Picture a world where costs are down, profits are up, and customers are clamoring at your door. You’re listening to, “Let’s Get Up to Business” from Jordan Law. Our interviews with business owners, service providers and area experts can teach you how to create a world of success and profitability. If you’re looking for an attorney to assist in your business formation, employment agreements, or other legal business needs, contact Jordan Law at (407) 906-5529. You can also reach us on the web at JordanLawFL.com. Jordan Law, we protect you and your business.
Jordan Ostroff 0:59
Hello, and welcome to “Let’s Get Up to Business” with Jordan Law. Joining me today is Angela Highland with Call to Action Coaching and Consulting. Thanks so much for being with us today.
Angela Highland 1:07
Thank you for having me.
Jordan Ostroff 1:09
So tell us a little bit about what you do at Call to Action.
Angela Highland 1:12
Call to Action Coaching is my own coaching firm, I am a business coach. I specialize in leadership and I help my clients get where they need to be. If you have a business, whether it’s a small business or a large corporation, a lot of times there are issues that people need to deal with, maybe they want to expand their business, maybe they’re trying to get their team to work better, maybe they’re trying to move the profits are suffering. So whatever that space is in, in the corporate market, I’m trying to fill that space. And I exclusively work with women and their businesses. So that takes on a whole flavor on it.
Jordan Ostroff 1:55
When you say that you focus on leadership, does that mean you’re focusing on working with the leaders in a company or you’re focused on working with them, helping them with their own personal leadership or b=oth?
Angela Highland 2:02
Jordan Ostroff 2:03
Angela Highland 2:04
I think that’s important, in that, their own leadership style, and how they use that in their own careers and in their businesses, but also with their teams.
Jordan Ostroff 2:14
Alright, so we’ve got a female listener, who knows they need some help, you know, getting their business to the next level, what’s the best way for them to contact you?
Angela Highland 2:22
I am getting out there on social media right now. I’m at the Call to Action Coaching on Facebook. And then also you can look me up on LinkedIn, I have a profile there, a business profile there as well. And then, of course, my website, www.CalltoActionCoaching.com.
Jordan Ostroff 2:39
Call to Action Coaching, and that’s spelled correctly, not with the number two or anything?
Angela Highland 2:43
Jordan Ostroff 2:45
Alright, so kind of walk me through, you know who you are, and how you got to running Call to Action Coaching and Consulting.
Angela Highland 2:53
I am a businesswoman, I’m an entrepreneur and I have been for many years. When I started out, I have no college education behind me, I’ll start with that, because I think a lot of people need to hear that, some people need to hear that because they think you can only be in a leadership role, or own your own business maybe if you’ve gone to college and learned how to do it. I didn’t set out to be a business owner, it’s just where the road led me. So I had the opportunity to manage some offices when I was younger, and I just really paid attention to what was going on. And I, I could see problems and just knew how to fix them. And so I would tell my upline management and they would take my advice, and, and things would happen and change and profits would go up. So I knew that I was really good at that. And as I got older, I just always went for management positions. And then I had the opportunity with my ex husband to start our own business and it was a miserable failure. But I want –
Jordan Ostroff 3:55
Because of the ex husband part or?
Angela Highland 3:57
Um, a little of both. We didn’t know what we were doing. We just jumped in and thought, how hard could it be? We were young and bright eyed and thought it would be just a cool adventure. And it was terrible. We didn’t know what we’re doing. We didn’t have the right capital, we didn’t have any marketing behind us. We didn’t have any resources. We just tried and failed. But I made a lot of friendships, I learned a lot about business and it set me on a whole new trajectory.
Jordan Ostroff 4:24
Well, so you didn’t fail. You just learned what not to do.
Angela Highland 4:26
Jordan Ostroff 4:26
I mean those are very different things.
Angela Highland 4:27
They are, that’s a great distinction. But yes, I learned, at the time, I took it as a miserable failure. But, you know, as I got older and got better, I looked back and said wow what a valuable opportunity that was. So I took that and then I decided I wanted to go help others continue on their leadership journey, because of the lessons that I have learned. So I got back out into the working world and immediately moved up into management positions. And after a while, I decided I wanted to do more business consulting because I really loved the business side. Loved business and went out to how – I had three clients, was just getting started and I had a client that said, listen, I’m having a real big problem, I need you to come here and stay full time. And I really didn’t know but he offered me a lot of money to do it, so I did that. His business was growing like crazy. And from there, I said, you know, I really would love to get back to doing this for myself. So I got back into business for myself, grew a huge business model, grassroots in an industry that I had never thought I would end up in, I was in the construction industry. So I opened up my own sub contracting company, because there was a hole in the Orlando market, there was nobody doing what I was doing, or what I wanted to do. So I set out, grew it and doubled my revenue every year and had it for 12 years, it was amazing. I have staff, I had contracts, I had a great reputation.
Jordan Ostroff 5:58
Doubling the revenue for 12 years, that’s, that’s got to be a pretty penny.
