The Authority Builder Podcast

Many times, whether it’s at work, in your personal relationships, or in your business, you feel powerless. Things are going wrong—sometimes very wrong—and you can’t seem to do anything about it. Not so, says Bryan Falchuk. He shares some simple techniques that will help you recognize your influence and get back the power you actually do have. Listen in to get the details on that, as well as... What everyone really wants out of business and life – and how to get itHanlon’s Razor and how it should your every interaction with peopleWhy true power isn’t about dominating someoneThe better way to think about other people, especially those who’ve done you wrong And more

You’re ready to grow your business—and that means more clients. But if you just go out into the world and are willing to take on anyone with money who will hire you… you’re going about it all wrong. Sure, you might make some money in the short-term, but you won’t have sustainable growth. Instead, you should be very clear on who your ideal client is and then find specific people who fit the profile. Might sound daunting, but... There are some very effective ways to use that strategy— which should inform your marketing, your sales conversations, and everything else— that are actually not too difficult to implement. We get into detail on how to do that, including… How to showcase your true value in your marketing messagesThe factor that is more powerful than referrals when identifying potential clientsWays to leverage common ground you have with your sales prospectsUsing technology in unexpected ways to make your prospecting even more effective And more

It’s a mantra you’ve heard before: Work on your business, not in it. Easier said than done, right? But, says Mandi Ellefson, it can be achieved… you can scale up your professional services strategically… by finding the right team to run your day-to-day operations, which frees you up to do the work you enjoy most while growing your business – and profits. As an expert consultant or professional services provider, your business must depend – often completely – on your personal skills, experience, and contacts… at least that’s what you might think. Mandi shares a different mindset and business model, including the clients you work with, that can radically change your business for the better. Tune in to get all the details on that, as well as… Why and how to make a Big Bold Offers and guarantee the resultsHow to identify the true value drivers of your businessThe curse of the “Charismatic CEO” and the cure What you should expect from your clients – and how to know when it’s time to let some goAnd more

You might think a sale is just about a customer or client paying you. But that’s just one part of the whole customer experience. It starts with your first contact, how you create credibility, and everything else you do to make it more likely they’ll not just take your offer, but also stay with you long-term. It’s a concept called sales choreography, and I’ll be exploring that topic in depth. One of the most important elements is your positioning, and how it can set the tone for your entire relationship. I’ll go into depth on that, including… How to set yourself apart from nearly identical competitionThe only two ways to position yourself as a salespersonWhat people are really buying when they hire you or buy a product – and how to make them realize itWhy you should only create win-win situations with clients The leverageable information a bit of observation can achieve

Small business owners have a lot on their plate: marketing, product development, sales, hiring, expenses… that’s a recipe for overwhelm, says Adam Lean. And, all too often, what takes a backseat are the financials– the numbers that gauge the true health of your business.Are you living with the attitude of “if I make more money, my finances will take care of themselves,” or “besides, that’s why I have an accountant/bookkeeper, anyways…”? That’s the entirely wrong attitude to have. Adam says if you don’t monitor the right numbers, you’ll make bad decisions and potentially endanger your business. And, that’s something that someone who does your taxes can’t help you with. Adam shares the three metrics you should focus on first, as well as… When – and why – more sales doesn’t equal more profitsHow to tell if you’re just “buying yourself a job” or truly running a business Creating the customized financial “scoreboard” you need to make decisions Overcoming the #1 thing all business owners struggle withAnd more

When you charge clients by the hour or project for your consulting or professional services, you end up trading your time for money, says business building and marketing expert Frank Bria. And you, as one person (or even if you have a small team), can only do so much. In fact, you probably do too much for some clients “off the clock.” That means your profit potential is limited. But you can increase your revenue – and profit margins – if you change your business model, leveraging your skills and experience in order to create something once and get paid and paid again. Plus, the business doesn’t depend on your presence at all times. Frank shares how you can radically change your business and finally experience the ultimate freedom of being an entrepreneur. Tune in to find out… The right way (for you and your clients) to do group coachingHow to make sure you know your clients’ end goals – and how to address themA strategy for delivering your services in a scalable wayThe biggest mistake consultants make when working with clientsAnd more

