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Have the Audacity
"Have the Audacity" is all about stepping into your power and having the courage to live the life that you were meant to live. We're all about adding value by having conversations and learning the tools, tips, and tricks to live our own version of an audacious life.
Have the Audacity
[INTERVIEW] The Sales Queen's Secrets to Building an Engaged Community with Jillian Murphy
In this episode, we cover:
- BE YOU NOW - how to mesh your personal and professional
- Showing Up Authentically Online
- How to build connections with your community with having to overshare
- Having an Engaged Community is more than vanity metrics
- How to have a community that buys
Want to connect with Jillian Murphy?
Instagram Account: @thejillianmurphy
Free Training: How to Sell High Ticket in the DM's
Remember that, you are worthy. You have value. You get to take up space in this world simply because you exist. Don’t let anyone, including yourself, convenience you otherwise. If that idea or vision for your life is in you, then it is for you.
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Remember that, you are worthy. You have value. You get to take up space in this world simply because you exist. Don’t let anyone, including yourself, convenience you otherwise. If that idea or vision for your life is in you, then it is for you.
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Can you believe they have the audacity? Welcome to the have the Audacity podcast. I'm your host, jacey Lawlin. I'm on a mission to empower women like you to live audaciously. What does it mean to live audaciously, you ask? Living audaciously means you're no longer available for living your life based on someone else's agenda, standards or boundaries. It's time to activate your power, use your voice and create the life you're meant to live. So the next time someone asks, can you believe she had the audacity, you can look at them and say, yeah, I did. Hey, audacious Human, I'm so glad that you're here for today's episode and I'm just really grateful for you and I just, if nobody's told you lately, thank you for being. You Fill in all the feels today. As I record this to talk to you. I just want to say thank you and I'm so grateful for you, whether you've been here for a while or this is your first time listening, thank you, and I am so excited that I had the opportunity to bring you today's guest. So today's podcast guest is Jillian Murphy, and I know previously in other episodes I've talked about how 2024, I'm really pushing the diversity of the guests on this episode, on this podcast, and I feel like we've done that. If you go back and listen to all the interviews in 2023 that have been published on here and it's super easy I bracket them all they all say interview at the front, so it's really easy to find them all as you're scrolling through the episodes. But I really just want to be committed and push the diversity of guests and get different perspectives and different life experiences on this show, because that is truly how you grow.
Speaker 1:And so today's guest, jillian Murphy. I met her through a mutual friend. Well, I found out about her through mutual friend we set up in this interview and it was the first time that we had the opportunity to like actually talk together. I've just been following her and been in her, in her world and taking a couple of classes from her and things, but it was our first like one-on-one conversation and what I found so refreshing was Jillian is who she is everywhere. It's consistent. It's who she is on her podcast, the sales and social podcast. It's who she shows up on Instagram. It's who you talk to when you meet her. It's all the same person and that's so refreshing because sometimes in the online space you don't get that, and so for somebody who has been listening to her podcast and taking her master classes and been in a few of her programs. It was refreshing when you finally get to talk with her one-on-one, and I've learned so much from her is that she's the same and consistent, and I just had to share that with you because it's something very valuable and something you don't always get.
Speaker 1:But if you've never heard of Jillian Murphy before, let me tell you. Like I said, she's the host of podcasts. Her podcast is called the Sales and Social Podcast and she is the sales queen. She has over 20 years of experience in sales and she helps people transform their businesses and, in turn, transform their lives, and she's just somebody who is working in their zone of genius and it's so incredibly beautiful to see. So, without further ado, I don't want to hold back. We talk about sales, we talk about life. We talk about navigating life and business and the parallels between the two and how lessons you learn in business apply to life and vice versa. So, whether you are an entrepreneur or not, there are so many juicy takeaways to get from this episode. So, without further ado, let's dive on into today's episode. All right, audacious Humans. I'm super excited for today's conversation. We have the sales queen herself, jillian Murphy. Jillian, thank you so much for coming on. Have Thou Dusty.
Speaker 2:Oh my gosh, thank you so much for having me. It's always such an honor to be on the podcast and come over and like, share my voice and share my story, and I'm so grateful that you and I get to hang out today, on this beautiful Thursday morning today.
Speaker 1:So I know that you're known as a sales queen and you're a sales coach and that is like your zone of genius and I just want to say it's so cool getting to see people operating in their zone of genius because you can just tell the energy and light about them. But I thought today's conversation we could get to know the person behind the sales queen.
Speaker 2:Yeah, I love that. I love that question and it's actually interesting. I did a master class last year which was called behind the brand and I actually shared a lot about like who I was behind the brand, but I also talked about like who I was each month, as, like, my audience in my community was seeing like one thing versus like what is actually going on like behind the brands. We can even jam out on that because I think that's also like really important that people see like that there's usually a whole nother life going on besides just like what you see on the Instagram reels or the Instagram story. So, yeah, we'll definitely jam out on both those topics. But like, really, who am I at the core? I always love this question. I'm always like, should I tell you I'm a mom? Should I tell you my favorite color is yellow? Like, should I tell you my favorite color is yellow? Like, should I tell you I'm a cancer survivor? But really, I'm all those things you know.
Speaker 2:I'm a mom of a beautiful 21 year old. I'm a three time cancer survivor. I've been born and raised in sales. I've been doing sales since I was like 19 years old. It's like literally in my blood, but there has been so many different changes in pivots in my life that have truly gotten me to like where I am today, but my zone of genius is always the same, but who I am as a person has always changed and expanded and evolved, right. I mean whether that's going through marriages, divorces, breakups, friendship breakups, business breakups, all of those things. So, yeah, I am an open book, so feel free to ask me any questions that you want to dive into.
