Next Level Greatness with Beverly

Welcome to the show! I've got a great guest with me today, a little bit of an analysis, especially around what's stopping conversions, voice stories and beliefs around what is working vs. what is protection and voice masks and how they cost sales.   Interview Summary This interview was a live voice coaching session between host and voice expert Tracy Goodwin and her guest, business owner Beverly Simpson. [01:38]  Tracy analyzed clips of Beverly's voice from a previous podcast appearance and an Instagram Live video, identifying vocal patterns that stemmed from a deep-seated need to prove her worth. [02:21]  They discussed how childhood experiences, particularly criticism from her father, created "voice masks" that caused her to sound like she was pushing, convincing, and justifying her expertise. Beverly shared her own vulnerabilities, including the fear of becoming egotistical and the deeper fear of not being "great enough." The conversation explored how these vocal habits, while contributing to her success so far, were now limiting her ability to connect authentically with her full audience and step into her next level of leadership. Interviewee Background Beverly Simpson was a former actor and a former district fitness manager for a national gym in Manhattan, where she was responsible for significant revenue and team development. For the past decade, she has been running her own business, where she helps personal trainers and other health and wellness professionals start and scale their own profitable online businesses.  

Welcome to the show! Today, I've got Rachel Coons with me and we are breaking down authenticity and taking it to the next level. I recently saw Rachel at a business conference and she told me she did one of the tactics I told her to do and it didn't work...and here's why...   Don't miss signing up for my next Masterclass.  Head over to https://www.captivatetheroom.com/voicereclaim Interview Summary Tracy Goodwin interviewed business owner Rachel Koons to demonstrate the nuances of voice coaching. [45:28] They began by revisiting a previous live coaching session where minor adjustments to Rachel's vocal delivery on a video led to significantly higher conversions. The core of the conversation focused on analyzing a recent, unsuccessful voice message campaign Rachel ran. [15:45] Tracy identified that Rachel's tone sounded rushed, detached, and apologetic for selling, which created a disconnect with potential customers. Through a live workshop, Tracy helped Rachel uncover the underlying mindset of feeling like she was "bothering" people and guided her toward a more authentic, confident, and caring vocal approach to use in her upcoming launch. [15:56] Interviewee Background Rachel Koons is a wife and mother of four who, two years prior, founded a business to help other mothers with their finances. [07:12] She started with a membership focused on a grocery-saving method she created and later expanded to cover budgeting, investing, and making money from home. [08:17] At the time of the interview, her membership community had grown to nearly 1400 members. Key Points Rachel explained that her first coaching session with Tracy helped her realize her online persona did not match her true self, and that shifting to a more authentic delivery felt better and was more effective. She learned that "talking head" videos, while receiving lower surface-level engagement, generated warmer leads and higher conversions because they fostered a genuine connection with her audience. [13:38] She shared her disappointment with a recent voice message campaign where she contacted 50 potential customers but only converted two, despite feeling she had been authentic. [15:45] Rachel admitted that during that campaign, she was rushed and focused on completing a checklist, which contributed to a tone of disconnect. [17:52] She revealed her core discomfort stemmed from not wanting to pressure people, which inadvertently came across as vocal indifference and a feeling that she was "bugging" her audience. [19:12] After hearing her own message analyzed, she recognized it lacked personal connection and sounded generic. [23:47] Rachel identified that she often wore a "mask" of being a serious coach, fearing her naturally fun and "cheerleadery" personality would not be taken seriously on the topic of money. [37:22] By the end of the session, she expressed renewed excitement to use voice messages in her next launch, with a new focus on creating a genuine, caring connection rather than simply making a sale. [39:42] Notable Quotes "Honestly, that experience for me was just realizing that what I was saying and how I was portraying myself online wasn't