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Dielle Charon, MSW, is a certified life coach and 7-figure sales expert for WOC coaches. Dielle shares her journey from social work to empowering women of color through her sales programs, Five Figure Freedom and Six Figure Liberation.
Dielle discusses sales strategies that can transform your business and the importance of personal development in pushing past your limits.
Learn how Dielle’s programs guide women toward financial independence and success in coaching!
Watch the next episode on YouTube ‘The Road to 100% Sales Call Conversions: What Most Miss at 60% featuring Dielle Charon‘ (releases Feb 19th)
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Speaker 1:
Welcome back to the Art of Online Business podcast, and if you’re already watching us on YouTube, yay, congratulations. And if you’re not, please click down in the show notes below for that link. But you should be able to see next to me, jamie Hi, who is no longer the new co-host she’s been a co-host for a while here but Facebook ad manager in my business behind the scenes, and then you can also see DL Charan Hi. I’m so excited to be here. Welcome, dl. Thank you for being here. I thought I would read your bio and then we would jump into this first episode. I secretly am very happy that you are going to be sharing with us on sales because, well, sales is something that we all need to get good at, and I love picking the brain of sales specialist. How do you what? How do you refer to yourself? Actually, I’m curious a sales coach?
Speaker 1:
very simple yeah, okay, not a sales specialist, not a guru no, no, guru sorry guru is a swear word dl msw, which I actually. Can you explain what that means? Masters in social work. So you went from having a master’s in social work to being a certified life coach and seven figure sales expert for women of color coaches Congratulations. By the way, I saw your post on Instagram and you have three years in running of grossing over a million dollars in revenue in your business. That is huge.
Speaker 2:
Thank you, yeah, you’re welcome.
Speaker 1:
I think equally noteworthy is the fact that you have served over 300 women in your programs the Five Figure Freedom sales program and the Six Figure Liberation sales program. You’re the host of the Women of Color sales show podcast with over 150,000 downloads, and that also is noteworthy. Thank you for spending some time with us.
Speaker 2:
I’m super excited to be here. I love talking about all things sales, business, online business. I’m pumped Cool.
Speaker 1:
Well, let’s start off with a snapshot of your business as it stands. I would like to know a little bit about your offers. You said before we hit record you’re comfortable with sharing revenue, so please share that for the listener before we jump back in time and see how you pulled all of this off.
Speaker 2:
Sure. So over this past year, 2024, we did 1.3 million cash collected about 1.7. Yeah, yes.
Speaker 1:
Golf clap.
Speaker 2:
About 1.7 receivable sales and so some money coming into 2025. And we did that primarily with three main offers. So five figure freedom, where we charge $5,000 for that offer at the beginning of the year and then in June it went down to 2,500. We lowered the price and happy to share more about our reasons for that. And then I also have a another mastermind called six figure liberation. That’s $15,000. So a big jump.
Speaker 2:
So, $2,500 program and then a $15,000 mastermind, and so those are our main two offers. I did five launches that year and so lots of live launching, and I also did some evergreen backdoor selling as well. That was really fun. I have a few like courses or one-off things. I experimented a little bit with Black Friday. I also have some intensives for people that are like I don’t want group, I want one-on-one from you, and so I have those. Those are maybe total about $50,000 of my revenue. So nothing significant, not even 10%, but I do just want to name. I do have that a little bit of an income stream. But my main offers are five-figure freedom, six-figure liberation that I just described, and then the emancipation experience, which is my live event, my sales and wealth conference for women of color coaches, and so we have that every April, and so that is our big conference. We’re currently gearing up for emancipation season right now, and so I’m super excited. But those are my offers and how I’ve done it in right now, and so I’m super excited.
Speaker 1:
But those are my offers and how I’ve done it. Wow, can you share a little bit about, well, which offer makes up the most significant revenue? I might’ve missed that. Is it the five-figure freedom one or the six-figure liberation?
Speaker 2:
Six-figure liberation, but by a hair, so maybe that makes up about 55% of my income. And then the second one would be five-figure freedom. The third one would be emancipation, and then the fourth would be those miscellaneous offers.
