Podcast Title: Confidence Classic: Lead with Curiosity and Confidence with Master Interviewer Cal Fussman
Host: Heather Monahan | YAP Media
Guest: Cal Fussman
Release Date: May 28, 2025

Introduction

In this insightful episode of Creating Confidence with Heather Monahan, Heather teams up with renowned interviewer Cal Fussman to delve deep into the nuances of building confidence, especially in the context of transitioning from traditional to virtual business environments. The conversation touches upon overcoming fear, effective pricing strategies, leveraging existing audiences, and embracing technological advancements amidst changing business landscapes.

Navigating Virtual Sales and Post-Pandemic Adjustments

As the pandemic reshapes the business world, both Heather and Cal discuss the imperative shift from in-person engagements to virtual platforms. Heather shares her journey of launching her first live workshop with a Harvard professor, highlighting the challenges and learning curves involved in adapting her offerings to an online format.

Notable Quote:

Heather Monahan [01:09]: "We're learning as we go. And I want you to know everyone just needs to be learning right now. And that means sometimes failing and sometimes making mistakes."

Cal resonates with Heather’s experience, recounting his own pivot from in-person to virtual speaking engagements due to the pandemic's impact.

Notable Quote:

Cal Fussman [16:49]: "Technology has always been something that, from day one has just knocked me off balance."

Overcoming Fear and Building Confidence

A significant portion of the discussion centers on conquering fears related to selling and leveraging technology. Cal opens up about his technophobia and the steps he's taking to overcome it, inspired by Heather’s guidance.

Notable Quote:

Heather Monahan [18:43]: "There's so many solutions out there that sometimes we're not even aware of that. We could just have a person on speed dial to use when we need them."

Cal acknowledges the importance of stepping into fear as a catalyst for growth.

Notable Quote:

Cal Fussman [48:29]: "Fear is a green light. That means go and go faster. That's my favorite saying when it comes to the color green."

Pricing Strategies and Negotiation Techniques

Heather offers valuable advice on setting and negotiating speaker fees, emphasizing the importance of market research and confidence in one’s value.

Notable Quote:

Heather Monahan [35:40]: "You can always negotiate down, right? ... then you ask for the date and then they'll say to you, 'Kal, wow, that's a little bit more than what I had budgeted.' And that's when you say, 'Great, what did you budget?'"

Cal shares his struggles with pricing in the virtual landscape, seeking Heather's expertise to avoid leaving money on the table.

Notable Quote:

Cal Fussman [35:37]: "Is there a way of thinking to not leave money on the table?"

Leveraging Existing Audiences and Testimonials

Heather underscores the power of utilizing existing audiences, such as podcast listeners, as a primary avenue for converting followers into clients. She highlights the significance of testimonials and social proof in building credibility and trust.

Notable Quote:

Heather Monahan [43:51]: "You have an existing audience with the podcast, right? This is your low hanging fruit. You have their trust, they believe in you, they know you're a good person and you will deliver."

Cal reflects on the impact of effective testimonial use and the potential of repurposing his podcast audience for business growth.

Technological Challenges and Solutions

The duo discusses various technological hurdles faced during the transition to virtual platforms and shares practical solutions to mitigate these challenges. Heather recommends tools like PayPal and Shopify for seamless transaction handling and platform management.

Notable Quote:

Heather Monahan [44:57]: "There's a really easy one that doesn't look that good and that's utilizing PayPal where you just go and you set up a PayPal account... Then there's another upgraded opportunity, which is a Shopify account..."

Cal acknowledges the importance of having technological support to maintain confidence during virtual interactions.

Notable Quote:

Cal Fussman [19:32]: "Having that number would be great. It's just great advice to have your help a quick touch away."

The Importance of Reframing and Assertiveness

Heather introduces the concept of reframing language to exude confidence, encouraging the elimination of filler words and embracing assertive communication. She illustrates this with examples from her coaching sessions.

Notable Quote:

Heather Monahan [15:03]: "Instead of saying, 'I think that this is a good idea,' we move forward with saying, 'This is a good idea.' You make yourself a lot more powerful when you drop some of these filler words."

This shift in communication style is presented as a key factor in enhancing personal and professional confidence.

Future Outlook and Strategic Partnerships

Looking ahead, Heather and Cal explore the evolving business landscape, predicting lasting changes post-pandemic. They discuss the potential for virtual interactions to replace traditional face-to-face meetings and the broader implications for urban real estate and business operations.

Notable Quote:

Cal Fussman [48:29]: "Once we're used to talking like this... I just feel like we are in the beginning of a complete reconstruction."

Moreover, Heather extends an invitation to Cal to join a seminar co-hosted with a Harvard professor, highlighting the value of strategic partnerships in business growth.

Conclusions

The episode concludes with mutual encouragement and actionable steps for listeners to build their confidence and adapt to the changing business environment. Heather emphasizes the importance of stepping out of one’s comfort zone, leveraging existing networks, and maintaining a mindset of continuous learning and adaptation.

Notable Quote:

Heather Monahan [49:05]: "Fear is a green light. That means go and go faster."

Cal expresses renewed motivation and readiness to embrace the virtual landscape, inspired by Heather’s guidance and support.

Notable Quote:

Cal Fussman [51:43]: "Thank you, Heather. It's always great. I leave rejuvenated. I'm ready to do it."

Key Takeaways

• Adaptability is Crucial: Transitioning to virtual platforms requires flexibility and a willingness to embrace new technologies.
• Confidence Through Knowledge: Understanding market rates and having clear pricing strategies empower professionals to negotiate effectively.
• Leverage Existing Assets: Utilizing established audiences and testimonials can significantly enhance business growth and credibility.
• Reframe Communication: Adopting assertive language and eliminating filler words can bolster personal confidence and influence.
• Strategic Partnerships: Collaborating with experts and leveraging strategic relationships can open new avenues for business expansion.

This episode serves as a comprehensive guide for professionals navigating the challenges of building confidence and adapting to a post-pandemic business world. Heather Monahan and Cal Fussman provide actionable insights and real-world examples that empower listeners to lead with curiosity and confidence.