In this episode, Bringing Joy to Tough Sales Days, Harry sits down with Vicki Joy O'Grady Longo, who calls herself "the Joy Kindler," to explore how she brings authentic joy to every sales conversation—even on the toughest days. Vicki shares her philosophy on relationship selling, the power of serving others, and practical strategies for connecting with prospects through empathy and preparation. From her morning gratitude rituals to writing her own eulogy, Vicki reveals the mindset shifts that transformed her approach to sales and life. This conversation is packed with wisdom on resilience, emotional intelligence, and selling with dignity.

Timeline

0:00 - Introduction
Harry introduces Vicki Joy O'Grady Longo and her unique approach to bringing joy to sales conversations.

0:32 - The Question: Do You Ever Have Down Days?
Harry asks Vicki how she maintains her joyful presence, even when she doesn't feel like it.

1:08 - Resiliency and Serving Others
Vicki discusses her well of resiliency and why serving others is both a calling and a craft.

2:45 - Love People to Sell
Vicki explains why loving people is essential to sales and shares a powerful story about connecting with a gastroenterologist.

3:24 - Pre-Meeting Preparation
How Vicki researches prospects through LinkedIn, Google, and publications before meetings.

3:58 - The Power of Asking and Pausing
Harry and Vicki discuss the emotional intelligence behind asking questions and giving space for authentic responses.

4:45 - Self-Reflection After Every Call
Vicki reveals her practice of asking "Was it me?" after every interaction and how she evaluates her performance.

5:50 - Seven Times to Be Remembered
The importance of first impressions, doing homework, and bringing value (or joy) instead of aggravation.

6:49 - Looking the Part: Details Matter
Harry shares a story about polished shoes and why small details signal that you care.

7:48 - Becoming the Most Favored Person
Vicki's philosophy on selling "wall to wall"—building relationships with everyone from the receptionist to the doctor.

8:44 - The 150 Things Before One Call
Vicki describes the mental Rolodex of tasks she completes before walking into an office and why it's exhausting.

9:48 - It's Not Menopause Brain
Harry and Vicki discuss information overload and why forgetting names isn't a crime.

10:43 - Morning Gratitude and Intention
Vicki shares her powerful morning ritual: thanking God, setting intentions, and choosing perspective over circumstances.

12:32 - Empathy for People in Pain
Why Vicki gives grace and mercy to everyone—from slow shoppers to people stuck in bathrooms.

13:58 - Authenticity: I'm 90% Joyful
Vicki admits she's not 100% joyful and shares how her husband keeps her accountable.

14:55 - Life is a Debit Card
Powerful reflections on mortality: "There's no U-Haul behind a hearse."

16:01 - Writing Your Eulogy
Vicki describes the transformative exercise of writing her own eulogy and letters from her family.

17:21 - Handwritten Thank You Notes
The lost art of handwritten notes and Vicki's "I'm Grateful for You" cards.

18:36 - Closing Thoughts
Harry and Vicki exchange gratitude and reflect on the value of their conversation.

19:00 - Outro
Closing message encouraging listeners to subscribe and share the episode.

Key Takeaways:

• Sales is about serving, not selling
• Preparation and research show you care
• Self-reflection after every interaction drives improvement
• Gratitude and intention set the tone for your day

In this episode of the Sales Made Easy podcast, host Harry interviews sales legend Richard Chapman. Richard shares his insights on building successful sales careers through genuine connections rather than traditional pitching. He discusses the value of networking, making personal visits, and employing unique strategies like bringing donuts to potential clients. Richard stresses the importance of maintaining motivation during tough times by continually engaging in community work, listening to inspirational figures, and building meaningful relationships. The conversation also touches on the role of gratitude, the evolving tech landscape in sales, and the need for proper business acumen. Richard highlights his involvement with the Kiwanis International and the fulfillment it brings, encouraging listeners to find a balance between professional goals and community engagement.

