Renee Hribar: Selling Like A Mother

Renee Hribar: Selling Like A Mother

Renee's story is featured on the podcast this week! Renee Hribar knows sales. PERIOD. From selling pagers to program, she "sells like a mother" (her words, not ours 😉)

And here is the quick "who is renee?"

Does the thought of “sales” stress you out?

Are you a self-proclaimed introvert or just not comfortable “selling”?

It's not your fault.

You probably just needed the right person to explain it to you. Renee Hribar has sold millions of products and services for some of the worlds largest companies and trained thousands of people to sell for the first time.

As an award-winning sales leader for the last 20 years, she has distilled the BEST of what you need NOW and delivers the message in a way that makes selling simple AND fun!!

Connect with Renee here and stop on by www.reneehribar.com where there are free sales training through videos, articles and even a free mini course!

Welcome to the story therapy podcast. So I wanted an excuse to have conversations with and do a deep dive look into the stories of entrepreneurs I respect and that's exactly what the story therapy podcast is going to be. It's time spent discovering and learning about the unique, complex and inspiring stories of many different types of creative and ambitious entrepreneurs, business owners, content creators, and more. All focused on making an impact and changing the world in small and big ways. Welcome back to the show. So the story that we are talking about today is Renee's story. Renee has such an incredible and interesting complex, all the above background. So she's done anything from selling pagers to coaching others how to sell better. She even uses the mantra of Selling Like A Mother or they were recently Sell Like A Mother and it's-- she's so much fun. She's got so much energy, so she's not only a really cool mom, but and why, but she's run businesses. She starts like she's launched offices. She's gone through hard times and good times and really has funneled all of these learnings and all these experiences into helping others sell better and so I am just super excited to share Renee story. She has, like I said, so much energy, so many insightful things to share and let's just get into it. So this is Renee's story.Renee Hribar :I'm excited. Thank you for asking me to do this. I'm very excited. Dallin Nead : Cool. I am excited to Renee, so I'm super happy because one, I love everything you talk about and have to do it yourselves and I love that you're a straight shooter and so getting you on and talking to you about that stuff, but even more so your own story. Renee Hribar : Alright awesome. Well, I can say--Dallin Nead : It was really fun--Renee Hribar : But we're not-- we're not doing video.Dallin Nead : No we’re not. Like I even, you know, I turn the video, I'm like, I'm just sitting on a random-- sitting outside.Renee Hribar : Garden hose conversation. Dallin Nead : Yeah you can see it’s a garden hose conversation. That's such a good name for a show. Renee Hribar : It's interesting. Dalli Nead : Yeah. It's like between two ferns surrounding yourself with garden hoses and that's, that's what it is. Renee Hribar : That's a whole nother topic if you bought one recently, there are lots of choices. Almost too many.Dallin Nead : There is. I mean we can go on a whole tangent with that.Renee Hribar : We could, we literally could. Dallin Nead : So what we're going to do here, and I think you've seen it recently, is I've, uh, obviously this has run through Content Supply, but I'm reframing the show to be more story therapy as the title and the theme being around storytelling. Obviously what you're super familiar with as a marketer and salesperson. And so with that we're going to focus a lot on your personal story that how it, how it relates to your business stuff and really what, you know from the little that Renee now to Renee in the future and how everything led to where you are. Renee Hribar : Like an NLP Session.Dallin Nead : What was that?Renee Hribar : Like an NLP session. Have you ever taken one?Dallin Nead : What’s NLP?Renee Hribar : Neuro-Linguistic Programming? Oh, it's like Tony Robbins stuff. What does little Renee want? Go back to little Renee. Forgive, forget whatever happened. Dallin Nead : No, no, talk me through this and you know, it's a therapy session.Renee Hribar : It’s totally there. But it's like, I do like, it's like, it's cheesy, but it's funny. There are people that get benefit from us. So there you go. Dallin Nead : The NLP?Renee Hribar : NLP stuff yeah. They do all kinds of exercises. I don't know. I listened and I was like, “Oh that’s nice.”Dallin Nead : It is interesting because that kind of like whatever you wanna call it, like therapeutic or those kinds of group experiences can be turned off, you know, on the surface to many people. But it depends on who you are for sure. But--Renee Hribar : Totally like, I enjoyed his talk at funnel hackers, but I had never been to like his live things, Tony Robbins. Anyway, let me not distract us. Dallin Nead : No, no. Distract us as much as--Renee Hribar : Now present and future. Let's do it. I think it's so valuable for the world to hear-- not my story like people's stories because other entrepreneurs that listen always-- that I know whenever I listen to or like this, I always think “I'm the only one and I'm never going to get it because I'm not where I'm at, where I thought I would be right or wherever I'm at isn't good enough.” Meanwhile, there are people that are like, “If I could just get it.” And I'm like, “No, come on. I want more.”Dallin Nead : You know, it's cool because whoever you talked to who could be crushing it in seems like the most successful influencer in your space and you're