Speaker 1:Oh, I love it. We're just going to dive in because I do love these conversations. You see people, especially, you know, to what you said. You see people's lives on social media now and they present one thing, and even people with large brands there's like there's a whole thing going on behind the surface and there's a human behind there and I think it's a good. These conversations are often good reminders of like we're all human and we all have, we all are navigating our own things, yeah, and we all have our own past and to not lose sight of that, yeah, I am.
Speaker 2:So I'll actually share with you the reason that behind the brand, masterclass was actually birthed last year and I'm actually going to do it this year, but I'm going to do it as a podcast. I'm probably going to launch it in January, but last year I did it as a masterclass and what I did was I actually took my audience through and I did side by sides, so I said, okay, this was January of 2022. This is what you guys saw on social media. You guys saw a launch of X amount of dollars. You saw me launch a new program, like you saw all of this. And then on the second flip chart, it actually showed, like, what was going on in my real life in January.
Speaker 2:Maybe it was my daughter moved away from, you know, being at home for 18 years, and she moved to the South and I was dealing with being an empty nester for the first time. Maybe it dealt with the fact that, like, I suffer from some chronic health issues and I had been in the hospital like three or four times that month and what I did was I really walked my audience through, and I walked them through not only personal stuff but also like business stuff, because there's also so much behind the scenes, business wise, that people, I think, have no idea. I mean, you know clients that talk bad about you, clients that don't pay their invoices. Team members you have to let go of. Attorneys that you have to hire coaches that you hire that maybe weren't what you thought they were. Online, like, there's so many things, and once I was able to really showcase to my audience like, hey, this was my year in 2022. And I shared like my income goal, my profit goal, all of that.
Speaker 2:And then I also showed them like this was all the shit I was also holding on the back end, and the reason why I did this was I wanted to show my audience that you can hold so much more space than you probably think you can right. Even a good example was like yesterday, I was in the hospital all day. I was all medicated up, I did not feel good, and you today were like, hey, do you want to reschedule the podcast? And I don't, because I know I can hold space for both. I know that I cannot feel good, but also show up for an hour and give like the best of the best of Jillian, and I think so often we forget how powerful we are as women, as entrepreneurs, as men, whatever it is, and we have to remember that you can hold that duality and it's also, I think, so important that your audience sees it Like.
Speaker 2:For the longest time, I was very afraid to show my audience like, hey, I have chronic health issues. I'm afraid to show my audience that, like I'm falling apart, moving to Arizona by myself. I'm afraid to show my audience I'm going through a breakup. I'm afraid to show my audience. But what it actually did was it connected me to my audience even more because they see like a real human on the other side of like the striplings, the big launches, the dancing reels, all of those things. And that's really where the magic happens between your you and your community I feel like that's so true and such like.
Speaker 1:I just like we're gonna jam out on this, because I've had a lot of conversations with women lately who are in the online space. Like I don't know what to share, what not to share, and you get. You get like all the quote unquote experts out there like you know, your like your brand, you only talk about your business and like you don't want your paid, you don't want to be confusing. You know it's like your storefront and you're like, but I'm a human and I'm me, and so there's a lot more to it.
Speaker 2:Yeah, and I think for me, the way that I've always navigated this and I'm not saying one way is right or one way is wrong, but I think even our mutual friend Katie Saltzman does a really good job of this is she shares after the lesson, just like I share after I've come out of it. I don't usually bring my audience along for like the shit that I'm in. So, for an example, yesterday, yes, I posted that I was in the ER, but my audience is already well aware of like my health issues. My audience is well aware of like things that I go through. My audience is well aware that like Jill's in the ER a few times a month. So it's not like I'm dumping on them, because I've already opened up that side of the story. I have tons of podcasts on it. I've had my doctor on the show. That's already a side that my audience knows.
Speaker 2:But on the flip side and this is actually the first time I'm talking about it on any podcast is I actually just ended a six-year relationship and I ended it about two months ago. That other than right here on this podcast I've never talked about publicly. I've never shared it on my Instagram stories. I've never shared it on my reels. I've never shared it on my reels. I've never even shared it on my own podcast, because I'm not done going through it yet. I'm still in the middle. I'm still like the wound is still open.
Speaker 2:So what I'll do is I'll move through that, I'll I'll heal from it, I'll grow from it and then, when I'm ready, I'll talk about it in a way that like can serve my audience, versus like grabbing my phone and coming on my Instagram stories and being like oh my God, this is like my first holiday alone and I don't know how I'm going to navigate it. Right, I'm going to learn the lesson first and then, in six months from now, I'll be able to teach it back to somebody. So I think that there's like a difference of like how you navigate it and at what point you actually share the story. I love that. That's not really freeing to like say it for the first time. Maybe I need to start sharing with my audience. It felt kind of weird to say it, but I did it.
Speaker 1:I dropped it here on your podcast first. It's like one of those things you're like is it time to say, is it not time to say and I totally get that, and I think that's a beautiful way of explaining it of not feeling like you have to be polarized one way or the other where you have to show them everything, but like what feels good for you, yeah it, it feels good to experience it, heal from it and be like okay, I went through this, like I understand, because then you can, your audience can relate with you. Like, oh, jillian gets that. It's hard. Like I'm struggling right now to show up in my business because I'm going through this heartache. She's like, yeah, I've been there, because you know in time you share.
Speaker 2:like, yeah, I've been there, I've been through this and you're going to make it no-transcript, like I could have easily got on my phone and like cried to my community and been like this is what's really going on. But that's like not fair for me to dump on people, because these are my choices. My choice is to live across the country. It's my choices to choose the care I choose for my head, right, whatever it is. So what I always do is I just share like a little bit. Then I'll share the rest when I feel like it's more of like a teaching moment.
