutes before the alarm goes off.
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And that way I look at my phone, which everyone does, and I see, oh, the alarm s going to go off in five minutes.
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I don t want to hear it.
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So I ll just get out of bed now.
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Ah, I have to use that.
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Yeah, that s number one thing.
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And number two thing, there s a whole other element of going to sleep at night.
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I don t go to sleep at night with anything on my mind.
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I write everything down.
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I m writing everything down.
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And now I can just talk it down.
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I run my phone and I just voice the text
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And I m like, no, I m good.
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I can go to sleep.
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Yeah, absolutely.
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Because most people are saying they re insomniacs.
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And why are they insomniacs?
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I mean, a lot of times it s because they ve got so much stuff in their head, won t leave them alone.
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And they re drunkiacs.
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That s another thing.
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But if you wake up in the morning and you re fudgy, it s because you got fucked up the night before.
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Yeah.
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And you have to put yourself in a position where you go to sleep sober.
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So you wake up sober.
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Yeah, that s the whole deal.
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Unless you re in Paris, then you re excused.
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Well, yeah, because the wine is so good.
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Yeah, exactly.
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So you have this coaching ability.
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People love you, correct?
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Yeah.
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And do you think they love you because you re real, as opposed to those five steps that I have that everyone has to take?
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I mean, I consider you a down-to-earth person.
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Yeah, I think that that comes first, and then the strategy backs it up, like me being real and being Christine is what a lot of people are resonating with and it repels some people and that s okay, because we don t jive, you know, it s like the Philadelphia thing like we get each other like sometimes there s repelling, and they re not my ideal clients.
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Right.
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They may not like butterscotch crumpets, but I do.
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They re so good.
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I know.
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I know.
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I grew up on that.
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Me too.
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Yeah.
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People will send me stuff.
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People will send me pretzels and tasty cakes.
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Oh, man.
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I need to start, like, letting people know they need to send me this stuff.
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Yeah, and I do.
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And they do.
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They do.
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I m Garrett s popcorn, but only the caramel.
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Okay.
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Well, you know, what drives me crazy is in Florida, everyone s selling Philly cheesesteaks.
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And they don t taste like Philly cheesesteaks, right?
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Not Philly cheesesteak.
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Well, if it says Philly in front of it, it ain t a cheesesteak.
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That s right.
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Because when you re in Philly, it doesn t say Philly cheesesteak because you re there.
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It s just a cheesesteak.
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That s right.
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That s right.
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Yeah, we have so much in common.
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I love this.
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With whiz and without whiz.
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I m without I m onions and provolone.
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Gotcha.
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Okay.
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Yeah.
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And if you don t, when you go to, you know, there s two places Pat s and Geno s on seventh Street.
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Yep.
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Pass Yank Avenue.
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And if you don t tell them provolone at Geno s they give you whiz.
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Yeah, that s right.
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The whiz must be cheaper.
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Makes sense.
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Yeah.
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Are you a Geno s?
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Are you a Jim s?
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I m a Jim s.
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Yeah, I m a Jim s.
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Okay.
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I was always a Jim s.
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Jim s burnt.
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Yeah.
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It s being rebuilt though.
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Okay.
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So I go, I, when I m in Philly now, I don t want a cheesesteak.
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I just want to go to Tommy the Knicks and get a brisket sandwich, which is the best sandwich in the world.
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The Knicks.
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Period.
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At the Reading Terminal.
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Yeah, I know it.
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You don t live in Philly anymore.
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I don t live in Philly and I m just going to confess I m a vegan.
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So a lot of this stuff I don t eat anymore.
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Oh my gosh.
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What happened to me?
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I don t know.
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Does brisket have much meat in it?
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I think so.
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That might be all.
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How did you become a vegan?
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And number one, and how did you stay there?
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Yeah, so I became a vegan, because one of my big whys in the world is to save more animals, particularly, I wanted to open an animal sanctuary.
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And then I found out how backbreaking that is.
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And so then I decided with my millions, I just want to throw money at other people s animal sanctuaries.
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I said, I don t need the hard work, I just need to right the chest.
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Yeah, just to feel good about it.
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Exactly, right.
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I m still saving the animals.
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And so it just, you know, to me, it was just a congruency thing.