like, oh, they've got it all figured out, or you know, they're super successful and you talk to them. They're like, no, I just put up that front maybe. And I'm trying to relate just to say that like I was in your shoes not too long ago, so--Renee Hribar : 100 percent, 100 percent.Dallin Nead : Sell Like A Mother, before you were a mother and selling like a mother, walked me back to, what are your roots in selling and entrepreneurship? Renee Hribar : So I grew up in an entrepreneurial family, grandparents. Um, my grandfather had like a Christmas tree farm. My grandmother, even back before she married my grandfather, um, she and her mom, uh, went to the great depression and uh, they, they used to like, they could afford flower and they had these beautiful drapes so they would literally take the drapes and like sew, sew things, take the flower, make these beautiful French pastries. Because my great grandmother had studied opera in Europe and so they knew that they took the skills they had and they figured out even when everything was crumbling around them, like apocalyptic style and figured out a way to earn enough of a living to survive and, you know, grow. So there's always a way. It's like, I guess that was the theme throughout growing up. There's always a way, look for what's happening around you, look for how you can serve and it's okay to make money while you serve people. It's not like you're, you know, you don't have to go in that, you don't have to be an opportunist, but do look for opportunities where there's a gap in service or a gap in, um, in the bridge from one thing to the other. Um, and so at the dinner table clutter was always like, “What can we do?” And this is interesting because we would talk business models at dinner right.Dallin Nead : Like any typical family right. Renee Hribar : Like, so what do you think the spread is on that? What do they think they're manufacturing that for? Okay. So this was, this was growing up. Um, so it was-- I never went to business school, but um, I always loved diving into these conversations and that was me growing up. And so then maybe, I mean, like maybe not, I was like 15. I started really being able to work and so I would help my mom. Um, and I would help my dad. They had different businesses. My mom had a video store in town that had no cable and so again, it's an opportunity. She's saying nobody has cable, everybody wants to watch terminator cause this is like the eighties. Right. And so she would get terminated and she would rent it for like eight bucks, which was exorbitant for a regular video store, but not if you had to travel 30 more miles.Dallin Nead : To find demand.Renee Hribar : Find demand baby. So you know, she made a good living and she helped people in, they were happy because it was still cheaper to rent it. Then you do go to the, to the town which was 30 miles away and try to get to the movies or, or anything else. So that was good. Um, and my dad had multiple businesses, but ultimately the one that I used to help him with, um, was his car dealership, so he had a new cars, used cars, leased cars when, when leasing wasn't a thing, like not everybody used to lease a car back in the eighties, early eighties. You couldn't just walk into a dealership and be like, I'm going to lease a car like you had to be a company, you could have some serious credit collateral specifically. So it was just a different experience. We're dealing with commercial, we sing, um, and I was just as an observer, I would do the paperwork, but I would listen and I would hear the conversations and what the need was and how he met that need in a way that made everybody feel good about it and also how he treated people when they came in and were happy, you know, like always treat people like gold if they're unhappy. And again, I never let anybody walk away. So that's kind of like the Renee growing up, um, my aunt, my aunt, uncle, I also worked for him when I was 16 and I realized I never wanted to do this again. He had a greenhouses. He used to grow 10,000 geraniums every, every summer and 10,000 mums every fall and my job was to water them, proving them and I'm like, I don't want to do this again and it's hot, you know, so, so there was always like, you know, what's available to us, how can we serve and grow. That was growing up. So all through that, the underlying thing was how do we serve and grow. And so I did excel at academics and so I was encouraged to go to law school. So my Undergrad I, I chose English. I thought not, I speak English. It was kind of still like I'm still me, I'm still like, you know, that's still the jokester. I'm still the kidder you know, I still like to laugh a lot and I've always been the jokester, I guess. So English is fine. I was like, I'll do English, I'll do English, and then I really enjoyed writing and I really enjoyed the journalistic, that asking of questions and digging. So it's the degree was like focused on writing and asking questions and I thought, okay, that'll be great. So I was on my way to law school. I took my PSL and I was ready to go and um, I decided to take a summer job after grad-- five days after I graduated from college, I decided because I had a boyfriend who lives in another town and I wanted to live where he lived and so I answered an ad in a newspaper because that's what you did in 1994 because there was no internet, there wasn't in for the public. It wasn't like monster.com or any of these other, you know, looking for jobs on LinkedIn that, that exists. Um, so yeah, it's on this paper and it was for a golf course and I ended up going house to house selling, buy one, get one free greens tees, five days after graduation, cash all cash. I was like, it's cool, it's fine. I can run around the neighborhoods, get a tan, run through