Illuminations Consulting

06/02/2026

How Do I Overcome Objections in Sales?

It is a game-changer to utilize the Illuminations Consulting 5-step Buying/Selling Process to provide the opportunity for customers to buy and clients to engage. How are you Making an Introduction, Gaining Favorable Attention, Discovering Wants and Needs, Making Recommendations, and Getting Commitment without having to Overcome Objections or Stalls?

When you make the connection between your client’s story and priorities and why and how you bring value, solve problems, and empower them to achieve results and outcomes, choosing to invest and engage with you makes sense. It’s a WIN WIN!

Hop on my calendar today to take your business to the next level throughout 2026!

05/26/2026

Thank you, Stephanie O'Brien of Coach Client Connection, for the opportunity to chat with you about best practices to plan, develop, and grow a coaching business.

Remember . . .
Being Consultative is COOL!
Being Transactional is TROUBLE!
Earn $$$ with your EXPERTISE!

Don't leave opportunity and dollars on the table!

How are you investing time and energy in activities to achieve the results YOU desire?

Let's connect and continue the conversation!

Interview with Lisa Heintzelman – Being Consultative is COOL, Being Transactional is TROUBLE, Earn $$$ with your EXPERTISE! Stephanie O'Brien ~ Coach Client ...

05/18/2026

Why Should I Set Goals?

While you might think that setting goals is not necessary or a waste of time, Goal Setting AND Achieving, as I like to say it, is essential to develop personal, professional, business, and organizational habits. Goal planning provides the opportunity for you to identify and overcome barriers and obstacles, so you can proactively create routines, accomplish tasks, and achieve results.

Consider these four reasons to set goals:
· Pursue your passion and purpose based upon your WHY
· Make effective decisions, take action, and bring out “the best” in you
· Maximize individual, team, and organizational potential
· Invest your time and energy in activities to achieve the results YOU desire!

Remember . . . All things must be mentally accomplished, before they can be physically achieved

And Most Importantly . . . If you don’t set your own goals, someone else will set goals for you!

Are you where you want to be? . . . If not? Why Not? . . . If not now? WHEN?

Message me to receive a Goal Planning Sheet, so you can focus on Making It HAPPEN!

05/11/2026

Stop Following Up and Start Developing Relationships

Who has said, “I’m no good at follow-up.”? Consider eliminating the word “follow-up” from your vocabulary and start thinking about this stage of your sales process as “next steps”. Be specific with your Call to Action based upon the needs of your potential clients.

Example: What’s happening with you and “Business Name” as we Maximize Movement throughout May? (Include a detail about your previous conversation, and more specifically, suggest a day and time for your next one-on-one in person, phone call, or Zoom conversation.)

How are you using your opportunities for follow-up to develop relationships and enhance client engagement and customer loyalty?

Create a sense of urgency for next steps!

Hop on my calendar today to follow-up with intention and authenticity!

05/04/2026

Schedule Your Tasks and Income Producing Activities in Your Calendar

As we Maximize Movement throughout the month of May, it is a great time to leverage the power of your calendar. To avoid “winging it” and missing opportunities to plan, market, and share your value, consider scheduling your tasks or projects in your calendar.

Block out time to work on projects that are not regular in your schedule. For instance, I am brainstorming some updates to my website and have scheduled 1.5 hours in my calendar to Make It HAPPEN! Otherwise, if I just wrote it on my to-do list, it would keep getting pushed back. I have determined this to be Important & Urgent so it is scheduled, and I will accomplish it!

Schedule your Income Producing Activities (IPA’s). If making 5 phone calls per day is important to your prospecting, then block the time for those 5 calls in your calendar. If you don’t make your scheduled calls on Monday, because you got a better offer for a meeting or decided to take advantage of your flexible schedule, you can either reschedule your calls or lose them forever.

Because you determined that making 5 calls per day is essential to your business, reschedule them for another time within your week so you definitely make 25 calls per week. Consider scheduling the variety of your IPA’s such as social media, email marketing, meetings, note cards, follow-up, etc.

Scheduling tasks and income producing activities should not disrupt your overall concept of time flexibility and freedom. Know that engaging in IPA’s provide the opportunity for flexibility and is WORTH the proactive investment of your time, energy, and dollars.

