Practical Ideas for Growth Podcast

00:00:31 TY HENDRICKSON:

Hi so I'm so excited to have you on here and for you to Share your story because I know it is a very special one and very relatable one when it comes to selling in the fears of selling. And that's really the main purpose of of this conversation and this special series. You know, I I feel like when. Everybody sees these rain makers and these big time revenue drivers and people that are making a huge impact. It's so intimidating because you. How in the world am I going from where I am now to doing that and it just seems like such a big leap that that's where a lot of the fear steps in. And so you know, we're having these conversations just to learn that being scared of this is a little bit normal and it's totally fine. And you're not alone, and you know, get some ideas and tips on on how. To get past that. So with that. Said Sylvia. I'm going to ask you the $1,000,000 question. What is or? Was your biggest fear when it comes to selling.

00:01:31 Sylwia Nazar

It's it's such a relevant question and I think everyone in the professional world deals with that. So when I started my professional career almost 20 years ago, every time someone mentioned networking or selling, there were like I think thousands of years popping up. To me it was. I you know, I I speak with Accent and I don't have a big network or would I even start? What do would I talk about? I have no idea, but one that the fear. That lasted the longest and it's still there. Is my fear of. Do I have enough knowledge and experience to bring value to my clients and that would was holding me back? For the longest time.

00:02:15 TY HENDRICKSON:

Yeah, I'll tell you, I think I hear that more with women more often than not, right. Because, you know, we we want to make sure we're the experts. We want to make sure that if we step up and say. Something right that that we have. What it what it takes? To back it up, so I. I get it. You know, I I I've told you this before. I struggle with that. Right. We we always want to make sure that we're confident when we go out and and I feel like we know more than. We normally do but.

00:02:41 Sylwia Nazar

I don't think we give ourselves the credit for that knowledge and experience because there could we always think out there is someone. Who is smarter? Out there, who knows more about this? Why it would be need to to bring something to the table and bring the value to the client. So yeah, there is this fear of not believing in yourself. Trying to learn more and be more prepared and we know that that's learning and giving the knowledge lifetime. It's a a long term experience that we'll never know everything.

00:03:17 TY HENDRICKSON:

I totally agree. But to your point though, you said you've been at this for 20 years. So you have more experience than you're letting on, so why don't you tell us? A little bit more about your. Past and what you do now at Freeman and Huey and and kind of how you.

00:03:34 Sylwia Nazar

So I always knew that I want to be accountant. I immigrated from Poland, and I actually went to the accounting high school. So the accounting was always in my blood, but when I moved to the United States, it was easy decision to to get my degree and I started working. I did my internship in accounting. And I moved to Freeman and Hue about 10 years ago and I work with high network individuals. I work on some investment partnerships, real estate partnerships. So there is a nice variety of topics that I feel very, very comfortable and feel that I can bring a lot to the client when it comes to. So opportunities, suggestions, advice. But it is something it the the industry is something that you you learn things every year. There's so much to learn, so that might be that it's exciting on one hand, but also sometimes intimidating because things change. So quickly and you want to. Provide the best service to your clients.

00:04:37 TY HENDRICKSON:

And I know you do. That is one of the things you and your firm is known for is that exceptional client service. And I know that plays a big role in it. And I know that. This has been a long journey for you to get to where you are in this leadership role and part of I think you've told me what held you back. Some was not feeling comfortable going out to get clients, so when did you start to embrace selling or or whatever we want to call it, right business? Development as part of your role and. And how did you make that change?

00:05:12 Sylwia Nazar

Yes, that change came when one of the partners within the firm told me. Sylvia, you earned to be. At by this table. You've been on the engagement, you have the knowledge clients want to hear from you and I want to hear from you. I want you to bring something to the table. I want you to participate in the conversations and that kind of. Empowered me a little bit and say, OK, I have. Someone who believes. In me, and I think that's why we need to understand that we. Cannot go through this process by ourselves. So you have to have a good team, you know, pushing you, putting you out of the comfort zone. And when I. Actually became brave enough to say something. You know I. Started with basic statements and I said OK. I told myself OK if I'm going to say. Something that's obvious to. If I only make the statement, I'm not going to make fool of myself. However, once I made the statement and looked at the reaction from the client, I noticed that. OK, even though this is something. To me, super easy and obvious. It's it's not obvious to the clients and that empowered me even more and say OK, so yeah, you know more than you think your clients know and you have to share that knowledge and that's where I started to realize, OK, I do have the credibility. I have that knowledge. I have some ideas that are interesting. And I just. Need to be more brave and more. You know outgoing when it comes to. Showing up and speaking up.

