Thirty-one percent of American podcast listeners say that they listen to learn about money and finance

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“Innovation distinguishes between a leader and a follower.” – Steve Jobs.

When you decide to innovate, you are choosing to see change as the ultimate opportunity, not as a threat to what has been in the past. It is critical to understand that innovation inherently means you are risking failure; however, choosing not to innovate will guarantee your failure. One way to mitigate risk is to have your team poke holes in the concepts and work to improve the end result before launch. Ultimately, the leader will need to take the risk or risk being left behind by competition. I would always risk being ahead of a market rather than being left behind by it.

Heather Monahan, Top 50 Keynote Speaker, Author, Board Member, Former C-Suite Executive

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In partnership with Sendspark, this definitive guide celebrates a powerful collection of thought leaders, entrepreneurs, executives, and trailblazers who are using their expertise, passion, and authentic perspectives to revolutionize sales strategies, empower professionals, and inspire the next generation.

From seasoned veterans to rising stars, each woman on this list offers invaluable insights, actionable advice, and a contagious enthusiasm that will undoubtedly shape the sales world in 2024 and beyond. Prepare to be inspired, motivated, and equipped with the knowledge and tools to elevate your sales game.

The post Women in Sales to Follow in 2024: The Definitive Guide appeared first on Heather Monahan.

What if you had access to world-class experts for 2 days, with the latest
material to multiply your income, break free from mediocrity, and
advance your career AND business—would you show up?

VIRTUAL SUMMIT
MARCH 12-13, 2024, 1-3PM ET

Register Now

Who is this virtual summit for?

The i-LEAD SUCCESS® Virtual Summit is for any woman and their supportive allies who are committed to achieving maximum potential in every key area of their lives—health, wealth, relationships, business, career, and mindset—by getting in close proximity with some of the most influential female power icons in the world.

The expert “Mini Masterclasses,” panel discussions, Q&As, networking sessions, and other interactive elements in this 2-day summit for women in leadership will add life-changing value to a wide group of people, including…

By the end of the i-LEAD SUCCESS® Virtual Summit, You Will:

• Discover the mindset shift you need to become a confident and empowered woman who’s capable of achieving every goal you have (others will notice a different version of you a year from now)
• Feel inspired by the collective influence of speakers and industry leaders who are all deeply committed to women’s success in life, career, and business
• Develop a holistic understanding of health that transforms you into a more energized, well-rested woman who more easily excels in personal and professional growth
• Gain simple yet advanced insights that any woman (at any stage) can use to grow a wildly profitable business and achieve financial success
• Feel empowered to realize your own unique fulfillment and happiness
• Discover strategies to position yourself for more success, pleasant surprises, and abundance of fortune as the year unfolds
• Gain a renewed sense of purpose and direction to help guide you toward your biggest dream and fullest potential

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Heather Monahan stressed confidence and accountability during her presentation at an LMN conference, plus more from the event.

Heather Monahan was out of her comfort zone Thursday speaking to attendees at Landscape Management Management’s Landscape Mastermind Summit – and that’s exactly what she wanted.

Earlier in the week, Monahan delivered a keynote for a media company. As someone who worked in media for several decades, she knew their pain points, she knew the people and she felt particularly confident.

While Monahan clarified that she was excited to talk in front of familiar faces, it didn’t do much for her.

“Did that build more confidence for me? No,” she says. “If we want to go for more…we’ve got to do things differently.”

Instead, speaking in front of folks in the green industry for the first time built up her confidence even more. Monahan says this is the first trick anybody – including landscapers – should know.

“Everybody needs more confidence in their life, and you want to know why?” she says. “Confidence is directly tied to revenue. People buy from confident people.”

Monahan insists that she wasn’t always confident. She remembers running into people who believed she grew up rich, but she grew up living with a single mother who cared for four children. They lived in a trailer in Massachusetts and bought groceries on food stamps.

Monahan adds she used to project this persona that wasn’t her, especially back then, but she was attracting the wrong opportunities for her because of that. “The more you can show up as the vulnerable you… the more confident you become,” she says, adding that people rally around that behavior and emulate it. “When we start doing that, we create bonds with people that are unbreakable.”