Speaker 1:
I would love it if you could describe your typical client that’s in each of those programs the two five-figure freedom and six-figure liberation.
Speaker 2:
Sure. So five-figure freedom, my number one webinar that I have for that offer and it really just encapsulates the energy and the type of clients called quit your racist job. So the person who is a woman of color, that yeah yeah.
Speaker 2:
Yeah, so it’s. It’s funny I get that feedback like so bold and strong. It’s literally just like my core belief, because that was that was my story. I had a racist nine to five job that there was no way I could build wealth in and have freedom in, and so that’s what I created five figure freedom for is that person who is inside of their nine to five job. They’re super smart, they have all these goals of being a first generation wealth builder. Black women, latino women have a very diverse community and they can’t do it in nine to five jobs, so they want to start a coaching business, which, in my opinion, is the easiest business to start, and so that offer will help people from zero to quitting their job, become full-time coaches.
Speaker 2:
We’ve had, oh, hundreds and hundreds of examples and on our sales page, so many people have been able to do that. It’s a party in there. It’s so fun and it’s so healing to so many people. Just, you know, just seeing them make their first money outside of a paycheck is just one. I think it’s my life’s work. It’s so healing. So that’s the ideal client inside of five figure freedom. I would say, more tactically, they maybe have dabbled into coaching before. They might have a niche. So they might be like okay, I want to be a money coach, or okay, I want to be a health and wellness coach, or okay, I want to be a mom coach. I want moms to have less overwhelm. They typically have a niche, but they’re struggling on the sales front. They’re struggling with content, with sales calls. I love sales calls, that’s one of my bread and butters.
Speaker 2:
I love teaching sales calls and helping people master a strong, ethical sales call, and so those skills will get them to that full-time income. So that’s five-figure freedom. And then for six-figure liberation we have an income requirement for that offer which is $50,000. And we chose $50,000 to kind of connote that at least you know how to feed yourself, you know how to keep a roof over your head. So it’s not the program for beginners and so we have that $50,000 requirement there. But for those coaches they want to have a six figure launch. So we teach launching and scaling in that offer.
Speaker 2:
And so my message quote unquote for that offer is like staying small as racist. A lot of women of color. They will quit their job and then they’ll stop, they’ll plateau, they won’t grow anymore. For several reasons. It could be oh, I don’t want to get haters, or oh, I don’t think I can manage a large group, and so what we say all the time is staying small is racist. You don’t have to just keep. You know the little bit of full-time income you have. You can create a million dollar business. And so I’ve been able to help several people hit seven figures as well, which is super exciting too.
Speaker 2:
And so yeah, that’s kind of the difference between the two offers and who they’re best for.
Speaker 1:
That is something that I hear when I interview guests on this show. We talk about six figures, we talk about seven figures and, like it’s just so intriguing to me especially in the context of our conversation where you serve primarily women of color where we’re talking about six figures and seven figures as if it’s normal to like, teach people to make that much and have people make that much when, like, if you’re a seven figure earner, gross, you know, doesn’t that put you in the top? What is it? Point zero something percent of earners in the States.
Speaker 2:
Yes, but that number is growing, especially with entrepreneurship and all these mechanisms, and even if you’re not a coach or a service provider, creators are bringing in that much like influencers are bringing in that much, so I think the entirety of the creator gig economy is exploding that number and making it a lot more reasonable yeah, well I just want to give honor to where honor’s due, to whom it’s due to and, like I love the work that you’re doing.
Speaker 1:
if you’re working with, unfortunately, like a demon or I should say, a demographic who is unfortunately, like usually making super low income, like I, whenever I wanted to press myself, look at like wealth gap or wealth disparity or income disparity, and it usually is, like you know, typical headliners. Like you know, white wealth is 14 times as large or larger than like black wealth in the States, but then among the black community and among any community, honestly, like women, especially women of color, just make a lot less. And so for you to take somebody or a group of people and do what you’re doing and dispersing the kind of knowledge you are like, thank you.
