[Music] thank you all for tuning in to season two of The One ofone podcast where we cover the unique journeys of superstars in different Industries how they got to where they are today and most importantly how they get to where they want to be tomorrow today we have a very special guest who is not only a superstar in her industry but truly a legend in the making the face of women in sales founder and CEO of the she sales Academy me miss Shelby saf thank you so much for having me very excited to be here first of all I know you have an extremely busy schedule so thank you for taking the time to be here with us today course you chased me down when I was eating the salad remember I remember that's why we're here so what does a day in your life look like right now I know you're extremely busy okay so I wake up Ashley normally wakes me up with a Starbucks coffee that we love which is the best start to my day and then we go on a Brickle Key walk go to Pilates and then come home in my day with work is always scattered cuz I have three different companies so I'm always taking calls for different ones at different points um so I'll take calls from my company I'll take a couple sales calls and then I will also try to do like a walk in between my day um maybe film some content if I have time but my day is pretty much all calls and all working out all the time that's how it goes so so you're originally from Arizona and you graduated from ASU you got your bachelor's and your M's in four years pretty impressive when did you start getting into sales and when did you get your start in the industry when did you know that was something that that was passionate for you yeah it was funny because I always knew I just wanted to be like a badass businesswoman my whole life growing up I like my very first business I started I was like seven years old it was a nail painting business very little but I always just knew I wanted to be really really good at business and so throughout College while I was getting my undergrad it was in finance but I was like I have the finance background I had an accounting internship I had a marketing internship I did um pretty much every single sector that you could do in business except for sales and I think sales was the only one where I was like really scared to try it because you either sell someone or you don't and so I was really you can't really like fake being good at it um either like I said close the deal or don't so I was always really scared to try sales until one of my business mentors uh told me about how he did door Todo sales when he was back in college and he was like you can make a lot of money doing it and the skill set will will perfectly set you up for what you want to do in the future and I was like okay like bet like why don't I do that and he was like I mean you could try but there's like no girls that do door to door and I was like okay Bet and so I just decided to send it and from sophomore year all the way until my Master's Degree every single summer in between taking classes I was doing door door sales and leading teams for that and that's extremely difficult to get started as a woman in sales doing door Todo in Minnesota it was I believe yeah so every summer I was up in Minnesota and how did your mom tell you I'm sure she was probably scared of you going out there little girl oh my God my mom sat me down with $1,000 cash and she was like if you do not leave tomorrow you can keep the job that you have which was some like cold calling B2B job and you can have $11,000 cash and to me I was like w I was like 18 years old that's a lot of money and so I'm almost I I definitely thought about it I was like damn um because she didn't want her little girl out there knocking on random people's doors in Minnesota she's like how did I mess up as a mom to where my daughter wants to go do this but um obviously I didn't take it made way more than ,000 so thank God but now she's the biggest fan because obviously it like helps me pay for my whole lifestyle and everything that's amazing and now I know you're a former athlete and you did figure skating yes what were some of the most valuable lessons that translated from being an athlete to the world of business so figure skating is actually a very very intense sport I feel like when you think about it you just think like oh ballerina on the ice it's like no that is so intense and for me like I was always a very kind of like scared and insecure kid growing up and so with figure skating I think it really Built My tenacity of like when you fall down you literally have to get up and when you're doing that program like you could fall the same way five different times in a row but then the sixth time is the time where you stand up and then you get the hang of it so I think that in in addition with door to door is like it's all a numbers game of like you just have to practice put in the Reps and then it'll fall into place at some point which is pretty much sales when you think about it so thank God so it's a numbers game a lot of people they'll try 10 times and not make any money or not have any success and then they give up but the 11th try was the one where you find success and continue to go exactly so now door too sales is is an industry that's mostly dominated by males and you became a top sales rip right out of the gate what were some of the biggest adjustments that you had to make to have all the success that you had in the industry a couple things one is definitely like working hard even when nobody's watching so like you have a manager in door like door to door sales which will tell you like keep knocking keep knocking but when there's like a tornado going on or it's 120° heat it's like you can either sit on the curb or you can keep knocking and wait until that magic door and so those are the types of moments that determine if you're going to be successful or not for myself like as a well I was a girl going through I was only 18 years old the biggest flip that switched though was when I got there I had no training cuz every everyone there was a dude and guys pitch so differently than girls and so I remember getting there and thinking like there's no support for me here not only is there no training but there's also no like I have no friends here I have no like support or community and everybody was looking at me like why is she here with all of us so I could have just like