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It was like, well, you know, I m eating the animals, I want to save the animals, let s try not to eat the animals and see what happens.
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Plus, it s also probably good for my health.
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And on 1-1-2016, I decided to start and I said, if it s easy enough, I ll keep at it.
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And you know what, it was easier than I thought.
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So I stuck with it.
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Does it, I m a vegan except for hot dogs, steaks, hamburgers, bacon, of course.
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And that s okay.
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Yeah.
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I just want to give a disclaimer, like to work with me, you don t have to be vegan.
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Like I love all my people and whatever they eat.
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And people will go out to dinner with me and they ll be like, is it okay if I eat this in front of you?
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I m like, I don t care what you do.
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Just putting that out there.
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Yeah.
SPEAKER_01
You want to kill yourself, have at it.
SPEAKER_02
whatever, you want to enjoy your brisket, do that.
SPEAKER_01
Okay, maybe they have maybe you could just if we ever go out for a sandwich at the Reading Terminal, I ll find just you can have the cinnamon buns at the Amish bakery.
SPEAKER_02
Okay, I ll take you up on that.
SPEAKER_02
Amish bakery is the best.
SPEAKER_01
Scary.
SPEAKER_02
Yeah.
SPEAKER_02
Scary good.
SPEAKER_01
People don t know.
SPEAKER_01
And if you re from Philly, by the way, the Reading Terminal doesn t open until eight o clock officially.
SPEAKER_01
But at seven o clock, there s a door on Arch Street that leads you right into the Amish breakfast place.
SPEAKER_01
And you can kind of sneak in and get breakfast.
SPEAKER_02
That s a good tip.
SPEAKER_01
Yeah.
SPEAKER_02
Never knew that.
SPEAKER_01
Now you know.
SPEAKER_02
How often are you sneaking in?
SPEAKER_01
Whenever I m in Philly.
SPEAKER_02
I figured.
SPEAKER_01
Although I go to Pontius in New Jersey sometimes for breakfast.
SPEAKER_01
I didn t know exactly what I m talking about.
SPEAKER_03
Yeah.
SPEAKER_01
Isn t it crazy how you have your own language when you come from the same place?
SPEAKER_02
It really is.
SPEAKER_01
Yeah.
SPEAKER_02
It really is.
SPEAKER_01
And no one questions the other language.
SPEAKER_02
Yeah.
SPEAKER_02
Well, one of the big ones is, you know, Acme, I can barely say it the right way, supermarkets.
SPEAKER_02
We say it s Acme.
SPEAKER_02
And people say Acme.
SPEAKER_02
You don t say it like that?
SPEAKER_02
Acme.
SPEAKER_01
Yeah.
SPEAKER_01
I say Acme.
SPEAKER_01
Yeah.
SPEAKER_02
You didn t get that.
SPEAKER_01
But I m a Bugs Bunny fan.
SPEAKER_01
And the Acme manufacturing company from the Roadrunners.
SPEAKER_02
That might be it.
SPEAKER_01
Yeah, that could be.
SPEAKER_01
So let s talk about coaching in 2024.
SPEAKER_01
What are you going to focus on?
SPEAKER_01
What do your customers need the most of that they re going to get out of the coaching process that you provide?
SPEAKER_02
What do they need?
SPEAKER_02
They need a really good offer.
SPEAKER_02
They need a really good offer.
SPEAKER_02
And it goes back to, yes, understanding that pain and pleasure, but like, what are you going to do with your offer that s going to make them actually implement their stuff?
SPEAKER_02
So, you know, whether again, whether that s a product, a course, you know, cause I think there s a statistic that like 98% of people who buy courses don t complete them.
SPEAKER_02
Don t even finish them.
SPEAKER_03
Really?
SPEAKER_02
Yeah.
SPEAKER_02
It s like what I see for coaches is what are you doing?
SPEAKER_02
What are you putting in place?
SPEAKER_02
That s going to help your people actually take the action and do the thing.
SPEAKER_02
Hopefully if it s a one-on-one program, you have things in place where there s accountability, but you know, these courses where no one are, no one s doing the work.
SPEAKER_02
What we got to do something about that.
SPEAKER_01
So let s focus on a word, outcome.
SPEAKER_01
Mr. Jones, Mrs. Jones, Mary, Bob, when you buy this course, what do you want the outcome to be?