Speaker 2:So maybe what I'll do is, like today, get on my stories and say something like hey, thank you so much for everybody that reached out yesterday. What I also wanna remind you is that, like it's okay to listen to your body and I had a full roster yesterday, on Thursday, and I had to make a decision of do I wanna go in and get treatment for my headaches or do I wanna like muscle through my clients and what I wanna tell you as a leader like it's okay to listen to yourself first. Your clients are going to be okay. Your clients shouldn't need you Like if you have to take the day off. So what I'll do is I'll come to it from much more of like a teaching aspect after, versus like letting them know about the messy middle.
Speaker 1:I love that reframe. It's such a simple reframe and so tactical just to like to take it and it's so, and I'm even like where's my notebook?
Speaker 2:I need to take notes, I mean like you talk about on your podcast all the time, like breathing, like we grab your notebook.
Speaker 1:I'm like, yes, like I for sure. Like Jillian's talking what, what do I need to write down. Because I'm like that's so true, like I can't wait to listen to this back, because I'm like, yes, like you can take people along in a way that's not the messy middle and I and I like that yeah, and I think too, like even I'm gonna go back to Katie because I know she's like a good friend of both of ours.
Speaker 2:I even think about like Katie right, like she goes so deep on like her Instagram stories, about like what she was going through with the move and max and all those things, but really where she goes the deepest is on her podcast. And that's how I am too, because my methodology is very similar. I'm not going to get the person who just started following me yesterday. They don't get access to my shit show. They don't get access to like everything that's going on. They don't get access to be like. Oh, I just started following Jillian Murphy and now I know she's got chronic health issues. She just ended a relationship, she's moving across the country, she's having ugly cries in her closet right.
Speaker 2:Who that's really for are like my homies, my people, and that's the people that are like listening to the podcast. That's where I come like unhinged right. So I might go on my Instagram stories and share like a little bit about what's going on, but I always say like, if you want to like, go deep with me one it's like obviously in mentorship but if you just want to go free with me, go deep with me in like a free place. It's my podcast, because those that's where I'm going to come unhinged, because, again, think about it from a consumer standpoint. Right now I'm putting on my sales coach hat.
Speaker 2:If you just met me today listening to this podcast and then all of a sudden you start following me and then my Instagram was like a shit show of like, not feeling good and going through a breakup and all these things, you'd be like I would never hire this girl. She's a disaster, right, because you don't know all the things that led up to it. So it's like you still want to show up as like a powerful person online because you never know who just came in to chapter 10, but they're only on chapter one of you. I always use the example like Grey's Anatomy, like imagine if you just started watching like season 18, you'd be like what is happening on the show, but if you haven't been there from the beginning, it doesn't make any sense. So it's like you only wanna give people a little bit online and then let them come into your real world and maybe that is like on a podcast or a masterclass or something like that.
Speaker 1:I really like. I really like how you explain that and that's so true of just like incorporating all of it together and making it where you know. Yes, have your you know, show up as the powerful person, have this brand, you know of your business online, but then also like have a place where people can access the real you, because you do, because I mean it's so true. You don't want somebody just like finding you for the first time and like, oh, wow, jillian's life's a mess and it's not. They're like I've been dealing with this forever but they're just seeing like this little snap and it's like, oh, if they dive into like your podcast and hear the whole, really get to know you. They're like, oh, I see this whole thing, like good to know Jillian's a human like the rest of us.
Speaker 2:Yeah, and I think that that's you know, it's the way that the human brain thinks. I mean, let's just use an example. Like this week I've been in the ER three times. Okay, let's just use this as an example. I've been in the ER three times.
Speaker 2:If somebody just came to my page and they were like, oh, I don't know. Like can I depend on her? Is she accountable? Looks like she's sick a lot. Is she canceling on her clients? Like there's a whole message that that's sending to someone on the other end, but what I don't show is like all the shit that's going on because it's not fair, one again for my audience and also they don't need to know all that, because on the other end, my clients are still getting massively supported. On the other end, my clients are still getting massively supported. I met my client yesterday who were like, quit voxering me, you're in the hospital and I'm like I got you. I'm just literally laying here, not doing anything, like I can still support your, launch, your programs, your whatever it is that you need. So it's like you also want to bring those people along that also see you for so much more than just like the how to in their life.
Speaker 1:I think that's so true and I just I can really like I'm like, yeah, I can see you doing that and I'll be like no, because I don't know like obviously all your clients, but I know, like some of the people, so I can tell like the type of humans that work with you closely and it's like I'm sure they're like Jillian just stop, it's fine, and she was like Jillian we can literally wait till tomorrow and I'm like Katie, I got you, like we can just totally like riff through this and she was like, oh my God.
Speaker 2:But it's also just such a testament to of like who I am, because then it shows the people that I call in right. Because if I ever had somebody in my life who was mad or annoyed or frustrated, that like I wasn't feeling good and I couldn't support them, then that's also not who I want. And also, you shouldn't need your mentor that bad. Your mentor should be able to take a day off or be sick for a day or be sick for a week and your business should not fall apart. That's like such another like great example for people. It's like you should not lean on your mentor so much that they can't go away for a little bit.
Speaker 1:And I love that too is it can transcend past business. We have mentors in all aspects of our lives and you should not need somebody that much. And you know you also talk about like with that too. I listened to one of your podcast episodes. You talked about like your ideal buyer and how you dropped the F bomb a lot on your podcast and your dad's like I don't, like, I don't want to be associated with that, you know. And you're like, okay, I mean that's great, like I'm not going to change Cause you're not my ideal listener, you're not my ideal buyer. Like it's fine and I've. That really struck with me and I was like we need to talk about this because I've seen it translate into my like people around me lives and they don't even have businesses, but I'm like, ah, they're not your ideal, but they're not your ideal person.
