The Knowledge Youngest You Drops is above reproach. I have three pages of notes. I want you to have huge takeaways like I did so. If you like it, please hit the like button, smash the subscribe button. My sponsors and affiliates absolutely love that. So without further ado, from Evolve Minded, my good friend Kirstin Carey, let’s level up.

 Time to Shine today. Podcast Varsity Squad. This is Scott Ferguson and I have my ex [00:01:00] Philly. That moved to Arizona my really good friend and just rockstar serial entrepreneur, Kirstin Carey. And she’s a highly sought after speaker and holistic practitioner who has built multiple six and seven figure businesses, both brick and mortar and online.

After overcoming two autoimmune conditions, she discovered a powerful truth. Success loses its meaning when burnout takes over. With more than 30 years of experience under her belt, Kirstin now helps. High achievers, master the out of sales, build unshakable resilience and find true balance. Her motto, if selling feels hard, you’re doing it wrong, and she’s here to help you change that.

And Kirstin, thank you so much for coming on. Please introduce yourself to Time To Shine Today, podcast Varsity Squad. But first, what’s your favorite color and why?

Kirstin Carey: I’m into purple right now. I grew up thinking red was the better color, but I’m, I’m a purple girl now.

L. Scott Ferguson: And you’re rocking it.

Kirstin Carey: I am. You were correct.

L. Scott Ferguson: And it’s, it’s royal, right? I mean it’s royal in It is. It’s royal

Kirstin Carey: it, it’s a creative color. Right. It sets off different things in the brain where it [00:02:00] helps you with creativity. So Yes. Yeah. I think in that creative space in my life now.

L. Scott Ferguson: And you are from Philly, so you got the red, yeah. Red side, the fiery side.

You the fire now the blue chill side. Right. So it mixes. Perfect. E. Exactly.

Kirstin Carey: I’m purple.

L. Scott Ferguson: I love it. Seriously, thank you so much for coming on. I’ve been looking forward to having this. , Conversation with you to help you level up the squad out there. But let’s kind of get to the roots of you. ’cause I heard auto autoimmune.

I heard like making life fun and easy and I let this kind of people we love having, not the autoimmune part, but overcoming it, ? Yeah. Bring you on. So let’s get to the roots.

Kirstin Carey: Okay. Let’s get to the roots. So you just want me to start from the beginning of the roots?

L. Scott Ferguson: Yeah. I wanted like two, the roots, two years old.

I’m kidding. Yeah, I mean,

Kirstin Carey: well back in the day. Yeah. So in 1974 so I, in college I knew I wanted to own my own business and do my own thing, and I think it’s ’cause I. I’m just not employable. Like I think there’s some people who are not employable, not because we’re not smart or we’re not good to have around.

It’s that we are always looking for the better way. And so we’re [00:03:00] questioning things a lot. So the employers don’t typically love that. So out of the gate, I was starting my own companies, even in my dorm room in college doing marketing for other small businesses. And I just started helping other businesses grow with what I thought was logical and everybody would understand.

But apparently I had this. Cool way of looking at things. And so from 18 till I was in my thirties, I was running around the country speaking to, to conferences and getting hired by big companies, Verizon, UPS, to work with their high level execs to help them communicate more effectively and sell more effectively from platform.

And so I that I was killing it and I was doing great and I was having a good time, but I was getting tired. And I was gaining all this weight and I wasn’t feeling good. And I was only like 30 something, so I shouldn’t have felt that old.

L. Scott Ferguson: Right.

Kirstin Carey: And after an exhaustive surge, natural medicine as well as conventional medicine, I got diagnosed with celiac disease, which is autoimmune of the gut basically.

And then later Hashimoto’s, which is autoimmune of the [00:04:00] thyroid, which is the more popular one to have.

L. Scott Ferguson: Right.

Kirstin Carey: And I was like, okay. But I did the things they told me to do and I still wasn’t, wasn’t feeling better. So I went back to school. Got degrees in all sorts of health things. So nutrition , hypnosis.

I went through all of the emotional education pieces as well as the physical education pieces. Yeah. And then I, then I created, yeah. So I created a program for other people to reverse autoimmune that I ran for 15 years and built into a seven figure business. Yeah. And then my husband, bad husband.

That’s awesome. Yeah, I, I’m right. Yes. So my, my husband also went back to school so we could do all the labs and all the interpretation. So we do all the sciencey stuff as well as all of the emotional healing piece. So if you do labs on me now, none of the autoimmune stuff shows up the auto right.

Symptoms. Yeah. So I built that up. And then I felt like I did that with, I had restaurants that also supported that wellness centers and an online program. That’s beautiful. And [00:05:00] now I decided to come back around as sales and marketing back into that. ’cause I, I missed it,

L. Scott Ferguson: frankly. Yeah. I can see you missing that because it’s like, you’re good at it, you’re well spoken, you can teach people it and, but yeah, I did the, not to take any shine off you, but I kind of did the same thing. Like I burnt myself out at like 30, whatever. 2008 was like 36.