Angela Highland 6:01
It was, it was really nice. And then along the way, as part of my networking, came across a women’s organization that I became a member of. I thought I really needed to get out from behind the desk and get out and meet other people in the industry came across a women and construction organization, which was absolutely amazing. I was like, wow, these are my people, look at these powerful women, they’re all out here, you know, conquering the world and trying to do great things in a very male populated industry. And from there, I was really inspired to connect more with women. There was a lot of them that had goals and dreams, but they didn’t know how to get there. And we as women tend to beat ourselves up, we’re our own worst enemies. And I really thought that I can help these women. So I helped develop leadership programs for that organization, we created a mentoring program for that organization. And things just started to happen, I was getting so much feedback on how great this was. And I felt electric. I was like, this feels like what I need to be doing all the time, working with women, helping them a business, helping them with leadership, helping, helping them grow. And so I sold my subcontracting business, so that I could go do this full time.
Jordan Ostroff 7:21
There we go. You know, it always cracks me up, you got the expression, you know, those who can’t do, teach. But every time I talk to somebody who’s you know, doing coaching and doing teaching, and really loves it, it’s like they were successful and not only are they as successful now, they’re even happier helping other people find that same success they had. So I just, it’s one of my least favorite expressions. So you’ve had, I mean, a varied amount of experience in a lot of different professions. So from that, I mean, are you targeting a certain, you know, women in a certain area, a certain role, a certain position, or?
Angela Highland 7:53
I think because my own unique story and experiences, because I have worked in different industries, that was one of the reasons why I really decided to bring in the consulting piece into my company and not just be a coach for women. I wanted to be a coach for professional women in their businesses, no matter where they were at. Because for me, it’s not about the widget that you sell, it’s about how you sell, it’s about how you are in business. And I’ve seen a lot of similarities across different industries. So that to me, was a benefit of helping any women because, you know, they have to find within themselves to be good leaders and have good companies, the particulars in their industry, to me, were secondary.
Jordan Ostroff 8:40
Well, and you know, for me, if I talk to people that aren’t lawyers, I have no idea what to tell them for a lot of the consulting stuff. For you, I mean, obviously, you’ve got the different, you know, so many different types of jobs and types of companies that you’ve run and worked with, that’s going to make it a lot easier to see, you know, that skill being transferable.
Angela Highland 8:57
Yeah, it does. And I think a lot of women, they’re very diverse. To understand what they’re dealing with on a day to day basis, being a lawyer or being a paralegal, or being an office manager, or the different areas in law that they have, they still have to get up every morning and go do the best that they can do at their job and deal with the same stresses, you know. We all have those outside influences into business that, just depends on how you handle it, how you need it every day.
Jordan Ostroff 9:30
So from your perspective, I mean, are you, you’re looking at the coaching versus the consulting as, as almost two totally different things right?
Angela Highland 9:38
In the beginning, yes. But what I’m finding is a lot of the women I’ve been talking to, it does have an overlap, because it coaches them internally, it’s almost becoming like a transformational exercise. Like they’re finding things within themselves that are making them better in business. So I’m finding a little bit of overlap there.
Jordan Ostroff 10:00
But that’s from you, that’s from you, coaching them to get them in a position where your consulting needs will be more of what they want, or?
Angela Highland 10:07
It can be. But I’ve also gone in as a straight consulting client and found myself, them hiring me also to coach them.
Jordan Ostroff 10:15
Angela Highland 10:16
Just for themselves, how to be a better leader. So it’s not only about their company, it’s about them. Because they start to see, by what I do in my consulting practice, that it’s not just about the hard skills, that there are soft skills internally that you need to be better in business.
Jordan Ostroff 10:34
So talk to me more about that. I mean, because I never realized that coaching and consulting were so different until I actually sat down with a coach and then realized what I needed was more of consulting stuff. So kind of walk me through, you know, a little bit about the difference, then we’ll talk about how they’re interwoven.
Angela Highland 10:49
Well, coaching, to me is a very internal process, it is touching base with the deepest parts of yourself that help you go out and do it what you do every day. So through questioning, because that’s really what coaching is, I’m not telling you what to do, I’m not advising you, I am talking to you about where your mindset is at. Consulting is about the process that your business has. That’s not really about mindset, that’s about strategy. And how do you assess where you are now? What steps to put into place to make it run better, so that you can get to the successful target? So those are really the main differences for me. And then oftentimes those two will overlap.
Jordan Ostroff 11:41
Well, of course, I mean, you’re talking about, you know, coaching the internal business owner and consulting the external business itself.
Angela Highland 11:46
It’s a perfect blend of both, yes.
Jordan Ostroff 11:48
So, you know, look, I only talk to, not only talk to other lawyers, but a lot of you know, from a problem standpoint, I usually am talking to mostly lawyers about issues that they’re having, that we’re having, etc. The biggest thing that I can coming across for lawyers is imposter syndrome, you know, is that what you’re finding to be the biggest issue across the board for your clients?
Angela Highland 12:06
That is a big one for women. And I don’t know about men dealing with that so much. But I know with women, that’s a big one. They feel like they don’t belong where they are. There’s a lot of social programming that’s gone on from a very early age. But then they get there and they’re like, well, who’s going to listen to me? I don’t have what it takes, I don’t, I’m not an expert at anything. They have this internal, like sort of self limiting belief that stops them. But yeah, imposter syndrome is huge.
Jordan Ostroff 12:34
So I guess from my perspective, it’s mostly coming from the younger lawyers, with that imposter thing being an age, you know, why does somebody want to hire me at 30, when they can get somebody who’s 60 has been doing this for 35 years? Those kind of things. So walk me through the, I mean, obviously, it’s different for everybody, but kind of walk me through what you’re doing with your clients to help them get over that and help them realize how amazing they truly are.
