The Authority Builder Podcast

Scaling a consulting business is one of the hardest things you can do…But my guest today is giving away all the secrets for those who want to scale a consulting business in 2024…Mandi Ellefson is back on the podcast to discuss her new book, The Hands Off CEO, that gives readers a path to freedom and profit as the owner of a consulting agency. In this episode, she’ll share insights from the book, break down the stages of growing a consulting business, and cover the importance of the right type of client.

AI can save your business millions of hours. It can take over the mundane tasks you hate doing… Freeing you to do exciting, creative work… And you might not realize that you’ve already been using it. AI isn’t just for people with a computer science degree… In this episode, Evan Ryan, founder of Teammate AI, will show you some simple AI programs you can implement today. And save 4+ hours this week. Ryan has helped hundreds of business owners scale using AI automation—and he’s here to tell you how to leverage AI so you can spend more time growing your business.

Growing a business takes a consistent, sustainable approach…In this episode, as part of our series for marketing agency owners, we’ll unpack the Build Win Scale System™ with the inventor herself—Jody Sutter, founder of The Sutter Company. This system is a step-by-step process designed to help leaders of small marketing agencies identify and activate their natural talents for sales and marketing. Jody will share how agency owners (and anyone interested in business-building strategies) can use this system to grow a business over the long term.She’ll cover:Building a consistent narrative in the marketplaceThe challenges owners face in each phaseThe first step an owner can take to escape the chaosAnd more

Ok…two weeks ago, we covered the main reasons why you might not be getting all the referrals you should. Last week, we covered how to leverage your best ideas to 10-x your referrals right away.Today, you’re going to see how to exponentially grow your referral network, and the number of referrals you receive each month.Now, you might be thinking…”Exponential, I’d be happy with 10 more referrals a month if they were consistent.” And that’s great. But the single biggest barrier to raising your prices, to bigger profits, and to sleeping soundly at night is a lack of lead flow/opportunity.The process you’ll get in today’s episode will show you how to create a continually expanding network of enthusiastic referral partners, so that you always have more referrals than you need.Part 3 is live now…

This is Part 2 of a 3-part series of building your “by-referral-only” client flow this year. If you missed Part 1 you can find it here.Last week, we looked at why the old model of referrals doesn’t work consistently. Today, we’re diving into the mechanics of the new, easier model.In this episode, you’ll discover how to use your best ideas to multiply your referrals…How to create a “mission” bigger than you that your clients can buy into (and why it’s essential to growing referrals)...Why you need to move down the buyer-readiness pyramid if you want to smooth out the feast-or-famine cycle of business development.Part 2 is now live…

It's time to get refocused on the basics…block and tackling. In business development, that means referrals.Why?Referral prospects are 400 times more likely to do business with you than prospects from cold media or cold outreach. FOUR. HUNDRED. TIMES. MORE.When surveyed, 64% of business owners say they get the majority of their business from referral.Yet, 80% say they have no system or process for generating referrals.So…Starting this week on the podcast, I’m doing a 3-part series to help you build your “by-referral-only” pipeline of new clients.Part 1 is live now…

The failure rate for small businesses is high—but it doesn’t have to be. My guest Geoffrey Kent believes the formula for success is out there…and in this episode, we’ll explore the 5 pillars of successful entrepreneurship. Geoffrey is a wealth of wisdom: a serial entrepreneur who has launched, scaled, and exited 20+ businesses in the last five decades. Now, he mentors entrepreneurs through the same process. In this episode, he’ll share the key lessons he’s learned over the years about running a business. He’ll also share why he believes entrepreneurship can solve the world’s problems and how entrepreneurs can create much-needed opportunities in struggling communities.

Every week, two or three business owners tell me they want to speak to get clients. They want to know how to unlock bigger and better stages…TED Talks or high-profile paid keynote opportunities. With thousands of people competing for the same speaking opportunities, what’s the key to getting in the door? A book. The National Speakers Association Hall of Fame has inducted 54 speakers since 2012…all but one has written a book. When you’ve written a book, stages, podcasts, even high-paid speaking opportunities open up for you. In this episode, I’ll unpack why writing a book attracts speaking opportunities and share the 3 major benefits of having a book as a speaker.