Speaker 2:They're totally not. And I think that so often we're trying to fit into all these different boxes, to like bring in all these different people, but really to ask yourself, like who do you want to work with? And so, just so you guys know what she's talking about, is like I swear like a trucker on my podcast. I swear like a trucker just in real life, right, and it makes my parents both like crazy, and my mom's always like I would share your stuff out more if you didn't swear so much. And my dad was like a super successful entrepreneur. My dad had like his own following and everything. My dad will not come on my podcast because he's like if somebody heard you talking on the podcast, they would actually think it's like a reflection of me as a parent and, at the end of the day, my dad coming on my podcast would be amazing. I would love to interview him. But who my dad would share it with are not my ideal people Like his friends are not my buyers, right? They're just like people that would be proud of like his daughter having a podcast.
Speaker 2:So it's like you have to also remember like don't change who you are because you want to call in your same person. Like I hate to keep using Katie as a reference, but that's like such a good example. Like Katie and I are like literally like twins, like in everything that we do, like the way we think, the way we talk, the way we move, the way we dress, like everything about us, and that is why we had such a beautiful coaching relationship. And besides that, that is why we built such a beautiful friendship outside of it, because it's like like attracts like. But let's just say, for an example, I was someone very different on social media. Katie would have never been attracted to that person because I wouldn't have been like her, like go to girl.
Speaker 2:So when you can show up like 100 percent, unapologetically, who you are, like that's who you're going to be. Like Katie and I danced on our call, like when she would get a client, like we would celebrate, like I would be like fuck yeah, like I'm so excited, right, like that's who we were and that's why my clients are just like me. At the end of the day, you want people that when you look at your day, you're like I'm so excited to talk to this person today because I've had it on the flip side, where I brought in a client just because maybe I wanted to fill my roster or I had spots open for one-on-one, and I'm like this is not my person. I can't be 100% unapologetically me and that's not what you want, because you're doing life with these people. You're doing business with these people.
Speaker 2:A good example of this is I have a fitness coach right now and she's not my people, and every single Monday we do my check ins. I'm like annoyed by her, I want to cancel. I never want to be on the calls. I'm always just like hey, can you just send me this like in like a PDF, because she's not my people, because who I thought she was online is actually like, really not who she is like in real life, and what happens is it makes me not want to show up, which then makes me not get results. So the more you can just be you, the more the right people will call in Because, guess what, I'm probably not her ideal person either. She probably is like. I got to check in with Jillian today too, because it goes both ways Right, it goes absolutely both ways.
Speaker 1:No, I think that's so true and it's just one of those things that's so true in business and so true in life, Because you know, for some listeners listening that like don't have a business, they're like, I mean that's the same thing. Like you don't want your friends in your life, like having to put on these different hats, Like oh, I'm at work, so I need to act this way, and oh, I'm with my family.
Speaker 2:So it's this hat and this one. Like that's exhausting, exhausting. Yeah, I'll give you a really good example of this. There's a girl that I met at an event here in Scottsdale and she's a professional stylist and she's beautiful and I love her and she's a great human and she's actually asked me to hang out like several times and I have never hung out with her because I feel that if I have to hang out with her, I have to like be done up. Hung out with her because I feel that if I have to hang out with her, I have to like be done up.
Speaker 2:I feel like I got to like dress to the nines, I got to like put on like my fanciest outfit, like just to go get smoothies, and what that means is that, like we're not aligned friends. We can be like besties on the internet, but it's like if I have to like overthink going out and I can't just show up in my Jordans and a sweatshirt and in biker shorts, but like that's not like who I'm like destined to hang out with. So it's the same thing, like if there's people right now in your life that you're like oh, I don't want to go to that social event or I don't want to go to that party or I don't want to go to this thing, like there's a reason why and start to're a bad person or they're a bad person. It just means that, like it's not going to feel good. And the other thing is like once you get there, you're never going to feel comfortable.
Speaker 2:Because the few interactions that I've had with her, I'm judging myself Like. Is she judging my outfit Like? Is she trying to like style me over the table? Does she thinking to my? Is she thinking like, should she have a ball cap on or should her hair be done? Did she have got a blowout before? And it's not like the right energy I should be in either. And it's not even fair of me to think that about her, because she's most likely thinking that that's so true.
Speaker 1:It's just like I can see that and so I want to. I'm curious have you always been this like in your unapologetic self? And like apologetic self and like has this just been you forever? Because I know some people are just like this is just me, I don't care.
Speaker 2:Like take it or leave it. Yeah, even like when I was in corporate America, like we had to wear a suit every day and I always wore like my black suit or red suit, gray suit, whatever, but I always wore like a graphic tee and vans and my like corporate staff was always like Jill, like that's not, we are still a nine to five and I was like, hey, I'm still wearing a suit. But, yeah, that was always a thing. And then it was funny because I was a fitness competitor for years and I always had outrageous hair outrageous, I would have mohawks, I would have purple hair, I have teal hair, I have green hair.
Speaker 2:And during that time I was working in corporate and my corporate did not like it. But I had crazy results. I always hit my numbers. I brought the company in a lot of money. So I did not fit in to my corporate three piece suit all decked out and I would come in with like a Van Halen T-shirt on a suit, like a purple mohawk in vans and I was at the top of the leaderboard of the sale.
Speaker 2:So I still stayed like unapologetically to me and my VP of sales to always say, I'm not sure, like, how are like people that you're going into call on like, like this, if you're a good representation of the company and I used to say it's not affecting my sales at all, like they're still buying, I'm still at the top of my game. I've never missed a sales number Like so they never even really had a reason to like write me up or get rid of me. But I was like I'm just going to show up unapologetically who I am and because of that, I was in so much more confident energy when I talked to buyers. I was more confident when I got on stages. I was more confident when I was doing those things, but I was still that same person, even back then.