Speaker 2:
No, it’s my life’s work. I just feel so grateful for it and I’m just honestly grateful for the coaching industry. Like I know a lot of people. They have lots of thoughts about the coaching industry and I’m like if it wasn’t for the coaching industry, I would still be a social worker at Duke university, making $2,500 a month, chain to my desk, with a three hour commute that I took by bus and so I am.
Speaker 2:
Yeah, I’m like I’ll take all the ups and downs of the coaching industry any day than being a social worker at Duke university and so yeah, I’m just so grateful that I feel, kind of how I talk about it with my clients is not everybody even knows this industry exists.
Speaker 2:
I just feel to even know about it, to be a part of it. A friend randomly sent me a podcast episode, you know. You know, as I was home for the holidays she said hey, I am listening to these podcasts. I think you would like it changed my life. So I’m just, I just feel so grateful to be at the right time at the right place in this industry.
Speaker 3:
That’s great. Have you been any chance read? We should all be millionaires.
Speaker 2:
Yes, such a trailblazer, yes, yeah.
Speaker 3:
Yeah, I just finished reading that actually just within the past month or so and very eye-opening, very inspiring. I’m obviously a white woman, but just all of married to a black man all of the immigrants about this situation no, but it was immigrants.
Speaker 3:
I can honestly say like she’s probably more black than I am maybe let’s just be honest, but either either way I mean, you know, being a woman of color or not but the book was just very just inspiring. Like to dream bigger, to go higher. And you’re doing that. You’re pressing in and you’re taking people up with you.
Speaker 1:
So have you read this one? I’m halfway through.
Speaker 2:
No, I haven’t.
Speaker 1:
Well, I like it here, we can just, you can screenshot it if you want.
Speaker 2:
Oh, okay, steven Chandler, okay.
Speaker 1:
Say the title, so people who are listening oh, the title for people who are listening and not yet watching on YouTube is Stop Waiting for Permission. By Stephen Chandler. The little quote here says if you’re tired of hitting roadblocks and want to dig deep to achieve your God-given potential, today is the day. Harness your gifts, find your purpose and unleash your personal genius.
Speaker 2:
Wow, good stuff.
Speaker 1:
Good stuff, nice one to cover.
Speaker 3:
Okay, so take us back DL. How did you? You said you listened to a podcast that changed your life and then, like something clicked, or what did you decide I’m going to do from here to make that shift and was this on?
Speaker 1:
the bus.
Speaker 2:
Yeah, well, it might as well have been yes. So I became a social worker. I love social work. To this day I have several clients who are therapists, social workers, inside of that field, and they always use the word former. I’m like, I’m not former, I pay my dues just like you do. But yeah, and I use so much of my social work background and my work. But became a social worker and I got my master’s degree right after I went to UNC Chapel Hill, got a big old, fancy master’s degree and I thought I would never have to worry about money again because I got my education and that’s what I was told to do and if I just get an education, I’ll always be safe. And that was not the case and I will never forget. I was outside of my class and I got a job offer which I was so happy about, just thrilled about. I got a job offer from the Duke University and it was for $39,000.
Speaker 2:
And my heart dropped to my stomach because I also had six figures of student loan debt. So I yeah, I at least thought it would be in the fifties or something, and so I was so afraid of not having anything, I just took it. And then I realized, with taxes and everything, my paycheck would be $2,500 a month.
Speaker 2:
And so I decided to then start looking for side hustles. I had no other choice but to kind of supplement my income and I tried a few out. I had an Etsy shop, I had a nanny agency. I also did network marketing. Yes, I tried a few things out, and with network marketing it’s very community oriented. And so that’s how I got into podcasts. And I was in one company and a friend was in another company but she was listening to this network marketing podcast and she it was about how a network marketer became a coach. And I was like, oh, what’s a coach? What’s this? What’s a life coach? I had no idea. And then, ever since that podcast episode, it changed my life, I would say I just like observed the coaching industry for a year, like I was too afraid to post or buy anything or sign up for anything, just for a year to be like, is this real? Like, can all of these people be making all of this money on the internet? Like, is this real?
Speaker 2:
And then, eventually I got my first coach and I became a life coach. I was my first niche and it was called the busy girls club. My clients sometimes will find it and they’ll send it to me like was this you and so?