00:06:49 TY HENDRICKSON:

I love that. So you started this process like a lot of people with clients, right? Trying to, you know, get up the, the bravery or the courage to to talk to clients and and maybe start expanding services and then at what point did you start feeling comfortable enough to go outside of your client base? And and look at, you know what that network might look like or or how to go from there.

00:07:16 Sylwia Nazar

So when you really want. To provide high service to your clients and bring more value you need to have people who are going to help you out outside the organization. So I knew that I need to have make connections with the financial advisors, with the attorneys, with the insurance agents, because we really want our clients to think about. Us that we have that network that we can refer them by providing extraordinary service and bringing those values if we work with someone they know that that other professional has similar values and we trust and respect them in their profession. And I wanted to. I want to be that connector when if someone is looking for for anything I can provide at least three names as the recommendation and that kind of motivated me to go outside the firm and start networking and networking to meet something different networking. To me is. Creating relationships with other people, so I can really help my clients and bring it to that. You know that extra step extra mile for the clients when they know that I'm looking at all aspects of their financial goals.

00:08:28 TY HENDRICKSON:

I I love that and we talk. We talk so much about networking, right? We talk so much about how important it is and I know you even said in the beginning, you're like I don't have a network. Where do I even? Start and so they you know, that's one great tidbit in there is you don't always have to think about it. As I've got to go meet all these people. So I can get. Referrals, you need a base to service your clients. Right. And so I think that was a great place for you to start. And I I think another thing that people struggle with is is. You know, when I'm doing this and. I'm starting to get out there. There's a big. Big whole wide open sea of people to talk to. Right. And I think sometimes that holds people back and and maybe you go to the Chamber events or you go to a networking event and and you're not really in front of your ideal client or you're not really in front of the right referral sources. And so you spend all this time outside of work doing something you don't really feel like you see a. So I know you did something pretty unique when you started this. You know, trying to find that niche or or where you wanted to go with this. So, you know, I I'd love for you to. Tell us a. Little bit more about this niche that you went. Into and how you leverage? That to really start building the solid network, yes.

00:09:41 Sylwia Nazar

So again, everything started for my clients because I I helped few of them. Women going through the. Hood and I realized how emotional journey is and how vulnerable they are, and they just so afraid to make the decisions. They are not empowered. They're not they they really shy of going on with their life because before their husbands. Were making the decisions. So now they're are. Really exposed to all the things and they don't. Understand anything and. They haven't built a relationship with some. Of the professionals. So once I got to get to know them, holding their hand, being patient and explaining things multiple times just to reassure them that everything will. Fine, I get huge response when it comes to, you know, feedback from the clients. I started to hearing Sylvia. I'm so glad you're on my team. I feel like I can always talk to you. I feel like you're always patient with me and you really care. I feel like you really care. And you really want to help. And once I realized that I was like, there was just so much out there. Older women dealing with different life transitions that I really want to help. So I started. To look into the niche of women going through life transitions, widowhood and divorce. Because I had that base and I knew what I need to do or what's my best friend to help them out. So encouraging walking them through educating them so they don't feel like they. Ask stupid questions they don't feel like there is no one to answer them. They they they want to change or they want to learn, but they want to take it at a different pace and they want someone to tag along and be on that new journey that they have. But when I started to work on. It I realized that there are some. Things that I. I need help with so they need financial advisors. They need great divorce attorneys or, you know, state attorneys. There are so many things that they need that I cannot provide because that my area of expertise and I always say to them, if I don't know something, I will. Find out or I will find someone. That knows it. And I knew that I need to extend on that network and I need to get to know financial advisors specializing. In this area. Attorneys there are other experts, you know, insurance and you have coaches, you have mentors that you can hire when you can. You you go through that transition transition. So there are just so many other people that I need to have on my. Team and have the connect. That was the number one motivation to. Me to go. Out there and overcome my fears of starting the conversation and learning about something because I knew I had. To deliver that extraordinary service to my clients.

