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EP 15 - Selling is Serving, with Jaime Rowe















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Jaime Rowe knows what it takes to run a business, recover from burnout and create sales. She helps her clients create momentum in sales! Through the process, she also connects them with others who help them overcome the limiting beliefs and roadblocks which get in the way of closing their sales. In our conversation we get into the how, the why and the what of as many things as we can. Learn from someone that has been there before and is helping clients through the process on a regular basis.


Connect with Jaime Rowe:



 


[00:00:00] Jaime White:

Hello and welcome to the Believe Crew Podcast. The business is you. I'm Jaime White, founder of Believe Crew and your host. Let's jump right in. Jaime, I know we share the same name in the beginning and we even spell it the same. Somehow our parents decided to name us both Jaime, which I love. But tell me more about how you got started.


[00:00:22] Jaime Rowe:

So I'm, I'm a serial entrepreneur. I've owned about six different businesses. A bunch of them have failed. I've had success too. So I took one. I've bought in sold businesses. I took one business from zero to 2 million in about 26 months. But there's a lot, there's a lot of stories with that one that we could go over.

And then now I own a business where I help activate other, so entrepreneurs and small business owners to really fall in love with their sales process. Wow, I used to hate sales. And so why not fall in love with something that can help build the income and the impact that you want in this world? And so I help people reframe how they look at sales and the nuts and bolts of the business.

Build those in place so that you can do what you want to in this life.


[00:01:06] Jaime White:

I love it. I love that you full on accept and admit that you've built some things that have failed because that was something that held me back for a long time. I held onto a business that probably could have and should have been shut down because I did not want to admit..

Like if, if the business was still there, then in my mind, it wasn't admitting failure and it was like it still exists. It just doesn't have a profit or anything. It's fine.


[00:01:31] Jaime Rowe:

It's fine. Everything's fine. , it's fine. That should be, for entrepreneurs, especially the Midwest, like there's no feelings. You're just fine.

Yes. Right. Then my mom would tell me, you're fine. And I'm like, after years of therapy, I'm like, actually fine is not an emotion found that out. But I look at failure as the word fail is first attempt in learning. I see life as a classroom and yes, failure can be hard and difficult and sometimes it is hard to get back up.

And I've been in the pits of despair many times in my life. But I also note in the end is that I can do this. And the only thing that's in my way is myself. There's no one else. I love that. And so, and that's sometimes hard to admit cuz boy is it fun to blame other people. Yeah. Boy, is it fun, right. To be like, well it's my vendor's fault.

Yeah. Or it's my customer's. Well, they're not buying things because they don't understand the value of my product. It's harder to say, I don't know how to explain the value of my product. I don't know how to sell myself. Yeah, it's a very different place. It's a very humbling place. And one of my businesses where I was a photographer, I was a very talented photographer.

I did covers of magazines and calendars and all things like that. But I didn't sell myself. And so it eventually dwindled down. I just didn't want to, I thought I was amazing and everyone would know it, and people will just naturally come to me. No, it, it, it's slow, but over time and if you wanna grow quickly, that's not the way to grow quickly.


[00:02:58] Jaime White:

So explain that a little bit more because I hear what you're saying and I feel like there's so much more there when you say it's not a way to grow quickly. So you're saying we could slowly collect clients, kind of not really master our messaging, not really know what we're supposed to be doing or saying, but we'll get there slowly.

But what have you seen the, the capacity, or what have you seen business owners be able to do that they really didn't think was possible by implementing some of the things that you're saying.


[00:03:32] Jaime Rowe:

That's a great question. So a lot of times clients when they come to me and I've been in this place in business too, where I just got referrals, right?

You get referrals. They're hot leads. There's hot, warm and cold leads, right? Cold calls like cold calling. You've never met them in your life, right? A hot lead is someone you refer someone to me and they know like and trust you. Yeah. So it's that halo effect that they know like and trust me, and it's an easy, it's like a conversation.

They've already been sold. Yep. Right. So that's a very, that's almost no sales process, right? Right. So what happens is if you don't take care of your referral partners and you just keep moving along or you're not delivering what you had promised, or there's lots of things that can happen and that dries up, like your referral garden dries up and you can't pick carrots anymore there aren't any carrots or peas or corn growing cuz you haven't cultivated it.