matching up with what I thought I was doing... [11:36] It didn't feel like I was showing up as a showman. [11:52] It felt like I was showing up as Rachel Koons helping." (11:22) - This was said as she reflected on the impact of her first live coaching session with Tracy, where she was coached on a viral video. "Who cares about engagement if you're connecting with your followers and you're increasing conversions?" (13:35) - Rachel said this while recalling a key piece of advice from Tracy that shifted her focus from vanity metrics to the quality of connection, which ultimately drove sales. [13:38] "I felt in these voice messages was like I was popping in, I was intruding on them... [20:41] it was like me bugging almost." (20:33) - She offered this as an explanation for her mindset while sending the low-converting voice messages, which directly influenced her apologetic and disconnected tone. [17:27] "I want people to know that I can be super fun, but I also can get to the deeper stuff as well. [37:22] So I put on this mask of I can't be that fun cheerleader." (37:12) - This quote came during a moment of self-realization, where she explained why she suppressed her natural personality, fearing it would undermine her credibility as a financial coach. [37:22] Kicker Quotes "Now I'm like, oh, I'm so excited to do launch because I feel like it's going to feel better for me... [40:03] and I don't care if people join or not. That's not the end goal here. It's that I feel like I am helping the people that I'm meant to help." "I do feel like I'm at a point in my business where I'm over the numbers. [43:28] I'm over just the masses. I am way more focused on the right people calling in the right people, connecting with those individuals than I was before." [44:08] "This is the solution that you've been looking for and I know that, and I am committed to helping you on your journey." [33:46]

Welcome to the show! Today, I've got Kath Patrick with me and you are going to be blown away how she sees the voice as the deal breaker with her clients and so much more!   Kath Patrick https://www.nonprofitpowerpodcast.com  www.linkedin.com/in/kathpatrick-strategicsense Kath Patrick helps non-profit leaders solve the problem of chronic under-investment in their work. Her clients learn how to turn the money and policy decisionmakers in their world into willing investors who are happy to pay for the full value of the results you create.   Kath’s journey as a lifelong advocate and nonprofit leader at the local, state and national level has taught her what works and what doesn’t to deeply engage decisionmakers and build powerful influence with them. In the process, she’s discovered that a lot of the things leaders were taught to do, really don’t work. She helps her clients let go of what’s not working, and build the skills they need to deeply engage decisionmakers and get them fully invested in the life-changing work you do.   Kath is also the host of The Nonprofit Power Podcast, where every week she explores the secrets to building powerful influence with the decisionmakers that matter. Episode Overview Guest: Kath Patrick Host: Tracy Goodwin Theme: How voice, delivery, and human connection directly impact influence, funding, and results in the nonprofit and leadership space. This episode dives deep into how nonprofit leaders unintentionally “lose the deal” — not because of weak data or logic, but because of how they sound. Kath and Tracy unpack how tone, pace, vocal masks (Professional, Needing to Prove, Foreshadowing), and lack of emotional connection derail influence with decision-makers. It’s a conversation that bridges the Psychology of the Voice® with policy, power, and persuasion. Core Themes & Insights 1. The Real Reason Nonprofits Lose Funding Kath reveals that the downfall isn’t poor programs — it’s miscommunication. Leaders assume decision-makers understand their world, when in reality, they don’t. The result: data dumps, jargon, and monotone delivery that fails to inspire action. “Facts and data don’t engage… until the decision-maker understands why it matters.” 2. The Voice as the Hidden Dealbreaker Tracy connects Kath’s experience to voice psychology — the way tone and subconscious habits sabotage outcomes: Foreshadowing mask: expecting rejection before speaking. Needing-to-Prove mask: over-explaining and overperforming to earn approval. Professional mask: stripping away humanity to sound “credible,” which instead kills connection. “They’re brilliant with donors — and they crumble in front of decision-makers, turning into a walking PowerPoint.” 