Jess Todtfeld unstoppable coach interview success in media

Resources 

Bio

Jess Todtfeld is President of Success In Media, Inc, one of the leading business communication and media training authorities in the U.S. With more than 15 years of experience, he helps CEOs, business executives, spokespeople, public relations representatives, experts, and authors to not just become better communicators, but create real tangible outcomes. His talks begin with one simple question…“What Are You Trying to Create More of?”

Jess has trained clients from the United Nations, IBM, JPMorgan, AARP, USA Today, The World Children’s Wellness Foundation, Land Rover USA, Edelman Public Relations, LinkedIn, The American College of Emergency Room Physicians, Scripps TV Networks, North Face apparel, and the ASPCA. Jess brings with him 13 years of experience as a Television Producer on the National Level for networks including NBC, ABC, and FOX. During that time he booked and produced over 5,000 segments. On the other side of the camera, Jess has hosted, reported, and even earned a Guinness Record as a guest… Record for Most Interviews Given in a 24 Hour Period.

Connecting Personally

Jess' background is in TV production. He got into coaching and consulting and training over a decade ago. He hold a Guinness World Record for the most interviews in a 24 hour period. He likes to spend time with his family and hang out with his kids.

Jess Todtfeld unstoppable coach interview magnetic speaker

The Beginning

He was at a crossroads in his career. He saw that people a little older than him were getting pushed out and he decided to make a shift in his career so this wouldn't happen to him. He transitioned over a three year period.

Get Started Speaking

Get started speaking about your coaching topic. Start out at local groups and offer to speak for free. Speak for free but have a plan to transition to a paid offer.

Continue the Relationship

Use the end evaluation sheet to learn what they want next. This could include a conversation or receiving more information.

Using Slides in Your Presentation

Only use slides to enhance what you are saying...don't use tons of slides. One idea per slide, keep in mind people usually only remember 3-5 main topics per speech.

How to be Memorable

Telling stories and giving examples is the way to be more memorable.

Jess Todtfeld unstoppable coach interview speaker trainer

How to Feel Comfortable on Stage

Hire an expert. Record yourself and then watch and critique. 

How to be Quotable

Use action words. Offer a prediction. Use emotion when you speak. Mix in a cliche. Use absolutes or aversions of the absolute in a triple play. 

A Book as a Content Source

Jess finally got a coach to help him get it done. He is going to speak his next book. He is also creating videos then using the content as book content and creating a course with the videos.

Best Advice

Get comfortable using marketing tactics. Don't do- Ready, Fire, Aim. Try a combination of organic and paid tactics. Focusing on marketing and getting your systems down is something everybody needs to make a priority. I'm not a fan of discounting. I feel if you have something of value then you need to own it.

Jess Todtfeld unstoppable coach interview speaker's coach

Final Five

Habit or Skill - Speaking

Quality - Listening better.

Book 

Internet Resource - KarmaCRM.com

Full Transcript

Millette- Today we're joined by Jess Todtfeld. Jess is the president of Success in Media Inc. one of the leading business communication and media training authorities in the US. With more than twenty years of experience Jess help C.E.O.'s, business executives, spokespeople, financial service professionals, public relations reps, experts, and authors to not just become better communicators but to create real tangible outcomes. Jess, I want to thank you so much for joining us today.

Jess- Millette, I'm excited to be here and to be helping all of your big listeners today.

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

Jess- Nice. Well the business side of me is I was a former T.V. or I'm I am a former T.V. producer. I was a producer on the national level at A.B.C., N.B.C., and Fox. I did that for about thirteen years and then I left to start my own coaching and training and speaking business where I started out with media training and eventually expanded a short time after expand to include presentation training and speaker training so really under that banner of communications. And I even set a Guinness record for being interviewed the most times in twenty four hours which was one hundred twelve different radio stations. You know I can stay up all night is one thing you know about me!

Millette- How long were all these interviews?

