Chrysta Bairre career coach interview unstoppable coach

Bio

Chrysta Bairre is a career coach, speaker, upcoming author, and founder of Live Love Work. 

Chrysta works with successful mid-career professionals and service-based entrepreneurs who want more from life and career. Chrysta helps her clients increase professional impact and income-- working with them to love their work, be well-paid, and find happiness in and out of the office.

Chrysta has spoken at multiple Ignite events across Colorado, presented at Fort Collins Startup Week, Colorado State University, and many other local businesses and community organizations. 

Chrysta is a 2015 recipient of the Top 20 Classy Career Girls from classycareergirl.com, and a 2016 and 2017 participant and facilitator of Larimer County Women of the Year.

Connecting Personally

Chrysta lives in Colorado with her husband and their many animals. She volunteers with animals shelters, she's a sci-fi nerd, and she is not a typical career coach- she has 14 tattoos.

chrysta bairre live love Work unstoppable coach interview quote 1

The Beginning

Coaching full time for 4 years and started on the side about 8 years ago. Her background was in HR. She started a personal development blog around career development. People began to approach her with resume help, career assistance, etc. She began to look at different options for her own career. She moved to a part-time position and began coaching more often.

Low Point

She got fired from her part-time position but considers that a great thing rather tan a low point. Her low point came when she was getting started after she was fired because she just wasn't finding clients. She began to reach out to people close to her to ask for help and this was a big struggle to ask for help.

Momentum

She started having sales conversations every week and even trading practice conversations with other coaches and entrepreneurs that also wanted to practice. The next piece was speaking at Ft. Collins Start Up Week. She began to get a lot of leads just from this one speaking gig. She got into speaking by getting involved with Toastmasters.

The Future

She's creating a local networking group for professional women, 

chrysta bairre live love Work unstoppable coach interview quote 1

Revenue

One on One coaching with mostly business owners and entrepreneurs.

New Client Attraction

Speaking contributes to about 90% of her revenue. She speaks at a lot of networking events. She speaks for free as long as she is able to make an offer, which is usually a discovery call.

Best Advice

Get comfortable with sales conversations.

chrysta bairre live love Work unstoppable coach interview quote 1

Final Five

Habit or Skill - Speaking

Quality - Get comfortable with vulnerability and don't be afraid to show it.

Book 

Internet Resource - G Suite

Connect - LiveAndLoveWork.com  @LiveLoveWork on FB, Insta, and Twitter

Full Transcript

MILLETTE- Today we're joined by Chrysta Bairre. Chrysta is a career coach, speaker, upcoming author, and founder of Live Love Work. Chrysta works with successful mid-career professionals and service based entrepreneurs who want more from life and career. Chrysta helps her clients increase professional impact and income working with them to love their work be well paid and find happiness in and out of the office. She spoke at multiple Ignite events across Colorado, presented at Fort Collins startup week, Colorado State University, and many other local businesses and community organizations. She's the 2015 recipient of the top twenty classy career girls from classy career girls dot com and a 2016 and 2017 participant and facilitator of the Larimer county women of the year. Chrysta I want to thank you so much for joining us today.

CHRYSTA- Thank you for having me, it's a pleasure to be here.

MILLETTE- Before we jump into more about your coaching business I would love it if you would tell us just a little bit about you maybe some of the things you like to do when you're not busy working.

CHRYSTA- Absolutely Well I live in Fort Collins, Colorado it's about fifty miles north of Denver and I live here with my husband and our many furry children. People always ask when I say that so we have three dogs three cats and rabbits.

MILLETTE- Oh wow that's a houseful.

CHRYSTA- It is and it's often a lot of work and I do a lot of volunteer work with animals. There's a several different animal shelters in the area that I work with whenever I get the opportunity. I am a Colorado native and I am a sci-fi nerd so that plays a big role in my life.

MILLETTE- Nice. What's your favorite scifi movie or book?