Kirstin Carey: Yeah. That was exactly the same time period for me.

L. Scott Ferguson: Yeah. And like I blew up to, I was always in decent shape to good shape and I blew up to like 315 pounds. I’m like, what the. Yeah.

And then I would look at the floor in my, I did to myself, look at the floor in my car, and there’s Wendy’s and Arby’s, and I’m like, yeah, I get it. And I did to myself. And luckily, I, I was borderline like diabetic and like I probably dealt with some of that and I know friends that have celiacs.

Kirstin Carey: Mm-hmm.

L. Scott Ferguson: ?

So are you cured from Celiac’s disease or you manage it?

Kirstin Carey: It’s, it’s the, it’s the splitting hairs question. It’s if you ask a conventional doctor, they’ll tell you, I’m in remission. If you ask a naturopath, they’ll tell you that I am reversed out. My [00:06:00] opinion on this is that it’s gone. Because if I walked into a doctor right now, conventional or otherwise, and they did labs on me, they wouldn’t diagnose me now with it.

Right? So if they didn’t already know I had it, they wouldn’t be saying remission. They’d be saying, you don’t have it. Right. So cure, , there’s some. Issues with the word itself, but to me, I don’t have it. I’m not currently. Yeah. Walking around with those issues.

L. Scott Ferguson: And you, you mentioned holistic in, in what you kinda sent over and also mm-hmm.

Once in our conversation, or maybe I mentioned it, but holistic you, so you believe in the modern medicine mixed with also the more like, , herbally, psych. ’cause that’s the thing, what people don’t understand is holistic means whole health, right? Yes. It’s like if we need to get surgery, we need to take this.

To, to keep going and live, to have that. And I’d like the people out there squad to understand holistic doesn’t just mean tree hunger, foo stuff. I mean, it is also including. , Modern medical, right?

Kirstin Carey: Yeah. I mean, here, I mean, conventional medicine is more of an emergency medicine situation. It’s a medication [00:07:00] surgery.

There’s a reason for it. It’s ’cause the body’s gotten past the point where it can come back and it needs something immediately. Now we’ve got a horrible infection. We’ve got something that, oh my gosh, we’ve been in a car accident. My, my arm is hanging off. I’m not gonna just rub some herbs on that, right?

Like, that’s not, that’s not how I’m gonna roll. I’m gonna go to the. Hospital, but we overuse that medicine when it’s not an emergency situation and we don’t look at the body, which inherently knows how to heal when we give it the right support. But we don’t do that because we think it takes too long or it’s not good enough.

Or science was smarter, right? But nature, God, however you wanna define it, the universe ultimately is brilliant when it designed us.

L. Scott Ferguson: Yeah.

Kirstin Carey: Our bodies know how to heal and knows how to do it. So

L. Scott Ferguson: I’m out there and it’s the best thing.

Kirstin Carey: Yes,

L. Scott Ferguson: yes.

Kirstin Carey: Most people think, oh, you’re a tree hugger. Oh, it’s woo woo. Oh, you’re gonna like shake some special, , salt over me and it’s all gonna be better.

I’m like, no. Which is why when we were working with people at this level, we were working in the [00:08:00] science side as far as the labs and the interpretation and the bioscience and the, and the epigenetic part. Mm-hmm. And then we were also working with the emotional piece. In addition to the nutrition. Ooh. But like if you are stressed af and you are, your body thinks you’re in fight or flight all the time.

Yes. Or puts you in fight or flight all the time.

L. Scott Ferguson: Right.

Kirstin Carey: Your system can’t function properly. Right.

L. Scott Ferguson: Right.

Kirstin Carey: So we don’t just magically gain weight, we don’t just magically lose weight. We don’t, there’s a whole process that the body wants to go through,

L. Scott Ferguson: the inflame inflammation that it says, oh, because I have that.

It’s cute that MTFR gene that, yeah. Yeah. So you can’t process and you can’t detox gene. Yeah, I know. That’s

Kirstin Carey: actually what we call it too. I

L. Scott Ferguson: have it, , so, I like, I know it and I look at labels. Mm-hmm. I see. If I see enrich or fortified, I’m out. Sorry about that. Yeah, I’m gone. And it’s funny, I went to Italy.

Not too long ago. Yep. And I noticed that there are no fat Italians when you’re actually there. Right, right. The Fed Italians, no offense there, a lot of ’em are stateside when they eat that stuff. [00:09:00] And I remember getting off, they said the customs like, do you have anything to declare? And I’m like, no. So they went through my bags like, what about these orange crackers?