Speaker 2:
yeah it was called busy girls club and I was like I help ambitious women, you know, manage their schedules and get things done. And I did that for a while and then I started making good money. I started being able to match my salary off of that and bring in, which wasn’t high to begin with, let’s be clear, but I would bring in, you know, $2,000 a month and I was able to kind of tackle some of the debt. And my friends and family said how are you doing this? Like you’re kind of like a natural with sales online, like how are you doing this? And so I said, oh, I’ll help you. And then eventually enough people asked and I said maybe I should change my niche. And so I pivoted into business coaching and then, specifically, I found that I love sales calls, I love webinars, I kill.
Speaker 2:
I make with my audience size. At the time I was like making $300,000 with the audience size of 1500 Instagram followers and maybe 300 email subscribers like itty bitty, small, small, and I was killing it. I was just killing it, so I said I think, I think I might be good at sales. I don’t know though.
Speaker 2:
I think I might have a knack for this. So then I pivot specifically from, just like general business coaching, I pivoted into sales, and now this is. This is all I do. I mainly focus on sales calls and sales calls. And the third one was Webinars and launching.
Speaker 1:
Launching, then they got to check you out for sure.
Speaker 2:
But I specifically to focus on part-time hours because I had that long commute and the story behind that is I live in North Carolina, kind of live in the sticks here, and the transportation system obviously is not very robust. But my job was about 45 minutes away from where I lived. It was too expensive to move closer and I had a car from college and I didn’t want to put wear and tear on it, didn’t want to pay for gas and universities charge their employees to park their cars there and that was a if they charge their employees like. We had a choice and this was like pre-covid and, like you know, you couldn’t work from home like you had to go in the office every single day.
Speaker 2:
I thought that was asinine, so it was 200 a month no art for parking for parking yes, it was insane. It was crazy, and so I was. I remember talking to my then fiance, now husband, and I was like honey, I think I’m going to take the bus. And so we mapped out like how I take the bus and of course it took me like two hours to like transfer over, but I took the bus to work.
Speaker 2:
So I have to leave my house at 6am and I want to get home till seven every single day, and I also built a business while working on that that schedule, and so I got my business to $300,000 before I quit working very little hours, and so that’s also what I specialize in as well.
Speaker 1:
What are people’s impressions when you lead with that? So?
Speaker 2:
what’s your excuse? No, literally, yeah, literally. But I, you know, when I was going through it I would be like God, why, why me? This is so terrible. But now hindsight, I’m like I have the perfect story. Nobody can tell me nothing, nobody. I’m a social worker. I never took a business class a day in my life. In my life Like if and I know everyone says like, if I could do it, you could do it too but really, if I can do it, you can do it too, I promise you. So, yeah, I like my story. People like, oh, I don’t have all of that. I can, then I can start a business. And that’s what I want. I want people to be inspired and empowered and realize that their circumstances really don’t have to get in the way.
Speaker 3:
Yes, Wow, yes, you’ve built a business partly on a bus.
Speaker 1:
Yeah, yeah.
Speaker 3:
That’s awesome.
Speaker 1:
I feel like we need to say something about colleges and I was listening back in the day we were thinking about buying a short-term rent or property that we’re going to use for short-term rentals, and I was listening to the was listening to the bigger pockets podcast, because if you haven’t heard this study, you can find it if you google something about it and their podcast. But there’s a gentleman in some sort of foundation in dc doing research and he decided to do this huge project where he was looking up the short-term and long-term income trajectory for college graduates of different majors at a ton of different colleges in the States. And so his whole point was to put a dollar sign amount of average value or let’s say, lifetime value on various majors. And as I was, I didn’t go read the study, I just consumed the episode. But what struck me was that of course, the hosts of that episode were like okay, so like what are the highest earning majors? And you know he like listed off some, a few like engineer, engineering type degrees and this sort of thing.
Speaker 1:
But what I found, and it still is in my mind, is that the lowest earning majors tend to be in the humanities and like psychology or what’s that other one shoot sociology right and the host asks this question like if universities have access to this data, you know, like maybe in I don’t know how they would collect it adjacently, maybe because they know about their alumni or they know what kind of alumni are contributing how much to the various alumni associations, then why is it that universities are still promoting and pushing so many people into psych degrees and sociology degrees? Do?