What happens then is that you need to move to, how can I have a broader reach of people and then now they're warm and cold leads. You need a proven sales process to walk them through because they need to know, like, and trust you. And that takes more of a formula, a method so that you can convert higher and close more business.

So that's what I help. They usually come to me at that point cuz people can spend years organically growing. And if you wanna grow real slowly, like. Just do the referrals thing. If your referral garden doesn't grow up dry up, you know? Yeah. Dry up. Right. So, but usually people are like, I'm, or I'm stuck.

Yeah. They get stuck somewhere. Yeah. Or they're just barely growing and that's when they're like, I'm ready. I'm ready to grow. And that's usually when they come to me and they wanna start going in that direction.


[00:05:07] Jaime White:

This is super awesome. So when you're working with clients, would you say all of your work is direct one-on-one work, or do you do group type stuff?

Or what are you finding right now? Is, is the. best.


[00:05:17] Jaime Rowe:

Yeah. One-on-one. I do one-on-one work. Yeah. We also have groups, so we have an eight-week accelerator in a group where it's the energy of the group and every week they're putting how many people they've reached out to, how much business they've closed.


[00:05:29] Jaime White:

Right. Creating that consistency and accountability with you kind of leading the discussions and helping them think differently, but otherwise, that one-on-one work where you're like digging in. with clients is sort of the primary, or would you say it's a mix of both?


[00:05:45] Jaime Rowe:

It's a mix and that's Okay. In terms of looking, it's a premium to do one-on-one.

Right? Right. And you get everything answered for you. But in the group, I feel like group is more helpful because you're being encouraged by not just me, you're learning from, you know, a variety of other people in different industries. And so you're getting that richer group environment. I see.

That's really important. Group's not always a good fit for everyone, but I think people are surprised once they get in. They're like, oh, this is actually really amazing cause I can't see Jaime all the time, but I can call so and so. And then you build these really rich, deep connections with other business owners.

Yeah. Cause it can be lonely. I'm sure you've been there too where Yeah. I mean, there's moments where you're like, I feel like I'm the only person going through this.


[00:06:29] Jaime White:

I just came back from a retreat where his slogan is something like building a business can be hard or is hard don't grow it alone. And it was one of those retreats and conferences where when you walk up to a group, the C circle widens.

And I just wanna continue to be a part of that because what you're saying is true. and what I love is the vulnerability of business owners. Like what you said when you first started is I've failed in some of my businesses knowing that that's a higher level of consciousness, that there's a higher, higher level of people that you're connecting with on a regular basis.

To be able to admit that right from the get-go, like that's the type of group that I wanna be involved in. Right?


[00:07:06] Jaime Rowe:

Right. I wanna work with people who are ready to be vulnerable. Exactly. Who are ready to be humble. Yeah. If I'm in a sales call with you and you start blaming other people for what has happened, or you know, there's a, or the victim mentality and things like that.

Like, sorry, that little red wagon doesn't work anymore. You need to drop the wagon and, and, and stand up and be a grown ass adult and move forward. And if you need therapy, go to therapy. Sorry, I can get my whole soapbox, . I love it. A lot of people who work with me, I highly suggest they do therapy at the same time, , because guess what?


[00:07:36] Jaime White:

Just tell 'em straight up. I agree. I agree. I have a holistic therapist or a life coach that I'm like, and you're gonna want some time with her too.


[00:07:43] Jaime Rowe:

Yeah, exactly. No, and I, you know, Becky Claybough works with me and she is an ace at emotional regulation. Yeah. And so in that eight-week accelerator, not only are you getting nuts and bolts of the sales process, building that out, our close with confidence signature method.

And then I teach the content and then she comes in secondary on Thursdays and she's like, okay, probably everyone's nervous system's on fire with what Jaime has you working on your pretty accountability system, you know, your all your sitting pretty documents that we have. So I'm here to just do hot seat work.

Where are you being triggered? And let's bring our nervous system down so we can get the work done. Cuz if your nervous system's on fire, you can't focus, you're a monkey, right? Your cortisol's running through your system. So it's really important to have that mindset and that emotional regulation, and that's forgotten in a lot of sales program.

And I'll admit forever, I didn't do mindset. I just said, deal with it. We need to, yeah, the sales process, like deal with it. And then now I'm realizing how important it is over the past few years to bring someone in to help manage the mindset because that's, that's the biggest.