And I’m like it’s just crackers. They’re like, yeah, we don’t allow this stuff in our, and, and they eat bread and pasta every day. So why aren’t they 300 pounds? It’s because of the folic acid and stuff that they’re spraying all their crap. Oh, there’s so

Kirstin Carey: many reasons. They also don’t overeat the way that we do here.

Their portion sizes are different. Their food is more organic.

L. Scott Ferguson: They walk everywhere. They

Kirstin Carey: do. They do. Right. And when you Americanize something, you start to see this shift. Yeah. Where the body isn’t getting what it needs and the support that it needs emotionally, mentally, or physically. So, , when we, the body thinks it’s in trouble for any reason, and it takes on more that it can handle, it doesn’t have the resources to process what’s going on.

So the immune system’s job is twofold. The immune system’s job is to protect you. And to help you heal. If you’ve put more on it than it can handle, it can’t get to the healing part and it can’t even do the protection part. Love that.

L. Scott Ferguson: You dumb it down so [00:10:00] well. Like, like seriously, you dumb it down so well.

’cause I know you’re uber smart when you dumbed it down when you. Like that, that’s absolutely how I’m gonna start saying it now. ’cause it’s, mm-hmm. It knows what it wants to do, but we keep pushing that envelope over

Kirstin Carey: it. Right? And then the medication that we take most of the time will suppress the immune system’s job to act appropriately.

L. Scott Ferguson: Right?

Kirstin Carey: So if you’re having an autoimmune reaction or you’re having an inflammatory reaction, or you’re having an allergic reaction, right? Most of the medication suppresses the immune system’s ability to react. That doesn’t mean it’s not hurting you. It’s just stopping your ability to react to it. So like if somebody’s beating on you, it stops your ability.

It like ties your hands behind your back. You can’t fight back.

L. Scott Ferguson: Dude, that is another awesome metaphor that, that’s beautiful. Thank you for saying this. So lemme ask you now that you kind of are back in the sales and marketing mm-hmm. Kind of like level up, go get after it. Do you include some of this to like these young people that are coming up that are grinding like you and I did in their twenties?

Mm-hmm. Thinking they’re invincible [00:11:00] probably. And that was, at least I know I did. Yeah. We were getting away with it. Yeah. And you kind of sharing with a little bit about that and being like, I. Maybe being looked at like, what are you talking about, old woman. Like, what I’m saying? I get that. Yeah.

They like, Hey lady.

Kirstin Carey: But I get it like, it’s like, oh, when I was your age, , you get that kind of energy.

L. Scott Ferguson: Yeah.

Kirstin Carey: Right. When you look at, if you really want to maintain a high level of brilliance and, and sales and, and connection, which you need when you’re, when you’re selling, you have to be able to be balanced, right?

So functioning off of coffee and cigarettes and all of the things that keep us going. In a short period of time ruins us long period. Right? Right. So most of the time when people have sales problems, sales, they think it’s a sales problem. I, I start looking at the balance of the company. I start looking at the balance of the people on the company.

L. Scott Ferguson: So

Kirstin Carey: the whole row marketing, shove it down their throat until they say yes. , Get 15 yeses and then ask for the sale on the 16th. And the trickery and the tactics, it doesn’t work long term. So you [00:12:00] burn out your sales team, you burn out the, the marketing and it costs. A freaking fortune now to advertise anymore.

One of my clients, currently right now, it’s costing $3,000 to get to a closed sale. Wow. 1500 just to get the call booked is what she’s paying in Facebook at. So by the time, and so the team wasn’t closing at at at this rate, so then it’s costing twice as much. And that’s before she even pays the sales team.

Before she pays her employees, before she, that’s just the ads alone to get to the closed sale. And this

L. Scott Ferguson: is a high ticket.

Kirstin Carey: Yeah, it’s a 15 to $20,000 ticket item. It

L. Scott Ferguson: better be for any kind return. Right? Well then,

Kirstin Carey: but the thing is, if you look at that, if you take some of the people that are at a thousand dollars program or a $500 program or a $5,000 program, they’re knocked out of the water from day one.

Right.

L. Scott Ferguson: So

Kirstin Carey: if you don’t have a good closing rate, your your SOL. As far as trying to maintain a company anymore, it used to cost 40 bucks to get a closed call. For most people now it’s closer to a [00:13:00] thousand, 1500, 2000. Wow. Now,

L. Scott Ferguson: what are these companies kind of bringing you in to kind of, not to reinvent, but to streamline, , their sales teams and stuff.

Is that kinda the situation you’re in now or what you’re looking to be brought in for?

Kirstin Carey: Yeah. So the two types of people that I work best with, this is a small business owner that thinks they need to hire the sales team ’cause they’re burned out, they’re exhausted, they don’t think they’re good at sales, they don’t wanna do that part anymore.

They don’t like it. It feels icky. So I, most of the time they actually are way better at sales than they thought. They just need to understand a better process that feels more fluid and less tacky, tactical or tacky. So the second type of people that I work with already has a team, or they’ve just started hiring.

