1. Discover why traditional sales methods don’t work—and what to do instead.
2. Learn the #1 skill that can transform your sales and personal relationships.
3. Find out how to make sales conversations natural, effortless, and effective.
4. Get a powerful productivity hack to maximize your time and impact.
5. Gain free access to a tool that reveals your communication superpower!

Connie's Valuable Free Resource (VFR):

https://changingthesalesgame.com/communication-style-assessment/

Join sales expert Connie Whitman as she shares her game-changing approach to sales—one built on love, care, and respect. Learn how to shift from transactional selling to meaningful conversations, improve productivity with a simple but powerful method, and access a free communication style assessment to enhance your connections.

02:50 Ideal Client: Banks, credit unions, and financial institutions needing sales training.
03:25 Problem Solved: Helping long-time banking professionals transition from transactional to relationship-based sales.
05:28 Valuable Free Action (VFA): Ask more open-ended questions and listen 70% of the time in conversations.
07:10 Valuable Productive Action (VPA): Organize a to-do list using an A-B-C priority system for efficiency.
08:45 Bonus Material
10:35 Valuable Free Resource (VFR): Free Communication Style Assessment to identify strengths and blind spots.

(Note, this was transcribed using transcription software and may not fully reflect the exact words used in the podcast)

Welcome to the Goalbusters Expert Peak Productivity Tips podcast, where top business experts get just seven minutes to answer five rapid fire questions about what they do and how they stay productive.

Each episode is packed with actionable insights to help boost your efficiency and achieve your goals. Let's dive in and unlock the secrets to peak performance.

00:22 ROBIN

Well, hello, everyone. My name is Robin J. Emdon, and I'm the creator and author of the GetResultsology system and a dedicated accountability coach. My mission is to empower solopreneurs to unlock their true potential, boost their income, and achieve extraordinary success by maximizing productivity, streamlining their businesses, and aligning their goals with their authentic vision and purpose.

If you're ready to turn ambition into action and transform your goals into reality, you're in exactly the right place.

And I am delighted to say that our guest expert this week is Connie Whitman. Known for her energetic, passionate, heart centred, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has served as the CEO of Changing the Sales Game for over twenty five years, assisting business owners, leaders, and sales teams in building powerful organizations.

Connie is a four time number one international bestselling author, including her book, ESP, Easy Sales Process, Seven Steps to Sales Success, as well as a speaker and podcast host. Her inspiring teaching, transformational tools, and informative content help business owners and salespeople increase revenue streams through improved communication skills.

Connie, welcome to GoalBusters!

CONNIE
Hi, Robin. Thank you so much for having me. I'm really honored to be here, and I let's have some fun.

ROBIN
Yeah. Absolutely. Definitely. I'm really honored that you're here too. Thank you so much for agreeing to do this today. What time is it where you are and whereabouts are you?

CONNIE
I am in New Jersey in the United States, and it is literally eleven eleven AM right now. I love that number. Eleven eleven. The angels are talking to us, Robin.

ROBIN
Well, yeah. Well, I I call that coffee time. And where I am, it's four PM in the afternoon in England, and I call that, out, oh, it's too late for I have another coffee. So that's not so good. So I'm quite envious. Can I come and sit with you for ten minutes and make a coffee?

CONNIE
You can. You can.

ROBIN
Shall we crack on with the questions?

CONNIE
Sure.

ROBIN
Okay. So I'll put the clock on the screen, and we'll make a start.

And there it goes. Connie, could you tell me, please? Let's talk about what you do. Who is your ideal client?

02:50 CONNIE – Ideal Client
So it's funny because when, COVID hit prior to COVID, my clients were banks and credit unions, and then COVID hit, and small business owners started asking for help. Who knew? Right? I didn't realize that. But, really, really, my ideal client, banks, credit unions, any other financial industries financial institutions across the United States.

ROBIN
Okay. Wow. That's quite a big market then, isn't it?

CONNIE
Yes.

ROBIN
Okay. That's excellent. Thank you. So, what is the problem or problems that you solve for them, please?

03:25 CONNIE – Problem Solved
You know, I'm assuming banking is similar in England as it is here in the United States. But in I guess about fifteen years ago, banking changed its perspective or approach with clients from being very transactional to hopefully having better conversations because we had all these options. Right? And now you had the Internet. People could do research.

