The Authority Builder Podcast

Zander Fryer of High Impact Coaching shares a hard truth. If you want to build a six- or seven-figure business, and you’re not there yet… it’s because you’re not good enough. If you were, you’d already be there. But, adds, Zander you can become good enough by picking up the right skills, mindsets, habits, and knowledge you need. By growing as a person, you can grow your business. One of his techniques involves, every day, thinking of the one thing that scares you the most… and doing it. Zander gets into detail on that, as well as… The biggest difference between successful people and those that are perpetually stuck Why you must always challenge yourself – and how to do it even when you’re “successful”If you’re not doing this… nothing else mattersThe dangers of a trying to create “perfect” product or serviceAnd more

Bob Howard, founder and president of Contact Science, has built software that focuses on making prospecting for new business more efficient and effective – not to mention easy. It’s automation that doesn’t forget the human touch that is vital for successful sales. If you don’t have outbound prospecting as part of your business development… Bob shares reasons why you might want to add it to your process. If you do but aren’t finding much success, he shares ways to set more qualified appointments to build your business. He stresses that his solution is not a typical CRM – and outbound prospecting is actually much more straightforward than you probably think. We take a deep dive into that, as well as… Key metrics to watch out for to spot parts of your outbound prospecting process in need of improvementThe first step if you’re starting an outbound program from scratch, including where to get a list… if you don’t have a listHow your outbound prospecting approach changes based on the type of business you haveThe importance of messaging and how to use it to gain “mindshare” in three different channelsAnd more

When you make strategic changes, don’t forget to make sure your team is onboard, stress Leeza McKeown and Dan King of Fireside Strategic. If you don’t have that buy-in… there’s no execution and no improvement. That’s why this dynamic duo stress the people component of any strategic plan. We talk about how to engage your team and make them enthusiastic participants in change, from the CEO down. It all starts with an honest assessment of where you are now… and where you actually need to be. We dig deep into that, as well as… The bottleneck every company has – and how to break through itWhat role the leadership skills and management style of the CEO plays in the processThe #1 first step you must take before investing in any major changes in your businessHow your customers can help you determine your next strategy shiftAnd more

Bart Mroz, CEO of SUMO Heavy Industries, has a problem. This boutique digital commerce consulting company is focused on “heavy” development work on the backend systems for ecommerce clients. But they still get a lot of inquiries seeking help with marketing, SEO, design, and similar work… which they don’t do. Bart wants to reposition the business in the marketplace so they can start attracting more of the right prospects, especially bigger companies with in-depth needs. If you’re facing a similar problem in your business – a gap between what you do (or want to do) and what people think you do – it’s well worth a listen. We talk about…How to identify your true buyer and their triggersWhy you might need a lot fewer new clients than you thinkA strategy for laser-focusing your lead list – and how to start the right conversations with the decision-makersAn effective way to establish yourself as a thought leader and innovator in your niche And more

The biggest obstacle to business development for consultants and professional service providers – and salespeople in general, says Charlie Moon, is the fear of sales. It’s that emotional turmoil that as one of his clients put it, causes “sweaty palms” when speaking on the phone with a prospect. Right now, Charlie is trying a new marketing method to reach potential new clients who need help with sales. We talk about why he chose this channel, the advantages, how he’s going to “package” his message to ensure he reaches those prospects most predisposed to say yes… and why many of his clients could actually use the same channel too. Tune in to find out… How he’s finding his target audience(s) and speaking to themThe bad habits your mentors may have taught you about out sales – and how to overcome them A way to get your current clients to “help” you write marketing to reach new prospects Why podcasting is not what you thinkAnd more

At consulting firm Sterling Woods Group, CEO Rob Ristagno and his team help middle market companies use data to create sales, marketing, and other strategies to accelerate revenue growth. Best of all, says Rob, it’s data that is already there. It’s just that owners and executives don’t know how to analyze it – or come up with insights that can impact the business. It’s a vital service, yet Rob admits that the value of his company’s service isn’t always apparent and often seen as a “luxury.” It can be a struggle to get hired. We take a deep dive into how to change that perception. Starting with identifying his ideal client and their pain points and going from there. If you’re facing a challenge in strategic growth and haven’t pinpointed your obstacles, this conversation is a must-listen. Tune in for details on…A strategy for leveraging your current list of prospectsHow to use podcasts to get your foot in the door with potential clients The 3+ biggest obstacles to getting hired as a consultant or professional service provider – and how to overcome itA strategy for identifying not just ideal clients… but when it’s the right time to talk to themAnd more

