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- [00:01]
Steph Crowder
This episode of the Courage and Clarity Podcast is brought to you by Sold Out Group Programs the Mastermind. This is my 12 month mastermind for experienced business owners who want consistent, predictable income and a repeatable sales system that brings you all of the clients you need. When you join the Sold Out Group Programs Mastermind, you get to work with me, Steph Crowder, a 10 year business coach in a really high touch and intensive way with a group of amazing entrepreneurs just like you who are working toward the goal of having sold out offers. We're closed for enrollment right now, but we're going to be opening again one more time before the end of the year and you do not want to miss it. So to get on the waitlist, that's going to be the way to get the best, absolute best opportunity, the best pricing, all of the things you can go to stephcrowder.com mastermind hop on the wait list and I cannot wait to see you in sold Out Group programs. Let's go to the show. Welcome to the Courage and Clarity Podcast. I'm your host, Steph Crowder. I'm a former sales training director who's held helped thousands of entrepreneurs earn a living doing something they love over the past 10 years. On your journey, you'll need the courage to be bold, to take risks, and to do what looks crazy on paper. You'll also need the clarity, the brass tacks, simple strategies that actually work. And on this podcast we deliver both in equal measure. Oh and by the way, we've got absolutely no time for bs, gross marketing tactics or get rich quick schemes. Just sustainable business strategies for good humans with big dreams. If that sounds like you, you're in the right place. Let's go. Hello. Hello friends. Welcome to the podcast. I am so excited to be hanging out with you today. I am actually coming to you from a family, a family trip, a bit of a family reunion. I have traveled to Missouri where my in laws are from and a bunch of family is here and we're just having a grand old time with like 20 people and 11 cousins and my kids are in absolute heaven. We're having a great time in the dog days of summer. So I hope that you are enjoying your late July as well. I'm sitting here on a bedroom floor of a guest bedroom with my microphone just giving you a visual here, just setting the scene. This is what entrepreneurship looks like. Sometimes every all the kids are kind of occupied after a big pool trip and I'm sitting here on the floor with my laptop and I brought my microphone Cause I knew I was going to want to talk to you all. And just taking a moment to feel so much gratitude for this business that I've built. My clients are being taken care of 100% and loved on by my amazing co coach Hailey and my operations assistant, Lacy. And my team is so competent and helpful and taking amazing care of our clients across both our programs while I have a chance to unplug and be with my family and enjoy Summertime. It's just crazy to me. It's like this. These are the kinds of moments that I really dreamt of, of being able to just pack up and go and have a business that affords me the opportunity to be present in this way and call my own shots. And it's just incredible. And I know that if you're listening to this podcast, that's what you're in this for as well. So here I am, you know, over 10 years in, and it just doesn't get old. It just doesn't get old being able to work very hard and go very deep with my clients when I'm home and then prepare to be also enjoying, you know, resting, resting as hard as we work and playing as hard as we work. And so I really try to live that. And that's exactly what I'm doing here in here in Missouri, where it's very, very hot, very toasty. So shout out to all of you who might be living in this part of the United States. I am here today because I want to talk to you about something that I've been thinking about for the past couple of weeks. I want to talk about what to do if you are not excited while you are launching. Now, I say launching, but, you know, maybe that's a word that resonates with you. That's something that you do in your business. You do launches of. When we talk about launches, what we talk about is typically like a group program launch, right? Because I run a mastermind called sold out group programs where we do cover how to launch and fill up your group program. So we talk about launching quite a bit. But this could really be any, like, any, any time that you're highly visible, right? Like any promotion you may be doing, maybe you're trying to fill one on one coaching spots. And it's not necessarily a launch, but it's a, a public push of some kind, right? Maybe you're selling something else or you're, you know, putting out some kind of content in the world that you feel requires your excitement. Typically when we're launching or we're putting something out there, we're telling the world, hey, you should be paying attention. This is super cool. This is gonna be amazing. Here's all the reasons why. We live in a highly distractible world. So it's my job to earn a piece of your attention. Most of us are sitting here thinking excitement is something that we want to exude, right? We think about selling with confidence, we think about launching with confidence. Essentially, you want to have your stake in the ground and have your flag flying that says, hey, I've got something here that's worth a second look, that's worth you paying attention to, that's worth you, dear customer, getting excited about. And so it's no surprise that for most of us we feel like, well, shoot, if I want them to be excited, I