CHRYSTA- Yeah we're just opening the doors now I was going to say T.V. show because I feel like this is what people always ask. I go with the classic Star Trek although I'm a huge, huge fan of Buffy The Vampire Slayer and Angel. You know, books, there are so many but I have to say Ender's Game is probably my favorite.

MILLETTE- Oh nice, yeah I love that I'm not really big on si-fi but there's a few that I enjoy.

CHRYSTA- And another interesting tidbit about me is I don't necessarily present like your typical professional coach, I have fourteen tattoos. Usually that's one of the first things people notice about me.

MILLETTE- Nice, do you notice if that has any impact on your business?

CHRYSTA- You know actually I don't think so. Because it's one of those things where I think what people really consider is less our outward appearance and really who we are and what we what we show about ourselves and one of the things that I do, that I've done especially over the last year is really focused on being present in my body and I feel like when I'm really present then people actually don't pay that much attention to the more superficial stuff.

MILLETTE- Do you use that, like in your marketing, I mean are you really open about your personality and who you are?

CHRYSTA- I often am, yeah and what's interesting for me is that you know I have gotten some work I know because of my tattoos because I had some professionals approach me and say you know you're not a traditional professional. You don't present like that, you don't show up like the traditional professional but yet you come across as being very professional and confident and well-rounded. And I've had people seek me out to work with me specifically because of this. They're really looking for that way for themselves like how do I show up, you know, even if they don't know I have tattoos and in most cases they don't. When they're seeking me out for this but they're right it’s how do I show up and come across with the value that I really want to represent as opposed to what people may see on the surface.

MILLETTE- Right, yeah, I think that’s something that I run into a lot talking to different coaches and it may not be tattoos but it's just the idea of people getting into this business with the idea that it's “business” and I'm using air quotes, you know, that they have to be professional and they have to be a certain way with the way they speak and the way they act and maybe that's not exactly who they are. So when they really kind of just let loose and put it out there, who they really are as a person, a lot of times that's when their business kind of breaks open and starts to be more successful.

CHRYSTA- Absolutely, because people can tell when you are trying to project a certain quality or when you're just being yourself and when you are just yourself and that includes your vulnerabilities and includes you know what you're really good at. And sometimes people feel that they can connect with you I mean I think it really increases that Know, Like and Trust factor.

MILLETTE- Yeah, definitely. I want to start off the conversation with maybe a little background about your coaching journey, so how long have you been coaching and what was your path to getting into it in the first place?

CHRYSTA- So I launched my business full time about two years ago prior to that I had been doing some coaching on the side mostly. I have a professional background in H.R. and business management and about eight years ago I started a personal & professional development blog and what I found was people would read my blog and started coming to me for advice, résumé help, how to interview, coaching and all the stuff around problems that they were facing at work. And I kept hearing from people- you should really do this for a living. And at the time I did not have a good concept of what that would look like and people would say that to me and I was a little confused like- I don't even know how that would work. And then it was about five or six years ago I think I was working with a mentor and she got me connected with a coach and it was through the process of me working with a coach that I realized- oh this is what it can be, what the relationship can look like in practice and I knew that I had a real interest in helping people help themselves under the professional umbrella like as it relates to their career or their business.

MILLETTE- So let's talk a little bit about that blog I would love to know why did you start that blog in the first place what was like a creative outlet or what caused you to want to do that?

CHRYSTA- That is a great question actually. So what happened was I was going through a health crisis and I had had a long run of stress related illnesses and injuries and issues I had seven surgeries in six years I got shingles at that age of thirty five and I realized I needed to find a way to better manage my stress. While all of this came about right before the economy took a huge dip in you know 2007-2008. And I was at the same time realizing that I needed to find better ways to deal with my stress I was looking at my future, my career, and what that was going to with myself and I started writing this blog as a way to challenge myself to not only look at different options for myself career wise but also to find ways to better manage the stress that I was experiencing at work. I knew already a lot of good tools and I had a lot of resources I just wasn't using them consistently and writing a blog post every week and interacting with readers and reading other blogs that were on similar topics really brought all of these concepts and tools into my life and a way that I was living it every time I wrote.

