486 Ursula Mentjes

Jeffrey Feldberg: [00:00:00] What if doubling or even tripling your sales didn't mean working harder, but instead, what's holding you back. Ursula Mees began in her family Minnesota farmland dreaming of law school while hustling retail shifts. Fate landed her in sales and within one year she was growing a branch from $0 to $1 million in revenue.

By age 27, she was the president of the entire company having grown revenue, 90% to a $20 million annual rent rate. In 2004, Ursula founded Ursula Inc. and is now a five time USA Today bestselling author books like Selling With Intention, One Great Goal, and The Belief Zone have helped entrepreneurs shift from overwhelm to alignment, often doubling revenue in just 30 days, using mindset tools rooted in Neurolinguistic programming.

She shared the stage with Les Brown, Lisa Nichols and Brian Tracy endorsed her work and she's been honored with awards from the [00:01:00] SBA Women and Business Champion to Lifetime Achievement recognitions from two US Presidents. This is more than business coaching. It's about dissolving, limiting beliefs, creating quantum revenue and reclaiming time without burnout. Ursula's story is not about scaling, it's about evolving through strategy, story and soul.

And before we start this episode, a quick word from our sponsor, Deep Wealth and the 90 Day Deep Wealth Mastery Program. Here's Jane, a graduate who says, and I quote, the Deep Wealth Mastery Program prevented me from making what would have been one of the biggest mistakes of my career. I almost signed on the dotted line with an unsolicited offer that I now realized would have shortchanged my hard work and my future had I accepted that offer. Deep Wealth Mastery has tilted the playing field to my advantage.

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As I hear that, that's exactly what gets me out of bed every day. That's my mission. That's the team's mission here at Deep Wealth to literally change the social fabric of society. One business owner at a time, one liquidity event at a time, and my Deep Wealth Nation, what I want you to know, the Deep Wealth Mastery Program, it isn't theory.

It's from the trenches. It's the only one based on a nine figure [00:03:00] deal. And that deal, that was my deal. You know my story. I said no to a seven figure offer. I created the system that later on, myself and my business partners, we said yes to a different buyer, a different offer, a nine figure deal. That's what we now call the Deep Wealth Mastery Program or the Scale For Ultimate Sales system.

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Deep Wealth Nation, welcome to another episode of the Deep Wealth Podcast. Well, Deep Wealth Nation. You know, I love my rhetorical questions. Let me ask you this. How are your revenues? How are your profits? What are your sales like? Are you growing the company the way that you would like? Or is it the same blank different day?

You can fill in the blank. I'm sure you have all kinds [00:05:00] of explicits for that, and you wanna get outta this mouses trap that you're in and get to a bigger and better place. Well, if you said yes, and I know you did. You're in the right place. We have a very special guest in the House of Deep Health. I have a fellow entrepreneur, author, podcaster, and someone who's gonna share some terrific insights.

So Ursula, welcome to the Deep Health Podcast. An absolute pleasure to have you with us. There is always a story behind the story. Ursula, welcome, what's your story? What got you from where you were to where you are today?

Ursula Mentjes: First of all, Jeffrey, thank you for inviting me to be on the show and to all your listeners. It's lovely to connect with you. Excited to have this conversation and see where it goes. I am a farm girl from Southern Minnesota, so grew up in a farm in southern Minnesota. I'll tell you this.

If you've never bailed hay and had to be under a hot tin roof in 110 degrees and pushed bales under, I would say you're missing out. Growing up on a farm, I learned a lot of skills from bailing hay to all kinds of things, and to me, that's the definition of hard work, right? Hard physical labor 24 [00:06:00] 7 and.

It set me up to see everything else, every other kind of work outside of that to be very easy. So, you know, definitely a perspective shifter early on, my parents hadn't gone to college but were still very successful running a successful farm, but they wanted their kids to go to college and so I found the closest school that I could 20 minutes from the farm, Jeffrey, a little school called St. Olaf. It's not where the Golden girls are from. It's the little Lutheran college. I graduated with a degree in psychology and communication, and I share this because, for all the liberal arts majors out there, sounded good. It sounded like a great idea, but then when I graduated I was like, what am I gonna do?

Wanted to go to law school. Didn't have any money to pay for it. What am I gonna do? And like a lot of you listening, that is when I became what I will call an accidental salesperson. Can anyone relate to that? Here's how it happened. I was working at Pure Wind Imports, making $6 and 25 cents an hour with my friend Jana.

Who was an economics major from St. [00:07:00] Olaf, I wanna say that. But she was working with me for six bucks an hour and she said, Hey, I have an opportunity for us. And Jeffrey, my favorite word in that sentence was us. I said, do tell. She said, listen, and this is interesting given what you do. She said, my aunt and uncle just sold their company, this is years ago, to IBM for $10 million.

There were four owners. They are empty nesters, and they said we could come and live with them in the of Boulder for free, and we could be transferred to the Pier one that was there. So that's what we did. Of course, I said yes to that right now. I had a lot of limiting beliefs about money, about people who own businesses.