Angela Highland 12:56
I start with the awareness of self. First, I want to know where, you know, what do they want? That’s really number one for me, what do you want? And then what do you need to get there? But then also having an understanding of how you work. So, then we address everything. What’s holding you back? What’s stopping you? Have you tried this before? What gets you there? Once we can sort that out, then we can make a strategy of how to navigate barriers with the barrier, you know, move it of your way all together and walking through the steps again. But also having a support network in this, it’s, it’s multifaceted. So they have to have a support network behind them. A lot of times they surround themselves with people that almost make them fail. People, the naysayers and negative people, the people that are keeping them anchored where they are, because they are afraid to step out and sort of expand that safety zone that we hear a lot about. It’s very scary to step outside what you know. So that’s really the next step, helping them get over this fear, and step into the confidence that they need to succeed.
Jordan Ostroff 14:16
When you’re talking about like the middle of that process, the barriers, you’re talking about external and internal, right?
Angela Highland 14:22
Yes, yup. Absolutely. We have to get over the internal ones before you can get over the external.
Jordan Ostroff 14:27
Alright, so let’s, let’s create our hypothetical, you know, business center listener here. When you’re talking about goals, I mean, I’m assuming it’s not just revenue. It’s going to be size, it’s going to be number of hours they’re working, what they’re doing. I mean, all those things?
Angela Highland 14:42
Can be. It can also be, what did they want for their business? What is the end goal for their business? Do they want to make an impact in their community? What kind of culture do you want to have in the company? What do you want the messaging of the company to be? Because that’s what brands it outside. That’s how people perceive your business and how they’re going to be attracted to your business. So those are the questions that I ask.
Jordan Ostroff 15:11
So you’re kind of merging, you know them personally into the, the core marketing techniques of their business?
Angela Highland 15:17
Absolutely. If it’s good business, then that’s, that’s what they need to know, they have to be clear on that. Because it’s easy enough to just start a business. Open the door and go sell coffee, and you don’t know what you’re doing. But what do you want that business to stand for? You know, have any of the deliverables because do you want to be local? Do you want to be statewide? Do you want to be international? What, what kind of culture you want to have in your company? And how do you want people to get there? And what kind of an experience you want your customers to have? Those are all important things. And that all starts when you introduce the company.
Jordan Ostroff 15:58
Well I can see how a lot of these build a company consulting stuff can actually implement the, the end result of that customer experience and result of that, you know, hitting new markets, etc. So when you’re working with these business owners, are you, what’s their experience level? I mean, are you working with mostly people from the beginning, at the three to five year mark, at the 10 year mark? Is it pretty simple across the board, or?
Angela Highland 16:25
My goal is to really, I’ll work with anybody because I try to, because I work a lot on referrals, and just not getting going on social media to reach outside of the Orlando area, I have a couple of small clients that are basically Starbucks, and they’re just trying to get off the ground, working with strategy and vision and that kind of thing. But I also, I have an executive client, she is a C level client. She’s been working at the executive level for about five years, and she’s frustrated, because she wants to get higher, she wants to get into the CEO.
Jordan Ostroff 17:04
So when you say C level, you’re talking about CMO, CFO, COO.
Angela Highland 17:08
That’s correct. She wants to get hired. And she’s trying to overcome that. And she wants to know, she knows that she has the key to transform the business. But she’s run into these roadblocks. So I like, I love working in aspects because I’ve worked for big corporate America before. And I’ve sat in a C level seat. So I know what she’s dealing with it. And so, it’s really anywhere in between startup to big corporate. I can really work anywhere, because I’ve had all of those experiences.\
Jordan Ostroff 17:40
So from an ideal client of yours perspective, what would be your ideal client? Is it the startup or is it that person, you know, trying to break through the last, those last couple runs on the ladder?
Angela Highland 17:50
That’s hard, because I love startups. It’s my entrepreneurial side. I love the power of the idea and getting a lot. Like, I love that. But I also love to help these women in these high levels. And it’s so key right now, it’s such a big issue right now, these past couple of years, between the Me Too movement and as women on the big stage that are reaching higher, going into governments, all of the stuff that’s been going on in sports and trying to find that inclusion and our quality. Those are causes that are near and dear to my heart. You know, coming from the construction industry and those stones that you ran into.
Jordan Ostroff 18:30
I’d be curious if the legal industry or the construction industry are going to be more male dominated between the two, but it’s got to be pretty close, unfortunately.
Angela Highland 18:38
They can be. Matter of fact, I said a term earlier that I heard at a conference I went to, they call it more populated, not more dominated, because they really liked that distinction of, you know, it doesn’t have to be dominated by any one gender, you know. But unfortunately, as you said, not as many in construction, that’s always how it was. And but, yeah, those are causes are really important to me and helping women. I think women are incredibly powerful. You get a grip on them together and give them a project, it’s done.
Jordan Ostroff 19:11
You know, I’ve never been more impressed and terrified by my wife, then during labor. I was like, if you can go through this, there’s literally nothing else you can do, because I’m about ready to pass out.