Skip Weisman specializes in helping small businesses radically transform their work environment, making for a more positive and productive company culture – which boosts profits. Skip draws from his own journey as he advises clients as they make this type of shift. After 20 years working in pro baseball, serving as CEO for five different franchises, he needed a change. He turned the page to the “second chapter” of his life with a new career as a speaker and business consultant. One of the pillars of his strategy is employee engagement. He takes a controversial approach in which the boss shares information with the rest of the team that most entrepreneurs keep secret. We go in-depth on that point and also talk about… The challenge – and relief – of getting into the second chapter of your lifeHow to create team that reduces your stress and increases profitsThe two support systems every entrepreneur needs, especially when times are tough Escaping the business owner’s isolation chamber And more

Every business needs marketing to bring in potential new clients. But there is no one “right” way to market your services… no one-size-fits-all solution to get new leads… not even for very similar businesses in the same industry or niche. What marketing strategy will work for you? To figure it out, you have to take stock of your business objectives, then you tailor your marketing to achieve those goals. It’s a little more involved than that, of course. But put in the effort to create a personalized strategy now, and it will pay off in a steady stream of quality leads coming to you in the long term. Tune in to find out more, including… Why you need to get realistic about what the latest Internet marketing strategy can and can’t doCreating a marketing strategy that attracts your ideal clientThe key ways marketing products is different than marketing servicesThe two types of prospects every business hasAnd more

Do you have to be cutthroat to be successful in business? No, says Jonathan Keyser, not even in the most competitive industries. He knows from personal experience. For a long time, he was ruthless as he built his commercial real estate career. But he was also miserable and knew there had to be another way. When he started helping others… being of service… he was more successful than others. He shares how he formed this philosophy and how it works in the real world, as well as… The three parts of transforming your business with selfless serviceHow he’s transforming the commercial real estate industryWhere to find your “community” – and how to help themThe best way to get the most valuable referralsAnd more

Can you guess the #1 source of new customers and clients for businesses? It’s not marketing or advertising. It’s actually still referrals and word-of-mouth. There’s nothing that creates trust faster than a personal recommendation. That’s all well and good, you might be saying, but it’s so hard to get even very satisfied clients to take the time and effort to refer you to their network. They’re hesitant… scared even to put themselves out there because it seems like “selling.” That’s why you take the referral process out of their hands and do it yourself. I share the process for doing that. It’s a system that brings in a steady stream of quality referrals. I’ve never shared this with anyone, anywhere. Get all the details on that and much more, including... What to do once you’ve made first contact with a potential new clientLeveraging human nature to get better – more – referralsYet another reason you should write a book Why you should never “ask” for referrals directlyWidely neglected methods for effectively landing and building rapport with valued long-term clients

“If you run your business based on generally accepted accounting principles, you'll probably go broke.” That’s a pretty strong statement from a CPA. But when wearing his hat as a serial multi-million dollar entrepreneur (among his companies was Ashworth Golf clothing), Jeff Prager discovered that business success didn’t depend on typical financial metrics that your accountant is probably dutifully reporting. Instead, he looked to seven key numbers, including one for which many organizations get a failing grade… and don’t even know it… and certainly don’t know how severely it’s impacting their bottom-line. We get in-depth on those key indicators, as well as… Why, as an owner, you should be a visionary… not a firefighterThe simple spreadsheet that can run your businessThe only financial advisor you can trust Why focusing on profit is the worst thing to doAnd more

As a business owner, you have any number of ways to market your services. But forget all the fancy online marketing tricks or expensive ad campaigns. At the heart of your marketing is a technique that costs little, if anything, in dollars… and brings your business to the attention of the highest value prospects – who are essentially pre-qualified. But before you get there you have to be really clear on a fundamental part of your business and how you serve customers. I show you how to craft your messaging to account for that so prospects always “get it” quickly. Tune in for all the details on that, as well as…A reason to have a podcast you never probably consideredThe only marketing channel you need for your service-based businessThe 3 components of the Attention-Getting LadderTips for creating a clear marketing message And more