She also talked about how a previous employer fired her, detailing how scary it initially was because she had lots of bills to pay. Monahan also worried about whether she’d be perceived as a failure, but instead, she reframed it as being in good company. She Google searched: “Has anyone successful ever been fired?” From there, she found plenty of examples like Steve Jobs and J.K. Rowling. So, she took to LinkedIn and posted something her friends and family felt was too vulnerable, asking for help from anyone who she had ever helped before.

That vulnerability led her post to reach viral numbers, so much so that Elvis Duran – a radio show with 10 million daily listeners – asked her to join the show for an interview. From there, Monahan launched two books, delivered a Ted Talk and is a renowned keynote speaker. Next week, she’ll deliver a talk in front of 170,000 people in Saudi Arabia.

“If I don’t step into fear, things are not going to change,” she says.

As for turning some of that discomfort into confidence – and then into measurable revenue – Monahan recommends starting with a written goal. She told attendees that people are 90% more likely to achieve something if they physically write it down. It’s why people write grocery lists – that way, they won’t forget what it is they need to achieve, or buy, at the store.

From there, she recommends finding an accountability partner. She asked attendees if they’d ask their peers at their tables to serve those roles.

“You are in the room with like-minded people with similar goals,” she says. “People don’t win alone – we win in teams.”

MORE LESSONS FROM THE SUMMIT:
New strategies for top jobs:

LMN’s CEO Mark Bradley hosted a panel discussion called “Unveiling Profitable Landscaping Strategies,” which focused on finding opportunities for high-value jobs and selling that work to clients. The topics ranged from jobs that usually produce the most revenue per hour to ways their teams sell enhancement work to existing customers.

The discussion included Marc Nissim from Harmony Design Group; Troy Clogg from Troy Clogg Landscape Associates; Ryan Markewich from Creative Roots Landscaping; Scott Lamon from Tynic Landscaping; and Cole Weller from Weller Brothers.

The panel began with each company’s president, owner or founder explaining how they decided what types of work they offer. For some like Markewich, the high-end, albeit challenging, design/build jobs proved most appealing. Markewich says it’s great to take on jobs that they’d be proud to have passersby see their company’s logo and sign out front on those properties. He wants work that, when people see their slogan of “making neighbors jealous since 1994,” they truly feel that way.

“One of the things that really helped me was going through the branding process,” he says, adding that it’s about much more than picking a logo and colors. ““Part of that discovery is finding out what your brand’s promise is. I’ve been at it 30 years… maybe I was just oblivious or thought more of myself than I should’ve. The answer to ‘how?’ was, ‘yes.’”

Meanwhile, Lamon called himself the “odd man out,” as Tynic Landscaping offers a broad range of services but treats each division of the company like its own business. Despite not specializing in one area of the industry, Lamon adds that they won’t take on work unless they feel fully confident they can do the job better than their competitors.

“I’ve been through the recessions, and I feel as though being a bit more diversified makes me recession-proof,” he says.

Bradley asked the panelists what types of jobs make the most money — Clogg says it’s snow for his team, and for Weller, it’s tree care and it’s enhancements.

Selling those enhancements can be tricky: It’s a fine line between going back to a customer to solve more of their problems versus being too pushy. Bradley asked Weller how they ensure account managers are actually spending time getting enhancement sales.

“First off, just as a leader, don’t accept ‘I’m too busy.’ We’re all busy,” Weller says. He will walk past his team’s “bullpen” area to see if account managers are sitting around at their desks, and if they are but enhancements aren’t being sold, he jokes that it’s a pretty easy connection to make. “The most effective way to (coach them out of) that is job shadowing,” he adds. “They need to shadow senior account management.”

Leveraging AI in this new era:

Mike Lysecki, LMN’s co-founder and chief technology, walked attendees through ways artificial intelligence can make landscapers’ jobs easier.

AI is a rapidly progressing tool that can already help landscapers in nearly all areas of the business.

“If you think the last 10 years have been fast in terms of technology, just wait,” he says. “Imagine something that can read the internet – that’s what we’re dealing with. It has a whole bunch of experiences. It didn’t do them itself, but it read them. It makes decisions no different.”

AI is already being used in tools like QuickBooks for basic stuff, but it’s going to be able to do things like run automated cash flow reports each week or handle all of payroll. For scheduling, it can use weather forecasts and routing plans to tell crews when and where to go. It can help upsell services to clients based on what similar clients previously purchased. In marketing, it can rewrite website content to prioritize search engine optimization or produce newsletter copy to send to clients, though Lysecki clarifies that the internet may become so full of AI-generated content that SEO won’t pick up on that type of content.