Jess- They had to be five minutes long or longer. For Guinness that was what they wanted and really I did that as well as plenty of T.V. and print to show my clients that I'm willing to put myself in the hot seat. And on the speaking side whether it's interviews like this or being out in front of other folks I'm always looking for ways to keep myself in the hot seat. And a quick thing you asked about personal so a quick thing about that is that family is super, super important to me. And you asked a question I don't often get but when I'm not busy doing this and talking to nice people like you then I’m usually with one of my sons volunteering with the Boy Scouts all around town and either cleaning stuff up or going on a camping trips and it's a lot of fun.

Millette- Yeah those are some fun things for sure. Now everybody loves to be inspired by people's journey so the first thing I want to talk about is just a little bit more about your journey. So can you tell us about how you made that shift from working in T.V. to taking more of the approach of training and coaching and consulting?

Jess- Well I think like a lot of the people who are tuning to coaching they probably had some time in their life where you had that regular job and things were going all right but you were at some sort of crossroads. So for me the crossroads was that the people who are just slightly older than me, who are turning forty, (I'm over forty now) but those people who were turning forty were either being pushed out or just we're not really advancing and I knew that television was a young person's game and this is actually right before social media really exploded. Which I think it really sort of exploded around 2007 which is when I officially left. I started my business about three years before leaving so right around that time three years before I said OK what is the future for me? What will I be doing? It needs to be something where I can use these skills that I like and I enjoy. And how I can help and empower people? That's what I want to do and I felt like maybe I could do it in a better way than working in T.V. and cable news where you're just chasing around the next shiny object most of the day. And you know it's a little less like empowering people and you know a little more gossipy I guess even if it's about the news of the day. And so it made sense to me to start out with training people to say speak to the media or different types of communication training and when I said there was about a three year window, three and change probably, before I left. It was important to figure out- how do you run a business? I have a wife and two kids and they were very little at the time and you know my wife would say to me “this is great I see that you like helping people” and I would maybe do a phone session for a couple hours or an in person the session for a couple hours but my wife would always say “this is great but how is this a business?” And I was really glad that she asked that question because initially I said “I don't know yet.” But now I will find out and that's what I needed to do before leaving you know which was a decade ago so you know it's really important I think people listening you need to figure out- how do we get more business? How do we get more leads? How do we get better at running our business? All of these are important to figure out.

Millette- Yeah absolutely. What I really wanted to talk more about today normally when I interview coaches we kind of go through you know the whole background of how they built up your business but what I find to be so intriguing about the trainings and your business is that you really help people get comfortable being on stage and you give them all these tips and tricks and this great advice about how they can really present themselves in a way that's going to help them grow their business and continue to get gigs and to convert some of those leads into sales.

Jess- So for a lot of people who are coaches you know it's usually not about these big public speaking situations and it doesn't have to be but the seed I really want to plant in everybody's head today is that this is a major marketing tactic for you. It's really an opportunity to get in front of more people and at the same time give them insights into what do you talk about, what are some of the common pains that those that you help are dealing with, and what are some of the solutions. Not every solution or all they need to work with right? We can you tell everything and then you know there's nothing left. Although ideally there's more where that came from but really what you want to do is you want to highlight pains that they have and even pains and problems they didn't know they have. This is very important and believe me people are grateful when you share this with them. They want to avoid pain it's one of the biggest motivators that we have as humans. We actually were motivated in two big main ways which is avoid pain or seek pleasure and of course avoid pain is the better of the two. That makes us act. So you know we need to let people know and then deeply uncover what those pains are. So that people can decide if they want to take action now. One great action is to work with us as coaches. And the other might just be, you know not everybody has to work with me. You know, hey, go get educated, go read books, go do something to figure out whenever the issue is that they're dealing with. You know that's something else too. I mean I've spoken in front of groups where somebody remembered me eight years later and either came to me or sent clients to me and I said “really, you remember me speaking that day?” “Yeah, I was in the room, I was quiet, I didn't need you at that time and now I do. And I work in a company where we have a budget for all this and get in here.” And it just happened me recently again so know your base, I mean it, so you're planting seeds all over for people to, you know, take action on one day. You know ideally they take action with you but we just want to be a messenger for change and get them to take any action.