[00:08:51] Jaime White:

It speeds up the process. Yeah. Cuz otherwise , we can, we can learn how to do the work, but then why aren't we doing it? A lot of times people are like, you need an accountability partner. It's not an account accountability problem, it's because there's something about it that is uncomfortable for me and I haven't worked through that yet.

like, what is it? So like what you're saying is it has the same. impact as an accountability person, but yet it's more,


[00:09:14] Jaime Rowe:

it's more effective. I think having accountability partner is a piece to the puzzle. Yeah. But the, if you're thinking about Big rocks and Little Rocks, the big rock is a mindset piece. And the big rock is limiting beliefs.

Right. I remember I mean, I, in my distribution business is I remember one of my limiting beliefs is you have to work really, really, really hard to make money. Yeah. Really, really hard. Or it's, or you shouldn't be making any money. Yeah, I would work seven days a week. I, if a client or if a pet store, like I serviced thousands of pet stores across the us.

I had a team of 20 plus sales reps. And I remember if they called me on Sunday at seven o'clock and they needed something and I could run it over to them that night, I would do it. You would do it. I would do anything so much to the point that at one point I I was like, Couldn't wake up in the morning.

I was exhausted constantly. I couldn't digest food. I then tested . This is such a nerd. I am, so, I'm like, I know I'm sick, but I don't know what's wrong. So I actually ordered an H T M A test. Are you familiar with the HTMA, hair tissue mineral analysis. Oh yeah. So I cut a piece of my hair, shipped it to a lab in Dallas, and it came back that I had basically almost adrenal fatigue


[00:10:27] Jaime White:

Right. Adrenal fatigue. Yeah. Yeah.


[00:10:30] Jaime Rowe:

So I went to my doctor and I gave this report to, I'm like, I think I have adrenal fatigue and I know I have issues with my thyroid. And she's like, I don't know how to, I dunno about this, but they did test me. I had adrenal fatigue stage two. So when I, sat by a window. I actually wear wore sunglasses a hundred percent of the time.

My eyes when it dilates properly. Yes. Yeah. I dunno if, if you've experienced adrenal fatigue.


[00:10:51] Jaime White:

I have actually.


[00:10:52] Jaime Rowe:

You have. We've talked about this. That's right.


[00:10:53] Jaime White:

I know what this is about. Yeah.


[00:10:56] Jaime Rowe:

Yeah. It's so much.


[00:10:57] Jaime White:

It's exhaustion. You can't sleep off.


[00:10:59] Jaime Rowe:

You cannot sleep it off. I mean, yeah, it took, I had to get rid of, I remember my doctors like, you should get rid of alcohol and caffeine out of your diet.

And I'm like, so can I do one or the other?


[00:11:11] Jaime White:

Well, that didn't help for me because I've never had, I mean, I don't, not that I haven't had caffeine, but I don't typically drink caffeine or alcohol. So that wouldn't have helped. That wouldn't have solved my problem. So did it work for you?


[00:11:22] Jaime Rowe:

I got rid of coffee and it helped.

I was drinking five matche latte. Things from Starbucks, like they knew me at Starbucks, the block away from my warehouse. Right, right. Just to keep my eyes open every day.


[00:11:33] Jaime White:

So when you were working this crazy hard and, and creating this much impact or, or doing all these things in your body, really, did you heal and stop working as hard while you were still there? Or did you end up having to leave that


[00:11:51] Jaime Rowe:

I left, so I decided, this is so incredibly toxic. I remember being in my warehouse and just everyone was gone and I was trying to pack orders and I couldn't read the orders. Yeah. Because when I got really, I even dyslexia started to pop up. I get that when I'm really stressed and I physically couldn't read the numbers of what to put in the box.

And it was late at night and I remember just sliding down the back on, just sliding down in the middle of an aisle. I've been there and crying like, I can't even read this effing piece of paper. What am I doing with my life? Like, what, wow. Why am I doing this? And I had this big realization and I did have to leave and take some time off.

Yeah. And it was great. It was terrible. It was great. It was probably the, one of the worst times in my life, the most saddest time I've ever had, cuz I just in constant panic attacks, like not being able to breathe and waking up in the middle of the night, like nonsense, right? And it was it was based on a variety of limiting beliefs.

