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Are you an introverted entrepreneur trying to get clear on how to package your expertise to connect with your clients? Then this is the episode for you!

Join David and his guest Susanna Reay on a journey to discover how you can use your unique traits to “Show Up and Shine” in the business world. We’ll explore Susanna’s “Sparkle Frameworks” along with strategies and tips that help introverts build confidence and success as an entrepreneur. You’ll learn to embrace your inner strengths while still staying true to yourself. 

Learn how to make the most of your strengths, network effectively, find great mentors and more. Listen now for inspiration on how to succeed as an introverted entrepreneur!

– – –

Susanna Reay is an award-winning Business Coach, Offer Architect, Speaker & Author who over the last 20 years has mentored entrepreneurs globally to sell their services online. Susanna’s unique Sparkle Frameworks® bring visual focus and clarity out of complex service offers, enabling clients to scale their business with ease.

As an introvert herself and the founder of The Introvert Way® – all her training programs are introvert-friendly, allowing you time and space to think but also be held accountable to take action!

Contact Susanna:


Website: Susannareay.com

Get Susanna’s Book: 
The Introvert Way™ Roadmap: Use your introvert superpowers to design and scale a profitable knowledge-based business

Socials: LinkedIn | Instagram | Facebook

Join Susanna’s Facebook Community:  Introvert Entrepreneur Powerhouse Community

– – –

Contact the host of the Quiet and Strong Podcast: 

David Hall

Author, Speaker, Educator, Podcaster

quietandstrong.com

Gobio.link/quietandstrong

david [at] quietandstrong.com

 Take the FREE Personality Assessment:

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Follow David on your favorite social platform:

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 Get David’s book:
Minding Your Time: Time Management, Productivity, and Success, Especially for Introverts

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Podcast Transcript

00;00;00;00 – 00;00;32;15
Susanna Reay
I’ll tell people, go for a walk, get outside and let your brain do its thing because it is magical. Whereas I see more extroverted coaches would be like, right, instantly put it out there, just do it. You know, you’ve got you’ve got everything in action. And I’m very much for moving from thought into action. But I feel we have to honor that introvert side and allow the time we naturally want, because most appeals are quite perfectionist in nature.

00;00;33;05 – 00;01;02;07
Susanna Reay
So I see my job as an introvert focus coach is to absolutely allow you the time to think, but not too much time. I don’t want you to overthink. I don’t want you to procrastinate. So it’s being able to know and pull the right strings in the right sequence.

00;01;05;02 – 00;01;26;08
David Hall
Hello and welcome to Episode 105 of the quite strong podcast, especially for introverts. I’m your host, David Hall, and the creator of Quite and Strong .com. This is a weekly podcast dedicated to understanding the strengths and needs of introverts. Introversion is not something to fix, but to be embraced. Normally, while each episode on a Monday. Be sure to subscribe on your favorite platform.

00;01;26;21 – 00;01;56;01
David Hall
Leave a review. That would mean a lot to me. Tell a friend about the podcast. Help get the word out there that introversion is a beautiful thing. Susanna Reid is an award winning business coach specializing in frameworks. She is a speaker and author who over the last 20 years has mentored entrepreneurs globally to sell their services online. Susanna’s unique sparkle frameworks bring visual focus and clarity out of complex service offers enabling clients to scale their business would be as an introvert herself and the founder of the Introvert Way.

00;01;56;09 – 00;02;09;10
David Hall
All her training programs are introvert, friendly, allowing you time and space to think. But also be held accountable to take action. All right. Welcome to the Quiet and Strong podcast. Susanna, I’m excited to have you on the show today.

00;02;10;21 – 00;02;18;27
Susanna Reay
Thank you, David. I’m really happy to be here. And congratulations on being in the second set of four hundreds now with the podcast.

00;02;19;24 – 00;02;33;20
David Hall
Thank you. Thank you. It’s been a lot of fun. So we’ll do the next 100. Now we’re going to get into the great work you do supporting introverts in business. But before we do that, tell us about yourself. What point did you determine you were introvert and how did you embrace that?

00;02;35;09 – 00;03;00;20
Susanna Reay
Well, for me, my story starts way younger than a lot of people who I talk to, because I was I think it was around 14 years old. And I’ve always I’ve always had a huge curious facility for learning and reading. And like every good introvert, I found myself in a bookstore, or I think it might have been the library, actually.

00;03;01;01 – 00;03;30;29
Susanna Reay
And I came across the psychology part of the library, and that’s when my love for psychology actually triggered at the same time. And I was reading about Carl Jung and the personalities and all the work that he had done, and then suddenly I clicked that that is why I’m coming home from school. And literally I’d get home from school in the UK when normally done by 330, home by four.

00;03;30;29 – 00;03;56;04
Susanna Reay
And I was sleeping for 2 hours before dinner because I was exhausted and it wasn’t because I wasn’t then sleeping at night. I was. And it all really clicked for me at that sort of age of going, Oh yeah, this is me. Because I’ve never been shy, I’ve never been socially awkward. I was like, none of those things I’d be full on and doing all the arts and the drama and everything at school.