Millette- So a lot of times when coaches are either just getting started or when they're looking for ways to grow their business a lot of people think about maybe I could start to speak but I just don't really know where to get started and I don't really know what I should speak about. What's a good idea for someone who's just wanting to dip their toe in and see if it's for them?

Jess- That's so great, well, begin with what you know with what you're coaching business is about what your background is about and think about who needs that. Who needs to hear your message and you know of course we all want to get paid but there are lots of different ways that we can get paid from speaking. So there are paid strategies and they are free to fee strategies. So you could do a free lunch and learn at a local company or group or real estate office or you name it whoever it is that you serve. This is what I've done in the past when I've had a little bit more time to do something like this I've called up a local group. Ideally I know somebody who works there. I did for LinkedIn actually and then ended up working with them as a client. What I did was I said “listen if you want I'll come in I'll do an hour” you know it's a Lunch and Learn people can either eat or not either way but I’ll do it you know during lunch time when people are supposedly available and they put twenty people into a conference room and I say one thing that I that I do ask though if I'm going to come and do it without charging you and I'll say (you have to put a number on it that they are getting X dollars worth of value) so what you want to say is the one thing that I want is I want one of the higher level bosses or decision makers or whoever that is to at least be in the room you know at least for a chunk, at least the first you know fifteen or twenty minutes and usually they'll say OK. You know they can turn and go to their boss and say hey we're going to get this thing that's worth thousands for free they just want to know that you at least saw some of it and then ideally you're so great in those first fifteen or twenty minutes that they stick around and say “oh this is valuable, this is something I should hear too” and even if they get pulled away which ideally they stick around they got enough of a taste that maybe they could hire you. So it's a great tactic for people who are starting out to do the free to fee model. So when you say “but what about the fee” it's kind of like an audition when the decision maker saw you, so then the second piece would be to say “hey, can we set up a conversation about some options I have for helping your team?” So then you want to have another conversation in a conference call and again you want to identify some of the pains and the issues that they have and talk about how you can you need to diagnose like you're a doctor and you need to prescribe the solution which would be you and then send a proposal. And or however you want to you know a proposal could be all fancy or it can be an email document that says here is what I'll provide. And here's how much it costs but provide something next and then stay with it until you get a yes or no. Those would be a few of the steps to go from speech or free speech into OK now they turn around say OK we'll take that coaching package or we'll start with three of our people. This is just obviously the one corporate example and there's lots of different groups and ways they work.

Millette- So, how do you feel about making an offer if you can't sell while you're giving the presentation? If you're going in on a lunch and learn and it's really just strictly to provide value are there ways that you could then find a way to reach back out to these folks that have been in the session in a way to get their email address or a way to continue the relationship without stepping on toes?

Jess- Yes so I will give you a piece of the secret which is using the evaluation sheet to be able to get them to check off what they want next. So you can say back to them “you told me this is what you wanted, to know more about this” and “you checked off to set up a conversation where we can talk about those issues and problems so let's do that” so that is a sweet spot for being able to take the next step when they're not expecting you to sell at that moment. And there are times when it's appropriate to sell at that moment so you go to a networking group and you're talking and you know some people are going to want to work with you and you can use a combination of those at that event you can say “hey listen I'm not big on quoting exactly how much I charge because there are different packages for different needs and the amount of time I spend and I don't know who falls into what category.” Anyway, you know, I'm not a fan of just a couple of hours anymore because I tend to go much, much deeper with people so that I can create actual real results with them. People tend to buy that because they want the actual real results instead of just they got a couple of hours of somebody who motivated them and that was the end of it. So I'll say it really depends, I don't know how much you need but let's talk about it and then I'll provide some proposal that says great you told me this and I can see you needing one of these three packages and then I give them A, B, or C choices and ideally they pick B which is another little thing because people tend to go for the medium sized option. And some people go for the small and some people go for the extra large which is my opinion of the larger option. But yeah but these are a few ways you could get people to take more action.

Millette- So when people first start getting into going out and doing these presentations one thing that I always kind of question when I'm sitting in a presentation is when I'm just getting slide after slide more information, more information and it just seems a little overwhelming. So is there a sweet spot as far as how much information to give? Should it just be sort of a basic, a 101 course?