They don’t understand why they’re not closing as much as they either used to when the owner was doing it or their, their rates are starting to shrink because there is a big shift going on in high ticket sales right now that I’m seeing, and even in the last six months. Sure. So typically they’re at that [00:14:00] $300,000 mark or they’re closer to like 1.2, like somehow they’re like my sweet spot.

Sure. So it doesn’t mean I can’t help somebody outside of that, but that tends to be who I work best with. And just teaching them how to close better, more effectively and close better people.

L. Scott Ferguson: Yes. Yeah. ’cause

Kirstin Carey: if they’re closing the wrong people, ’cause they’re just getting the sale and they’re collecting the credit card, they’re gonna get more returns, more cancellations, more unhappy customers, people who aren’t as as successful in their program.

L. Scott Ferguson: Right.

Kirstin Carey: So also teaching them how to pull somebody through that’s the right ideal and

L. Scott Ferguson: keeping ’em healthy while they’re on the clock and not feeling that they have to like grind it out so much. So if you’re meeting with somebody that is the decision maker at the company mm-hmm. How do you, how do you say this like.

Without, , pissing off their ego and stuff like that, , the, the business. How, how do you kinda shine that light on their blind spot? Like, what is your process for doing that, if you don’t mind sharing?

Kirstin Carey: Yeah, I mean, it’s really just me understanding what they really want. And [00:15:00] me, as you know, so neuropsychology and, and, and neuro resilience is, is my area of expertise.

I’m watching also at a subconscious level what’s really their real issue. So they come and they say, close, I, I can’t close. They’re not closing enough. My team sucks. Whatever their story is about what’s happening, right? And then I also get into questions about where they’re coming from, what their hangups are, what are their blocks.

Because like any business owner or salesperson, if they have their own blocks around money. They have their own blocks around selling as a whole. They have their own blocks around what the story is on what’s happening. The economy is the problem. My customers are this. Nobody has any money. Whatever the story is, right?

I get to where that started. I. Where it came from. But I’m always coming from an area of curiosity and I’m like, Hey, I’m just gonna give you some feedback and some mirrors here. If you don’t want them, that’s cool, but I will push back because I want you to be successful.

L. Scott Ferguson: Your superpower is mine. It’s curiosity.

Mm-hmm. , That’s where I live. And that C curiosity, [00:16:00] so is there, I mean, you’re still in that discussion with the decision maker. Is there any good question that you wish they would ask you but never do?

Kirstin Carey: I’m generally the one not answering the question. So that’s kind of the fun part. And just, I don’t know.

That is a really good question. I don’t think I have an a straight answer for, or a quick answer for.

L. Scott Ferguson: Right.

Kirstin Carey: There’s nothing typically that I can think of that I think, oh, if they just asked me this, ’cause I’ll find a way to work it in

L. Scott Ferguson: Sure.

Kirstin Carey: To the conversation so it doesn’t get missed.

L. Scott Ferguson: Gotcha. I mean, what.

I, I, I’m trying to find something. I know if you’re a coach, what I would ask you, but it mm-hmm. Is it kind of a consultant? I mean. I’m, I might ask you see, I can still

Kirstin Carey: consider myself a coach ’cause a consultant tells you what to do. A coach helps you find out. Yeah.

L. Scott Ferguson: You’re a coach consultant though. Like that’s a coach.

There’s, there’s, there is. You’re, you’re a good blend of the mix. I’m just gonna label you that. Thank you. , Because like, I, I almost ask you what’s expected of me during this process, what I’m saying? Oh, well, yeah. , It’s like, be blunt. Blunt. Are you gonna [00:17:00] be, , kid gloves, , like that kind of.

, I, I just,

Kirstin Carey: that changes though. I think depending on who I’m working with. Exactly. A

L. Scott Ferguson: hundred percent.

Kirstin Carey: If I’m working with somebody like you who’s more of that New York, Philly, like you, you have that energy even though you’re a Midwest, right? You have that energy. I think you’ve adopted it and you have this like a hundred

L. Scott Ferguson: percent.

I

Kirstin Carey: could kind of come at you a little differently than I could come at somebody who is softer,

L. Scott Ferguson: right?

Kirstin Carey: Right. So I can kind of like where you almost respect I, I’m not telling you who you are, but apparently No, please.

L. Scott Ferguson: Yeah.

Kirstin Carey: You kind of almost respect somebody who pushes back where other people, you kind of have to be a softer, Hey, how do you feel about this?

Where I’d be like, look dude, like this isn’t gonna work. Right, right. Okay.

L. Scott Ferguson: So I think

Kirstin Carey: it depends on the person too.

L. Scott Ferguson: Yeah. And you kind of have, for lack of a better term, chameleon into what that person needs and that that’s why you’re great at what you do and , so. What are your strengths? Do you feel your strengths are personally

Kirstin Carey: The biggest strength, actually, I think you hit it earlier, is I’m able to take what I think are pretty complex concepts.