00;03;56;12 – 00;04;24;08
Susanna Reay
But I’d come home exhausted and so it was very much that sort of early age. So it allowed me to embrace that quite early on as well, in terms of when I then left home and went to university or worked of being able to go, Now you know what, I don’t want to do that social thing, or if I’m going to do it, I would block out like the next day.

00;04;24;08 – 00;04;39;24
Susanna Reay
If I went out on a Saturday night, I was not committing to anything on a Sunday because I knew I then needed that time inwardly to recharge. So I found myself quite lucky, understanding that quite early on.

00;04;39;24 – 00;04;56;12
David Hall
Yeah, that is lucky because that is the story I hear often. It’s more people are figuring things out in their thirties and forties and beyond. So that is great. And it sounds like you’re always confident, which is awesome because that’s a misconception. You know, definitely there are introverts that need to learn about their introversion to gain that confidence.

00;04;56;15 – 00;05;17;04
David Hall
Some are always confident, which like yourself, but it sounds like early on you figured out your needs, which is another really important part of all this. If you need a break, it’s normal. And too often we think there’s something wrong with us. But that’s so amazing that you figured that out really early on and too many people are not figuring it out at 14, so that’s great.

00;05;17;28 – 00;05;50;03
Susanna Reay
Yeah, yeah. I know. Having spoken to lots of introverts, my clients are 80% introverts as well, but everyone’s like, Wow, that’s quite early. And I also still like to this day, I do get people going, No, no way. You’re not an introvert because it’s so strongly related with miss. Like, as you say, the myth that you referred to about being shy socially awkward, you can’t talk.

00;05;50;15 – 00;06;18;17
Susanna Reay
But in my experience, introverts, particularly in a one on one conversation, you can’t stop us talking if it’s about a subject we’re passionate about and we’re really interested in, if it’s whether a party you just flitting around like a butterfly not so interested. I will go quiet in those situations. I’ll just sit in a corner. I’ll happily talk to anyone who comes to me, but I’m not going to be buzzing around that room.

00;06;19;03 – 00;06;39;28
David Hall
Yeah, it’s funny when people say things like that, like you can’t be an introvert, you know? And it’s continuing that myth that we don’t like people because that’s ridiculous, you know, we do. We just need some time to think and some things, like you said, talking about the weather may not be that interesting. Like in our case today, we’re having a great time talking about introversion and something that we’re very passionate about.

00;06;40;16 – 00;06;44;12
David Hall
Is there any other myths about introversion you want to bust today? That’s definitely a good one.

00;06;46;04 – 00;07;08;22
Susanna Reay
I think that is for me the biggest one. It’s about yes. And of not being able to talk as well. I think that’s the one that gets my goat the most in business as well. When they get, oh, you’re quiet, it’s like you’re always quiet. And I’m like, Well, I’m not, but I’m not prone to interrupt other people.

00;07;09;02 – 00;07;34;09
Susanna Reay
And I think this is something that I see very much when you’ve got a full room or even a small group that you might be in, and just a group of three or four and someone who’s more extroverted is busy filling all the silences, whereas the introverts are more the listening, observing, and then when they feel there’s space in the conversation, then you’ll step up and talk.

00;07;34;09 – 00;08;03;15
Susanna Reay
But it’s not that you don’t want to talk and I’m like, I want to talk. But countless times I felt interrupted by people more extroverted. Basically, it felt like they were butting in and therefore not respecting what I had to say. And I’ve since sort of learned in the study that actually that’s the extroverts enthusiasm for what you’re saying, that they’re not disregarding it.

00;08;03;15 – 00;08;24;24
Susanna Reay
They’re just so excited. But they want to join in as well. So we there are these two sides and yeah, so dispelling the myth of shy, socially awkward, uncomfortable and quiet because yes, I can be quiet for hours at a time, but that’s not my default demeanor. And yeah.

00;08;25;03 – 00;08;46;18
David Hall
It doesn’t mean shy. Quiet doesn’t mean shy. So and that’s the other thing, too, it’s extroverts are thinking out loud, you know, that’s their way. And we’re taking everything in. We’re thinking about things and coming up with a succinct, articulate answer. And we’re not sharing everything, but we’re saying what we think is most important. And a lot of times that could be misunderstood.

00;08;47;06 – 00;08;58;04
David Hall
And the great thing is, if someone is shy that can be overcome, they can learn confidence. If they haven’t learned confidence already, they can learn confidence. And that’s a lot about what this podcast is about.

00;08;59;01 – 00;09;23;11
Susanna Reay
Yeah, that is so true. Is the difference between your personality. They’re your natural tendencies. That’s how you’re born. And it’s when people say, Oh, I can pretend to be extroverted. I’m like, No, you can’t, you can’t. You could pretend to be confident, you could pretend to be outgoing, but that doesn’t mean you’re extroverted. And so, yeah, there’s little things like that.

00;09;23;11 – 00;09;47;08
Susanna Reay
I’m always going know you can be. And there’s so many wonderful tools and ways of helping an introvert become confident to speak up about what’s going on inside of them. Now that there really is it is a journey. And but you can be shy and an extrovert. You can be shy, but they’re not mutually exclusive.