sprinklers. It's fun. It's good. It's good. What I learned right away is that like, I'm literally knocking on people's houses, neighborhoods, their dogs are barking and they think I'm the babysitter, “Are you the babysitter?” Because I'm like a 21 year old Renee hopping around and around and her, you know, cargo shorts and tank top. Like with my tivo’s was on. They were very comfortable in that could run on. Anyway, um, so it was very fun. I really liked it as a point and I decided to and I made it. I made, was making great money. Awesome. Dallin Nead : Because you were upselling to babysitting services too.Renee Hribar : But I really, I realized right away that I really liked this. I liked this. This sudden I have to make a relationship. I have to figure it out right away. I don't have all this reframing. I don't have all this time to study or research or know the person before I have a conversation with them and it felt fun. That was like a challenge. So I'm like, okay, I like this, and then I ended up getting asked within a month to go to the Manhattan office and started selling pagers business to business which really was person to person and this is for Skytel Sky Pager. So in 1994, this was the first Alphanumeric pager. So you could literally call a number, speak to an operator, tell them a message like “John meet me at the O'Malley's at 7:00 PM.” and they could get it and they're like, oh, “They don't have to call you back.” Right. So it was the first really like talk to text, but it was expensive and you had a one 800 number and a seven digit pin. I mean it was-- anyways, bottom line, we were selling these and I got promoted fast. I really enjoyed it. We didn't have a credit card machine. We would literally have a clipboard a, I'd have to take an imprint of their credit card with a penny like you're going to get this page or send to you FedEx activated and ready to go, but it can't go to a Po box. And we're in Manhattan, right? So like everybody has PO boxes. So that was a barrier. I'm like, we had to get their social security number, their physical address there in front of their credit card. They're like, “What are you going to do?” I'm like, “Well, I get you a job and what can I do it their social security number.” And so obviously we were honest. We were really getting them pages like, “Is this really show up?” “Yes, yes. Here's the number. Here you go.” And so we sold tons of them and Skytel at the time was considered a telecom company. Okay. And um, this is really the crux of the next epiphany. So now talking, it's coming up on September and I have to defer my-- I don't have to-- I've chosen to defer my entrance to law school. I choose, I've chosen to move forward with what I'm doing and defer that. And I thought, you know, I can always become a lawyer and I honestly, I was already making more than I would have been. What would have been anticipated making as a--Dallin Nead : Wow yeah. Renee Hribar : So I was already making, so there was that again, like, well, why am I doing it in the first one I really had to ask myself. I really like people. I really like these conversations. I really like digging in and asking questions and I liked this exercise of being in the spine, having people question me because I really like answering and, I feel like I was sharpening the saw that I could use. No. And there's a great story about, you know, the, the old lumberjack and the new lumberjack and how the new lumberjacks. I was like, “I'm toughest, strongest. I'm gonna, you know, I'm going to saw these trees down.” And the old lumberjack just spends all day sharpening. And then the contest comes and old lumberjack that just goes one slice and he's got it down. Whereas the new lumberjack, I'm like, you know, he's selling it. He's got the strength. He doesn't have the sharpened blade. And so I feel like I was sharpening that blade and I heard many, many times growing up. So sharpen the saw, sharpen the saw, get really good at one thing specifically that a lot of people don't like to do. And so at that point, I realized I was firmly in sales and most people look down on that profession. They think it's at the bottom of the food chain, they don't want to do it. And so I'm like, so I like doing it. I'm pretty good at doing it. I really enjoy. I'm not screwing people over actually. Like, and I just put my head in the pillow at night with a clear conscience and like nobody wants to do it. So it means everybody wants payment. That was good. And read books and studies of CFO, COO were at one time in sales. I'm like, all right, so there is a track, you know, there is a corporate track because at that time I was still very in the academic-corporate side even though I grew up with all that entrepreneurial-ism in my history. But at this point in this time in history, like a big red dot comes down and it was the telecom boom and this is when ATNT is one has got the telecom industry, got deregulated and ATNT sort of buying out all the baby bells, SPC, BellSouth goodbye, you're gone. Like, so deregulation was really monopolization, but we were on the ATNT side, so it worked out. I was given a territory to run. So I was given the Atlanta territory. I started it from zero, which means I meant I had to rent the space. I think I was given the money from the company, but I had to go in and negotiate the lease. I had to go in and negotiate the contract. I had to hire the administrators, I had to buy the desks and the computer said like all the things we needed. I had to put ads in the paper to actually hire people I had to create, not create but like use the contracts and hire them properly and use all the HR systems. And so I really got a taste of like all the whole perspective, like the 360 of this is a real business that I can do. And