Angela Highland 19:22
Yeah, the strength that they have is amazing. I’ve had a child, so I can agree with that. But also, you know, women are natural leaders. They really are natural at it. They, they manage, you know, even just from a society standpoint, think about that. They run a home, which is a mini business. You know, they’re, they’re managing schedules, they’re bringing kids to school, they’re helping their husbands get whatever they need, you know, they manage sometimes entire families. And you know, parents, you know, welcome service taking care of that. And they usually have a job at their company too so they manage all of those things. Plus, you know, having a craft, being creative. Going to yoga class, taking care of themselves, whatever it is, they manage all of that to get it done. So from a leadership perspective, anyone wants to be in that role. She’s natural at it already, so you give her a hard skill?
Jordan Ostroff 20:24
Well, what always cracks me up is I don’t work Tuesdays and Wednesdays, I stay at home for my son. And every time my wife is doing anything on Tuesdays and Wednesdays someone’s like, oh, you know, they need a daycare. Where she’s like, no, no, you know, Jordan’s watching them. Everyone is always so amazed that I am watching my own child. Like they have to congratulate my wife on having a husband who’s willing to watch his own child. And I just, every time she tells me that, when she hears, you know, every week or so, I’m really fascinated by the double standard of how impressed they are that I can watch my own child so that Heather can go network, do, you know, whatever it is.
Angela Highland 20:59
I think it’s starting to be a more commonplace. And I think men are very much getting more connected to their kids at a younger age and enjoying it and loving it. You know, we’re seeing a big breakdown in the gender norms of these past many, many years. But I think you’re just starting here about it on social media. I think a lot of us are coming back. And I think that’s a good thing.
Jordan Ostroff 21:24
Have you seen that positively impact the work that you’re doing where you’re finding that it’s, I don’t want to say easier, but that the opportunities are more equally available for a few of the clients that you’re working with?
Angela Highland 21:39
I see, for me, it’s never been an issue. I will say that up front. And I’ve talked to some of the women that have said, well, you know, well, you must have dealt with this in construction. I never dealt with any kind of construction myself. But I will, I will admit this. And I have looked at that. You know, when I didn’t I said was there some reason? But I know that there are a lot of women that do deal with it. There is still a lot of guys out there. And there’s a lot of politics going on at the higher levels of corporate life that women aren’t necessarily comfortable dealing with. Because there was that, that idea that we got to play it like a man. And I don’t think that that is my advice, I never say play it like a man No, absolutely play it like a woman but be smart. Get the skills that you need, learn how to negotiate, learn how to speak, because that’s a big one for women. Our voice is not always where it should be. Because we grew up as little girls being told, you know, we don’t want to hear from you. Little girls should not have an opinion, they shouldn’t speak out. And so a lot of women just now starting to find that voice. How are you going to lead a team if you can’t sleep at night? Tell people what you expect and guide them.
Jordan Ostroff 23:09
Well not, not to make light of what you’re talking about but to back you up. And you know, it always drove me crazy when you had, you know, Wonder Woman and Captain Marvel and you know, you have all these idiots be like, oh, you know, women empowerment and all this stuff. You know, why don’t men get their own movie. And I’m like, that’s every other movie. Yeah, that’s so, yeah, no I’m right there with you. But it’s crazy. They had a, I don’t know if you watch American Ninja Warrior or heard of it. So they had one character who actually did some stunt work on Wonder Woman because one season she ran in her Wonder Woman costume. And so this one, you know, she gets this letter from fan mail from like some six year old girl that’s like, I went to the movies and saw this lady was wearing a Jesse Graf costume watching Wonder Woman. And I just thought that was the coolest story. You know, just like it’s okay to do what you like, what you enjoy, and what you want. You don’t have to pigeonhole yourself because you’re a man, because you’re a woman because of you know, whatever it is.
Angela Highland 23:57
Be yourself and dig down and find what strikes you and embrace that. That’s so important.
Jordan Ostroff 24:13
So is that, I mean, is that a lot of what you’re doing in these coaching sessions? I mean, you’re, you’re getting that person to be the best version of themselves?
Angela Highland 24:19
Sometimes, sometimes it takes a little while for that, to get them to open up, to see the value that they have inside. To turn off that negative conversation that’s going on in their head. Because that’s the first thing that’s going to happen. And once I see that shift, when I see it, it’s great when it happens, I’m going to see it. Now we’re talking, now we can start getting you towards that promotion, teaching you how to negotiate or go into that salary evaluation, and, and speak up for yourself and convince them to give you that raise that you’ve been looking for.
Jordan Ostroff 25:03
And so what’s the most common method that you’re taking to help these women find that power, that light, that, I don’t know what you want to call it?
Angela Highland 25:16
It’s really a mindset for me. And I just talk to them. And actually, no, I listen to them. I listen. But I will ask them certain questions to get the conversation going. But then I want to hear what they have to say. A lot of times, they realize it as we’re speaking. And if you can see the, their facial expression they’ll just, all of a sudden say, wait a minute, I think I just answered my own question. Like they get it. And by listening and continuing to show that the possibility. It just opens up their whole view. And we’re able to see them from that perspective. It really takes a huge weight off their shoulders. Let them be that to society, to step out to their own greatness.
Jordan Ostroff 26:08
So as that transitions coming along, I mean, what are the most common goals you’re helping them work towards?
Angela Highland 26:14
I get a lot of leadership questions. They want to be better leaders. And then business, you know, how can I make my business run better as a leader? Sometimes in those situations, that may not have anything to do with them being female. It just, you know, now that they’ve been able to get over this hump, now, they want to make their business run as efficiently as they can and as successfully to turn it for growth. You know, wherever that growth means to them.