Speaker 1:
you have an opinion on that Because you experienced it too. I was a linguistics major. Just so you know I’m not preaching like from the engineering mountaintop here. I was a linguistics major. Just so you know I’m not preaching from the engineering mountaintop here. I was a linguistics major.
Speaker 2:
What languages do you know?
Speaker 1:
Languages do I know? Okay, I guess I chose it for a lifestyle, not for income. So I know Mandarin Chinese Because we lived there for like 11 years. Maybe I racked up 14 years there. I’m upper intermediate in spanish right now. Would you say so yeah, all right, cool, depends, depends which uber driver I’m talking to. They may or may not. And then I used to speak really good french because I used to work and yeah, I was gonna say two parley francais what?
Speaker 1:
but not now, because, yeah, chinese kicked french out of my brain. Actually, I just have been lazy and not maintained it.
Speaker 2:
Oh lovely, yeah, I dabble in French. I loved it and I was actually in the new year thinking about picking up French again.
Speaker 2:
But yeah no, I think it’s a beautiful language, beautiful culture too. But I have several thoughts. I used to work in higher ed, like I worked at the university. I used to work in higher ed, and so I was on the student affairs side of all of it too, and I think my initial gut response to that study is like well, why do the universities push it? It’s because we unfortunately need them. We need social workers, we need teachers, we, we, somebody has to do those jobs.
Speaker 2:
And I think too, you describe I’m going to like a little a little technical here, but I think it’s interesting you describe like psychology and sociology, which require people, say masters, I say doctorates, like they require doctorates for you to, I think, make a sustainable living, versus what’s cool about social work is it’s actually what’s called a pre-professional degree, meaning with just my BSW I could go out and I don’t technically need those other designations. And also, what’s unique about social work and why I studied it, is you then only have to do one year of a master’s program and then you have the equivalent of a psych PhD. They call that a terminal degree. And so I, cumulatively, I only had five years of school, including my bachelor’s and my master’s and, like my husband, he has his psych degree. He’s eventually going to need his PhD, which is like eight to 12 years.
Speaker 2:
And so I would say I was actually smarter. Right, in the grand scheme of the humanities I was actually smarter. And two they say in those fields, going back to like the doctorate, they say in those fields, just get into private practice. Private practice and you can make six figures from private practice. It’s just very taxing work, like you would have to be back to back eight, 10 sessions a day with clients. You would have to find those clients, keep and retain those clients. Get up on your certifications, your CEUs. It’s very difficult to have a successful private practice.
Speaker 2:
But I actually wanted to go get my PhD and I wanted to be a professor. That was the track that I was on. So but I realized that it will probably take me well into my mid-30s to see the type of money that I wanted. But for me too, as a woman, I also I don’t know when I’m going to have children. We’re not thinking about that anytime soon but I definitely wanted the option to stay home if I ever wanted a family. So that was also some of my motivations as well, Right, Sounds like you have that option, and then some.
Speaker 2:
Yeah, more than that. Yeah, yeah, right, sounds like you have that option, and then some right more than that. Yeah, yeah, totally all about options.
Speaker 1:
Well, I don’t want to just ask all the random questions in my mind like I gotta let you ask something no, go ahead go ahead.
Speaker 1:
You started a nanny agency. Yeah, as you were commuting to become a social worker, or you were. You were a social worker, commuting an hour and a half each way, and the first side hustle, or one of the first side hustles that you started was a nanny agency. I just want to know where did you get these ideas from, and have you always had like a leaning towards entrepreneurship? Because that doesn’t sound like the first or easiest kind of side hustle I would ever have thought of.
Speaker 2:
Yeah, I had it in college. I had it in college. It was kind of all. I knew my mom is a teacher, she’s a Montessori teacher, and so, kids, I was going to major in education and then I was like, oh, I don’t want to be in the school system and I wanted a more flexible career, so I chose social work. But, yes, I was very familiar and kids were easy, I didn’t have to think with kids, it wasn’t anything super challenging, and so I had that as my my background on what I did.