and then the company couldn't find more managers so I was able to buy a territory and have my own territory and we were still working with pagers so like sky tell was still our client and he was just getting started. It is kind of slid in. I got really lucky, I think, you know, in this senseDallin Nead : You there? You got cut out for a second. Renee Hribar : Your Internet is unstable. Dallin Nead : There we go. Okay, we’re back in. Go ahead. Renee Hribar : Alright, cool. So I bought the Detroit territory and I was like, I didn't even know where Detroit was. Honestly. I just knew that for skype because I had been in Skytel now for like almost a year. I knew that I needed a flat territory because pagers work best without buildings, mountains or lots of trees.Dallin Nead : On the see. Renee Hribar : On the sea. Exactly.Dallin Nead : Still used today. Renee Hribar : Oh right. Because right, right. With your, with your, that's right. Dallin Nead : It blew me away when I saw it. I mean, you're, you're talking about pages and selling them like, well, you could still sell them today. It's incredible. Renee Hribar : Dallin, now we've got ideas. Dallin Nead : I know. Renee Hribar : A gap inserted. Dallin Nead : Reach back into history a little bit. Yeah. Renee Hribar : Oh, I love. I loved those days. It was raw. It was New York streets. It was awesome.Dallin Nead : But keep going on that. Renee Hribar : That was it. This is really the epiphany bridge. Like this is what happened. I was like, okay, I can really create a real business with us. It wasn't just me working for somebody else, getting their salesperson looking up at. I could work for any company and take their corporate track to a higher level, which was initially my thoughts. I was like, wait a minute, I could actually combine what I love about my family does and be able to serve those people and still work in this really corporate environment, but I'm in charge. I'm the entrepreneur here. I own the territory. I own the building. I didn't buy the building and leased the building. Like it's my business. Like these are my employees. Right. And then I realized that if I had that I had sales teams that I could actually outsource the whole sales team. Not just my efforts, but like I could teach other people how to do it and that's when it really started to gain momentum. I was like, at this point I was 23, so it was-- I mean, but I, you know, I mean I still me, I'm still goofy. I'm still silly. I still like to have fun, but I'm-- but I'm all-- it's like all coming together. Like it's like almost I had business school training my whole life and that's what it just took off. It just took off like crazy for the next 13 years. I was based in Detroit and I opened up offices, I mean open up an LA office and close it though, lots of reasons what we opened up and closed out a lot of businesses, a lot of offices that did the same thing for us because I've had to figure out, you know, who can I trust, who could run it? All the different factors. So everything you say in Santa Fe, New Mexico, Albuquerque, New Mexico, Fort Lauderdale, Florida, Cincinnati, Ohio. And then I opened up an office in Hackensack, New Jersey. And that was right around 9-11 and it just, I mean, it just changed the way that I changed my life. I mean that was 2011, right? And we're talking this is 2018 and it still feels wrong. So yeah, there's a lot, a lot, a lot of interesting cycles. But I think that infected me to the point where I had to realize what am I doing for other people because I am giving them a chance to make money and grow their business and grow their mind so that they can literally take these sales skills and go anywhere I would. I still every new sales rep, listen, your learning the trenches. This is not easy and most people are going to quit. But if you don't and you actually learn it, you can use these skills anywhere. And I've had, you know, letters and people come back and say, “My God Renee that training you put me through with wicked hard and you were, you were tough on me, but I was able to go off and do X, Y, and Z and, and provide for my family. And I never had to worry if I was going to eat again because I always knew, I always, I it always stop that one skill. I knew I could always handle. Even if there was a popular of things going on around me, I could still make it work.” So fast forward to 2006. Um, it was long overdue. I sold my territory and I became a yoga teacher. Dallin Nead : Natural transition.Renee Hribar : Well, because I was burned out, I was burned out. I was pushing and pushing. I was working 90 hours a week. I was trying to do things to expand myself. I didn't have, I didn't have a mentor or anyone. My mentor had retired and moved away to Spain something and we zoom and skype. Yeah, so I didn't have a mentor. I was running, I was running without a coach and this is a cycle that I've had in my life before. Again, you think, “Oh, I'm an entrepreneur. I know what I have to do.” I know everybody needs somebody to help them. We can't perform our own surgery. So I finally I was looking within, try to find my mentor and try to find like, what is my purpose here? I have all these skills, but like I, I don't know how to use them for good anymore. I felt like it was just going in the wrong direction. So I took, I took a blood, you know, basically a sabbatical. I retired, I sold everything. My mom was still married the whole time. They've been married since 1999. My husband is a steadfast law enforcement. Like he's my roots. He does everything by the book straight. But um, so at this point I was like, I'm a sell everything business-wise and just cash in and I think a year and I just spent it in a yoga studio and I became a yoga teacher because I just wanted to figure out