Many people are reluctant to make cold calls. In fact, they’ve convinced themselves it doesn’t work… or that it makes them look desperate. But, says Wendy Weiss, those folks just aren’t doing it the right way. Cold calling can be incredibly effective if you do two things before you ever pick up the phone. Cold calling that brings in leads and sales is not about volume, says Wendy, it’s about value. And even professional service providers and other “authorities” in their niche can benefit. We unpack exactly what that means and also discuss other nuances of a winning cold call strategy, as well as…How to target the right people for cold callsHow to spot a successful salesperson early on Why prospects are selfish – and how to take advantage of that The importance of simply “showing up”And more

Marketing funnels are all the rage these days. They can be a way to turn prospects into customers on autopilot. But… there is a caveat. Funnels don’t work for certain businesses. If you’re a professional services provider or offer a “complex” product or service, it’s definitely not a good fit. You need a different approach to your marketing. One that shows potential clients your expertise and experience. There is a marketing channel that accomplishes this that’s actually quite easy to do and readily available. All you have to do is talk… I go in-depth on that channel and also talk about… The 3 purchases that every client makesHarnessing the power of the human voice in your marketing Creating content that grabs attentionHow to pre-sell your prospectsAnd more

Your most powerful tool for improving your business is… between your ears, says Jonathan Levi of Superhuman Academy. Jonathan says most people don’t even realize what their mind is capable of and don’t use it anywhere near its full potential. But, with proper training, you can make better, faster decisions… see opportunities where others don’t… and find the quickest way around obstacles. Jonathan shares the brain-boosting strategies he’s developed to tap into this resource. It’s a style of learning that offers a revolutionary way of taking in and processing new, valuable information so you better understand and retain it. Tune in to find out… The most important element in effective learningSpeed reading techniques that work and memory tricks you can masterThe top 3+ most powerful accelerated learning methodsEntrepreneurship versus the greater goodAnd more

If you’re a small business owner or professional service provider – you need a podcast. It’s a powerful tool to reach your target audience and let them get to know you. But that’s just one of the many ways – most of which you probably haven’t considered – podcasts can help you grow your business. It’s time to reconsider your view on marketing with podcasts. One of the biggest misconceptions? The larger your audience, the more money you make. I’m going to talk about ways to monetize your podcast even with a tiny audience and create a high ticket sales opportunity with every guest you have on. Tune in to discover…Why the podcast sponsorship model doesn’t workThe three types of people you should interviewHow to turn podcasting into the ultimate networking toolThe biggest myths about monetizing podcastsAnd more

Years ago, Jon Schumacher saw the writing on the wall. One of his most effective marketing channels was going away. So he had to pivot to continue to talk with his audience, and he found that through webinars he was able to reach thousands at a time. We talk about the nuts and bolts and mindset behind making big shifts like this. He shares his tricks for hosting a well-attended webinar that compels the audience to take action, as well as how the attitude you adopt influences how you adapt to any big changes in your business. Jon says an intrinsic motivation to succeed is what keeps him going, even when things get tough. It’s a mindset he says you can learn and will see you through even the biggest failures. Be sure to tune in to find out… The difference between selling a product or a service via webinarHow to get big audiences full of prospects ready to take action for your webinar The 3 main elements you need for an effective client acquisition strategyWhen the size of your webinar audience doesn’t matterAnd more

What do you do when you have new ideas to improve your business?Unfortunately, too many entrepreneurs prefer to perfect the concept first or let the idea percolate just a bit more. In most cases, that new idea, which could be a breakthrough, is never implemented and is soon forgotten.There are ways to make sure you keep the momentum of your ideas… to find out sooner rather than later if they’ll work or how to improve them. And when you do that, you can see a radical change in your business.Tune in to discover…Why you should avoid perfection at all costsThe dangers of over-planning – and how to avoid themWalt Disney’s most valuable business adviceThe first step you can take to act on any new ideaAnd more