Let's be real here, but that was the biggest one is, , you have to work really, really hard or you're not really helping people. Yeah. In order to make money. So that was just that was a great moment of burnout and failure that I'll never forget. And for, to this day, I am very on top of taking care of myself and what I eat, how much I sleep who I spend time with.

That was another thing, right? And also getting a lot of extra therapy help and having supportive people around me at all times. My red velvet rope, so to speak. Whoever, what? I can't remember the author's name. Michael Port. This is for sales, is who gets to work with you. Who are your ideal clients? Who are you letting behind your red velvet robe?

Rope. Excuse me. Not your robe. That's weird. Yeah. Who? . Hello? The sinus infection, brain fog, but your red velvet rope, who gets to work with you, who gets to spend time with you? And I think that applies also for your personal life as an entrepreneur is who influence you, influences you in your life.

Who encourages you and supports you? Who's there for you? That matters a big deal.


[00:13:58] Jaime White:

Wow. This stuff is huge stuff and I've been learning it over the years recently, about eight years ago is when I was done with my adrenal and I had, I was definitely the words that I said the most often where I'm frustrated and technically was blaming other people all the time.

I started by recognizing I needed to take care of myself in some way. It was just the beginning though. The stuff that I've learned in the last four years about the limiting belief stuff has moved me through farther and faster and boundaries and, you know, changing who my circle is and being true to my word, you know, and just having integrity to myself.

So I'm hearing a lot of what you're saying and realizing that it's part of the process.


[00:14:42] Jaime Rowe:

eah, it's part of the process. And I like what you said, you know is not only giving yourself permission, but also the commitments you make to yourself. Yeah. I think a lot of. You know, I teach intuition in sales.

Again, not always told, you know, shared in sales training. And we can strengthen our intuition by building trust with ourselves, and we build trust by ourselves, by the commitments we make and we follow through it. If I make a commitment that I'm gonna meditate every morning, and I don't do that, I'm breaking a commitment to myself, which breaks the trust with myself, which also inhibits my ability to tap into my intuition.

Yeah, so we make commitments in our eight-week accelerator. What are your commitments that you're making to yourself? Right? We need to build, maybe we need to build back trust into who we are so that we come more in alignment with who we are, and it's that heart over that hustle. Where's our alignment with our heart in this process and who are we?

That also helps you figure out who your ideal clients are. It just, it's almost like yeah, I think of, I just think of my chiropractor. Sorry. Aligns my atlas bone, which is at the top of the, the backbone and it just realigns the whole backbone. Right. Instead of doing every little piece. And I feel like that piece in building trust with yourself, using your intuition in sales is that piece, and then everything just falls into place.


[00:16:05] Jaime White:

Yeah. Oh my goodness. It's totally true. And I love that visual. So when you were at burnout and walked away and did some work, then you ended up going back.


[00:16:17] Jaime Rowe:

I did not go back to that environment. Oh, okay. No, not to that warehouse. No. Yeah. What I decided to do is take some time off, so I took some time off.

Yeah. And then I actually went and worked at an international coaching business and it was such a great experience. I still am friends with people there, and it was wonderful and I, I mean, it was not easy work. I mean, it was wonderful work, but I learned so much in the process and it was my way to kind of heal and come back and to help activate other.

I learned how much I enjoyed the impact I had with motivated mission driven entrepreneurs and activating them to go do great things. Yeah, because also too, I could very much connect with them on failure. Any good entrepreneur has fallen down time and time again. The difference about a successful entrepreneur is they've gotten themselves back up.

Yeah. And they'll do it again and again. Right. And so that's fun to work with those people. Cause a lot of 'em had hit a point where like, I had hit bankruptcy or I had done, you know, a terrible fail, or I lost my biggest client and they come with these stories and I'm like, I hear you. Let's work through this.

you know, have the empathy for what has happened and to honor it and celebrate it. Forgive ourself, right? Which is a really good, really, really thing. Huge, huge piece.


[00:17:37] Jaime White:

Usually when I'm working through forgiveness, it's like I need to forgive them. Oh wait, I need to forgive myself for not forgiving them.

like, there's two levels to every forgiveness.


[00:17:45] Jaime Rowe:

No, for. Sure. I, I remember I was so mad at a vendor that I had, and rightly so, and also I had some part in it too, but boy was, I wanted to blame them for years and. And so I had to write. I can't tell you how many letters I wrote starting with being really angry, but I didn't send any letters.