what was going on, you know, at that point, now it's 33 or 34. So I was in my mid-thirties, right. And so I was like, I was having a midlife crisis in my mid-thirties at that point. That's when I was like, okay, I think it's time we should start a family. And I wanted to take another step. And what happened is we didn't have, we didn't end up getting to the point where we could have our child yet. So, you know, it would preventive for so long. And then you're like, “Why is it so hard? I didn't, wouldn't have to prevent it for so long.” Anyway, so that's, that's part of the story because when it finally happened, I didn't want to leave him at all. You know, I didn't want to miss a moment. But in between there, I did have some yoga students that were PHD professors at Wayne State University here in Detroit and they were teaching medical students how to become doctors and they were also working for Henry Ford University and Ford Hospital University system where they were doing cancer research and they had created this cherry juice and they couldn't sell it, but it was really good for people. It was really healthy and they were just talking about it, you know, as, as students do after yoga class and, and they're like, “I can't sell it.” So I came in as a consultant at first and then they'd run out of money. They couldn't afford me anymore. So they brought me in as a partner and I'm a soft and you know, I'm like, okay, I'll just do it because it's fun. And we ended up, we did make money but we'll get it into 180 grocery stores in 18 months. And it was phenomenal. And then I got pregnant and then my other partner got divorced. Then my other partner got his mom died. It's like these, all this all happened like in the same three months and we're like, okay, we dissolve the company, sold it piece by piece. We didn't sell it as a company. So that was phenomenal company I, we made, we made money, it was profitable, but we were ready to, it was time to move on. And so that's when I took three years off and just 100 percent mommy. And when I decided to come back into the world, I went to the nonprofit sector again, like my heart is like, I want to serve people, where is the gap, you know, where can I make money? Yes, but not be an opportunist, but look for opportunities and there's a fine line, right between questioning people and asking questions. And so I found this nonprofit I really liked, I really loved what they were doing and I became a development director, I wrote grants and I exceeded their fundraising more than they ever had. They been around for 50 years, so it felt great. And then I realized I'm missing. I got. So I went right down a rabbit hole and I was missing bedtime and I was missing a little moments and Ben was like four you know, so I took another year off. This is like my go to. So I took another year off and we called the beds gap year and preschool people take a gap year between high school and college per se, a gap year between preschool and kindergarten. Anyway, so it was fun. We did all the good things and traveled and Mark went with us. We did a lot of fun stuff. Was traveled across the country, did road trips, saw family and his family all over.Dallin Nead : Well, I do have a question to you, like you mentioned, so throughout all of these different like milestones and in moments and experiences, you mentioned how it all goes back to the heart of wanting to serve other people. And so that's like, that is where at the core of you and that's like leading you to do everything you're doing obviously. What is it that, is there like a recurring thing that stops you from doing that? Like what does that big setback for you throughout all these experiences? This constant theme of setbacks?Renee Hribar : Yeah, because it feels like it always goes sour. Like there's a sour somehow that there's a point where I lose that high touch because if you're going to scale you have to separate. And so there's always been that-- but like I don't want to lose touch with those people because I know that I can help them. Right. It's kinda like the surgeon that did that-- when I was 10 years old, I went through a plate glass door and that he worked in a small little hospital in the middle of nowhere, which is where I was at the time in upstate New York. And he used to work for like, you know, the biggest hospital. I got a super superstar surgeon in Manhattan and he's like, “I gave it up because I couldn't help the people that actually needed me.” They had me working on celebrities and all this kind of weird people that would've had help regardless because I felt like I lost touch. So I came here to the country to like actually see the results of my labor and you know, I feel like that's kind of where I'm at. And that's a really good question because I feel like that's also where I'm at right now with my business, right? Like I've been able to help people. I've been high touch and I've been our mentor, like you need to know this is-- these are the things you do if you're going to scale and affect more people. And so I really have to come to that internal agreement with myself that if I do that if I let go of this, that I'll still be able to make a bigger impact over here.Dallin Nead : What are you referring to?Renee Hribar : The high touch of, you know, people in my free facebook group messaging, that kind of thing. Right. And just valuing my own time I guess in that sense of saying. But I can't in my hearts say, “No, I'm not going to help you is you're dumb.” I have to have somewhere else I can send them that is a that is effective enough to get those first steps taken with them, but that I don't have to be there to hold their hand. So this is where like having a digital program that's low priced or core value, value priced, where