I didn't know anybody with a lot of money. So I, I show up with a lot of limiting beliefs like, are you know rich people, greedy, are they, You know, just all the things that we've heard. Well, no. Maybe some are, I don't know. But Jana's uncle will. It was one of the most extraordinarily generous people I'd ever met in my entire life.

He and his wife Carol, welcomed us into their multimillion [00:08:00] dollar home in the foothills of Boulder. You can imagine the extraordinary beauty that we landed in. And one day will sat me down and he said, what are your plans for the future? Which is also probably kind of code for you and Jana can't live with, with us forever. I said, will I, had to think of something, right? So on my feet, I'm like, I. I wanna go to law school. I was looking at law schools actually in the Denver area, and they're expensive, right? Without skipping a beat. This generous, former business owner said, Carol, and I would be happy to pay for that for you.

Jeffrey Feldberg: Wow.

Ursula Mentjes: He didn't even know me. He said, I see your potential. I see what could happen. Well, let me tell you, the Lutheran farm kid in me who had grown up, sometimes we were, farming wasn't a big money maker in the eighties. We were on food stamps sometimes, like we, come from not a lot enough to eat organic food.

Right. We were spoiled in that way. But I said, will, I could never accept a gift like that. I was just all blown over by his generosity and he said, I totally respect that, Ursula, may I offer you some advice? [00:09:00] And Jeffrey, this was. the game changer. This is when you know people were meant to show up on your path, and I said, yes, I would love some advice.

And he said this, he said, get a job in outside sales and you can do anything. You could pay for law school, you could have your own company someday. You could do anything. It is the skill that you need to learn. you've done all these other things. I said, what's outside sales? Does that mean I'm outside selling?

Like I literally did not know what he meant and he was laughing at me. He go, he goes, just go update your resume and send it to me and I'll send it to people I know. I went to work that day. And I was working at Pier One, and this woman comes in wearing a really nice navy blue business suit. We start talking, she's like, what are you doing here?

And blah, blah, blah, and I just said it right. Once you know what you want, you just gotta tell somebody. So I jokingly said, yeah, I'm looking for a job in outside sales. Her name was Christine Gray Boys. She worked for an international computer training and consulting company, and she just said, oh, we're hiring.

I said, whoa, okay. She gave me her business [00:10:00] card. She said, send me your resume. And in that moment, Jeffrey, I could have disqualified myself. I was a psych major. I didn't know anything about technology. I didn't know anything about selling it, but I didn't disqualify myself. And I think as entrepreneurs, business owners, anyone who has pushed through to that next level, one of the keys to.

Staying on this path of growth is not disqualifying yourself. So I went home, I updated my lame resume, I sent it to Christine, they interviewed me. They were actually my first bosses were actually from Toronto and they were some of my favorite people in the whole world. Maybe you even know them. A guy named John Pico.

They hired me and the rest was history. And the short story after that, I started in outside sales, made a hundred cold calls every day. Read every book I could, hated every book I read on selling went from being like very scripted in the sales process to learning how to sell with intention was, which became the first book I ever wrote.

Learned how to connect with people, solve [00:11:00] problems, meet needs, and I went from outside sales at 22, and by the time I was 27, I was president of this $20 million tech company. That's my story. Eventually I left. I became highly unemployable, started my own companies, right? That's what happened later.

But that's my story.

Jeffrey Feldberg: Wow, my goodness so much there for congratulations on the story and deep both Nation with what I'm about to say next. If you're more the logical person, if it doesn't happen on a spreadsheet, it just doesn't happen. Or if it's not in a complicated formula, it doesn't exist. Here's what I'm gonna say. Sla your story.

The wheels are turning in my head, but I'm just thinking. Some people call it God. Some people call it the universe. Some people call it the field. You had an intention and look at the synchronicities from that one line and that one line going outside sales. We could easily say that one line was way more valuable than.

Paying for that education. And nothing wrong with education and getting that degree, but it planted a seed and then [00:12:00] later that day, someone just walks in and you shared what's on your mind. You're just very earnest, very open, and boom, there's your opportunity. The synchronicity you could not write a storyline any better than that.

Truth is often better and greater than fiction. But lemme go back to something for just a moment. And I may be so off base with this stereotype. This has just been my own personal experience, my own observations. I find people like yourself who come up with a farm background, a farming family, there's a work ethic there.

There's a value system there. That often, no guarantees, but often leads to terrific and monumental success in the business world. And you may say, Jeffrey, you're so far off base or actually, yeah. So growing up, and I understand you didn't have money with the family and what goes along with farming, I don't know if so much has changed today with.

In fact, maybe it's even worse than it was back then. But the values that you learned that you were taught, the work ethic that you had, did that play [00:13:00] a role? And if it did, how did it play a role in your entrepreneurial journey and even in your career when you started, before becoming the entrepreneur?

What was it like for you having those values?

Ursula Mentjes: Yeah, a hundred percent. When. A farm runs 24 7. There were always chores to do. We knew what they were. We knew, like we all had jobs to do on the farm. So I had a job very early. And then some of my f first paid jobs were, hoeing beans for $3 an hour in a candy bar, in a soda. So I learned the value of hard work and also in terms of values I should say this, my dad was also German.