Speaker 1:I love the just like permission slip and like the energy of that. And it was. I was like you were talking about. I was wearing my suit and I wear a graphic tee and I was like she's going to say Vans because, like my nine to five is I'm a teacher and we have to dress, I mean like perfect, unquote, professional, corporate professional. I wear Vans every single day, the best.
Speaker 2:The black and white checkers are my favorite. My go, the black and white checkers are my favorite my go-tos.
Speaker 1:I have like all the checkers and people are like what are you doing? And like have the blazer, dress, pants, vans. I'm like because, like I'm going to be me, like it's not affecting my job and it's just like one of those things that I wasn't always at. But I love like just you sharing that. You're like here's a permission slip, like where are you going to wear?
Speaker 2:A hundred percent. I'm in a very elite level, mastermind, like you had to make a certain amount of income to be in it. It was a ridiculous amount to join. And we have these two events that we go to every year and they are like, basically like Hollywood style, like you have got to dress to the nines to go to them. And the first year I went like I went I wore all the fancy things in.
Speaker 2:Last year I went I actually wore a black skirt, jordans in a red graphic tee, and I did not fit in because guess what? These women had ordered dresses from like rent the runway. They had like trains on them and I was just like I am not going to one spend money on something that I'm never going to wear again. I'm not going to spend money on something that I don't feel good in. And three, I'm not going to spend money to show up in something that is not even me. And the last time we went to it again, I had this like skirt on this graphic team, this Jordans. I felt so much more like me.
Speaker 2:I was actually able to network better, I was actually able to like be in my own skin better and I mean I definitely stick out like a sore thumb in the picture. Like we have a picture of the whole group and I don't look like any of them by any means. I mean they look like Charlize Theron and Sandra Bullock. I mean they're like Hollywood models in these pictures and here I am like in Jordans. But I will never regret showing up that way because I was. I never do it from like a disrespectful space, like hey, I'm going to show up in tennis shoes when everybody else is in like dresses, right, like I still look the part. I just look the part in my own way.
Speaker 1:Putting your own twist on it. And that's such a big permission slip that I feel like oftentimes, people, we just need that reminder from people like you who are like, yeah, I've shown up like myself forever and you know what, you just need to do it. And it's like borrow the whatever energy from power, from the billion, and borrow the belief and like, just go do it, you're gonna be fine, and show up online in the same way yeah, because you're.
Speaker 2:I always say like the right people are gonna lean in and the wrong people are gonna lean out, and that's what you want. You know, I don't pay a lot of attention to my followers, like I don't pay attention to the numbers, but I see when numbers fall off and I don't stress out about it. I'm like okay, like those weren't my five people or they weren't my 10 people or they weren't my hundred people, and that's okay, because I would rather have five people that were like raving fans about Jillian Murphy than a hundred people that were like not really on board with me.
Speaker 1:That's the way I look at it and I'm just thinking even too, like that's so true with business and like such a good reminder, especially like for people new in business. You can get caught up in those, those numbers and you hear, like grow your audience. Grow your audience, like, if it's not growing, and a lot of times I'm like you know so that's a good reminder to have too. But even the same is true in your life, wherever you are In your like real life, one-on-one interactions with people, be yourself and the right people who are going to lean in and the wrong people are going to leave out. And don't make that mean anything about you. No.
Speaker 2:You know, I look at a lot of people. I mean, obviously, I've worked with over 500 entrepreneurs in the online space and I will tell you this and I can guarantee you this the people that have the largest followings online are usually making the least amount of money because they're trying to one just go for virality, they're trying to just go for like the likes and how many views they can get on their stories, and they're really looking at it from a place of like vanity metrics, of like. They want to feel popular online versus the people who we get really clear on, like their messaging, their marketing, and they might have five, six, 700 followers and they're crushing half a million dollars a year because they got the right people to lean in. So I want you guys to remember something the people that you see online that have these massive followings, all of these comments, all of these likes they usually have fans versus having buyers, and that's a huge thing. And you wanna ask yourself are you here to have a lot of fans or are you here to have a lot of buyers?
Speaker 2:So even me, I have a pretty small Instagram page.
Speaker 2:It's like 6,000 people and that's like not a lot in the online space okay, but I made my first multi-six figures in the online space with 500 people and that was a big shot to my ego because I felt like all of my friends had these huge pages like 10,000 followers, 15,000 followers, 30,000 followers, and I was like no one's really going to like take me serious, because I had a really big following, because I was a fitness competitor, so I had a big fitness following and I actually shut that page down and I started fresh, because what I said was I don't need a bunch of fans.
Speaker 2:I need people that are like pulling out their credit cards to buy because I am a business owner. Now I friends. I need people that are like pulling out their credit cards to buy because I am a business owner. Now I need people buying my stuff. I don't need people who are just liking my stuff and being like fans of me. So the biggest thing I want you to remember is asking yourself like, are you just doing this for vanity, metrics or not? Because when I post stuff, I swear to God I don't care if one person likes it, because that one person could slide into my DMs and be a three, four, five $10,000 client, versus getting a hundred people that like my stuff but like have never spent a dollar on me, it doesn't matter to me.
Speaker 1:I love just your. I mean, I was just loving this conversation, your energy and like no bullshit, you're just like let it go, you don't need it, and that's why I like just this conversation. So if you have somebody who comes and starts working with you and they've been very consumed by vanity metrics and they're like julian, nobody's buying. Like I have this huge following, I have all this interaction with my, my posts, but nobody's buying like I don't, I don't know what to do.