it's accessible to the masses, where I can send them to take them on that first part of the journey because that first part of the journey is repeated the same exact way for absolutely every single person who wants to sell inside the businessDallin Nead : And within your own experiences, you've gotten me through hills and valleys, but it's, it's like, okay, you have, you know, you build from the ground up with so many different things. That's where we talked about, right? Like it was never just you coming into an existing corporation necessarily, right? Like the ground floor build it up and become successful, different things would happen. Like you mentioned the divorce and the death of a mother and you know, you were pregnant having a baby and there all these different moments that cause not necessarily like a downfall but it's more like you're at the top of your, like we reached this point, what's the next decision, will it cash out, like you cash out a handful of times and so different things led you to kind of pursue a new path, pursue new path, you know, and it's, that is kind of like a recurring, like hills and valleys within your career and I think, I think now too, I mean you're, you're identifying how this current like rise to the top within your world of selling and showing that, you know, I imagine ambition with my desire to serve and then realizing that there's a lot of scalability with. I mean, and you can keep going with that, but that's so cool to see. Or the fact that like it's not just little tiny, you know, hills and valleys, it's massive. You're there at sea level and you're heading up.Renee Hribar : I do love that part. I love starting from zero. I do. So like, do I put myself in that position all the time because of that. I don't know. Dallin Nead : It could just be a natural thing. It's kinda like how, you know, someone-- you think of it like the dating world, right? Someone attracts you. Maybe always the bad guy, you know, or whatever you want to look at, you know, kind of find themselves just naturally in certain environments and certain kinds of people. Renee Hribar : Tell that to myself. Yeah and so when I came into the online space, and this is it, like I attract like my whole thing, I came in for Sell Like A Mother, which is the first initial part of this. The first question I took us down, this is epic journey. Dallin Nead : First off, explain what that means to you. What is Sell Like A Mother?Renee Hribar : And so when I, before I've changed it to mother because even though on my website it says mother--Dallin Nead : Yeah I thought it was.Renee Hribar : It's on my website as mother. It's really been a recent change. So it's not changed there yet again, because working on websites is like the 800 things and I would do but I need to do it. It is good. I get prove again that you don't need a website or a good one. It didn't make money and have a business. It's just one nice part anyway. So Selling Like A Mother initially it was like you're nurturing, you're carrying, but you also want to make money and you want to make it on your own. You don't just want to sell someone else's product or someone else's thing and that's fine if you do, but if you have these skills. Many of the women that I was meeting in both in real life and online-- I had 10, 15, 20 years of real experience and I'll either be an HR or they were lawyers or they were contractors or consultants, other in very specific niches. And they wanted to hang up their own shingle and consult on their own hours, but they didn't know how to get more customers. They didn't know how to get clients because they'd always done that inside of a bigger corporation. So they had the skills, they under-- they knew how to navigate the course, they know how to take someone through that service, but they weren't sure how to get someone to sign on with them. So they had this skill but they didn't have the sales side and so that is what I came in to teach them and when I came in I said, I can teach you what to say on the phone. I can teach you what to say so that it always ends up either with a yes, I'm going to pay you or yes, we'll talk later. So that you never cut the cord. Right. Again, like another mother thing, right? Like as women we really meant that like I think as people that have this kind of heart think I don't want to hurt anyone's feelings. I don't want to force them to do anything, but I know that what I have is really good for them. So I want them to do it, you know, like broccoli and our kids. Like I don't want to force them to eat broccoli, but I know it's really good. So I have to be, I have to make it the best broccoli ever so that he wants as much as I do. Dallin Nead : That kind of analogy I love because it's kind of like you want to promise that people want dessert first. You have to attract them to the broccoli so that experienced the desert and actually enjoying dessert as well.Renee Hribar : Totally. I get them, they get the benefits. So in that tone with the desert and they have broccoli, I say, “You got to sell people what they want, which is the desert, where you got to give them what they need, which is the broccoli.” Dallin Nead : There we go. Renee Hribar : Sell them what they want. They want the deserts, sell them the desert. You're going to give them the desert. There's no question. They're going to get what they want, but you know, you know, because you've been down that path many times that you're going to have to put in things that they need too so that they don't just get fat and lazy and diabetic. You have that balance, right? So Selling Like A Mother was formed because I wanted to help those particular women. And I did. I came in and I incorporated my online business in January of 2017. So now we're in June