It's be very clear. I love it. I love it. I'm a pyro, so I write it and I love it. Writing letters to them, how much I hated them and what they had done. Those were, most of the letters were, you were like, taking your pen and stabbing the paper. I mean like, you know what I mean? Burning those and then going through the process of forgiving them and saying how much I appreciated what this did for me.

And then going, moving to being mad at myself or being mad at them and then going through my process to forgive me. It was like a four part process Yes. To go through. And it was hard.


[00:18:41] Jaime White:

That's really cool. I haven't tried anything like that. I write my prayers out in detail thanking the Lord as though it's already been taken care of. And so that has really helped me learn to release things faster.


[00:18:54] Jaime Rowe:

Oh, I love that. And it's already been done,


[00:18:57] Jaime White:

Its already been done. Thank you. Yes.


[00:18:59] Jaime Rowe:

Yeah, no, I love that. Maybe that's,


[00:19:01] Jaime White:

It's a new practice and it's created miracles for me, like just being able to let go of things faster and then actually things work out in a different way that I couldn't have planned, that I couldn't have picked.

So I'm like, thank you, .

Thank you for taking care that.

[00:19:15] Jaime Rowe:

Oh, I love that. Cuz you're writing out the what? What do I want? Yeah. I think that's really important to hone in and focus what you want. What are those desires? And not worry about the how.


[00:19:25] Jaime White:

Exactly. I used to just beg, you know, like, please. It wasn't as effective. I could tell you it was not. It didn't shift my energy because I was still in a place of hopelessness, helplessness, you know, resentment, unforgiveness, because I was just, I was begging in prayer and I get it, you know. that that's maybe part of the process. But now if I can shift that energy to a place of thankfulness and like, thank you for taking care of that and moving on.


[00:19:50] Jaime Rowe:

Yeah, and it's out of lack and into gratitude.


[00:19:54] Jaime White:

Yes, for sure.


[00:19:55] Jaime Rowe:

It's actually been proven that you're the brain, the gray matter in your brain, the chemistry changes when you become in a state of gratitude.


[00:20:01] Jaime White:

That's what's been happening.


[00:20:04] Jaime Rowe:

I mean, that's exactly what you did. I mean, we did exactly what science says works.

And I mean, I've had clients too where they come to me and they're like, I just bombed these three deals, like, you know, blah, blah, blah, and let's just stop for a minute. we're being triggered. That's okay. let's just sit where we're at and let's list of all the things that you've done great this year.

Right? Okay. Let's celebrate all those things and be grateful and what are you grateful right now? And list those things. It's a great thing to do to bump up your vibrational level and it's scientifically proven, which I love.


[00:20:36] Jaime White:

That is so awesome. So I'm interested you go to work for this coaching organization, changes your perspective.

So at what point are you starting to go. Where, where do you start to see that conflict? Where you feel like you need to work hard, but you're realizing it's not working? Like did you just, you know, flip the switch was just a light switch moment and you just went from working super hard burnout to no longer what was


[00:20:59] Jaime Rowe:

I think I was forced to because my body, I then was so, and I knew when I started to feel like I was gonna have a panic attack, I knew all the signs Right. And I would just be like, I can't work any longer tonight. It's not worth, . I just feel like it's not worth it. I can do it tomorrow morning. Let me get a good night's sleep and I can wake up early in the morning if I need to.

Yeah. Or I had the, I call it, the DEA comes in, how can I delegate this? Can I eliminate it or can I automate it? And I became a master at those three things because my health, I was more important cuz I remember those moments where I couldn't get out of bed. The moments when I remember driving in my car and I was dozing off and I'm drinking, matche, I couldn't even keep my eyes open.


[00:21:46] Jaime White:

Wow.


[00:21:46] Jaime Rowe:

Like I remember those moments of so much, just horrible. I felt I was. I was miserable. I won't use bad words on this, but I want to right now, I was effing miserable. if anyone's ever been there. You remember those moments? Yeah. And I hold them in my heart as a gift that I never wanna be that way.

Nothing is worth it. And then I also, in my business, I always say, listen, what's the urgency here? Why am I rushing? Why am I putting pressure myself? I don't deliver kidneys to emergency rooms for emergency surgery, no one's gonna die if I don't get this done right. They're gonna wait and they can wait.

And I gave myself a whole new permission to take care of myself and that changed everything.