3. Connection Beats Data Both emphasize that storytelling, emotion, and presence win the deal — not rapid-fire facts. Decision-makers engage once they feel the transformation and visualize the impact. “If you don’t connect, why would they care at the level you do?” 4. High Stakes = Old Habits Under pressure, even seasoned leaders revert to protective habits: Speaking faster to “get it over with” Reading the room reactively instead of adjusting intentionally Trying to sound impressive instead of authentic Kath’s antidote: practice surprising them in the first two seconds — “Say something unexpected. Ask a question. Anything but a generic intro.” 5. Authenticity as the New Professionalism Tracy and Kath dismantle the myth that being “professional” means being robotic or emotionally flat. True influence comes from being fully human — voice, emotion, and all. “You’re not doing a keg stand on the conference table. You can be real and professional.” Key Takeaways Voice determines trust and investment. The sound of authority isn’t about volume or polish — it’s about connection. Emotion is strategy. Decision-makers fund what they feel compelled by, not just what they understand. Speed kills impact. Talking fast signals nerves and causes disconnection. Authenticity converts. Bringing humanity into the room is what turns influence into partnership. Timestamped Structure Time Segment Highlights 00:00–02:00 Intro Tracy’s voice philosophy + Kath’s alignment with her work 02:00–08:00 Kath’s mission The problem of chronic underinvestment + how decision-makers create barriers 08:00–16:00 Decision-maker psychology Why rules and control exist; how to influence from empathy 16:00–24:00 Voice mistakes Foreshadowing, proving, and professionalism explained 24:00–30:00 High-stakes behavior How stress reactivates protection habits and voice masks 30:00–35:00 Redefining professionalism “Professional ≠ disconnected” — authenticity as power 35:00–40:00 Kath’s origin story From teenage activist to policy strategist 40:00–47:00 Teaching influence Why connection and emotional storytelling secure investment 47:00–48:00 Closing reflection Tracy and Kath discuss how voice is the invisible thread behind success Memorable Quotes “Don’t take your 20-minute monologue and shove it into 10 minutes — surprise them in the first two seconds.” “Facts and data don’t convince anyone; connection does.” “Why would you try to sound more like AI when the only thing AI can’t do is make people feel?” “Professional doesn’t mean perfect — it means present.” “If they’re not listening, I don’t care how much data you give them — they won’t hear it.”

Welcome to the show!  I've got a great guest and a great episode for you today. Dr. Stephanie Lopez with me today. Dr. Steph is a former NASA Psychologist and the founder of The BRAVE Method. She’s known for guiding women to break through anxiety, heal, and get out of fight or fight for good. Broken to Brave Podcast: https://brokentobrave.buzzsprout.com Free Training: www.brave-method.com/anxiety Instagram:  https://www.instagram.com/drstephanielopez/    Interview Summary In this interview, host Tracy Goodwin spoke with Dr. Stephanie Lopez, a former NASA psychologist turned healing coach. [04:32] Dr. Lopez discussed her unique perspective on anxiety, defining it as the mismanagement of emotions that resulted from a lifetime of being taught to suppress feelings and cut short the natural emotional cycle. [08:39] She explained how this suppression led to anxiety, people-pleasing, and perfectionism.  [27:35] Dr. Lopez shared her personal journey, which began with a transformational workshop at NASA, and outlined her approach to healing, which emphasized increasing one's tolerance for feeling all emotions, understanding the somatic nature of emotional regulation, and breaking free from limiting self-identities.  [10:07] The conversation also explored the mechanics of people-pleasing, the importance of a nuanced emotional vocabulary, and the power of experiential work in creating lasting change. [25:23]   Key Points Dr. Lopez defined anxiety not as a permanent condition but as the result of mismanaging emotions, specifically by suppressing them and preventing them from completing their natural cycle. [08:49] She argued that from a young age, most people were conditioned to "cut off" their emotions, which led to a buildup of unprocessed feelings that manifested as anxiety, ruminating thoughts, and even physical pain. [11:01] She stated that "overthinking is under-feeling," explaining that attempts to control every outcome were driven by an unwillingness to feel potential negative emotions like embarrassment or incompetence. [15:34] The key to gaining control, she proposed, was to increase one's tolerance to feel all emotions. [14:36] When one was willing to feel anything, external circumstances and other people's reactions lost their power. [14:36] People-pleasing was described as an attempt to control others' feelings to avoid one's own discomfort, which paradoxically could erode trust in relationships. [25:28] She emphasized that true emotional regulation was primarily a somatic (body-based) experience, and that intellectual understanding alone was insufficient for deep, lasting healing. [24:01]