Speaker 2:where do you like what's like the tangible, like first step, start here we usually change up the type of content that you're doing, because you're most likely doing a lot of like entertaining type of content that is really good for like virality, but you're not actually being shown. You're not being seen as like the expert, you're not being seen as like the go-to authority, right? So I have a lot of people that come to me that like have been doing a lot of like dancing reels or a lot of like funny reels or a lot of like voiceover reels and their their Instagram following grew really big and they got a lot of people and they became these like little mega influencers online. But what happened was people weren't seeing them as an expert. They weren't actually solving problems, they were just entertaining people. People were like oh my God, I love her, she's so great, I want to dance with her. Entertaining people. People were like oh my God, I love her, she's so great, I want to dance with her, like she's like my bestie, like all the things. But they weren't being seen as like how does this person fix my problems? How does this person fix my metabolism? Grow my business, fix my mindset? Whatever it is right, insert whatever.
Speaker 2:So a lot of times, we have to change the content that you're putting out. And then what happens is, unfortunately, those vanity metrics go down, and then it's a hurt to your ego, because now I'm like, okay, we're going to start putting out carousels and like teaching things. And then people are like, okay, well, I just got like five likes on this and I'm like, okay, you gotta ride the storm and it's hard because they're used to getting, you know, a reel that gets 15,000 views on it and 25,000 comments. And now I'm putting out a piece of content that's like five ways to fix your metabolism or five ways to be a better partner, and they don't realize that those five people are actually gonna generate more sales in their business. And I know our friend, katie, did a post on this recently because that was a huge part of her business too. It's like we had to shift her business model of like it can't just always be entertaining, because entertaining is not always generating sales. So we're really looking at that and also like a lot of these people that you see, just because you see them having a large following or you see a lot of comments doesn't mean they're buying.
Speaker 2:So I'm going to give you a very tangible example of this tangible example of this. I have a thing that I do in my, in my store, in my, in my content, where I'll do a reel and it'll say like drop the word hot or drop the word content, okay. And when you drop the word content, it says like I'm going to send you my free guide or I'm going to send you my training, not free, I'm gonna send you my training, okay. Well, the training is $97, okay.
Speaker 2:So if somebody was to look at that and they were to see like, hot, hot, hot, hot, hot, hot, hot, hot, hot, their perception is oh my gosh, jill is making a ton of money off of every one of these posts, because look how many people are commenting hot and I know that she sells that training for $97. The amount of people that actually buy that training for $97 are like 1%, because those are not my ideal buyers. They're people that are looking for something for free. Then they realize it's not free and they don't go through the checkout. So what I want to remind you is when you see people like making all these sales and their Instagram feed, or people are like, send me the workbook, send me the workbook, send me the workbook, send me the workbook they're most likely not even making all the sales on the backend.
Speaker 1:I appreciate just the transparency in that, because I know that's, that's how you roll, but that's just like one of those things that people don't talk about. Oh yeah, and yesterday same thing.
Speaker 2:It was like hot, hot, hot, hot hot. There was like 20 people that put hot. I think like two people bought it. So yeah, I made like 200 bucks. I mean I'm grateful for the 200 bucks, but I definitely didn't make the 2000,. The 2200 that it looks like I probably made in that feed.
Speaker 1:And it's just such a good reminder, Cause you know you mentioned like your ego takes a hit and, um, have you had to navigate that Like you're? I mean I'm sure you have, like you're a human being. So how do you navigate, like when your ego comes in and starts to try and run the show?
Speaker 2:yeah, so one I um, I have good mentors that keep my ego in check and I also have to remember that like I'm just gonna keep doing me, I'm gonna keep putting out great content and I always say like if people haven't bought yet, it's because they haven't caught up yet. Like I never take it personal right. So even like yesterday with training right, I think like 22 or 23 people got it in their DMS. Like the way I look at it and like this might sound shitty, like the whole post was how I made over a million dollars in two years. If you can't invest in $97 to learn my framework for nine, for $97, of how I built a million dollar framework, like you're not serious about your business, so I don't take it seriously. Because if you're looking for free guidance on how to build a million dollar business, you're not my avatar. So I always like go back and I like reframe it. Like they're not my people, they're just here looking for like a free handout which, again, I always go back to like real business, because I think that we're in the online space and people are crazy online. I'm sorry, I'll just say it right here on this podcast People don't have the same mindset online as they do offline.
Speaker 2:Like you can't build a real life brick and mortar business, like on hopes and dreams. Like you need money, you need investors, you need mentors, you need construction companies, you need signage, like you need all these things. And for some reason, people come online and they think they can do it for free. And I really don't understand this mentality. Like I don't know why people think they can just like do it for free and try to figure it out on their own. Like if you wanna build an actual, real, sustainable business, like you have to put money down to do that. So when I see people like that who are looking for just like all the free things, it's like you're not really probably ever gonna have the real business because you wouldn't go open a bagel shop and like just try to figure out and youtube it on your own no, I think that's so true.
Speaker 1:It does like the internet space, business space is a little bit of the wild west.
Speaker 2:Sometimes you're like what are you?
Speaker 1:guys are thinking over here Like, what are we doing? So I think that's so true and just bringing it back to you know, like it is, it's a real thing. What would you do if you weren't doing this online? Like?
Speaker 2:yeah, yeah, I made an investment this week in my business and I'll share it very openly on here and I made my. I made it the biggest investment I've ever made in my business. This week it was $70,000. And while it was hard and it was very sickening to see that money wired out of my bank account to go, I had to sit with exactly what I just said to you.
Speaker 2:If I was starting a real business and I was buying a laundry mat or I was buying a hair salon or I was buying a franchise or I was starting a restaurant, it would be so much more than $70,000. It would be hundreds of thousands of dollars, a million dollars. I'd have to get investors. So, while that $70,000 was like gut-wrenching, I also have to remember that in the real world of business, I also have to remember that in the real world of business, like that's what you have to do to build an actual business, and I think sometimes what happens unfortunately in the online space is a lot of online entrepreneurs have never experienced offline business, so they don't know what the expenses are, right, so I was in offline business for 22 years. I had companies offline. I help people start companies offline, so I know how much it costs to start a real business, so I know that you have to put skin in the game here.