[00:22:28] Jaime White:

It sounds like you've done a lot of work, and I have a question that might be a little vulnerable.


[00:22:33] Jaime Rowe:

Ooh yes.

[00:22:35] Jaime White:

Did you find that any of these came from the way that you were

raised in childhood?


[00:22:40] Jaime Rowe:

What do you mean?


[00:22:40] Jaime White:

Like the, did any of the beliefs about I need to work hard?


[00:22:44] Jaime Rowe:

All of them. all of them. I mean, I can't think of one that didn't come from childhood in some form. And you know what? Our parents do the best they can.


[00:22:53] Jaime White:

Absolutely. I need my six sons to forgive me on a regular basis.


[00:22:58] Jaime Rowe:

right? For a long time. I blame them, and through a lot of therapy, self-work, retreats, all those things that are so hard, those realizations, when it comes down to at the end of the day, the buck stops here. Yeah, I'm responsible for my life, I'm responsible for my business, and it's how I respond to things. And they tried their best. And so it is what it is and it's my turn to, yeah, change and stop this process so my kids don't have these limiting beliefs too.


[00:23:25] Jaime White:

Yeah. Yeah. There's a couple books that came to mind while you were saying that when I think about the journey that I went on was the Qbq, and I can't remember who wrote that one. The question behind the question and then extreme ownership is that Jacko Willick, something like.

[00:23:38] Jaime Rowe:

Extreme, yeah, I'm, I've read it, it was a while ago. That's a great book.


[00:23:42] Jaime White:

Well, and I read it partially to my kids, cuz you know, I'm a great skimmer and I usually like to read the first three chapters and recommend it to someone else. But full disclosure.

So, but if I read it to somebody else, then I, then I'm held a little bit more to the fullness of the book.

So I may have skimmed it still, but it was a lot more. And I just remember reading one of the stories where he talks about, well, just the level of intensity in the mistake that was being made and the mistake that was made in the book. And they were basically almost firing on their own team or something like that.

I forget the details, but when he goes back to the, whoever's above him in the Army, it's like, well, whose fault is this? And he took ownership. Right? And so that was that extreme ownership moment. And I was, I was realizing that there were things that I hadn't been taking ownership of in what I was leading and what I was doing, and I wanted to blame other people and other things.

And it's like, you know what? What if, what if I could take extreme ownership for this? What would change? And I really believe that that was one of the pivotal moments for me.


[00:24:46] Jaime Rowe:

I think if we all took ownership, extreme ownership in our life and our business, the world would be a very different place.


[00:24:53] Jaime White:

Hmm. Oh, that one of the things you had said earlier too was reminded me of when employees that would wanna hire me, that would want me to hire them, would come in and they would complain about their previous boss red flag. I was like, yeah, you're, the first thing I would say to them is you probably aren't gonna like me either, .

Cause it doesn't, it doesn't matter. But that actually reminds me of the other thing I was thinking about is I'm working on this idea. There's, there's a shift going on in society right now between, let's say bosses or leaders and how employees wanna come in and work.

And so this thinking that our parents had, that they trained us on that, you know, our value and our worth is in what we do and what we can get done and working hard versus our value is in who we are and who we're being. I feel like that's a societal shift, even like, not just that it was a parent thing versus a a kid thing, because, there's a problem happening where a lot of companies and bosses are wanting people to show up the way that they expect them to show up. And I believe that the businesses need to change and the leaders in the businesses need to change to embrace what the incoming generation, do you see that, or do you think that the generation that's incoming needs to change?

Like am I the only one seeing this?


[00:26:17] Jaime Rowe:

I think there could be a middle road in some in fashion.


[00:26:21] Jaime White:

Maybe I'm just not good at win-win situations?


[00:26:25] Jaime Rowe:

Two words came up for me as you're explaining that, and it's invisible contract. . Mm. How many invisible contracts do we have with people in our lives, with our employees, with our bosses on how things should be and expectations for them?

I think the more that we can talk about it, the more we're transparent about our expectations on both sides of the house is going to, improve the situation because if employees are coming in with expectations for something, they're very different from the employer. No one talks about it and they have invisible contracts that no one signed.