Welcome to the show! You are in for a TREAT!  One of my favorite people on earth is on the show today, Alexa Junge.  You might not recognize her name but you will recognize her work.  Alexa was a writer on Friends, West Wing, Sex and the City and so many more shows you love. Alexa is joining me because we are about to embark on a 2-day intensive to find the real stories that you are meant to tell and then be able to use your voice so that they land. You can find out more here:  https://www.captivatetheroom.com/realstory/   Interview Summary Tracy Goodwin, host of the "Captivate the Room" podcast, interviewed accomplished television writer and producer Alexa Yung. Alexa discussed her extensive career in Hollywood, sharing behind-the-scenes insights from writing for iconic shows like Friends and The West Wing. The core of the conversation focused on her philosophy of storytelling, emphasizing the importance of creating from the "inside out" by focusing on character, emotional truth, and authentic connection. She argued that these principles of dramatic writing are directly applicable to entrepreneurs, speakers, and anyone looking to create compelling content. The interview concluded with the announcement of an upcoming collaborative workshop hosted by both Alexa and Tracy, aimed at helping entrepreneurs find their authentic voice and story. Interviewee Background Alexa Junge was presented as one of the most accomplished showrunners and executive producers in television. Her credits included acclaimed series such as Friends, Sex and the City, The West Wing, and Big Love. Her work has earned numerous awards and nomination. She was noted for her unique voice and range, with her Friends episode "The One Where Everybody Finds Out" being named one of Rolling Stone's best TV episodes of all time. The interviewer, Tracy Goodwin, is an internationally known voice expert and award-winning speaker.   Key Points Effective storytelling must originate from an "inside out" approach, rooted in the emotional core and motivations of the characters, rather than being built on external formulas. The most successful humor and dialogue came from the specific character's personality. On Friends, a joke was discarded if any character could have said it, ensuring authenticity. Creating a genuine emotional connection with the audience was paramount. A story that affects someone on a physical, emotional level becomes memorable and impactful. Authenticity was more powerful than imitation. Copying what seems successful for others leads to generic content, whereas embracing one's unique perspective and story helps to stand out. The goal was not to be liked, but to be compelling. Letting one's true, "sparkly" self show through was more interesting than trying to please everyone. Understanding a character's (or one's own) "original wound" or "secret agony" was a vital tool for creating depth, even if that information was never explicitly revealed in the final story. The structural and emotional principles of screenwriting could be directly applied to business presentations, social media content, and sales pitches to make them more engaging. Notable Quotes "If you lose track of what you are interested in, it isn't going to be successful." (00:01) - Said at the very beginning, this quote established Alexa's core thesis that personal passion and interest are the foundation of any successful creative or business endeavor. "The jokes came from character. And we would say, is this a joke that any of them could make? And if the answer was yes, we would keep working." (15:42) - Alexa stated this while explaining the meticulous, character-driven writing process on Friends, highlighting why the show's humor felt so specific and authentic. "If it isn't connected to the characters underlying question of their life, it's kind of the like, why are we even writing this?" (23:40) - In this quote, she criticized formulaic storytelling that ignores deep character motivation, arguing that plot is meaningless without a personal stake for the protagonist. "If somebody's pushing or doing what they think they should be doing, you feel bad for them." (33:45) - She said this while discussing the palpable feeling of inauthenticity in presentations and marketing, noting that it evokes pity rather than engagement from the audience.