Mm-hmm. And [00:18:00] put them in a way that it simplifies it, not oversimplification, but it simplifies it in a way where people feel smart on their side so they feel like they understand. And one of the biggest things I think from for everybody is they wanna feel heard, seen, and understood. And they wanna understand what’s going.

Nobody likes to feel stupid.

L. Scott Ferguson: Yeah,

Kirstin Carey: right. So I take the concept, so even if somebody was high level, they still appreciate where I’m going with it, and people who don’t understand, appreciate where I’m going with it. So I can help you understand quicker, faster using stories, using similes, using examples.

L. Scott Ferguson: I mean, that’s streamlining it because you’re giving them, because you’re a consultant, like you’re gonna kind of consult them, but you’re also letting them discover. For themselves. Mm-hmm. The, a lot of maybe their weaknesses that they wanna lean into. Right. And, and, and fix. But, but at the same time, like kind of learning during the process as well.

Mm-hmm. That, that’s, that, it’s almost like you’re an educator as well. It’s like your [00:19:00] coach educator, consultant or something. I don’t know, but it’s, it’s amazing what you, so how about weaknesses? What do you feel you’re weak at?

Kirstin Carey: I fall into my own things, right? Like I can still push, I think sometimes too hard and my body has to come back and remind me this is why we don’t do this.

So I still get into that grind mentality because I grew up with that grind mentality. So it’s still a default for me. So, but I also know how my body shows up when I am in grind mode. And I have a great spouse, so he’s also awesome where he can help make me see things. Sometimes I could hold a mirror. But I also attracted the right guy.

Right? So it’s like an interesting dynamic where you attract the right people into your life when you’re open to growing. Mm-hmm. And learning and, and being better than you were yesterday. So, but I still will default sometimes to the push too hard, right? Grind too hard energy where I gotta take that step back sometimes.

L. Scott Ferguson: I love that you appreciated that [00:20:00] weakness, what I’m saying? Oh, that you actually lean into it and be like, okay dude, I got a hubby. That holds that mirror. That’s the same thing with my Susan. It’s the same thing with thing with hers. We’re kind of opposites. Yeah. . Oh, we are. She’s driven very well, Dr.

Like just getting after it. But she’s also the come home. It’s like she’s chill and I’m chill, but I’m not like, I’m like, , and she lets me unload and I. The, she just lets me unload. Yeah. There’s no, well, did you try this? And she doesn’t take it personally. She’s not like, this is not

Kirstin Carey: about me. This is about him.

And I’m just gonna hold space for him. Yes, exact thank you. The best. Exactly.

L. Scott Ferguson: She’ll hold space. So have you seen the movie Back to the Future,

Kirstin Carey: please?

L. Scott Ferguson: Yes. Dude’s 40 years old in five days.

Kirstin Carey: I know. And that at one point they’re showing who’s president and , that’s our current president.

L. Scott Ferguson: Is that crazy?

Right. Yeah. So let’s go back in that. In that DeLorean of already McFly. Let’s go back to the double deuce, the 22-year-old Kirstin, what kind of knowledge nuggets might you drop on her to not [00:21:00] change anything? Okay, but to maybe shorten a learning curve, blast through or level up, maybe just a little bit quicker and be healthy about it.

Kirstin Carey: Honestly, the first thing was trust your instinct. Especially when you were standing at the altar and you knew with the first husband that that wasn’t the way to go. But honestly, it still comes back to trust. Trust the instinct. Not the, what’s the right thing to do? And, and I mean that of the, and this is again a good example.

In my first marriage, I knew, I knew it wasn’t the thing that I really wanted from my soul and my heart,

L. Scott Ferguson: right?

Kirstin Carey: But I went through with it ’cause. That’s what you did after you dated somebody for five and a half years from college, and that’s what you did after the whole family liked him. And that’s what you did at this point in your, your life.

And this is what you were supposed to do. ’cause by 30, you were supposed to have the kids and the things and the white picket fence. So what I mean right thing to do. I don’t mean from a moral standpoint, I mean from more from a, the way that it seemed like everybody else was doing it. So you’re supposed to follow suit, [00:22:00] love it.

But my heart, the rest of me was like, run, go do your own thing. Do it your way. That is still going against the grain is

L. Scott Ferguson: unacceptable then, ? Yeah. Because the whole

Kirstin Carey: family didn’t get it and the whole, so that was still when if I don’t listen to that voice, I end up in a space where I just need to learn the lesson again for some reason.

L. Scott Ferguson: That’s beautiful. Yeah. And so how do you want your dash remembered? That little line in between your incarnation date and your expiration date, your life date, and your death date. Hopefully it’s way down the line, but how does Kirstin want that dash remember?