00;09;47;17 – 00;10;11;07
David Hall
Right. It’s just a lot of what I’m working on, too. We got to stop calling, being social extroverted because it’s not. So I think you’re describing it very well. And, you know, if we’re outgoing, it doesn’t mean extrovert. You know, these other things where you’re spending a lot of time in thought or thinking out loud, you know, does those things are kind of what makes the difference.

00;10;11;07 – 00;10;14;28
David Hall
It’s not if we’re social. And again, you’re describing that very well.

00;10;16;04 – 00;10;29;27
Susanna Reay
It is actually one of the nickname is for a while when I was introducing myself, probably it was about five years ago when I felt I was hitting these doors a lot more. I’d start by saying, Hi, I’m Susanna. I’m a sociable introvert.

00;10;30;24 – 00;10;30;28
David Hall
And.

00;10;30;29 – 00;10;58;25
Susanna Reay
People are. How is that work? I was like, Yeah, quite happily. I just go to sleep and I’ll leave the party earlier than the rest probably. You know, I’m not one who’s going to be dancing till three in the morning because my sort of social battery will diminish fast, but doesn’t mean I don’t love meeting people, collaborating with people, connecting and I feel in business you need those attributes is very hard.

00;10;58;25 – 00;11;12;26
Susanna Reay
I think creating any form of successful business, if you don’t have any inclination to connect with other people because what’s business people to people, right?

00;11;12;26 – 00;11;26;29
David Hall
That’s what it is. We want relationships. It’s just the amount and the doses of relationships might look a little different. But we need relationships. We want relationships for introverts that struggle with building relationships, what’s some keys that you’ve learned?

00;11;28;17 – 00;11;57;10
Susanna Reay
So for me, one of the things I’ve loved with the advent of the Internet and I’ve been working online for 20 years now, I started so 2022 is the joy of emails and text messages and now with direct messaging is for me that is a barrier that’s way, way easier to reach out and connect with someone than the old way of picking up a phone.

00;11;57;17 – 00;12;23;21
Susanna Reay
I still hate lifting up a phone and doing those horrible, horrible things. Cold, cold. Because I would never, ever recommend that. And I think it’s because it’s important. I think when you introverted, because you really honor and respect and need your quiet time, you don’t want to interrupt other people’s quiet time and that is basically what a phone call does if it’s not scheduled.

00;12;24;04 – 00;12;54;23
Susanna Reay
However, you can reach out with direct messaging, say, Hey, it’d be lovely to connect, you know, let’s hop on a call and you can schedule it. And then it makes things a lot easier because you also know what the calls about. You’ve got some expectations. You know what’s going to be expected from you. So just little things like just paving the way of saying with this online world where a lot of relationships start.

00;12;54;23 – 00;13;19;06
Susanna Reay
I mean, that’s how we met David is like it’s through an online system. It’s like, send a message, say, hey, I’m interested, you know, do you fancy doing something? I think we could have a strategic alliance going on here, but let’s hop on a call and explore it, because the one thing I’ve learned in all the relationship building I’ve done is every human has.

00;13;19;06 – 00;13;43;13
Susanna Reay
So much depth to them. They are more than one thing and they might be showing themselves online as one thing. And women actually in business are particularly more this way that you’ll get on a call and they’ll go, Oh yes, I’ve got like three businesses and I’m only talking about this one on LinkedIn, but across on Instagram I’m running a different business and I’m doing something else over here.

00;13;44;02 – 00;14;10;02
Susanna Reay
So it’s reaching out and building the relationships and not being afraid of doing them one at a time. So for me, as an introvert is having 1 to 1 conversations rather than going into big networking rooms where, you know, you’ve all got a minute to spout something. But by the time the fifth person said something, you’ve forgotten what number one said.

00;14;10;02 – 00;14;22;23
Susanna Reay
And it doesn’t benefit our brains. We like deeper, longer conversations. And to be honest, they’re the relationships that will help and support you and your business as well.

00;14;23;23 – 00;14;45;04
David Hall
Yeah, absolutely. And that’s the thing. Some things aren’t really made for us, the bouncing around from person to person, and that’s not our strength and not that effective. You know, if I walk into a room of 50 strangers, I want to have a couple of really good conversations. And it could be with someone I know, it could be with somebody new, but I want to build a deeper relationship.

00;14;45;04 – 00;14;47;01
David Hall
So well-said.

00;14;47;01 – 00;15;12;01
Susanna Reay
An extra tip actually there that’s just come to my mind. Yeah, but if you do have an opportunity and you’re listening to this and you’re going, oh, I’m going to this networking space is build the relationship with the host of that network first. So ask them before the event, Hey, can I just have a 1 to 1 call with you just to understand a bit more and have the expectations?

00;15;12;15 – 00;15;36;10
Susanna Reay
And then in that 1 to 1 call with the host, you can share what you might be looking for, who you might like to connect with. And then it’s the host’s biggest pleasure because they’re hosting a networking event because they’re natural connectors and they want to connect to you. And that means when you come into that room or space, they will see you and they’ll make that connection for you.