Welcome to the show!  I've got a great episode for you today.  One of my students, who is a master at writing and delivering speeches with me today!   Let me tell you about Laurie-Ann   Laurie-Ann Murabito, Speaking & Visibility Coach, reformed painfully shy gal who accidentally became a professional speaker. She works with motivated coaches and consultants to write and deliver captivating presentations to establish credibility, attract ideal clients, and monetize their authority. She combines her years as an award winning professional speaker, executive leadership coach and her obsession with neuroscience. Laurie-Ann is the best selling author of Rethink Leadership and Rethink Your Leadership and the host of a Top podcast, Be In Demand. A few of her clients are Johnson & Johnson, American Cancer Society, Bay State Wealth and Bali Mastermind by Sabrina Philipp. To learn more, visit her website at SpeakAndStandOut.com.   60min Speaker Spotlight: https://speakandstandout.com/speaker-spotlight IN Demand Signature Speaker (waitlist): https://speakandstandout.com/indss-waitlist IN Demand Signature Speech: https://speakandstandout.com/ss Be IN Demand podcast: https://Podcast.SpeakAndStandOut.com   Interview Summary: This was an interview on the "Captivate the Room" podcast, hosted by Tracy Goodwin, with her guest and former student, Laurie-Ann Murabito who is a speaking and visibility coach, discussed her journey from being painfully shy to becoming a professional speaker. She shared her expert insights on the modern speaking world, including the post-COVID shift to virtual and hybrid events and the importance of connecting with audiences regardless of the format. Laurie-Ann detailed common mistakes speakers made, such as being too "in their head" and overwhelming audiences with data, and she contrasted this with the more effective approach of serving from the heart. She outlined her "in-demand signature speech methodology," a structured approach to creating captivating and converting presentations. The conversation also covered the effective use of storytelling, the abundance of speaking opportunities, the strategic use of free speaking gigs, and why human connection would always be superior to AI in public speaking.

Welcome to the show! Today, I'm talking about the thing that you need to let go of that you think you can't because you think it's the thing that is creating your success. In a solo episode of the "Captivate the Room" podcast, host Tracy Goodwin discussed how certain personality traits that people believe are the source of their success—such as being no-nonsense or outcome-driven—were often protection mechanisms. She argued that these traits created vocal "masks" and microscopic sounds that subconsciously kept people at a distance, limited future success, and prevented potential clients from buying. Goodwin used anecdotes from her work, including a study on A-type personality women and her experience with receiving "hate mail," to illustrate how the fear of judgment caused people to hold onto these limiting beliefs and sounds. She explained that letting go of these protective mechanisms was essential for reaching the next level of success. Key Points The speaker asserted that personality traits people credited for their success were frequently just protection mechanisms designed to mask insecurity and avoid judgment. She explained that these internal defense mechanisms manifested as subtle, negative sounds and barriers in the voice. These vocal sounds were often misinterpreted by potential buyers or clients, causing them to feel inadequate or to distrust the speaker, ultimately leading to lost sales. Goodwin noted that many people resisted changing these vocal patterns because they were deeply attached to the belief that these specific traits were essential to their identity and past achievements. She argued that true progress and reaching the next level of success required the willingness to let go of these protective masks and reveal one's authentic self.

Welcome to the show! In this powerful conversation, Tracy Goodwin and Dr. Christine Lee unpack the hidden connection between clutter, identity, and voice—particularly for women in midlife. Dr. Lee reveals how physical clutter often masks deeper emotional patterns, representing outdated identities and stagnant energy. Midlife transitions such as empty nests and aging parents bring new stressors that spotlight the need for a stronger, more authentic voice. The discussion explores how the act of decluttering can be transformative, helping individuals reclaim energy, presence, and personal power. Tracy and Dr. Lee also delve into how subconscious vocal habits—like filler words—often re-emerge in high-pressure moments, acting as defense mechanisms. The interview blends psychology, voice, and life transitions into a call for women to let go of the past, step into their power, and speak up with clarity and confidence. About Dr. Christine Lee A clinical psychologist and productivity expert based in New York, Dr. Lee is known as "The Procrastination Coach" and host of the Make Time for Success podcast. With over 25 years of experience, she helps women overcome clutter, self-doubt, and overwhelm through her signature program Simply Productive. Her work has been featured in Oprah Magazine and emphasizes mindset, productivity, and reclaiming energy. http://procrastinationcoach.com/    Key Insights Clutter as a Mask: Physical clutter often conceals unresolved emotional stories and past versions of self. Decluttering as Transformation: Letting go of objects restores energy, clarity, and personal agency. Midlife Voice Activation: Life shifts in midlife surface the need to claim one’s voice, set boundaries, and express needs. Subconscious Vocal Patterns: Protective speech habits—like “just” or “right?”—often return during upleveling, subtly undercutting authority. Emotional Attachment to Stuff: Guilt, identity, and scarcity often keep people stuck in accumulation patterns that can be unlearned. Standout Quotes "There are identity masks hidden in the clutter… people find their energy when they deal with it." "What does that old life stuff do to your present-day energy? It keeps it divided and stagnant." "We know how to want things, but not how to let them go." "This all used to be money."  