better be excited. Now, a lot of times when we launch something new, excitement comes naturally, right? So we have a course or again, a group program, a mastermind, a small group or an eight week group program, anything, a membership, anything along these lines, you feel excitement when you're getting it off the ground. It's kind of built in excitement. With new and novel, there's usually built in excitement. It's not hard to get excited about something that you just dreamt up and you're putting it out there in the world and you're talking about it for the first time. What about when you're talking about it for the second time, the third time, the tenth time, you may find that you're not excited or not as excited or perhaps excitement feels a little harder to access. If you've experienced this. I know I have experienced this and I was coaching a client about this very recently and lots of people in my mastermind were like nodding along as I was coaching this client. They were like, yeah, like I have felt that before, that that lack of excitement or just. It's not that. It's not that we're feeling negative about the launch, but we just kind of feel like we're not naturally embodying that like super high, high excitement. If you have been in this position before, you probably identify with my client, who I was coaching on about this and, and of that. Any of the rest of us who have felt this before, it can feel like something is wrong. You're like, oh no, I'm not excited. What am I going to do? That's bad, right? Why is that bad? Because like I said, if we're trying to convey to other people, we're trying to get other people excited, how are you going to do that? If you're not excited. Something I talk about a lot when it comes to sales is you have to go first, right? Like if you want people to believe in your offer, you have to be the number one believer. And that might sound really obvious, but it's actually a problem. I see all of the time when people don't have the sales that they want to have, they don't have the clients they want. Sometimes I'll look at off. Not sometimes, all the time, really. I will look at their belief. I'll kind of try to get under the hood of how strong their belief is. And pretty often if we have a sales problem, there's a belief problem somewhere along the way. Like pretty much 10 times out of 10. Nine. Nine times out of 10, there's a belief problem somewhere. And so you may be tempted to borrow from that same logic that says, if I'm not excited, how am I going to get them excited? So I wanted to do an episode about this because if you've been in this position, it can be very worrying because then you can start to spiral and be like, oh, no, I'm not excited. Again, it's not like, you don't even have to be feeling negative. You can just be feeling neutral, which is what we're going to be talking about a little bit here. If you're feel like. I'm not even talking about if you're feeling dread or if you're feeling. But I mean, that could be the case as well. But let's just say that you're feeling just kind of like neutral. Like I said, you're just sort of feeling like. Yeah, because this is sort of the, the, the state that this particular client came to me with. And I'm talking about one client right now. Cause it's a recent conversation, but I've coached on this, has happened multiple times. So it's really, It's. It's common enough, of course, that I really wanted to do an episode about it. What I find is people, again, they've not launching for the first time. They come to me and they're like, I'm not like freaking out with excitement. I don't feel that big rush. And I'm concerned that it's going to impact my results. And the way that they got there in thought, in their line of thinking typically, is like, well, I'm trying to magnetize people and they're going to feel my energy. This is kind of where our brain goes, right? It's like, well, they're going to. I'm not excited. Or I'm not, I'm just not feeling that big excitement and they're going to pick up on my energy is the concern, right? It's like, what if they can tell that I'm not excited? Or what if, because I'm not exuding excitement and oozing excitement, what if they pick up on that in the sales process? And what if it impacts my results in a negative way? What if people don't sign up? What if this launch doesn't hit the mark because I didn't feel excited? And now our lack of excitement becomes a problem. And as you can imagine now, like ruminating like now the fact that you're excited, you're not excited, that was already, you know, can sort of feel tough. And now on top of that, you're, there's something wrong with that. Now it's even harder to be excited, right? Cause now we're kind of like maybe now headed towards a place of negative emotion. And so it can be very destabilizing. It can be very. Feel very unsteady to be like, yeah, I mean, I'm, I'm, I'm very excited to work with clients. Like, I'm very excited to run my group program, but I'm just not bouncing off the walls energetically about this launch and what am I going to do about it, right? This is definitely something, like I said, that I have felt myself and I have found that something I've tried to do in the past, by the way, don't recommend this. I don't recommend. What's about to come out of my mouth is we start to try to beat ourselves into excitement. We start trying to maybe perform excitement or push ourselves to excitement. And I think that's really natural, very, very natural response to be like, okay, well, I just gotta get excited. That maybe that becomes the question, how do I get excited? How can I psych myself up?