00;15;36;10 – 00;15;48;13
Susanna Reay
So you’re not walking up to a complete stranger. Instead you’re saying, Hi, you know, this is Susanna, meet David. You’ve both got introversion and in common. I’ll leave you to it. And they’ve broken the ice for you.

00;15;48;26 – 00;16;09;15
David Hall
Yeah, that’s great advice. Great advice. So definitely on this show we talk about the strengths and needs of introverts. We bus summits, we talk about strategies for success, which are definitely going to get into. But before we do that, what is the strength or two of yours as an introvert, or what have you seen in other introverts that you’ve worked with that it’s a strength.

00;16;11;00 – 00;16;42;17
Susanna Reay
Reflection and deep thought? I see as a huge strength because we naturally look inwards first. We tend to be very good at creating great processes and systems because we’ve looked at things from all sides and it’s been thought about carefully. There is a flip side to this. Sometimes it goes too much the other way and it’s into overthinking and procrastination, which then stops you.

00;16;42;17 – 00;17;14;08
Susanna Reay
So testing things and bringing it out there. But I do think that reflection and deep thought is a core introvert superpower, along with listening and listening, I think can be really undervalued, but long as it’s active listening. So it’s not just listening and thinking about a million things in your head at the same time, but really leaning in and understanding what your clients and your customers need.

00;17;14;08 – 00;17;35;04
Susanna Reay
And then you reflect on it. And long as you do step number three, which is move into action, it gives a really nice framework for introverts to be very successful in business. And there’s a wonderful statistic that I think 90% of billionaires are introverts.

00;17;35;04 – 00;17;38;01
David Hall
I hadn’t heard that that I believe it.

00;17;39;11 – 00;18;10;03
Susanna Reay
But people like Warren Buffett and there’s this huge billionaires out there and I think it’s because they reflect. They’ve got the deep thinking they lean and they listen because with a successful business, that’s what you have to do. You have to respond to the client’s needs, to the marketplace, to what’s happening in the world. So you’ve got to be very much a mirror to everything that’s going on around you.

00;18;10;10 – 00;18;23;10
Susanna Reay
And introverts are great at that because they do sit back, listen, reflect, observe, and long as in the business sense, you then take that into action, you’re going to be successful.

00;18;23;26 – 00;18;46;04
David Hall
Yeah, and those are definitely some great gifts that we have. I’m really glad that you clarified the listening that you said it was active listening because so often people say, well, introverts are great listeners, but like you said, not if there’s a million other things going on in their head and there’s just because somebody else is talking. So I’m really glad that you made that distinction because I don’t think it is automatic.

00;18;46;04 – 00;19;06;07
David Hall
I think that, you know, I want to be a good listener because I’m actively listening, like you’re saying. And we can be great observers, but just because someone else is talking a lot, we could not be there present with them. And so it’s really important. Yes, it could be a great skill, but it has to be active. You know, you have to be paying attention and observing.

00;19;06;07 – 00;19;13;04
David Hall
And we can be great observers and find some things that other people haven’t.

00;19;13;04 – 00;19;50;09
Susanna Reay
Yeah, very much so. And yeah, this it’s about this, the energy piece as well when we talk about introversion because for me the true definition of introversion is related around how we harness energies. And I also feel that working online is a huge leveler for introverts, because when we work online, you have a choice. You have a choice when you’re going to show up, how you show up, how long you’re going to be there, what you’re going to say.

00;19;50;22 – 00;20;18;06
Susanna Reay
It’s a very different because you can balance your working week as well as I do this in my own diary of having in which time and output time to make sure that when I’m there for my clients I’m at my best. And so it’s understanding I think actually understanding your energy again can become a superpower once you’ve learned how to harness it.

00;20;18;06 – 00;20;53;25
Susanna Reay
I don’t see it as a negative. I see it very much as a positive that you’re then sort of pulling your energies to the right place so you can then show up and present as your best self, but then you can step away. And gosh, in the early days of my business when I was maybe not being quite so good at keeping my own boundaries intact in terms of trying to do too much, too soon, there were times I’ve crushed out and gone to sleep in the middle of the day because I’ve just gone.

00;20;53;25 – 00;21;21;14
Susanna Reay
My body literally shuts down. I get to a point and it’s moments like that when I get, Oh, okay, like I might have the enthusiasm, but my introversion kicks in and goes, You’ve got to stop. And that’s when I start working far more online rather than working in offices and with people. Because I realized just having lots of people around me and distracting me was draining my energy as well.

00;21;22;17 – 00;21;46;00
David Hall
Yeah. And get it on your calendar, make some time to recharge. And I’ll also say it’s definitely about recharging, but it’s also figuring out those things that, you know, you do your best work alone, you know, you do your best work planning. There may be certain types of projects that you really need to focus on. So get all that in your calendar.

00;21;46;00 – 00;22;05;24
David Hall
That’s really good advice, you know, and pay attention to your energy and there’s nothing wrong with you. It’s just what you need. And it is nice if you can take a nap. You know, not everybody’s set up to be able to do that. But it’s nice if you can work out your work and life that you can do those kinds of things that are most effective for you.