But what I found and, obviously, my background, I was a financial adviser a hundred years ago. But when I opened my business, I realized that the employees had been with banks and credit unions for a long time, and now they were set they were told you have to sell. Well, how do you do that when your mindset is one of transactional, operational kind of perspective to having these conversations?

So my vibe or when I go in and I train again, I work with the entire organization, all divisions within the bank or credit union. I teach them literally how to communicate. But here's the kicker for me. I think that sales has this persona of ick, and I believe that when we communicate effectively, we're always coming from love, care, and respect.

So I think that's one of the big, things that bankers and credit union folks feel comfortable with because it's easier than saying get in there and sell and ask them a million questions and sell the checking account. It's no. Understand the client and then make the correct recommendation.

Because, Robin, let's face it.

Money is important, and most people do not know how to manage money or understand money. Right? So this is an important role bankers and credit union folks have.

ROBIN
Oh, great. Amazing. Thank you so much. I used to work for a bank, and I've been right through that that exact point moving from being in the service industry to being in the sales industry and having to juggle both at the same time.

It is quite a mind twister. And people like you would when I was there, we desperately needed help with that.

CONNIE
Yeah. Thank you.

ROBIN
Thank you so much. So then what is one valuable free action that the audience can implement that will help them solve the problems that you've outlined?

05:28 CONNIE – Valuable Free Action (VFA)
So here's the thing. Your audience, they can use this skill even in their personal life. When I teach and train, Robin, I believe we're one human. Right?

So if we're not healthy in my body spirit, we're gonna be crappy out in the world. Right? So we wanna make sure we're always in alignment. So what we use at work, we should be using these skills in our personal life.

So here's the tip. You should be asking open ended questions. You should be curious about, fill in the blank, your kid, your husband, your spouse, your mom, your dad, a client, a prospect, doesn't matter, your boss at work. If you're trying to articulate and share an idea that you think is really important, again, whether it's a client or an internal boss or your kid that you want them to do something, ask questions.

So we have to learn to shut our mouth, ask questions, and then what I call go into listening mode. So my rule of thumb is we should be listening on average about seventy percent of the time in all conversations, not just work conversations.

ROBIN
Thanks. I now know I don't need to hire you because in that short statement, you've just explained selling perfectly, and I feel like I've completely mastered it.

I am joking, of course…

But I am joking, of course. But the point is that that some people think selling is all about talk, talk, talk. No. It's not. It's about listen, listen, listen. And that's what you said. More eloquent than me, but that's exactly what you're saying.

CONNIE

Yeah. Thank you for that.

ROBIN
Yep. Thank you. So now that we have a better understanding of what you do, let's dive into GoalBusting, focusing on how to maximize productive time to achieve business goals. So could you share any more tips or advice for someone looking, but specifically to improve their productivity habits, please, Connie?

07:10 CONNIE – Valuable Productive Action (VPA)
Sure. And it's not sexy, Robin. Have a to do list. Work your to do list.

Have a plan. Work your plan. I mean, it's all things that we certainly know, but I will share my to do list. I break it a little bit differently, so I keep it as almost a fluid document for the week, really for the month.

So I have my to do list. I prioritize every night before I close out what are the major things I know I have to get done tomorrow, non-negotiables, if you will. So I put them at the top. Now we all know fires happen. Things happen. You know, life. Right? So now you might have to go in and reprioritize.

The other thing I do, I have I always have projects I'm working on for clients, etcetera. I take my to do list, and at the bottom, I have those projects I'm working on. So some things I know I have to make sure I get Robin notes for our podcast by Wednesday, and it's a Monday. So it's kind of I label it, my to do list as, like, a a b c. You'd be a B on a Monday.

Right? By Tuesday, you'd be back to an A. So I keep it very fluid and moving, but now it actually becomes a tool. So I just go to that and say, what's my next priority?

Especially, I'm running… I'm you know, like all of us, we're do we're trying to fit a lot in. So have your to do list. Get it on speed, if you will, but organize it really, really well.

Have a plan and then work the plan. I know. Right? So mundane. It's so boring.

ROBIN
Yeah. But I like the ABC. Although I gotta say, I wouldn't dare make you anything less than an A on any list I put together.

CONNIE
I love you.

ROBIN
Okay. Thank you. So, finally, what should I have asked you today, Connie, that I didn't and your answer, please?

08:45 CONNIE Bonus Material
You know, I think that we're in a world where people are just rude and abrupt with each other because we're busy. Right? And we have we do have a lot going on. Here's my tip that you didn't ask, and it's not sales related necessarily.