AI can even be used for client communication and proposal generation – Lysecki likens artificial intelligence to a person standing over your shoulder offering reminders, like forecasting how much materials might cost or how much you spent on that material last time. “It’s getting very, very precise with how we estimate work,” Lysecki says, adding that we’re going from “estimates” to what he deems “exactimates.”

Of course, not everything is perfect with AI. He showed an example of a tweet that went viral when someone convinced AI to give him its Chevy Tahoe for $1.

Lysecki also pointed to AI-generated content like a recipe for creamy biscuits that included cream cheese and golf balls. He asked AI to build a picture of animals, and it identified a kangaroo as a lion, plus a panda as a dolphin.

But the technology is progressing fast. Lysecki likened this era to the Industrial Revolution.

“Think right now of AI as another tool,” he says. It will usher something like that in.”

Some power plays for your company

Alexis Dean, the founder of Dovetail Academy, which helps entrepreneurs build their businesses, offers three power plays that company owners can use to help boost their companies.

First, Dean recommends focusing on “the inside game,” which means that leaders should spend some time helping themselves.

“As entrepreneurs, you must be the thermostat, not the thermometer,” Dean told attendees, meaning they must set the tone for their whole organization. She offered four key tenants in this regard, including humility, self-discipline, extreme ownership and, perhaps most vitally, reflection. It’s here where she recommended that all company leaders take at least 20 minutes, preferably an hour, once a week to step away from the office and reflect.

“People buy into the leader before they buy into the business,” she adds.

Dean also says that leaders need to focus on relational leadership. She says people are never going to care about your company as much as you, but by fostering great relationships, you can get pretty close.

“It’s using the essential skills of empathy, communication, and collaboration,” she says. “Notice I didn’t call these soft skills – soft skills don’t exist. These are just as important as hard skills.” 

Dean adds that your team should know its purpose. Relay what you’re doing and why you’re doing it.

“You want to repeat this so often that your team makes fun of you,” she says.

Finally, Dean adds that transforming a company into a community is essential. She says that research into thousands of successful teams has proven that the number one winning factor is psychological safety. This is the shared belief that it’s okay to take risks, express ideas and concerns, speak up, and admit mistakes without fear of negative consequences.

Dean points to a five-story tower built by a ski resort, which was initially supposed to be an observation deck overlooking the scenic views but instead faces a swamp and forest. Dean believes this failure comes from the team being unable to point out the mistake while building because they had fears of retribution or being fired.

She also adds that “community and belonging aren’t just nice-to-have features – they’re essential.” Dean showed harrowing statistics about the loneliness and depression epidemic we face worldwide, where one in four people suffer from loneliness. She says by bringing people together, and by giving employees a sense of belonging, the impact is seen on the business right away. Employees having a sense of belonging in the work place leads to a 75% decrease in sick days, 50% decrease in turnover and 56% increase in job performance.

How? Dean says companies can achieve more inclusion by focusing on celebrating unique traditions or holidays, rethinking rewards and gifts and by eliminating language around employees like calling women “girls” or “sweetie.”

“Everyone in this room has the power to do this,” she says.

Some key numbers

LMN CEO Mark Bradley admits that he can be a reactionary leader. In his haste to fix problems, he says he frightens some of his team, making it sometimes difficult to admit things aren’t going well.

However, identifying key metrics helps everyone strip away emotion and talk about job performance using the same language. Metrics allow you to talk rationally.

“You create the culture where, everyone just knows what it is,” Bradley says. ““It’s just the truth. Metrics are just that – they’re the truth-tellers in your business.”

Bradley says establishing tangible goals, especially in revenue per hour and gross profit, increases the likelihood that employees in the field are making the right decisions when you’re not around. He says the key to increasing revenue without hiring more employees is simply by bolstering the revenue per hour metric, which means he really encourages companies to stop selling jobs that are low in this metric.

On jobs that don’t meet the revenue per hour metric, Bradley says he’s seen crews point fingers at estimators, and estimators point fingers at crews. Making sure the goals are clear and creating a system that won’t let anyone book low-revenue jobs are essential objectives.