of 2018, so it's been about 18 months now and I've, I have one on one client's Galore. I love them consistently raise my prices and been able to bring them lots of value. What I found though is they weren't just looking for people, they weren't just looking at how to convert on the phone. They were, they were having trouble getting people on the phone in the first place. And I didn't think that that, like, what do you mean there are people everywhere. So they just weren't seeing the way I was seeing it. And so I created this system is even juicy in saying, but it's legit. And so I created this system where they can spend it, know, a minimum of 10 minutes a day doing some sales activities and I tell them exactly what to say, what to do, what day of the week so that they can get people on the phone so they can actually have these sales conversations and convert. And no, nobody thinks this is hard. I'm like, no, everybody thinks that you're actually helping them hugely. Right.Dallin Nead : --about the consultant world and coaching world is that those who are guiding others who want to be where you're at, don't-- it's hard to fully get into their head to understand what they don't know or the realize that you know a lot more and you need to coach a lot more because there's a lot of things that people need to learn and then to you it's just like, it's common sense, right? You're like, oh yeah, you should know this, you know, it's, it's part of the process, but people are a lot of people just newbies to things you know, and they need to be guidedRenee Hribar : Totally. Or like even like as I look at all, like when Ben was like three and four, when we took that gap year, we did a lot of play dates and I saw moms that I knew very well that had more than one kid and each kid was so different. Even though they had the same day, the same genetics, the same parenting structure at home. Some kids would really love to color and some would really love Lego's and so, you know, it just, it just depended. So, so one fun, boring, seems really hard and I'm not good at all and I can't do that. And the other two, the other lego similarly hard and not good at all and I can't do that, but it really is just that particular person in them was Legos and that other particular person in them was coloring and we have to honor on whatever we've been given and ask for help for whatever we have, whatever comes easy to us on it. And that's where again, with that mothering comes in and they didn't want to miss any part of events. Like I really start with the parenting side. And then the movement that I want to create, and this was my free facebook group, is about, is that it doesn't matter whether you're parenting yourself, your fur babies, your pets or aging parents, your or your human children. We all care about something and we don't want our business to, especially as entrepreneurs to overtake that other part of our life that we love and it's really a tricky slippery slope. And so I talk about it, I talk about sales, but I talk if I bring in experts to talk about other things that, that can help us to maintain that balance and there'll be times when you know, balances-- I hesitated even saying balances but like to maintain that, that feeling of, “Okay, this is possible and I love it. I'm able to do what I want to do and spend time with the other things that I love and, and feed that ambition that I have and know that I have this other thing that I also love. I don't have to do just one thing. I don't have to love just one thing.” and that's Selling Like A Mother came from.Dallin Nead : I love that. So on this kind of rise to the top of you next hill, so to speak, do you ever see the top of that hill or I mean, or do you just kind of work, work, work, work, you enjoy it obviously and you're really talented. Do you ever see kind of the top of that hill or is it more just you work towards it and see kind of what, what comes next?Renee Hribar : Yeah, that's a fantastic question because in the past they always had an exit strategy. I was like when it hits this point, I'm going to have to decide to leave or stay and if I stay and they'll happen to have new plan and I've left like most of the time I've been like, I kicked them. Sounds good. I did that. That's awesome. Next. And with this, I feel like because it is digital and I can do it from anywhere and again this world that we're living in now did not exist 10 years ago the way it does today. It was just like people were still, it just wasn't, it wasn't the way it is and it's still, we're still at the very beginning of it. I feel like there's so much more to learn and because it gives me that freedom of place where I'm not geographically required to be anywhere at a specific time and if even if I want to work in the middle of the night, then I could literally just choose clients that live in Australia.Dallin Nead : It’s so true. I think one thing that may have lacked, you can correct me if I'm wrong, but one thing would have lacked in your other pursuits is that it's pretty narrow path and we're here, you can adapt and you're creating all these different paths yourself and there's so much autonomy in the process that I think. I think the top of that hill is constantly changing.Renee Hribar : Yeah, totally. So to answer that, I always had an exit strategy, at this point, I don't. I am leaving it open to the possibilities and simply saying, you know, asking myself at the end of every day, at the end of every week, at the end of every month, quarter, when I look at my income and expense report, I look at how I also feel about this. The people that I've served at that month or that week or that day and so far the answer has been, “Ok I feel good” and if I don't feel a hundred percent great, I mean you