We have to turn off our notifications. We have to be much more mindful and present with the people that we're engaging with in the moment. Not, oh, I should have said this. I should have done that. Oh, I have to follow-up.

We make more work for ourselves by not being present and in the moment and truly honouring that person in front of us. But you never know what you're gonna learn or if they can help you with a project you're working on because we come in with our agenda instead of let me have just a lovely conversation with this human that is in front of me. I think we're always rushing.

We gotta stop rushing.

ROBIN
Yeah. Perfect. And, also, you said the word was right at the tip of my mind, which was agenda. You gotta come in with an agenda to work with them, but also stop working to other people's agendas.

That's the whole point about turning notifications off. Yeah. You know, if you need to get somebody needs to get a hold of you, they'll find a way if it's really urgent.

CONNIE
That's right.

ROBIN
But the reality is if you are always working to their agenda, then when do you have time for yours and the people that you need to prioritize?

CONNIE
And people are demanding, Robin. People are demanding.

ROBIN
Yes. They are. Yeah. Absolutely.

Speaking of demanding, what happens if people are demanding to get hold of you, and how do they reach you? See what I did there? A little segue there.

CONNIE
That was beautiful.

ROBIN
Yeah. Yeah. Well, I'm quite skillful with stuff like that. He says immodestly. So okay...

So, how can people get a hold of you? And also, I always ask a very cheeky question. Is there a Valuable Free Resource they could get from you as well, please? Because now would be a perfect time to mention that.

10:35 CONNIE – Valuable Free Resource (VFR)
And thank you so much for that that little plug there. I have a gift for your listeners. It's my communication style assessment.
I believe that everything we do really boils down to having stellar, open, honest, authentic, real conversations without offending the person we're speaking with. Each of us individually, we have a communication style, so we have blind spots. So in the you take a little quiz. I think there's twenty five questions.

You'll get two reports. One report just spotlights your natural communication superpowers, meaning you don't have to think about it. You talk. That's how your message lands, which is great when we're talking to people like us.

What happens? The lowest score they'll receive, your listeners will receive, typically, that's a blind spot. So be careful. Really read that report because it'll shine a light when you're speaking with people a hundred and eighty degrees different than you.

How is your message landing? We really wanna make sure, that our message lands appropriately. So I gave you that link. It'll be in the show notes.

I'm sure, everyone should take it. It's my gift. And if they have any questions, of course, they can email me at [email protected]. I am happy to answer any question.

ROBIN
You'll have to excuse me. I've gotta run because I've gotta go and do that survey right now because that sounds really interesting.

CONNIE
You're a good student.

ROBIN
Yeah. Well, yeah. Well, yeah. Okay. I like to give that impression.

Connie, that has been wonderful. I've I have learned so much from you today in just a handful of minutes. It's been really powerful information there. Genuinely, I'm interested in the survey that you're giving away. That's very generous offer and very valuable information more so than I think, you know, at face value. I think that's very insightful what you're offering there. So thank you for that too.

CONNIE
My pleasure.

ROBIN
It's been a pleasure.

Thank you so much for joining us.

CONNIE
Thank you, Robin.

ROBIN
Thank you.

CONNIE
True honor. Thank you so much.

ROBIN
Thank you, and bye bye.

CONNIE
Bye bye.

OUTRO
Thanks for tuning in to Goalbusters. If you're enjoying it, please subscribe, rate, and review it on your favourite podcast platform.
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And if you're ready to boost your online profits, skyrocket your productivity, crush procrastination, and see a positive change in your bank balance all within just thirty days, this is your opportunity

Take my free five day challenge at skyrocketyourproductivitychallenge.com

Robin J. Emdon is an accountability coach and creator of the GetResultsology® System, a comprehensive guide designed to help people overcome procrastination and achieve their goals.

Robin’s journey started in his family’s retail business, but he soon realised his true passion was empowering others. In 2001, he trained as a life coach in the U.S., which led him to specialise in accountability coaching and eventually create the GetResultsology® System.

During the 2020 pandemic, Robin faced his own challenge with procrastination. Despite years of coaching experience, he still struggled with distractions. Determined to find a solid, permanent solution, he developed the GetResultsology® System to help others and himself boost productivity.

Based in South Devon, England, Robin helps clients all over the world boost their income and profits by achieving extraordinary results through accountability coaching. In his spare time, he enjoys sharing his passion for local history.

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