“When you learn to focus on revenue-per-hour…you change your future,” he says. “Commit to this this year. Don’t sell that low revenue-per-hour work.”

Bradley says landscapers can no longer pay employees below the poverty line and continue to book jobs with low revenue per hour. This is something he’s told attendees along his Mastermind Sessions tour, and he’s had customers complain about being unable to book $200,000+ jobs, saying they’re unavailable in their respective markets. He believes these jobs exist everywhere.

“They exist in every market,” he says. “There are people worth many, many millions in every town in this country.” 

Booking those jobs comes down to creating a culture backed by the numbers. Beyond those two figures of revenue per hour and gross profit margin, Bradley also says numbers like retention rate, the net promoter score and the number of callbacks/complaints will help landscapers provide the best customer experience. Statistics like a crew score, department efficiency rate and estimated versus actual hours shed light on company’s inefficiencies.

These are just a few of the numbers he covered during the session, but Bradley says it all comes down to employee development. He spent $2.5 million on training for his employees and got his company to $50 million in revenue. 

“If you don’t have a system for this, if you’ve not trained people to understand this, put the time into it,” he says. “If you create systems and you create processes and you create a training program and you invest in these people… they can get a lot of work done in your absence. When you create metrics that can unlock their true potential… now you’ve got business partners.”

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NEW YORK, Aug. 23, 2023 /PRNewswire/ — COMPLY, the global market leader of compliance software, consulting and education resources for the financial services sector, today announced the launch of its women’s initiative “Modern COMPLYance Women” and its flagship event “Connect with Confidence.” The company aims to engage women within the regulatory compliance field, build connections with mentors and peers, and curate growth opportunities across the industry through this new program.

“While women hold a small majority of regulatory compliance leadership positions, they make approximately 17% less than men in similar positions, according to a Compliance Week survey,” said Amy Kadomatsu, CEO of COMPLY. “As the industry evolves and regulations become more complex, the opportunities for growth and advancement within this field are significant, with new roles and positions critical to the operations of financial services firms presenting themselves every year. We must do more to ensure equal access to the best positions across the industry.”

Connect with Confidence

As part of its new initiative, COMPLY will host a one-day event featuring a keynote address, as well as mentoring and networking opportunities to support women taking on larger roles in the regulatory compliance space.

Heather Monahan will serve as the keynote address for the inaugural Modern COMPLYance Women event. Ms. Monahan is the best-selling author of Confidence Creator and Overcome Your Villians, Top 50 keynote speaker, TEDx speaker, podcast host and Board Member of Healthlynked Corporation. As a former C-suite executive in media, she was named one of the most Influential Women in Radio in 2017, and Thrive Global named her a Limit Breaking Female Founder in 2018. Ms. Monahan speaks regularly about the importance of women taking visible executive and board leadership roles in spaces often dominated by men.

“We are thrilled to launch our new initiative with an event that holds such powerful meaning,” said Gayle Nixon, Chief Marketing Officer of COMPLY. “As an organization led by women who have broken glass ceilings and made their mark in each of our own individual fields, we felt it was only appropriate to do the same in the regulatory compliance space. With Modern COMPLYance Women, we will bring together women from every level of compliance to learn, grow, and ultimately, connect.”

Connect with Confidence will be held September 26, 2023, from 6 – 9 p.m. Eastern at City Winery New York City. Registration is open now.

Follow Modern COMPLYance Women for more information.

About COMPLY

As a global market leader in regulatory compliance solutions, COMPLY combines the power of regulatory technology, services and education to empower Chief Compliance Officers (CCOs) and compliance professionals to easily navigate the regulatory landscape. COMPLY enables firms to scale their growth, while remaining vigilant in their compliance efforts, by providing solutions designed to manage the burden of complex compliance tasks. Our deep bench of industry expertise – which includes expansive knowledge in technology enablement and regulatory compliance protocols and processes from our product portfolio offerings ComplySci, RIA in a Box and NRS — supports more than 7,000 clients, including private equity firms, hedge funds, broker-dealers, registered investment advisers and other financial service sector participants.

COMPLY continually supports clients in their work to proactively address core compliance challenges – minimizing risk, addressing critical priorities and meeting new demands as the industry evolves and the firm scales.