00;22;07;01 – 00;22;35;04
Susanna Reay
Yeah, very much so. And I’ve got a little motto that I always say in my head as well that might help my listeners and that is create before you consume because we want to use and harness our creative energies first. And when we’re consuming, whether it’s scrolling online, reading the news, that’s all going to start draining us. So really have your focus time.

00;22;35;04 – 00;23;06;14
Susanna Reay
And I call it Golden Energy Time where you know you’re at your highest points and I very much schedule my work. So on Mondays and Fridays are generally very inward days for me and I serve my clients and I might do pieces on networking or connections generally in the middle of the week the Tuesday, Wednesday, Thursday. And the joy of it is with online schedules, you can set up all of this to make it very easy.

00;23;06;14 – 00;23;30;19
Susanna Reay
So even your different types of work calls you can have as different events that you send different links to so you know exactly what’s happening and when. And I think that’s for me part of the boundary setting because I can set up in my scheduler that I’m not going to have more than three client calls in a day or I’m not going to have more than two networking calls.

00;23;31;02 – 00;23;38;16
Susanna Reay
So it can balance and it will do it automatically for me. So I really love how the tech is there to support us.

00;23;39;18 – 00;23;45;16
David Hall
Yeah, it sounds like you’ve managed to get yourself in a very good place. There’s an introvert in business.

00;23;45;26 – 00;23;48;09
Susanna Reay
That you can talk about. It is, but yeah, yeah, yeah.

00;23;48;18 – 00;24;13;19
David Hall
Yeah. And you know, I want to say that too, that there’s people that aren’t there yet. But guess what? Keep working at it. Keep chipping away at your life, in your your work, look at your boundaries. Be able to explain to people why you need different things and you’ll you’ll get there. I’ve definitely done a lot of tweaks over my life and I know it’s not perfect, but I’ve managed to figure out how to be most effective.

00;24;13;19 – 00;24;27;28
David Hall
So let’s let’s talk about that. So you work with a lot of introverts in business. Tell us about, you know, you’ve written a book, The Introvert Way Roadmap. You have the Sparkle Frameworks. Tell us all about that.

00;24;27;28 – 00;25;15;02
Susanna Reay
Yeah, well, there’s a bit of a story along the way with this because for a long time with my business, I was very much serving 1 to 1. I was doing design and marketing and business strategy, but very much as a 1 to 1 consultant, what I would say the old fashioned, traditional way of serving clients and what happened is it was back in take me back to about October 2015 and I had recently repatriated to the UK because I’ve actually lived in my lifetime 15 cities across three continents along the way, and I’ve moved around a lot, which is why I was working online so much as well, because for me that was the

00;25;15;02 – 00;25;43;04
Susanna Reay
open door to my clients and helping support them. And it was back in 2015 when I thought, there’s got to be a slightly different way that I can work and operate, because I was getting to a point of burnout and it was quite exhausting and it was around then that there was a big impetus. I was saying, anyway, I could have just been in my bubble.

00;25;43;04 – 00;26;14;01
Susanna Reay
We all know how the social algorithms work, but I was seeing a lot of online group trainings and courses beginning to come out of the sort of woodwork and people really signing up for them. And I thought that would be a really great way and place to focus. So back in 2015, I transitioned and my business from serving 1 to 1 to serving in groups and supporting introverted entrepreneurs.

00;26;14;14 – 00;26;37;12
Susanna Reay
Because I really eased that when I did get myself involved in some of these big online group programs. They were run by extroverts and they were pushing tools and techniques that blatantly just don’t work for us. As an introvert, they were saying in a book ten back to back phone calls, and before you know it, your calendar’s going to be booked solid.

00;26;37;27 – 00;27;05;14
Susanna Reay
And that just felt like a huge stone led heart, you know, dropping to my floor at this point and going, Oh, I don’t want to do that. And I met people in these communities going, I felt like I’ve had a black cloud over my head until I met you and you showed me the different way. So that sort of really triggered my passion for helping fellow introverts.

00;27;05;14 – 00;27;37;09
Susanna Reay
And along the way, what happened is within all my programs, I’ve always drawn out a lot of framework. I’m I’ve got a graphical design background. I went to art school and business school. I’m a real combination of the left and right brain. So whenever I hear about people’s businesses, the processes, when they’re talking about it, I’ve got a pen in my hand and I’m drawing out what their business looks like and I’m creating a framework for them to follow.

00;27;38;00 – 00;28;02;18
Susanna Reay
And I was sharing a lot of these in my courses. And have you ever had a time when you believe that some people come into your life for you to help them, but some people come into your life to help you? What happened is this one client some she said, I love these frameworks that you do, but can I ask you a question, Susanna?

00;28;02;18 – 00;28;30;27
Susanna Reay
What’s the framework for your business? And it was a moment of Oh, oh, it was like that huge light bulb moment. And I’ve been dropping frameworks and using them for my clients and I hadn’t actually created one for my own business. And that’s when I you how a like one I was with my clients, but I also needed to draw out the framework that all my programs were based on.

00;28;31;18 – 00;28;57;08
Susanna Reay
And that was the introvert way roadmap. And as I drew out that framework, I then realized this was the ultimate framework. In fact, it was a whole book. It was the basis for I needed to talk about the descriptions and everything around it. And this happened in early 2021 that I realized, Oh, I need to bring this all together.