Message me to receive “Priorities: Important & Urgent” to prioritize your tasks and activities with a focus on maximizing your time.

How are you investing your time and energy in activities to achieve the results YOU desire?

04/27/2026

How do I Introduce a Referral by Email?

Making a warm introduction to refer a networking or Strategic Referral Power Partner by email is an essential process in your business development. Here is a template that you can personalize based upon your relationship with each individual. Be as specific as possible to streamline the strategic referral process.

Subject Line: Business Name, Business Name, & Illuminations Consulting ~ Optimizing Your SUCCESS!

Hi First Name and First Name,

First and Last Name of Business Name please meet First and Last Name of Business Name. I wanted to introduce the two of you as First Name offers value, product, service, etc. and First Name is interested in ______ and offers value, product, service, etc.

Example for Warm Referral: I wanted to connect the two of you as First Name has been sending handwritten cards to prospects and clients. I mentioned that he might be interested in learning about Send Out Cards to maximize his time. First Name offers awesome ideas and support to develop and maintain relationships with connections, prospects, and clients. I think it would be great for the two of you to plan a time for a phone call to chat.

Example for Strategic Partners: I wanted to introduce the two of you so you could schedule a call to explore opportunities to refer one another and work with, for, and on behalf of mutual clients with your Property & Casualty, Group Insurance, and Financial Services offerings.

I hope this connection is valuable.

Looking forward to hearing about your potential collaboration!

Lisa

04/20/2026

Grow Your Business NOW!

It’s a great time to plan, market, and share your value.
Here are 3 Strategies to Grow Your Business NOW!

1. Develop Your Competitive Edge
Brainstorm your power words and phrases related to the problems you solve, value you bring, results and outcomes to engage with you.
People don’t buy products and services, they buy results.
They don’t really want the shovel, they need the hole!

2. Be Consistent with Your Marketing So You Are Top of Mind
Share your value through social media.
It’s called Social Media, not Post Media.
Write a detail about your content and ask a question with a Call to Action to drive engagement.

3. Schedule One-on-Ones to Discover Wants & Needs
Be conversational while asking questions that focus on sharing your value.
Set the tone so at the end of the conversation, they ask, “When can we start?”

How are you investing your time and energy in activities to achieve the results YOU desire?
Be Authentic, Take Action, and Thrive!

Share your Business Growth Tip in the comments.
Let’s plan a time to chat about leveraging opportunities, connect with me today!

04/13/2026

Have You Checked the Links on Your Website Lately?

When I meet individuals at networking events or through social media, I add their information to my contacts, explore their website, and send them an email to set up a meeting.

Sometimes I must include this in my message . . .

“As I was exploring your website, and clicked on your page, it took me away from your website and straight to Facebook. Maybe you want to have your webmaster change the setting to “open in a new tab” so potential clients aren’t taken away from your page.”

Take the time to check out all the hyperlinks on your website TODAY!

Share your website tip in the comments!

04/06/2026

Social Media Strategies for SUCCESS!

NOW is the time to leverage the POWER of Social Media! It’s essential to maximize your Social Media content to successfully connect and engage with like-minded professionals, potential clients, strategic referral power partners, etc.

Social Media provides the opportunity to engage in the first 2 steps of the Buying/Selling Process. Make an Introduction by sharing value and developing relationships to drive marketing and sales success. After you Gain Favorable Attention, schedule a one-on-one to Discover Wants and Needs which provides the opportunity for your prospect to ask you to Make Recommendations for next steps and then Get Commitment to begin working together. (The simple 5-step Buying/Selling Process.)

When you engage in your Buying/Selling Process with Massive Value and Action through Social Media, your focus is on the WIN WIN for exponential results!

How are you using and finding value with Social Media? Let’s plan a time to chat about your Social Media Strategy. Making It HAPPEN in 2026!

03/30/2026

How Can I Grow My Business through Public Speaking?

All business owners should be ready to share a Business Spotlight or facilitate an Educational Marketing conversation during networking events or speaking engagements. These are opportunities for you to highlight a topic or share a best practice to showcase your expertise and business.

Being clear and concise in your presentation is essential. With a focus on your introduction, key points, and closing with a Call to Action for next steps, you can develop engaging and purposeful messages to achieve the results YOU desire.

Leverage the power of public speaking today!
Let’s connect and chat about your ideas for educational topics!