There are a lot of misconceptions about LinkedIn out there, says Trevor Turnbull. It’s not Facebook for business people. It’s not an online business card and resume. It’s not a place to spam hundreds of people hoping to find leads. But when used correctly this social media platform can pull in a steady stream of qualified prospects, says Trevor. And he should know. He’s The LinkedIn Guy, with more than 26,000 people having gone through his training programs. In this episode, he talks about an effective client acquisition system he’s created, the LinkedIn Linchpin Method, that leverages the true value of LinkedIn, as well as…How to avoid being perceived as a spammerA content creation strategy that actually works, including a format you wouldn’t expectWhy you must start a conversation with a prospect before you ever talk to them – and how to do itThe reason you must act like a “human” on LinkedIn And more

If you went on a vacation for a week… would your business grind to a halt? That means you have an owner-centric business, says David Jenyns. And you need to change the way things are run so you can work on the business – and not so much in it. David, founder of systemHUB and creator of the SYSTEMology methodology, says putting the right systems in place and empowering your team will free you up to be more strategic, spur growth, and increase the business’s value. Best of all, your business can run profitably without you… giving you the true freedom to do whatever you want, whenever you want. And yes, you can even implement systems if you offer professional services. We get into the details of how to actually implement David’s methodology, including…Warning signs of an owner-centric businessThe biggest limitation to business growth – and how to overcome itHow to determine what to systemize first (and why you need less systems than you think)The 3 steps to creating effective systems – and how your team fits into the process And more

In the past several months, we’ve all experienced traumatic upheaval in healthcare, society, culture, politics, the economy… This isn’t the first time in history something like this has happened. And people face their own personal crises – large and small – all the time.But we can’t let fear rule our lives in a time of change and turmoil. How we react to change – not the change itself – is what creates the outcome. What we must do is refocus and make a plan to move forward. It might seem easier said than done, but there are ways to face fear head on, lessen its impact, and move past it. Tune in for details on the mindset you must adopt to overcome fear, as well as… Why other people are key to overcoming fearA 30-minute writing exercise that can help you solve any problemThe best way to deal with negativityThe 3 Cs of turning fear into opportunityAnd more

Now, more than ever, says Matt Heinz, you need to be crystal clear about who you’re selling to and why… and build your message around that. Only then can you stand out from the crowd and reach the fewer prospects who are buying (and are buying less, by the way). He says the first step is to set your sales goals – and that informs your target market. Next, setting up a “sales funnel.” But in complex selling, which requires multiple “touches” to get the deal, a new type of funnel is needed, says Matt. He outlines a sales process that incorporates all parts of your organization working together. As part of that, Matt talks about getting very specific about your target audience – much more detailed than you might think. We talk about that, as well as… A strategy for scaling up revenue goals – without increasing your marketing budgetHow to get sales and marketing teams to actually work together Why the wrong types of goals can sabotage your marketing When a lead isn’t a really a leadAnd more

Hugh Liddle has a simple philosophy when it comes to sales: people don’t buy what they need, they buy what they want. He says only when you apply that principle to your interactions with prospects will you get the sale. And it’s even essential for products and services you don’t think people would ever “want”… like tax prep help or legal services. Hugh explains that in those cases, you must understand the difference between the service you provide and the result you deliver as you put together your sales process. Essentially, he says, prospects only care about one thing – and you have to address that when you talk to them. We discuss that in-depth, including… The biggest mistake service providers make in their sales and marketingThe worst type of question you can ask when talking to prospectsHow to make a sales script… not sound like a script – and why everybody needs one The power of You Statements and Value Statements – and how to use themAnd more

For consultants and coaches, working with clients one-on-one is just not sustainable, says Jane Sagalovich, CFA, and actually limits how big the business can grow and the revenue you bring in. After all, there is only one of you and just so many hours in the day. And raising your prices can only get you so far. By growing the business beyond you and “packaging” your expertise, you can still provide value to clients and help them get results… while you work less and make more money, says Jane. With this model, you can build a business that helps you get what you want out of life. We get into detail on that transition, including… The absolute first step to scaling up your business – and it doesn’t have anything to do with your businessWhy online “education” appeals to every target market and demographic todayHow to put together an effective online course people will actually join – and stay inMarketing strategies for people who hate marketingAnd more