You’ve built a successful business. Things are running smoothly with you at the helm. But what happens if you get sick… you want to retire… or, god forbid, you die unexpectedly. What happens to the business? What happens to your legacy? To your family? Too many entrepreneurs are too focused on the here and now, says Kathy Boyle of Chapin Hill Advisors, and don’t plan for the future. Turns out without them in charge, there is no viable business. Most business owners don’t like to think of their own mortality, but that’s where Kathy comes in to ask the tough questions. We talk about…What you should be doing now to prepare your business to be soldThe systems you need for a successful transition financially and emotionallyWhy you must make yourself “unessential” to your companyWays to legally protect your legacy from the IRSAnd more

When you hear “influencer marketing,” you might picture some photoshopped celebrity on Instagram, flaunting a new lip gloss on a tropical beach to a fawning teenage audience. But that’s just a cliche, says Shane Barker. This specialized type of marketing actually works in hundreds of niches with hundreds of different types of audiences. But it’s not just a matter of giving an influencer a product to show off – that boat sailed away years ago. Real influencer marketing, in which you can see return on investment, requires a strategy. And it’s not just for big brands, says Shane. Small businesses can get in on the action. We talk about the influencer marketing strategies working today, as well as…Why the number of followers doesn’t matter The right metrics to watch to measure influencer marketing success How Facebook, Instagram, and other platforms can ruin your business overnight (and how to prevent it) What “engagement” really means and how to make sure it’s authentic The rise of the micro-influencers And more

The only constant in business – in life too, for that matter – is change. It’s how you confront change that matters. For Lori Michele Leavitt, the “Pivot Catalyst,” that means careful and considered decision-making. Your next step could be bold… you might even make a complete 180 degree turn. But, says Lori, you don’t have anything to fear if you’re in the right “environment.” We unpack all that, as well as… The 6 indicators that tell you if your business is moving forwardThe group every entrepreneur needs to learn from and “lean on” Discovering the people you don’t need in your life (and they could be very close to you) The key difference between consulting and coachingAnd more

Adam Lean is really all about working on our business, not in our business. Easier said than done when you’re already so busy. But to keep the lights on… and to have a company that lasts with a bright future, it’s essential. Adam, founder of Strategy Scout, shares his strategies for being able to figure out what moves the needle most and how to concentrate your efforts there for maximum impact. He also mentions a way that many business owners look at their money that misleads them horribly about their financial situation.We take a deep dive into that, as well as… The 3-step business turnaround plan – and the red flags to watch for on the wayThe Amazon ad Google strategy for growth any company can followCreating a “stage appropriate” marketing strategyThe cashflow strategy most entrepreneurs missAnd more

Susan Lassiter-Lyons, founder and publisher of TheIncomeInvestors.com, was all about real estate, even after the 2008 crash. But then she came to a realization that she had all her eggs in one basket. So, she decided to diversify and seek out new opportunities to ensure the money she was making was effectively working for her. Along the way, she discovered that reinvesting all her money back into her business was by far not the best model. And she could find much better returns… and still grow her company. Even better she’s found a way to create passive income that means she doesn’t have to work if she doesn’t want to. We take a deep dive into that, as well as…The absolute best trait of any entrepreneurWhy your next step doesn’t ever have to be a giant leapThe 80-15-5 Bucket Investment Strategy How to build an “Anti-Fragile” PortfolioAnd more

Many entrepreneurs don’t realize the true potential of LinkedIn to boost their online presence, be recognized as experts in their field, and, in the process, increase their ability to attract leads and sales. LinkedIn specialist Sarah Santacroce aims to change that. And it’s not about using high tech tools or third-party apps to bring in thousands of leads. She uses a more personal – and much more effective – approach to connect with potential clients and customers. We talk about that, as well as…Why automated lead generation doesn’t workThe right way to build genuine relationships on LinkedInWhat you’re doing wrong with your LinkedIn profileHow introverts can thrive on LinkedInAnd more