00;28;57;22 – 00;29;21;21
Susanna Reay
But because I had the framework, I wrote the book in six weeks, I just got up in the morning. It was before the rest of the family was about awake, woken. It’s getting to that time and I would just sit down and write for 2 hours each morning and just follow my framework and talk about the different areas and bring it together.

00;29;22;08 – 00;29;46;11
Susanna Reay
And that was how the introvert way roadmap came about, because my clients actually asked me for it. So this is sort of links in to when we spoke about Lean In, listen to your clients. Your clients are your best sort of purveyors of strategy for your business. Because I was then asked, Well, what’s your framework? And in my head it was super clear.

00;29;46;22 – 00;30;20;16
Susanna Reay
But as a very typical introvert, it had stayed in my head until I drew it out and wrote it out and created the book. And so that was how the Introvert Way Roadmap was created, where I laid out the four phases that I see all clients go through in their business, which starts with start up. And then there’s a growth phase, momentum and authority, and there’s different areas at each of these stages that can really benefit for people to focus on.

00;30;20;24 – 00;30;58;21
Susanna Reay
Because a lot of business owners I was seeing leapfrogging and trying to run before they could walk in their business and that that’s like the story behind how the book got written. The framework was created and is very much why now I focus on creating business frameworks for my clients because I’ve seen such a huge catalyst for them in their business and the frameworks I create are called Sparkle Frameworks because they bring that spark to the business is the ignition point for them to get true growth and momentum?

00;30;59;12 – 00;31;28;17
David Hall
Yeah, well, there’s so many things I want to follow up on, but you hit on something. We do have a great capacity to think and have all these great ideas, but often we’re not understood because they’re in our head and we need to really share them or get them down, like you’re saying, into a framework so that we can actually do these great things that are in our heads because we’re great thinkers, but the visual aspect of it is is so important.

00;31;28;17 – 00;31;30;05
David Hall
So how do you help people do that?

00;31;31;18 – 00;32;08;00
Susanna Reay
Well, one of the things that I do with this, because what is important with if we want to make a framework more interesting to create the sparkle framework, because I didn’t invent frameworks. We all know this. Things like smart goals, that’s a framework. There’s Maslow’s Hierarchy of needs. That’s another framework. Just so the listeners can begin to visualize these things is what I do is there’s five core elements that a spark or framework needs to be woven in just to make it more interesting for people to get involved.

00;32;08;14 – 00;32;35;16
Susanna Reay
And the first is absolutely it needs to be visual because we want to bring it out of our heads. It needs to be tangible and be able to be seen and eye catching and read. And so we want to bring in the business brand. So I help people really dissect and see where that brand is and how the connecting the next stage is values and it is five BS.

00;32;35;18 – 00;33;02;26
Susanna Reay
So helpful to remember that’s part of frameworks as well that we can use different tricks and patterns to help us remember them. So you need to also weave in your values. And what I mean here is your vision, your passion, your purpose, your core concepts, what is it about you and your lens, your view on the world that will bring people to you and your business?

00;33;02;26 – 00;33;36;12
Susanna Reay
So we deep dove into the values and philosophies of the business as well. The next stage is it needs to be vocal, which means we speak. We speak our way through them. We don’t just present them as a finished graphic. We introduce and we talk through the concepts along the way because that way it really attracts and engages and the audience can interact with it and take on the information one piece at a time, which makes it easier.

00;33;37;18 – 00;34;06;12
Susanna Reay
The fourth B is vehicle and this is the vehicle of your business. So whether it’s a coaching package, a product, a service, an online course or a membership is your framework needs to lead people towards your business offer. So we need to make sure is all woven in together and brings us towards the final fifth V, which is valid.

00;34;07;02 – 00;34;36;06
Susanna Reay
It’s got to be a trusted and proven process that shows authority. So you’re seen as an expert in the area because if you’ve taken the time and effort to bring all those thoughts out of your head and bring it into a process which you then test and take clients or customers through, it then heightens your authority and makes you seem seen as a leader in your field.

00;34;36;23 – 00;35;06;16
Susanna Reay
So I help my clients weave these five these together to create a framework that really ignites them in their confidence, because suddenly they go, Yeah, that’s completely well, I’ve been doing all this time, but I never knew how to verbalize it. I never knew how to show it because the joy of a framework is it connects both the left and the right of the brain.

00;35;06;16 – 00;35;37;07
Susanna Reay
So the less logical piece, we like systems, we like to know there’s a process. It gives us expectations, but there’s also the relate ability piece, the emotion, the colors, the branding, color psychology is another huge area I’ve investigated in the past that comes into this. And when we pull these two things together, we can connect to everyone in our audience because we’re reaching those that combination and we’re all a mixture of those two things.

00;35;38;00 – 00;35;55;22
David Hall
Yeah, that sounds great. And like I said, sometimes something might be so clear to us in our heads, but we need to make it clear to the others, the others that we want to help or influence and that kind of thing. So I like the name Sparkle Frameworks. Tell us about Sparkle. How did you come up with that?