left but then I was like no no no I just need to teach myself and I need to be that support for myself and so I think that experience was a very very hard experience for me but it made me into the leader that I am today because now I know what it takes to train other women and I know what it takes to have the support and community that other women need so best experience and now one thing that that I wanted to mention and it probably you know a lot of people don't realize it but I'm sure you do and it feels like a full circle moment that you opened up the door for a lot more women to get into door too sales like you mentioned it was a male only industry and now you see more women not only doing it but having success in it how does that feel that you almost the pioneer of that it's amazing like I remember when I was first doing door too door they made me wear the boy uniforms I was like this is so ugly so I went to a tailor and I had them make my own uniforms and as more girls started to come into to it the guys would put them in the guy uniforms and then they would see me and they were like wait what is she wearing though and so I would send them all the uniforms send them my pitch and so it's it's nice that you know not I'm not in that world anymore but I did start out in that world and I have so much like thankfulness for the door to-door community and like seeing all the girls just absolutely kill it it's just like makes my heart so happy that's amazing and and fast forward a little bit you moved to Miami what made you decide to move across the country and how's your experience with Miami so far you know what after I finished my M's I in Arizona I was like I don't have to be in a specific State I don't like with what I do for work I it's all remote so I was like I'm young like I just want to move somewhere I'm very independent and so me and my best friend we were like where should we move in the country so we visited a couple different places we visited we visited New York LA and Miami and we obviously had the best time here so we chose here that's amazing and I'm glad you're here especially I'm a person that grew up here and I've seen the city grow to where it's at now what are your thoughts is do you see yourself moving somewhere else or is this where you're going to call home for the foreseeable future yeah well I just signed for a new place which is very exciting but I only did like a 6mon lease because I'm buying in California so I want to move to California okay fair but glad to have you down here yes for the time expanding the community down here for sure so you transition from door to door sales to what in my opinion is probably one of the best jobs in the world which is remote High ticket sales yeah can you explain to the viewers that don't know what it is what remote High ticket sales is and and how did you make that transition my God it's such a cheat code so for example I had no idea what it was when I was going through this and mind you like I was like the woman in s and so I had no idea what this Niche was I stumbled upon it my one of my good friends from college I was hanging out with him and he was closing deals and he knew I was in sales and he was telling me all about it like how he hops on Zoom closes these deals and I told him I was like let me get on a call like let me try one and so I I tried one close the deal in 20 something minutes and I was like huh I just made $500 in 20 something minutes when this last summer what I would have had to do is knock all day 13 hours a day in the heat like this is a cheat code like let me get on a couple more calls so I got on three sales calls closed all of them back to back and it was just wraps from there um so what essentially what it is because I had absolutely no idea what it was until I saw him doing it was you close deals for high ticket offers from anywhere in the world so essentially a Creator or a company that has a ton of warm inbound traffic through organic content or even paid advertisement will get a lead and that lead will get filtered out through some sort of qualification system so think a type Form application so now this lead has seen a video like a Tik Tok an Instagram re they fill out an application to join whatever the Creator or the company's providing a fitness offer mentorship some sort of investing program because they want to be a part of it so now this person will sometimes get called by a Setter say hey um go through some sort of qualification questions make sure they have money to invest into the program and then you as a closer you get on the zoom call with this person that has already been pre-qualified has already been prev vetted is already somewhat interested and you walk them through the process and close the deal absolutely and now you started closing those deals but again going back to you being a Pioneer in the industry now you're helping women get into those positions and you're what I call a Serial entrepreneur like me thank you see a vision you put a plan together and you execute right now you have three companies she sales Academy placement portal and mossy nutrition can you tell me why you decided to start each company and how you turned it from a vision to reality yeah so I guess let's start with the first one so she sells so for me I had zero training in sales and I was like if I had a system in place I would have saved so much time money effort and energy figuring out the process if it was just kind of outlined for me so my thought in starting Shell's Academy was I pictured my little self when I was 18 years old and creating the type of program that I would have wanted to have before I got into sales and so it's amazing because the community is awesome but also the training is dialed we've spent months and months on the trainings on the script so it's super cool um that's sheels Academy the placement portal is amazing too because these women go through the academy and a lot of them are like okay well now I'm trained I want to start making some money so that's where the placement portal came in is you know train sales reps want positions and really qualified companies are looking at me saying hey we want to hire you to work for us and also copies of you and I'm like great well I have this whole community so sheel Academy placement portal kind of go hand in hand great and then mossi is a company that I started uh me and my best friend