I want to talk about... So phone coaching and scripting, was something that I learned when I was in my first studio. Then pitching, for me, came down to these three words: whenever I wrote pitching, I wrote believing, and then I wrote confidence. Because I need to know two things: when you pitch something, do I believe you? All right? Do I believe you? Really important. Because everything that gets in your way, is gonna come up now. This is the moment where everything that's gonna get in your way is gonna come up now. So, it's nothing to do with your work now, it's nothing to do with your studio, in this moment, when it comes to pitching yourself, it's you. And everything you believe about yourself. Right, so that's what I'm going to address first, the words we're gonna address second. I've got a lot of slides to go through around this. I have spent the last two and a half years teaching on Creative Live. I don't do in person workshops because when I'm not teaching on Creative Live, I ...
shoot in the studio, I shoot in my studio, and I run my business. And I haven't done any in person workshops because I simply can't. Although I have created a new one, because I can teach posing, and I can teach shooting, and I can teach pitching, but for me, what I want to teach, is everything that gets in the way. That is my thing. Right from the beginning I thought if I could create a workshop, it would be that gray area that nobody addresses. And everyone calls it fear, but I don't know what fear-- I don't address fear. You know, I do my fear talk and I still watch that. I need to hear it too. I realized that everything that gets in the way, is what is, your ability to make money, your ability to receive money, your ability to keep money, the ability to value yourself, value your work, value everything that you are, value yourself physically, as a wife, as a mother, as a husband, as a man, as a woman, as a business owner, as a parent. That when you don't value that, it gets pretty bad pretty fast. So, I've been talking for the last two years with one of my dearest friends, Tiffany Angeles, and we created a workshop that's gonna be an in person workshop. So we'll be doing a workshop at the end of this year so look out for that. And basically it's change yourself, and then you can change your business. Because I feel like until you change you, so it's everything we're talking about today, but you not just hearing it from me, in your face, you talking back to me and telling me why you can't get through these blocks, 'cause so many people are identifying their blocks, but not identifying their blocks. So everyone is writing on the Facebook group, I know I have a block, but I don't know what it is. It's like, okay, everybody knows they have a block somewhere so Nicki said to me, "I know I have a block, "I just didn't know what it was "until you told me what it was" And I was like, "Really? "You don't know what your own block was?" And she was like, "Not until you said it. "And then I was like, oh that's a block for me" Well I didn't realize it was kind of, you know-- to me, my blocks have always been quite obvious, but I'm also, I charge at them. So I guess the point is, is that they hit me in the face pretty obviously. So I started to write down what all the things could be so that I could name them for you, so I want to do that, I want to take you through all of them. So, this is everything that gets in the way for Tiffany and myself. We both are wealth builders. I come from no money. So I wanted to learn how to make money. People make money in this world, billions of dollars, and they're not always born to money, so it must be something you learn. So I was the person that couldn't hold onto money, and Tiffany grew up saving her money, even as a kid, she just had this incredible gift with saving money. And when we met two and a half years ago and became friends, her and her husband, Mark, and I, we had these incredible conversations around building wealth, making money, keeping money, and working through our self-value to make more money, going to the next level in our business. We both built photographic studios from nothing, in our homes, that are our sole income. And I love the conversations I have with these two more than anything in the world, that it would seem only natural that we would teach it to other people. So to me, everything that gets in the way of value, is kind of going to be uncomfortable to talk about. And I'll tell you why, it's starts for me with the elevator pitch. Okay? It starts with what do you do? All right? So if I'm gonna put you on the hot seat right now, I'm gonna ask you what you do. So who wants to answer my question? I'm not gonna go around and make you all do it, does anybody want to answer that question? Richard? Yeah, what do you do?
Hi, I'm Richard Azario and I... (sighs) I guess my pitch, what I do is I--
No, no, no, I just want you to answer my question.
Hi Richard, I'm Sue
What do you do?
I'm a photographer that captures life's moments. And I capture moments in your life and in turn, make them and create them into... Tangible, (laughs) tangible keepsakes for you and your family.
Erin? Hi, Erin I'm Sue.
What do you do Erin?
I'm a portrait photographer. I mainly focus on women's beauty because I feel like not enough women get pictures taken. We need to be present. What do you do?
I'm a photographer. What do you do?
I'm a photographer, too. I like to make people feel good about themselves. That's what kind of portraits I take, is that good?
Can you pass Jeff the microphone on this side? Hi Jeffrey,
What do you do?
(sighs) Well... I'm a photographer who offers the opportunity for everyone to feel like a celebrity. I worked in Hollywood for many years, and I believe that everyone actually is a star, and deserves to be treated as such. So do you.
Hi Sue, I'm Upwona
What do you do?
I'm a glamour portrait photographer. Here's my business card, kinda like this, and it has all the before and afters in there.
Whereabouts do you work?
In Honolulu, Hawaii.
Oh wonderful, do you live in Hawaii?
I do, yes.
Have you always lived in Hawaii?
Born and raised
Wow. Oh I love your card, your work's beautiful.
You see Upwona did the one thing nobody else did, she started a conversation. All right, because everybody does this pitch, this elevator pitch. So I went to this lingerie, women that sell lingerie, and they sell home lingerie parties, and they are very sales focused, and I went there to go, because they loved what I do for my brand and I went there to go and help them with theirs. And I asked them all their elevator pitch and everybody does the same thing, when they're put on the spot, and you do it in person as well. Yeah, I, um, and you only need to do one thing, when somebody asks you what you do, you say "I sell lingerie" 'Cause what's the next question? You don't let that one go by do you? You sell lingerie? What sort of lingerie do you sell? And then secondly, the other one is, I'm a photographer, what do you shoot, what do you photograph? Do you specialize? What do you do? The first thing that you just need to tell me, is that you're a photographer. Because all I want to know, is what you do, and you can say that with 100% confidence, I'm a photographer. So last night, I was waiting at a restaurant, and the woman, the maitre D' said to me, "What do you do?" I said, "I'm a photographer." And she said, "What sort of photography do you do?" I said, "I'm a portrait photographer, "and I do a lot of work here in Seattle, "that's why I'm here." And she goes, "What sort of work do you do?" and I say, "Well I photograph women, "but I work for a company up here every few months "called Creative Live" and I pitched Creative Live to her and I gave her Creative Live's website, and then I talked about myself. And then she goes, "Do you have a card?" And I said, "I do, and my website is Suebryce.com" and before you know it she's like "Wow" and then I'm having this conversation. That took me years. All right? Now, I get that. That to me is the pitch. This is where you learn your pitch, you learn what to say, you learn how to say it and you go and practice it. But before I even get to words, I'm still interested in that moment to all of your body language prior to answering that question. I'm interested in that moment when everybody goes... When everyone thinks and touches their face, and looks away, and considers what they're about to say. Because that tells me in that moment how confident you are with what you're saying. Before we go on to pitching, that's all I need to say is give you that link. There is a private group run by Laurie Patrick who tirelessly works to run this group, without being paid, on Facebook, she did it all on her own, she set it up, she builds a community, she works through the challenges. You watch the videos, you submit. You can get support, you can get other people to answer your questions when I can't. It's absolutely incredible. Join it, if you've already bought 28 Days, join it. Really, really important. And I feel like these testimonies... are mind blowing. They're just mind blowing. Read them. I started crying when I read them. Nicki started crying when she read them. They're amazing. And they will change the way that you're thinking about your business and your struggle, especially when you see everybody else is in the same position and that they're making a go of it. Really empowering.