Speaker 2:
So I nannied all throughout college, all throughout my master’s, and so that was like the lowest hanging fruit, to be like, oh, dl, call up some families and and go work. So I would do overnight. That’s what I would do. And so, if you know, the family had to work, or it was typically like one spouse had to work and like the mom, like typically the husband had to go on a work trip. The mom wanted a set of hands, and so I could literally be paid to sleep right, and then just make sure that the lunches were good and that the house was tidy, and then I would leave at 6am and go on the bus, and so I would do overnights. I would also do the weekends as well. So that was kind of what I did.
Speaker 2:
And yeah, looking back, a lot of people ask me that, like, was there any writing on the wall that I was entrepreneurial? Entrepreneurship? The idea of it scared me. I was just like that’s so risky, that’s so scary you know, I’m not going to be able to control my income all the objections I now have to overcome in my own business. I had those same thoughts and so I will never forget in school there was an entrepreneurship like contest, like a pitch contest, and they had all their projects in like the lobby of the main campus building and I remember being after school I mean like after class walking around and being like interesting.
Speaker 2:
I could never see myself doing something like this. Look at me now. Look at me now. Yeah, I don’t think it ever. It never bit me. But I will say I was always creative. I have a dance background. I danced my whole life. I have that like art. I can create something out of nothing. I was always a leader too. I was always running stuff. Like a nerdy fact about me. I was a Girl Scout all the way up through graduation and I got my gold award, which is like equivalent to the Eagle Scout award, and so like I was always, yeah, I was always running stuff, putting out some project.
Speaker 2:
I won so many awards in college because I was always creating clubs, so I I was always like producing something. I just didn’t know he paid for it. That never occurred to me, but yeah.
Speaker 3:
Those were all the stepping stones to get you to where you are now. Right, yeah, yeah, yeah.
Speaker 1:
This is also another random question sitting in my mind as somebody who has tried to help family members how successful were you in helping family members with the skillset that you currently have sales, because you mentioned somewhere, was it around when you were first matching your income as a social worker? But your family was asking you, how are you doing this? And you mentioned helping them. Yeah, teaching them. How did that actually go?
Speaker 2:
Yeah, it was super casual and it was specifically my mom. My mom’s a great, she’s a teacher by trade but she’s a great interior designer and so she would ask me she was like how can I get some clients? She actually got a few interior design clients. She has like a little portfolio now and so I helped her. Also, my cousin has like a car detailing business and so he was like how do I set up like my social media, how do I get clients outside of referrals? So I helped him do that and he started getting some business. I had a friend she was a great videographer so I helped her start to get some weddings booked. So, yeah, nothing, nothing crazy, but it like for. For me it was very common sense, but for them they’ll be like whoa, like they, their minds would be blown and it was fun, it was help, it was fun. It would just, you know, we would meet up for coffee or like a quick phone call and give them a few pointers.
Speaker 2:
Have you struggled with that, helping family members.
Speaker 1:
Let’s just say I have put plenty of time and money into helping family members and I haven’t been very good at it, so apparently I need to learn how to help the right way. Yeah, really unfortunate that I couldn’t help better.
Speaker 3:
I think. The difference, though, is that it sounds like your family members were coming to you for advice.
Speaker 1:
Just saying, just saying that we’re going to have to take a little intermission. Maybe unsolicited the co-host has gone off the rails. The co-host has gone off the rails. No, no, it’s true.
Speaker 3:
True, it’s just like different sure, yeah, if people want to be helped, then they will seek out the help right, and if they don’t, then hey so, as you’re listening to me and DL and Jamie talk right now, you probably already know that I was in China.
Speaker 1:
This sounds like I’m going into like a pitch, you know, to sell my program. I’m not, though. I have that tone, you know. But you know I was in China for like 12 years. I did help my family then. Like I had my mom and my sister both moved to China and back then, like Jamie and I were running a tutoring business, like we had it super structured. It was not just one-on-one, it was like one-on-three, one-on-one, it was like one on three, one on four and we were making lots of money and we did oh, we franchised that out for like 25 commission too to like well other people. But then I helped my mom and my sister both do the same thing, so I have helped family you have.