Podcasts are one of the best ways to reach more prospective clients for your business. Not just from the audience but from the person you’re interviewing – or who is interviewing you, not to mention the referrals they can send your way. Podcasts are a great way to “speed up” a potential business relationship. You get to know your potential client or partner – and can quickly see how you can provide them value… perhaps even to people they know. But what works best: 1. Hosting your own podcast and inviting guests?2. Being a guest on other peoples’ podcasts? We’ve tested this proposition and have come up with a definitive result for the method that gets the most – and best – leads that might surprise you. Tune in to get the answer and find out how that should impact your own podcast marketing efforts, including…Why audience size doesn’t impact how effective a podcast can beHow podcasting works as the ultimate networking tool… that actually gets resultsThe must-have giveaway when guesting on podcastsWhat you should include in your podcast to boost referralsAnd more

If you want to pursue the dream of entrepreneurship but are leery of starting from scratch with a new venture, franchising can be a compelling alternative. As franchise owner and expert Giuseppe Grammatico puts it when he first got into this business model: “I didn’t want the burden of having to figure everything out.” In many ways, franchising is a “business in a box,” giving you an established product, marketing strategy, and brand recognition… not to mention support from the franchisor. Of course, that doesn’t mean you won’t be working hard when you invest in a franchise, says Giuseppe, especially in the beginning. We talk about the specific advantages of franchising, as well as… The thousands of franchise opportunities – it’s way more than just fast foodDetails on the franchisor/franchisee relationships you should knowHow to pick the right franchise for you (passion doesn’t always mean profit)The level of investment you should expect and unexpected funding sources to look out forAnd more

Access to capital in the startup phase – and to propel further growth – is a must-have for small businesses. But it’s not easy to get those much-needed funds, especially if you go through traditional channels. Lendio, led by founder and CEO Brock Blake, is a lending marketplace that has facilitated $1.7 billion in small business loans to more than 73,000 businesses. These aren’t the next Ubers or Facebooks but rather small retailers, restaurants, and the like – businesses Brock calls the backbone of entrepreneurship in this country. Lendio makes it easy to get funding and the process is transparent, and Brock goes into the how, but more importantly, the why, as well as... The most important criteria for securing a loan (it’s not what you think)How to face down a “near death” experience in your businessWhy persistence isn’t enough by itselfWays to balance business with family life (how you set up your day is key)And more

When it comes to coaches and consultants, it’s the “gurus” that get all the attention… at least on the surface. But, says Dov Gordon, you don’t have to be a guru to build a successful business. In fact, he says that most people don’t have the right personality to be an effective figurehead like that. Another thing: trying to land prospects through social media, paid ads, or the like doesn’t really work in the long term. So, if you’re not going to be a guru, and you’re throwing out typical digital marketing tactics… what do you do to bring in new clients? Dov walks us through a more effective model based on building profitable relationships. Tune in to find out… What technology can and can’t do to get you quality leadsHow to form an “Alchemy Network” – and who should be in it to create a steady stream of clientsWhy too many leads is a bad thingTurning complexity into simplicity in your business – it’s easier and harder than you thinkAnd more

What you learned about business development for your professional services firm… is probably dead wrong. Networking – at least in the traditional sense – doesn’t work. That’s a bold statement. But in this episode, I unpack exactly what this means for you and your business… and what you should be doing instead to cultivate contacts with the right people that turn into long-term and lucrative business relationships. Not only that, they become raving “fans” who bring new clients to you… almost automatically. We get into detail on that strategy, which was inspired by one of the world’s most popular TV hosts, as well as…Leveraging an existing audience – that’s not yoursHow you can get a steady stream of “pre-sold” leadsCreating a massive referral event The real reason you should be podcasting – and why it doesn’t matter how many listeners you haveAnd more

Robert Glazer, founder and CEO of Acceleration Partners, has a recipe for business success: invest in your people. Help them grow… and watch your business grow. Part of that process is creating a company culture that supports this process… and finding people who fit in that culture. But Robert says creating culture doesn’t mean putting in a foosball table in the breakroom, and it’s not a mission statement sent around in a memo or on a poster. It’s a set of guiding principles that inform everything you and your employees do. We talk about the hard work that should go into this process, as well as… The most dangerous myths about company culture Tips for hiring best-fit employees (and having those that don’t fit “self-select” out) How company culture fits into your management style The biggest mistakes in setting core values And more