00:12:45 TY HENDRICKSON:

I love that and I. I still remember you telling me this story. Of the the party that you got invited to. Recently and you know, I would love for you to share this and just to give a little background right, you know this was a big leap for you getting out there and and I think you know you can tell this from the conversation like this was a big deal for you to start meeting people and getting out there and developing these relationships and and you know when you're starting from scratch you're thinking Oh my gosh. What do I even do? Where do I go? How do I? I'm never going to get there. And so I I'd love for you to share the story of kind of where you started and then where it ended up recently at this.

00:13:29 Sylwia Nazar

It was a huge event and really that changed my life. It has been a year and since then things just exploded with opportunities, with relationships, with connections. So I'm so. Fortunate to be able. To say you know I have attended. It and I learned so much from it. But basically what happened? We had a divorce attorney who did come to the firm to do the presentation about the process, about the option. If someone is going through divorce. And I missed that presentation because I was out of the office. But then on social media, I found out that that specific attorney is going to be at that event. And I was like, this is my opportunity to to, to meet that person, introduce myself and just kind of see where it's going to take me. I had no expectation whatsoever. I was just. I had no one. That I knew at that event and she was the only one I was really after to just make the introduction. If it was that only person, it would totally complete my go for that mission and I would be super happy. But when I went. There and then you realize right away if there is a that positive vibe or there is  something going on that people are smiling and they want to meet you, they want to find out what to do. And that's what happened. There were so many other people at that event that wanted to know. You know who I am. What do I? They were basically dragging me around the room, introducing me to other people. Because we know that there is abundance of opportunities and they want to make connections for their clients too. So if they need to refer another CPA, they want to learn about me. What I do because I could be there that other connector, so there are events when maybe you don't know why you are going there. But also there are some events that you people are there for their purpose, so and they don't want. To meet you as well. So that was an eye opener tool because it wasn't only for me, it was only for. It was also for them. And then when you have this understanding and you meet at the same. Level you it's. So much easy to make the connection. So after this event I probably met another 15 people who introduced me to another 15, each of them introduced me to another. Group of people so it's just explode. With great great relationships, great support system, people caring and wanting to help, and I think that's what it is, we want to help others. So that's why we want to connect with other people so we can do that through them. As well, it's not. About it's not always about our service and our. Our products, it's also making sure that the client gets everything that they need. That we are aware of.

00:16:26 TY HENDRICKSON:

I love it. So in a in a year, you know, you went from not really knowing anybody going to this one event with the intention of meeting this one divorce attorney and then over the course of the year, you you guys have you guys have done professional things, you've done cookie exchanges, you know, you've seen people, it it's it's developed into a much deeper. Relationship then just, you know, let's connect and talk about clients. It's let's connect and figure out how we can help and how we can help each other and how we can better serve these individuals and and really be there for our clients and and people that we're trying to help. And I think that's amazing and so. It's tough because you may not know, like you said, why you're doing this. You may not see the light at the end of the tunnel, but you know just to think. A year ago, you didn't have this space, and now it you guys are are really working together to be connectors and and connecting is such an important. Piece of this. But I think there's another piece that, that. People can take out of this. As well is that. When you start and you, you just kind of go meet everybody. It's hard to figure things out, right. And and a lot of people out here say, gosh, I don't want to limit myself. I don't want to just, you know, focus on one group or that's really I'm not going to be able to. Do anything with. This, and I would argue, especially in your case. If you figure out a specialty, if you figure out a niche, it is so much easier to build those networks and those connections and and have. A purpose, right?

00:17:59 Sylwia Nazar

And I think that was holding me back for some time too. I didn't know which direction I want to go. So if you're spreading yourself thin and you're working on multiple things, you're not making advances as fast as if you have that one goal that you really want to focus and develop. So before I was going to some of the events and really didn't know how to present myself, didn't know how can serve that. Other person, that's where it starts. You, you, you are there to to help and and serve. And that's what they kind of like feel and they can see if they really want to work with you and. Take it their relationship to the next level. So so I was. All over the place and it was not helping. But once I found and it was that minute, and. Was able to focus. It was like super easy to find. The people that I really want to connect. With so there. Are specific in. Their in their services. They are focusing on similar. You know, sweet clients or sweet spots of the clients, so that that was just that I made so much progress in the last 12 months that I did over five years because I found that focus.

00:19:12 TY HENDRICKSON:

I love that. Now I'm going to ask you one other thing because I I feel like I know the answer to this, but I'm sure the fears have not gone away and you still deal with those all the time. So how do you manage, you know, keeping these fears at Bay and and staying consistent and getting yourself out there and and not being? Scared of this?