Jess- Well you bring up something really important which are slides. So I feel like we need to have an slides intervention with everybody who's listening who's ever used Powerpoint for something or whatever your program of choice that you have slides. The only reason to use slides is to enhance whatever it is that you're talking about. So if you are in front of people and you want to talk about an orange, that thing that you eat, you don't need to put the word “orange” up on the screen. You can either say orange or show an orange or put a picture of an orange if it really enhances and we need to see the detail. But I want people to really realize the only purpose of powerpoint is to enhance what it is that we're talking about. To take it a step further and just quickly I'll give you an example which is- I worked with a group that was starting a stock portfolio of farmland and they were talking about one thing that happens in this country is that we have drought situations and not enough water so they showed pictures of the technology being used where just the exact, precise amount of water is being used to water these different fields and then in other areas the wells are so deep, they're three hundred feet deep, and that it would take four years constant, nonstop drought to have it be a problem. So we saw those images and seeing is believing so to see those images and see that technology and see somebody standing next to the well and they look like a dot compared to the how wide and deep this well is then we get the point first of just saying yeah we're prepared for a drought. So for everybody out there, only use it in a way that enhances and another piece to add to the equation is one idea per slide. It's like talking into two telephones at once, it doesn't work. We can't talk over nineteen bullet points and expect people to listen to us and read everything and then try to read and then you click and then it's gone, now they're upset and they're asking for your slides. And you also asked about how much to put into the presentation. How much should we put in? Well it really depends how long the presentation or speech or whatever you want to call it is. Depending on you know who they're in front of really. There's only two types of speeches by the way only two types in the entire world. Good and bad. Interesting or boring. So that's it. So being memorable is a key piece of the equation. So we really only remember three to five main ideas when we hear somebody speak whether they were speaking for a few minutes or they're speaking for an hour or all day. Three to five main ideas. If you and I were chatting after watching the State of the Union speech during whatever president and I said “oh I missed the speech last night what did the president talk about” then you said “oh well let's see health care was a big topic, what else foreign wars in North Korea, I know immigration came up. I can't really remember anything else.” Because our brains remember just a handful, just three to five main ideas and you can have subsets of those so I'm not saying you know that's it, you can only talk about three things all day. But if you can chunk them into three or five main categories and then decide to go deeper on some of them. That's fine too but just having a general sense of how our brains work is the three to five main ideas.

Millette- Is there a way to make people, well maybe not make people, but to get a better opportunity for people to really connect with you, to remember what you're saying? Because I know that when I hear people like give examples maybe about themselves or maybe even about someone that they helped, a lot of times examples help me remember and it makes me connect with the person a little better. Is that kind of true for everyone?

Jess- Yes so the sweet spot for being more memorable is stories and examples. That is the sweet spot. Why is it the sweet spot? Because the way our brains work is we remember images and when you give an example even like the farmland example some of the people tuning in we're envisioning what I was saying and I don't have any power point slides today. Actually I have one hundred powerpoint slides I'm scrolling through them. I'm just kidding. You know I have no powerpoint slides, you don't need them. We can just talk like human beings today and it's great. So stories and examples and there's a magic phrase I'm happy to share with your with your fans and family, everybody, your viewers and listeners and whoever OK the magic phrase for getting to the stories and the examples is “for example”. For example. So you're talking and giving main, big, high ideas and then you stop and say for example. The farmland folks this is what they did and as soon as you get used to doing that and telling more stories and we're natural born storytellers, we are. If you go to dinner with anybody notice what happens, everybody starts turning into “Yeah this weekend this thing happened” “oh you're not going to believe that happened” “you know we're not going believe what happened” right and so we're natural born storytellers yet we strip them out when it comes to giving a speech or presentation or sales conversation because we stick with the bold points, the data. Don't be a data dump is where we go with that, so don't do that it doesn't work as well. You can give data points but give a “for example” and tell a story.