Speaker 1:And I love like that, you sharing with that and just that.
Speaker 2:There's this, uh, um, the growth of it being $70,000, of being like, oh, like I could do it, but that it's like this thing because, again, like, if I was going to start a real business offline, I would have to I would have to find the money, I would have to, you know figure it out, I'd have to find investors, I'd have to, I'd have to find it. So our online businesses are not any different. If we want to actually build a real online business, you know, what I work with people on is building real businesses, not just like how can I make my next dollar? How can I just make my next sale, how can I bring in my next 10K? Because I can help anybody make money online tomorrow. But I'm trying to help people build companies online that are here for the long game, right, that are here to like, build sustainability, long-term customer value, things like that. So it's's like those are the things that you have to do to work with people that know how to do those things and you know that's so true and just.
Speaker 1:I mean I've experienced that in my own, just starting my business. Like you have to invest, but you know, also just saying like this was your first, like the biggest investment you ever made, like when you started your online business, you didn, you weren't out the gate. You know, because, like that version of you wasn't ready. And I know some people, when they're first starting, feel like I need to go spend you know Jillian's spending $70,000. Like I need to go, I need to go spend that because I want to be on that level, but they skip all of the steps before then.
Speaker 2:Yes, and I love that you asked this question because I share this a lot you also have to remember two things. You're going to invest at the level in which your business is at today. So my first investment that I ever made was $8,000. And I thought I would never, ever spend that again. I was like, okay, I'm going to make this one-time investment it's $8,000. It's on this coach and I'm never spending another. This is like it. This is like my one-time investment I'm ever making. Okay, because at that point, my online business was making zero. So zero dollars to an $8,000 investment was like wild, okay. Then, as my business grew, my investments went up because, again, it's all about about perception. I see this a lot For a lot of people. They're in my $97 or $99 a month membership. That's a big investment for them because their business is maybe zero or they're making $3,000 a month or $2,000 a month. So it's all perception of where you are in your business. Also, as you grow and you expand, you're going to grow and you're going to have more unwavering belief in yourself.
Speaker 2:Last year, I joined a mastermind. That was $45,000. And I thought to myself this is wild, like are you kidding me? Like $45,000. And I sat with this for like weeks. I saw it wire out of my bank account and the first thing I thought was like how can I get this back? I was like it literally made me sick for weeks. Okay, now I want you to think about this one year later, just one year later, my new mentor I was like, how much is it? He was like 70,000. I was like I'll wire it over tomorrow.
Speaker 2:Like the growth in just one year, but not just in business, but like in myself, my trusting myself. Trusting that like I know I just don't need to go and sell 10 clients at X amount of dollars to make that back. Like it's all growth that happens in you. I would never tell an entrepreneur that was just starting out to go invest 20, 30, 40, 50, a hundred thousand dollars, because one your brain can't even understand that and your business isn't ready for it. Also, most likely you don't have the cash runway in your bank account to fund that right. So my business has been doing X amount of dollars for years so that when I do spend 10, 20, 30, 40, 50, $70,000, while, yes, it does hurt it's not like I'm starting my big account back at zero now.
Speaker 1:I love that. I love that. Just thank you for like the transparency and just laying it out like that, because I mean it is so true, like you have to start here, and just the growth that happens.
Speaker 2:Yeah, yeah, you know I want people to start working with me in my membership for $99, and then I want them to graduate and I want them to come into a mastermind with me for a couple thousand dollars, and then I want them to graduate and work with me in one-on-one mentorship, and then I want them to graduate and go to a higher level mentorship with me, right, I don't expect people to come into my world.
Speaker 2:Very few people come into my world and they're like hey, delianne, I'm curious about working with you one-on-one, and I tell them the price and then they go all in. They usually start somewhere lower and they evolve up to it unless they're already making like six figures or multiple six figures in their business. Because, again, it's an ascension that people have to grow through, right? So it's like let's start you in the membership, where it's like how to grow to six figures. Then let's get some recurring cash into your business, let's get some money coming in, let's build a cash runway. Then you can take that and invest into the next thing. That's why I say the majority of my clients are with me for two to three years, which is also like unheard of in the online space, because they come in and they start as like babies and then they grow and they expand with me. To now they can work with me in a one-on-one capacity because they've done all the proper steps to get there.
Speaker 1:And two that just speaks to how you've structured your business for each one of those areas. And it's just like you know and just something to even think about too. If you're looking at like, having the different price points and things, it's like you grow and so you need to like have a space for your client. You like to also grow.
Speaker 2:Yeah, I have a client that's been with me from the very beginning. She was in my very first program I ever ran, called real girl, real sales. It was $1,200. And she's been with me in every single program since and she's still with me. Her name is Crystal Vasquez. Shout out to Crystal. She's awesome.
Speaker 2:And one of the things that crystal has always said is my mentor, jillian continues to grow, she continues to expand. She continues to put herself in rooms that, like I would love to be in one day. Her business continues to grow. So why would I not stay right alongside of her and grow in every single program that she puts out? Because if she's learning, I'm learning right from there and I have so many clients that have that have literally done exactly what Crystal's done.
Speaker 2:It's like, okay, jill was a baby three years ago and I was a baby three years ago, but Jill's grown, so I've grown, and then Jill grows, so I grow. So they just stay with me, because everything that I learn like everything that I'm going to learn the next year from Alex with this massive investment, my clients all learn Like I don't gatekeep anything. My first call I got up with Alex. I was like literally messaging my one-on-one clients and I was like you guys, let me tell you what I just learned. You guys need to also do this, do this, do this, do this. So it's like they also get.