Jordan Ostroff 26:49
And how are you helping them find that leader inside of them or help them with that leadership?
Angela Highland 26:55
It is really about understanding themselves. I’m not going to lead who they want to be. There’s some people that just want to tell people what to do, and they want to do it and that’s it.
Jordan Ostroff 27:09
That’s exactly how I am.
Angela Highland 27:11
And that’s okay. Because as long as you know that, you have to know that. And then you have to, you have to embrace that and just live it. This is what I want you to do, period. When you’re done, I want to talk about it. I want to negotiate about it. Right, so know what you want. But if you are a leader that you don’t like, if you look in the mirror and go, I just assume that, I mean, nobody’s following me. Well, what do you want? And then we give you the skills, there’s training involved in how to be that leader, how to communicate more effectively, how to manage meetings, how to negotiate, how to solve conflict.
Jordan Ostroff 27:55
So a lot of it is, what I’m hearing is that a lot of it is based upon your natural tendencies of how you handle situations. That’s the time, you know, we want to embrace that? Or are you overcoming those natural tendencies to get them to be better leader?
Angela Highland 28:13
Sometimes they’re naturally good already. They just don’t know it. They go, well, I don’t, I think I’m going to be too nice. Because they, somebody’s gotten in their head, sometimes themselves, to say, nobody wants you to give up -, let me back up for a second, I’ll give you an example. So I had a girl say to me once, if you want to be, if you want to know what to do, ask me, if you want a hug to make you feel better, ask the intern.
Jordan Ostroff 28:40
Angela Highland 28:41
Because my tendency is to take you by the hand and talk to you. But also help you see. I don’t want to just, yeah, stroke your ego, or make you feel better about yourself. I also want to give you those tools. Some people want to hire you because you said you’re good at this. So go through this. Because that’s what I want.
Jordan Ostroff 29:07
That the business owners hiring people to go put their vision forward or that they’re hiring you to do it?
Angela Highland 29:14
Oh, I’m kind of speaking on behalf of the business owner.
Jordan Ostroff 29:16
Gotcha. Okay. So, you know, I guess it’s, you know, the problem we run into with this podcast is so much of it is individualized, you know, it’s specific to that person. But what’s a, you know, from a 10,000 foot viewpoint, what’s the, what’s a timeline of change that somebody thinks this works?
Angela Highland 29:38
I have had people sign up for 90 days. And I’ve had people sign on for a year.
Jordan Ostroff 29:45
Angela Highland 29:46
Now, if you’re talking individual, like coaching, 90 days is what I think the minimum is. And then I’ll talk to you session by session, if you want, I don’t like to sell just one session, because I do not think I can make a difference on that. Yes, because there’s usually a lot more issues underlying, and there’s a lot more ideas that they have. So, 90 days minimum. I have people that have coaches for years and years, just because they need somebody to walk them through or to, they just need a sounding board for a new project that they have. And they just want to make sure they get there. I have an annual program that I do that is, it spends two days a month with the person and one day a month in their business. So we’re getting a little bit of both. And that seems to go well, because over a year’s time, your business, you know, you need longer miss time. So I think that’s, that’s a good thing to have. Because it just helps you kind of get better over that.
Jordan Ostroff 31:01
When you’re when, you’re doing the coaching, I mean, how often are you meeting them in the 90 days?
Angela Highland 31:06
I like to do it twice a month.
Jordan Ostroff 31:08
Angela Highland 31:08
I have some that want to do every week and say, oh no, I need to talk to you every week. Oh okay, so we’ll do that. But twice a month, at the very least because I dealt with it where once a month is enough. And then I also do programs, I have a surplus that that goes for 90 days, and we meet every other week. And it’s worth, it’s worth mentioning, bringing a group of women together. And then, we talk about topics that are important to innovation in our business. So that’s, that’s important.
Jordan Ostroff 31:48
So from the group coaching standpoint, are you, do you find that certain people do better in the group standpoint? Or do you find that, that I’m assuming that groups are really more affordable?
Angela Highland 31:58
Jordan Ostroff 31:58
Then doing the individual ones? Is that the more common difference? Or are you finding people that just seem to jive better in group?
Angela Highland 32:08
Some people like the group, they like the comfort of the group. And I find that women in leadership roles, they like it because it’s, it becomes very roundtable, sharing best practices and talking about ideas. It’s not me doing all the talking, I just facilitate, I just bring the topic, and then ask the questions. And then the energy that goes on is amazing. And I love it also, which is always great.
Jordan Ostroff 32:41
Well, and create kind of that mastermind concept. Where they get to bounce ideas off purpose. And how, for the group setting, I mean, what’s the size of the group?
Angela Highland 32:50
I like to cap it at 10. I think over 10 is too much. And the energy can be really good. And everybody gets time to talk. It’s 90 minutes. And then you know, we can come back and then I usually start the next session with what was your win? When you kind of recap and maybe if there was any homework I sent them away with or any thoughts I wanted them to work through and mindset shifts that I want them to work on, we address that. And then we jump into the topic.
Jordan Ostroff 33:21
And that’s going to be all, everybody together in person or are people calling in, is it digital?