Welcome to the show! I've got a great episode for you today on working smarter not harder with my former student Maeve Ferguson. Maeve Ferguson Your business should amplify your brilliance, not demand your constant presence. If you're an expert, author, or thought leader ready to scale without sacrificing integrity, Maeve Ferguson helps multi-six, 7, and 8-figure entrepreneurs turn their intellectual property into lead-generating, authority-building infrastructure. Using her proprietary Thought Leader’s Pathway™ and Diagnostic Assessment Ecosystems, Maeve helps you evolve from being just another expert… ➡️ to The Answer your audience is searching for, ➡️ to The Spotlight where your voice is visible and valued, ➡️ to The One: the undisputed authority your industry trusts, follows, and buys from. This isn’t bro-marketing. This is strategic IP activation. Through deeply customized frameworks, automated segmentation, and score-based insight, Maeve transforms your ideas into scalable systems that attract right-fit leads, convert trust into revenue, and position you to lead without burnout. https://maeveferguson.com As featured in Forbes - Featuring Maeve Ferguson https://www.impactscoreassessment.com/ https://www.linkedin.com/in/maeveferguson/   General Overview Conversation Summary: This conversation covers the speaker's journey from a corporate background to becoming an entrepreneur focused on building quiz funnels and assessment-based lead generation for thought leaders and expert entrepreneurs. The discussion touches on the importance of nurturing leads, the shift in the online marketing landscape, the value of quizzes and assessments, and the need for personalized, high-touch experiences. Interviewee Background: The interviewee, Maeve Ferguson, is an architect of the industry's most elegant client-converting assessments. She has a background in private equity, managing global teams and leading transformation projects across continents. Maeve now works with seven and eight-figure thought leaders, bestselling authors, and expert entrepreneurs to codify their frameworks and create diagnostic assessments that attract, qualify, and convert ideal clients. Key Points Maeve's journey from a corporate background to becoming an entrepreneur focused on building quiz funnels and assessment-based lead generation. The importance of nurturing leads and not giving up on potential clients, even if they don't convert immediately. The shift in the online marketing landscape, including the rise of the "noise economy" and the need for value-driven offers and personalized experiences. The value of quizzes and assessments in qualifying leads, gathering market insights, and building personal connections with potential clients. The importance of doing the work, executing quickly, and not getting bogged down in perfection or fear of rejection. Notable Quotes "If you don't make offers, you will not make money. It's as simple as you will not make money if you don't make offers." (20:16) "There are no push a button and be a millionaire. It doesn't exist." (42:24) "If you don't have water going through the pipes, it's just a really pretty thing sitting on the internet. It's not going to do anything." (42:24) Kicker Quotes "If you don't make offers, you will not make money. It's as simple as you will not make money if you don't make offers." (20:16) "There are no push a button and be a millionaire. It doesn't exist." (42:24) Detailed Insights Main Arguments The online marketing landscape has shifted, and the "noise economy" requires value-driven offers and personalized experiences to stand out. (22:01) Quizzes and assessments are powerful tools for lead qualification, market insights, and building personal connections with potential clients. (35:56) Executing quickly and not getting bogged down in perfection or fear of rejection is key to success as an entrepreneur. (41:52) Supporting Evidence Maeve's own experience of generating a $10,000 sale from a client she had been nurturing for 6 years. (26:54) The data and insights Maeve's assessments provide, allowing her clients to refine their messaging and offers. (40:33) Maeve's transformation from being self-conscious about her voice to becoming a confident presenter and thought leader. (55:47) Themes and Trends Recurring Themes The importance of nurturing leads and not giving up on potential clients. The need for value-driven offers and personalized experiences in the online marketing landscape. The power of quizzes and assessments for lead qualification and market insights. Emerging Trends The rise of the "noise economy" and the need for entrepreneurs to cut through the clutter. The increasing demand for high-touch, personalized experiences in the online space. The growing importance of data and market insights in shaping effective marketing strategies.