MILLETTE- Did you start the blog then more, I guess, almost like what it was traditionally created for, like an online journal just for yourself?

CHRYSTA- Absolutely.

MILLETTE- So when people started reaching out to you I don't know I would consider that to be kind of like a little bit mind blowing that people were finding me on the internet for something that I just created for my own benefit.

CHRYSTA- Yeah I mean it was mind blowing for me I think personally because I did start to talk in a public space and I had been on Live Journal for years prior to that so you know Live Journal I guess you could definitely have a public journal but mine was mostly friends only. And I was very comfortable and used to the idea of communicating through writing and sharing what I was thinking and experiencing with other people and so it was a conscious decision to make this blog be different than what I was writing in Live Journal. You're right like there are personal elements I was revealing in the blog but it really did have a more professional focus and I knew that I was putting it out there to the public. For myself but also because I believe that there is other people who you know needed some of the same stuff that I needed.

MILLETTE- Yeah, so let's talk a little bit about the shift from being employed to being a full time coach How did that all come about for you?

CHRYSTA- Well you know I feel like I did what a lot of us probably do right? I left my full time job and got a part time job with the intention of launching my business on my side but how that worked in practice was my part time job still took up a lot of my mental energy and my time and well I did some coaching of clients on a referral basis I wasn't really putting myself out there trying to find clients, treating my business like a business and so I did that for about two and a half years. Where it was almost like a hobby business that I was playing at. I have this business well I worked a part time job but I really wasn't. I didn't have the skin in the game and I wasn't doing the things that I needed to do and so I made the decision to quit my part time job and just do it. No more you know excuses, no more safety net, and what was really interesting is that less than a week after I made the decision to quit my part time job so that I could launch my business, I actually got fired.

MILLETTE- Wow, talk about the Law of Attraction. You got what you wanted, right?

CHRYSTA- I certainly did!

MILLETTE- So a lot of people would look at being fired from that safety net as a huge disappointment but would you consider that to be one of the best things that happened?

CHRYSTA- It was it was absolutely a gift. Because even though I had made the decision to leave that job in my mind I had created this plan where it was like OK I will work here for another six months and I'll slowly transition out and I had all these ideas and you know I was going to go to my boss and talk to her about how I could transition out and it was still in my mind even thinking well maybe I'll still work just ten hours a week if she'll let me. You know that kind of thing and it was the greatest gift, getting fired. Because that was really the push that I needed to actually get out there and really, really do it. Because I was afraid and I think you know that's common and if that hadn't happened I don't think that my business would have got started. And when you've been at it six months I think it should have been further out. But I mean that moment that I got fired I was just like this is a gift and I am all in and I mean you're going to do this. And I was like- if I fail then I'll go back to working you know in the corporate world or whatever or I'm going to do this and I'm going to succeed and I'm all in.

MILLETTE- So one of the things that everybody loves to hear about is honestly some of the low points because it really helps people to understand that even though someone experiences some disappointments at the beginning of building up their business when they're able to pull themselves up out of that, I mean, that's really inspiring and it lets other people know it's possible. So let's talk about maybe a low point that you experienced as you were getting your coaching business started