Military. 

Jeffrey Feldberg: Oh boy. 

Ursula Mentjes: my German relatives were very strict in, in their work ethic, how they saw the world and the importance of couple things, like, finishing what you started. Like you never left something unfinished. You always finished it even if it didn't turn out the way you wanted it to. And your [00:14:00] word is everything.

And if you said you were gonna do something, you do it. I've always lived by that. My word is everything. And I think that has been a tremendous key to my success. And I think people are often surprised by that. They're like, oh, you said you were gonna do that and you did it. They're like, I, 'cause I don't feel like that has it's not permeating our society in this moment.

Jeffrey Feldberg: Not that we should confuse activity with progress because I can have a terrific work ethic and I can be burning the candle at both ends as they say. It's not gonna guarantee success. To your point though, that work ethic, when it's done in the right way, in the right direction, as you're sharing it, can really send out and make all the difference.

So here you are, you're brand new, you come into this company and you're going from $0 over $20 million in revenue. And to put this in perspective, as we throw these numbers around, and even that sale to IBM for $10 million, that's when money was really a lot of money. That $10 million today [00:15:00] would be way out there.

Add a few zeros to that. So a lot of good things going on with that. What was some of the secrets to your success coming in brand new like that what was going on with that?

Ursula Mentjes: The company was growing along the way 'cause I, there were already people in place. I did increase sales by 90% in one year when I was president of the company. So I was, part of the growth, but I will not take credit for all the growth.

But in terms of when I started in outside sales, it's this is an interesting story because I just wanna qualify something I don't believe working 24 7 is healthy or a key to anybody's success. I do think working on the right things at the right time and leading people in the right way, people that you care about, your team members.

Is important. We could have a whole discussion about that, but I just wanna put that out there. I don't work 24 7 anymore like that. That was necessary in the farm. It's not necessarily in my life today. I have a family, I have hobbies. I have two companies. I have a great team that runs those, so I'll put that over there on the shelf.

When I started in the sales [00:16:00] position, this might make you giggle because we're probably close to the same age, but my job was to make a hundred cold calls. Every day on a tick sheet before I could go home. Now, I love bragging about that story 'cause most people don't believe me, right?

They're like, that's not even possible. But literally, we'd put him on a tick sheet and hand it to our sales manager, and then he would go mark the big whiteboard. And we weren't released until it was updated. But here's what I learned very quickly, Jeffrey making a hundred cold calls to make a hundred cold calls does not equate to success.

It doesn't guarantee anything. Right. What I realized very quickly was making, and this is that word, intention making 25 very intentional phone calls that I'd researched, and I knew who the IT director was. They're still cold calls, but I knew who I was calling. My intention was to get the appointment. At that point, my intention isn't to get the sale, it's to get the appointment.

So I would call, and you know what? There were an IT director. I'd get 'em [00:17:00] on the phone. Different technology, then we still had landlines and they'd often say, oh, Ursula like, you know, we already have seven vendors that we're working with. We don't need another one of you. And I'd say, Jeffrey, totally. I hear you on that.

I hear you on that. and it's good you have seven vendors. But there's gonna come a day when you're gonna have some very specific technical need and you're gonna need a very experienced trainer. And by the way, our trainers have 20 years of real world. We had a phenomenal trainers and instructors with incredible skill sets.

And so I would just peak their interest. I was like, there's gonna come a day. And they'd be like, yeah. And I'd say, so let's have a meeting so that way you know my face, so when that day comes, you can just pick up the phone and call me. We have a relationship. They couldn't say no to that. I didn't say anything after that.

And they were like, fine. So then we would schedule the meeting. 25 intentional phone calls every day with the goal of scheduling two appointments, 10 appointments a week, and I did the math and I just knew, I was like, that's what it's gonna take. Here's what's hilarious though. I would take my tick sheet into my sales manager, and it took me longer to make 25 intentional calls, [00:18:00] right.

And I would show him and I'd say, listen, I have two appointments booked. He didn't care. Your job is to make a hundred cold calls every single day. It's a numbers game. So we would get into this, like back and forth and back and forth. Turned out for me, my method worked and that's why I was promoted very quickly in the company.

Jeffrey Feldberg: Congratulations with that, and from one former cold caller to another. I remember those days with the tick sheets and a hundred was the goal. And listen, easier said than done. And this was before, technology is where it is today, and there's a lot of heavy lifting and preparation. But that discipline and that ability to do that, That's everything. And so, with that in mind, since then you went out and you started your own company. Now you're helping other entrepreneurs and you're doing some coaching. You have an upcoming course that we're talking about offline, which we'll get to. You've written a number of books. You have your own podcast.

So let's start with the foundation. I'm gonna ask some basic questions, and I'm really aiming this at Deep Wealth Nation who is still drinking their own Kool-Aid. Hey, I'm an engineer, or I've never been a salesperson, either you're [00:19:00] born a salesperson or you're not, and not me. Or, yeah, if I think of a salesperson, I gotta count my fingers after I shake that salesperson's hand.