Kirstin Carey: How I wanted to like, like what I wanted to do in that dash moment or in that space.

Yeah.

L. Scott Ferguson: Yeah. How do you, if people look back, Kirstin Carey, , like how do you want people to really reflect about you on it?

Kirstin Carey: I want them to think that I was genuine and authentic and I said the things that needed to be said, even if it wasn’t necessarily the most liked thing in the moment, but I was doing it from a place of, of, of.

Genuine heart.

L. Scott Ferguson: Yeah. Genuine love [00:23:00] and heart.

Kirstin Carey: Yeah.

L. Scott Ferguson: Love love’s a real thing for me. I mean, I tell everybody I love him, you know what I’m saying? Yeah. It’s like, and I actually mean it. I’m not in love with you, but I love, I love, yeah. It’s a different

Kirstin Carey: vibration. Yeah.

L. Scott Ferguson: Yeah. Thank you. He’s a different vibration.

So like what do you think people might misunderstand the most about Kirstin?

Kirstin Carey: Wow. You and the question today. I, I am good at getting into my head and being able to, I have a superpower level. I’ve worked on this, but a superpower level to decom to compartmentalize and, and shut things off. So I think some people will think, well, it, she’s good.

I’m good at not having the emotion in the moment sometimes. So they think, I don’t care.

L. Scott Ferguson: Mm-hmm.

Kirstin Carey: So I learned a while ago, ’cause that’s how I grew up, we’re Irish. You drink it away, you don’t talk about it, you shove it under the rug, you don’t express.

L. Scott Ferguson: Right.

Kirstin Carey: And if you do express, it’s only because you were drunk and you can, , tell people that’s why.

Right.

L. Scott Ferguson: You get a pass.

Kirstin Carey: So I learned how to reconnect and do that, but I sometimes in a really harsh, hard moment. [00:24:00] I can fall into that space and I can look like it doesn’t matter to me. So I learned at least that that’s how I come across sometimes. Yeah. So I will verbally tell people I’m very excited or I’m very upset, or I.

This is not okay. Right. So even verbally, even if I’m not able to emote right outside, at least they’re not like, what the what with you? Right.

L. Scott Ferguson: You’re like my sister from another mystic. ’cause we we’re so parallel in a lot of things. Right. So, and I have to ask you, what do you, is anything keep you up at night?

Kirstin Carey: No longer,

L. Scott Ferguson: no longer? No, that’s a superpower. Things used to really

Kirstin Carey: matter to me, but they don’t, the next day you work it out. So once I could get into a place where it’s all just gonna be fine, no matter how dire it may look right now, whatever weird financial thing happened, or physical thing or something going on with the family, or somebody’s mad at you or whatever, somehow it was always, it always worked itself out.

Yeah. So I don’t, I do not lose sleep over stuff now.

L. Scott Ferguson: I love that. So what is Kirstin’s definition of life? Well lived. [00:25:00]

Kirstin Carey: Making connections and not staying where it no longer serves you.

L. Scott Ferguson: I love that you said that because no matter what, things change, right? And everything’s finite. And that’s one of my parts of my speeches tomorrow, or yeah, tomorrow, is that.

Overlap your happiness as part of what I’m saying is because let’s say I’m like, I ask you and your hubs to come out to, , Florida, to hang out Susan and I Right. And be like, oh, we’re going to see Fergie da da da. Still gonna be that’s gonna end. Right? It’s like everything’s finding, find like things within yourself.

The curious people. We do like, I’m like, people are like, oh, you’re dude, I have fricking bad days, dude. Like, don’t even question that. Like I had a tough conversation yesterday with somebody and it was like, but I don’t, I think you’re a lot like this. Like you don’t look at it as problems, more as challenges and kind of like, kind of like a, all right, cool man.

This is an [00:26:00] opportunity, right? Yeah. It’s an

Kirstin Carey: opportunity. It’s information, it’s something for you to, to learn to grow. Yeah. Yes.

L. Scott Ferguson: I love that. I love that.

Time to Shine Today, podcast versus squad. We are back in Kirstin, when we meet in person, we’ll probably discuss some of these questions, , at length, 15, 20 minutes. But today. Five seconds with no explanations. I promise you they can all be answered that way. Okay. You ready?

Kirstin Carey: Okay.

L. Scott Ferguson: Yep. Okay. Kirstin, what is the best level leveling up advice you’ve ever received?

Kirstin Carey: The more , the less you understand.

L. Scott Ferguson: I love it. The Don Henley quote. Yeah, I love it. That’s so true. So share one of your current, share one of your personal habits that contributes to your success.

Kirstin Carey: Sleeping at a minimum of seven hours a night.

L. Scott Ferguson: Yes. Thank you. See me walking down the street, man.

Fergie looks like he’s in his doldrums man. Like what book was handed to you at one time that maybe helped you turn a corner and flip the script in your mind? I. Oh my gosh. I talk about it so much. Love it. So [00:27:00] outwitting

Kirstin Carey: the devil, Napoleon Hill, and it wasn’t released until about 15 years ago.