00;35;57;05 – 00;36;21;27
Susanna Reay
Well, Sparkle again, huge. I’m a huge fan of big pieces of paper and sharpies. And I will, you know, for me, brain dumping galore. I am an artist back in the day anyway. And I was going through and thinking of all the words I was. I knew these frameworks. I had the term. It’s a catalyst. It’s helping people move and project.

00;36;22;26 – 00;36;55;21
Susanna Reay
And then it occurred to me, actually, it’s about taking a spark of an idea and making your business sparkling. And so the frameworks are sparkle frameworks because they’re the ignition points that really help people show up and shine in their business so they can be sparkling in their own business. Because my mission is to have more introverted business owners really show up and shine in their own right.

00;36;56;07 – 00;37;22;05
Susanna Reay
And the sparkle piece is very much like the stars in the sky. They attract attention. There’s many there. They are all beautiful, but they’ve all got something important to say. So I liked the sort of softness that also comes with a sparkle. It’s not a bang. So you can just be slowly generating and sharing your light like the stars in the sky.

00;37;22;05 – 00;37;31;23
David Hall
Yeah, I love that. So helping introvert Sparkle and for some people, that may be a difficult thing to do. So how do you help people stand out?

00;37;32;24 – 00;38;11;08
Susanna Reay
Oh, I think that’s quite an in-depth question. Yeah, me too. And I’m like. Oh, well, how long have we got? So how do you make people stand out? It starts very much with them. Is It will always start with a conversation of me leaning in and listening and understanding where their passion is. And once we know where that is and then connect with who their ideal people are, I take them through a process, but Absolutely.

00;38;11;08 – 00;38;42;04
Susanna Reay
Also includes research. One of the biggest banes bugbears that I see in the online business world in particular is people think they can skip the research stage market research. It’s as old as time and it’s as old as time because it’s needed. We need to understand not just what we can bring to the party, but what people would love to contribute.

00;38;42;04 – 00;39;11;13
Susanna Reay
It is a two way process, so that is how I help my clients is really by digging down and I’ve got a series of say, I’ve got 27 of these sparkle frameworks in my toolkit now, and each one is like a small micro training that triggers the thoughts and get the ideas out to give them the focus and clarity so they can begin to say this is what I need to do in my business.

00;39;11;13 – 00;39;41;01
Susanna Reay
And it starts with research and it normally ends with them publishing what I call their signature offer. And this is the offer that’s at the heart of the business, the offer that they want to be known and referred for and be recommended because as introverts are ideal outcome of any form of networking is obviously to have someone else do the sales for us so they can just say, Hey, yeah, go work with Susanna.

00;39;41;01 – 00;40;10;19
Susanna Reay
She’s amazing. I’ve been through and done this sequence and once you have the confidence in your sharing case notes and testimonials, it all. It’s it really is a catalyst. It’s the spark, the ignition that I set off in that business. So they then got that motivation to keep the ball rolling and growing. And I do that through a group training program that I call the spark space.

00;40;10;29 – 00;40;14;21
Susanna Reay
And that’s where all the spark or frameworks are housed.

00;40;15;17 – 00;40;37;26
David Hall
Yeah. And we’ve been talking about this. You know, you definitely work a lot with introverts so we can learn from everybody, introverts, extroverts. But there’s just certain things that I think we could learn best from other introverts like you brought up. We may not approach networking in the same way, that type of thing. Is there anything that’s just really stands out?

00;40;37;26 – 00;40;46;29
David Hall
Like why introvert could learn best from another introvert business coach versus just anybody?

00;40;46;29 – 00;41;26;05
Susanna Reay
For me, it’s about understanding the energy boundaries and the natural inclination. So for instance, in my training, I will, if it’s one of the more intensive, I’m waving my fingers up with quotation marks. But you won’t say on a podcast, but if it’s more intensive, it’s still once every two weeks because I very much honor the pause. I call it the power of the pulls, because when we’re more introverted, it’s you need to be allow time for thoughts to sink in.

00;41;26;15 – 00;41;55;10
Susanna Reay
You definitely need at least one sleep. So even when I run intensive sort of three day trainings, there are actually every morning because I want the afternoons to let the brain wander, to digest. You know, I’ll tell people, go for a walk, get outside and let your brain do its thing because it is magical. Whereas I see more extroverted coaches would be like right, instantly put it out there just do it.

00;41;55;10 – 00;42;26;08
Susanna Reay
You know, you’ve got, you’ve got everything in action and I’m very much for moving from thought into action, but I feel we have to honor that introvert side and allow the time we naturally want, because most of us are quite perfectionist in nature. So I see my job as an introvert focus coach is to absolutely allow you the time to think, but not too much time.

00;42;26;09 – 00;42;51;28
Susanna Reay
I don’t want you to overthink. I don’t want you to procrastinate. So it’s being able to know and pull the right strings in the right sequence so you don’t get burnt out and be like my colleagues who are part these online programs where they said they had this black cloud descending and it’s because it was run by someone who didn’t really understand their natural tendencies.