A successful coffee shop must have great coffee. That’s a given, says Tom Vincent, founder of the Texas Coffee School. But, says Tom, a coffee shop has to offer so much more to bring in customers… and we’re not talking scones and biscotti or comfy couches. Tom outlines how to differentiate one coffee shop from all the others in today’s crowded marketplace. Those lessons apply to startups in any industry. The first one: your product is not what you’re really selling. Tune in to find out…Why your business shouldn’t be like a Chinese restaurantThe eco-system of successA simple secret for making the decision for your future customerHaving the best product in the industry doesn’t matter if you don’t do thisAnd more

You build a business quickly… and then hit a wall. No more growth. You flatline. Paul Rush, Founder and CEO of Substantial, is a veteran entrepreneur who’s faced that problem more than once. He shares how he pushed through. And it turns out that there are three key strategies to overcoming those obstacles and pushing on to the next level. One thing to realize is that failure isn’t failure – it’s actually opportunity. We also talk about…How to find your REAL purpose – and act on it (it’s not always obvious)Techniques to make real connections when technology separates usWhy you must create a vision and mission – and how to do itThe 3 key things he’s doing when creating his next businessAnd more

As a financial advisor, Nicole Middendorf of Prosperwell Financial often feels more like a psychologist. She finds she has to change her clients’ mindset about money… and even gets involved in a sort of couples counseling. We talk about that, as well as the roundabout career path that got her to where she is today, why she wouldn’t trade it, and what she learned along the way that she still uses in her current business. Plus, we talk about her refreshing take on the traditional “bucket list.” Tune in to find out…The first employee you should hireWhat should be the ultimate goal for every business owner – that has nothing to with moneyHow your spouse should be involved in your businessWhy driving a race car in Las Vegas had a huge impact on her businessAnd more

SEO is the big buzzword in Internet marketing these days. But the majority of the apps, plugins, and “tricks” you hear about are just smoke and mirrors, says Brendan Hufford, SEO Director at Clique Studios. To get that high Google ranking and the resulting traffic to your website you need a more methodical, thoughtful approach… and it’s actually easier to do. Plus, SEO isn’t the only element you need to succeed. We unpack that strategy, which requires no expert knowledge or hired experts. He also tells us about one of the biggest life lessons he learned from one of his mentors that propelled his business forward: focus on what actually matters – and it’s not money. Tune in to discover…How to create a marketing funnel that understands your audienceThe cluster content modelThe danger of forgetting about self-care – and the impact on your life and businessWhy failure is not always a learning experienceAnd more

Before you can be an effective leader, there’s one member of the team you have to get “buy-in” from first, says Deb Calvert, founder of People First Productivity Solutions. Hint: It’s not a top manager or key employee.We also talk about what many business owners perceive as a “necessary evil”: sales. But that’s exactly the wrong way to think about it, says Deb. We talk about the attitude you need instead if you want to propel business growth and preserve your core values. We also cover how you should think of buyers – and how to talk to them without being “sales-y.” It’s easier than you think. Listen in to discover…The “detours” that put you on the right road to successCareful decision-making strategies without analysis paralysisThe questions that build trust with buyersHow incentives for your salespeople can sabotage sales goalsAnd more

We’re having conversations with ourselves all the time. Unfortunately, says Bert Martinez, often that self-talk is negative… and impacting your ability to achieve goals and build your business. Bert, who consults with Fortune 500 companies, as well as small businesses, shares his simple technique for achieving a positive mindset that helps you solve problems and push past obstacles. He also talks about the type of marketing small businesses should avoid and the one that actually makes them money – and it’s affordable, too. Listen in to find out…How to recognize when your ego is getting in the way – even sabotaging your successStrategies for delivering real value to customers (which you probably aren’t doing now)What really motivates people to buy – and how to harness itA step-by-step process for creating life-changing affirmationsAnd more