As a business owner, one of your primary roles is to land new clients. And one of the most important parts of that process is to know which clients to pursue now, which to “catch and release,” and which aren’t worth talking to again. It’s a strategy that takes patience and persistence… but definitely pays off in the long run as you end up working with more of your ideal clients – and people who truly value your work. This mindset throws high-pressure sales techniques out the window. In fact, the trick is to sell without selling. Listen now to get more details on that, as well as… The #1 job of an effective salespersonHow to tell if you’re “scaring away” potential clientsWhy having fewer leads can be a good thingThe public commitment technique for getting stuff doneAnd more

As a business owner, your taxes shouldn’t be an afterthought, something you only think about when you’re getting ready to file. Jamie O’Kane is a CPA who gets proactive when it comes to creating custom tax planning and preparation strategies that can lead to business growth. Jamie uses her podcast, (Abundant Beans) to help promote her accounting firm. But that’s just the start of her online marketing efforts. We get into detail on the channels she uses and, along the way, workshop a lead generation strategy that any professional services provider can use. Tune in to find out…Why she narrowed her target market – and the benefits it’s brought to her business An unexpected lead generation and conversion toolHow she uses her podcast to support her CPA firmThe key social network she uses to contact potential clientsAnd more

If you’ve ever taken a so-called personality test and been dismayed by the results… you’re not alone. Dr. Benjamin Hardy, organizational psychologist, best-selling author, and entrepreneur, says those tests are far from scientific or the definitive truth about who you are. He says personality is not hardwired, as many think. And this limiting belief prevents most people from getting what they want out of life. His new book, Personality Isn’t Permanent, is an exploration of that concept… and we get a sneak peek. Dr. Hardy shares some strategies for changing your way of thinking and environment which can impact personal change. It may be an uncomfortable process… but you’ll reap the benefits in your business, relationships, and beyond. Tune in to find out… Why selective attention can be dangerousA strategy to uncover the new youHow to recruit your “future self” to help you in the present dayThe dangers of your comfort zoneAnd more

As a small business, don’t let yourself become a commodity – you’ll get lost in a crowded market. Instead, to compete effectively, says Patti Mara, you must position yourself as a trusted resource and provider of not products and services – but solutions. Patti, a business consultant and author of the new book UpSolutions, says there are key things a business must do to reach that goal. It all starts with the customer – and how you interact with them. She says too many businesses give prospects a reason to default to the competition with the lowest perceived price instead. We talk about what the ideal customer experience looks like (including during the ongoing pandemic), how to help your customers make “better” decisions, and more, including… Why you should never compete on price 3 things you must do to make your team more effectiveHow to listen to what your customers are saying beyond the wordsWhy putting profit as a secondary consideration in your business… will lead to faster growthAnd more

“Thought leader” is a big buzzword these days. But Samantha Riley goes beyond the hype and gives her coaching clients actionable steps they can take to expand their influence in their niche and make themselves more valuable… which means more income. Becoming a thought leader means you’re no longer the best-kept secret… you’re the go-to for potential clients seeking the services you offer because you stand out from the crowd. And it’s not enough to simply be good at what you do, says Samantha. You have to make sure the right people know it. If “tooting your own horn” makes you uncomfortable, Samantha has a remedy. We take a deep dive into that topic, the other things you must do to become a thought leader, and more, including… How to figure what you want your life to look like – and how to make it happen3 parts of effective positioning to build your brandThe KEEP Method for determining what makes you uniqueCreating a roadmap for business success – and where you must startAnd more

In this special bonus episode, I interview my friend and client Jeremy Macliver of Guaranteed Traction. We discuss what it's going to take to restart your business and find the new opportunities as "The Great Reopening" begins.Jeremy is hosting a training session on June 3rd to help you "get a grip" on your business so you're positioned to restart and get your business growing again. You can register for this session at https://bluecollarculture.com/get-a-grip.And, be sure to connect with Jeremy at https://bluecollarculture.com/ or at https://guaranteedtraction.com/.