Speaker 1:They also get poured into so much that it's like I don't just gatekeep it for me, I want to like pass it down to all of my clients. I love it, and just like the flow of energy of that too, Like I'm just even thinking, like it allows you if you're not gatekeeping and you're just passing it on like it's getting moved through you, and then you have more space to move more in and you know, rising tides lift all ships and so it's just that's what my clients have such great results?
Speaker 2:because I'm always pouring into them what I learn. Like as soon as I learn it, I pour it in. A lot of times I'll learn it, execute it, then pour it in. But if it's something that's just like a mic drop moment or something big, I'm like, hey, you guys, I just learned this. So Chris Harder is my other mentor, and then Alex. So it's like if I learn something from one of them, I just like instantly pour it down into them, because why wouldn't I?
Speaker 1:No, I do love that and I'm like this conversation I want to be very mindful of your time. I'm like I like done, like oh, we've just been going and having great conversation, so I will, you know, wrap this up. I want to be mindful of your time, but I had two more questions and so I ask all my interview, all my guests, this question, and so it's have the Audacity podcast. So in your life, what does the phrase have the audacity mean to you?
Speaker 2:Yeah, I would say, have the audacity means to just go and like play bigger and live out your life like as best as you possibly can and like just know that like you're gonna figure it out and have just like an unwavering belief in yourself.
Speaker 1:I love that. And the last one is some podcasts have like their playlist or things like that. Like what's your hypo jam? I like to know, cause we have all these audacious guests that come on and we're doing big things in our life. How are you taking care of yourself? So I have this list of your go-to self-care for every guest person on here, and so what is your go-to self-care for every guest person on here? And so what is your go-to self-care thing you do to take care of yourself?
Speaker 2:so you can show up this way. Yeah, so the number one thing that I do and this actually surprises so many people is I never set an alarm clock, ever. Um, I let my body wake up when it wants to wake up. Like today, I actually slept in, I think, till like almost like nine, 30.
Speaker 2:I know we had, we had our podcast at 10, um, but like I, sleep is like the number one thing. If I want to take a nap, I take a nap. If I want to go to bed early, I go to go to bed early. Like sleep is a number one priority. And then I also have more of a nighttime routine. I do not have a morning routine.
Speaker 2:So I also just want to like make sure audience knows this like you don't have to follow the guru's routines of like you got to wake up at 5am and take a cold shower and cold plunge and meditate and do all these things Like I'm running a very successful business to you guys. And usually, like 20 minutes before my calls, I'm like rolling out of bed because you have to take care of yourself in order to show up best for your people. So lean into what feels good for you. Also, lean into the energy of what feels good for you also lean into the energy of what feels good for you and also lean into like what time of days work best for you to like coach or be on calls or anything like that.
Speaker 1:I love that. Just permission slip there to be like you don't have to have a morning routine to have a successful business.
Speaker 2:I've never had a morning routine and I don't coach anything before 12 noon. So I only coach from 12 to four. Because I also know like I love to sleep in, I love to be super lazy in the morning and like, when I say like sleep in and be lazy, like it's sleeping in and being lazy, it's not like I had this like a huge routine, I need to get done. And I also know that like that's when I'm the best. So if I'm not the best in the morning, why would I want a client to show up at that time?
Speaker 1:Cause I'm not going to be the best for them. That that is so true and I love. Like you know, the whole point of business and entrepreneurship is you get to make it look like what you want to make it look like and structure your day to serve you. And to not forget that you get to do that. Yeah, yeah, Make it serve you first. I love that. Well, Julian, thank you so much for coming on again. This has been such a great conversation. How can the listener connect with you?
Speaker 2:Yeah, so I always say come over, follow me on Instagram at the Jillian Murphy. I'd love to get to know. You Literally slide over to my DMs and say hello. I also have a podcast. We drop three episodes a week, so I'd love for you to check it out. It's called the Sales and Social Podcast and and I also do a free networking call every single Wednesday where you can come into my world and you can just get to know me and my community. All the links are in my bio and I'd love for you guys to check them out.
Speaker 1:Well, thank you again so much, and I will include everything in the show notes, so the links will be there. But thank you again. This was just a great conversation. Thank you for having me. I appreciate you, my friend. I appreciate you, my friend.
Speaker 1:This conversation was so much fun to have and I really cannot wait to hear your takeaways from it. Like, I took so much away from this. I literally listened back to it with my notebook, took notes. So many things. It was so. I learned so much from this and I know I know you had to too and so I can't wait to hear your takeaway.
Speaker 1:So please take a screenshot of this, post it on Instagram, tag Jillian and myself and let us know what you took away from this. Like, we would love to hear from you. If you don't want to post it on stories like DM me, dm Jillian. Let us know what you took away, because it is amazing and seriously, I put the links in the show notes. Join her free weekly social chat that she has. It's such a great networking opportunity. Like, why not take advantage of it?
Speaker 1:But yeah, so I really hope that you loved today's episode and I can't wait to hear from you, and I can't wait to hear from you, and I can't wait to talk to you soon. First, I want to say thank you so much for listening to today's episode. It truly means so much to me that you were here and that I got to be a small part of your day. I have three things to tell you before you go, though. First, please rate and review this podcast. It truly helps this podcast grow and get the message out, and is such a simple thing that you could do to support this show. Thank you for doing that. Second, share this episode with somebody right now that you know needs to hear it, or take a screenshot. Tag me on social media and let me know what you loved about this episode.
Speaker 1:I love getting to connect with you. And the third last thing I have is I cannot let you go without sending you off into the rest of your day with the reminder that I want you to always remember you are worthy, you have value, you get to take up space in this world simply because you exist. Don't let anyone, including yourself, convince you otherwise, and if that idea or vision for your life is in you, it is for you. Living with this phrase in mind in today's world is such a truly audacious thing for you to do so. Until the next time I talk to you, remember, have the audacity.