Doug Hall believes in entrepreneurship… he believes in entrepreneurs. And with his business, Resources for CEOs, he strives to help them overcome the challenges that are holding them back from getting everything they want out of their business. It’s not just money. But the freedom to live their life. We talk about how to get there, including a unique “operating system” for companies that has nothing to do with software… but is so necessary when a business gets more complex as it grows. Listen in to discover…The value of looking back to where you startedThe only real reason you’ll actually make significant change The self-imposed limits in processes and mindset you don’t realize you haveCreating a shared language for your teamAnd more

Many business owners, especially professional service providers, downright fear selling… or they think of it as a necessary evil. Liz J. Simpson, founder of B2B sales consultancy Stimulyst, helps them embrace sales - and make it easy and fun.First, with techniques for changing their attitude. Second, with tools and techniques that anybody can use to boost their business development efforts and land high paying clients… even if you think you’re “bad” at selling. We also chat about…Overcoming the #1 barrier to sellingHow to truly get to know yourself – and how it changes your businessThe unexpected benefits of meditationControlling the Buyer’s JourneyAnd much more...

As they build a business, most entrepreneurs don’t understand just how much that process can impact their marriage, say doctors Ellyn Bader and Peter Pearson, co-founders of Silicon Valley’s The Couples Institute and married couple for 36 years. The good news is that the strategies to make for a successful relationship at home… also work in the business world. We talk about setting priorities, the importance of acknowledgement and appreciation, and taking ownership, as well as… The 5 Fs of a successful marriageThe right type of “date night”The only way to create lasting trustWhen one-sided decisions are a good thingHow much you should tell a spouse about business problemsAnd more

In 2014, Tracy Enos fired all her digital marketing clients to focus on LinkedIn consulting… and has been unstoppable ever since. But she’s no ordinary LinkedIn expert. She’s not a big fan of the “shiny” tools that bring in views, likes, and comments – and help your posts “go viral.” She focuses on things that actually turn into dollars for her clients’ businesses. We discuss the foundation of a solid LinkedIn strategy for marketing your business – which might mean totally revamping what you’re doing now. Tune in to find out…How to “channel” – then attract – your ideal clientLinkedIn tools to use… and those to throw outWhy a smaller list of prospects can be more profitableThe only way to create value – and start real conversations – with your LinkedIn marketingAnd more

Healthcare and insurance is on everybody’s mind these days, for both employees and employers. There don’t seem to be any easy answers in this great national debate. Allison De Paoli is making a difference among her clients by making health coverage affordable and effective. She’s making it more efficient and cutting unnecessary costs without sacrificing quality coverage that makes you a competitive company in the marketplace and employer people love to work for. Get your health coverage sorted out, says Allison, and you can radically grow your business and thrive. She talks about strategies that have become available in recent years to make that possible, and also…The real reason for the stagnation of wages in the U.S.How healthcare is set to change again in the coming years – and who the big players will beStrategies to take advantage of the radically shifting health insurance marketThe legal issues employers must watch out for with pharmacy and healthcare plansAnd more

It’s something every professional service provider or entrepreneur learns very quickly after they start their business, says Andy Paul:They have the education, the experience, the expertise… they’re good at what they do.But they don’t know how to sell their services… maybe they’re even afraid or ashamed to sell. But this founder of The Sales House has the antidote.He says method, training, and process has its place in sales excellence… But he also advocates another secret ingredient.We talk about what that is, as well as…Where true mastery of any subject comes fromWhy luck doesn’t exist but being lucky doesHow self-development trumps formal trainingThe B.A.L.D. Formula for sales excellenceAnd more

Most people only seek out legal help as a last resort, when the proverbial “house is on fire.” Big mistake, says Scott Reib, because most matters could be handled simply and inexpensively. Scott tells us about one key change he’s made when charging for his services that attracts more clients – and keeps them happy enough that they come back again and again. It’s a business model that many professional service providers could adopt to work less and make more money. We also talk about…The skills your lawyer should have beyond legal expertiseSerious legal issues many small businesses unknowingly neglectWhat you must do before signing any contract (and hopefully you’re using contracts!)How a lawyer can help you grow your businessAnd more