It's just a sleazy no good business. And for me, we're all salespeople whether we realize it or not. Ursula, since you do this day in, day out. What is, and there's probably many, but is there the good old Preto law that, hey, 20% of these beliefs or lack of beliefs are creating 80% of the issues when it comes to sales and really making a difference out there?

What would be going on as entrepreneurs that we have with our limiting beliefs and sales and success and achieving our goals?

Ursula Mentjes: that's a great point. I've done this work for a long time. I had to write a whole book about it called The Belief Zone, and I'm NLP certified. NLP is neurolinguistic programming. NLP gets a bad rap. People are like, oh, are you NL Ping me? No. NLP has some phenomenal tools when it comes to how to change beliefs, and I went to the NLP Institute of California back in 2005 to get my certification.

I would say [00:20:00] that was one of the most powerful certifications I've ever gotten in terms of helping clients shift beliefs. And here's the long and short of it. There's one belief about sales, one limiting belief about sales. That consistently seems to come up for almost everybody. I'm a sponsored chair for a nonprofit, and it's a lot of parents that are involved and we're raising money for this baseball trip.

And these poor parents, like they don't sell on the regular. So I'm seeing all these, the limiting beliefs, but again, it's the number one limiting belief. That I see coming up so much as I don't wanna be perceived as being pushy because that has so many layers to it. It's the reason I don't pick up the phone in the first place.

It's the reason I don't follow up five or six times or more, even though statistically I need to close the sale. Right? And so a fun hack, a fun quick way to shift the belief even if you're an engineer. By the way, I've trained some Phenomenally, highly intelligent engineers to sell, and they have thanked me for it.

They have said, I never thought I could be a salesperson, and I am now, but this was one of the pieces. So ask [00:21:00] yourself this question, and Jeffrey, we can play along. What's potentially not true about me being a pushy salesperson if I follow up more than five times? What's potentially not true about that?

One, I care about my client. I wanna, I actually do wanna help them. So that's one thing. So that's not true. What else?

Jeffrey Feldberg: Yeah, no, for sure. And I guess, yeah, let's, you and I, let's just role play this because for me. I was a worst salesperson. People nation when I first started. I was the worst salesperson. I mean, This is when we were, and, I was doing a multi-level program and I was selling water purifiers.

I was still my teenage years. I would go door to door, do my thing, and I'd be sweating bullets. I'd be tripping over my words. But I invested in myself and where I changed my beliefs, Ursula, over time was, hey, I'm here to help this person. They may not realize. That they need that help, but they have pain.

They may not be admitting it to me, and if I just walk away from the first time. What if a person keeps on going through that pain [00:22:00] and their life isn't where it could be or where it should be, or maybe they've just had a bad day and they just hung up or didn't reply, or these days clicked on delete or ignore, or whatever the case may be.

Let me come back at it another day. And oftentimes it's not even five times, it might be seven times or 10 times, especially today because we're also distracted. But for me, I'm on a mission. To help people to solve their painful problems, take that painful problem away and put them on a better path, a more joyful path.

And I know for me, when I'm feeling squirmish, oh, I'm gonna be that stalker, or I'm gonna be that annoyance on them, I, Hey, Jeffrey, actually know what if you could change their life for the better in this one area?

Ursula Mentjes: Beautiful. Exactly. And so that for everybody who's listening, Jeffrey, that's a great example of how you start to hack that limiting belief because you start to see what's not true about it. And as you start to see what's not true about it, your subconscious mind says, oh, that's right. Like I'm actually doing [00:23:00] a disservice if I don't follow up.

What if they buy an inferior whatever from somebody else and then they're really not being served, but they've wasted a bunch of money, right? So you just start to talk yourself through it. Ultimately, then you want to get to a new belief, and I love the new belief. This came from working with clients and together collaboration.

We came up with this and this is the new belief. I am because the words I am are two of the most powerful words, as you know in the English language, because the subconscious mind believes whatever you say after that. And a lot of times we say things after that aren't very nice about ourselves. So just note that I am a professionally persistent problem solver.

The piece make it easy to remember. I am a professionally persistent problem solver. And a lot of my clients have put that on their desk. They put it on their phone, they put it everywhere, and they just start to remember that, I'm here to solve a problem, meet a need. If I can help you, Jeffrey, great.

I wanna help you. And if I can't, maybe I can refer you to somebody else. Like literally, that's what I used to say. People are like, [00:24:00] okay. Okay. Yeah.

Jeffrey Feldberg: Yeah, I absolutely love that and I am, my goodness, Ursula, with your background and where I've been with Aze could be not just an episode, that can be a whole series. There's a whole connotation to I Am that goes back to biblical references and the power of I Am and what that references.

We'll just leave it at that for now. Something incredible there. And I wanna go back to something else that you said because here at Deep Wealth, for Deep Wealth Nation in the Deep Wealth community with what you said, Hey, it's not about working 24 7, it's not about working. Till I'm burnt out and not enough sleep, because we're all about that.