Angela Highland 33:26
My first ones, I’ve just been a local in person, but I am working on the technology transfer, like what’s the best way to do one online? Because I’ve got people in other states that want to do it. And so I’d really like to be able to bring them together. And there are, to kind of answer your question from earlier, there are people that don’t like the group. They don’t want to share their business with people. Sometimes it can get vulnerable. And you start talking about things that you don’t want anybody else to know. And I’ve had women say you know, I want to come to the group but I’d also like to do some online. So I offer them, if they don’t want to come to live sessions in the group, we’ll set up some time as part of the package.
Jordan Ostroff 34:14
So what I found, I guess maybe that’s not the right way to phrase it. But see, there’s a couple like nationwide, you know, lawyer groups, like Facebook groups, and a lot of people just seem to be so much more willing to be open and honest in a nationwide group. Like, oh, I’m going to share, you know, my, my intake form, which I think is the best to intake form ever. But I don’t want to share that with other people in Orlando, even if they’re not bookers, you know? It’s just an interesting concept of the using the benefit of the sort of anonymity throgh the computer to get people more open.
Angela Highland 34:45
And I think that if I can get out of the Central Florida area and get them online, I think that’s exactly what will happen. And I think that I’ll get a lot of engagement there because of that. It’s the same context, it’s easier to say than face to face sometimes so.
Jordan Ostroff 35:04
Excellent. So walk me through kind of that, I guess, is it a transition to the consulting stuff, almost? I mean, you got, obviously you can be brought into a totally new beginning. But you’re coaching this person, they helped you turn the corner, they take walks at a position where they realize how amazing they are, now they want to do the focus stuff with you. How does that transition look?
Angela Highland 35:29
That transition usually happens by my marketing. I, I will see what’s happening, right? That is amazing that you get to see it, I’ve already, I already know that they’re going to want to transfer, to transfer that over into a consulting mode. And I will start lazy and not because it’s manipulating, I just, I want them to go ahead and know that, that is the next natural step. It’s okay, great, well, when you’re ready for that, I can also look here. So when you’re ready to talk about that package, let me know. And then, that lets them know that I’m not just going to walk away and drop it. Because I don’t do that for anybody. I think important once they’ve moved on, they just need somebody to check in with them. But, yeah, so I let them know that that is the next step in the transition. And I have a say of mine, so is it. So okay, business, that’s what’s next. So now you have this greatness, let’s, let’s make that the company in some way.
Jordan Ostroff 36:45
Well, it’s amazing, because you already know what their goals are. You already know them on a personal level, on an emotional level, on an internal level, I mean, it’s got to make it that much easier, that much more – I mean it’s a holistic approach to help your business.
Angela Highland 37:03
It is, that’s exactly what it is. It’s a great work. And that’s how I look at it with all my clients because they align with your coaches migration training. My mentor coach that I had adviced against that. We’re just going to ask questions, you’re just going to – I’m like, I’m not going to be a dialect coach.
Jordan Ostroff 37:25
Also sounds like a terrible way to live.
Angela Highland 37:27
And this is a six figure coach. But she literally sets people up on the phone.
Jordan Ostroff 37:32
Angela Highland 37:33
And it literally is now the coaching. Hi, what’s up? Again, today? Oh, I have this problem. Okay, let’s work on that problem. Okay. See you later. And that’s the end of it. She doesn’t want know about their life. She doesn’t want to understand what it then. And she told me that that is not going to work. But I’m here to tell you it does work. Because I think in order to help people in the midst of independent business, you have to understand what their dreams are and what keeps them up at night. You know, I think that’s very important for me, to help them make that transition.
Jordan Ostroff 38:06
I get that the dialect coach one is going to be more scalable and easier for the coach. But what’s, what’s the benefit of doing it that way other than that? Hey, how about I don’t understand the person, but walk them through their issues and problems without really understanding why they have those issues and problems? Or what motivates them, or what they care about, or why they’re doing this? Or, it’s like, you know, it’s like doing a math problem with losing 47 variables.
Angela Highland 38:38
Which she’s really effective at asking the question. It was really interesting because she would want to see the samples and ask a really good question. And that person will get off the phone thinking great, I’m ready to go seize the day now.
Jordan Ostroff 38:50
Angela Highland 38:52
But that one has also been doing it for 40 years. So she’s just become really adept at being unable to co-write in. Secondly, the writing to ask that person. It just didn’t sit well with me.
Jordan Ostroff 39:06
But I would imagine, you know, let’s say you’ve been doing this for 40 years, you’d ask the same question that she’s asking. But also with understanding the person so much better. Like I just, I don’t, no matter how able you are, I want to see how not understanding your client is helpful.
Angela Highland 39:21
Yeah, I would agree. And she doesn’t only do women, she does everybody. For me again, I think women like that power. I think women do better when they connect with them. It helps them break down the layer and find a little bit more confidence because now they got some, somebody with them. But even if it’s just in that moment
Jordan Ostroff 39:46
Right. But he, I mean, yes. But also like, I feel like with our clients, not only do I want to know what legal service you need from us, but I want to know why? Like what, you know, what, can I do that’s successful for them because that helps us tailor how we’re operating, you know? If they got somebody who broke the contract, well, do you want the employee back? Do you want the money for good? Do you want them to not be able to compete against you in the marketplace? I mean, if, you know, I may be able to know the, the law issue, but how do you not, I just don’t understand not wanting to know the person. But guess –
Angela Highland 40:21
Yeah, and do you want to stay in the relationship, do you want to be the happiness client? I mean, there’s so many factors, you have to ask those questions, because otherwise, they’re just going to use your firm, and then maybe they move on to another firm because they haven’t made a connection with you and they have no reason to come back. And then you let them win. Okay, that’s great. I’m gonna try this guy. But if you’ve made a connection with them, now, maybe they’ll say, you know, they were really great, it’s all about that service.