CHRYSTA- Yeah, absolutely you know there have been plenty of low points and I like to treat them as opportunities to learn and grow and I still have low points I mean I had one yesterday so I'm not going to sit here and tell all of you that I have everything figured out and it's all going smoothly all the time. I mean there are still bumps in the road right like that's just part of being a human being and owning a business and a growing business at that. But one in particular that I wanted to share was I really had difficulty getting started. I got a couple of clients right off the bat but I wasn't really making much momentum I didn't have very many clients and I was making five hundred or less per month in the beginning, the first couple of months and most of it was going back into the business. I was working with a coach myself, a business coach, and I was like why, why, why, why? I have to do it, I have to get some money coming in and it was a real low point when I was like I don't know if I can continue. Is this going to be me making the decision that this business isn't going to work? Because I need to be bringing in some money and she told me that the fastest and easiest way to get a cash infusion when you're a coach is to make ten calls to people who you know support you and ask them for a referral. Well I heard what she said and I was like OK I hear what you're saying and I’ve got to tell you I am noticing a huge resistance coming up for me. And she said tell me more about that and I said well it feels really needy to call people up and say you know I can't find clients I need you to give me a referral. And she told me to embrace that neediness, to own it instead of trying to shy away from it and encouraged me to go ahead and make the calls. And she said you know if you feel needy people pick up on it so just own it right? And I did. I started off the friendliest people I knew, the ones who are also like my biggest cheerleaders. And I honestly started the conversation by saying “you know this is really difficult for me I'm trying to get this business going and you know I'm really independent person and I like to think that I can do it myself but the reality is that I need to meet more people who are like the people I want to work with and I'm going to ask if you can help me with that, is that something you're willing to do?” And they all said yes. And I said great, this is the kind of person that I'd like to have some conversations with. Do you know someone like that? And would you be willing to make an introduction? And I picked up two clients and I had quite a few sales conversations and that really helped me get a lot better at conversations and you know I picked up two more clients and that got me into a flow, like once I really got over that hump where I was having sales conversations and I was comfortable with it then from there I didn't really find myself in a place where I didn’t really have enough clients, I didn’t have enough leads.

MILLETTE- Yeah that's kind of cool because I talk to a lot of established coaches that say you have to get out there and have those conversations. That the more conversations you have the more clients you're going to get and it seems like for new coaches that can be sort of a sticking point like I don't know if it's just a fear or a mindset thing but there's this block around getting out there and making offers and or even if you want to frame it as, you know, telling people what you can help them with, telling them what problems you can solve. And then asking them to work with you so I think that's a huge stumbling block for a lot of people and you just sort of have to suck it up and get over it

CHRYSTA- Absolutely and for me you know I got over it not by pretending I didn't feel needy and I wasn't he because let's be honest I was needy that was the truth but by owning it and not shying away from it and like well I don't want to do that I don’t want to call and ask people you know who they might connect me with because it sounds needy. We're not going to get on the phone to make that call and pretend like I don't feel weird about it, I totally feel weird about it! But by saying that, people didn't think less of me, right? They felt like they knew me, right? Like it was that trust thing, right? And I will say to you on that note, because I do agree with you about how much that really is an issue. And in addition to doing real sales conversations I made a commitment to do three practice sales conversations a month with other coaches and entrepreneurs. And I did that for about three or four months and that made a huge difference as well. So I contacted other coaches and entrepreneurs and I just said I want to practice sales conversations, you know, do you want to do a practice session? And we both practiced on each other and gave feedback and that also helped so, so much.

MILLETTE- So I have a question about that. When you connect with someone else another coach or another entrepreneur and you swap out discovery calls, so to speak, do you put on like a persona and you actually, you know, you ask them questions, you give them some pushback on the price, you know? How exactly did that work for you?

CHRYSTA- Yeah absolutely. I mean basically most of the sales conversations that I did, I did tell them like this is the person I would like you to think about. And mostly I wasn't giving them a completely fictitious persona, I was asking them for the most part to think back on a time in their past when they were in a situation similar to the people that I want to work with. And then would have the sales conversation from that basis. So I really wasn't giving them an entirely different persona to take on but was asking them in their own experience or maybe someone that they're very close to, you know, a family member or close friend whatever, like you know, can you put yourself in this person's shoes? And respond as if you were that person.

MILLETTE- And did you find it helpful for people to bring up challenges or reasons that maybe they were hesitant to work with you so that you could also work through that aspect

CHRYSTA- Absolutely. Yeah, yeah absolutely.

MILLETTE- So at what point did you feel like you were finally getting some momentum was it like after you started to get a few clients and things just felt easier or was there a particular tipping point in your business?