It takes determination to scale a business…This episode’s guest, John Vagueiro, knows this too well—and he’s here to share his inspiring story. John started his business at 17 to help his struggling family. After 3 months of going door to door selling digital marketing services, he got his first “yes.”Now, his business, Adapting Social, serves clients in over 20 countries including Bentley, Ferrari, Columbia University, Compass and RE/MAX.In this episode, John will cover what he’s learned, including:How to overcome limiting beliefsThe sacrifices of scalingWhy leaders need to stop people-pleasingThe importance of cutting expensesAnd more

What’s the future of the law firm model? With the transition to hybrid work and the rise of AI, like most industries, the law industry is being forced to adapt… In this episode, my guest Gary Mitchell will cover how attorneys building their practice can be nimble to overcome challenges. Gary is a top business coach for lawyers and law firms in North America, and he recently launched the Law Practice Builder App. He’ll share how lawyers can beat perfectionism, develop soft skills, and master their strengths to grow a successful practice.

Is financial freedom a trap? My guest Ali Katz believes we need to reframe it as “financial liberation…” And create an entirely new paradigm for legal, insurance, financial, and other professionals to find fulfillment in their careers. In this episode, she’ll share why the old business model is broken and how professionals can shift to a new model. Ali will cover:The fallacy that success = happinessWhy a scarcity mindset corrupts the client relationshipHow to “share the wealth”Why we think about retirement wrongAnd more…

How do you incentivize your team to create more profit in the business? (And the answer is not “with a Christmas bonus…”) Alex Freytag is the author of “Profit Works” and an EOS implementer who helps entrepreneurs and leadership teams simplify and clarify their incentive plans. Alex believes in getting employees to think like an owner… When an owner is transparent and a team is financially literate, everyone is motivated to perform at a high level. In this episode, Alex will share his wisdom on incentive plans—and why fun drives financial performance.

What tools do lawyers (and other professionals) need to stop feeling stressed and overwhelmed and start enjoying the success and fulfillment they’ve always wanted? My guest Gary Miles has been practicing law for four decades, and now he works with lawyers to help them align their career with their values. Gary believes the billable hour is a flawed model—and he’s here to share how attorneys can shift to value-based pricing. Gary will also cover how imposter syndrome affects the legal industry and what you can do to move from self-doubt to self-confidence.

What is the art of the $100,000 signature talk? If you’ve ever considered speaking as a way to land clients, today’s guest has some wisdom for you… Steve Lowell is on a mission to train people to craft their signature talk, scale their influence, and create more business through speaking. In this episode, he’ll share how you can get started with speaking, including:3 types of stories to share with an audienceHow to monetize your messageA pay-to-play earning strategyWhy your talk isn’t about you—it’s about your audienceAnd more

If you’ve ever wondered if there’s a better way to build your service practice, this episode is for you… My guest Anton Anderson believes the referral model is inefficient… He’s devised a model to grow your business by building relationships with allied professionals. Instead of viewing these professionals as competitors, Anton wants professionals to view each other as allies who can collaborate and exchange expertise to create more value for their shared client. In this episode, Anton will break down why this strategy leads to massive wins for both clients and professionals—and how you can start implementing this game changing approach.

One of the statements I hear the most from professionals is, “I love to practice my vocation, but I was never taught how to run a business…”Whether you’re an attorney, an engineer, or another professional who owns a business, you may be struggling to make the transition from owner-producer to owner-leader.But how can you free yourself up to do the things no one else in the organization can do?Steve Smith is an expert at helping businesses and professional firms go beyond their current performance levels to reach their true potential. In this episode, he’ll share the tools he uses to unlock growth, including:How to shift your mindset around delegation Developing your team How to beat the odds in terms of turnoverBecoming strategically focused (not tactically focused)

Have you been trying to grow your business, but now you’ve hit a wall? To get past it, you need a strategic plan. In this episode, Carl Cox covers the 7 key principles for developing a strategic plan that actually gets achieved.If you want to multiply your revenue, free yourself up, and build a self-sufficient team, tune in… He’ll share:The reason why 90% of strategic plans fail (and what to do differently)Where to begin a conversation around strategyWhy a strategic plan needs to be flexibleAnd more…

Many people approach investing with fear and worry—and it costs them money. My guest John Jennings is here to change the way you think about investing. In his new book, The Uncertainty Solution, he outlines mental models to help investors make better decisions in times of uncertainty. These models will help you approach investing without fear (and have more money in 20 years). John will also discuss the advantages of his unconventional business structure and the power of learning from failure.