Jordan Ostroff 40:53
Well, and I think, I think you, I think you get their way, as opposed to just getting a win.
Angela Highland 40:59
That’s exactly right. And you’re particularly already famously focused on your customer, to connect, have to build that bridge and ask them how it turns out. Otherwise, how are we going to know how to serve them best?
Jordan Ostroff 41:27
Well, it’s amazing to me that How to Win Friends and Influence People, it’s 100 years old, and it still says it all. And it all boils down to the, you know, the tagline, be using in your praise, or?
Angela Highland 41:40
Jordan Ostroff 41:41
And be nice to people. I used to know it by heart. But it’s, it’s amazing to me that with a million books being written every year on every topic, we still go back to How to Win Friends and Influence People because it’s so simple, but it’s so right.
Angela Highland 42:00
It is so right, I have a little, when I graduated, I got a little one and I keep it in my purse and carry it with me anywhere I need to go. And remember, if I’m struggling, I will pull it out. Right there. This is the Bible really, for me. The Bible of Business.
Jordan Ostroff 42:27
So I mean, I guess that kind of covers a lot of what we need to go over. Anything else on the topics of consulting or coaching stuff that we want to make sure we address?
Angela Highland 42:37
I think that’s it.
Jordan Ostroff 42:39
Alright, so then, as we start to wrap up, I mean, I guess my biggest question is, what are some of the red flags or issues or situations that should trigger our listeners mind and reach out to you?
Angela Highland 42:54
I would say, if you are overly stressed out, if you feel like you’re not connecting, or if you’re not communicating effectively with people, I guess it depends on if you’re on the coaching side with coaching other consultants and you have to decide, if you are a woman, that’s in business, and you are frustrated, because you can’t get wherever, you can call me because we can have a session. And I’m not gonna charge you for calling, I’m gonna charge you for listening, I just want to meet you and talk to you. If you’re a business and you’re struggling in business, your team is falling apart, property falling, just, just frustrated. I can help you process and help you create a better strategy. So those are the red flags for me.
Jordan Ostroff 43:51
So when you talk about that frustration, I mean, look, everybody has a bad day. So we’re, you’re looking for somebody that’s been frustrated for three days, for a week, for a year, for a month? I mean, what’s the?
Angela Highland 44:06
I think I want to talk to the woman that is, almost feeling like she’s spiraling out of control.
Jordan Ostroff 44:16
Angela Highland 44:17
But she just is not having it, she’s not with it. She, she wants to have purpose, but she doesn’t know how to have purpose. She feels like she’s at a dead end job. She doesn’t feel like people listen to her or pay attention to her. Maybe she isn’t listening. If you are a woman in business, you’re a leader and you’re feeling that way? No, you need to call. Because there’s still, you should go to work excited and full of passion and purpose and know that you’re going to walk in and people are looking up to you and your business staff.
Jordan Ostroff 44:58
Do you want them to you have tried a fix or do you want like, look, you know, you’re not at rock bottom, but you feel like you’re falling that way, just call me, don’t worry about trying to get out of the spiral. I mean, how does that, I guess that’s a really tough question to ask because it’s so case specific.
Angela Highland 45:17
Well, it depends on where they’re at. And I think we as humans, we’re always trying to better ourselves, we’re always trying to constantly improve. So today, I’m going to have a really bad day, tomorrow, I’m going to wake up and I’m going to try again. And then realizing, right, well, tomorrow, you know what, it’s a new day, seize the day. So I think naturally, we’re always trying to make it better. But when you get to that point where you’re almost ready to just lay on your couch, and you can’t even get outside of your house because you’re so depressed. And I’ve been there, I, I locked myself in my house for weeks at a time because I, I just I was blocked, I didn’t even want to go to work. I hated my job. I didn’t like the people I worked for, I wasn’t able to do what I was really good at, I was bumping into walls everywhere I went. And I should not worry about it.
Jordan Ostroff 46:24
That’s got to be the best perspective for what you’re doing now though. I mean, I’ve been there with you. I’ve been through this, etc.
Angela Highland 46:29
Oh, yeah, absolutely. And it’s not been too long ago, I took my lesson, I stole my instruction from. I started off on my cushion path. And then I had a friend that pulled me back into construction because she wanted to stay in her business and didn’t know how to do it. So she pulled me in. And then she said, hey, we just needed some more money. So I ended up staying there for an extra year, I didn’t actually get to the cushion. I got pulled back in because of the money. I’ve never made that kind of money. I’m gonna stay here. I was miserable every day of work. It didn’t matter that I was making that good of money. I think they will kill me. Finally, because I’m not doing what I really want to do, I helped her grow with that I just so combat that. I was just reminded. And that’s it. I can manage all day long. It wasn’t really until I decided to just resign which I just did. And then I wake up every morning, passionate, excited. And I wake up earlier than I ever gotten up for a job because I can’t wait to keep creating and talk to clients.