Millette- Now I'd love to talk a little bit about doing interviews, doing podcast interviews, doing radio interviews for folks who do that sort of thing locally. A lot of times coaches are a little bit scared to get behind the microphone, to talk to someone and maybe they don't know exactly what they're going to be asked or what sort of questions are going to come up and they don't want to look foolish. They want to be able to present their business and present their services in a really concise way but they just don't have much experience. So how can you get experience, without going on these interviews and maybe stumbling at first? How do you get the experience so that you feel a little more polished so that you can accept podcast interviews or radio interviews?

Jess- Well of course working with a media trainer or reading the brand new book Media Secrets: A Media Training Crash Course written by me. Those are two great ways that you can tackle that. I'll give you a couple other ones as well. Basically practicing with a video recording device, good news, we all have one in our pocket, our smart phone. Sometimes it's funny to say in our pants but I'll stick with pocket today. And you take that out and you know the put it on a window sill or hand it to somebody and say “hey ask me these few questions” and we need to practice a few times and we need to be critics of ourselves but fair critics. And unfortunately most people are not fair critics, we look for everything that we hate, we are our own worst critics and we're not liking anything. And what we need to do is we need to look at it and figure out two things. One: what's working? Do more of that. Two: what do I want to improve? Great make those improvements then do it again. And that is a big piece of what I do both on the media side and the speaking side with my clients. So I'll show them here techniques for better getting with your answers or having more control over your answers and this is also like I said practicing with a video recording device.

Millette- Now I want to bring something up that hopefully none of my past guests will listen to and wonder if I'm speaking about them but I do my own show notes and I always make up audio clips and quote images for every single interview that I do. Sometimes I'll have a sheet of paper that's got a lot of things that I can use and I actually have trouble choosing what I'm going to use in an image or for an audio clip and sometimes I have to really, really struggle to pull out something coherent. Not that they didn't say something useful but they didn't say it in a way that I can quote it and I can't quote ten minutes of audio. So how can people learn to come up with little sound bites or quotables and how can they figure out how to stick them into an interview so that the interviewers can or they themselves can then turn around and use that to promote what they have to offer?

Jess- Yeah well when I was a T.V. producer we used to say you know “I know a good quote when I hear it” and I think you're a lot the same way it's you know a good one when you hear it and when it's kind of wishy washy or it's nonspecific I just know that I don't like it, it's not helping. So a few of the elements on speaking- one is using action words bold action-oriented words. I reverse engineered what makes a great quote, so one is action words- I was moved when I heard this information, we were shaken by this news notice the action words there. Also saying something that is a prediction, people love predictions. So if I think if I said I predict in the next two years that we are going to see a 30% of solopreneurs become speakers, then we should say whoa that's interesting. Yeah how did you come up with that- I just made it up but don't just make stuff up but that would be an example of a prediction. Emotions- that's another great technique, make sure there’s emotion mixed into what you're saying. And when we hear interesting stories on the news is there's always emotion around what happened from those people and you want to do the same. I'll give you one or two more. Surprisingly mixing in a cliché will actually help you become more quotable even though we've all been taught in seventh grade English to never ever use clichés. Yet journalists can't stop themselves quoting you using one. So I'll tell you what I mean by that, which is if I'm talking and talking and talking and then I stop and say “look the bottom line is you need to do this” you'll say “he just bottom lined it for us” or “look at the end of the day this is what people need to do” and there are a lot of them like that. Obviously if there's one that feels cheesy don't use it because that's not what we're going for, but this can help people to create one. I'll just give you one more it's using absolutes or aversion of the absolute. Or this technique which is the triple play- which is saying look people need to do this, they need to do that, and they need to do this other thing. “Coaches need to be thinking about marketing, they need to be thinking about their brand, they must take action and go find clients.” If I said those three things then you say “whoa something feels great about the answer Jess just gave”. So there is a formula for coming up with quotable quotes and you know I encourage all coaches who are listening right now, look I'm being interviewed and I'm a coach like all of you I mean I'm also a speaker and a trainer and the lines get blurry depending on the day, obviously. Go out there talk to people, do interviews, so many people listen to podcasts and this is why I'm here today, it's such a great way to be in front of specific groups. So I know I can help and serve this group today instead of being as generic, of course I like to be in the New York Times or in Forbes or any other of the big outlets those are great but this is another really terrific, focused way to connect with people and help people.