00:00 Introduction to Sales Mastery

00:27 Meet Richard Chapman: Sales Veteran

01:02 Holiday Sales Strategies

01:55 The Power of Personal Connections

03:46 Creative Sales Tactics: The Donut Strategy

05:57 Staying Motivated in Sales

08:38 Networking for Success

12:06 Building Long-Term Client Relationships

15:56 Starting a Business: Key Insights

19:07 Prospecting and Sticking to a Market

20:29 The Power of Referrals

21:16 Community Involvement and Business Growth

25:06 Balancing Business and Personal Life

26:04 The Importance of Gratitude in Sales

28:37 Evolution of Sales Techniques

31:12 Consistency and Persistence in Sales

35:18 Richard's Current Business and Team

36:36 Kiwanis Club and Community Impact

37:58 Final Thoughts and Motivation

Show Summary – Sales Made Easy: "End Entrepreneurial Poverty Why Selling Feels Hard Mallory Steele"

In this value-packed episode of “Sales Made Easy,” Harry Spaight sits down with Mallory Steele, the founder of Think Underground and visionary behind Warriors of Wealth (WOW Collective). The conversation is a masterclass in navigating sales challenges, breaking out of entrepreneurial poverty, and shifting your mindset for business success—especially tailored for women leaders but relevant to all growth-minded entrepreneurs.

The episode opens with a fun and insightful exchange about finding shared language and connection, demonstrating the importance of truly understanding your audience—one of the core principles of effective SEO copywriting: speak your customer’s language ([00:00:33–00:01:27]). They highlight how jargon-heavy presentations can alienate potential clients, reminding listeners that clarity and accessibility are key both in sales and SEO-friendly content ([00:01:27–00:04:17]).

Harry Spaight asks Mallory Steele to break down the concept of "entrepreneurial poverty" ([00:05:23–00:07:36]). Steele shares the generational shifts in wealth and mindset, revealing that most first-generation entrepreneurs get stuck trading time for money and believing in the myth of overnight freedom. She urges business owners to adopt proven systems—from sales to marketing—and avoid the expensive learning curve of figuring it all out alone. She likens the sales process to relationship-building rather than high-pressure closing, a strong alignment with ethical SEO and content strategies that focus on trust and value ([00:10:31–00:11:54]).

The episode also delves deep into "sales head trash"—those limiting beliefs that cause entrepreneurs to undervalue themselves and sabotage sales opportunities ([00:15:27–00:19:39]). Steele’s practical advice for overcoming negative self-talk and building true confidence is backed by her own experience and years of coaching others. She emphasizes that authentic relationships and putting the spotlight on others—not yourself—are the real secrets to sales success in today’s marketplace. This approach also mirrors AIO (AI optimization), as those using next-gen tools for marketing and podcasting are urged to keep their messaging human-focused and avoid getting lost in 'shiny object' tech distractions ([00:25:15–00:32:55]).

Pro-tips sprinkled throughout the show:

• Leverage AI not to replace authentic communication, but to enhance clarity and edit out distractions ([00:25:15–00:25:23]).
• Use proven frameworks (sales systems, SEO strategies, friend-raising instead of hard selling) for consistent, scalable results.
• Build a network (like WOW Collective) for soundboarding and support—the best teacher is someone else’s experience ([00:27:03–00:28:36]).

By episode’s end, listeners are equipped to ditch poverty mindset, implement effective systems, and use both AIO and SEO principles to “friend-raise” their way to business growth.

Three Questions Answered in the Episode:

1. What is entrepreneurial poverty, and why do so many first-time business owners fall into it?
   • Answered by
   • Mallory Steele
   • at [00:05:32–00:07:26]: Entrepreneurial poverty is when people leave employment for entrepreneurship chasing freedom, only to find they’re working more for less pay and lack the business systems needed for real growth.
2. Why does selling feel so hard for entrepreneurs, especially when it comes to “selling themselves”?
   • Covered at [00:15:27–00:19:39]: Many struggle due to head trash and negative self-perceptions. Steele explains that shifting focus from self-promotion to serving others and building genuine relationships eliminates much of the anxiety around sales.
3. How can entrepreneurs use systems (and even AI tools) to make sales