started when I was getting my master's degree at ASU so holistic nutrition and it starts with the seamoss gummy seos that's awesome that's something that's been very popular with with the health industry um I've had a lot of seos before you and typically it's pretty nasty to say the least disgusting but I heard a rumor that your gummies are pretty good who told you that just heard around okay maybe we'll have to try them for sure awesome now I heard another rumor that you're having a big relaunch with the academy can you tell me a little bit more about that I'm really excited to hear and what can the hot girl Community expect to see well I can't say too much but all I will say is that if you are a woman who wants to start taking sales seriously get insanely thorough training in one specific Niche and also get placed on an offer that you can start making money as soon as possible you need to be at the event it's if you are interested in remote High ticket closing at all or even just making that life change I'm going to be breaking down the whole training sales process of what it looks like from A to Z so that's amazing and where can where can the viewers find that community and join where you're building cuz that's pretty remarkable should we link it we can link it put it right there link it but yeah that that's awesome because you know in all honesty there's a lot of you know not just women but people in general that that have that idea have that Vision but just don't know where to start and you're providing not only the training to be able to get started but then the Fulfillment side of it actually getting them those jobs and how did that all come together for for you was it just an idea one day or is that something that you've had in your mind for a while that's a good question so as soon as I got back from door too I obviously started making some sales content throughout the summer and right when I got back and I had that like hundreds of thousands of women in my DMs in my comments like it blew up and they were like I want to do what you're doing and to be completely honest and I've really never talked about this before I knew in my heart I could never bring this massive amount of quality and quantity women into the specific type of door to door that I was doing it just would not have worked it would have it wouldn't have been fair to the women just because door to door is so so hard you have to move across the country and it's also like it's just a whole thing in it in it of itself and so I was like there has to be a more streamlined better opportunity for women to take them from like either a really driven and not in sales or B like they're in their 9 to-5 they don't love their job or they're in some sort of other sales job and they want more freedom and as soon as I met the college friend where he was taking some sales calls and I figured it out I was like this is this is what it is and so the reason I think some of the girl some of the women that follow me were so confused on like well what do you sell it's because I didn't want to release it yet until I had a system that could handle the mass volume that I know is going to come through so that's why I'm so excited for the launch is because we've been working for months me and my team on building out a whole training academy and process and placement portal that can handle the volume that we're expecting so very very exciting that's that's amazing and now obviously you're building a ton of stuff and and you're growing a lot yeah when you're in that path it's so important to surround yourself with high quality people what does your team look like now and and who are some of the key contributors to all the success that you have well my business partners for all of them amazing you have to find business partners that one love you as like a person deep down because running a business with someone yes it's business but it's also a lot of like stressful moments a lot of anxiety a lot of like reassurance a lot of like keeping you aligned with your goals and it's really important to pick strategic partners that know you on that personal level but also have the competency to create that Synergy and create a make a goal happen um and then also I would probably say the biggest blessing in my absolute life throughout these businesses specifically she sells in the placement portal is my EA Ashley literally we right here today yes if you are in my sales Academy you guys this woman loves you so much we talk about it every day she has got your guyses back and we're always brainstorming like new ways to make the academy better like she is amazing so definitely Ashley well thank you Ashley for all your hard work we have her right here now I want to take it to the more personal and mental side of things one of the biggest things about this podcast is I'm a firm believer that if you can control your mind you can control your life right and I have a quote here from you that says from me if you want to be good at sales you have to be a literal psychopath first of all I completely agree with that but can you expand a little bit more on what that means to you 100% And especially in like those entrylevel sales positions where you're cold calling door knocking doing any sort of like warm Outreach DMS emails you have to disassociate from yourself and nobody talks about this everybody thinks success is super pretty super cute like the lifestyle it's like it's not what success is in the way you actually build real true success is by going through what I call the suck and I just posted about this in my broadcast channel I put like daily nuggets in there but I was like the suck is where you build your story and you can only become successful if you have a real true genuine story behind what you're trying to do and so like for me when I was doing door too sales the reason I say psychop a it's because you have to be a psychopath you have to take your emotions and how you feel about a a certain scenario out of the equation and you just have to work like when I was when I was knocking doors truly I would go up to doors and the 10 doors before would all scream at me yell at me post me on the neighborhood Facebook tell me to get a real job slam the door in my face but that 11th door I had to go up acting like I sold the last 10 that's not normal that's a Psy paath you but it made me successful yeah because if you take