I just read this book and I think it’s the most important book for entrepreneurs in the last decade…10x Is Easier Than 2x: How World-Class Entrepreneurs Achieve More By Doing Lessby Dan Sullivan, with Dr. Benjamin HardyThis week on the podcast I share my key insights from the book and explain why I think you should read it.You’ll discover…Why 10x is easier (counterintuitive truth)How to change your experience of time (and be less busy)Why 10x is qualitative and 2x is quantitativeThe real reason 2x is harder (why you should aim for bigger goals)The #1 bottleneck that keeps us from going 10x.And a lot more…Plus, I’ve put together two full pages of my insights from the book, taken from the pages of my personal journal. You can listen to the episode and download the insights here on the website: https://authoritybuilderpodcast.com/10xeasierbookHere’s to your next 10x leap!

Last month, I took an 11-day vacation without thinking about work once… Meanwhile, the business had a record number of sales. This is possible for you, too—if you follow a strategic process to free up your time through hiring. My guest Brett Trembly is the CEO and co-founder of Get Staffed Up, the largest virtual staffing company in the US. He’s here to talk about his new book, 24 Months to Freedom, which breaks down how you can hire a team to free up your time, increase your income, and make your work life happier, even if you think you can’t afford to. Brett will also share his insights about what to look for in prospective employees and myth-bust common reservations about international hiring.

The question that keeps lawyers up at night is: “How do I get clients?” All my attorney clients joke that they don’t teach you business development in law school… In this episode, we’re going to cover a framework for building a business development plan for attorneys. (And even if you’re not an attorney, these strategies will help you, too…) My guest Elise Holtzman, CEO of The Lawyer’s Edge, is an expert at growing thriving law practices. She’s here to break down the 3 pillars of business development and share how you can leverage relationships to get more clients.

Want to land a deal today? What if I told you that in today’s podcast my guest shares a method anyone can do today, it costs nothing, and can land a high-ticket deal today? Would you want it?That’s exactly what John Phillippe, author of the new book Prospecting Hacks shares on today’s episode. If you want new, out-of-the-box ways to attract clients, this episode is for you…Plus, John will share the mindset you need to succeed at prospecting and seize the possibilities that are all around you.

The key to earning more? Working less. If you’re an agency owner, delegation is the path to winning back your time while growing your business. My guest Karl Sakas is an expert at elevating agency owners to a higher performance level so they can achieve time freedom. In this episode, he’ll break down the 4 stages of involvement for agency owners—and how you can take action now to move to the next level. We’ll also cover:The 6 roles every agency needsThe difference between delegating and abdicatingHow to know if you’re charging what you’re worthThe path to an owner-optional businessAnd more…

Many attorneys (and most other professionals, too) hate the idea of “selling” but want to build a business… They want to scale their practice to achieve freedom and control in their legal careers… Yet they struggle with “sales”—something they don’t teach you in law school. My guest, business development coach Steve Fretzin, is here to share a unique, “sales-free” approach to growing a legal practice. He’ll also break down his 3 painless approaches to asking for referrals… And reveal why peer groups are the secret weapon every business owner needs.

It’s time to finally convert all the fantastic leads on your list who haven’t taken the leap yet…The single best way I’ve ever found to generate a lead is a book… and for those leads that don’t convert immediately, the single best way to convert them into clients is with a virtual event.Think webinar, summit, or challenge.Virtual events are an effective way to get leads to know, like, and trust you…During an event, leads “sample” the value you bring—and they invest their mst precious asset, time, to pay attention to you. It’s a strong buying signal. But what key factors make a successful virtual event?Steven Pemberton, founder of Hollowco, a done-for-you virtual events company, is here to share his expertise on crafting events that drive qualified leads and land clients.