00:19:33 Sylwia Nazar

But yeah, but this fear is not going to go away. There probably will be other small fears here and there because we always are moving and learning and then discovering different things. But that fear will never go away. And what works for me is really finding people to work with, to be on your team, and you're one of them. When you always have a great advice and always trying to to push me in different. Just to see. How far I can get and what? I can, you know. Take out of it and and learn. And I really need that. But as I said before, you have to you cannot do it by yourself. You have to have a team because you're not going to know everything and every client situation is different. So you, you. Know in my space. Different with all different divorcee, they totally. Have different experiences. And different emotions. So it's it's impossible to know everything. So you have to have a team, you have to be aware of things and we say dangerous enough to know something, to, to know who to reach out to. But you have to have a team that's going to support you. It's going to guide you. And it's going to have your back. So if I don't know something, I definitely know someone who can help.

00:20:47 TY HENDRICKSON:

So you probably argued that building this network has made your job easier rather than harder.

00:20:53 Sylwia Nazar

Yes, I totally. And it's just it's inspiring too to see what kind of service the other professionals in my network that I. Learned so much from. Those ladies that I work with, seeing them with their clients and I'm learning, I'm getting better. Because I I have such a great models to follow. And I wish. Everyone would have a circle like that when you really feel with unlimited possibilities, abundance of things to. Receive and to. Eve, it's really great.

00:21:27 TY HENDRICKSON:

I love that. Well, I don't want to go too much further cause I feel like that's a great place to end, but I always want to end with asking what's the the one thing you wish someone would have told you. Or maybe they did. You just didn't listen. But what's that one thing you wish somebody would have told you when you started your selling journey?

00:21:46 Sylwia Nazar

Yes, I have actually two pieces of advice. One that I've heard and probably should have act soon. There and then, one that I feel it's very important, but I haven't heard anyone tell me that. So the first one that I was told by one of my. Then managers when? I was much younger in my career, practice, practice, networking and. Talking to people. Everywhere you go. If it's a grocery line, if it's something at your community, if you're talking to your. Neighbors practice because then you have you don't. Your fear is less of making yourself sound stupid or look stupid because you might not see those people again in your life. Or they're just neighbors. So you're more relaxed. But when you practice, you will. You will just get more comfortable with, you know, asking questions, starting the conversation, and maybe just finishing the conversation that you. Wrote to really finish. Because it's boring. You get to practice all those situations. And then really when? You want someone to consider you as a person that they want to build their relationship. You will be so much comfortable the the fear or uncomfort might. Not go away. But it will be just easier to make. Those connections, so just practice, practice, practice. And then the second advice I have, it's just for me personally to show up. I feel like there's so many people who are afraid just stepping into their room, but you never know. There could be someone that is just going to connect with you right away and it's going to make it so much easier. So that event when I just showed up, I was there without knowing anyone and so many people took me under their wings. I was just amazed I left and I didn't know what happened because I've never. Experienced that but. Showing up, you know, if you do that. You create the opportunity for someone to recognize you, to discover you, to help you out, to take you under their wings and help you manage the room and and that network. I think that's showing up is probably the one thing that. That I stand out from because I try to go after the opportunities and just show up if it doesn't work for me. I would leave after half an. Hour an hour. But I try to make those opportunities to myself to to build the network.

00:24:10 TY HENDRICKSON:

I I love that because it is so intimidating and you know, in sales they always call it the £200 phone, right? So you know, if people are cold calling, which I don't recommend in in professional services, but you know that first time you pick it up it's so. Heavy and then. It just gets easier. Right. And so I I love that and I think you've. Got to take those small wins. Is showing up and talking to two people. If that's what scares you, do that the next time you'll talk to three. The next time you know you may see someone and recognize him and talk to him again. So I love that piece of advice. I love the practice. It does make it easier and then just show up. Take your wins. So well, Sylvia, thank you so much. This has been great. I love seeing seeing how much progress you've made over the last year or so, and I can't wait to see what you do. So thank you. And I can't wait to follow your journey.

00:25:00 Sylwia Nazar

Thank you, Ty. And you get a huge credit for that too. So it wasn't for you. I would be probably not even close to where I am right now. So greatly appreciate that.

00:25:10 TY HENDRICKSON:

Did not pay her no, but seriously, the thank you for that. I love working with you. And and like I said, I'm excited to see where you.

00:25:19 Sylwia Nazar

Thank you so much.