L. Scott Ferguson: Yeah, a hundred percent.

Yeah. Yeah. It was like 2010 that I don’t think it came out. Yeah. Yeah. A hundred percent. I have one I’m gonna have to show you one more time. I have one on my phone. I use it that

Kirstin Carey: much that it’s always right by my computer.

L. Scott Ferguson: Love it. Yeah, love it. Most commonly used emoji when you text

Kirstin Carey: the heart

L. Scott Ferguson: nicknames.

Growing up,

Kirstin Carey: K or ki.

L. Scott Ferguson: Got it. Any hidden talent and or superpower that nobody knows about until now,

Kirstin Carey: I can do time steps. I was a, I was a dancer.

L. Scott Ferguson: Woo. Love it. Chess checkers a monopoly.

Kirstin Carey: Monopoly,

L. Scott Ferguson: right? Headline for your life.

Kirstin Carey: She came, she saw, she conquered.

L. Scott Ferguson: Love it. Buy into any superstitions. No. Me neither.

Go to ice cream flavor.

Kirstin Carey: Oh geez. Anything with caramel in it.

L. Scott Ferguson: Right? There’s a sandwich called the KE two Stack. Build that sandwich. What do we eat?

Kirstin Carey: [00:28:00] The ke there’s gonna be Turkey in there. There’ll be bacon in there, Mankin. There’ll be vegan cheese in there. Gluten-free bed. There’ll be, oh, sauerkraut will be on it.

Ooh,

L. Scott Ferguson: love it. If you can get a time machine and go either. 20 years in the future, or anytime in the past, but you’ll always come back to this point today. Which would you rather do?

Kirstin Carey: I’d probably go back.

L. Scott Ferguson: Yeah. There’s a kegger, which is, I’m

Kirstin Carey: shocked at that, my own answer.

L. Scott Ferguson: There’s a kegger back in 1989 that I would love to relive that night.

I’ll tell you that. It was fun right before, remember

Kirstin Carey: that night?

L. Scott Ferguson: Love it. Probably go back so I can actually see what happened. Yeah. Your favorite charity and or organization like to give your time and or money to.

Kirstin Carey: Extend the Wave is one that I am associated with Elabor right now because of a client.

She does a whole thing where they take children who are in terminal illness situations and their parents, and then they, they all set one day where they go to the Ohio State game and they wave, they [00:29:00] stop the game to wave, and then they, it’s Iowa, the kids waving. It’s Iowa. Yeah. So it’s the the.

L. Scott Ferguson: The hospital, right?

Kirstin Carey: Yeah,

L. Scott Ferguson: the

Kirstin Carey: Huckleberry’s. But she’s got five cities she’s doing it in now, so we’re just about to blow this. That’s awesome thing. Up into all five cities and

L. Scott Ferguson: that’s beautiful. Yeah, and she’s gonna be

Kirstin Carey: down in Florida soon, so I’ll have to hook you with that, please.

L. Scott Ferguson: Yes, like that. I watched that documentary I ball like a baby.

It was like, oh my gosh. ’cause the kids are all up there and the whole stadium toys are on waves. Yeah. Thank you. That’s that. That’s a great, that’s a great, great organization. Last question, you can elaborate on this one, but what is the best decade of music? Sixties, seventies, eighties or nineties?

Kirstin Carey: Eighties, please.

It’s not even a, like I heard you say 1974,

L. Scott Ferguson: right? Did I hear that? 74.

Kirstin Carey: I’m a, I’m a Gen X kid all in, I’m 72,

L. Scott Ferguson: so like I said, we are like. Right there. Like, heck yeah, dude, big hair don’t care. And this thing is like, you listen to songs now. Mm-hmm. They have the hook from the eighties. Yeah. Like, you listen to like anything by pit bull, it’s like, oh, they’re sampling

Kirstin Carey: all in,

L. Scott Ferguson: they’re, [00:30:00] they’re sampling the hook from Take On Me by Aha.

Yes. Like in this song, flow riders right round, that’s by dead or alive, ? Yep. And it’s like, and he had the invasion of. , U2 Men at Work, , all those, , from all the countries, right? And then oh, Collins,

Kirstin Carey: and yeah, they’re all,

L. Scott Ferguson: all rap, , run dmc, it’s like, just kind of started, ,

Kirstin Carey: oh, run DMC.

When they went up against Aerosmith and they brought that together, it was like, oh my gosh, mind blowing.

L. Scott Ferguson: People have no idea Play that song for my teenagers that are reaching higher. This thing that I teach in, I’m like. This is what it’s called, coming together. They’re like, what? And they listen to it.

Next thing you know, it is a rapid and it’s awesome. So how can we find you, my friend?