If you’re a parent, especially if you have a kid in college, you can’t miss this episode. Same with any companies that might be hiring now or in the future. Beth Hendler-Grunt, of Next Great Step, is a career coach specializing in helping recent college grads land that all important first job… which can set the stage for their whole career. She shares what students should be doing right now to prepare, even if graduation is years away. Just having a great degree is not enough anymore. That won’t set you apart from other applicants, says Beth. At the same time, she explains why employers shouldn’t be so afraid to hire right out of college. As an entrepreneur, Beth also highlights how to make sure your business idea has a ready market and you have the right resources – and people around you – to grow. Tune in to find out…Where 80% of jobs can be foundThe student and employer mindset mismatchHow social media can sabotage the job searchOne of the biggest fears young people must face to get aheadAnd more

Back in my engineering days pricing drove me nuts. There was this thing known as a “market rate”—the sort of standard within the industry for what you should charge.But I didn’t like the standard. It didn’t leave much profit, and it was driven by the firm that was willing to sell their time for less.And, there’s always someone who will choose to sell for less.For a long time that really......pissed me off.What was wrong with them?!!! 😖It took some time, but I finally realized that the market rate had no bearing on what we choose to charge our clients.In the process, I stumbled upon some well known, yet seldom used principles that lead to better fees.In this episode, we’ll tackle them.The mindset that leads to higher fees.Why clients complain you’re too expensive and how to respond.How to avoid discounting when clients ask, “Is that the best you can do?”The best way to present your fees.Why bonuses are useful, even in service businesses.

In this week’s episode of the podcast, I tackle a question that has come up several times lately…“How can I connect with potential clients, without spamming them with cold emails, calls, or LinkedIn requests…and actually get them to reply?”Great question. In this episode, I’m going to show you how I reach out to prospects, and not only get replies but get excited, enthusiastic replies…they want to talk with me!!And it’s based on one, simple business truth—you need a relationship before you ask for money.Most of the stuff you see out there has it the other way ‘round.Don’t fall into that trap.Listen to the podcast now…-Steve

The very best professional athletes are famous for their focus. In business, focus is a key to success but not the way you’d assume, says Thane Marcus Ringler. One element is take what our mentors and teachers have taught us and take it to the next level. Thane shares how you can make that leap and propel forward progress by being… simplistic. He says the key is a way of thinking – a mental model – too many people neglect, especially in our always-connected world. We explore that in-depth, as well as…How a Plan B can sabotage your successThe one thing that will teach you the most about your businessWhat unlocks true creativity3 Steps to mastery – and what mastery really isAnd more

Yesterday, I was on a webinar and my friend Jim Padilla shared a picture of a cute little bear cub. It was standing on it’s hind legs in a beautiful mountain stream. You could see the cool water splashing around the cub. And, inches away, in mid-air was a mountain lion, on the attack….The mountain lion was completely focused on the bear cub, which, it turns out is a problem. In the background of the photo is the big, mean, and angry mother bear, charging towards the mountain lion.The point of all this is that sometimes, we get distracted by small things, and miss the more important thing right in front of us.Today’s podcast episode is a follow-up from Saturday’s article on The Myth of Large Markets. Today we’re talking about how to follow-up and communicate with your Target 100 list of future clients. AND, do it without feeling like you’re bugging people.If you haven’t read the article, don’t worry, this episode will still make sense (but do go read it soon).

