How To Call In the Community You Want to Build- Mastering Excellence with Guest Expert, Chardét Ryel

When's the last time you thought about whether the way you're showing up in your business is actually attracting the people you want in your community?

There's plenty of pressure to perform online. Follow the formula. Feed the algorithm. Polish your content until it looks perfect. Yet, the more polished and automated marketing becomes, the more valuable genuine human connection can feel.

In this Mastering Excellence conversation, Nikki welcomes visibility mentor and Behavior Change Specialist Chardét Ryel to explore what it means to call in a community instead of constantly pushing your message out.

You learn how your voice, curiosity, listening skills, and willingness to show up as yourself create trust and attract people who already feel aligned with you before a sales conversation even begins.

The Transformation Before listening, you may find yourself:

After listening, you learn how to:

Key Takeaways

In this episode, Nikki and Chardét discuss:

Call In Instead of Constantly Pushing Out

Chardét describes calling in your community through the difference between push and pull marketing.

Push marketing puts your message in front of people, often without knowing whether they're the right fit.

Pull marketing creates an environment where your messaging, voice, branding, and client experience attract people who recognize themselves in what you're sharing.

By the time this person reaches a sales conversation or checkout page, they've already started to self-select.

This doesn't mean you stop promoting your business. It means you create more opportunities for the right people to think:

"You're my person."

This makes the sales conversation more natural because you're not trying to convince someone to fit. You're discovering whether the alignment is already there.

Show Up in a Way That Feels Like You

When Nikki asks Chardét for the first thing someone needs to understand about how she calls in her community, Chardét's answer is:

Be willing to go unscripted.

For Chardét, this means allowing train-of-thought moments, laughter, changes of direction, and imperfection to show up in her videos, webinars, newsletters, and podcast.

However, the lesson isn't that everyone needs to throw away their scripts.

The deeper question is:

What truly feels like you?

When structure makes you feel grounded and confident, use structure. When you're at your best responding in the moment, give yourself more room to be unscripted.

The goal isn't to imitate someone else's version of authenticity. It's to communicate in a way that lets people experience the real you.

Curiosity Before the Sales Opportunity

Chardét shares that there was a time when meeting someone with a potential need immediately triggered the thought:

"I need to sell to you."

Now, she approaches these conversations differently.

Even when someone mentions wanting to start a podcast or YouTube channel, she doesn't immediately move into selling. She asks questions.

She listens.

She gets curious about what this person wants to achieve and why it matters to them.

This gives her the opportunity to understand more than whether there's a match between a need and one of her offers. She can also notice whether there's alignment in values, motivation, and the way they want to work.

For Nikki, this reinforces a core principle of relationship-based selling: understand the person before you move toward the sale.

The Power of the Pause

One of the most useful sales skills in this conversation is also one of the simplest:

Be willing to pause.

Chardét intentionally leaves space in conversations instead of immediately filling the silence.

Why?

Because people often keep talking.

And what comes next can be the information you really need.

Nikki describes being comfortable with silence as an advanced selling skill. When you don't rush to fill every pause, the other person may tell you how to relate to them, how to earn their trust, what matters to them, and even how to sell to them.

The pause isn't empty space. It's an opportunity to listen.

Nikki's Three Things That Need to Be in Place Before You Sell

The conversation about listening and referrals brings forward an important Sales Maven framework.

Before selling to someone, Nikki teaches that three things need to be in place:

1. They understand they have a need.

When someone isn't aware of a need, earning their business becomes much more difficult.

2. You have a solution that meets this need.

A need doesn't automatically mean your offer is the right solution.

3. You have permission.

Before moving into selling, make sure you've earned permission to have this conversation.

This is one reason referrals can feel so natural. Someone recognizes a need, knows a person who has a solution, and asks permission to make the introduction.

These same three elements belong in your sales conversations.

Build an Evergreen Ecosystem

Calling in your community isn't only about how you show up in a one-on-one conversation.

Chardét encourages business owners to create an ecosystem that gives people multiple ways to enter their world.

This may include:

You don't always know where a future buyer discovers you or when they're ready to engage.

Creating at least one evergreen platform means the work you're doing today continues to introduce people to your voice, ideas, and business in the future.

This also reduces the pressure to constantly recreate content simply to stay visible.

A Quote Worth Remembering

"The pause isn't empty space. It's an opportunity to listen."

Try This This Week

Choose one conversation this week and practice staying curious longer than you normally would.

Ask one more genuine question before talking about yourself or your offer.

Then, when the other person finishes answering, allow a pause.

Don't rush to fill it.

Pay attention to what they say next, the words they choose, their body language, and what seems important to them.

Notice what you learn when your goal is understanding the person instead of getting to the sales opportunity.

Who This Episode Is For

This episode is especially valuable when you:

Keep the Conversation Going

Did today's conversation give you a new way to think about visibility, community, and how you show up with prospective clients? Here are a few places to continue learning:

Connect with Chardét Ryel:

https://www.chardetryel.com/

Listen to Chardét's private podcast, Secrets of Standing Out Online:

Visit Chardét's website to access the 10-part private podcast series.

Explore the Sales Maven Society:

https://yoursalesmaven.com/sales-maven-society/

Discover more relationship-based selling strategies:

https://yoursalesmaven.com

Listen to more episodes of the Sales Maven Show:

https://yoursalesmaven.com/sales-maven-podcast/

Timestamps

00:13 Welcome to the Mastering Excellence Series and meet Chardét Ryel

02:38 How Chardét supports female founders in finding and using their deeper voice

05:41 Why human connection becomes more valuable as AI grows

09:27 What it means to call in the community you want to build

10:12 The difference between push marketing and pull marketing

14:29 Why Chardét chooses to show up unscripted

15:12 Finding the right balance between structure and authenticity

18:13 Who Chardét wants to call into her community

21:24 Listening beyond the words someone says

23:38 How Chardét creates safety and trust in conversations

25:21 Why using pauses is an advanced sales skill

29:10 Curiosity before selling

33:52 Nikki's three requirements before you sell to someone

36:23 The structure behind calling in an aligned community

37:29 Why an evergreen marketing ecosystem matters

38:59 The Little Something Extra with Chardét

39:59 Where to connect with Chardét

About Chardét Ryel

Chardét Ryel is a Behavior Change Specialist and serial entrepreneur with over thirteen years of marketing and business development experience.

She started her career pitching to Fortune 500 companies while working for a tiny four-person startup in New York before starting her first company, a wellness brand, in 2013.

As a visibility mentor and Forbes-featured Top 200 podcaster, Chardét supports female founders in using their voice to build authority, trust, and demand without relying on algorithms or constantly proving themselves online.

Learn more at https://www.chardetryel.com/.

About Nikki Rausch

Nikki Rausch guides service-based women entrepreneurs who aren't yet comfortable with selling to confidently enroll more clients through natural, relationship-based conversations. Through practical strategies and proven frameworks, you learn how to create consistent business growth while staying true to your values. Whether you're building sales confidence, improving client enrollment, or refining your sales communication, Nikki shows you how to create sales that feel natural and results that feel inevitable.