Millette- Let's talk about your book just a little bit because you mentioned it a little bit earlier.

Jess- The book that I released recently Media Secrets is my fourth book and I actually had a lot of trouble just finishing it so do you know what I did to be able to make that happen was I got a coach. I got a coach and this coach helped me in three areas. One was get it done. The second one is what do we do to have a really legitimate bestseller. And the third was how do I monetize it, how will it actually bring money into my business instead of me feeling depressed and sad? I’m going to give a shout out his name is Trevor Crane I think is one of his sites is Trevor Crane dot com Epic Author that's his site too and he was great and totally did right by me and I made back every penny. I needed to get a coach and we all know the value of that yet sometimes we don't do it. I've been you know just as bad as a lot of people where I mean sometimes I've done it and sometimes I don't think of it right away. So he heard me talking, he actually interviewed me on his podcast about media and speaking marketing techniques and at a certain point when we were chit chatting he had me back an extra time and when we were on the break I mentioned something about this book that's coming out and he said listen you keep bringing up this book that's never coming out and he said come on you know what I do what's going on with the book? And he called me on it and you know what there are a lot of great tactics which for my next book I will use one of his tactics which is speaking your book and some of you may have heard this one but where you can speak it, have it transcribed and handed off to somebody who can then take your words and your passion in what you said and be able to massage it just to get it into the written form. And then you can show up where you've already outlined all the sections you spoke the whole thing. The next one I'm actually doing I'm going to record them as videos and then strip out the audio have them transcribed so this way I have all of this great content I can sell a video course for and this one will be focused on speaking. I have a couple of speaking programs, a magnetic speaker program and some other ones that people can will be able to get. That's the best way so for everybody who's sitting there with a book that they keep talking about that's never coming out like me, I finally did it. You yes you could go get a coach and speak the book. Sitting in a room quietly just didn't work for me even though that really is how I got the whole book done. I basically I didn't find the coach until the end of the process so next time I will do it smarter. And I want to add in that encouragment which I thought was really interesting is doing it up in front of people throughout the process, announciung on social media you know if you're doing a book, you talk to your listeners about everything that you're up to and then they get excited about it and there's buy in and they feel like they're a part of it so by the time the book came out, this is what helped for me, it ended up hitting number one on twenty five different bestseller lists and they were real lists not just you know, whatever, silly basket weaving and whatever. But you know what I mean they were my actual you know public relations and communications and communication skills, they were my actual categories. Yeah doing it in front of people is super helpful for getting it done, it keeps you accountable.

Millette- Right, well Trevor Crane was episode number 60 so I had the pleasure of speaking with him not too many weeks ago. He’s definitely a no nonsense guy and if people want to go back and check out that episode I think he does talk quite a bit about what you mentioned about putting yourself out there on social media so you have some folks holding you accountable and getting that buy in and getting excited about your book so that was definitely a very cool interview as well. So before I let you go I have a couple more questions. One thing that I really want to know is knowing what you know now about building up a successful coaching and training business what would be one piece of advice that you would give to new coaches who are just getting started something that you think they should focus on first. Or is there anything that you wish you had focused on first as you were getting going?