CHRYSTA- You know the tipping point, the first tipping point for me was right after this conversation I told you that I had with my coach where I was making five hundred dollars or less per month. And these referral calls, that led to me having some pretty steady clientele. I didn't have as many clients I wanted but it did lead me to at any given time I always had a certain number and so that really felt like that was a huge momentum for me. And then the second time was in February I spoke at Fort Collins Start Up week and it was like within a couple of weeks I got tons of leads. And it was interesting because I you know I didn't make an offer for coaching because at the Start Up week the speakers don't typically make an offer from the stage. But what happened was I was hearing about my speech from people who had been there. And I was hearing about it you know in a way that they didn't even know that I'd been the speaker. They were coming to me and they were like “Oh my friend went to this great talk at Start Up week and she heard about this, you know she heard this tip and then she told me about it and now I'm doing those things this way and it's so cool I thought you might be interested in this tip” and I'm like that was actually my tip! And you know I realized that it was much bigger than me at that point. And it was crazy because I just got all of these leads and it was so many leads I was a little bit overwhelmed to follow up with them all honestly. And the next month I doubled my income goal so up to that point I had been really close to my goal and really close to my goal and really close to my goal and then the month following when I spoke at Start Up week it was like I doubled it and I was like Holy Crow!

MILLETTE- Exactly, so was that the first time that you had spoken or was that just sort of like a really good place that it just really meshed with what you had to offer.

CHRYSTA- It just really meshed. Yeah, I have been speaking a lot, really consistently. Right now I speak about twice a month and so I have been speaking one to two times a month at that point in time every month. And it was just, I don't know, it was the magical convergence the right talk at the right time to the right audience, my skill level. I mean the more you get out there and talk obviously the better and better you get and along with some of the presence work that I mentioned it just has had a huge impact on my business and it just all came together just perfectly at that time.

MILLETTE- So you mentioned that you've been doing this full time for a couple of years, when did you get started speaking? Has this been something that you did from the get go?

CHRYSTA- Yeah I've been speaking since I started my business. I joined a Toastmasters club. About five years ago maybe just because I'm such a personal and professional development junkie like I love it, it's so much fun and I had the opportunity to be a part of a Toastmasters club and I joined and I found that I really liked speaking and so I started doing some talks here. And there I did a couple of Ignite talks even when I had only been in Toastmasters two or three months. I submitted some ideas to various Ignite events and was accepted and so was getting up on stages of you know five hundred to one thousand people and talking well and so it was really natural I think for me to use speaking as part of my business because it's in that I enjoy and some think that it just turns out that I have an aptitude for it.

MILLETTE- Is that where a coach should get started if they want to get into speaking or if they at least want to see if it's something for them do you suggest getting involved in Toastmasters?

CHRYSTA- Toastmasters is a great way to get started or to even test the waters because it's a great place to practice and as well as a great place to grow your skills. And what's great about Toastmasters specifically is that you get better not only at communicating your ideas from the front of the room but there's all these other elements that happen in Toastmasters that you can get really good at listening and let me tell you as a coach I thought I was good at listening and I was but Toastmasters made me and even better listener. As well as it really helped me honed it giving feedback in a way that motivates people but also house and group so again that was a skill that I believed I had at least somewhat but Toastmasters helps me get a lot better at it and it also helps me practice extemporaneous speaking and then facilitating because there's all these different roles that you can take on at the meetings and you get an opportunity to practice a lot of different skills by taking on the different roles. Different meetings and groups are different they have different flavor, different feel to them. Some are more structured and a little bit more traditional than others so find a group that works for you. If you're wanting to look at that as an option if you go to a meeting it doesn't feel like it's the right fit, try another one.

MILLETTE- That's really great advice because I know that a lot of people would walk into one and if they're all called Toastmasters they're just going to assume that everything's going to be structured pretty much the same. So it's good to know that if you don't really vibe with one go check out something in the next town over and it might work a lot better for you.

CHRYSTA- Absolutely, absolutely.

MILLETTE- So let's talk a little bit about how you generate revenue you have mentioned that you do a lot of speaking and coaching and you work with professionals and entrepreneurs. So do you work with individuals or corporations? How do you generate revenue in your business?

CHRYSTA- So right now I'm primarily doing one on one coaching with individuals. When I'm working with an entrepreneur or I'm sometimes working with a business owner and I don't really consider that to be B2B. I do consider myself a B2C, I'm working directly with the consumer and the business owner most of the time.