You do great work for your clients… you love what you do. But “selling” yourself and your services has been a challenge, even though you know it’s essential to the growth of your business. Christine Schlonski says it’s time to have more impact on more people… while making more money. You have to switch your mindset; you have to change the negative view you have of sales. That’s when you can have the sales breakthrough your business needs. The good news: sales is a learnable skill, says Christine. She gets you started on your journey to sales success and also talks about…Creating an always-full pipeline of leads Your first step in eliminating negative feelings about salesWhy the right relationships can have an exponential impact A trick for overcoming “overwhelming” obstaclesHow empathy can transform your sales approach and dramatically increase your sale ratio

John Jantsch, author of best-seller Duct Tape Marketing and the new The Self-Reliant Entrepreneur, is passionate about helping small businesses market smarter and more effectively through a proven system based on strategies that get more leads and customers. But in many ways, he starts with the basics. First, creating a solid foundation for success by adopting a mindset of curiosity, resilience, gratitude, and desire to give value. One of the most important elements, says John, is being able to trust yourself. Without that, you’ll never be able to achieve the success you’re capable of… and deserve. We go into depth on that, as well as… Why being self-reliant doesn’t mean being on your ownA quiet morning ritual you should start tomorrowWhat you can learn – and apply today – from 19th-century authors How – and why – to learn to trust yourselfAnd more

If there is one constant in digital marketing… it’s that what works is always changing. Lacy Boggs, content strategist and Director of The Content Direction Agency, says that sophisticated consumers, who quickly recognize marketing campaigns “in the wild” and make them less effective, have accelerated that trend. That means lower conversion rates for traditional sales funnels, free webinars, and the like. But, says Lacy, there is a solution. It’s all about customizing your marketing campaigns to your business and target market – not following the cookie-cutter approaches out there. She calls it “leadership marketing,” and we take a deep dive into what it means and how to make it work on a practical level, including the best platforms, what to say to get attention, and more. The great thing is, if you do it right, you won’t spend any more money on your marketing… maybe even less. We go into that in detail, including… How to balance organic and paid trafficFinding the most effective channels for your business An alternative to “traditional” webinar funnelsThe three pieces you need in every marketing planAnd more

Ever feel like you don’t have enough time for follow up on the leads you generate? You’re not alone. Perhaps 70% of business owners feel the same way. It’s understandable – you feel “stuck” in day to day operations, i.e. putting out fires. But if you ever hope to grow your business beyond where it is now… you need to follow up… follow up relentlessly. This doesn’t mean bothering people… or annoying them. You can turn a “maybe” into a “yes” when you make sure all your messages do this one thing. It also helps to use a system for follow up – and that doesn’t mean it won’t sound genuine. We get into detail on that, as well as… The best channels for follow up (including one you’d never think of) – and what to sayA strategy for follow up for busy entrepreneurs that takes two hours per monthThe biggest missteps in building business relationshipsHow to have a one-on-one conversation with thousands of prospectsAnd more

Most business owners spend about 20% of their time generating leads to grow the business. It’s a fraction of what you need. As a business owner, it’s easy to get bogged down in the day-to-day. Administrative tasks and the like. It keeps you busy, and you feel like you’ve accomplished something at the end of the day. But to propel real growth, you have to focus more on business development, specifically generating a steady stream of good quality leads. Marketing is the answer. But it’s easy to go wrong there too, using channels that aren’t appropriate for your business or target market. You’re reaching people with your message… but it’s the wrong people. Let’s explore a more systematic approach, one that works for your business. Tune in to discover…The layered approach to marketingA hidden danger to your business’s longevityThe importance of follow-up – and how to keep new leads “warm”A one-two punch approach to lead generationAnd more

You probably don’t need as many clients as you think to have a steadily growing business. You just need the right clients. There is opportunity out there, even in this time of crisis. You just need to get a little creative in how you promote yourself and run your business. And focusing on the right subset of your target marketing and serving the people you really want to serve… that makes your prospecting and marketing easier. Learn how to switch your mindset to spot new opportunities and much more, including… How to avoid becoming a commodity#1 thing you can do to set yourself apart from the competitionFinding – and landing – “hidden” clientsWhy you shouldn’t compete on price – and what to do insteadA great way to build relationships with people before you even meet them

This is an invitation for you to take a close look at your business: where you are now, where you want to go, and… how you’re going to get there. Growth is rarely a straight line going up. But you can give yourself a clearer path to success and sustainable profitability if you fine tune what you’re offering to your target market, who exactly that audience is – it’s much smaller than you think, and how you convince them you are the right choice in a crowded marketplace. It’s all about being unique, which is a much different concept than you may believe. We explore that concept in depth, as well as… How much of your expertise you should give away for free A way to use your marketing to pre-qualify your prospectsThe best way to differentiate yourself from your competitors (and you are different)Effective ways to “package” your ideas that brings in the right leadsAnd more

Robert Michon joins me today to talk about how to be resourceful, how to increase your confidence and restore some sense of control in life and business right now.

