I am thrilled to have Bari Baumgardner on the podcast to share her truly inspiring journey. Bari is the founder of SAGE Event Management; a boutique event production company best known for creating a purpose-driven payday for speakers, authors, and influencers with her “Sales IS Service” approach. If you’re ready to take your own personal leap, this episode will really resonate with you. Get ready to take some notes on Bari’s sales approach, enrollment theory, and her infectious belief in trusting in yourself.   Key Takeaways: [4:45] Highlights of Bari’s professional journey in event planning, including pivoting to a tech company during the pandemic, and how it parallels with Kris’ journey. [8:51] What Bari does for fun where she lives in Murrells Inlet, SC. [12:19] Fun fact about Bari: She wants to be a drummer (even though she has no rhythm)! [14:55] Bari’s Broadway vs. Basement story; how she took a big leap at a critical time, said yes to herself, and moved to NYC. It ended up being the most important thing she’s ever done. [27:43] Tips Bari has on enrollment theory, more on her mantra “Sales IS Service,” and digging into the hierarchy of objections. [37:41] The importance of applying the “tell me more” approach when talking to families interested in your child care centers. Make it more about the connection than the “sale.” [41:25] The hierarchy of enrollment is as important as the hierarchy of objections. [44:03] How the vibe and success of The Child Care Success Academy has changed since Kris laid out the Guiding Principles two years ago. [45:45] What Bari has learned about successfully running a business with her spouse without it affecting her marriage; especially division of labor and asking for support, not permission. [52:14] What Bari is watching and reading to stay inspired.   Quotes: “Sometimes it’s just about walking through an open door and seeing what happens next.” — Bari “It never would have happened if I hadn't said ‘yes’ and taken that journey and trusted that intuition.” — Bari “I chose commitment over convenience and I was rewarded for that.” — Bari “It’s difficult, and I think dangerous, to give your power away; … to give your decision away to someone else.” — Bari “Selling something you don’t believe in is damn near impossible.” — Bari “The trust business is founded on getting to the question behind the question.” — Bari “Just show that you care and ask those loving questions about that family, and you will earn the enrollment.” — Kris “Every day is an enrollment game.” — Bari “Little hinges swing big doors.” — Kris “As women whenever we ask permission for something, we’re giving away our power.” — Bari “You can’t give away your power to someone who’s not qualified to make the decision. And you shouldn’t give away your power to make your own decisions.” — Bari   Mentioned in This Episode: Kris Murray The Child Care Success Company The Child Care Success Academy The Child Care Success Summit SAGE Event Management The Crown on Netflix Believe IT Mastering the Rockefeller Habits On Writing The Five Dysfunctions of a Team The Big Leap