MILLETTE- Great, so what's coming up in the future what are you interested in creating next in your business?

CHRYSTA- This is a great question because I'm really excited to talk about this. For years when I was in my professional career I was looking for opportunities to grow professionally to be a part of a community and connect with other professionals and I really struggled to find groups that provide opportunities that I was looking for. There's a lot of different professional associations that are specific to an industry and there's a lot of different networking groups out there. There's tons of networking groups out there but my experience has been at least in my area that a lot of the focus is on entrepreneurs and so I'm getting ready to launch a networking group for professional women that includes career professionals and entrepreneurs who are interested in creating community around leadership and professional and business opportunities.

MILLETTE- So is this something that you're going to create locally or is this an online thing?

CHRYSTA- It's going to start local and I would love for it to get bigger and be online and have a lot of different elements associated with that but to start it's going to be a local group that like I said before is really focused on community. How I've been describing it so far is that the networking group for people who hate networking.

MILLETTE- Most coaches seem to feel that. Networking is definitely something that people should do but at the same time I talk to a lot of coaches that hate it. They absolutely hate going to a networking event because it feels like you know you're in a receiving line and you're just taking a card and giving a card and there's not a lot of relationships that are formed.

CHRYSTA- And that's a huge part of my inspiration behind this group and my involvement with the Larimer County Women of the Year program. It has been a big inspiration for me because that program is all about women creating community and supporting each other and I have just so enjoyed my participation in that organization the last few years and I'm taking a lot of what I've gotten out of that organization and experience and bringing it into a networking group that's a little bit broader and is more accessible to more people.

MILLETTE- So speaking of networking would you say that that is your favorite way of introducing brand new clients into your business and what you do or do you have another way that you enjoy?

CHRYSTA- Speaking is what it is for me. It's getting in front of the room and sharing stories with people and I get about ninety percent of my leads from speaking.

MILLETTE- So where do you speak normally?

CHRYSTA- So I'm typically speaking at different networking groups a lot of the time. But the nice thing about being a speaker versus just showing up to network is that it's a different dynamic right? When you're just put into a room with a bunch of other people and it's like OK here's my business card. I want to have an opportunity to get in front of the room and really show who I am as a coach and as a facilitator to share stories to give people some tangible idea or practice or tool that they can use to benefit their own business or why.

MILLETTE- It definitely is a different dynamic when you go into a networking event and you're just one of the folks down there you know shaking hands and handed out cards versus you go into it with the idea in authority on the subject I'm going to speak and then people kind of look at you a little differently and they want to come and talk to you and learn more about what you what you do

CHRYSTA- Yeah absolutely.

MILLETTE- So in most of your speaking engagements do you do you make an offer? Do you find a way to get people on your list or is it really just strictly you know meeting people in sharing about who you are?

CHRYSTA- So this is an answer but I think that most coaches are not going to want to hear, but I make an offer. I speak for free as long as I can make an offer and I usually making an offer for a discovery session right so it's a freebie offer. But you have to be making an offer, you have to be offering your service to people whether it's in a sales conversation or just you know discovery call whatever you want to call it. Or when you're in the front of the room if you're not telling people how they can work with you then you're really doing a disservice to them because as a coach I truly believe that what I'm offering what I have to offer is going to help people then I'm doing them a disservice by not telling them how they can take advantage of it. And that's not you know what I'm talking about is different than high pressure sales. I'm going to try to convince you need what I have that's not what I'm talking about when I'm talking about is being present with the person and I truly feel that I can solve a problem that they have is telling them how we can make that happen not trying to convince them to work with me because it's not about me at that moment it's about them. It's about the other person and if I've given them some valuable insight or share information if they've connected with me in some way and they see themselves and the ideas and concepts that I'm talking about that, the most beneficial thing that I can do to be of service to them is to tell them how they can take it to the next level if they want to.