Collaborating with other businesspeople is a key to success as an entrepreneur. But if you’ve tried and failed to foster mutually beneficial relationships or started a partnership that you felt was too one-sided, you might be skeptical that collaboration can actually work. But you just need a different approach. Traditional networking doesn’t always work. But there is a relatively new medium that allows you to land important contacts with the heavy hitters in your niche and get access to their audience – maybe even get a direct endorsement. If you want to grow your business – this is a must-have. Stop waiting for opportunities to come to you – go out and grab them. I go over ways to kick things off, as well as… The power of “interviewing” to turn heavy hitters in your niche into partners How to get an “influencer” to promote you and your businessGrowing your business through a smarter lead generation systemThe right way to measure the “success” of your business relationshipsPotential opportunities to explore once rapport has been established

One of the most effective ways to get more and better leads that you can turn into high-paying clients, says David Newman, founder of Do It! Marketing, is to talk to them. Well… it’s a bit more than that. David is an expert in using public speaking to help consultants, professional service providers, and coaches build a more profitable business. It’s a way to showcase your expertise, spread your influence, raise awareness about you and your brand, and expand your thought leadership to where it matters most. David shares his strategies for landing the speaking engagements that will make the most difference… how to package your message… and, vitally, how to turn your speaking into a marketing machine for your business. We dig deep into that topic, including…How to hone in on your most profitable target market and the events they attendCreating an effective “client magnet” speech (and what you must leave out)The one thing you must have to make sound decisionsWhy you have to build your personal – not company – brandAnd more

Well, here we are… Week 2 of the pandemic crisis (here in the U.S.).The question I’ve heard a lot this week is how do we market right now, in this strange environment.The answer… thoughtfully and carefully.And yes, you should keep marketing and selling, but it demands a different approach.I outline the three-step approach you should be taking right now in today’s episode.Listen now…-SteveP.S. You may be having to rethink your entire approach to marketing, now that networking events, conferences, and speaking engagements are gone. Our process--podcast + book + strategic referrals en masse--works better than ever. We’d love to do it all for you and have a team standing by, but we also know that hiring our team (or any team) might not be accessible to you right now. We’re working on a program that will guide you in using our approach to get clients, so you can move fast, avoid mistakes, and rapidly get a podcast up and going, create a great version 1.0 of your book, and put it to use to get referrals and clients. It’ll be a fraction of what working with us 1-on-1 would cost.We’re launching a small case-study group next week. Would you like to join us?Email me at [email protected] with “case-study group” in the subject and I’ll get you all the details.

What a difference a week makes…The world has changed dramatically in a very short time. Like you, I’m working to understand it, adapt, and find the way forward.At the end of the day, that’s all there really is--a way forward.Today’s episode of the podcast is a little bit different. I’m joined by my friend and client Rick Hadrava, host of The Over 50 Entrepreneur podcast to discuss what we’re doing right now to keep moving forward, and what we’re advising our clients to do.In challenging times you learn a lot about yourself and about other people. Character is revealed, for better or worse.Things will be different, but that’s not something to fear, it’s something to embrace. Change brings opportunity. It’s up to each of us to find it and adapt. Today, Rick and I discuss where to focus your thinking and actions so you find the new opportunities.I’d love to hear what you’re doing to move forward, in spite of the circumstances of the day. Email me at [email protected]

Many business owners – perhaps you – are blissfully unaware that their marketing is confusing their best potential customers. In the worst-case scenario, prospects aren’t sure what you actually do, what you can offer them, and how you’re different from your competition. The solution isn’t to embrace the latest marketing “trick” or spend a bunch of money on ads. Those are just tools. Unless you have one foundational element in place, it’ll just be a waste of money. You need to show prospects clear value in your website, every ad campaign, every message that you send out so they pick you over other companies. The reason doing great work for customers is just part of the equationThe 3 things every potential client is looking for in youWhy you actually don’t have any “competition”The #1 marketing mistake most entrepreneurs makeAnd more