those last 10 doors to the 11th one they feel that energy and who's going to want to buy from somebody that's having a bad day my definition of of being a psychopath is not just in sales but I find that something really common in the top 1% performers in any industry I grew up in baseball and and I've been fortunate enough to be surrounded by highly successful individuals and they're all psychopaths in their own way they are and an obsession right to to your craft and the best part about it you know you're on the right track when the majority of people don't understand your don't get you so true and that's when you know you're on the right path um so true what do you feel like is the biggest misconception for girls trying to get into sales and why is that inaccurate that it's easy it's not they think well not all of them cuz I do try my best to let them know you know it's not pretty all the times but the the hard work you put in is a direct reflection of like what you get paid out and what your lifestyle is going to look like so if you can work hard it's the most beautiful thing ever but if you're someone that just wants to do the bare minimum to get by you absolutely should not be in 100% commission paying job you shouldn't go into sales you shouldn't start your own business you shouldn't do any sort of like freelancing you should just be in a 9 to-5 there's nothing wrong with that truly but if you're someone that is super driven super motivated and has like big goals for themselves you shouldn't be capped by a 9 to5 so in my opinion it's just how you match the personality but that's the biggest misconception is some girls think it's easy and it's not 100% and a lot of people think that oh yeah I have to do this this and this to be successful but it's really not about the things that you have to do to be successful the things that you have to sacrifice that's so true I had a friend I'm not going to mention the name here but he was talking to me about oh I really want to be successful and do this and that and then he also tells me I also don't want to work on the weekends like that that doesn't add up at all um but what do you think you know for the people that have the mindset and have the intentions of doing things right what do you think is is the biggest thing holding them back from building that life that they want honestly limiting beliefs I think you can only arise to the level that you imagine yourself in and so a lot of the times like people have so much potential but they just for some reason they just don't think that reaching the crazy delusional level is for them it's for somebody else but it's like no no it like it can be for you and it should be for you you just genuinely don't believe it and what you believe in your mind directly manifests to what your reality is going to be so I think you have to be a little delusional and psychopath 100% now obviously you know going from somebody that's just starting out comparing themselves to you that you've come a long way it's easy to have those limiting beliefs because there's such a big gap there right right so what are some actionable steps that you feel like you know women in the industry can take to just get closer to that goal obviously joining the Academy number one yeah joining the I mean there's so many other things you can do I don't want to just say you only have to join my Academy um I will say I built the academy because it's the path of least resistance from where you are to where you want to be and I that's why I designed it but I do think in order to be successful everyone's like well how do I be successful how do I first you need to humble yourself and you to you need to actually do the things that nobody else wants to do right now in order to get to somewhere that nobody else is so like for me that was knocking doors every single day that was training people on door to-door teams every day for free leading people managing people because all of those harsh nights the stressful doors knocking in tornadoes like all of that skill set made me be able to be the woman that I am today and be able to helping Mentor girls even though I am only 23 years old so it's like if you want to do something big you have to start out small and just humble yourself and be really really good at it build a skill set in that so you know cold calling door knocking emailing if you want to do some sort of like cheat code to where you don't have to do that remote High ticket sales which is why I'm offering to the women but yeah just go through the suck yeah it's crazy because from the outside looking in right people think that you know your life probably has always been perfect and everything is the way that it needs to be but that's not reality you already went through the suck they're just not seeing that part and that's where a lot of people find that Gap and those limiting beliefs come oh that can't happen to me that's only for you know that you know it's crazy but you know they say one of the most important things is your network is your net worth right have you ever had any crazy networking stories like maybe some random dude chasing you down in a pizza shop asking you to be on his podcast oh yeah I was like that's oddly specific oh wait that was you I mean I feel like the biggest thing with networking is everybody's always so worried about like how do I get in contact with this one how do I network with this person how do I like get in contact with all these people can you connect me it's like stop playing the game of networking just to network because the people that you actually need to be networking with don't Network just to network like you have to step number one is being somebody that other people want to network with whether that's like a young hungry go-getter kid that like has so much potential but good energy wants to help other people out before networking with them or whether that's like focusing on yourself building something that you're proud of that other people want to network with you does that kind of make associate with yeah 100% it's like is trying to network with people that are so like above it's like when you're dating somebody it's like instead of just trying to date the hot guy why don't you just be hot first and then you'll attract all the hot guys you know you got to build yourself up first 100% And that's especially in this city there's a lot of that stuff going