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Michelle Weinstein, AKA The Pitch Queen, is the host of Success Unfiltered, which features an array of unique and inspiring guests. She talks to all kinds of innovators and achievers, including multi seven and eight figure entrepreneurs, Shark Tank veterans, authors, performers, and investors.

Her guests share their most intimate stories, no holds barred. It’s the raw and vulnerable stuff that you don’t always hear about, like major rejections, epic failures, and unrelenting setbacks.
They share their most inspiring stories of overcoming adversity, never giving up, and achieving success beyond their wildest imaginations.

She created this podcast to help entrepreneurs realize that they are NOT alone. Everyone who has attempted something epic has had their share of setbacks, failures, and NOs. By sharing unfiltered stories from extraordinary individuals who overcame hardships and ultimately achieved their version of success, her hope is to inspire others to stay in the game and hold out for their own dreams.

Her mission and goal is to inspire rising entrepreneurs to break through barriers, overcome obstacles, and make a bigger impact in the world. It’s her passion to show people how to take action, own their value, and grow their top-line revenue. You CAN build a successful and flourishing business and make a global impact by doing what you love, and Success Unfiltered will inspire you ever step of the way!

Jun 26, 2019

109 | Iain Grae - When Was the Last Time You Took the Pulse of Your Prospect?

Do you perform pulse checks with your prospects?

Iain has spoken and worked in groups as small as six and spoken to groups of over 10,000 people. His passion for human potential radiates from his presence. The only thing he enjoys more than making personal improvements is helping others to reach new heights.

Iain Grae is a serial entrepreneur who lives life with a passion for creating inspirational experiences. He started his first small business in his teens and continues to build his portfolio. His first major success came in his mid-twenties when he founded Innovation Ads, Inc. – a New York based advertising agency which grew from just himself to over 150 employees in just three short years at which point he sold it. Iain currently owns San Antonio Raceway & Cycle Ranch MX Park which allows him to build family friendly events that enable people to pursue their childhood dreams. He uses a unique management style to empower his employees & customers alike to make the experience all that they want it to be.

Iain regularly attends and participates in conscious raising experiences and events. He holds a Masters in Organizational Leadership from Mercy College in New York and a Bachelors in Marketing from Florida Atlantic University in Boca Raton. He sees life as a quest for continuous education and firmly believes in the Law of Attraction and the power of positive belief. He attributes his success to surrounding himself with great people and always being ready to learn something new.

Iain is happily married to Gabrielle Grae and they currently split their time between San Antonio, TX, Miami, FL & traveling the globe attending or creating consciousness raising events.

When you get to the end of a presentation, and you’re about to close the sale, you can get information that you need to mitigate the impact of a NO, or even change the answer! These pulse checks can be the key to a closed sale!

I teach accountants how to have confidence in closing sales, and there was one accountant who I recently had an enrollment call with, who I knew was a great fit for my program. But when I did a pulse check, he was interested... however it wasn’t the right time for him. By asking the right questions, I was able to find out this useful information.

This week’s guest on Success Unfiltered, Iain Grae, is a serial entrepreneur with multiple 7 figure businesses. His goal is to help one thousand people become millionaires by 2023 - and he knows just how to leverage a pulse check in business to close a sale!

Are you ready to see how passion, a pulse check, and asking the right questions can help you get to 7 figures? You’ll find that this episode of Success Unfiltered is a MUST LISTEN!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

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Special thanks goes out to Iain Grae for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Why Clients Say NO...And Why It’s NOT The End Of The World. So you made your pitch. And the client said NO. Does that mean NO forever...or just “not right now?” Let me show you 3 reasons why being rejected today doesn’t mean you won’t make the sale tomorrow. Don’t lose heart! Grab my FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

Here are a few key secrets we talked about in this episode:

  • Michelle introduces Iain Grae.
  • Iain shares about his businesses, including his advertising agency in New York, and the San Antonio raceway.
  • Iain started his career working for an agency at low pay rates, making outbound calls trying to get as many decision makers on the phone as possible!
  • When Iain was making those calls, he heard more than a hundred NO’s each day, and learned to see those as a blessing so that he could learn from each NO!
  • He took the time to get introspective and look into why people said NO to the products and services that he was selling, and learn from that.
  • There is a reason behind every NO!
  • Start your pitches with an intention that everyone can agree with. Help your clients and leads see that you are there to serve them.
  • Sales are everywhere.
  • Learn to take a “pulse check” to learn if your client is ready to buy. Ask, “on a scale of 1 to 10, how do you feel about this?” They will tell you!
  • When you speak to a company in a way that they can connect with you, they will want to buy from you.
  • Iain started his agency in New York with NO support: he was turned away from a young entrepreneur's group because he hadn’t made enough money yet.
  • When he was rejected from that group, he decided that he was going to create a place where people just getting started could find the support that he didn’t have.
  • Big risks bring big rewards: Iain started his agency with credit card funding, and used the credit cards to create cash flow.
  • There was no option but success for Iain - he “burned his boats” so he couldn’t go back to the life he had led in the past!
  • His entrepreneurial journey started from a NO! When he asked his dad for a motocross bike, his dad said NO, because they didn’t have money. Iain found a way to make money, and bought his own motocross bike.
  • “I’m going to look at possibilities as opportunities.” ~ Iain Grae
  • NO can often come from misaligned intentions and perspective. Do everything that you can to align yourself as a YES!
  • A change in Iain’s perspective aligns him better with a YES.
  • Iain shares what he would tell his younger self.

Connect with Iain Grae:

Why Clients Say NO...And Why It’s NOT The End Of The World. So you made your pitch. And the client said NO. Does that mean NO forever...or just “not right now?” Let me show you 3 reasons why being rejected today doesn’t mean you won’t make the sale tomorrow. Don’t lose heart! Grab my FREE guide “3 Ways To Turn a NO Into a YES” right HERE!

Music produced by Deejay-O