Jordan Ostroff 47:43
Interesting. So it sounds like even that last job that wasn’t right for you, was right for you for the first three or four months and then wasn’t right.
Angela Highland 47:52
I was making big money. I was making big money and I was doing what I was good at. She brought me into stand her company. Got $6 million worth of contracts in three months.
Jordan Ostroff 48:01
Angela Highland 48:02
Then all of a sudden, okay, we just kind of faced in it and managed it. So and I said, oh I’m making good money, and they make people around this place making this money. Can’t you just be happy? Can’t you just be satisfied? Yeah, no I’m ready to pull my hair out.
Jordan Ostroff 48:26
You know what, it sounds like you’re a lawyer. That’s the exact thing that we talk to so many people about, you know, but just, congratulations to you to be able to pull the plug. I think a lot of people aren’t, I don’t want to say willing to bet on themselves, that’s not it. But they’re willing to put aside their happiness in the pursuit of that money instead of really trying to find out what they want. Or in your case, do what they know they want to do with it sitting there.
Angela Highland 48:55
Money is important. It absolutely is but it’s not everything. You have to decide what is more important to you? I had to really have a hard conversation with myself about that. Because you can have all the money in the world if you’re not happy.
Jordan Ostroff 49:17
Well, I know what were talking about now, I mean it speaks to me, I’m sure it speaks to, you know, hopefully hundreds of thousands of listeners that we have. But again, I go back to you know, who better to help somebody through it then you who’s, who’s been, who’s been through so many different professions and has been through the internal strife, being in your own spot?
Angela Highland 49:41
Absolutely, I, day one after my, as you sign the big six figure job, that Monday morning, I was on Facebook, I had never done a video on Facebook, I am not good at social media. News sharing, funny stuff, cute kitty videos, but I’m not good at original content. And I just put my video, put my phone in front of me and I said well, this is day one. I don’t even know what I’m doing out here. But I’m going to try. And I got so much engagement on my personal page from that. And the following week, I was actually at a women’s conference and suddenly some people that I didn’t even know saw that video, came up to me and some of them in the tears. You gave it, given me, you know the courage to do whatever, it is so amazing that you did that. I can’t believe you did that. I’m so excited for you. And now they’re all watching. So I just keep making videos every Monday morning to keep it going and moving it over to my business page and I’m figuring it out because I, to be able to reach out to more people, social media has got to be my best friend. So I’m gonna take people with me.
Jordan Ostroff 50:52
With that being said, so we’ve got people listening, you know, your stories, vibe with them, they know, they, they know they’re in the same boat and they need that, you know, kick in the butt from you, let them get your contact information again.
Angela Highland 51:03
Yes. My website is CalltoActionCoaching.com. Follow me on Facebook at Call to Action. And then my email, you can always email me. My first one is [email protected]
Jordan Ostroff 51:21
Perfect. Alright, so with that, relatively new podcast. I think this will be episode probably 21 or 20, hope you get a, 23. Wow. 23. Thank you so much to all of our listeners for helping us last this long. Hoping we’ll have a lot more phenomenal guests like Angela. With that being said we’d love some honest reviews. You know, hopefully they’re five star reviews. You can review not just me, but our wonderful interviewees as opposed to our mediocre interviewer. We’re on iTunes, Stitcher, Last FM, pretty much anywhere electricals and podcasts will be there. All right. So now that we got that out of the way, I’m gonna end this podcast, the same way we’ve ended the other 22 podcasts. We’ve ended them all the same way. If somebody has been listening, and they take nothing away from this podcast, except this last bit, what is that one piece of advice that you want as many business owners as possible to know?
Angela Highland 52:22
I think to be successful in anything you have to connect. Connection to me is the most important. You have to connect with yourself, you have to connect with people around you, and you have to connect with the business. So to me, connecting with a purpose is the key to success.
Jordan Ostroff 52:44
So, connect with a purpose. And can you expand upon that a little bit, I mean, what is, you know, connect internally and externally?
Angela Highland 52:53
Connect internally with yourself. Check in. Check in with you. That’s you know, your, your no guidance system, so connect with that. And have, have an inventory. Have an assess. What skills you have or what you don’t have, and then go get that thing. And then connect with your people around, you have a support structure. Find out ways to connect with people and then connect with the business. Take the action that you need to take to get and keep working at it. Keep connecting because only by connecting with points I’m going to do this next time.
Jordan Ostroff 53:44
Well, it’s beautiful you end with that after talking about social media stuff. That’s really, I mean what is social media except connecting people based on common topic, person, whatever, you know?
Angela Highland 53:55
Connect with your clients, connect with yourself, connect with your business. That’s it. It all weaves together.
Jordan Ostroff 54:03
Well, on that note, you know, connect with us and connect with Angela. Thank you so much for being here.
Angela Highland 54:07
You’re welcome. Thank you so much. It was a pleasure.
You’ve been listening to Let’s Get Up to Business from Jordan Law. We hope you’ve enjoyed the podcast and would consider sharing the show. We would also love an honest five star review through iTunes, Spotify, Stitcher, or whatever podcatcher you use. If you are interested in being a guest on the podcast, please contact Producer Mark through email at [email protected] Use this subject line “podcast guest” in your email. Thank you. We look forward to speaking to you again soon.
Transcribed by https://otter.ai