Jess- I think the first piece and I guess I did focus on it first because I didn't leave my day job and I stopped and I focused on marketing and how is this a real business? I guess it comes full circle in our conversation today which is you need to figure out marketing tactics. So of course my big marketing tactic is the guy who speaks is speaking but it's not just limited to that and that goes hand in hand with other techniques that could include Facebook ads or are there better ways to ask for referrals or using client testimonials or as a buddy of mine calls them results-imonials. You want to talk about the results you were getting, you want people to talk about the result that they got after working with you so I I think early on a lot of people call it- ready, fire, aim. You know we didn't really aim exactly and we need to be a little bit smarter so really learn everything that you can about proper marketing and listen and see what other people are doing. This is a way for you to drive your business to do a combination of organic and paid tactics. Where they're working together and as soon as I heard that because I just was not doing very much paid, the reason I'm not the expert at it and I figured I'll just spend money and who knows what happens or the other option is and there have been times that I've been on the first page of Google and right now I'm not on the first page of Google but when you do some paid advertising buy through Google and Facebook ads and there are many other ones that are out there. There are ways to pixel and things that follow you around but you start where you are. And mixing the two you'll be able to drive more traffic and I just got a great lead that popped up yesterday. A person reached out and it sounds like they have a nice big healthy budget and want to proposal and then it was my opportunity to shine. The one on one conversation is something that we want to master and be able to move people through the steps so focusing on marketing and getting your systems down is something that everybody needs to make a priority.

Millette- Yeah absolutely you said something in that answer that I'd like to talk about just a little bit and that was getting testimonials. So how do you feel about coaches offering maybe free services or discounted services in exchange for getting some of those testimonials at the beginning?

Jess- You know I'm not a big fan of discounting. You know on occasion something comes up where they say “well this is our only budget for something” and then maybe that can be a bargaining chip but I wouldn't do it out of the gate because everybody tuning in needs to eat, right? And I’m a fan of people being fed and living their lives. So yeah I'm not a fan of discounting and you know if you have something of high value you have to own it. I’ve felt it's actually easier to sell higher priced products and services than some of the lower ones. And I have both, I have them at all price points. Because some people or individuals need a little bit of something smaller and then I have the corporate clients but there's a much bigger, deeper package but I find that the bigger ones are easier to sell for some reason. And I think part of it is it's not their wallet, it's a budget that they have and it's long as you make a great case for something that it's helpful. Using the testimonials I just want to give two strategies one is take the moment when somebody says “this was amazing I can’t believe how much you helped me, thank you so much”. Step one, say thank you. Listen to what your mother told you when you're growing up. Step two is you can take out your phone and say “gee that was so nice of you would you be willing to say that on video so I can capture the testimonial” and ninety nine percent of the time that will say “yeah sure that would be just fine” and it is rare that they're saying no. I think one time I had a woman who said “Jess I have no make up on why are you doing this to me?” And I said sorry and then she e-mailed me a testimonial. Another way is I have a dedicated voicemail line where people again if they're excited they can just call up and then I have audiotape of their great testimonial. It's much easier to leave audio and than to sit and try to write something out. So those are just two techniques but it's very, very important to get testimonials and reviews and the result based ones as well.

Millette- Jess this has been so good and I have learned so much in the short time that we've had together I would love it if we could finish up now with the Final Five Rapid Fire questions. What's one habit or skill that's helped you become unstoppable?

Jess- Speaking.

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

Jess- Their sexiness factor, no I'm teasing. Listening better. I feel like it's a Hollywood Squares I want to give the silly answer. Let's be a better listener so from the guy who speaks about speaking listen closely to what people tell you because there are some gems in there and of course we're coaching we need to be listening closely.

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

Jess- Robert Kyosaki’s Rich Dad Poor Dad

Millette- Give us an online resource that you think coaches would love to use in their business and that you couldn't do business without.

Jess- I'm going to go with having a C R M, a way to track every interaction that you have. The one that I currently use and happy with is called Karma C.R.M.

Millette- Finally how can the listener’s best connect with you?

Jess- You can either google me Jess Todtfeld, good luck trying to spell my name but you can copy and paste from whatever Millette put out here. Jess Todtfeld dot com. Also magnetic speaker dot com is a big program I'm very excited about where I help people it's a big three day program very inexpensive compared to private coaching and it's one that's coming up I'm not going to date this by saying when it is so you'll have to go to magnetic speaker dot com to see the dates and to see the pricing but helping people to get out there whether it's a stage or not a stage get booked more use that as a marketing technique and real way to build your business out.

Millette- I will be sure to get all of those links and all of the recommendations onto the show notes page. Jess this has been such a good conversation, I want to thank you so much for joining me today.

Jess- Thank you so much and thank you to all of the coaches tuning in.