In fact, the Deep Wealth Podcast helping you extract your business and personal Deep Wealth, so it all comes back to what's the point of success and all those zeros in the bank account. If I don't have my health, if I can't get outta bed, or if I'm just in so much pain or I'm not thinking clearly. So before we move forward on that side, where you've been and now what you're doing.[00:25:00]

So when it comes to health and when it comes to success, I believe there's so many wrong ideas and notions that are put out there. Hey, if you don't work hard, if you're not working from sunrise to sunset and beyond only getting a few hours of sleep, then you're doing something wrong. Can you dispel that for us of how can we have a life and health and also phenomenal success as well?

What is that looking like?

Ursula Mentjes: Yeah, that's a great question. I think it's hard right now because we do see a lot of, we'll call them successful entrepreneurs who are very well known. I'm not gonna name names, but they claim to work like sleep maybe three hours. And maybe for them they do. They're super humans. I wonder if they're robots sometimes.

Right? And that that's just in a different realm. That's not normal. That's not how most humans biologically operate. I've seen studies there are people who can operate on four hours of sleep, this very tiny percentage of people. So when I left the corporate world, I had not mastered that. I'm not gonna say [00:26:00] I've mastered it either yet, but I, it was definitely an area of growth for me, and my health was deeply impacted.

I was a president of a multi multimillion dollar company in my twenties. I didn't have life experience. I didn't have What I had was growing up on the farm experience, which taught me to work all the time. So I was a mess by the time that was all done, health wise, not like in a way that I couldn't get outta bed or anything like that, but I started to develop some health issues, which also made me realize I didn't ever wanna work for anyone again.

I wanted to have my own company so that health could be a high prior. And so I could create, as I call it, an intentional schedule that supports my body, my spirit, my emotional wellbeing, all of those pieces. So, so yeah, I'm a huge believer. I love sleep. I have read about sleep, I have studied sleep, I prioritize sleep.

I prioritize health. Those are definitely areas of incredible Wealth, I agree with you. I've also had, there have been times with [00:27:00] significant health stuff where. do think there's a book called the body keeps the score. I think there's a lot of truth to that. And so when you are having health problems or stuff's coming up. Espec and even paying attention to where in your body is, what's your body trying to tell you?

What's what Is it asking for you to shift on a personal level, a professional level, a spiritual level, because your body's trying to tell you something.

Jeffrey Feldberg: So much there, and yes, I can relate or lot, especially early on, much like you in my journey where I wasn't getting much sleep and I didn't realize what I was doing to my health. Game changer now, not doing that. Learned the lessons and had to trace my steps back to get back to baseline, back to health, and have all that done.

It was interesting short while back, very successful individual in business, in the billionaire realm, had some health issues. Sadly, the individual passed away, but I'll never forget one conversation where he said, Jeffrey, I would, in the blink of an eye, [00:28:00] I would give all the zeros in the bank right now.

To have my health back and to know I had a runway ahead of me of days, years, decades for me, for myself and my family, my loved ones, and on this adventure called life. And that's not there. And all my business success, my biggest deals can never get that for me, can never buy that for me. And that's always stuck with me, that conversation and what you're speaking about.

So there is a way and people Nation go to the show notes and in the show notes. What I want you to do is click on the links buy Ursula's written many books, but by the book, the Belief Zone and in the Belief Zone. Ursula, when I was going through that, I mean there's so much there that just brought me back to where I was and now where I am and in the Belief zone, you talk a lot about what we focus on in our words here, Deep Wealth in our nine-step roadmap.

Step 5 a Winning Mindset, and you talk all about that and you talk about clarify and writing [00:29:00] and knowing and creating and being in the zone. With all of that, if I can ask an unfair question to you, I'm gonna ask it though anyways. In the different steps that you have, the strategies that you have in the Belief zone, if you could pick one low hanging fruit from that book, and again, Deep Wealth Nation, please buy the book, read it, go through it.

You'll come out a whole lot better than when you came into it. Is there one strategy that's coming to mind right now that you can share with Deep Deep Wealth Nation, Hey, after this episode, before you move on to your next activity, try this. What would that be?

Ursula Mentjes: Yeah, we've actually already touched on it, and so I'm just gonna reiterate the steps because it's easy to gloss over it and be like, oh, that's a cool thing, and it really can't help me. If you have a goal right now that you haven't been able to achieve and you're really frustrated, maybe it's a financial goal or anything else, I want you to investigate what you believe about it.

And to ask yourself, even ask yourself, think about, let's say you wanna hit a hundred thousand a month. I'm just making this up a hundred thousand a month, but you haven't done it. Maybe [00:30:00] you've gotten stuck at 70,000 a month, . Ask yourself deep down what's the story I'm telling myself about why can't have a hundred thousand a month?

what am I telling myself? And it might take a little bit of time, and you might just wanna let that belief float up. Once you get that limiting belief, it could be. Yeah, there's not enough clients. It could be, I'm gonna be working more and I don't want to, it could be a lot of things. Once you get that limiting belief, then you hack it, like we talked about before, ask yourself what are three things that are potentially not true about that limiting belief?

Because that immediately starts to erode it. It starts to go away, and it creates room for a new belief. And in the book I outlined how the steps on how to create that.