How can you instantly increase your law firm’s profitability? Free up your time. When you delegate tasks, you increase your capacity for billable hours and can double your earnings… This is the difference between firms that can be sold and firms that will be impossible to exit. Michael Chastaine built a profitable private law practice and successfully exited—now, he consults other attorneys on how to do the same. In this episode, he’ll share:His process for making firms profitableThe business principles they don’t teach you in law schoolWhy tracking your time & money data is crucialHealth habits for peak performanceAnd more

Big Announcement: An exciting update after 6 years...

This is an excerpt from my newest book The Million Dollar Book. Click here to get your copyFrom Chapter 2: The Unbelievable Impact of a BookMy First “Celebrity” ExperienceI’d been invited to speak at the Inbound conference in Boston—one of the largest marketing conferences in the world, hosted by HubSpot. I was all set to speak to a room of several hundred marketing agency owners on my unique approach to referrals. As I waited for the session to start, an attendee approached me…With a copy of my Unstoppable Referrals book in his hand, he said that he loved my work. He said that it had totally changed how he did business development.Then he handed me the book and a sharpie and asked if I would sign his copy.I’ll admit, I was a little embarrassed.I’m a pretty regular guy. Mom raised me to stay humble, and this was all new and unexpected.In this guy’s mind, I had celebrity status… at least at some level.I’ve observed the same dynamic with our clients when we help them write and publish their book. They often report that they experience an instant boost in celebrity and authority status with their clients, with competitors, family members, and potential clients.They’re the same exact person. They just invested the time and effort into having something to say and writing it down.And that’s just the beginning of the story…Get the full scoop in today’s episode of the podcast.

The Million Dollar Book is live! I wrote The Million Dollar Book to give you a 30-day roadmap to creating your own lead-generating book that will produce 7-figures of revenue for your business. I’ve found that a book is the single best way to generate pre-sold clients for a high-ticket service… It works better than webinars, online ads, and direct mail…It supercharges referrals, creates better, more prepared clients, who place a higher value on what you do. It gives you instant credibility that attracts clients today and for years to come… The problem is that most people believe writing a book is a huge project that requires many months (or years) to complete. It doesn’t have to. Do it right and it is easy and fast. In today’s episode, I’m giving you a preview of The Million Dollar Book. Listen to find out:If a book is the right next move for your businessWhy you should avoid bestseller-in-a-box servicesWhy books are your best lead-generating assetHow you can write your book in just 30 days and have it published and working for you in 90 daysAnd more…

My new book is coming next week… So today on the podcast, I’m breaking down how we launch books–The Inverted Viral Launch Method™. This is a simple formula that gets you almost immediate ROI for your book…And, sets you up for decades of results. The good news: you don’t have to get millions of readers or make The New York Times bestseller list to see a big impact from your book launch. Listen to find out how you can leverage your existing network to turn your book into clients… And visit themilliondollarbook.org to get a free copy of The Million Dollar Book.

Earned media is a game changer…It says to your future clients that you’re an expert and the media agrees.Today there are more opportunities for earned media than at any point in history. Traditional media—TV, radio, print—and their online outlets…Podcasts…Big YouTube channels…Live streams…All have the impact of earned media.In this interview with PR star Esther Kiss, we dive into how to land earned media appearances and how to leverage them into new client opportunities.

You’ve heard it before…“There’s riches in niches…”This week on the podcast you’re I’ve got a case study in how to pivot into a profitable niche. I’m talking with my friend and client Davina Frederick, Founder of Wealthy Woman Lawyer and author of the new book The Wealth Woman Lawyer’s Guide to Law Firm Marketing in the Virtual Age.You’re going to see how Davina made the pivot to her profitable niche with huge success (she doubled her revenue in a year), plus…Why she made the decision to focus on a nicheHow to filter out clients you don’t want to work withWhy serving a niche market is more advantageous than you might thinkHow to avoid indecision when analyzing your marketing optionsAnd much more…

This week, we’ve got a special episode of The Unstoppable CEO™ Podcast. Normally, I’m the one doing the interviewing, but not this week…My buddy and client John Curry “hijacked” one of our recent Roundtable calls for subscribers to The Unstoppable CEO Confidential, and put ME on the hotseat.I think you’re really going to like this…Inside I share the 7 principles that guide all of our marketing and every piece of marketing we help our clients build.Listen to this and you’ll have a “checklist” for every marketing and sales effort in your business.