can ask my clients anytime I actually reached back out to them like if we haven't worked together while we haven't chatted in a while, like, “Hey, how's it going?” I'm not testing if I did a good job assessing how they're doing because I actually care. I actually want to know that if I'd been a part of your life in any way that you know, that, that I can continue to cheer you on if nothing else. And I'm like not on my clients, call me a cheerleader. I was, I was a cheerleader in high school. Don't hold that against me and I have no fear about being thrown around. So it was super fun. We literally enter your life. We all need cheerleaders. And so many of us in the entrepreneurial space didn't grow up with an entrepreneurial family, didn't, don't have that kind of support and encouragement. And sometimes just that, you know, just a high five from afar is sometimes all we need to just like get over that next hump. And so I hope that I can be that person for them as well, both through podcasting and videos that live on forever. They might hear this at another point and I've forgotten that I even did it. And they'll come back to me and say, “Hey, I listened to that and it made it, made all the difference. And I'm like, “That’s why I do this”Dallin Nead : Man, that is incredible. And I think about when you talked about the mentor who moved away and moved on and how and in that sounds like there was, it was hard for you, right? Because you were no longer were chasing after or following that, that person, where now with technology that person could leave and regardless with a great relationship, which I'm sure you've never had a bad relationship-- but I think with technology and communication is they can leave, but you can still have connections.Renee Hribar : Yes, exactly. And back in, and this is again, once one leaves, like you're like, well, where do I even find the next one? It's like they're available. They are as much say there were no free facebook groups run by admins that you can ask questions. I feel like when I found out about people doing business on Facebook and Facebook, so I was like, “What? Hold on a second. Whoa, whoa.” And I would like, I had never heard of Pat Flynn or like Kimra Luna or Amy Porterfield or Russell Brunson. I had never even heard of Russell until like last October. I'm like, “Who? Who's this guy?” And I'm like, I feel like I'm like peeking behind the curtain. I'm like,”What’s going on? Holy crap, this is amazing.” This is incredible. This is likely to-- why no body screaming from the mountaintops about this. But the fact is that they are. But I always think that movie, the Lorax I'm sure you have, have you seen it?Dallin Nead : I haven’t, no. But I know everyone talked about it.Renee Hribar : It's a great movie and it's so like kid friendly. So there they live on this flower and they're just-- they're screaming but it's-- they're so small. They're such a small amount of them and they're so tiny that it's hard to hear them. And so, you know, we look at, I know you and I are connected in with Julie and with Russell and like even like all of that community, it's only like a couple hundred thousand people, max. It feels like it's a lot of people, but it's not compared to the rest of the world. And so what movement can we create? How can we help other people that we haven't met personally based on this digital opportunity that we have in front of us to connect with them and help them in some way, shape or form. So that's how I get around the whole scalability and mean that personally touching everybody that I know that sounds weird when I say that, but I mean like personally have a personal connection to the listeners. It excites me. It motivates me and I can't possibly know what the top of the mountain looks like, but I can tell you it's exciting and as long as I keep surrounding myself with great people. Like you and everybody else in our mastermind, I just, every time I have a conversation with one of them sort of amazing. It's a great place we're in and there are so many opportunities for all of us.Dallin Nead : I totally love that. Well let's, let's end there because you spoke about kind of future Renee and I think it's, there's a lot to guess so to speak, but I think your momentum-- that the momentum up this hill and up this, this next adventure for you is leading to many different exciting possibilities because it's endless. You know that ability to scout and it's the digital world. There is no longer a cap of you can fit so many physical people in a room. The virtual room of so many people. So I love that. Selling Like A Mother, it's like The Digital Gangsta. It's fun to say rolls off the tongue.Renee Hribar : And I'm in New York so I do drop some sailor bombs. Dallin Nead : Yeah. Which is, you kept, you've kept it very non-colorful and this conversation I'm amazed actually.Renee Hribar : I have the ability to just make a switch, but like once that switch flips, I'm like, I can't stop. It's like a flood of--Dallin Nead : Well next time we’ll talk about it then. Hi Renee thank you so much and for those who do want to learn from you and with you, where can they go? Renee Hribar : Then most universal place is my website, which is www.reneehribar.com. H R I B A R. H in there somewhere, but it's silent. Dallin Nead : Awesome. Renee, this has been super fun. Thank you so much for doing this. Appreciate it.Renee Hribar : Thank you so much Dallin.Thanks for listening to the podcast today. If you found some inspiration and enjoyed what you experienced from listening to these stories, then will you please leave a friendly review on itunes, share this with someone who needs it, and just continued to follow us here on our storytelling journey.

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