- [11:16]
Coaching Client
Right?
- [11:16]
Steph Crowder
Very natural. I could totally see, like, why I've done that before. Why. You, dear listener, may have tried that before, but something that occurred to me recently, and this is the conversation that we had in coaching with my clients, was what if we didn't have to make a lack of excitement a problem? And what if it could even be a positive thing?
- [11:38]
Coaching Client
Right?
- [11:39]
Steph Crowder
One of the things I've been thinking about recently is how, at least for someone like myself, and I'm assuming lots of you probably identify with this, excitement is sort of like a go to emotion for something like a launch. It's like, like I said, it makes perfect sense. It's Like, I'm gonna get so excited. I'm gonna be on the rooftop screaming about it. Everybody's gonna pick up on my energy. They're gonna wanna come along with me. And something that, like, again, after launching the same offer many times and having to do it lots of different ways, what you learn is you can't be excited every single time. And that's just not life, right? You have things going on in your personal life that are impacting you. You might have energetic challenges. Like, there's just so many reasons why excitement may not feel as accessible. It almost reminds me of, like, in a dating relationship in those early, early days when you're just, like, obsessed with each other. You can't, like, can't get enough of each other. It just comes very, very naturally. And as you settle into the relationship, it's not that you don't love that person anymore, but a lot of that, like, they call it the honeymoon stage, right? Like, it wears off and you have to settle into a deeper kind of love or you leave, right? Or you say, oh, there wasn't anything here except lust and infatuation. So it should come as no surprise that we reach a maturation with our offers where we maybe can't rely on that same, like, frenetic energy, almost manic excitement that comes in the beginning. But again, it can be destabilizing. Even though that makes sense for me to say that out loud, I know that it's still very concerning to be like, I'm not excited. What if people pick up on it? So what if. If we just kind of stop trying to make ourselves be excited just for a second? Let's set down that strategy and try to think about other things that we could do. So this was the conversation we had in coaching was like, what if not being super duper excited, what could be positive about that? And we kind of just started to brainstorm. What we came up with was this particular client started talking about how this steadiness and this almost peacefulness might be radiating off of her, and that might magnetize her clients in a different kind of way. This is her in this. In this case, it was this client's second time launching something. So the first time was that excitement and that high vibe, and it did work really well. She sold out her program. So this second time, we talked about how this different energy may do the job in a different way.
- [14:09]
Coaching Client
Right?