Kirstin Carey: Evolve minded.com is the best place to find me. I’m on LinkedIn too, but I am, I’m kind of coming off the rest of social media. I have to say I’m, I’m not all about the social media these days.

L. Scott Ferguson: So evolve minded. Yeah. So tell us what they can expect to find at Evolve Minded when they visit, which I have it on the screen if [00:31:00] you’re on Vimeo or YouTube Squad.

Kirstin Carey: Yeah, so I mean, I, I mean, the first thing they can find is that there’s, there’s a free offer on there that they can have. It’s the seven biggest sales mistakes costing high ticket. Clients and how to fix them. So they can go there in upper right hand corner on the main page. They can get there or they can go to evolve minded.com/seven mistakes.

L. Scott Ferguson: I have that on screen now.

Kirstin Carey: There you go.

L. Scott Ferguson: Yeah. This is there. It will, and the home screen instantly

Kirstin Carey: drop it.

L. Scott Ferguson: Okay. Yep.

Kirstin Carey: Be, yeah. I keep it, I keep it simple. Like you, I, there’s no reason for 15 pages. I just keep it. I love

L. Scott Ferguson: this, this, this is fantastic. And that’s like a true marketing to me. How deal. ’cause if people have to navigate nine different places, it’s like, dude, I just want this.

It’s like a waiter coming and saying, what’d you like? I’d like a filet and a bait load of baked potato. And he brings you out fish. Yeah. And you eat this first and then we’ll get to the The filet. So sorry man. Yeah. Like

Kirstin Carey: you either get the free thing and you exchange your email address to get the free thing or you get on my calendar.

I mean like what else do you really need? Love it. Yeah.

L. Scott Ferguson: Gotcha. So the seven biggest mistakes cost you high, [00:32:00] high ticket clients and how to fix ’em. What were they kind of. Find within that free giveaway,

Kirstin Carey: your report. Oh, well, obviously the top seven, it’s actually, it was based on the top seven things I see with clients when I start working with them right away.

That’s what I’m like, what is the problem? Right? Right. So it’s like, this is what I see in real time, like in real life, what is really happening with people, not just like some, oh, these are the seven things, but how are you closing? What are you saying? Why aren’t you getting to the root of the issue, what to do and the whole.

Objection handling. You shouldn’t be objection handling. There really should be no objections. Like you should be fixing those before you even get to the end. So if somebody’s telling you they have to think about it, they have to talk to their spouse, they don’t have the money, that information should not be shocking to you, right?

It should have been figured out before or you’ve decided this isn’t the right time or the project for you. Right. Yeah. And thi this squad like I need to ask you. One last thing is to leave us with one last knowledge nugget we can take with us, internalize, and take action on. [00:33:00] Again, people’s biggest thing that they want is to be seen, heard, and understood.

If you are doing most of the talking in the sales process, they don’t feel seen, heard, or understood. Yeah, and if you are not actively there to truly understand who they are and what they really need, and you’re not interested in helping them find that answer. Then you, you shouldn’t be in sales, you shouldn’t be actually interacting with people.

L. Scott Ferguson: Yeah. And squad, we just got kind of a free masterclass with a backstory about how to really sell to people that knowing, that people want and need to be seen, heard, and understood. And the only way you do that is to actively be there. And the way you could do that is really lean in, like I tell, listening with your neck, not just with your ears, but really lean in and show.

If show the empathy that they need, show the energy that they need, , and if you are having trouble with that, hire my friend Kirstin. She will help you level that up. I mean, she’s a well-rounded, holistic rockstar. She reminded us that, , the [00:34:00] body wants to heal itself, right? But we overuse it, we keep pushing it, and then we have to get the modern medicine.

So again, nothing wrong with modern medicine, but don’t use that before the body wants to do what it wants to do. Right? , If you’re a small business owner. And you’re having the trouble with sales and not understanding why they’re not closing. Again, let me put you in touch with my friend Kirstin.

Salespeople, many of them have their own blocks around money, right? Mm-hmm. And that’s another place where Kirstin can kind of come in and help your team remedy that. She will be remembered as somebody that trusted her instincts after she learned to do that. And she wants you to do that as well.

What the right thing to do is do it. And if you’re kind of told to do something and it’s not feeling right, that’s probably where you need to check yourself. Like in the eighties reference before you wreck yourself. Right? It’s like, it’s so, it’s the, so. , She’ll be remembered as somebody that kind of slid PA across home plate, metaphorically bumped bruise.

But she’s a genuine connector, a relationship [00:35:00] creator. She’s the best coach Salton that I know that’s out there. And thank you so much for coming on. You level up your health, you level up your wealth. You’re absolutely stunning. You earn your varsity letter here and time to shine today. Thank you so much for coming on.

Absolutely love your guts, Kirstin.Kirstin Carey: Thanks, Briga. Talk soon.