Welcome to the show! Today I've got one of my favorite people on earth with me!  My former student Sherry Quam Taylor is here and we are talking all things communication, vision and voice! Sherry Quam Taylor Website: www.QuamTaylor.com Headshot: https://drive.google.com/file/d/1AcElBmPx43g4C-bpR63LIsEXrXYFZ3f5/view?usp=sharing Logo: https://drive.google.com/file/d/14Xgxe1OJKUq1VatxHBuK4ptIAqO1AucS/view?usp=sharing Main Social Media Outlet: LinkedIn Sherry Quam Taylor works with business-minded Nonprofit CEOs whose Strategic Plans require expansive budgets and larger amounts of unrestricted revenue for growth and infrastructure. As a result of learning her methodology, Sherry’s clients become sustainable, diversify revenue, and know how to add significant amounts gen-ops revenue to their budgets. But mostly, their development departments and boards transform into high-ROI revenue generators – aligning their hours with relational dollars and are set free from time-consuming transactional activities like events, appeals, and campaigns. Sherry attributes the success of her business to her passion for modeling radical confidence to the future CEOs in her house - her two college-aged daughters. General Overview Conversation Summary: This is a conversation between Tracy Goodwin, a voice and communication expert, and Sherry Quam Taylor, a nonprofit fundraising consultant. They discuss Sherry's background and journey into the nonprofit sector, the mindset and skills required for successful fundraising, the importance of confidence and self-worth, and strategies for effective communication and sales. Interviewee Background: Sherry Quam Taylor is a nonprofit fundraising consultant who has helped organizations scale their revenue and impact. She previously worked in the corporate world before transitioning to the nonprofit sector, where she found her passion for helping organizations achieve their goals through strategic fundraising and communication. Key Points Sherry emphasizes the importance of mindset and overcoming the "invisible scripts" that nonprofits often have about fundraising, such as the belief that they should not ask for large donations or invest in their own professional development. She discusses the need to own one's value and expertise, and to confidently present financial needs and growth plans to donors, rather than being apologetic or hesitant. Sherry and Tracy highlight the importance of building a strong pipeline of potential donors and clients, and the ability to pivot and move on when a prospect is not a good fit. They emphasize the value of investing in one's own professional development and coaching, as it can significantly impact the growth and success of a business or organization. Sherry and Tracy discuss the importance of effective communication, both in terms of email outreach and in-person interactions, and the need to avoid common pitfalls like small talk and unnecessary pleasantries. Notable Quotes "We are telling ourselves these scripts of we must do galas and we must do golf outings, appeals and events, and all these things that are not relational sales. And so we are doing the wrong things and then our minds are telling us, just be thankful for what you have." (Speaker 1, 00:01) "I think it's all of that. And it is tying back to being confident enough to say, well, I work differently than others. I'm asked all the time, what is your hourly rate? I'll send you the RFP, which I don't do. I don't have an hourly rate. I don't. I've never had that. What deliverables do you have? No, I'm advising you. I am your partner." (Speaker 1, 29:01) Kicker Quotes "My biggest advice is if I would've invested in myself how I do now, the first year, the second year, even though that would've been even scarier to push the button, who knows what it would be? Because it is critical. It's not optional." (Speaker 1, 27:49) "I think then people trust me, she must know what she's doing because of that ownership. I own it because it's like I'm not hedging here. No, this is what it is. And you're standing on the rock of the value of the work that you deliver." (Speaker 3, 24:34)