Jeffrey Feldberg: And Deepp Nation, what we're talking about, this is just the tip of the iceberg in terms of what Ursula is sharing and her experience. And Ursula, let me ask you this, because your background in selling and for the upcoming program that you're launching and NLP, all these [00:31:00] different things that are going on, let's flip the script here now.

From a very high level, what's the right narrative that you can share with us, with certainty of, hey, if you wanna go from where you are today to where you want to be, and sales and selling is going to be a part of that, with all the strategies and the techniques that you've learned over the years that you've put into place.

Firstly, glass half empty. What aren't we doing or what are we doing wrong? And then glass half full? What do we need to change to begin to realize where we want to be in getting there?

Ursula Mentjes: Great question. For me when I'm working with a client, whether they're seven figures, eight figures, or they're a hundred thousand in revenue, the first step we have to have is clarity. On where they wanna go next, because I notice that our entrepreneurial clients have a lot of ideas floating around.

We have, like for some clients, they could create programs, [00:32:00] products, services, all day long, and they're just coming up with the next thing and the next thing and the next thing, and they're just stuck in the day to day, but they haven't clearly defined. what they wanna create in terms of revenue.

Almost everybody I talk to, they're guessing. They're hoping it's a better year. If you wanna get to that next level faster, create a real revenue model, a real projection model around, a hundred thousand dollars months or whatever your number is, and then.

Start to reverse engineer it on a revenue model. So it shows you exactly how many of this you'd have to sell, how many of that you'd have to sell. Here's an example. We had a client who sold a $20 product on Amazon. When I met her, she was making a thousand dollars a month in her business, and she looked me square in the eyes and she said, I want a seven-figure business.

And most of the time I'm like, whew. . There's just something about the way she said it, Jeffrey and I was like. Oh, wow. She really wants this.

And I said to her, we gotta break the numbers down. We gotta, do these things., She started signing up for our classes and our coaching, and the first thing we did, I asked her, I said, you want seven figures? What can you see right now? That's a stretch but believable?

And she [00:33:00] said, a half million. I said, great. We sat down together, and I still remember this. I giggle because she was like, I can't even type in the numbers. We literally sat together. And built her revenue model in a conference room in downtown Minneapolis for a half a million dollars. And guess what? She not only hit that number, she blew it away.

We built her next revenue model. She blew it away. She built a multimillion dollar company, ended up being an Oprah magazine with her products, like blew it out of the water. Her why? Because she had clarity and she still tells this story. There was a, there was another revenue model she built where one month she had put like some obscure number, like 739,000 or something in November and she came back.

She's like, you're never gonna believe this. And I was like, what? She goes, I hit that exact number. SO'S something about building it into a revenue model that gets into your subconscious mind and allows your subconscious mind to do the work for you and begin to reverse engineer for you to get there.

Jeffrey Feldberg: What's going on with that? Because I can imagine someone in deep Deep Wealth Nation, again, more the analytical type, the financial type. Ursula, come on. What are you talking about here? It sounds [00:34:00] like la land here. That can't possibly be true.

So what would be some of the mechanics or the science that's going on

Ursula Mentjes: Yeah, if I knew how to explain that, Jeffrey, I think I'd be a trillionaire. I don't know that there's anyone on the planet who explains it the same way or nails it. Some people, like you said, say spirit universe, God, the field quantum physics, quantum mechanics the observer effect. The list is long.

I don't think anybody knows. I really don't, I don't think anyone really can explain that. I did. You used the word synchronicity before. I wrote a whole book called Selling with Synchronicity, because I'm a big believer in synchronicity. Carl Young coined that he said it's a meaningful coincidence.

I'm a big believer that for whatever reason, even if I can't explain it, when you get clear on something like me getting that outside sales job, I got clear on it, synchronicity starts to show up in that meaningful coincidences start to happen. The next steps start to show up. Some would argue that it's your [00:35:00] Raz, your reticular activating system in your brain that because you've created it, you made a decision on it, you're now looking for it.

You're paying attention. It's showing up. Maybe it was always there.

Jeffrey Feldberg: Interesting. And again, it goes back to our mind is such a powerful thing. There's no judgment from our mind. If we believe something is, it is, and it'll go out of its way to prove it. And if we believe something isn't. Well it isn't, and the mind will go out of his way to prove that as well. And so when it comes to selling, is there one big myth that you find, and I know we spoke a little bit earlier about some myths, but is there one myth that we can dispel right now and swap out that myth?

For what actually is that can make all the difference. And it doesn't matter if we're a founder, if we're both a founder and a seller. If we're a founder and we have sales teams and salespeople that are helping us, regardless of that, what would you want us to know?

Ursula Mentjes: That after you've had a sales meeting with someone, and you thought it went really [00:36:00] well but you didn't close the sale, that they're gonna call you to close the sale. Or that they're gonna be like, Jeffrey ever got to give you my credit card, Jeffrey, please send over the contract that they're gonna follow up with you.

They're not, and that's a big surprise to a lot of people who get, they're like, why wouldn't they just tell me they want it? They're not going to. That's your job. That's the job of a professional salesperson to follow up, follow up, follow up, and make me as the client feel like you care. I feel valued.