One of the most painful things any expert or consultant can do is… say no to opportunity. But it must be done. Author and advisor David C. Baker, who’s been featured in the Wall Street Journal, Forbes, and more, explains how doing so will actually make your business more successful (and ensure you enjoy your work even more, too).Building a business based on your expertise requires a unique approach. And David highlights some of the best practices for making sure potential clients recognize what you bring to the table – and pay accordingly. In this episode, you’ll learn…The 4 common mistakes of entrepreneurs – and how to avoid themOne of the best ways to organize your thoughts and formulate new ideasThe dangers of over-delivering to a client2 ways to gain expertise none of your competitors haveHow to ensure you can charge a premium for your servicesAnd more

Time is the single most important element in customer experience… But most businesses don’t treat it that way. You might be losing opportunities you didn’t even know about because you were too slow. So how do you become fast enough for today’s consumers? Jay Baer is here to share key findings from his new research on the importance of speed in business success. He’ll cover:Your first steps to improving speedHow quickly do today’s customers expect replies?Scenarios where being too fast hurts your businessHow to unlock profit now with the “fast pass” strategyAnd more…

Are you undercharging for your services? The truth is, most people do… But it’s time to take back the power in your relationships with clients so you can maximize your growth and profits… This week, we’re revisiting my interview with Blair Enns, founder and CEO of Win Without Pitching. Blair is a pricing expert who helps professionals revolutionize the way they sell their services. In this episode, he’ll share:A system to set prices for any project or clientThe “Meet in the Middle” technique for getting the fee you wantWhy taking any project that comes your way loses you moneyHow to sell your value, not your timeThe right way to set up retainer agreementsAnd more

Warning… this is the unsexiest (is that a word?) way to profit from writing a book. But it works. Recently, I appeared on the Garlic Marketing Show to discuss The Million Dollar Book and shared this strategy that only requires $5 and a few minutes each day… Yet it gets your book in front of ideal prospects and easily sells them on you and your firm (before they even get on the sales call). We also discuss:How writing my first book transformed my business overnightProducing a book in 90 days (even with no writing experience)Why most people won’t read your book—and why that’s okayWhat I’ve learned about book launchesAnd more…

Have you ever found yourself in the professional services sales trap? You know you have to sell to get clients, but you don’t like it… you want to focus on helping clients. And, the last thing you want to do is sound salesy… My guest David Newman has reframed the sales process for professionals to make it easy and comfortable. Today, David is here to break down his new book Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees and make selling easy.

If you want to run a profitable business, this episode is for you… When you understand how to measure profitability, you can use the data to discover ways to double your profits. But most business owners fall into the trap of tracking everything (which usually means tracking nothing meaningful)… There are three key numbers you should be tracking in a service business to drive growth… Marcel Petitpas, founder and CEO of Parakeeto, shares them in today’s interview.

We all want to earn more money for the value we bring, but we’re afraid we’ll lose prospects if we raise prices… This mindset tricks you into underpricing yourself… This week, we’re rewinding back to a favorite episode that will help you raise your prices today—and finally earn what you’re worth. In this episode, we tackle some well-known, yet seldom used principles that lead to better fees:The mindset that leads to higher feesWhy clients complain you’re too expensive and how to respondHow to avoid discounting when clients ask, “Is that the best you can do?”The best way to present your feesWhy bonuses are useful, even in service businessesAnd more

It’s time to get clear on your vision for 2023… Everyone wants to make the new year better than the last… But if you don’t ask yourself the right questions, it’s easy to get stuck where you were before. In this episode, I share the powerful questions I use to plan my year. These questions help you visualize what you want—and what you need to do to get it. With this simple planning process, you can enter the new year with a path to your ideal future.

The best kept marketing secret is hiding where you least expect it… In your mailbox. Direct mail marketing is still the best offline channel to convert clients… It’s an old-school marketing technique, but with new technology, we can give it a decidedly modern twist… In this episode, Dave Fink, founder and CEO of Postie, shares how his company has reinvented direct mail marketing for our current digital world—and how you can get started attracting clients with this targeted strategy.