SOURCE COMPLY

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What’s your business, and who are your customers?

My business is helping others create confidence and overcome adversity in their lives. My customers are men and women who are in the struggle!

Tell us about yourself

Getting fired from my C-suite position in Corporate America is what launched my business. After 13 years of continuous advancement, I was fired when the CEO I had worked for became ill and replaced himself with his daughter. I had a non-compete and had to start over as a beginner at 43, so I decided to roll the dice and bet on myself. I am motivated every day to make a positive impact on the world and take care of my son.

What’s your biggest accomplishment as a business owner?

I have a few accomplishments that I am very proud of! Both of my books have been on the Best Seller list; my TedX talk was promoted to TED, and being named Top 50 Keynote Speaker this year was incredibly humbling.

What’s one of the hardest things that come with being a business owner?

The pressure that I put on myself. I have always put enormous pressure on myself to succeed, but I definitely put more on myself now that I am on my own.

What are the top tips you’d give to anyone looking to start, run and grow a business today?

1. Start now! The sooner you start, the sooner you will get there! Ready is a lie.
2. Figure out a problem you can solve, test it, and then test different ways to market the idea.
3. Don’t compare yourself to others. Social media is fake and not representative of what people are really going through. Stay focused on your Vision and dream and keep working towards it.

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Heather Monahan #59
Personal Growth

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Date: September 25
Time: 4:00 pm
Books & Books in Coral Gables
265 Aragon Ave, Coral Gables, FL 33134
Phone: 305.442.4408

Discussing
Overcome Your Villains: Mastering Your Beliefs, Actions, and Knowledge to Conquer Any Adversity
(HarperCollins Leadership, $27.99)
Sunday, September 25, 4 PM | LIVE & IN-PERSON at Books & Books, Coral Gables
Signing to follow the conversation
RSVP HERE TO ATTEND

Join us in-person at Books & Books as Heather Monahan discusses her book OVERCOME YOUR VILLAINS.

This event is FREE and open to the public and books will be available for purchase the night of the event so make sure to stay after the talk for a book signing! Please RSVP only if you intend to join us.

About the Book:

Whether you’re facing the glass ceiling, a toxic work environment, or anything in between, limit-breaking female founder Heather Monahan’s 3-Step BAK process will help you evaluate and eliminate any outside or self-defeating blockers between where you are now and where you deserve to be.

If you’ve ever felt alone, down, defeated, or discouraged—this book’s for you.

If you’ve ever been unsure of your next move or felt your confidence slip just when you needed it the most—this book is definitely for you.

Author and entrepreneur Heather Monahan will help you learn the easy but remarkable steps you can take to overcome the negative people and other challenges we all encounter at work and at home, find real and lasting happiness, and achieve the success you deserve in your career and in your personal life.

Growing up in poverty, Heather leapfrogged the tremendous obstacles in her life to reach the pinnacle of success in business

• only to lose it all when she was fired by the villain who was her new boss. She has seen the worst of the worst when it comes to the destruction a toxic workplace can have on someone’s perception of themselves and their outlook for the future. In these pages, she lights the beacon on your path towards stepping into and then stomping out your fear to reach your full potential—regardless of the level of trauma you’ve experienced or are currently experiencing in your workplace.
• Overcome Your Villains will help you learn:
• Heather’s 3-Step BAK process to evaluate your situation and identify a clear path forward.
• How to deal with (or overcome) a toxic environment, whether that be at work, at home, or in your own head.
• All the options you have to reach your full potential, and how to immediately start pursuing them.

BUY THE BOOK

About the Author:
HEATHER MONAHAN is a best-selling author, keynote speaker, TEDx speaker, podcast host, and Board Member of Healthlynked Corporation. As a former C-suite executive in media, she was named one of the Most Influential Women in Radio in 2017, and Thrive Global named her a Limit Breaking Female Founder in 2018. After an unexpected termination, Heather wrote and self-published her first book Confidence Creator. In 2019 Heather launched her podcast Creating Confidence, which is a Top 50 show on Apple Podcast’s Entrepreneur chart weekly. Heather was named one of the Top 40 Female Keynote Speakers of 2020 and Top 50 Keynote Speakers in the World in 2022 by Real Leaders. Her new book, Overcome Your Villains published by Harper Collins Leadership, is available now.

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