Speaker 1:
They both went there like and made a good amount of money and I guess, like my sister now she lives in portugal she probably wouldn’t have gone over there if it wasn’t for saving up all that cash in china and then exiting there. So wow random story that’s amazing those were the good old days.
Speaker 1:
The good old days. Please tell us, before we finish the episode, what was one time, as you were building your business, where you almost like quit and like gave it all up to go find, I don’t know, social work again or a different job that’s along that trajectory it’s actually a concept I teach my clients now, so I you know it was.
Speaker 2:
I think I might’ve had like three zero K months in a row, so like my third month, like not bringing it in my business and my business was very inconsistent and I say like that’s probably the hardest season in business. People say the hardest season in business is when you’re at zero. I actually think when it’s in, you’re in between your goal because you’re like, okay, I shouldn’t quit because I have been successful in the past but I’m currently not successful right now. I think that’s the hardest part in business where you have to pass but the future is looking a little bleak. And so it was then where I was like, okay, I’ve made money before, but this is my third zero K month. Should I call it quits? And there’s this like giant after being dropped off at the bus, I had to walk up like this giant hill, and I would I had like, oh yeah, it just it just gets worse, right, like in the snow, rain, sleet, yeah yeah, but it never snows.
Speaker 2:
In North Carolina snows every three years, but yeah, and I would have like these, these flats with like holes in them, because I didn’t want to spend money on shoes, or rather like buy coaching programs. And so I remember, like walking up in the snow, sleet or the imaginary snow and sleet and what felt like snow and sleet and being like I should just quit. And then a thought came to my head and said DL, give it a year. How about you actually give it five? You can quit after five years. And then, like after you really give it your all, because if you’re trying something every day for five years, like, then sure you can hang up the towel. And then two months later covid happened sent all of us home to work from home.
Speaker 2:
I got a lot of time back. Yeah, I hit my first 20k month and then it just kept growing and growing from there.
Speaker 2:
And so, like when they say you typically quit premature, like right before you’re a big breed, I love that feeling now, whenever I’m like I can’t take any more, like it’s going to, like it’s, I’m going to take myself out. I love that feeling. Now I have the awareness to be like oh, dl, you’re right there, you’re right there, give it one more go. I felt that way with with ads. All 2023 was like ads are dumb. I don’t like ads. They’re too complicated. What are we doing all of this for? Terrible, terrible.
Speaker 2:
And then this year I was like Okay, what if I do something differently? So I’m doing a. I’m not gonna have the right terminology you all would have the better terminology, but I’ve been calling them Russell Brunson webinars, where it’s basically just a live webinar. So, instead of sending the traffic to evergreen funnel, it’s a live webinar for me and I do it every two weeks. That changed my business. I was like this is actually what I want to do and I’m so glad I didn’t quit on ads. I’m so, so glad. So I like that feeling now. Yeah, I’m super happy with our results. But now I know, whenever I feel that way, give it a few more months and the big break is coming.
Speaker 3:
That’s so good. I’m curious Can I ask how long into like how long have you been making money before that three months of zeros hit?
Speaker 2:
I would. Maybe it was so inconsistent, like it was right at the beginning of my business. So I would get like a $500 client there, a $2,500 painful client there, and then I would go months into getting no sales. And then I would go and I would get another $2,500 client and then like a few $500 clients and then it would go into another. So like it was that just like trying to push, push the boulder up the hill to get something going.
Speaker 3:
Right, right.
Speaker 1:
I feel like if you haven’t already that quote about, like whatever you said about, you didn’t want to buy flats. Instead, you like spent your money on coaching courses. I feel like that is very Instagrammable.
Speaker 2:
Oh sure, yeah, I didn’t buy any money on clothes Cause I was like I hate this job anyways, I don’t have to impress them. I was like I was not trying to look cute for nobody in that office, I was like they just need to. I need to close on my body and I had them on and.