Have you ever felt like money is leaking out of your business? You’re pursuing lead-gen in a few directions, but the revenue doesn’t come… I’ll go out on a limb and say…you have a follow-up problem. So many business owners skip the simple step of following up with leads… They’re losing so much money and they don’t even know it… Mostafa Hosseini is on the podcast today to show you how to make follow-up part of your strategy—without having to make those phone calls you dread. He’ll also share:The top 3 places businesses lose moneyThe best time to ask for a referralWhy phone calls don’t “bother” clientsAnd even more…

What if you could plan your entire year on one sheet of paper… As we prepare for 2023, it’s easy to get lost in the countless planning methods out there. But in this episode, we’re going to discuss a tool that actually gets results—and it couldn’t be simpler. It even has a roadmap that tells you exactly what projects you need to do at each stage of your business… Laura Posey, the Simple Planning Strategist, is here to break down her Simple Strategic Plan, which has been used by over 3000 companies to plan incredible years of growth. Laura will share the best way to plan a year that’s in perfect alignment with your goals…PLUS…how to stick to your plan beyond January.

If you’re a high-ticket course creator, it can be hard to hit the 7 figure mark… You want to scale, but you’re not sure what’s in your way… What if you could have a personalized conversation with every customer? You could stop guessing what stops people from buying… (And even change their minds before they leave your funnel)... But how can you give every potential buyer the 1-on-1 attention needed to close a sale? Paul Ace is here to break down conversational commerce–a technique that combines AI and human customer service to give each customer an individualized sales experience. Paul will show you how to use human psychology to win more high-ticket sales and rapidly scale your business.

Today we’re celebrating an important milestone—it’s the 300th episode of the podcast!🎉🎉🎉 When I started the podcast 5 years ago, I committed to it for a decade. Now, we’re halfway through that decade. I thought it would be a great time to zoom out and reflect on the most important lessons I’ve learned. In this episode, I’m going to share my top insights from 12 years of running the business and 5 years of hosting the podcast.So, tune in and you’ll get my #1 insight for…GrowthSalesEconomics of your businessMarketingTeam It might just be the best 20-minutes you invest this month.

What if I told you it was possible to create perpetual wealth for yourself and your family? Many people are never taught about the product that makes this possible… Some financial planners (unless they’re top-tier) won’t even share this with you… But my guest Kim Butler has seen countless families build sustainable wealth using a specific strategy known by the wealthy, and accessible to everyone. She believes that any family can do it with the right education and strategies. Kim is here to break down what you need to know about building perpetual wealth and share how you can leave your family a meaningful legacy that aligns with your purpose and values.

A new study of consultants has discovered proven ways to avoid burnout and maximize creative energy for consultants and professionals…And these behaviors correlate to higher revenue, too…The key finding is that you’re more successful when you build your business around your personal life…But what does that really look like?And how can you stop sacrificing your life for work—without feeling like you’re hurting your business?Max Traylor is here to break down the Psychology of Consultants study and reveal the mindset changes that have a tangible impact on your business.He’ll also cover:The 4 consultant personality types (& how to find yours)How to tailor your work habits to your personalityReversing the sacrifice mindsetWhy taking on bad clients is never a good ideaAnd more…

Want exponential, hardcore business growth?You need to grow your business like a weed…Weeds scale faster than any business…They’re everywhere—and it’s hard to get rid of them…Imagine what would happen if your business grew like that…Stu Heinecke is here to share 8 strategies for unstoppable growth from his new book How to Grow Your Business Like a Weed.(I have a feeling this book will be a classic…)Stu will also break down his first book How to Get a Meeting With Anyone.He’ll show you how to leverage your unique skills to get through any door—and scale your business through contact marketing.

In just 25 minutes, you can find your true purpose… When you know your purpose, you can align it with your mission… And accelerate progress in your business and personal life. Mitch Russo is here to give a demo of a 25-minute exercise from his new book Coach Elevation. This exercise can help you find your purpose, but it can also be a powerful tool to help your clients connect their business to who they are. Mitch also shares his wisdom on accountability and goal tracking—and why he created ClientFol.io, his software for coaches.