SPEAKER_01
Oh, I want it to be, I want to be
SPEAKER_01
thinner, I want to be smarter, I want to have more customers, I want to have more people calling me, I want to create inbound.
SPEAKER_01
Okay, fine.
SPEAKER_01
So here s how that s going to happen.
SPEAKER_01
But it won t happen until I send you this certificate that says you ve graduated.
SPEAKER_01
So the coach to me has a responsibility or the person selling the program has a responsibility to create outcome oriented statements.
SPEAKER_02
Yeah.
SPEAKER_01
And that way, I m more likely to finish it.
SPEAKER_01
So you coach other coaches?
SPEAKER_02
I do, I do.
SPEAKER_02
Yeah, I have a lot of coaches, and you mentioned certificate what I m curious, do you, what do you think about certification programs for coaches, I have them.
SPEAKER_01
Yeah, from salespeople.
SPEAKER_01
Okay, I can tell you this when they get that certificate.
SPEAKER_01
I printed out, I put their name on it, I sign it.
SPEAKER_01
I don t frame it, but I put it in a top loader, something plastic.
SPEAKER_01
And there s a lot of pride in that.
SPEAKER_03
Yeah, I agree.
SPEAKER_01
So I would say, yeah, have a certificate, but not a PDF.
SPEAKER_02
No.
SPEAKER_01
Print the damn thing and send it out in the mail.
SPEAKER_02
An actual physical certificate.
SPEAKER_01
Yeah, so that people will frame it and put it up on their wall.
SPEAKER_02
Yeah, yeah.
SPEAKER_02
And that s the great thing for coaches.
SPEAKER_02
You know, when you have a proven process, you can create a certification around that.
SPEAKER_02
You can certify people in your method as long as you know that it s a proven process that works.
SPEAKER_01
Yeah.
SPEAKER_01
But you can also do follow-up stuff and have a customer that will buy the next course and the next course and the next course once they re certified.
SPEAKER_02
That s right.
SPEAKER_02
Yeah.
SPEAKER_02
A whole suite of offers.
SPEAKER_01
A suite of offers.
SPEAKER_02
And upsells.
SPEAKER_02
That s on my docket that to create a certification program.
SPEAKER_02
I haven t created one yet, so.
SPEAKER_01
And so can you use the word Moxie?
SPEAKER_02
I could, I think I will.
SPEAKER_01
I think that you had, and there s a, this is not the old label, but if you look up the old Moxie label, the logo is gorgeous.
SPEAKER_01
I actually have that case up top there is a Moxie case.
SPEAKER_03
Oh, cool.
SPEAKER_01
And I put the Moxie book in there, but I sat down hard on my bookcase and fell on my head the other day.
SPEAKER_01
I haven t put it back up yet.
SPEAKER_01
But Moxie is a brand from the 30s.
SPEAKER_01
And so it s interesting that a brand 100 years old that s no longer manufactured is still desired.
SPEAKER_01
Go on eBay and try to find something Moxie that s not 100 bucks.
SPEAKER_02
You know, I m going to look that up because that could provide some great inspiration for the branding.
SPEAKER_01
Yeah.
SPEAKER_01
Yeah.
SPEAKER_01
And you have Moxie.
SPEAKER_01
There s no doubt about that.
SPEAKER_02
Thank you.
SPEAKER_01
So, you guys, she s got clients.
SPEAKER_01
Dot com is a website for Christine and we ll have it in the show notes somewhere.
SPEAKER_01
But I would recommend, especially if you re female and you re looking to be able to get to that next plateau.
SPEAKER_01
It s a woman who s got a ball, not balls, Moxie.
SPEAKER_02
Oh, both.
SPEAKER_02
I ve got both.
SPEAKER_01
Okay, cool.
SPEAKER_01
Thank you, Christine.
SPEAKER_01
Total pleasure to talk to you.
SPEAKER_02
Thank you for having me.
SPEAKER_00
Thanks for listening to the show.
SPEAKER_02
Don t forget to like, share.
SPEAKER_02
Yeah, share with both your friends.
SPEAKER_02
And subscribe to the podcast.
SPEAKER_00
And remember, we have a free 22-day sales challenge.
SPEAKER_00
Just go to github.com slash sales challenge to start you on your way.