on but we'll save that for a different day but I want to talk I know you're a Visionary right so take me into the future what's the long-term vision for Shelby and you know 5 years in the future what does the perfect life look like for you uh you know what's so funny is I was was writing this down uh to the girls in my Academy the other day like my big dulu goal and it was to build the number one Community for women that want a better opportunity and want like support around them that's my 100% ultimate goal in my life and I was writing that and I was like I already did that like that's amazing it's it's nowhere where I am planning on it being cuz we have so many plans so many things things in stores but it is and so it's just so cool because like that my goal so I think I already and it feels so nice to already be living part of my dream it is like the very very start of it because it's just going to blow up and compound on itself times 10 but that's my goal and I 100% believe in and I'm very excited to continue to follow your journey and all your success when somebody you know you can feed off the energy of you're not necessarily focused on the results but input you said you have your morning routine you're putting in the inputs every day separating yourself from the outcome as long as you continue to do the work every day that's going to happen on its own and reality is you'll probably end up a lot higher than you would have you know set a goal for yourself 100% that was beautifully said we have a tradition in this podcast where the previous guest always leaves a question for the next one oh so today I have a question for you from our last guest University of Louisville running back Don Cheney and he wanted to ask you what do you think individuals should ask or tell themselves when facing adversity I think they should ask themselves am I going to be someone that is reactive or somebody that is going to make a change I don't know if that was the right way to word it but am I going to be somebody that's you know letting their environment determine how I react to something or are they going to be someone that determines their environment that's a better way to put it and like for example when I first started door door I was the only girl I walked in there was hundred dudes dressed as Pest Control technicians I could have been like this ain't for me sucks Mom I'll be back tomorrow but I was like no this isn't for me but I can make it for me and I there you see an opportunity rather than you seeing it as like adversity you know 100 % everything that happens is your fault literally literally you're in control that's a good question tell tell them great question hopefully you leave another great one for our next guest and that is all for today I appreciate you so much for taking the time can't wait to run this back in a couple years wait you didn't you didn't try my seamos gummies let's try you have some here yes right here so crazy so last minute planned oh my gosh I told you I've had a ever taken seos before yes and typically it's pretty nasty so I'm going to give you a raw honest review no no Noir seos is disgusting I'm going to give you a fair review let let me tell you the story really quick can I can do I have like two minutes all the time in the world so you know how I said I was doing door to door sales so me and my best friend Morgan we were doing door to door and I want you to picture this it's so gross the amount of doorbells you touch a day is inhumane and and think about how many when was the last time you cleaned your doorbell never okay you get so sick so often doing door to door because you're talking to so many people you're touching all those doorbells and you um but I was getting sick a lot and it's really hard to like take care of yourself while you're going so hard doing door to door you're sweating uh like your acne whatever and so her major was holistic nutrition and so she was like Shelby like we need start taking seamos like I promise you like it'll help with our immunity it'll help with like the acne and I was like okay like sure order it let's do it so we split a jar of seamoss disgusting she made me try in the spoon gross so bad it tastes like salty dirt my eyes twitch literally and she was like we're just doing it for 2 weeks cuz I already bought the bottle balls like 100 or not 100 bucks it was like 50 bucks and did it for 2 weeks clear cleared up my acne I did not get sick which was crazy because for the last 3 years before that I was getting sick all the time in door to door and I was like this stuff tastes terrible but it's so good for you so I sucked it up and I did it but I told her I was like there's a huge opportunity here like we need to make seamos taste better but also have like a really cool like brand aesthetic with it so so Vision plan execution Vision plan execu I'm excited to try this out let's see are you going to take one with me well I was going to show you the bottle do you like the bottle what do we have I love it green I love Mossy what's the skin hair gut health energy immunity libido all the things how did the name come about so Mossy we sat on the name for a while and we loved it because it just sounds super cute but it's also seamos flipped that's sick yeah and then somebody took it with one eye so we added another eye I love it I TI to try that bottle is very good presentation can have that's the serving size raw honest review yeah you I I know that's gas no no that's candy I know there's no sumos in here yes there is it took us a year and a half to make this also in my master's program this is gas I know I know in my master's program I pitched this company to a bunch of investors at ASU and we won like the most amount of funding you could possibly have so the funding went directly into researching the formula and creating like the best seamos gummy that is on the market so that's why it tastes so good they say you're a saleswoman I'm already sold so I'll definitely be this doesn't have to sell itself that's awesome that's actually generally really good I told you green apple you can have it it's all yours oh I got to reorder my subscription yeah for the next month but thank you so much for taking the time I appreciate all the value you gave back to the viewers and I cannot wait to continue to see your growth and success the big relaunch for the Academy mhm thank you so much thank you bye