Then I feel like you really wanna earn my business. I feel like you really wanna send me to buy that thing from you. So I would say that's the biggest myth,

Jeffrey Feldberg: It's always that follow up, as I like to say, always keep the monkey on our back. It's not on our customer's back and always checking in and following up and adding that value and. More importantly, getting that dialogue. And for me, it's all about, okay, what's keeping you up at nights? What's that pain point?

And here's how I can either help you with that. Or actually, you know what? In this case, I'm not the one. Here's what you [00:37:00] may wanna think about or here's what you may wanna do. And so that said, Ursula, I know for your upcoming program offline, we're talking about that. It sounds really exciting. So what's going on with that?

Let's take back the curtain. We're gonna do a little bit of a reveal here. What's your secret sauce? What's going on with the program and the years of the coaching and the writing and the podcasting of these systems that you've put together in this upcoming program? What are we gonna be learning?

Ursula Mentjes: So this is a course Jeffrey, that I've never offered before. As I think you've probably noticed, I am obsessed with the subconscious mind, how the mind works how some people easily create what they want and how others seem to get stuck.

It's the reason I got certified in NLP. It's the reason I have a master's degree in psychology. It's the reason I read thousands of books every year on the mind and. About a year ago, I was introduced to a technique called image cycling, which was developed by a scientist Dr. William Bankston, also a sociology [00:38:00] professor who came up with this methodology in his world it was really focused on healing, he created this tool and he is you could really use it to manifest, I use that word, create whatever you want to create your goals and it helps override the subconscious mind. In all my experiences, I have never found a tool like this, but I've certainly been looking for one.

It's very simple, but don't confuse simplicity with actually practicing it and using it. Dr. Bill Banks would say that part's hard that takes time. And I know Masters of Image Cycling who are doing it 24 7, they're not even thinking about it anymore. It's extraordinarily, incredibly powerful.

So I'm going to teach it though, from a business perspective, not from a healing perspective. That's not my area of expertise and how you could use it. In your business. So that's what I'll be doing now, let me clarify. The course will be in the past as we're listening to this, but, you can still get the [00:39:00] replay, it's only $44.

So if this is something that's of interest to you we wanted to make it a little bit of an investment. So you show up and actually do it. If you're gonna pay for it, follow through, do it. I'm a big believer in that. And hopefully it. Create some incredible change in your life.

Jeffrey Feldberg: Ursula I'm gonna go way off the path here and you know the few listeners that we have remaining, because we've been with the more traditional, the no traditional, we may lose 'em. And I put the blame all on myself with that, with what I'm about to share next. I remember one of my mentors and I had some business success and a big.

Raving fan of Think and Grow Rich, Napoleon Hill, and I remember my coach, a mentor at the time, said, Jeffrey, there's nothing wrong with Napoleon Hill and Think and Grow Rich, and yes, you can do that. That said, though you're working really hard. And in some ways, you are slowing your success down. You're getting in the way of it, versus there's different techniques and strategies and ways of being where you can manifest and manifest a whole [00:40:00] lot quicker.

And not only manifest your dreams and goals, but your dreams and goals to a whole bigger level than what you could ever imagine. And I know. With your podcast and the things that you write about and talk about, even this upcoming program that you're doing, it's getting into a whole different realm. And some people just aren't familiar with that.

They're on the belief system. And again, no judgment here. Hey, the harder I work, the more successful I'm gonna get. And everything is hard work. And even as I say that hard work, look at those two words. Hard work, as opposed, if I were to say. Ease and flow manifest. It just has a different ring to it, a different feeling.

And I know I'm way out there now in terms of what I'm talking about, and some listeners are like, Jeffrey, you've lost it. I knew you're crazy. Now you're certifiable as you talk about this. So Ursula, from where you sit, where you've been, what you've done, what would you want us to know as what you call on your podcast and in other areas, the quantum revenue [00:41:00] expansion and quantum growth.

What's going on with that?

Ursula Mentjes: Yeah. Well, I think a simple way to think of it is it does begin in your mind first. Everything begins in your mind first, right? It starts with a thought. Everything you see around you that's in your office or in your home, somebody had the thought to create that first, and I believe in business strategy.

I teach business strategy. What I also know though is if one of our clients has some pretty serious limiting beliefs about themselves, their value imposter syndrome not being enough. Not thinking they can charge a certain amount, there's so many limiting beliefs. So if we don't also address the mind, it's very hard to make those quantum leaps in revenue.

And I will say this too, there are people who are very different than me that they haven't experienced this. There are people who maybe were born in Wealth, born with a wealthy mindset. Were able to run with that wealthy mindset and. It wasn't a [00:42:00] big deal for them to go out and raise a million dollars in capital to start their business.

They don't have any limited beliefs about money or what that means, and so some people are like, that might be listening. So that's a very different worldview. So I just wanna qualify that by saying I'm also only speaking from my worldview and my experience.

Jeffrey Feldberg: Yeah, it's interesting, but to your point, it all goes with the mindset and I know you talk about that in Uplevel now and the freedom and the alignment and what goes along with that. And so Deep Wealth Nation, if this sounds like a foreign concept to you and it is, hey, we all gotta start somewhere, but if it you like it.