Entrepreneur and author Paul Jarvis has an ideal customer type: people who are paying attention. He explains what that means and how it’s connected to staying well away from social media marketing. In a world obsessed with explosive business growth, Paul also has a more cautious take that still makes for a profitable business. The key element: the relationship you have with your customers. Along the way he discovered something that’s more useful in business than education, training, or experience. We unpack that and also discuss… Scaling up your business without growthBeing your true self to your customersHow to avoid “selling” but be more profitableThe sometimes-awkward transition from services to productsAnd more

How do you go from the lowest of low points to reaching your most important goals? One decision at a time, says Adam Schaeuble, a.k.a. the PHD (Previously Heavy Dude). Adam shares how he achieved a remarkable physical and business transformation by doing at least one thing every day. And you don’t have to be in dire straits to make it work. His strategies work when your business has plateaued, goals seem out of reach, and you can’t seem to motivate yourself to make it happen. He shows you how to move the needle consistently and sustainably. And we also talk about…The power of the Lifestyle Rehabilitation StatementThe right way to use affirmationsWhy you shouldn’t have “days off”The challenge every entrepreneur should take onAnd more

The true freedom of freelancing can seem out of reach at times, especially at the beginning. Jason Resnick knows all too well that you have to remember you’re building a business as a foundation for the lifestyle. A big part of that – and securing long term clients and reliable income - is setting yourself apart from the competition. Jason also shares how he is able to form mutually beneficial relationships with clients. We talk about… Avoiding the feast-or-famine cycle The clients you must say “no” toPicking a profitable nicheThe personalized client experienceWhy the money is in the follow upAnd more

Referrals are one of the most lucrative sources of new business. But, says referral expert Michael Roderick, you won’t get referrals if your business and your marketing isn’t set up the right way. Michael shares his secrets for making your brand memorable… and referable. A lot of it has to do with the language you use when talking about your business. Michael has tips for finding and capturing the audience that will help you build your business with solid referrals. You’ll have to do some work on your mindset and your messaging.Tune in to find out…The 3 basic elements of a referable brandWhat you must do when faced with tough timesHow memory impacts marketingWhy simplicity always winsAnd more

In general, salespeople don’t like when technology is applied to the sales process, says Adam Honig. It cramps their style. But, as founder and CEO of Spiro Technologies, Adam has found a way to inject the latest tech in order to move prospects through the pipeline faster and easier… in a way that sales teams embrace.One way is to give each salesperson a very specialized type of assistant – that’s not even human. We find out how it works and how you can get started, as well as discuss…CRM taken to the next level, and then the level beyond that How to make sure your goals aren’t abstract (and unachievable)A method for qualifying top prospects automaticallyThe best way to find out what’s wrong – and what’s right – with your sales processAnd more

Jason Blumer, of Blumer CPAs, specializes in helping creative, service-based companies go beyond the founder by putting together a team, one that must grow for the business to grow. But you can’t hire just anyone. And you can’t manage and lead 20 people like you did five. Jason has solid strategies for making that transition, creating a strategy for consistent growth…and having the patience to let the process work.We unpack that in detail and also talk about how Jason has leveraged podcasting to take his own businesses to the next level…Tune in to learn about… Busting through your growth ceilingWhy you should only work with “unfriendly” business coachesThe ultimate accountability partnerThe #1 rule for a successful podcast (how many people listen doesn’t really matter)And more

We just hit 100 episodes!! Thank you for being a part of the journey.In this episode, I share the big lessons I’ve learned after 100 episodes on how to use a podcast to get clients.Here’s what I cover…The role of a podcast in your marketing (it’s not what most people think).How to judge success.Why a podcast is the best “door opener” in your toolkit.How to stay interesting and relevant to prospects (without creating a bunch of content yourself).And so much more…

Jim Padilla, business coach, sales expert, and founder of Gain the Edge, says most people are going about sales all wrong.For one, they buy into a myth about how a business is supposed to grow that actually stalls growth – and causes unnecessary stress and worry.If you’re uncomfortable with sales… if you feel you must follow a rigid sales system to be successful… you need to hear the alternatives Jim advocates. They’re more effective – and easier to do too.Listen in to find out…How to ride the Sales Waterfall5 things you must understand about your prospectWays to overcome the fear of rejection in sales (that you don’t know you have)The 4 stages of the sales process – and the stage to always skipAnd more