According to studies, viewers retain 95% of a message after seeing it in a video compared to 10% retention for text. Including a video on a landing page can increase conversions by up to 80%. It’s no surprise that Rick Cesari is big on video marketing. And he has the background… He’s seen this tactic work first-hand during his work helping companies like George Foreman Grill, Sonicare toothbrushes, and more make millions. But he has a passion for helping small businesses leverage video to achieve more sales and breakthrough growth. He talks about how you should start video marketing for your business, where you should use your videos online, and more, including… How he helped GoPro go from 0 to $1 billion in eight yearsThe vital element of any successful video A strategy for landing the best testimonials for your businessThe 3 best types of videos for your business and how to create them (it’s easier than you think)Video marketing tactics for service-based as well as product-based business models

Too many business owners look for the “next big thing” in marketing and sales, thinking that’s what they need to accelerate the growth of their business and take it to the next level. The thing is… if you don’t have a solid foundation, the “next big thing” is not going to get the results you hope for. First you need to know your ideal prospect… and it’s not just anybody with a wallet. Then you have to realize that there are two types of prospects out there. You have to reach both groups to grow… but each requires a different approach to marketing and closing a deal. Tune in to find out who your perfect prospect is and how to get through to them, as well as… Why your next client might be “next door”Figuring out the mindset of your ideal clientHow to find the marketing channel that works – and what to do next The biggest marketing mistake entrepreneurs make And more

After 20 years as an entrepreneur, Thor Conklin has seen a lot. In his work with clients, this profitability consultant not only shares what you should be doing… but just as important, if not more so, is what you shouldn’t be doing. A lot of what he teaches is based on mistakes he’s made and gleaned invaluable experience from. He’s on a mission to help companies avoid being one of the 96% that fail within 10 years. Thor says there is only one reason it happens, and he has a blueprint for avoiding that fate. He says there is a system that will help any business, in any industry, grow sustainably and stay profitable in the long term. All you need are two things, says Thor. He shares his two-part secret, as well as… Why profits aren’t the best measure of true successSetting up a “scoreboard” for your business (and metrics it should include)Ways to create accountability on your team to drive continuous improvementTough leadership lessons you must learnHow you can change your identity to excel at practically any role

Happy Valentine’s Day! I got you a little something…I know, I know, but I couldn’t resist. I really hope you like it ;-)Last week, I interviewed one of the legends of marketing, and we got into a deep discussion about:How to make your marketing work (and what’s missing most of the time).Why the big tech companies are making it harder for small firms to market online.How to hedge your bets, while still getting all you can from whatever online marketing you do...and a whole bunch more.My guest is Rich Schefren and he’s got a lot to say about the obstacles that are being put in front of small, entrepreneurial businesses like ours by Big Tech. And, he’s got advice on what to do to avoid the obstacles. It was a great conversation and I hope you enjoy this special bonus episode of the podcast. I know it will spark some new thinking for you.-Steve

When you narrow your target market – and we’re talking narrow – you’ll find that business growth is almost inevitable. There’s an old saying: “Jack of all trades, master of none.” And it certainly applies when you pick your business’ niche. If you’re worried that by focusing on your ideal clients you’ll be missing out on a lot of work potential work… realize that you can make more money serving fewer well-qualified clients that you love working with. It’s not just a recipe for growth but a path to creating a business that supports your lifestyle and not the other way around. Tune in to discover… A logical process for picking your ideal target market4 steps to weed out existing clients you don’t need anymoreHow to build the “machine” every growing business needs Where to find your customer avatarAnd more

Joseph Warren has been through a lot in his life. Extreme ups and downs were commonplace throughout his journey. Many people give up when faced with tough times. Joseph chose not to. In fact, he turned the tables and used them to radically change his life… and then the lives of others… as he rediscovered his faith in God. This spiritual coach helps people facing issues in their relationships, businesses, personal lives, and more. He contends you don’t have to sacrifice time with family or your own happiness to grow a profitable business. He maintains money doesn’t make you happy. Yet, he says that once you realize those things… you’ll be more successful than ever in the ways that really count. We chat about finding spiritual and personal fulfillment as an entrepreneur, as well as… The dangers of comparing your “inside” to someone else’s “outside”The #1 missing element in most businesses – even successful onesWhy you should never be “comfortable” in your businessDaily habits you should adopt starting tomorrow The transformative power of rediscovering and maintaining your true self.