- [14:10]
Steph Crowder
So for this clients and for, you know, I think all of us, I invite all of us to think about this. For the people that you help, I want you to ask yourself the question, how might a neutral energy instead of a manic excitement. Energy, energy. How might a neutral energy actually magnetize your clients? Just as well? What if it's even better? Right, Interesting question. And what we came up with was there's a opportunity to feel into a groundedness when we aren't high, high, high, high, high vibe during a launch. Again, I'm not going to demonize the excitement. If you want to launch excited, that's amazing. Just kind of reminds me of motivation. You know what we say about motivation? Sometimes it's available, sometimes it's not. You can't manufacture motivation and you can't rely on motivation because sometimes it's available and sometimes it's not. That's why we have to have other things in place. If we're waiting around for motivation, we're going to be waiting for. It's the same thing with excitement. Sometimes you're just not going to be excited. Does that mean we don't launch? No, we have to think about how to do it a different way. So we were having this brainstorm conversation about how groundedness could really impact this person's clients and how that energy is actually something that her clients are most looking for in their lives. These clients of hers already live very, very busy lives, very chaotic lives, very full lives. And so what they actually crave most is peace, contentment and stability. And it was really fun to kind of see this eye opener moment on this call where we really realized, like, hey, you have an opportunity to magnetize from a different place, from this aspirational place of we're just, we're here, we're chilling, we're confident. Here's the key. We're still showing up. Like, one thing that we did not talk about or we did not decide was that like, oh, you're not excited. Well, you don't have to send as many emails. This is where I think we really go wrong. We start to use the lack of excitement as an excuse. That is where your lack of excitement becomes a problem. There it is.
- [16:14]
Coaching Client
Right.
- [16:15]
Steph Crowder
It's not the lack of excitement itself that it's a problem. It's when you start to use your lack of excitement as an excuse. In the same way that I could wake up and say, I'm not excited to go to the gym today, I'm not excited to go for my walk today. I'm not excited to work on my business today. Well, I'm just going to choose a different day. I'm going to wait until I feel Better. I'm going to wait until I feel up for it now. We've used our lack of excitement as an excuse. What's fascinating about that is it wasn't the lack of excitement that was a problem. It was the fact that we weaponized our lack of excitement and used it as a excuse to not do what we're supposed to do. That is a huge distinction, I think. So if you've been feeling like your lack of excitement is a problem, it might be because you've been pairing it with excuse making. Okay. So I think that in itself can be like just a huge game changer, light bulb moment to like, just liberate yourself from believing that you have to do it excited, you don't have to do it excited. We've talked about that before on the show. We've talked about doing it confused. You can do it sad, you can do it angry, you can do it unsure. You know, you don't have to be excited. Yeah, it can be fun to launch or do anything when. Work on your business and work out when you're excited. Take advantage of that energy when it comes. But it's not the only con. You have to get good at working under all different kinds of conditions. And that's really what we're talking about here is instead of saying, like, well, let me just, like, how do I manufacture excitement? A different question is how do I work with the energy that I have? And this is where I think it's important to not negotiate with ourselves on our plan. So inside of my mastermind sold out group programs you receive and you work with me and my team on your plan. You have a buzz blitz launch plan where we go day by day, week by week. You know what you're supposed to be doing, you know what emails you're sending, you know how you're showing up on your podcast, your social media. It's a unified front. And this is the key. We don't negotiate on the plan just because we're not excited. The plan. This is actually what's amazing is the plan is really there to support you through any mood that you might be feeling. In the same way that when I go to the gym, I have a workout plan already established on my phone. I don't wake up and say like, well, what do I feel like doing today? How's my energy? I just go and I do what's what. My programming.
- [18:28]
Coaching Client
Right.