Hey, Jeffrey. I'd rather have ease and flow. I'd rather manifest than burning the candle at both ends and working hard and all those other kinds of things. There's a lot to be said. Be curious. Put judgment aside. Maybe it's for you, maybe it's not. There's only one way to find out and try it and see what it's like.

And again, when you go to the show notes, in the show notes, we have all the links and we'll have a link to the program that Issa's talking about and to her books and everything else. Check it out and try that for yourself and see where it's at. And so [00:43:00] Ursula, before we go into wrap up mode, as I'm looking at my research here on the list of questions, I've only began to scratch the surface.

As I say, there's so many questions I haven't yet asked. If there's a question that we haven't yet covered or even a topic, a theme that you wanna get out to Deep Health Nation, before we go into the wrap up mode, what would that be? Anything coming to mind?

Ursula Mentjes: Sure, yeah. Something just dropped in. So one of my mentors said this to me about five years ago, and it was a big shift and I'd already been studying, a lot of different tools, modalities, all these things. But there was this one sentence, and I'm gonna share it with you. it shifted everything and it's certainly something I teach all of our clients.

In fact, spoiler alert, it's going on their holiday gift this year. So, and it's this, there is always a way, there's always a way. Now at first hearing that you might be like, eh, that's, yeah, there's always a way. [00:44:00] Well, when you're an entrepreneur and your back is against the wall, there's not a dime in the account and you don't have a sale looking at you.

You don't know what, like you're just feeling so stuck, there's no possibilities. I invite you to say that to yourself. There's always a way. There's always a way. I'm just not seeing it. We live in a world where there's billions of possibilities at every given moment. And as humans, we're good at canceling those possibilities and not seeing them.

And when you say to yourself, there is always a way Ursula, there's always a way Jeffrey mind says, okay, there is always a way. I love sharing that with people.

Jeffrey Feldberg: Love that quote. It reminds me of as entrepreneurs. Impossible spelled, I'm possible.

Ursula Mentjes: Yes.

Jeffrey Feldberg: there's a whole lot to be said with that. And actually as you say that, it is the perfect segue for us to go into wrap up mode. And it's like here on the podcast, it's our tradition. It's really my privilege and honor every guest I ask the same question.

It's a fun question. Let me set that up for you. When we think of the [00:45:00] movie Back to the Future, we have that magical DeLorean car that will take us at any point in time. So Ursula, it's tomorrow morning. You look outside your window. Not only is the DeLorean car curbside, the door is open and is waiting for you to hop on in what you do, and you're now gonna go to any point in your life, Ursula, as a young child, a teenager, whatever point in time it would be.

What would you tell your younger self in terms of life lessons or life wisdom, or, Hey Ursula, do this but don't do that. What would that sound like?

Ursula Mentjes: Yeah, I would scoot back to let's say 10. 10. I'd probably be more prepared for this. I would say I would say trust yourself. Way more than you think.

Jeffrey Feldberg: I like that. Trust yourself way more than you think so much there. And as you're saying that I'm going back to when I was just new in business and I didn't trust myself. And that one concept that led to me underpricing what we were doing, not having the confidence and we're talking about sales and systems and how with your system we [00:46:00] can change all that.

Well, I was sabotaging myself, not really realizing it at the time because I wasn't trusting myself. So deep Deep Wealth Nation, that is some terrific advice. And Ursula, before we officially wrap this up, a listener in Deep Wealth Nation, they have a question for you. They wanna speak with you. Maybe they want you to come in and speak to them and their team, or bring you on board to help take their sales and revenue to the whole next level.

Where would be the best place online to reach you?

Ursula Mentjes: Oh, fun. mean, You could go to my website, Ursula inc.co. And there's a contact page on there, or you can just email me directly, ursula@ursulainc.co not.com, dot co. you're on Instagram, you could direct message me there. I'm on Facebook, I'm on LinkedIn. I hang out in all those places, but often just a direct email is the fastest and easiest way to find me.

Thanks for asking.

Jeffrey Feldberg: Love that in Deep Wealth Nation, it doesn't get any easier because all of this is in the show notes. It's a point and click Ursula, it's official. This is a [00:47:00] wrap and as we love to say here at Deep, both May you continue to thrive and prosper while you remain healthy and safe. Thank you so much.

Ursula Mentjes: Jeffrey, my pleasure. Thank you so much for having me. May you be blessed and your entire listening audience, be blessed as well. Thank you. 

Jeffrey Feldberg: So there you have it, Deep Wealth Nation. What did you think? 

So with all that said and as we wrap it up, I have another question for you.

Actually, it's more of a personal favor. 

Did you find this episode helpful? 

Have you found other episodes of the Deep Wealth Podcast empowering and a game changer for your journey? 

And if you said yes, and I really hope you did, I have a small but really meaningful way that you can actually help us out and keep these episodes coming to you.

Are you ready for it? 

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So all that said. Thank you so much for [00:49:00] listening. And remember your wealth isn't just about the money in the bank. It's about the depth of your journey and the impact that you're creating. So let's continue this journey together. And from the bottom of my heart, thank you so much for listening to this episode.

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God bless.