00;42;52;06 – 00;43;19;15
Susanna Reay
So for me, that’s where there’s a huge advance image of at least working with someone who understands your introvert tendencies. I have come across some amazing, extroverted coaches who’ve studied psychology and the personalities, and they respect that and they bring it into their training. But it is a question I would ask of any coach I work with is, are you happy to work in this way with me?

00;43;20;21 – 00;43;49;05
David Hall
Yeah, that’s such a great point because I will say often introverts can learn best from other introverts on many different things, but there could be extroverts. And you know, I’ve had a couple extrovert guests on my show where they do understand introverts, that they can be very effective. But that’s what has to happen is the understanding has to be there and you gave us such a great example is often where we shine or sparkle is when we do take time to think.

00;43;49;12 – 00;44;08;07
David Hall
We don’t always need time to think. Sometimes we’ll come up with great ideas on the spot, but often it is where you give yourself that time to let something roll around in your head. You come up with something brilliant, and if you don’t understand that, you’re not going to be as effective. So a coach would need to understand he or she’s going to need to give that some thought.

00;44;08;07 – 00;44;10;01
David Hall
So that’s a really good example.

00;44;11;01 – 00;44;41;02
Susanna Reay
And what I tend to find as well is we’re not quiet because we haven’t come up with anything. It’s normally because we’ve had a hundred ideas pop into our brains and we’re busy throwing out 99 before we want to speak about one of them or two of them. And that’s kind of the difference. And I know I work with my own business mentor and coach, and I know this is my natural tendency.

00;44;41;02 – 00;45;19;25
Susanna Reay
I’m a I’m always creating. And for me, the issue is not about creation. It’s about simplifying and knowing where to focus. And that’s how I got to where I am now. I didn’t do it completely on my own because I think I would still be jumping around ideas. But It’s taken time and focus. So I’m very much I love coaching other introverts, but I also do need a coach myself as well to say, hang on, Susanna, you know, and draw the reins on this sounds to be like the right direction.

00;45;20;02 – 00;45;42;18
Susanna Reay
So I am a huge fan of using coaches and mentoring in the business space because I think it’s so hard, particularly if you’re a small business owner like I am, that would juggling so many balls of what you need to do in your business. It’s nice to have that outside focus and clarity and just extra pair of eyes and a cheerleader.

00;45;42;18 – 00;45;59;19
Susanna Reay
At the end of the day, that’s what I am for my clients. I’m that cheerleader, the sounding board. It’s like a decision table to help them know they’re going in the right direction in a sustainable way, which won’t lead to burnout that’s aligned to their personality.

00;46;00;21 – 00;46;11;13
David Hall
Yeah, absolutely. Wow. This time has just flown by so fast. Susanna, is there anything else that you want to talk about that we haven’t yet?

00;46;11;13 – 00;46;14;16
Susanna Reay
Oh, I could go down so many Rab. Oh.

00;46;14;25 – 00;46;15;16
David Hall
Oh no I.

00;46;16;10 – 00;46;56;10
Susanna Reay
Is probably a wonderful place to stop. And I think the last thing I would just like to leave with the listeners is know that you do have superpowers inside of you. You don’t have to change your natural tendency, but it is really important if you’re feeling like you’re playing small, is to reach out and get some support because there’s lots of amazing coaches and consultants even in the introvert space now who just do so many amazing things and really are there for you.

00;46;56;25 – 00;47;06;20
Susanna Reay
So yeah, just just do it. That’s one of my favorite expressions. Just do it, you know, let’s do this, you’ve got it. And just show up and shine.

00;47;07;18 – 00;47;12;27
David Hall
Yeah. Sounds wonderful. So where can people find out more about the work you do in your book?

00;47;14;05 – 00;47;47;06
Susanna Reay
So the easiest place is on my website, which is Susanna Rakim, S.O.S. A n a r e, a y. Bit of a funny spelling there of, Rae all on Instagram, linked in Facebook and in fact on Facebook, which I hadn’t mentioned, which I definitely should, is I run a beautiful community called the Introvert Entrepreneurs Powerhouse, and it is free to join if you just search that out on Facebook BC you will find us.

00;47;47;06 – 00;48;01;22
Susanna Reay
And yeah, quite often I run an expert series of talks all free for the community because my biggest goal is about collaboration and sharing our experience and wisdom because together we are stronger.

00;48;02;13 – 00;48;06;17
David Hall
Thank you and thank you again for being on the show today. It’s been great to have you, Susanna.

00;48;07;10 – 00;48;08;09
Susanna Reay
Thanks so much.

00;48;09;22 – 00;48;30;05
David Hall
Thank you so much for joining me. I look forward to further connecting with you. Reach out to David at quietandstrong.com or check out the quiet and strong dot com website which includes blog posts, links to social media and other items. Send me topics or guests you would like to see on the show if you’re interested in getting to know yourself better.

00;48;30;05 – 00;48;52;28
David Hall
There’s now a free type finder personality assessment on the quiet and strong website. This free assessment will give you a brief report, including the four-letter Myers-Briggs code. All add a link to the show notes. There’s so many great things about being an introvert, so we need those to be understood. Get to know your introverted strengths and needs and be strong.

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