- [18:29]
Steph Crowder
And so it's the same thing when you're going through a launch. And so for this client who's in this Energy of steadiness, stability and peace. She's gonna send all the emails that she planned to send. She's going to do her podcast episodes, she's going to show up on social media, and she's going to let herself do all of through the energy of steadiness, stability, peace, and I think confidence, right there can really be something to be said for. Yes, it feels great to be on the high, high of excitement, but you guys know the rules, right? It's gravity. What goes up must come down. And I have found that in my launches where I'm the most excited, I'm also riding the emotional roller coaster the very most. So if I'm super, super, super manic excited, we know what follows is I'm gonna have a dip. I'm gonna have a mood. Like, my mood's gonna have to come down. And I might find that I'm, you know, feeling really, really, really great when good stuff is happening during my launch and people are buying and people are booking and people are paying attention. But then maybe I'm really depressed and spiraling when it feels quiet. That's sometimes how it feels to be super excited in a launch. You're kind of more emotionally volatile and that can work. Okay, I've re. Listen, I've ridden many an emotional roller coaster, made a lot of money with the emotional roller coaster. We don't have to make it a problem. However, as I was discussing on this coaching call, we were thinking maybe there is something here, an invitation to kind of ride the middle line, right? Like there's a baseline. We can just be steady. We don't have to be freaking out with excitement. We don't have to be freaking out with fear. We can just trust our plan. We can do everything we committed to do. We can still be creative. We can still. This is. The part is important too, is just because you're not freaking out with excitement doesn't mean that you can't come from a place of service, right? So you can still be as you're launching, you can and should still be thinking about how do I help people through this launch? When I'm having sales call conversations, for example, how do I go into this very next call just asking myself, how do I help this person in one small way during this call? How do I listen to this person and whether or not they're gonna work with me? How do I be helpful? How do I lead from service? How do I create launch content that people are gonna really find valuable? It's going to be so much more than just inviting them to work with me. There's going to be so much available throughout my launch that is going to be game changing for the people that are coming along with me through this launch experience.
- [20:59]
Coaching Client
Right?
- [20:59]
Steph Crowder
So you can still be. Just because you're not, again, like that high, high excitement doesn't mean that you can't be serving, helping, and feeling really connected. That's what's interesting too, is like, we can still think about deep connection. We can still think about inspiring people. We can still think about helping and solving and seeing people and making them feel recognized and making our clients think, oh my gosh, I'm so happy that there's an email about this today. I have this exact problem. Or oh, my goodness, I can't wait to come to this person's webinar. Because that's the exact thing I've been trying to get an answer on.
- [21:37]
Coaching Client
Right?
- [21:38]
Steph Crowder
None of that requires that you be a 10 out of 10 excitement. And so I think that it's definitely a myth or a misconception that we have to be excited all the time. I think we make it a problem when we're not excited. And I'm here to tell you that you're gonna have to get used to feeling all different kinds of things because you're gonna. Your. Your career and your business is gonna be long and lots of different things are gonna happen. Maybe this has already been the case for you where you've been in this long enough to experience loss or depression or exhaustion or malaise. I mean, just for no particular, maybe nothing's really wrong. You're just. Sometimes you're just not as into it as other times. And again, that doesn't have to mean anything more than take it at face value.
- [22:22]
Coaching Client
Right?
- [22:22]
Steph Crowder
You're just chilling. You're just good. You're just steady, stable, content and grounded. And that can be a really amazing thing. So I just wanted to make the case for. Of feelings other than excitement. Okay, again, take it from. Take it from your girl who excitement. I'm an Enneagram. Enneagram 7. I call myself the Golden Retriever of the Enneagram. Excitement and delight and joy is my go to. Okay, so if you're like me and you're like, I don't know how to do it, not excited. I want to encourage you to look at your lack of excitement and ask yourself, well, how am I feeling? And you might be surprised at what you find. Just like this conversation with a client who was like, I actually just feel steady. That was the word I remember this word we kept using was like, steady. And then I want you to ask yourself, without having to change how you're feeling, how might that actually be an advantage? How can you work with the energy that you have? Because it's there. Like, that's the other thing that can be interesting to think about is, like, what if that energy that's there is. It's there to support you and it's inviting you to work with it. I love thinking like, this place where we landed with this client, where we were like, oh, my goodness. This steadying energy can. May. May actually magnetize people even better than the excitement. We always think people want excitement, but what if there's something else that's even more magnetizing? It's not a problem if you're not excited. It's just a problem if your lack of excitement creates an excuse. My friends, that is what I have for you today. What did you think? Do you agree? Did this shift something for you? You know, I'd love to hear about it. Please DM me on Instagram. You can find me @heystephcrowder, and you can also reply to any of the emails that I send you. I'd absolutely love to hear your thoughts, and I can't wait to see you next week for another episode. Until then, I am wishing you the courage and the clarity to go after what you love.