Speaker 3:
I wanted to, especially with $2,500, I had to squeeze out every dime and I was like I’d rather you know, I could spend a hundred dollars on a new pair of shoes, or I could spend $100 on a course that could get me out of here. Right, right yeah. They always say choose your hard, right yeah. Like either way it’s going to be hard, but pick which one you want Right.
Speaker 1:
Yeah, very, very true. What’s one thing that you would leave, the last thing you would leave for this episode with the listener, just in case it takes them a moment to click in the description below and listen to the next episode, where we’re going to unpack sales and how to grow revenue with a better sales process.
Speaker 2:
I will say I’ll give one strategy, one mindset. I would say a lot can change when you know how to do a sales call. A lot can change. That was that part where I was doing the 20K month. That’s when I finally clicked into oh, I have to do the sales call this way, I have to do it that way. Oh, I need to say this Learning sales conversations changed my life. So that would be number one. And then number two, time isn’t the problem. So if you’re like, oh, I don’t have enough time and that’s the reason why I’m not doing anything, it could be, you know, learning French, it could be anything you want to. You know, give your time to time isn’t the problem. You are, you’re the problem oh ouch, that’ll hurt.
Speaker 1:
That’s like the stab, but you know why are you gonna talk to her like that?
Speaker 2:
well it’s. I mean, yeah, with my story I was like oh, it wasn’t, because I’m just like. Everybody was like how am I supposed to do this? It wasn’t time, it was me. And then, once I got me figure it out, time didn’t matter. If you can figure out the internal issue within you, time will never become a factor.
Speaker 1:
Wow that’s true. I was just listening to jim ron from well, obviously from back in the day, and he was talking about getting rid of, like your weak, older self that’s like bound by fear and believes that by putting something off until, like you know, whenever it’d be easier to do, then because of all these excuses, and he’s like, no, and I’m not doing it justice. But I was listening to it and when you said the problem is you, that came to mind.
Speaker 2:
Yeah, yeah. I mean, we all know entrepreneurship is nothing but identity work over and over and over again.
Speaker 1:
What does that mean?
Speaker 2:
Identity. Identity my definition of that is the thoughts you think about yourself, regardless of the circumstance. So, like when I was a social worker, I had to cosplay as like a successful coach in my mind in order to do the actions of a successful coach. Before I was a successful coach, because that was the identity that I was trying to cultivate, even though that wasn’t my circumstance. Those were the thoughts that I wanted to think about myself. Right that I’m a successful coach, even though that’s not my current reality. And so, yeah, it’s identity work. It’s thinking about what are your thoughts about yourself, regardless of the things around you. And so I did that work all the way up to a million, and now it’s a little bit more challenging. But now I’m trying to think like DL, you can make $5 million. What would be the $5 million version of you? Not just the million dollar, but the $5 million version of you, even though that’s not in my bank account right now. So what are the thoughts you think about yourself, regardless of the circumstance?
Speaker 3:
That’s so good.
Speaker 1:
We just have to stop here. We need to wrap this up, but yeah very good.
Speaker 3:
I think lots of us need to hear this right and just kind of say, okay, we need to step it up a little and make some changes thank you for sharing and spending this time with us absolutely, it was my pleasure.
Speaker 2:
thank you for having me very this time with us. Absolutely, it was my pleasure. Thank you for having me.
Speaker 1:
Very welcome, the honor is ours. Dear listener, if what she just said resonated with you, I normally just have a link to the next episode. You’ll want to come and hear us talk about sales for sure, because learning how to do sales calls right and just have sales conversations even if they’re on webinars like that will change your business. I’m also going to include a link to uh, mindy hubner’s episode. It came out at the end of 2024 and the second one came out at the beginning of 2025, but a lot of the things that I heard from DL were resonating me, having to do with identity, and Mindy spoke a lot Like I would say that was the episode that impacted us both.
Speaker 3:
Yeah, I was actually thinking of her episode too as we were talking, so glad you said that. All right, very good, go back and listen to that one.
Speaker 1:
Yep, that will be a link in the show notes below, as will the YouTube channel link, so you can see our beautiful selves in the next episode. Until we see you, or you see us again, take care, be blessed and goodbye.
Speaker 3:
Bye.