In the popular imagination, the entrepreneur is a risk-taker… ready to change directions on a whim. But the key to growing a business that will be sustainable in the long-term depends on a deep understanding who your ideal prospects are – the more specific the better – and then creating a system to reach them. For most business owners, the number of new clients they need each year is much lower than they think. This actually requires a whole different marketing mindset than you’re used to. Referrals, networking, online marketing… it can all play a role. Just not the way you think. We get into details on that, including… Why traditional Internet marketing doesn’t work for professional service providersHow to identify your top 100 prospects (and you only need 100) Ways to effectively communicate the true value you bring to the table The secret of relentless follow-upAdopting a mindset of abundance rather than scarcity

When he lost his telecom job in the Dot-Com crash, Mike McKim was inspired to get in early in one of today’s hottest business trends: gourmet coffee. When he started, coffee was coffee to most people. But now he roasts high quality beans sourced from the best plantations on the planet and sells them all over the country. But being a pioneer wasn’t easy… far from it. What kept him going? Maybe it’s like his dad told him: “You’re too stubborn to quit and too lazy to start over.” There’s more to it, of course. And Mike gets into all the details, including… The attitude that kept him going after his first startup failure – and those that came laterHow he changed his business model early on – and why it made him stronger than everThe innovative product he invented that revolutionized the industryWhy he’s happy to be competing with Starbucks How thinking like the consumer transformed his entire approach to business

You have your ideal client clearly identified – and you know how to reach them. Now what? Unless you have your company set up the right way, you can never take advantage of that knowledge to bring in enough new business. And that means slow or no growth. A steady flow of sales opportunities to bring in steady – and growing revenue – will take your business to the next level… and it’s all around you. You just need to know where to look… We’ll cover that, as well as… The number of clients you really need – it’s less than you thinkKey ways that marketing professional services is very different How to create a never-ending flow of fresh leadsWhy you can never wait for a client to come to you (and how to make sure you don’t) And more

Before his current success, Ted Thomas had some very tough times as an entrepreneur and investor. As in, he lost it all almost overnight. Ted says he wouldn’t trade it because it showed him the dangers of being over-leveraged and tamed his tolerance for high-risk investments. We talk about how he got into a real estate-focused business with very low-risk that has resulted in steady returns since 1989… who he says is to blame for any failures in your life… and why he says paying other people’s taxes can make you a lot of money. We dig deep into those topics, as well as…The importance of surrounding yourself with people who’ll tell you like it isA unique real estate investment with “guaranteed” 18% returns – or more Where to buy tax lien certificates… and places to avoidWhy you should buy low and sell lowWhat happens to your lien when a person defaults on their tax payments… and how to take advantage of it

What if landing your next 10, or 50, or 100 clients was inevitable?I just love that word… it’s as if achieving the goal has already happened.And that’s precisely the idea I talk about on today’s podcast.The idea of making your growth goals inevitable.See, I’ve been thinking about how to create a “system of inevitability” that would guarantee that you would have all the leads you need and that all of those leads turn into all the clients you want to reach the amount of revenue you want in 2020.In today’s episode, I cover…The four key elements for creating inevitable growthThe #1 most important decision you must make nowHow to choose the best marketing methodsThe two key elements you need to build a marketing system that frees you upA simple 10-minute assessment to help you prioritize what to do first to build your own “inevitable growth system”Listen now...

What makes a potential customer choose your product or service? Your marketing efforts tell your prospects you exist and you have solutions they’re looking for. But many business owners focus on the wrong thing in their initial marketing because they don’t understand the mindset of a buyer. In fact, they go after too broad a group… instead of focusing on those who will actually pull out their wallets. I reveal how to identify that select group and how to reach them. I also go into… How to tell if you’re “unique” enough in the marketplaceA strategy for compelling potential customers to choose you over the competition The primary goal of your “first touch” marketing to prospects4+ ways to establish yourself as the authority in your niche – and how it pays offAnd more

It’s easy to get caught up in the day-to-day running of your business. But, says Gregory Gray, if you don’t think about the future and work towards it… all your efforts will be for nothing. Because real sustainable growth can only happen if you’re clear on what you want and make an actual plan to get there… a plan that guides what you do on a daily basis. Of course, that’s just part of the equation. To be successful, part of that plan must be for you, as the business owner, to “remove” yourself from the business to a certain extent, otherwise it will never grow beyond you. We talk about how to do that, as well as… How to shift to a strategic rather than tactical – and why you shouldThe essential leadership skills for small business ownersWhat you can learn from good and bad mentorsWhy working long, hard hours does more harm than goodAnd more