New Auto Transport Business or Business As Usual

Facing our fear head on

Over the past six years or so of building our auto transport business, I have spoken with thousands of prospects on the phone. Each day brings new types of people into my life in one way or another.

Having always worked in customer service talking with people over the phone is nothing new. Except today was different, we hosted a conference call and I was the guest speaker. That was different; I was scared out of my wits.

My stomach tied in knots. I was weepy all day long for no apparent reason. Answering many phone calls, my normal tone and service came through just fine. What was the matter with me?

Paralyzed with fear it hit me. This fear was about how this conference call would turn out. Would I give them what they wanted? I wondered if they would like me as a person? Where did these doubts come from? Do you suppose it is resistance?

Finally, my coach’s voice rose up from the recesses of my brain. Sandi emphasizes that we need to FOCUS! It is NOT about YOU.

She was right; this conference call is about helping those that have reached out in desperation. They want to get their most pressing questions answered about auto transport brokering. They want what I did not get; they want to be sure, they are making the right choice in business before jumping off that bridge.

All right, it was time. It was time to call the number and begin. (Deep breath)

Time flies by when you are prepared

As my fingers dialed the phone, well actually punched the keys (can you tell I am still shaking and old school) I fumbled to find the right number. Instant Tele-seminar emailed me the link, why can I not find it now.

Setting my Outlook Calendar to remind me of the time, I checked it regularly. Regardless if a client calls came in, I did not want to answer and get tied up only to be late to my own call. That part of my day went very well.

It was 3:30 PM, thirty minutes before the call began and there is a knock at the door. Who could it be the UPS deliveryman? Maybe it is someone unfamiliar with our area and they need directions.

No, it is neither. It is my mom who lives next door. She has pictures of my great-nephew to give to me. Adorable as they are and appreciative as I am it interrupted my schedule. The meditation I had done earlier flew out the window. These types of interruptions happen all the time while working from a home office.

It was a nice break to get my mind off the butterflies multiplying in my stomach. The nervous reaction of tears falling concerned her. The oldest of her children, I am the strong one and tears are rare to be seen falling down my cheeks. I explained what I was doing and why.

She smiled and said, “It is no different than standing in the front of the room giving a demonstration like you did in 4-H. isn’t it the same as giving a business presentation for your vitamin company? You will do just fine. Take a deep breath and start”. With a hug and a kiss on the cheek out the door, she went leaving me to face my fear.

There will always be firsts

The crackle of the phone line indicated I was in. As I said hello others responded in kind. Fumbling to find the right control in the seminar control panel, we chatted to break the ice. Callers introduced themselves and mentioned what state they were calling from.

After introductions, I told them we would be recording this call. Go to a quiet place and grab a piece of paper and pen because there was a ton of information to cover all within an hour. With the recording started, lecture mode chosen I started with my personal story.

Ten minutes into the call something made me question if the recording was right. Clicking back into group call, I asked if they had heard anything, I had said. Across the board the answer was NO. Great, now what would I do?

My instant reaction was laughter. Actually, it was more of a very nervous giggle, but I hoped that they could understand. Within minutes, we continued the call in a group setting asking them to hold all questions to the end.

Finally, on a roll, my throat started to get dry. Thanks to my coach, sharing that she always had peppermint water sitting by her phone when she talked to keep her voice crisp and clear. Yes, it worked.

As anything we do for the first time, it went so-so. Doing my best to control the perfectionist in me I patted myself on the back and said well done. I know that the next call will be better. Each time we overcome our fear and conquer it, we become stronger and more confident.

The same will happen for our coaching students who were on that call. Once they make the decision to go for it, the rest will get easier. There will always be a first for everything, one first client, one first booking, and one first phone call. I still remember the first dispatch call that secured the first dollar our auto transport business made.

By facing my fear of speaking to those interested in becoming an auto transport broker on the call another level of confidence rose within me. The next call will be easier, more relaxed and hopefully my technical skills will improve, too.

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Here to Serve,
Carla J Gardiner
Head shot 3scarf cropped 150x150 Weekend Trip Ends At Beach AccessCarla J Gardiner is an ex-banker turned entrepreneur who built an auto transport brokerage and dispatch center from the ground up. With half a days training and little else Carla learned the business inside and out the hard way…by doing it. Her passion and purpose lies with the people she works with daily; the client, dispatcher, broker and truck driver. Her frustration within the industry has birthed a new division of her company; one to properly train, encourage and mentor other professionals in auto transport.
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