It's gonna be a mess. But if we start sharing what we need, then the demand for that, well then the supply is gonna have to show up. And so those companies that don't adapt are going to die. They just won't have employees. . That's what, that's what I'm seeing. Yeah. I mean, look at how many restaurants I've been to since after Covid or fast food where they're like, listen, we close at this time we don't have enough. Yeah, because that whole industry is shifting in a big way and boys is it slow to adapt.


[00:27:30] Jaime White:

Yes, that's what it is. It's slow to adapt. I like that wording. Instead of that, the employees are the problems.


[00:27:38] Jaime Rowe:

Oh, right. Course it's a, of course.


[00:27:39] Jaime White:

Its, the industry to stay the way it was. It's changing.


[00:27:43] Jaime Rowe:

Yeah. Just like anything, just like anything, every generation brings a different flavor and, and richness to our history. Yes. And so this is an opportunity for us to adapt. And, and again, if you don't, then you no longer are going to be here.


[00:27:59] Jaime White:

Yeah. So I love that. If there's things that you're working with clients on or even for yourself. What are some of the things that you would really love to have people know about being a business owner or about selling, or what are some of the things that you would love to share with people?


[00:28:17] Jaime Rowe:

Selling is about serving. It should always be heart over hustle. Lean into your impact. Hmm. A lot of people forget how important how you're changing the world. And if we lean into how we're helping and changing others and serving them, it's not sales. It's, it's serving.


[00:28:38] Jaime White:

And really that more feminine side, embracing that more feminine side is what I'm hearing. Like it's okay. Yeah. To be.


[00:28:44] Jaime Rowe:

Yeah. And it's okay to align your sales process and not do listen, traditional sales processes were made for men.

Sorry. I love men, right? I do. But it's an old school way of selling it. as my friend Kate Bailey said, she used this analogy the other day in my podcast, is that it's a sandbox that was not built for women. Okay? It's a sandbox not built for women. So we, I am starting the movement of building a sandbox that works for women, a sales process that's aligned with our gifts, that we're speaking from our heart, that we're serving others and not being this sales cringeworthy, icky, gross, slimy thing.

Yeah. That no longer works. Right. Things have changed. People are slow to adapt. I mean, it's, it's fascinating to me. I will on occasion, go through sales process with other companies just to see what it's like. Yeah. And the amount of pressure sales. is ridiculous depending on what industry you're in, that they still old school it.

And so there's a different way to do sales than we can do a way that feels good. So even when you close them to, it also feels good. Sometimes there can be remorse, like, oh, I closed them, but I feel guilty. Oh, so I'm gonna throw in all these free extra things. Oh, in last minute I'll give 'em a discount.

Right. And then, so what makes us feel better but in essence it doesn't, it's just kind of putting. bandaid on a huge gash, right? So if we reframe how we look at sales and really lean into our impact and how we can help others, I think we really can't go wrong.


[00:30:17] Jaime White:

Wow. I love that. And I can see so many opportunities in it.[KW2]

Is there anything else? When you think of all of the business experience that you've had from the beginning, what are the other things when you think about business overall? Some of the things that come up for you.


[00:30:32] Jaime Rowe:

That's so interesting you asked this question. This has been coming up so much for me and I was just got back from a trip from Hawaii and it just kind of landed on my face one day, walking on the beach.

Is that. Business can be a vehicle for you to heal.


[00:30:48] Jaime White:

Ooh, I really like that. I have not heard that before. Yeah.


[00:30:52] Jaime Rowe:

So healing through business. I look at all the businesses I've had and I would've not had so many opportunities to heal if I was not an entrepreneur.


[00:31:01] Jaime White:

Wow.


[00:31:03] Jaime Rowe:

because it rips the bandaid off of everything.


[00:31:05] Jaime White:

Wow.


[00:31:06] Jaime Rowe:

Like you have to learn all the things. So you're healing and growing in a way that you wouldn't have had that opportunity. Potentially you could. Right. But it's a great opportunity if you, of healing. How can we heal through business and that branch off all so many. Ideas things, things are gonna be coming down the pipe with that, because that's really resonating with some people. I'm talking about with some other leaders. So


[00:31:31] Jaime White:

You're, you're saying you're speaking truth. And I did not word it that way. I would not have thought about it that way. I've, I've heard it from the John Maxwell perspective of like, lifting the lid on your capacity or like as a leader, you know, you are the limit and then everybody under you can only go as high as you are.