MILLETTE- Because really in a talk like you're talking about, something like a Lunch and Learn, something like that you just have a short amount of time that you're going to be presenting these ideas so if you can really wrap your head around the fact that you've whetted their appetite a little bit they should want to learn more if it's really resonating with them you really should just be getting them very excited about the things that they can accomplish with you.

CHRYSTA- Absolutely, right and that's a little bit this of the dynamic of if I don't make an offer and tell them how they can take advantage of having a conversation with me if their interested it's like I'm expecting them to make the effort and that's not how I show up as a leader. How I show up as a leader is that I make the effort and create the space and create the container for them to feel ready and comfortable to come to me and say Yeah I think I would like to have a conversation with you.

MILLETTE- So knowing what you know now about building up a really successful coaching business what would you say is one action step that you would recommend to coaches that are just getting started, what should they do first or is there anything that you wish you had done first when you got started

CHRYSTA- Well I'll tell you I think that getting comfortable with sales conversations is so important and it's something that really can't be overlooked. The type of work that I do whether it's with career professionals or entrepreneurs I see this attitude all the time and I used to have it too, that if I am really, really good at what I do you know and I put my work out into the world that someone's going to recognize that I’m an expert and they're going to come to me and want to give me a bunch of money and recognition for the good work that I'm doing. You know this also goes for people who are employed in a professional career but that's not most people's experience just being awesome at what you do isn't usually enough you have to be in a place if you really want to be successful taking ownership of your value and being able to communicate it and have conversations about it. And for our coaches I think getting comfortable with those conversations is so important. You know practice with other coaches, practice with entrepreneurs and have conversations and get comfortable with making the offer. And you know the biggest tip that I have about the sales conversation is: it's not about the coach it's about the person you're talking to. Most of us have these ideas that we have that make us uncomfortable about those conversations is because we're making it about ourselves and whether or not the person says yes to us and how do I convince them and I need more clients and I need more money...stop making it about you, be a good coach make it about them.

MILLETTE- How long is your typical discovery call?

CHRYSTA- Forty five minutes.

MILLETTE- I've had people talk about giving away a free session, and doing these marathon one or two hour calls hoping that by the end of it people will feel that they just can't live without you. And then I have other people who are on the flip side and they're like you know fifteen minutes they'll know in fifteen minutes if I'm the person for them so I think it's really interesting. Everybody's take is a little bit different on how to really dig into that and give enough but then not give too much.

CHRYSTA- In my opinion a sales conversation is about coaching someone through a decision making process and if you're a good coach then you're going to have great conversations or you have the opportunity to be great is because you’re just coaching them through the decision making process.

MILLETTE- Yeah, that's really good. Chrysta this has been so good and I have learned a lot in this forty minutes that we've been talking so I would love it if we could finish up now with the Final Five Rapid Fire questions.

CHRYSTA- Great.

MILLETTE- What is one habit or skill that's helped you become unstoppable?

CHRYSTA- Speaking

MILLETTE- What's one quality that you think every successful coach needs to spend some time developing?

CHRYSTA- Get comfortable with vulnerability and don't be afraid to show it.

MILLETTE- Recommend one book that's had a big impact either on your business or on your life.

CHRYSTA- So this is not a business and it is a novel that I read when I was younger it really taught me to be myself and to make my own way and create my own thing. It's the Earth's Children series by Jean M. Auel.

MILLETTE- I love those. Yeah, I've read every one of those actually. Give us an online resource that you think coaches would love and that you couldn't do business without.

CHRYSTA- The G. Suite you know GMail, Google Calendar and all of the services that fall under there.

MILLETTE- And finally how can the listeners best connect with you? Now that everybody knows more about you and your business and they want to reach out let us know what social platforms you're on with your website.

CHRYSTA- So my website is Live Love Work and you can find it at live and love work dot com. live and love work dot com. I am also on Facebook Twitter and Instagram under the handle live love work.

MILLETTE- Well I'll be sure to get all of those links and all of your recommendations onto the show notes page. This has been such a good conversation Chrysta I want to thank you so much for joining me today.

CHRYSTA- Thank you.