And I know that leaders need to grow and develop personally, and that we can only. Grow our companies as much as our personal growth. You know, like we, we just, our capacity is maxing out based on where we are personally. But I love the perspective that you're coming from, which is similar and the same stuff, but just in a new way.

And it really speaks to the work that I've been doing since launching my own company. Because before I've been the implementer in family businesses, and I've learned so much over the years in and through business and about myself, through business and having to deal with things. And I just love the way that you're wording that this is a perspective that I'm taking it right now, is that when I'm running into something new, I have an opportunity to heal something in myself so that I can move beyond, whatever it was that was holding me back. And oftentimes I feel like it feels like a wall or a barrier in front of us, but it's actually more of like an invisible barrier. And I think when you said invisible contracts, it kinda spoke to that too, but it's, it's actually more like ropes from the past, holding and pulling me back when it feels like something that's is in front of me.

Does that make sense?


[00:32:59] Jaime Rowe:

Yes, absolutely. A hundred percent . Yeah. And I loved how you word that too. Yeah. It's holding ropes, holding back, but in essence, you're holding the ropes.


[00:33:06] Jaime White:

True. Absolutely.

[00:33:07] Jaime Rowe:

Almost like you're doing this, holding the ropes, and all you have to do is just drop them. Sounds that easy.


[00:33:13] Jaime White:

Right, right.


[00:33:14] Jaime Rowe:

It's not.


[00:33:14] Jaime White:

I love it.


[00:33:15] Jaime Rowe:

It can be. Yes, but it can be though.


[00:33:17] Jaime White:

Yeah. It's being willing to acknowledge it because I had some that I was working through today and my coach Kara, who works with us in Believe Crew is sometimes also my coach. She's our holistic coach on the team. And she'll, you know, she'll ask me like, what like what meaning does it have? Or you know, what meaning am I giving it? Or why is it serving me to keep them? And sometimes it's so painful to acknowledge. And so what was coming up was there was a belief system that I needed to change. Belief system was not serving me even though it was in some weird ways.

But then behind that was actually a heart wall. And I could feel the pain almost in my heart as we were talking about it. And it was that someone had said something a year ago that someone that I really respected and it, it made it so that my belief was in conflict, right? Because I didn't want that what this person's, I, I, I didn't wanna think differently of this person.

If I accepted it as not true then all of a sudden maybe some of the other things that I thought about them weren't true either. So I was like, I'm not sure I'm ready to acknowledge that , but, but technically it only took minutes to work through it, but it's still big stuff. Stuff that I've been holding onto for a year that's been holding me back.


[00:34:31] Jaime Rowe:

Yeah. The cognitive dissonance, right? You have a belief, but it doesn't match up with what's actually happening. And so you're like, ah, what should I do? But also all those limiting beliefs, think about that they're unconscious at times, so working with a coach or therapist, bringing it conscious so that you can then release it, that's a process, because if not, you're coming into a room.

It's like having, an invisible bag of garbage on your back, and every piece of garbage is a limiting belief. And every time you remove one, you're, I mean, people can feel it. Yes, I can. Hundred percent. When I meet with someone, a heaviness, a hundred percent of someone who has all these loads of limiting beliefs, and it's so heavy.

People can feel it in the room. I even had a coach I worked with years ago. I met up with her last year at the fall, and she goes, Jamie, I, I mean, we loved working together. And she said that you're just, you're so much lighter. That's awesome. Yeah. That feeling in that presence, that's what we all want. We all wanna feel lighter in so many different ways, so Yes.


[00:35:33] Jaime White:

Yeah. Oh my goodness. I have really enjoyed our conversation together. And is there anything. that has not been said or that you feel like needs to be said otherwise. Maybe this is just one of many conversations.


[00:35:46] Jaime Rowe:

Yeah. I enjoyed this so much. I forgot we were on a podcast . So I have so much, I think we align in so many different ways and I think there's, I mean, if anyone would like to learn more about our programs that impact income.

I'm sure you'll have that in the show notes. Our Sitting Pretty Community, that's free. Anyone can join in in our, our eight week accelerator, it's called Light It Up Accelerator in addition to one-on-one coaching.


[00:36:09] Jaime White:

I love it.


[00:36:10] Jaime Rowe:

So there's lots of opportunities to move forward in your business. I love it and I love that you've given that offer out, so we will absolutely share the links and thank you for this.

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